Cargando…
Three Ways to Sell Value in B2B Markets /
As customers face pressure to reduce costs while maintaining profitability, value-based selling (VBS) has become critical in B2B markets. The authors' research suggest that vendors can adopt either a product-centric, customer process-centric, or performance-centric VBS approach. In this article...
| Clasificación: | Libro Electrónico |
|---|---|
| Autores principales: | , , |
| Autor Corporativo: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
MIT Sloan Management Review,
2021.
|
| Edición: | 1st edition. |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
| LEADER | 00000cam a22000007a 4500 | ||
|---|---|---|---|
| 001 | OR_on1290495174 | ||
| 003 | OCoLC | ||
| 005 | 20231017213018.0 | ||
| 006 | m o d | ||
| 007 | cr cn||||||||| | ||
| 008 | 220101s2021 xx go 000 0 eng d | ||
| 040 | |a TOH |b eng |c TOH |d OCLCO |d ORMDA |d OCLCO |d OCLCF |d OCLCQ |d OCLCO | ||
| 024 | 8 | |a 53863MIT63116 | |
| 029 | 1 | |a AU@ |b 000070439455 | |
| 035 | |a (OCoLC)1290495174 | ||
| 037 | |a 53863MIT63116 |b O'Reilly Media | ||
| 050 | 4 | |a HF5415.1263 | |
| 082 | 0 | 4 | |a 658.8/04 |2 23 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Keränen, Joona, |e author. | |
| 245 | 1 | 0 | |a Three Ways to Sell Value in B2B Markets / |c Keränen, Joona. |
| 250 | |a 1st edition. | ||
| 264 | 1 | |b MIT Sloan Management Review, |c 2021. | |
| 300 | |a 1 online resource (9 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 347 | |a text file | ||
| 365 | |b 6.95 | ||
| 520 | |a As customers face pressure to reduce costs while maintaining profitability, value-based selling (VBS) has become critical in B2B markets. The authors' research suggest that vendors can adopt either a product-centric, customer process-centric, or performance-centric VBS approach. In this article, they highlight the key characteristics, requirements, and challenges of each option, and provide guidance on how to choose the right VBS approach based on the circumstances. | ||
| 542 | |f Copyright © 2021 MIT Sloan Management Review |g 2021 | ||
| 550 | |a Made available through: Safari, an O'Reilly Media Company. | ||
| 588 | 0 | |a Online resource; Title from title page (viewed September 1, 2021). | |
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Industrial marketing. | |
| 650 | 6 | |a Marketing industriel. | |
| 650 | 7 | |a Industrial marketing |2 fast | |
| 700 | 1 | |a Terho, Harri, |e author. | |
| 700 | 1 | |a Saurama, Antti, |e author. | |
| 710 | 2 | |a O'Reilly for Higher Education (Firm), |e distributor. | |
| 710 | 2 | |a Safari, an O'Reilly Media Company. | |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/53863MIT63116/?ar |z Texto completo (Requiere registro previo con correo institucional) |
| 994 | |a 92 |b IZTAP | ||