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...

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Bibliographic Details
Call Number:Libro Electrónico
Main Authors: Keränen, Joona (Author), Terho, Harri (Author), Saurama, Antti (Author)
Corporate Author: Safari, an O'Reilly Media Company
Format: Electronic eBook
Language:Inglés
Published: MIT Sloan Management Review, 2021.
Edition:1st edition.
Subjects:
Industrial marketing.
Marketing industriel.
Industrial marketing
Online Access:Texto completo (Requiere registro previo con correo institucional)

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