The prime solution : close the value gap, increase margins, and win the complex sale / Jeff Thull.
By: Thull, Jeff
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Material type: 
TextPublisher: Chicago, IL : Dearborn Trade Pub., c2005Bibliography: Includes bibliographical references (p. 197-205) and index.Description: xxvi, 213 p. : ill. ; 24 cm.ISBN: 0793195225.Subject(s): Industrial marketing | Sales management | Selling | Customer relations | ValueDDC classification: 658.8/1 Online resources: Table of contents | Item type | Current library | Collection | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Two Weeks | Davenport Library Circulating Collection | Print-Circulating | 658.8 T422 (Browse shelf(Opens below)) | Available | 34284003325420 |
Includes bibliographical references (p. 197-205) and index.
The elusive prime solution -- Three eras of value dilution -- Five barriers to keeping value promises -- Value leverage for business performance -- Multiple decisions, mutual understandings -- Effective execution, measurable results -- Creating the prime solution : if we build it, they may not come -- Marketing the prime solution : it's not about us, it's about the customer -- Selling the prime solution : it's not about closing, it's about quality decisions -- Delivering on the value promise : promising value is expected, delivering value is exceptional.
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