価値提案から販売へ Selling Your Value Proposition : How to Transform Your Business into a Selling Organization

Barnes, Cindy/ Blake, Helen/ Howard, Tamara

Kogan Page Ltd（2017/05発売）

• 製本 Paperback:紙装版/ペーパーバック版／ページ数 232 p.
• 言語 ENG
• 商品コード 9780749479916
• DDC分類 658.8

Full Description

A value proposition is created from the combination of a company's products and services, and the value gained by the customer. It is used to drive better business, and is essential to success for any business - without it, companies are at risk of losing customers and being drowned out in crowded marketplaces. Selling Your Value Proposition is a practical, user-friendly guide to establishing a streamlined customer-centric selling process to communicate and express value propositions, enabling companies to convey their value-creating stories to customers consistently.

Featuring case studies and interviews with renowned business leaders and influencers, Selling Your Value Proposition demonstrates how value propositions adeptly position a business across a range of industries. The techniques and skills shared have all been honed through the authors' experience with more than 600 companies around the world, and clear, step-by-step guidelines will empower all readers to effectively focus their value propositions for competitive success.

Contents

Chapter - 00: Introduction;
Chapter - 01: How the World Has Changed;
Chapter - 02: Why Businesses Need a Value Proposition;
Chapter - 03: How to Develop a Value Proposition;
Chapter - 04: How to Translate a Value Proposition into a Sales Proposition;
Chapter - 05: The Sales Process;
Chapter - 06: The Sales Story;
Chapter - 07: Winning Business: the 10 Laws of Value Proposition Selling;
Chapter - 08: Creating the Selling Organization;
Chapter - Appendix 1: Value Proposition Workshop Survey Results;
Chapter - Appendix 2: Case Studies;