Value-ology : Aligning sales and marketing to shape and deliver profitable customer value propositions

This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America. It has never b...

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Bibliographic Details
Main Authors Kelly, Simon (Author), Johnston, Paul (Author), Danheiser, Stacey (Author)
Format Electronic eBook
LanguageEnglish
Published Cham : Springer International Publishing, 2017.
Subjects
Marketing > Management.
Strategic planning.
Customer relations.
Marketing research.
Customer services.
Success in business.
Market segmentation.
Sales personnel.
elektronické knihy
electronic books
Online AccessFull text
ISBN9783319456263
9783319456256
Physical Description1 online resource (XX, 199 pages) : 30 illustrations in color

Cover

Table of Contents:
  • Chapter1
  • Unlocking Customer Value Chapter2
  • What is Value? Chapter3
  • Value Propositions Chapter4
  • Value Conversations Chapter5
  • Unearthing Customer Value Chapter6
  • From Value Propositions to solutions Chapter7
  • Developing Coherent Campaigns Chapter8
  • Align or Die Chapter9
  • New Value Curve.

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