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Printable Handouts
Navigable Slide Index
- Introduction
- Selling a solution
- A salesperson' key questions
- What we'll cover
- How organisations work and create value
- Value creation
- The organisational value chain - Prof. Porter
- Organisational value chain - credit card company
- Organisational value chain - packaging supplier
- Inbound logistics for a packaging manufacturer
- VMI Customer value proposition
- VMI Supplier value proposition
- The power dynamic within the customer
- Customer management hierarchy
- The Decision Making Unit (DMU)
- Contact base issues - understanding the DMU
- The contact strategy - contact base matrix
- Power map
- The value based selling approach: summary
- The use of questioning techniques
- From salesperson to consultant
- Why salespeople don't ask more questions (1)
- Multiple grocery retailer value chain
- Why salespeople don't ask more questions (2)
- The data to information filter
- Asking the right consultancy questions
- The use of value mapping
- Customer value
- Quality or return
- Total price or investment.....
- Perceived return on investment
- Customer value map
- Review of what we've covered
- The value based selling approach: summary
- Thank you
Topics Covered
- Key questions
- How organizations work and create value
- Value creation
- The organizational value chain
- Value propositions
- Customer management hierarchy
- The Decision Making Unit (DMU)
- Contact base issues
- Developing the contact strategy
- From salesperson to consultant
- Why salespeople don't ask more questions
- Customer value
- Quality or return
- Total price or investment
- Value based selling
Talk Citation
Melkman, A. (2010, August 10). Value based selling [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved August 31, 2024, from https://doi.org/10.69645/VFDM5348.Export Citation (RIS)