TY - ADVS TI - Value based selling AU - Melkman, Alan A2 - Macdivitt, Harry PY - 2010 DA - 2010/08/10 UR - https://hstalks.com/bm/1804/ AB - 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 DB - The Business & Management Collection SN - 2059-7177 ID - 2656 PB - Henry Stewart Talks ER -