Infinite Value
Bloomsbury Business (Verlag)
978-1-4729-3529-8 (ISBN)
Infinite Value offers a value-based business model approach, which author Mark Davies argues is the most effective way forward for a business to thrive and grow in any economy. When a salesperson uses value-selling techniques to identify the needs of the customer, and can highlight how those needs are met by the product or service being sold, the customer becomes more invested in acquiring that offering, as well as more invested in the business itself.
Although a value-based business strategy provides stronger competitive advantage and long-term profits for both the supplier and the customer, few organizations manage to work in this way for sustained periods. Infinite Value provides a seven-pillar model to help organizations understand and implement the concepts of value-based selling, including reviews of customer strategy, value propositions, strategic customers and value pricing.
Mark Davies is MD of Segment Pulse Limited, a Visiting Fellow with Cranfield School of Management, and a Visiting Fellow with Aston Business School. Mark has an MBA and an MSc in Advanced Manufacturing Systems; he is a Chartered Engineer, Chartered Marketer and a Fellow of the Institute of Marketing.
Part One: The Infinite Value Concept
Chapter 1 Challenging trends for business markets
Chapter 2 A faltering response
Chapter 3 Is Value-Based Business a better way?
Chapter 4 The 7 elements of the Infinite Value Organisation
Part Two: The 7 Elements of Value-Based Business
Chapter 5 The Customer Value Strategy
Chapter 6 Offer Development & Innovation
Chapter 7 Value-Based Selling
Chapter 8 Key Account Management
Chapter 9 Channel Partnerships
Chapter 10 Value-Based Pricing
Chapter 11 The Value-Centric Organisation
Part Three: Transforming to a Value-Based Organisation
Chapter 12 The Value Management Team
Chapter 13 Developing Value Management Capability Standards
Chapter 14 Value-Based Business Transformation
Chapter 15 Final thoughts and future predictions
| Erscheinungsdatum | 11.02.2017 |
|---|---|
| Verlagsort | London |
| Sprache | englisch |
| Maße | 156 x 236 mm |
| Gewicht | 660 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management | |
| ISBN-10 | 1-4729-3529-2 / 1472935292 |
| ISBN-13 | 978-1-4729-3529-8 / 9781472935298 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
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