The requirements for a high-performing sales function are changing. In the past, communicating product benefts and features was a key element of sales activities. This is no longer enough. Today, the sales function is increasingly asked to document and quantify value to customers.

Value quantification – processes and best practices to document and quantify value in B2B

Hinterhuber, Andreas
2022-01-01

Abstract

The requirements for a high-performing sales function are changing. In the past, communicating product benefts and features was a key element of sales activities. This is no longer enough. Today, the sales function is increasingly asked to document and quantify value to customers.
Value First, Then Price: Building Value-Based Pricing Strategies
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/10278/5010882
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