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.
File in questo prodotto:
| File | Dimensione | Formato | |
|---|---|---|---|
|
Value first then price 2e_2022.pdf
non disponibili
Tipologia:
Documento in Post-print
Licenza:
Accesso chiuso-personale
Dimensione
2.54 MB
Formato
Adobe PDF
|
2.54 MB | Adobe PDF | Visualizza/Apri |
I documenti in ARCA sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.
