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* * * * * * Value Selling In A Competitive Marketplace * * *
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How does Value Selling work? Most companies today have embarked on some form of �Total Quality Program�. Value Selling is the application of the same principals to the sales process. The entire sales team -- customer service, technical support, marketing management, sales management and the salesperson must all strive to be part of the �differential value� to the customer. Effective quality improvement programs focus on building an effective process or improvement of a current process to achieve the desired result. Value Selling focuses on the sales process. Like any good quality program, all elements of the process should be reviewed, modified and updated to meet the competitive demands of the marketplace. New skills may have to be developed to bring the sales team up to the improved expectation level. The final step is the formation of a management process to assist in coaching and managing the value selling process to bring about the desired behavioral changes throughout the organization.
What can I expect from implementation of the Value Selling ideas? |
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