Over the last decade, the sales process has been. completely
redefined . . .. .
Brand allegiance is virtually nonexistent in todays
hypercompetitive market. Great products and services no longer earn
high marginsthey simply get a salesperson in the door. In an era of
commoditization, buyer savvy, and. cost controls, what matters is
the expertise sellers bring to the table; expertise that enables
them to deliver insight that creates value in the sales process
itself. "Escaping the Price-Driven Sale" provides a groundbreaking
strategy for identifying and delivering. the customer insight that
will command a premium price every time. Filled with timely market
research and real-world examples, "Escaping the Price-Driven Sale"
is a practical guide for sellers and management alike.. .
"Escaping the Price-Driven Sale" is grounded in 30 years of
research conducted in the field with global companies by Huthwaite,
Inc. The leading sales performance improvement firm in the world,
Huthwaite has studied thousands of sales interactions and
continuously tests and applies its research each year with clients
worldwide.. .
Tom Snyder and Kevin Kearns focus on core requirements in a
world where more buyers are a click away from price and feature
comparisons: how to sell value and the skills needed to avoid
commoditization. "Escaping the Price-Driven Sale" is an important
and timely contribution. from experienced and savvy practitioners.
Frank V. Cespedes, Senior Lecturer, Harvard Business School, and.
Managing Partner, Center for Executive Development.
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