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Value First then Price: Quantifying Value in Business to Business Markets from the Perspective of Both Buyers and Sellers Ed by Andreas Hinterhuber and Todd C. Snelgrove

Contributor(s): Hinterhuber, Andreas [Editor] | Snelgrove, Todd C [Editor].
Material type: materialTypeLabelBookPublisher: London Routledge Taylor & Francis Group 2017Description: 224p.ISBN: 9781138101630.DDC classification: 658.804
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Book Book Institute of Management
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IMDIS 658.804 VAL (Browse shelf) Available M0033862
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Part I. Quantifying and Documenting Value in Business Markets

Part II: Selling Value Value Quantification Capabilities
2. Interview: Processes and Capabilities for Value Quantification
3. Muddling Through On Customer Value In Business Markets?
4. Interview: Nurturing Value Quantification Capabilities in Strategic Account Managers
5. Salesforce Confidence and Proficiency the Chief Cornerstone of Effective Customer Value Management

Part III: Selling Value Best Practices in Value Quantification
6. Value Quantification Processes and Best Practices to Document and Quantify Value in B2B
7. Quantifying Your Value so Customers Are Willing and Able to pay for it
8. Best Practices for Defining, Quantifying, and Sharing Value

Part IV: Buying On Value Value Quantification and B2B Purchasing
9. Interview: Selling Value to Purchasing
10. Using Best Value to Get the Best Bottom Line
11. Value Selling: The Crucial Importance of Access to Decision Makers from the Procurement Perspective
12. The Sourcing Continuum to Achieve Collaboration and Value

Part V: Value Quantification and Organizational Change Management
13. Interview: Implementing Value Quantification in B2B
14. Interview: The Ring of Truth Value Quantification in B2B Services

Part VI: Buying and Selling on Value Value Quantification Tools
15. A Question of Value: Customer Value Mapping Versus Economic Value Modeling
16. Why Start-Ups Should Consider Using Value Propositions
17. Creating and Sustaining Competitive Advantage Through Documented Total Cost Savings

Part VII: Epilogue
18. A Call To Action: Value Quantification in B2B Buying and Selling

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