Creating and Delivering Your Value Proposition: Managing Customer Experience for ProfitKogan Page Publishers, 2009 M10 3 - 232 páginas In recent years, developing a value proposition has become a prime consideration for businesses. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments. Creating and Delivering your Value Proposition provides guidance for business leaders - demonstrating why having a strong value proposition is so important for a company. This practical new title shows readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers. Featuring global case studies and examples, Creating and Delivering your Value Proposition is an essential guide to understanding and developing a value-focused strategy for all senior practitioners. |
Dentro del libro
Resultados 1-5 de 34
Página vii
... 37 39 40 Value creation , alignment and decision making Strategic intent B2B service and solutions providers and the consultative selling imperative 42 44 52 Strategic value pathway : customer intimacy . Sales mode : Table of contents.
... 37 39 40 Value creation , alignment and decision making Strategic intent B2B service and solutions providers and the consultative selling imperative 42 44 52 Strategic value pathway : customer intimacy . Sales mode : Table of contents.
Página xii
... selling 13.2 Creating sustainable sales 148 13.3 Are your salespeople value merchants or value 151 spendthrifts ? 13.4 The causal model 153 13.5 Offering management process 157 13.6 Offering lifecycle 161 13.7 A whole product map for a ...
... selling 13.2 Creating sustainable sales 148 13.3 Are your salespeople value merchants or value 151 spendthrifts ? 13.4 The causal model 153 13.5 Offering management process 157 13.6 Offering lifecycle 161 13.7 A whole product map for a ...
Página 1
... selling point (USP) or differentiation, and is also generally regarded as the preserve of sales and marketing and not linked to an organization's strategy. We felt it was time to address these misconceptions and clarify what a value ...
... selling point (USP) or differentiation, and is also generally regarded as the preserve of sales and marketing and not linked to an organization's strategy. We felt it was time to address these misconceptions and clarify what a value ...
Página 7
... key influencer of the way we think about business in general, and marketing and selling in particular . This is important because value propositions can What do you really think about customers? 7 What do you really think about customers?
... key influencer of the way we think about business in general, and marketing and selling in particular . This is important because value propositions can What do you really think about customers? 7 What do you really think about customers?
Página 9
... selling are often ingrained to the point of fossilization . When you were a child you probably played at ' shopping ' , pretending to be either the customer or the storekeeper , handing over pretend money in return for pretend ...
... selling are often ingrained to the point of fossilization . When you were a child you probably played at ' shopping ' , pretending to be either the customer or the storekeeper , handing over pretend money in return for pretend ...
Contenido
| 1 | |
| 5 | |
| 21 | |
Chapter 3 The valuefocused approach | 39 |
Chapter 4 Creating your value proposition | 59 |
Market | 61 |
The value experience | 67 |
Offerings | 79 |
Proof | 101 |
Chapter 11 Value proposition template and value proposition statement | 109 |
Chapter 12 Message development | 125 |
Chapter 13 Implementation | 135 |
Chapter 14 Starting and sustaining | 171 |
Chapter 15 The valuefocused enterprise | 183 |
Back to the future | 199 |
Example value proposition for intel partial | 205 |
Otras ediciones - Ver todas
Creating and Delivering Your Value Proposition: Managing Customer Experience ... Cindy Barnes,Helen Blake,David Pinder Sin vista previa disponible - 2014 |
Creating & Delivering Your Value Proposition: Managing Customer Experience ... Cindy Barnes,Helen Blake,David Pinder Sin vista previa disponible - 2009 |
Términos y frases comunes
achieve alignment analysis Balanced scorecard benefits map Benefits minus Cost Board sponsor business model buyers Capgemini Chapter client co-created value competitive competitors component consultative sales corporate create value Crossing the Chasm customer experience customer value customer value proposition customer’s decision define deliver value Diffusion of Innovations emotional enable ensure example Figure film film producer focus focused global identify important industry innovation Intel issues market segment matrix messages Nehalem open innovation operational organization organization’s organizational outputs Philip Kotler product or service products and services programme purchase relationships risk sales opportunities selling solution specific strategic intent strategic value pathways supplier target team with Board Theodore Levitt things thinking top-level value proposition transactional understand value experience Value Proposition Builder value proposition statement value proposition template Value Pyramid value-focused enterprise VP team whole product Xerox PARC