The Challenge of Value by Harry Macdivitt
Far too little work has been done around the question of value, this is a notable contribution to the field. .This book will give you a head start in communicating the value inherent in your goods and services to the stakeholders who matter most to your business.your customers. David Thorp, Director of Research and Professional Development, The Chartered Institute of Marketing The contents of this book are at the very heart of understanding value. As a result, I think it would be extremely helpful for readers wishing to understand and implement value in their own organisations. Helmut Stiegler, Manager Sales & Marketing-Sales Excellence, Siemens Industry Automation Division The Challenge of Value: First you must understand your customer and what is important (valuable) to him personally and to his business in terms of the three elements of the Value Triad(c). Second you must understand your competition and how you are different from them on those issues that are important to the customer. Third you have to quantify the monetary and emotional value (both positive and negative) of these differentiators. Finally you have to construct a Value Proposition that clearly explains the differentiated value that your product or service brings to the customer. At the end of the day, customers will only buy your product or service if they understand the value that you offer and they feel they have a reasonable chance of receiving that value if they purchase. That's the challenge. This book will help you meet it.Harry Macdivitt served as marketing director in a leading electronic controls company, with specific responsibility for strategic management, new product marketing, and development for U.K. and international markets (United States, Russia). He has run training programs for corporations in the United Kingdom, European Community, North America, and China and works regularly with growth-oriented small- and medium-sized businesses.
Mike Wilkinson works worldwide with clients across a diverse range of industries and business sectors focusing on value and value selling. He has worked in a wide range of senior sales positions and has experience of fast-moving consumer goods as well as business-to-business sales.
| SKU | Unavailable |
| ISBN 13 | 9781845494490 |
| ISBN 10 | 1845494490 |
| Title | The Challenge of Value |
| Author | Harry Macdivitt |
| Condition | Unavailable |
| Binding Type | Paperback |
| Publisher | arima publishing |
| Year published | 2010-08-23 |
| Number of pages | 74 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |