Selling today : partnering to create value / Manning, Gerald L., author.

Selling today : partnering to create value / Manning, Gerald L.

"Account-based marketing, customer lifetime value, artificial intelligence-all are influencing the

presentations -- Sales dialogue : creating and communicating value -- Addressing concerns and earning commitment

the market's expectations, delivering unique experiences that build value and inspire satisfaction

partner -- The value account plan -- Developing the value creation sales force -- Making the sale

-solutions -- Beyond solution selling -- A practical framework to drive performance improvement -- The value perception

create value so price is no longer an issue -- Appendix B. Using e-mail and voice mail -- Appendix C

-- Creating mutually beneficial value exchanges -- The new world of buying : changing perceived value has

perceive value and risk -- The cause and effect of business value -- The value of customer relationships