Value Added Selling How To Sell More Profitably Confidently And Professionally By Competing On Value Not Price

Author : Tom Reilly,Paul Reilly
Publisher : McGraw Hill Professional
Page : 336 pages
File Size : 46,7 Mb
Release : 2018-07-27
Category : Business & Economics
ISBN : 9781260134742

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Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price by Tom Reilly,Paul Reilly Pdf

The global, go-to guide that started the Value Selling Revolution—now updated for today’s market “Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world—has changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales. Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.

Author : Thomas P. Reilly
Publisher : McGraw Hill Professional
Page : 296 pages
File Size : 43,6 Mb
Release : 2003
Category : Business & Economics
ISBN : 0071416838

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Value Added Selling by Thomas P. Reilly Pdf

In a marketplace too often focused on price, Value-Added Selling provides sales professionals with a market-proven approach for selling customers on the inherent value of a product. Based on a value-selling model proven to work across industries and product lines, this step-by-step book explains how to define value in the client's terms, orient a pitch to fit the client's needs, and close the deal. It gives sales pros the tools and confidence they need to--now and forever--deemphasize price in the selling equation.

Author : Tom Reilly
Publisher : Unknown
Page : 128 pages
File Size : 41,7 Mb
Release : 2010
Category : Electronic
ISBN : OCLC:958570285

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Value-Added Selling by Tom Reilly Pdf

Author : Tom Reilly
Publisher : McGraw Hill Professional
Page : 288 pages
File Size : 40,5 Mb
Release : 2010-04-16
Category : Business & Economics
ISBN : 9780071702683

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Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e by Tom Reilly Pdf

Your customers have come a long way since Value-Added Selling was published twenty-five years ago. More knowledgeable, proactive, and price conscious, they regularly scour the Internet for low prices and have come to expect much more for each dollar they spend. Now, Tom Reilly has updated his sales classic to address a marketplace where slashing deals has become the standard response to buyers’ addictions to bargain-basement prices. Used to great success for more than two decades and through every type of economy, Reilly’s pioneering value-added sales method operates according to two simple rules: Add value, not cost; sell value, not price. It’s the only way to protect your profit margins with today’s customers. Value-Added Selling provides the strategies and tactics you need to not only close more sales but to improve repeat business by understanding buyers’ needs from their perspective— and defining “value” accordingly. Reilly then helps you: Build a master plan that clearly directs your selling efforts Create sales tools that help you communicate your value Develop and execute effective value-added sales calls Connect with and sell to decision makers at the highest levels Increase customer retention by continuously creating new value There’s nothing stopping you from joining the armies of salespeople who choose to compete on price. You can always lower your price and land a few sales. But at what cost? If you want to sell more products or services, more profi tably, to more people, you must resist this temptation and begin focusing on value. Use Value-Added Selling to consistently deliver meaningful value to your customers, compete at a higher level than your competition, and protect your profi ts in any kind of economy.

Author : Tom Reilly
Publisher : Tata McGraw-Hill Education
Page : 0 pages
File Size : 55,8 Mb
Release : 2015
Category : Electronic
ISBN : 0071067175

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Value-added Selling : how to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price by Tom Reilly Pdf

Author : Tom Reilly
Publisher : Mcgraw-hill
Page : 288 pages
File Size : 54,9 Mb
Release : 2010-03-22
Category : Business & Economics
ISBN : 0071664874

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Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e by Tom Reilly Pdf

Your customers have come a long way since Value-Added Selling was published twenty-five years ago. More knowledgeable, proactive, and price conscious, they regularly scour the Internet for low prices and have come to expect much more for each dollar they spend. Now, Tom Reilly has updated his sales classic to address a marketplace where slashing deals has become the standard response to buyers’ addictions to bargain-basement prices. Used to great success for more than two decades and through every type of economy, Reilly’s pioneering value-added sales method operates according to two simple rules: Add value, not cost; sell value, not price. It’s the only way to protect your profit margins with today’s customers. Value-Added Selling provides the strategies and tactics you need to not only close more sales but to improve repeat business by understanding buyers’ needs from their perspective— and defining “value” accordingly. Reilly then helps you: Build a master plan that clearly directs your selling efforts Create sales tools that help you communicate your value Develop and execute effective value-added sales calls Connect with and sell to decision makers at the highest levels Increase customer retention by continuously creating new value There’s nothing stopping you from joining the armies of salespeople who choose to compete on price. You can always lower your price and land a few sales. But at what cost? If you want to sell more products or services, more profi tably, to more people, you must resist this temptation and begin focusing on value. Use Value-Added Selling to consistently deliver meaningful value to your customers, compete at a higher level than your competition, and protect your profi ts in any kind of economy.

Author : Thomas P. Reilly
Publisher : Unknown
Page : 184 pages
File Size : 42,8 Mb
Release : 1987
Category : Business & Economics
ISBN : 0944448070

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Value Added Selling Techniques by Thomas P. Reilly Pdf

Author : Paul Rowean
Publisher : Page Publishing Inc
Page : 131 pages
File Size : 54,6 Mb
Release : 2019-04-01
Category : Biography & Autobiography
ISBN : 9781644245095

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Lean Ideation by Paul Rowean Pdf

Lean Ideation by Paul J. Rowean [--------------------------------------------]

Author : Oliver Schneider
Publisher : vdf Hochschulverlag AG
Page : 177 pages
File Size : 50,5 Mb
Release : 2010
Category : Business & Economics
ISBN : 9783728133106

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Adding Enterprise Value by Oliver Schneider Pdf

Value creation is no longer achieved through a single company alone, or through a network of local suppliers, but rather through wide ranging, even global supply chains. This reduces the transparency of the benefits and risks of the various supply chain setups and activities used for improving the performance of the supply chain. Such supply chain initiatives usually result in an investment by all supply chain partners involved, including the respective Chief Financial Officer (CFO). The supply chain partners therefore need a tool to show what improvements they can provide in logistics ¿ generally the reduction of inventory and reduction of lead time ¿ in terms of those financial variables that describe the value added to the company.The connection between supply chain management and financial management is currently very important. The integration of the two management levels is extremely important for the success of a supply chain initiative. Showing the possible benefits and risks for all concerned is a pre-requisite for assessing the economic value of the initiative and perceiving the win-win situation.This book and the "Supply Chain Value Contribution (SCVC)" method described therein provide: - An approach to showing the cause and effect of supply chain initiatives on supply chain performance and working capital utilization, on the basis of the wellestablished Supply Chain Operations Reference (SCOR)-model. - A clear and traceable approach on how to measure and sell the value created by the resulting operational supply chain performance improvements.The application of the SCVC method is described in two use cases. Due to the comprehensive but pragmatic presentation of the content, this book will be of value to both practitioners and academics alike.

Author : Thomas Menthe
Publisher : epubli
Page : 173 pages
File Size : 55,6 Mb
Release : 2019-04-04
Category : Business & Economics
ISBN : 9783748528005

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A new era of Value Selling by Thomas Menthe Pdf

With this book, Thomas Menthe provides new insights into the era of value-selling, which has been the Number 1 method in selling complex products and services. Today, customers are expecting more while paying less and the value of your offer is defined by the customer not by the seller. Data is the new oil - the new digital age allows different ways with technology like machine learning to better analyze customer journeys, get insights, predict behaviors and personalize communication to improve customer retention. Digitalization will change the buying behavior much more towards e-commerce and self-service consultation with the support of sales robots. Value can be created from data, which needs to be structured, analyzed and used for the individual customer engagement. Does this mean the end of the sales representative and solution sales? Value is not based solely on product dimensions, much more emotional value created counts during the decision making process. The new era of value-selling explains, how value can be made tangible by the value quotient and ways to generate rational and emotional ROI for customers through story-telling and relationship benefits. Value is always first on the buyer's mind and the new value-selling concept will dramatically improve your business and show how to respond to the customer of tomorrow. Thomas Menthe (MBA) is a sales expert, experienced seller, recognized speaker and author of many publications about customer value, new ways of selling, selling strategy, leadership and coaching. His best selling book Kundennutzen has sold thousands of copies and others are available in their 4th edition. He served global companies like Bearing Point, Canon, Carlsberg, Cisco Systems, Global Knowledge, KWS, Microsoft, RIM, Xerox and others.

Author : Seohee Park
Publisher : Seohee Academy
Page : 93 pages
File Size : 46,9 Mb
Release : 2020-08-30
Category : Study Aids
ISBN : 9791197156939

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Marketing Management by Seohee Park Pdf

This book will help you gain a master of business administration (MBA) degree. Think you’ve got what it takes to become a future leader? An MBA could help you achieve those goals. Intensive, competitive and highly respected, the Master of Business Administration (MBA) is an elite professional qualification. This book provides best reports with good grades. Reading the papers, you can get a sense of how to write a good paper to get good grades. This is a book that tells you how to get good grades on MBA courses in the U.S. For the MBA course, students have to take a total of 36 credits. Each class is worth 3 credits and the students should take 12 classes. It's a series of 12 books, one book for each subject. This book is a collection of best answers for the "Business Organization and Management" subject.

Author : Mark W. Johnston,Greg W. Marshall
Publisher : Routledge
Page : 627 pages
File Size : 44,5 Mb
Release : 2021-08-01
Category : Business & Economics
ISBN : 9781000428711

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Contemporary Selling by Mark W. Johnston,Greg W. Marshall Pdf

Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: updated mini cases to engage students and reinforce learning objectives; Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers; Role Play exercises that enable students to learn by doing; and updated discussion queries to drive classroom discussion and help students connect important concepts. This fully updated new edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels. Supplementary resources include an instructor’s manual, PowerPoint slides, and other tools to provide additional support for students and instructors.

Author : Seohee Park
Publisher : Seohee Academy
Page : 77 pages
File Size : 55,7 Mb
Release : 2020-08-29
Category : Business & Economics
ISBN : 9791197156915

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Business Organization and Management by Seohee Park Pdf

This book will help you gain a master of business administration (MBA) degree. Think you’ve got what it takes to become a future leader? An MBA could help you achieve those goals. Intensive, competitive and highly respected, the Master of Business Administration (MBA) is an elite professional qualification. This book provides best reports with good grades. Reading the papers, you can get a sense of how to write a good paper to get good grades. This is a book that tells you how to get good grades on MBA courses in the U.S. For the MBA course, students have to take a total of 36 credits. Each class is worth 3 credits and the students should take 12 classes. It's a series of 12 books, one book for each subject. This book is a collection of best answers for the "Business Organization and Management" subject.

Author : Seohee Park
Publisher : Seohee Academy
Page : 92 pages
File Size : 52,6 Mb
Release : 2020-08-30
Category : Study Aids
ISBN : 9791197156922

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Ethics in Business by Seohee Park Pdf

This book will help you gain a master of business administration (MBA) degree. Think you’ve got what it takes to become a future leader? An MBA could help you achieve those goals. Intensive, competitive and highly respected, the Master of Business Administration (MBA) is an elite professional qualification. This book provides best reports with good grades. Reading the papers, you can get a sense of how to write a good paper to get good grades. This is a book that tells you how to get good grades on MBA courses in the U.S. For the MBA course, students have to take a total of 36 credits. Each class is worth 3 credits and the students should take 12 classes. It's a series of 12 books, one book for each subject. This book is a collection of best answers for the "Ethics in Business" subject.

Author : D. Keith Pigues,Jerry D. Alderman
Publisher : John Wiley & Sons
Page : 502 pages
File Size : 55,5 Mb
Release : 2010-08-13
Category : Business & Economics
ISBN : 9780470768518

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Winning with Customers by D. Keith Pigues,Jerry D. Alderman Pdf

Do Your Customers Make More Money Doing Business With You? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win and win big. Winning with Customers offers a step-by-step playbook to help companies develop this capability for themselves, act on it, build a culture around it and sustain it over time. The playbook includes case studies, interviews, and tools from leading B2B companies who have demonstrated success. Written by recognized business thought leaders and practitioners, this book will guide you to profitable growth. The book also serves as a launch point into a community of like-minded executives that includes a companion website which offers exercises, access to thought leaders, and other tools help you win with customers.