Value Selling

Marketing professor Christian Belz and his co-authors conclusively demonstrate to the reader that customers do not want to buy a product, but a benefit. This approach demands a lot from salespeople: you have to put yourself in the shoes of each individual customer and then enrich your offer with customized added value. Instead of working towards closing the deal, you actively accompany the customer through the entire sales process. Belz and his co-authors shed light on every aspect of their compelling concept, but unfortunately load their explanations with unnecessary academic baggage and jargon. getAbstract recommends this well-founded book to all managing directors, marketing and sales managers, key account managers and B2B salespeople who want to get to the bottom of the proven value selling approach.getAbstract rating: 6Implementability: 7Innovation level: 5Style: 6Publisher: Schäffer-PoeschelPublication year: 2016Pages: 214