The key to successful customer acquisition

BOOK TIP In the book "True Value Selling", author Bernhard Kaschek shows what major and key customers expect from their suppliers and how they can be won over.Those who compete in the B2B sector solely on the basis of price quickly find themselves in a ruinous race with other companies. It is much more promising to offer the strategically important customers the greatest possible benefit and thus become an indispensable part of their value chain. This is the core idea of True-Value-Selling.The book is clearly written for sales specialists. Without background knowledge, the reader is quickly overwhelmed by the many abbreviations and technical terms. However, for a book that deals with efficient and effective B2B relationships between suppliers and customers, this is perfectly fine. In some places, however, long sentence constructions, repetitions and the many background information integrated in the running text disturb the reading flow a bit.The practical work section at the end of the book contains many helpful examples for implementation. getAbstract recommends the book to all sales professionals in the business customer sector.getAbstract rating: 8Feasibility: 9Degree of innovation: 8Style: 6Publisher: Springer GablerPublication Year: 2014Pages: 145ISBN: 9783658038205--------------------------------------getAbstract presents summaries of outstanding business books via the Internet. Its mission is to provide managers and executives worldwide with high-caliber, up-to-date business information.