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Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition
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Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition

by Tom Reilly, Paul Reilly
July 2018
Intermediate to advanced content levelIntermediate to advanced
336 pages
8h 58m
English
McGraw-Hill
Content preview from Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition

CHAPTER 2

Value-Added Selling

Value-Added Selling is a dynamic philosophy. It is evolving strategically and tactically as you read these pages, but the philosophy itself is stable. This chapter introduces you to the Value-Added Selling philosophy and its rock-deep-roots principles.

At the end of this chapter, you will be able to:

•   Define the purpose of a business

•   Discuss the meaning of value

•   Define Value-Added Selling

•   Discuss your value add-itude

•   Describe the characteristics of value-added salespeople

•   Recite what buyers really want from sellers

•   Explain the real impact of discounting on your company

•   Know important price facts

•   List the reasons why salespeople fail to sell value-added solutions

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Publisher Resources

ISBN: 9781260134742