personal sales E - Ch 3 updated to disn format

personal sales E - Ch 3 updated to disn format - 13-1Value...

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Unformatted text preview: 13-1Value Creation inBuyer-Selle3VALUE CREATION IN BUYER-SELLER RELATIONSHIPS23-2VALUE CREATION IN BUYER-SELLER RELATIONSHIPS33-3Who Wins the Sale?VALUE CREATION IN BUYER-SELLER RELATIONSHIPS3-4Learning Objectives•Perceived value•Selling and marketing within the firm•Customer loyalty & business success•The value chain •Building value into the sales message•Managing customer expectationsVALUE CREATION IN BUYER-SELLER RELATIONSHIPS53-5What is Value?Source: Chally Group Survey, 2002.VALUE CREATION IN BUYER-SELLER RELATIONSHIPS63-6What is Value?•Difference between•The benefits the customer gets•What it costs the customer to get themSource: Chally Group Survey, 2002.VALUE CREATION IN BUYER-SELLER RELATIONSHIPS3-7What is Value?•Anything customers believe is valuable•That they think of•That you think ofSource: Chally Group Survey, 2002.VALUE CREATION IN BUYER-SELLER RELATIONSHIPS83-8The 5 Ways to Increase ValueVALUE CREATION IN BUYER-SELLER RELATIONSHIPS93-9The 5 Ways to Increase Value•Raise benefitsVALUE CREATION IN BUYER-SELLER RELATIONSHIPS103-10The 5 Ways to Increase Value•Raise benefits•Reduce costsVALUE CREATION IN BUYER-SELLER RELATIONSHIPS113-11The 5 Ways to Increase Value•Raise benefits•Reduce costs•Raise benefits and reduce costsVALUE CREATION IN BUYER-SELLER RELATIONSHIPS123-12The 5 Ways to Increase Value•Raise benefits•Reduce costs•Raise benefits and reduce costs•Raise benefits and costs, but raise benefits a bit moreVALUE CREATION IN BUYER-SELLER RELATIONSHIPS133-13The 5 Ways to Increase Value•Raise benefits...
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personal sales E - Ch 3 updated to disn format - 13-1Value...

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