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personal sales E - Ch 3 updated to disn format

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

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13-1 Value Creation in Buyer-Seller 3
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 23-2
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 33-3 Who Wins the Sale?
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 3-4 Learning Objectives Perceived value Selling and marketing within the firm Customer loyalty & business success The value chain Building value into the sales message Managing customer expectations
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 53-5 What is Value? Source: Chally Group Survey, 2002.
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 63-6 What is Value? Difference between The benefits the customer gets What it costs the customer to get them Source: Chally Group Survey, 2002.
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 3-7 What is Value? Anything customers believe is valuable That they think of That you think of Source: Chally Group Survey, 2002.
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 83-8 The 5 Ways to Increase Value
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 93-9 The 5 Ways to Increase Value Raise benefits
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 103-10 The 5 Ways to Increase Value Raise benefits Reduce costs
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 113-11 The 5 Ways to Increase Value Raise benefits Reduce costs Raise benefits and reduce costs
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 123-12 The 5 Ways to Increase Value Raise benefits Reduce costs Raise benefits and reduce costs Raise benefits and costs, but raise benefits a bit more
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VALUE CREATION IN BUYER-SELLER RELATIONSHIPS 133-13
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