Why killer products don't sell : how to run your company to a new set of rules /
Gotts, Ian.
Why killer products don't sell : how to run your company to a new set of rules / Ian Gotts & Dominic Rowsell. - Chichester, UK ; Hoboken, NJ : Capstone, 2008. - 1 online resource (xxiii, 170 pages) : illustrations
Includes bibliographical references and index.
WHY KILLER PRODUCTS DON'T SELL; Contents; Acknowledgments; Foreword; Introduction; 1: Some killer products really don't sell; 2: It's not how you sell, but how customers buy; 3: If they are buying -- are you selling?; 4: The best kept secret -- Value Created sales; 5: The magic of a Value Created company; 6: So what can I do about it?; 7: Always change a winning team; The Final Word: A summary; Appendix; Index.
Use copy
Coming from conversations with executive teams of technology companies, venture capitalists, and M & A advisers, the insights contained in Why Killer Products Don't Sell are gold dust. First the book lays bare the claim that sales is sales is sales. It exposes the 4 very different 'Buying Cultures' and how they should be approached: Value Offered, Value Added, Value Created, and Value Captured. But it also gives a proven methodology for assessing a company's product mix ('offering' vs 'buying culture'), and a transformation approach to optimize sales and improve competitiveness.
Electronic reproduction.
[Place of publication not identified] :
HathiTrust Digital Library,
2011.
Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002.
http://purl.oclc.org/DLF/benchrepro0212
9780857086532 0857086537 9781906465339 1906465339 9781907293474 1907293477 9781907293467 1907293469
922C9547-751E-40B7-980A-2AC301A3E1E8 OverDrive, Inc. http://www.overdrive.com
GBB902791 bnb GBA886449 bnb
019194475 Uk 014663060 Uk
Sales management.
Brand name products--Management.
Consumer behavior.
Ventes--Gestion.
Produits de marque--Gestion.
Consommateurs--Comportement.
BUSINESS & ECONOMICS--Sales & Selling--Management.
Brand name products--Management
Consumer behavior
Sales management
Sales management.
Brand name products.
Consumers.
HF5438.4 / .G68 2008eb
658.8/1
Why killer products don't sell : how to run your company to a new set of rules / Ian Gotts & Dominic Rowsell. - Chichester, UK ; Hoboken, NJ : Capstone, 2008. - 1 online resource (xxiii, 170 pages) : illustrations
Includes bibliographical references and index.
WHY KILLER PRODUCTS DON'T SELL; Contents; Acknowledgments; Foreword; Introduction; 1: Some killer products really don't sell; 2: It's not how you sell, but how customers buy; 3: If they are buying -- are you selling?; 4: The best kept secret -- Value Created sales; 5: The magic of a Value Created company; 6: So what can I do about it?; 7: Always change a winning team; The Final Word: A summary; Appendix; Index.
Use copy
Coming from conversations with executive teams of technology companies, venture capitalists, and M & A advisers, the insights contained in Why Killer Products Don't Sell are gold dust. First the book lays bare the claim that sales is sales is sales. It exposes the 4 very different 'Buying Cultures' and how they should be approached: Value Offered, Value Added, Value Created, and Value Captured. But it also gives a proven methodology for assessing a company's product mix ('offering' vs 'buying culture'), and a transformation approach to optimize sales and improve competitiveness.
Electronic reproduction.
[Place of publication not identified] :
HathiTrust Digital Library,
2011.
Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002.
http://purl.oclc.org/DLF/benchrepro0212
9780857086532 0857086537 9781906465339 1906465339 9781907293474 1907293477 9781907293467 1907293469
922C9547-751E-40B7-980A-2AC301A3E1E8 OverDrive, Inc. http://www.overdrive.com
GBB902791 bnb GBA886449 bnb
019194475 Uk 014663060 Uk
Sales management.
Brand name products--Management.
Consumer behavior.
Ventes--Gestion.
Produits de marque--Gestion.
Consommateurs--Comportement.
BUSINESS & ECONOMICS--Sales & Selling--Management.
Brand name products--Management
Consumer behavior
Sales management
Sales management.
Brand name products.
Consumers.
HF5438.4 / .G68 2008eb
658.8/1
