Gotts, Ian. <br/><br/>
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 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/>Use copy 
<br/><br/> 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. 
<br/><br/><br/>Electronic reproduction. <br/>[Place of publication not identified] : <br/>HathiTrust Digital Library, <br/>2011. 
<br/><br/><br/>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. <br/>http://purl.oclc.org/DLF/benchrepro0212 
<br/><br/><label>ISBN: </label>9780857086532 0857086537 9781906465339 1906465339 9781907293474 1907293477 9781907293467 1907293469 
<br/><br/><label>Source: </label>922C9547-751E-40B7-980A-2AC301A3E1E8  OverDrive, Inc.  http://www.overdrive.com 
<br/><br/><label>LCCN: </label>
<br/><br/><label>Nat. Bib. No.: </label>GBB902791  bnb GBA886449  bnb 
<br/><br/><label>Nat. Bib. Agency Control No.: </label>019194475  Uk 014663060  Uk 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.<br/>Brand name products--Management.<br/>Consumer behavior.<br/>Ventes--Gestion.<br/>Produits de marque--Gestion.<br/>Consommateurs--Comportement.<br/>BUSINESS & ECONOMICS--Sales & Selling--Management.<br/>Brand name products--Management<br/>Consumer behavior<br/>Sales management<br/>Sales management.<br/>Brand name products.<br/>Consumers.
<br/><br/><label>LC Class. No.: </label>HF5438.4  / .G68 2008eb 
<br/><br/><label>Dewey Class. No.: </label>658.8/1