Construct · 1 fields · 1 citations

value-based selling: a standalone construct

One name. One construct. A landmark on the map.

● anchor · a standalone construct Nearest construct by meaning·not indexed
value-basedselling1 CONSTRUCTValue-based selling TERHO · PERSONAL SELLING

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Personal selling and sales management

a selling approach in which salespeople understand the customer's business and craft and demonstrate offerings that improve customer profits.

In personal selling and sales management, value-based selling refers to a selling approach in which salespeople understand the customer's business and craft and demonstrate offerings that improve customer profits. This meaning comes from Terho (2012) in Industrial Marketing Management.[1]

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business1 fields · 1 citationsanchor · a standalone construct

References

  1. Terho, H., Haas, A., Eggert, A., & Ulaga, W. (2012). ‘It's almost like taking the sales out of selling’: Towards a conceptualization of value-based selling in business markets. Industrial Marketing Management, 41(1), 174-185. https://doi.org/10.1016/j.indmarman.2011.11.011

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