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| Developing
a Unique Selling Proposition is a video series containing
six tapes, each covering a different component of the
process for documenting and selling value. The topics
covered in each video are described below: |
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| Key Account Management |
Steps
to Effective Account Penetration and Retention:
Managing the sales process is different from the selling
process it self. Particularly involving key accounts.
Companies that can tie the selling process into the account
management process seamlessly can achieve a competitive
advantage.
Key Account Support Structure: More and more companies
are finding that they need to treat their key accounts
differently. This often requires more expertise than a
single person can provide. As such, it is critical to
determine the type of support needed in order to penetrate
and retain these accounts.
Balancing
Account Profitability with the Value Added: Almost
every value added service that a supplier adds costs them
money to do so. Suppliers must learn how to balance the
desire to win the account with what it is going to costs
them to do so.
Pricing
Strategies: There are a number of pricing strategies
that suppliers are utilizing in order to improve their
profit position and get paid for the value they add. Each
of which has it's own costs and benefits. |
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Videos
