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23E50010 - Managing Value-Based Selling, Lecture, 24.10.2023-5.12.2023

This course space end date is set to 05.12.2023   Search Courses: 23E50010

Syllabus
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  5. 23e5001...
  6. Sections
  7. Materials
  8. introdu...

Introduction videos

Completion requirements

Introduction to customer value

Value communication examples

Understanding customer goals

Understanding buying

Value proposition structure

Value proposition communication

5 Steps of proactive influencing

Value innovation

"Introduction to value-based selling"

"Why and how customers buy?"

"5 steps of proactive selling"

"3 sales focus areas: People, value, and control"

"Individual sales skills"

Last modified: Wednesday, 22 September 2021, 2:55 PM
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