The Challenge of Value

Overview

"Far too little work has been done around the question of value, this is a notable contribution to the field. .....This book will give you a head start in communicating the value inherent in your goods and services to the stakeholders who matter most to your business...your customers".
David Thorp, Director of Research and Professional Development, The Chartered Institute of Marketing

"The contents of this book are at the very heart of understanding value. As a result, I think it would be extremely helpful for ...

See more details below
Other sellers (Paperback)
  • All (6) from $18.65   
  • New (5) from $18.65   
  • Used (1) from $20.74   
Sending request ...

More About This Book

Overview

"Far too little work has been done around the question of value, this is a notable contribution to the field. .....This book will give you a head start in communicating the value inherent in your goods and services to the stakeholders who matter most to your business...your customers".
David Thorp, Director of Research and Professional Development, The Chartered Institute of Marketing

"The contents of this book are at the very heart of understanding value. As a result, I think it would be extremely helpful for readers wishing to understand and implement value in their own organisations".
Helmut Stiegler, Manager Sales & Marketing-Sales Excellence, Siemens Industry Automation Division

The Challenge of Value:

First you must understand your customer and what is important (valuable) to him personally and to his business in terms of the three elements of the Value Triad©.

Second you must understand your competition and how you are different from them on those issues that are important to the customer.

Third you have to quantify the monetary and emotional value (both positive and negative) of these differentiators.

Finally you have to construct a Value Proposition that clearly explains the differentiated value that your product or service brings to the customer.

At the end of the day, customers will only buy your product or service if they understand the value that you offer and they feel they have a reasonable chance of receiving that value if they purchase.

That's the challenge. This book will help you meet it.

Read More Show Less

Product Details

  • ISBN-13: 9781845494490
  • Publisher: Arima Publishing
  • Publication date: 8/23/2010
  • Pages: 74
  • Sales rank: 1,071,096
  • Product dimensions: 8.50 (w) x 5.50 (h) x 0.15 (d)

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)