abramis academic publishing
spacer spacer book details
spacer spacer spacer spacer spacer
contact us
Subject Areas
Top Texts
Conference Proceedings
information for:
Rights & Permissions
Review Copies

  Journal Subscriptions

The Challenge of Value <back  
Harry Macdivitt, Mike Wilkinson
ISBN: 9781845494490
Format: softback
140 x 216 mm
(5.5 x 8.5 inches)
Pages: 74
Imprint: abramis
Cover Price: £12.99
The Challenge of Value
  • Description

“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.

spacer Resources
Sample Chapter sample chapter
not available LookInside flash book preview
PDF order form not available
PDF flyer flyer
Related Links:
spacer Information
For more information please contact us:
e: publisher@abramis.co.uk
t: 01284 717884
f: 01284 717889
spacer Purchase online
buy at arima publishing buy at amazon.co.uk buy at amazon.com