Navigation
  • Essay Webtraffic
  • Essay Google Adsense
  • Essay Random Articles
  • Essay Various
  • Essay Self Improvement Articles
  • Essay Articles Marketing1
  • Essay Accounting
  • Essay Acid reflux
  • Essay Acne
  • Essay Adsense
  • Essay Adult
  • Essay Advertising
  • Essay Adwareand spyware
  • Essay Aff10mar
  • Essay Affiliate
  • Essay Affiliate Marketing
  • Essay Affiliate Marketing On The Internet
  • Essay Affiliate Success
  • Essay Affiliate Marketers
  • Essay Affiliate Articles
  • Essay Affiliate Programs
  • Essay After School Activities
  • Essay Aikido
  • Essay Air Purifiers
  • Essay Air freight
  • Essay Air Purifiers
  • Essay Alternative energy
  • Essay Alternative Medicine
  • Essay American History
  • Essay Anger management
  • Essay Art Auctions
  • Essay ArticleMarketing
  • Essay Articles
  • Essay Articles Web Design
  • Essay Articles Marketing
  • Essay Articles
  • Essay Article Marketing
  • Essay Article Writing
  • Essay Artmarketing
  • Essay Arts Entertainment
  • Essay Aspen nightlife
  • Essay Aspen Nightlife
  • Essay Astrology
  • Essay Astronomy
  • Essay Atkins Diet
  • Essay Attraction
  • Essay ATV
  • Essay Auctions
  • Essay Audio Video Streaming
  • Essay Autism
  • Essay Auto Navigation Systems
  • Essay Auto Responders
  • Essay Auto sound systems
  • Essay Auto Leasing
  • Essay Autoresponders
  • Essay Aviation
  • Essay Babies
  • Essay Baby
  • Essay Back pain
  • Essay Backyard Activities
  • Essay Bargain Hunting
  • Essay Bathroom Remodeling
  • Essay Bathroom accessories
  • Essay BBQs
  • Essay Beach Vacations
  • Essay Beauty
  • Essay Biking
  • Essay Biography
  • Essay Black History
  • Essay Blog Marketing
  • Essay Blogging
  • Essay Blogs
  • Essay Bluetooth Technology
  • Essay Boarding
  • Essay Boating
  • Essay Boats
  • Essay Bodydetox
  • Essay Book Marketing
  • Essay Book Reviews
  • Essay Breast Feeding
  • Essay Breast Cancer
  • Essay Budgeting
  • Essay Burglar alarm
  • Essay Business
  • Essay Buying A Boat
  • Essay Buying Paintings
  • Essay California tan
  • Essay Camera bag
  • Essay Candle Making
  • Essay Car Rental
  • Essay Car Stereo
  • Essay Cardio
  • Essay Careers
  • Essay Carpet
  • Essay Cars
  • Essay Cats
  • Essay CD duplication
  • Essay Celebrities
  • Essay Cell Phone
  • Essay Child Care
  • Essay Choosing the Right Golf Clubs
  • Essay Christmas Shopping
  • Essay Cigars
  • Essay Closet Organizers
  • Essay Clothing
  • Essay Coaching
  • Essay Coffee
  • Essay Coin Collecting
  • Essay Colic
  • Essay College
  • Essay College Scholarship
  • Essay Colon Cancer
  • Essay Communications
  • Essay COMPUTER GAMES & SYSTEMS
  • Essay COMPUTERS, LAPTOPS, SMARTPHONES
  • Essay Computers Technology
  • Essay Computer Certification
  • Essay Consumer Electronics
  • Essay Contact Lenses
  • Essay Cooking
  • Essay Copywriting
  • Essay Corporate gifts
  • Essay Crafts
  • Essay Crafts articles
  • Essay Craigslist
  • Essay Creating an online business
  • Essay Creativity
  • Essay Credit
  • Essay Credit Card
  • Essay Credit Cards
  • Essay Credit score
  • Essays Credit Cards
  • Essay Credit Card Debt
  • Essay Criminology
  • Essay Cruise Ships
  • Essay Cruises
  • Essay Currency Trading
  • Essay Customer Service
  • Essay Dance
  • Essays Data Recovery
  • Essay Data Recovery
  • Essay Dating
  • Essay Dating Women
  • Essay Debt
  • Essay Debt Consolidation
  • Essay Decorating for Christmas
  • Essay Dental
  • Essay Dental Assistant
  • Essay Depression
  • Essay Destinations
  • Essay Diabetes
  • Essay Diamonds
  • Essay Diesel VS Gasoline vehicles
  • Essay Dieting
  • Essay Digital Camera
  • Essay Digital photography
  • Essay Digital Cameras
  • Essays Digital cameras
  • Essay Digital Products
  • Essay Disease Illness
  • Essay Disneyland
  • Essay Divorce
  • Essay Divorce rebuild life
  • Essay Dogs
  • Essay Domains
  • Essay EBay
  • Essay Ebooks
  • Essay Ecommerce
  • Essay Education
  • Essay Elderly Care
  • Essay Elliptical trainers
  • Essay Email Marketing
  • Essay Emergency preparation
  • Essay Entrepreneurs
  • Essay Environmental
  • Essay Writing
  • Essay Ethics
  • Essay Eventplanning
  • Essay Excavation Equipment
  • Essay Exercise
  • Essay Extra Income
  • Essay Extreme
  • Essay Ezine Marketing
  • Essay Ezine Publishing
  • Essay Family Budget
  • Essay Fashion
  • Essay Fashion school
  • Essay Feng shui
  • Essay Finance
  • Essay Finance and insurance
  • Essay Fishing
  • Essay Fitness
  • Essay Fitness Equipment
  • Essay Food Beverage
  • Essay Forex
  • Essay Formula D Racing
  • Essay Forums
  • Essay Fruit Trees
  • Essays Fruit Trees
  • Essay Fundraising
  • Essay Gambling
  • Essay Gambling Casinos
  • Essay Games
  • Essay Garage Remodeling
  • Essay Gardening
  • Essay General
  • Essay Goal Setting
  • Essay Golden Retriever
  • Essays Golden Retriever
  • Essay Golf
  • Essay Google Sense
  • Essays Google Adsense
  • Essay Gourmet
  • Essay Government
  • Essay Grief
  • Essay Hair Loss
  • Essay Happiness
  • Essay Hardware
  • Essay Health
  • Essay Health Articles Pack
  • Essay Healthy Aging
  • Essay Healthy Eating
  • Essay Health Fitness
  • Essay Health Insurance articles
  • Essay High Definition Video Cameras
  • Essay High Definition Video Cameras
  • Essay Hiking and Camping
  • Essay Hobbies
  • Essay Hobby Articles
  • Essay Holiday Games Activities
  • Essays Holiday Games Activities
  • Essay Holidays
  • Essay Home and constructions
  • Essay Home decorating
  • Essay Home Schooling
  • Essay Home Security
  • Essay Home Theater Systems
  • Essay Home Theater
  • Essay Homeschooling
  • Essay Home Security
  • Essay Home Based Business
  • Essay Home Entertainment
  •  
    Free Essay
    8.4 of 10 on the basis of 2614 Review.
     

     

     

     

     

     

         
     
    Making the sale by proving value
         

     

    What does value mean? When addressing this fundamental question I first thought about its relationship to money which got me thinking about when money was invented and who invented it. Internet to the rescue… What is money? Money means different things to different people — to you it may mean coins, notes or credit cards. To some people in developing nations it may mean beads, shells, acorns or human toes. In short, money is whatever we think has value. So who invented it? The first written records of the use of money date from 1200BC, in the area of land now known as Southern Algeria, although then it was covered with water. Inscriptions in stones record that 'twelve shekels' were paid into the bank account belonging to Algar Hammurabi, in return for 'use of his daughter'. Twelve shekels in today's money would buy you hundreds of prostitutes, all better looking than Hammurabi's daughter, who was, by all accounts rather dull. More generally, before ‘money' was introduced as a common currency, cost was determined by the effort / innovation we personally had to apply in return for other things that we needed to be supplied by others. For example, the local Blacksmith might shoe a farmer's horse in return for a few sacks of flour. In the modern world, common currency allows us to purchase products and services from a broad range of suppliers, many of them offering similar items at sometimes similar and sometimes very different prices! Why is this? Why does a hotdog at a pop concert or a football match cost 3 times as much as at the village fete? Why does a bunch of bananas sell for 3 times as much in Marks & Spencer as it does from a market stall? Why do 80% of consumers use BT for their domestic telephone services when the same services are available from other vendors at half the cost? The answer lies in the ‘value propositions' that these products and organizations offer in terms of the customer's perception of the cost / benefit equation. The, key word, of course, is: ‘perception' which gives us a clue regarding the importance of, not only our value propositions, but also how we communicate them to our customers. Why is it important for a company to define its value propositions? Any organization that has to sell things (and most do), needs to be able to communicate value to its customers if it is to optimize its long-term profitability. The sales team in particular needs to be able to articulate value to its customers to demonstrate that their cost / benefit equation is stronger than the competitions'. But what is customer benefit? It is clearly not just a long list of the company's offerings in terms of features and advantages. It is only a benefit if the customer gains ‘pay-off' in relation to their needs and wants. The salesperson's job is to define these needs and wants through careful positioning, questioning and listening but to do this, the value propositions of the organization and its products / services need to be clearly defined. So who seeks the value? Shareholders want value in terms of profitability and ROI. The CEO and Board members usually have a weather eye on this! Departmental heads tend to look at the value that is added to the department and the achievement of their local objectives. In all cases, value is sought by the individual driven by their personal, emotional wants as much as the needs of the business. Again, sales people need to expose and develop these. Brainstorming There are likely to be several key people in your organization who are well placed to help build value propositions. Form a task group comprising sales people, marketing, product development, finance and any others who might be able to contribute (they can soon leave the party if they can't). In traditional brainstorming style, fill up flipcharts with all ideas, no matter how ‘zany' they may be at first. (Mind Mapping software can also be a useful tool for doing this). Assuming you are in a business-to-business selling environment, start with the fundamentals of the value a customer might be seeking. The central theme is profit. How to increase sales and / or how to reduce costs. Remember you can sell more by increasing volumes or prices. You can reduce costs by paying less or increasing productivity. Consider the functions within the customers' business that contribute towards these goals, and then consider what your value propositions are to help your customers to achieve them. Think about the negative consequences of them not having your products / services. These negative impacts can soon be converted into positive value propositions. Draw up where your product / service fits in their value chain. How much value does it add? What profits do they make as a result of your inputs? If in a ‘product' business, don't forget your service ‘wrapper'. Very often, in the customers' eyes this is of more value than the product! Once you have listed your value propositions, prioritize them into ABC's in terms of how much competitive edge you think they represent. A's being USP's (unique selling point), B's generally strong v the competition and C's as ‘me too's. Finally, alongside each proposition, consider the best possible ‘proofs' you have to substantiate your claims. Technical bulletins, case studies, presentations, testimonials etc. Oh, and one more thing! Make sure the sales team develop the value propositions by adding the questions that need to be asked of specific individuals to engage needs and wants for your propositions. Otherwise, no deal!

         
     
         
    Essay Service
  • Essay Home Family
  • Essay Home Improvement
  • Essay Home Security
  • Essay Horse racing
  • Essay Hosting
  • Essay Humanities
  • Essay Humor
  • Essay Hunting
  • Essay Hybrid car
  • Essay Hypoallergenic dogs
  • Essay Improve personal life
  • Essay Innovation
  • Essay Inspirational
  • Essay Insurance
  • Essay Interior Design
  • Essay International Airports
  • Essay Internet security
  • Essay Internet Marketing
  • Essay Internet Business
  • Essays Internet Marketing
  • Essay Investing
  • Essay Investment Basics
  • Essay Ipod Video
  • Essay Ireland golf vacation
  • Essay Jewelry
  • Essay Jewelry Wholesale
  • Essay Job Search
  • Essay Junior golf
  • Essay K 12 Education
  • Essay Kitchen
  • Essay Kitchen Remodeling
  • Essays Kitchen Remodeling
  • Essay Koi
  • Essay La Jolla California
  • Essay Landscaping
  • Essay Language
  • Essay Las Vegas
  • Essay Law
  • Essay Leadership
  • Essay Leasing
  • Essay Legal
  • Essay Leukemia
  • Essay Loans
  • Essay Low cholesterol
  • Essay Making Money With Articles
  • Essay Male menopause
  • Essay Management
  • Essay Marketing
  • Essay Marketing PLR
  • Essay Marketing Your Business On The Internet
  • Essay Marriage
  • Essay Martial Arts
  • Essays Martial Arts
  • Essay Writing Martial Arts
  • Essay Medicine
  • Essay Meditation
  • Essay Membership Sites
  • Essay Men s Issues
  • Essay Mesothelioma
  • Essay Mexico Vacations
  • Essay Microbrews
  • Essay Mini Blinds or Wood Shutters
  • Essay MLM
  • Essay Mobile A V
  • Essay Mobility scooters
  • Essay Monograms
  • Essay Mortgage
  • Essay Motivation
  • Essay Motor Homes
  • Essay Motorcycles
  • Essay Motorcycles and Scooters
  • Essay Mountain Biking
  • Essay Movies
  • Essay Movie Reviews
  • Essay Moving
  • Essay Moving overseas
  • Essay Movinghouse
  • Essay Multiple Sclerosis
  • Essay Muscle Building
  • Essay Music
  • Essay Music Reviews
  • Essay Mutual Funds
  • Essay Myspace
  • Essay Networking
  • Essay Networks
  • Essay New Air Travel Rules
  • Essay New Years Eve Party Planning
  • Essay New York
  • Essays New York
  • Essay NewAirTravelRules
  • Essay Newport Beach
  • Essay New Years Eve Party Planning
  • Essay Niche Marketing
  • Essay Nursing Assistant
  • Essay Nutrition
  • Essay Office Chairs
  • Essay Online Dating General
  • Essay Online Dating Man
  • Essay Online Dating Woman
  • Essay Online Shopping
  • Essay Opt In List
  • Essays Opt In List
  • Essay Organizing
  • Essay Outdoors
  • Essay Outsourcing
  • Essay Outsourcing Ebooks and Software Jobs
  • Essay Ovarian Cancer
  • Essay Paint Ball
  • Essay Parenting
  • Essay Parentingskills
  • Essay Paris
  • Essay Personal Loans
  • Essay Personal Finance
  • Essay Pet health care
  • Essay Pets
  • Essay PH Miracle Diet
  • Essay Philosophy
  • Essay Photography
  • Essay Playstation3
  • Essay PLC AffiliateMarketing
  • Essay Podcasting
  • Essay Podcasts
  • Essay Poetry
  • Essay Politics
  • Essay Politics Commentary
  • Essay Politics Current Events
  • Essay Politics History
  • Essay Pool Accessories
  • Essay Porsche
  • Essay Power Tools
  • Essay PPC
  • Essay PPC Advertising
  • Essay Pre Paid Legal
  • Essay Pregnancy
  • Essay Private Jet Charters
  • Essay Private Label Resell Rights
  • Essay Private Yacht Charters
  • Essay Private investigation
  • Essays Private Label Resell Rights
  • Essay Product Reviews
  • Essay Prostate Cancer
  • Essay Psychology
  • Essay Public Relations
  • Essay Public Speaking
  • Essay Rawfood
  • Essay RC Hobbies
  • Essay Rc car
  • Essay Re Financing
  • Essay Real Estate
  • Essay Real Estatearticles
  • Essay Real Estate
  • Essay Recipes
  • Essay Recreation Sports
  • Essay Reference
  • Essay Reference Education
  • Essay Relationships
  • Essay Religion
  • Essay Remote control helicopters
  • Essay Renting A House Or Apartment
  • Essay Retirement Planning
  • Essay RSS
  • Essay Running
  • Essay RVs
  • Essay Sales
  • Essay San Diego
  • Essay San Fransisco
  • Essay Satellite Radio
  • Essay Science
  • Essay Scotch
  • Essay Seattle
  • Essay Security
  • Essay Self Improvement Articles
  • Essay Self Help
  • Essay Self Improvement
  • Essays Self Improvement
  • Essay Sell Your House
  • Essay SEO
  • Essay Sexuality
  • Essay Shoes
  • Essay Show Business
  • Essay Site Promotion
  • Essay Ski vacations
  • Essay Skiing Locations
  • Essay Skincare
  • Essay Skin Cancer
  • Essay Sk Vacations
  • Essay Sleepingbaby
  • Essay Small Business
  • Essay Snoring
  • Essay Snoring remedy
  • Essay Snowboarding
  • Essay Snowmobiling
  • Essay Social Networking
  • Essay Society
  • Essay Sociology
  • Essay Software
  • Essay Spam
  • Essay Spirituality
  • Essay Sports
  • Essay Sports Car
  • Essay Sports coaching articles
  • Essay St. Thomas Vacations
  • Essay Stock Market
  • Essay Stress Management
  • Essays St Thomas Vacations
  • Essay Success
  • Essay Summer Vacations
  • Essay Supercross Racing
  • Essay Supplements
  • Essay Surround Sound
  • Essay Swimming Pools
  • Essay Tattoos
  • Essay Tax attorney
  • Essay Taxes
  • Essay Tech gadgets
  • Essay Teeth whitening
  • Essay Tennis
  • Essay Terrier dogs
  • Essay Thanksgiving Party Articles
  • Essay Theater Arts
  • Essay Time Share Investments
  • Essay Time Management
  • Essay Toothache and Tooth Care
  • Essay Top Golfing Accessories
  • Essay Tracking Software
  • Essay Trafficand SEO
  • Essay Traffic Generation
  • Essay Travel Tips To European Countries
  • Essay Travel Leisure
  • Essay Travel Tips
  • Essay Trucks SUVS
  • Essay Universal Studio Tours
  • Essay Vacations
  • Essay Vacuum Cleaners
  • Essay Valentines Day
  • Essay Vehicles
  • Essay Video Sites
  • Essay Video streaming
  • Essay VideoSites
  • Essay Vitamins
  • Essay Vitamins and Supplements
  • Essay WAHM
  • Essay Wart Removal
  • Essay Wealth Building
  • Essay Weather
  • Essay Web Design
  • Essay Web Traffic
  • Essay Web Design
  • Essay Web Development
  • Essay Web Hosting
  • Essay Wedding Favors
  • Essay Wedding Games Activities
  • Essay Weddings
  • Essay Weight Loss
  • Essays Weight Loss
  • Essay Wine
  • Essay Wine And Spirits
  • Essay Women s Issues
  • Essay Writing
  • Essay Writing Speaking
  • Essay YEAR OF CONTENT
  • Essay Yoga
  • Essay YouTube
  •  
    Free Essay
    different between Adwareand spyware | garment accessories | gament accessories | accessories | Arts | domoniterisation paragraph | MONICA ASHLEY | apina hrbek | easy essay on the topic of Demonitisation | anything | essay on importance of demonitisation | write a paragraph on demonitisation | paragrapha on demonitisation | Demonitisation eassy word easy | a short paragraph on demonitisation | paragraph of demonitisation | argumentative essay on demonitisation | short paragraph on demonitisation | demonitisation eassy | demonetisation drive eassy point to point | fullopin tube kise kahte h | Essay on demonitisation for college student | eassy on demonitisation | short eassy on demonitisation | college essay about "demonitisation" | bhujangasan eassy | steroid hormones kise khte hai? | Demonitisation short paragraph | car danting kise kahte hai | demonitisation and student life essay
     

     

     

     

     

     

     

     
     
     
      Free Essay Archive BloguinHos