http://indusperfgrp.com/nsltr48.htm Industrial Performance Group-Helping Manufacturers And Distributors Improve Sales Performance And Profitability
Robert Nadeau gives some good examples of Price vs. Value and Quality selling. While at the end of this article there is a place for you to contact them for their training services the article is thought provoking in how we go to market! Take a look-there are some good points on selling "value" in financial terms vs 'just value'.
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