Читать книгу A new era of Value Selling - Thomas Menthe - Страница 3

Figure 1: Linear Funnel model

Figure 2: The customer journey today

Figure 3: Translating Customer Value Learning into Action

Figure 4: Customer Value in Exchange

Figure 5: Addressing emotional and rational needs of a customer

Figure 6: Customer value

Figure 7: How emotions influence B2B buying

Figure 8: Communication of a seller´s offering towards the customer’s needs

Figure 9: Elements of the Value Pyramid

Figure 10: Components of Customer Value

Figure 11: Suggested Process Framework for a Value Based Sales Process

Figure 12: From Product Selling to Co-makership