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- W4323967735 abstract "Selling a solution to a customer firm is the prerequisite for any activity of Customer Success Management. Consequently, in order to convince customers to buy a solution, suppliers have to apply activities of Value-Based Selling (VBS) first. At its core, VBS aims at crafting and communicating a Customer Value Proposition (CVP), based on a deep understanding of a customer’s goals. This chapter explains the various steps of VBS and how a CVP helps communicate how a company will provide superior value to its customers." @default.
- W4323967735 created "2023-03-13" @default.
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- W4323967735 date "2023-01-01" @default.
- W4323967735 modified "2023-09-25" @default.
- W4323967735 title "Value-Based Selling" @default.
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- W4323967735 doi "https://doi.org/10.1007/978-3-031-26178-7_4" @default.
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