PART II
VALUE-ADDED SELLING STRATEGIES
Part II explains the strategic side of Value-Added Selling. Strategy is a coherent response to a challenge, in this case, penetrating and dominating accounts. Strategy answers the question, “What should I do to sell value added?” Your Value-Added Selling strategy is your master plan to direct your selling efforts. It’s the link between your dreams and reality. The methods you use to implement this plan are the 11 Value-Added Selling strategies listed in this part. These 11 strategies fit into four categories—two groups of offensive selling strategies and two groups of defensive selling strategies.
The first ...
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