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Full price : competing on value in the new economy / Thomas J. Winninger.

By: Publication details: Chicago, Ill. : Dearborn Trade, c2000.Description: xvi, 198 p. ; 23 cmISBN:
  • 0793139546 (hbk.)
Subject(s): DDC classification:
  • 658.816 WIN
Contents:
Preface. - Introduction. - 1. Maximum Value Perception. - 2. Leading the Field. - 3. Selling the Program. - 4. Vertical Integration. - 5. Segmenting Your Services to Targeted Customers. - 6. Owning the Customer's Buying Cycle. - 7. Educating the Customer. - 8. Identifying Your Destination. - 9. Promoting Differences. - 10. Substantiating Value, Not Price. - 11. Living the Brand. - 12. Exploiting Technology. - 13. Forging the Indestructible System. - 14. Building the Right Team. - 15. The Final Imperative. - Endnotes. - Index.
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Preface. - Introduction. - 1. Maximum Value Perception. - 2. Leading the Field. - 3. Selling the Program. - 4. Vertical Integration. - 5. Segmenting Your Services to Targeted Customers. - 6. Owning the Customer's Buying Cycle. - 7. Educating the Customer. - 8. Identifying Your Destination. - 9. Promoting Differences. - 10. Substantiating Value, Not Price. - 11. Living the Brand. - 12. Exploiting Technology. - 13. Forging the Indestructible System. - 14. Building the Right Team. - 15. The Final Imperative. - Endnotes. - Index.