Three Ways to Sell Value in B2B Markets / Keränen, Joona.

As customers face pressure to reduce costs while maintaining profitability, value-based selling (VBS) has become critical in B2B markets. The authors' research suggest that vendors can adopt either a product-centric, customer process-centric, or performance-centric VBS approach. In this article...

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Bibliographic Details

Online Access:	Full Text (via O'Reilly/Safari)
Main Authors:	Keränen, Joona (Author), Terho, Harri (Author), Saurama, Antti (Author)
Corporate Author:	Safari, an O'Reilly Media Company
Format:	eBook
Language:	English
Published:	MIT Sloan Management Review, 2021.
Edition:	1st edition.
Subjects:	Industrial marketing. Industrial marketing