Value Prop Builder

Description

This module aims to refresh knowledge in the area of value and solution selling and focuses on implementation in the personal work environment. Participants must have 3-5 years of sales experience and should have basic knowledge in Solution and Value Selling. The following topics will be covered in the session: 1- Value Selling Theory, 2- Focus on the right opportunities, 3- Identification of the customer decision chain, 4- Contact point specific value proposition formulation, 5- Planning of sales actions considering the customer relationship cycle according to M. Bruhn, 6- Use of existing sales tools, 7- Recommendation for individual contact points, 8- Recommendation for individual value formulation.