ONLINE What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales by Ram Charan italian online reading library downloadONLINE What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales by Ram Charan italian online reading
This book proposes a selling system in which seller and customer interact to build a solution with an appealing value proposition as well as premium price, differently from traditional sales, which focused on getting the selling, period. Philosophically, the Value Creation Selling resembles the Lean Manufacturing principles, from the Toyota Production System, where companies must create bonds to achieve better synergy instead of fighting each other for lower prices and larger orders.In my opinion, the book is poorly written, without fluid writing. Out of the 8 chapters, the first 3 ones are spent convincing you that VCS is great for many companies and the last one is a simple wrap-up. The remaining 4 chapters - with real content - present guidelines on implementing VCS into a company, with somewhat superficial rules and examples.This book might be useful if you are directly involved with sales, however I believe there are better literatures on VCS than What the Customer Wants You To Know.
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