Creating Real Value for Customers: Three Proven Value Models
- Topics:
- Marketing Strategy,
- Sales Force Design
- Tags:
- Business Operations,
- Function,
- Huthwaite,
- Product Development,
- Research & Development,
- Sales,
- Sales Force Management,
- Sales Strategy,
- Value
- Source:
- Huthwaite
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Overview: For many years, sales forces have existed to communicate the value of their companies' offerings. But while the sales function has been busy fulfilling this role, a great change has swept over the business world. Other functions - manufacturing, engineering, product development, and even human resources - have been restructuring and realigning themselves to create more value for customers. Activities that do not add value have been pared down or eliminated. Such new approaches to work as continuous improvement, the re-engineering of business processes, Kaizen, and self-directed work teams have been introduced to create high-quality products and services more cheaply and efficiently. Put simply, other functions have become conscious value creators.
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Format: PDF | Size: 515KB | Date: Mar 2002 | Pages: 16
