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Newbridge Cåmmunications Execu'ive Book Club "ernate Selection
COMPETING ON
MACK HANAN AND PETER KARP
Selling Professionals Know the Value of Competing on Value
' Once again Mack cuts to the core in exposing the myths that exist
in business today, and diagnoses and prescribes practical and
hard-hitting cures for these problems."
A1 Delgado, Region Development Manager, Hewlett-Packard
"If you want to know how to differentiate your business from the
competition and experience real growth With your customers, you
must read Competing on Value"
Walt Abele, National Marketing Development Manager,
The Southland Corporation
'Competing on Value provides the sophistication, knowledge. and
practical techniques to move your sales force away from com-
modity selling and toward high•margin, value-based marketing.
Not until your sales force can appreciate the value Of your product
and its contribution to your customer's profits will they confidently
sell On value. not on I recommend Competing on Value to all
enlightened sales managers."
Jerry Reisberg, Vice President, Advertising and Training,
Dun's Marketing Services
Competing on Value is the next eye-opening step in the Hananl
Karp approach to sales. It represents both a radical mind•shift and
a safe harbor. Radical because it rejects the outmoded "benefits
and features" selling basis. Sate because it places sales efforts on
the rock-solid platform of verifiable value to a customer. Competing
on Value demonstrates a unique strategy that explains how to
benefit yourself by benetiting your customers.
amacom
MUugemen
New York. NY
92.45 _
COMPETING ON
HANANM
wÆkS22S2s;
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