Julie Thomas, CEO of ValueSelling Associates

I’m working on a Management exercise and need support.

In Chapter Five, you read about the skills needed by salespeople in the three phases of a sale: pre-interaction, interaction and post-interaction. There are businesses in the marketplace today that want to help sales managers guide their salespeople in these areas.

For your assignment, review these slides from Julie Thomas, CEO of ValueSelling Associates, one of these aforementioned firms. Per the grading rubric, the following write-up is required:

Links to follow: The business of knowing your customer’s business – The key to selling value from ValueSelling Associates

  1. Discuss “value creation”
  2. Discuss “questions to uncover business issues”
  3. Discuss “get prospect to momentarily experience” what?
  4. Discuss any 3 or more additional terms from the slide presentation


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