TY  - BOOK
AU  - Gotts,Ian
AU  - Rowsell,Dominic
TI  - Why killer products don't sell: how to run your company to a new set of rules 
SN  - 9780857086532
AV  - HF5438.4 .G68 2008eb
U1  - 658.8/1 22
PY  - 2008///
CY  - Chichester, UK, Hoboken, NJ
PB  - Capstone
KW  - Sales management
KW  - Brand name products
KW  - Management
KW  - Consumer behavior
KW  - Ventes
KW  - Gestion
KW  - Produits de marque
KW  - Consommateurs
KW  - Comportement
KW  - BUSINESS & ECONOMICS
KW  - Sales & Selling
KW  - bisacsh
KW  - fast
KW  - sears
KW  - Consumers
N1  - Includes bibliographical references and index; WHY KILLER PRODUCTS DON'T SELL; Contents; Acknowledgments; Foreword; Introduction; 1: Some killer products really don't sell; 2: It's not how you sell, but how customers buy; 3: If they are buying -- are you selling?; 4: The best kept secret -- Value Created sales; 5: The magic of a Value Created company; 6: So what can I do about it?; 7: Always change a winning team; The Final Word: A summary; Appendix; Index; Electronic reproduction; [Place of publication not identified]; HathiTrust Digital Library; 2011
N2  - Coming from conversations with executive teams of technology companies, venture capitalists, and M & A advisers, the insights contained in Why Killer Products Don't Sell are gold dust. First the book lays bare the claim that sales is sales is sales. It exposes the 4 very different 'Buying Cultures' and how they should be approached: Value Offered, Value Added, Value Created, and Value Captured. But it also gives a proven methodology for assessing a company's product mix ('offering' vs 'buying culture'), and a transformation approach to optimize sales and improve competitiveness
UR  - https://onlinelibrary.wiley.com/doi/book/10.1002/9780857086532
ER  -