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Title: Competing on Value by MacK Hanan, Peter Karp ISBN: 0-8144-5036-9 Publisher: AMACOM Pub. Date: May, 1991 Format: Hardcover Volumes: 1 List Price(USD): $24.95

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Average Customer Rating: 3 (2 reviews)

Rating: 1
Summary: A 5-pager extended into a 150-pager
Comment: Why bother telling something in a long and cumbersome way, if you can say it straight? The authors of the book cover an important concept of the economic value to the customer and its application to sales/business strategy. However, the book will make anyone who received formal business education yawn. It lacks real-life examples AND IS OVERLY REPETITIVE. This could have been a nice and fresh magazine article, instead it turned into a stiff and boring hardcover book.

Rating: 5
Summary: The ONLY way to sell
Comment: This book discusses VALUE. Value is not what you put INTO your products and services, it is what the customer GETS OUT. Three qualifiers of value are how much, how soon, and how sure--these are what the customer needs to know.

Value is applied to impact a customer's business--his profits. Profits come from the customer selling more and/or from reducing costs. Nothing else matters.

Four chapters summarize the value strategy: know your value, price your value, sell your value, and control your value. These chapters and this book are invaluable for getting away from selling on features and functions and, instead, competing on value.

This book is tremendous in its own right, and it is--or should be--the "prerequisite" for one of Hanan's other books, "Consultative Selling."

In summary, this is highly recommended for every company that sells products and/or services.

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