It’s Never Too Early: Selling the Value of Digital Services

Uwe Brüggemann ()
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Uwe Brüggemann: BM-Experts GmbH

A chapter in Strategic Sales Management, 2023, pp 11-25 from Springer

Abstract: Abstract This chapter is aimed at decision-makers in B2B companies who are involved in the process of transforming their products and services and particularly at managers in the field of sales and product management. In it, you’ll learn Why digital services are (or should be) treated as a separate part of the service What challenges need to be addressed when pricing products and services Why customer value is the most important argument in favor of selling digital products

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:fuobcp:978-3-031-40605-8_2

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DOI: 10.1007/978-3-031-40605-8_2

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