Competing on Value [ILLUSTRATED] (Hardcover)

by Mack Hanan (Author), Peter Karp (Author) "In the American economy during most of the twentieth century, with its industrial manufacturing base and preoccupation with learning curves of low-cost production and mass..." (more)
Key Phrases: critical success function, revenue expansion, cannot price (more...)

Editorial Reviews

Product Description
Presents a new approach to selling that emphasizes not competing on the basis of the best price, but the highest value i.e. demonstrating to current and prospective customers that using your products or services will either cut their costs or improve their revenues. Distributed by Gale. Annotation

Product Details

• Hardcover: 220 pages
• Publisher: AMACOM; illustrated edition edition (April 22, 1991)
• Language: English
• ISBN-10: 0814450369
• ISBN-13: 978-0814450369
• Product Dimensions: 9.5 x 6.5 x 0.8 inches
• Shipping Weight: 14.2 ounces
• Average Customer Review: 3.5 out of 5 stars See all reviews (4 customer reviews)
• Amazon.com Sales Rank: #775,301 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

20 of 22 people found the following review helpful:

5.0 out of 5 stars The ONLY way to sell, March 29, 2000

By	Ken Blakely (Costa Mesa, CA) - See all my reviews

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.

2 of 2 people found the following review helpful:

1.0 out of 5 stars A 5-pager extended into a 150-pager, November 16, 2002

By	Oleg Tymchenko (Moscow, Russia) - See all my reviews (REAL NAME)

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.

3.0 out of 5 stars Pretty Common Sense Stuff, but..., April 6, 2009

By	Edward J. Barton (Mill Creek, WA) - See all my reviews (REAL NAME)

It contains mostly common sense - but as we all know, common sense isn't common. The most important take aways from the book were th know what your value really is, know how to effectively measure it, now how to effectively translate the value into customer value, and know how to reliably control the delivery of the value to the market. A good reminder.