Abstract
In this chapter we will look at:
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• Understanding your personal value
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• Understanding pre-emptive value judgements
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• Understanding the value of reading customer context
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• Understanding meaningful value dialogue
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• Understanding the value of being relevant
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• The arts of the value-proposing professional
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Notes
- 1.
Emotional intelligence is the idea of Daniel Goleman, who identified a range of socio-psychological attributes of people who were good at relating to others.
- 2.
The Chimp Paradox by Steve Peters is an excellent book that explains how our brains work for and against us in high performance situations.
- 3.
Mindset by Carol S. Dweck explains how each of us frames the world differently in our minds.
- 4.
These include techniques such as neuro-linguistic programming and Bob Cialdini’s principles of social influence and persuasion.
- 5.
For an interesting critique of the research methodology and findings used by Dixon and Adamson see Adam Rapp, Daniel G. Bachrach, Nikolaos Panagopoulos and Jessica Ogilvie (2014) ‘Salespeople as knowledge brokers: A review and critique of the challenger sales model’, Journal of Personal Selling & Sales Management, 34:4, 245–259.
- 6.
Sheena Leek and Peter Turnbull’s IMP conference paper ‘Interpersonal contacts in business markets: The impact of information technology’ provides an interesting discussion of the significance of face-to-face communication for business marketing.
- 7.
See Alvin Williams and John Seminerio (1985) – What Buyers Like From Salesmen in Industrial Marketing Management (14) and Paolo Guenzi, Catherine Pardo, Laurent Georges (2007) Relational selling strategy and key account managers’ relational behaviors: An exploratory study in Industrial Marketing Management (36).
- 8.
See Glossary for explanations.
- 9.
The learning organisation and organisational learning are ideas about how market knowledge is used in businesses. See the work of Peter Senge in his book The Fifth Discipline and the work of Chris Argyris in his book On Organizational Learning.
- 10.
Kathleen Eisenhardt and Jeffrey Martin noted in their article ‘Dynamic capabilities: What are they?’, Strategic Management Journal; Oct/Nov 2000; 21, 10/11 that a superior sales force was a main plank of value creating strategies.
- 11.
The idea of dynamic capabilities was originally put forward by David Teece.
Further Reading
Clark T, Salaman G. (1998). Creating the ‘right’ impression: Towards a dramaturgy of management consultancy. The Service Industries Journal, 18(1), 18–38.
Varey, R. (2003) A dialogical foundation for marketing. The Marketing Review 2, 273–288.
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Kelly, S., Johnston, P., Danheiser, S. (2017). The Value Proposing Professional. In: Value-ology. Palgrave Macmillan, Cham. https://doi.org/10.1007/978-3-319-45626-3_3
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