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Changing Value Propositions During Tough Economic Times: Purchasing and Sales Perspectives

Author(s):

Alvin J. Williams, Ph.D.

95th Annual International Conference Proceedings - 2010 - San Diego, CA
Abstract

Both purchasers and suppliers have perceptions of appropriate value propositions in various situations. How do these perceptions change when the economic environment is so radically different from anything experienced in recent times? This session focuses on specific strategies useful in understanding the process and mechanics of transforming value equations during challenging economic times, from purchasing and sales angles. A practical perspective will be used to share specific experiences of one of the presenters, across industry sectors, in adapting value propositions to meet customer needs in changing markets.

Changing Value Propositions During Tough Economic Times: Purchasing and Sales Perspectives — 63 KB (PDF)