Foreword / Professor Hugh Wilson -- Introduction: infinite value -- Accelerating profitable growth through value-based selling -- The infinite value concept -- Challenging trends for business markets -- A faltering response -- Is value-based business a better way? -- The 7 elements of the...

Introduction to implementing key account management -- Re-engaging strategic customers -- Adopting key account management -- Building customer understanding and value planning -- Developing customer relationships -- Developing winning offerings -- Creating compelling customer value propositions...

FC -- Half title -- Title -- Copyright -- Dedication -- Contents -- Foreword Professor Hugh Wilson -- Introduction: Accelerating profitable growth through value-based selling -- Part One The Infinite Value concept -- 1 Challenging trends for business markets -- Ever-decreasing circles -- All the...