Value-based selling at The Bike Shop

Value-based selling at The Bike Shop by Philippe Gilbert. The manager smiled, walked over to me and shook my hand when I entered the shop. He inspected my worn-out rear tire that had several blisters, and he answered all of my questions. Next he asked me further probing questions, such as: would you like to have your…

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Presenting at the AMA SERVSIG conference in Helsinki, Finland

I felt honored to be presenting my research in the area of sales and sales management at the AMA (American Marketing Association) SERVSIG (Special Interest Group for Service marketing research) International Service Research conference 2012 held in Helsinki, Finland. To my not so big surprise, there were few presentations that actually focus on value-based service…

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