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Executive Education

Selling Value Creation to Your Customers

Selling Value Creation to Your Customers

Executive Short Program

Language : French

Download the brochure

How to differentiate yourself as a supplier by providing your clients with value-creating solutions?

Do you want to stand out from the crowd, not only in terms of price, and justify your premium positioning to your clients? This program will enable you to move from sales to value-creation consulting. Learn how to implement client value creation, negotiate, evaluate return on investment and review your internal processes, sales team management, pricing and sales techniques. 

 

A company will only stand out from its competitors if it can develop a distinctive offer and sustain it.Michael Porter

Objectives

The program will enable you to:

  • Define "value creation for clients"
  • Provide techniques and tools to assess the cost of value creation, adopt the role of a value creation consultant rather than a sales manager
  • Effectively assess the value created for the client and for the supplier

Academic Director(s)

Cécile Viniane
CÉCILE VINIANE
Adjunct Professor, HEC Paris
Image pleine largeur

Program Content

Theme 1 : The concept of creating value for clients

Reduce costs or increase client turnover?

Theme 2 : Value co-creation matrix

Client-value concept, perceived satisfaction and quality, assessing created added value.

Theme 3 : Negotiation and creating value for clients

Lead interviews and distance yourself from price-driven negotiations.

Theme 4 : Return on investment

Apply created value to financial plans and assess ROI.

Find out more from the brochure

The program is aimed at:
Sales Directors and Managers, Business Engineers and Key Accounts Managers
Marketing Directors and Managers aiming to improve their offer and master sales support and management

Executive Short Program Selling Value Creation to your Customers

Duration: 3 days
Language: French
Next start:
Cost: 4060 €*

Funding options

Find out more about possible funding options for the program you have chosen.

Explore funding options

*Net price, HEC Paris is not subject to Value Added Tax. Prices, dates, faculty and program content are subject to change.

Programme éligible au CPF et à la VAE

Plus d'information sur la VAE

Download the brochure in English


 

 

 

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HEC Paris Le Château is more than a neoclassical landmark. It is the perfect place in which to take a step back and improve yourself with concrete training which you will put into application as soon as you return to your company.

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In-house short programs: The flexible way to train your teams

With our in-house short program offer you can train your teams whenever and wherever suits you best.

We deliver our short programs when and where you choose

Contact us at inter-privileges@hec.fr, and we will arrange for the academic team to come to the location of your choice and deliver the same content that is taught on campus.

Register for the program

Fill in the form to check your eligibility and start the registration process.

APPLY HERE

 

Quelques chiffres

 

93 %
De nos participants ont noté ce programme entre 4 et 5 sur 5 

 

Année de Formation Taux d'obtention de la formation Taux d'abandon de la formation Effectif total participant présenté au jury d'attribution
2019 100% 0% 3