Subject category:
Marketing
Published by:
Darden Business Publishing
Version: 06.2005
Length: 2 pages
Topics:
Marketing; Sales-force management
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Abstract
VaporLock was a proprietary coating sold by Heinrich Chemical as a vapor barrier over polyurethane insulation on oil/chemical storage tanks. A company engineer had developed a computer program to compute the energy savings and economics of tank insulation projects. The marketing director wondered how this computer program might be used to help sell VaporLock. This case is one in a series of four cases on value-based selling. The (B) case provides the value mapping and value proposition. The (A) case provides the background.
Subject category:
Marketing
Published by:
Darden Business Publishing
Version: 06.2005
Length: 3 pages
Topics:
Marketing; Sales-force management
About
Abstract
VaporLock was a proprietary coating sold by Heinrich Chemical as a vapor barrier over polyurethane insulation on oil/chemical storage tanks. A company engineer had developed a computer program to compute the energy savings and economics of tank insulation projects. The marketing director wondered how this computer program might be used to help sell VaporLock. This case is one in a series of four cases on value-based selling. The (B) case provides the value mapping and value proposition. The (A) case provides the background.
Related
Subject category:
Marketing
Published by:
Darden Business Publishing
Version: 06.2005
Length: 3 pages
Topics:
Marketing; Sales-force management