Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus.
Material type:
TextPublisher: Boston, Mass. : Harvard Business School Press, c2007Description: xiii, 219 p. : ill. ; 25 cmISBN: 9781422103357 (hardcover : alk. paper); 1422103358Subject(s): Industrial marketing | Sales promotion | PurchasingDDC classification: 658.8/04 LOC classification: HF5415.1263 | .A534 2007Online resources: Table of contents only | Contributor biographical information | Item type | Current library | Call number | Copy number | Status | Notes | Date due | Barcode |
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Female Library | HF5415.1263 .A534 2007 (Browse shelf (Opens below)) | 1 | Available | STACKS | 51952000103479 | |
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Main Library | HF5415.1263 .A534 2007 (Browse shelf (Opens below)) | 1 | Available | STACKS | 51952000132707 |
Includes bibliographical references (p. [191]-195) and index.
Value merchants : doing business on demonstrably superior value -- Conceptualize value : focusing on what matters -- Formulate value propositions : identifying potentially valuable points of difference -- Substantiate value propositions : demonstrating and documenting superior value -- Tailor market offerings : creating naked solutions with options -- Transform the sales force into value merchants : selling on value, not price -- Profit from value provided : earning an equitable return -- Prospering in business markets : being a value merchant.
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