Anderson, James C.,  1953- <br/><br/>
Value merchants :  demonstrating and documenting superior value in business markets / 
James C. Anderson, Nirmalya Kumar, James A. Narus. 
 - Boston, Mass. :  Harvard Business School Press,  c2007. 
 - xiii, 219 p. :  ill. ;  25 cm. 
<br/><br/>Includes bibliographical references (p. [191]-195) and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>9781422103357 (hardcover : alk. paper) 1422103358 
<br/><br/><label>LCCN: </label>2007017289 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Industrial marketing.<br/>Sales promotion.<br/>Purchasing.
<br/><br/><label>LC Class. No.: </label>HF5415.1263  / .A534 2007 
<br/><br/><label>Dewey Class. No.: </label>658.8/04