Anderson, James C., 1953-
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.
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.
9781422103357 (hardcover : alk. paper) 1422103358
Industrial marketing.
Sales promotion.
Purchasing.
658.804 / AND
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.
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.
9781422103357 (hardcover : alk. paper) 1422103358
Industrial marketing.
Sales promotion.
Purchasing.
658.804 / AND