| 000 -LEADER |
|---|
| fixed length control field |
01546cam a2200253 a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| ISBN |
9781422103357 (hardcover : alk. paper) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| ISBN |
1422103358 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.804 |
| Item number |
AND |
| 100 1# - MAIN ENTRY--AUTHOR NAME |
|---|
| Author name |
Anderson, James C., |
| Dates associated with a name |
1953- |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Value merchants : |
| Sub Title |
demonstrating and documenting superior value in business markets / |
| Statement of responsibility, etc |
James C. Anderson, Nirmalya Kumar, James A. Narus. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Place of publication |
Boston, Mass. : |
| Name of publisher |
Harvard Business School Press, |
| Year of publication |
c2007. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Number of Pages |
xiii, 219 p. : |
| Other physical details |
ill. ; |
| Dimensions |
25 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc |
Includes bibliographical references (p. [191]-195) and index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
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. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Subject |
Industrial marketing. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Subject |
Sales promotion. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Subject |
Purchasing. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Author 2/ Editor |
Kumar, Nirmalya. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Author 2/ Editor |
Narus, James A. |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
http://www.loc.gov/catdir/toc/ecip0716/2007017289.html |
| 856 42 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
http://www.loc.gov/catdir/enhancements/fy1108/2007017289-b.html |
| 856 42 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
http://www.loc.gov/catdir/enhancements/fy1311/2007017289-d.html |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
Books |
