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Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus.

By: Anderson, James C, 1953-Contributor(s): Kumar, Nirmalya | Narus, James AMaterial type: TextTextPublisher: 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: 658.804 Online resources: Click here to access online | Click here to access online | Click here to access online
Contents:
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.
List(s) this item appears in: New Arrivals - March 1st to 31st 2023
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Item type Current location Call number Status Date due Barcode
Books Institute of Public Enterprise, Library
S Campus 		658.804 AND (Browse shelf) Available 47061

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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