000			01546cam a2200253 a 4500
999			_c22262 _d22262
020			_a9781422103357 (hardcover : alk. paper)
020			_a1422103358
082	0	0	_a658.804 _bAND
100	1		_aAnderson, James C., _d1953-
245	1	0	_aValue merchants : _bdemonstrating and documenting superior value in business markets / _cJames C. Anderson, Nirmalya Kumar, James A. Narus.
260			_aBoston, Mass. : _bHarvard Business School Press, _cc2007.
300			_axiii, 219 p. : _bill. ; _c25 cm.
504			_aIncludes bibliographical references (p. [191]-195) and index.
505	0		_aValue 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	_aIndustrial marketing.
650		0	_aSales promotion.
650		0	_aPurchasing.
700	1		_aKumar, Nirmalya.
700	1		_aNarus, James A.
856	4	1	_uhttp://www.loc.gov/catdir/toc/ecip0716/2007017289.html
856	4	2	_uhttp://www.loc.gov/catdir/enhancements/fy1108/2007017289-b.html
856	4	2	_uhttp://www.loc.gov/catdir/enhancements/fy1311/2007017289-d.html
942			_2ddc _cBK