Value merchants : demonstrating and documenting superior value in business markets (Book, 2007) [WorldCat.org]
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Value merchants : demonstrating and documenting superior value in business markets
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Value merchants : demonstrating and documenting superior value in business markets

Author: James C Anderson; Nirmalya Kumar; James A Narus
Publisher: Boston, Mass. : Harvard Business School Press, ©2007.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"Value Merchants offers a detailed, step-by-step explanation of customer value management and how to implement it. The authors provide the tools to turn your salespeople into "value merchants" who can conceptualize your company's value and work with customers to document cost savings and substantiate results over time."--Jacket.
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Additional Physical Format: Online version:
Anderson, James C., 1953-
Value merchants.
Boston, Mass. : Harvard Business School Press, ©2007
(OCoLC)805930688
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: James C Anderson; Nirmalya Kumar; James A Narus
ISBN: 9781422103357 1422103358
OCLC Number: 137324991
Description: xiii, 219 pages : illustrations ; 25 cm
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.
Responsibility: James C. Anderson, Nirmalya Kumar, James A. Narus.
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Abstract:

Business-to-business markets account for a huge proportion of the total GNP in the United States. This book presents an approach that allows suppliers to demonstrate and document superior value  Read more...

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