Asia Pacific University Library catalogue


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: TextTextPublication details: Boston, Mass. : Harvard Business School Press, c2007Description: xiii, 219 p. : ill. ; 25 cmISBN: 9781422103357 (hbk.); 1422103358 (hbk.)Subject(s): Industrial marketing | Sales promotion | PurchasingDDC classification: 658.804 LOC classification: HF5415.1263 | .A53 2007Online resources: Table of contents only
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.
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Open Shelf 		Book HF5415.1263 .A53 2007 c.1 (Browse shelf (Opens below)) 1 Available (No use restrictions) 00027661

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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