Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus.
Material type: TextPublication 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 onlyItem type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode |
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General Circulation | APU Library Open Shelf | Book | HF5415.1263 .A53 2007 c.1 (Browse shelf (Opens below)) | 1 | Available (No use restrictions) | 00027661 |
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HF5415.126 .S76 2008 c.1 Successful direct marketing methods : | HF5415.126 .T73 2000 c.1 Principles of direct and database marketing / | HF5415.126 .T73 2000 c.2 Principles of direct and database marketing / | HF5415.1263 .A53 2007 c.1 Value merchants : | HF5415.1263 .B74 2014 c.1 Business-to-business marketing / | HF5415.1263 .B74 2017 c.1 Business-to-business marketing / | HF5415.1263 .B74 2017 c.2 Business-to-business marketing / |
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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