000			01999cam a2200385 a 4500
001			14824355
003			APU
005			20150407162736.0
008			070426s2007 maua b 001 0 eng
010			_a 2007017289
015			_aGBA762151 _2bnb
016	7		_a013811323 _2Uk
020			_a9781422103357 (hbk.)
020			_a1422103358 (hbk.)
035			_a(OCoLC)ocn137324991
035			_a(OCoLC)137324991
040			_aDLC _beng _cAPU _dBNF _dWAN
050	0	0	_aHF5415.1263 _b.A53 2007
082	0	0	_222 _a658.804 _bAND 2007
100	1		_aAnderson, James C., _d1953- _98217
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. _97934
650		0	_aSales promotion. _98519
650		0	_aPurchasing. _98139
700	1		_aKumar, Nirmalya. _920870
700	1		_aNarus, James A. _98218
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip0716/2007017289.html
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBook
999			_c11284 _d11284