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, c2007.Description: xiii, 219 p. : ill. ; 25 cmISBN:- 9781422103357 (hardcover : alk. paper)
- 1422103358
- 658.804 22 39801
- HF5415.1263 .A534 2007
Item type | Current library | Call number | Status | Date due | Barcode |
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Books | Symbiosis International University Central Library | 658.804/AND 39801 (Browse shelf(Opens below)) | Available | siu-b-39801 |
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658.804 ALE 3582 INDUSTRIAL MARKETING | 658.804 ALE 3985 INDUSTRIAL MARKETING | 658.804 ALE 674 INDUSTRIAL MARKETING | 658.804/AND 39801 Value merchants : | 658.804 ARM 14555 ADVERTISING ON THE INTERNET | 658.804 BAI 18981 MARKETING TO MOMS | 658.804/BEL 38680 Excellence in Key Account Management |
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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