Research Catalog
Value merchants : demonstrating and documenting superior value in business markets
- Title
- Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus.
- Author
- Anderson, James C., 1953-
- Publication
- Boston, Mass. : Harvard Business School Press, [2007], ©2007.
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2 Items
| Status | Format | Access | Call Number | Item Location |
|---|---|---|---|---|
| Text | Request in advance | HF5415.1263 .A534 2007 | Off-site | |
Not available - Please for assistance. | Text | Use in library | Off-site |
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Details
- Additional Authors
- Description
- xiii, 219 pages : illustrations; 25 cm
- 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."--BOOK JACKET.
- Subject
- Bibliography (note)
- Includes bibliographical references (p. [191]-195) and index.
- Contents
- 1. Value Merchants: Doing Business on Demonstrably Superior Value -- 2. Conceptualize Value: Focusing on What Matters -- 3. Formulate Value Propositions: Identifying Potentially Valuable Points of Difference -- 4. Substantiate Value Propositions: Demonstrating and Documenting Superior Value -- 5. Tailor Market Offerings: Creating Naked Solutions with Options -- 6. Transform the Sales Force into Value Merchants: Selling on Value, Not Price -- 7. Profit from Value Provided: Earning an Equitable Return -- 8. Prosper in Business Markets: Being a Value Merchant -- App. A. Relating Customer Value and Price -- App. B. PeopleFlo EnviroGear Pump Customer Value Model.
- ISBN
- 9781422103357 (hardcover : alk. paper)
- 1422103358
- LCCN
- 2007017289
- OCLC
- 137324991
- SCSB-5925167
- Owning Institutions
- Columbia University Libraries