Title
Value Merchants: Demonstrating and Documenting Superior Value in Business Markets,New
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Do your salespeople feel under extreme pressure to retain accounts or gain new business at any cost? If so, you may be leaving big money on the table. Consider the integratedcircuit supplier representative who lost $500,000 of potential profit on a single transaction, just to 'win' a deal that he would have closed anyway at the higher price.Do not make price concessions. Become a value merchant instead. In this authoritative book, James Anderson, Nirmalya Kumar, and James Narus explain how companies in business markets can use customer value management techniques to estimate the value of your market offerings, create value propositions that resonate with your customers, and maximize the return you will get on the superior value that you deliver.Drawing on extensive research and detailed case studies of companies like Sonoco, Tata Steel, and Quaker Chemical, Value Merchants will change the mindset and behavior of your executives, sales management, representatives, and marketersas well as your customers.
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
- Q: What is the main focus of 'Value Merchants'? A: 'Value Merchants' focuses on how businesses can enhance their value propositions and avoid unnecessary price concessions, ultimately maximizing profit in business markets.
- Q: Who are the authors of 'Value Merchants'? A: The book is authored by James C. Anderson, Nirmalya Kumar, and James Narus, who are experts in business markets and customer value management.
- Q: How many pages does 'Value Merchants' have? A: 'Value Merchants' contains 240 pages, providing an in-depth exploration of customer value management techniques.
- Q: What type of binding does this book have? A: 'Value Merchants' is available in hardcover binding, which offers durability and a professional appearance.
- Q: When was 'Value Merchants' published? A: 'Value Merchants' was published on November 7, 2007.
- Q: What kind of case studies are included in the book? A: The book includes detailed case studies from companies like Sonoco, Tata Steel, and Quaker Chemical, illustrating real-world applications of customer value management.
- Q: Is 'Value Merchants' suitable for sales professionals? A: Yes, 'Value Merchants' is particularly beneficial for sales professionals looking to improve their approach to retaining accounts and acquiring new business without resorting to price cuts.
- Q: What key concepts are covered in 'Value Merchants'? A: The book covers concepts like customer value management, value propositions, and strategies for maximizing returns on value delivered to customers.
- Q: Does 'Value Merchants' provide actionable strategies? A: Yes, the book offers actionable strategies that executives, sales management, and marketers can implement to change their mindset and behavior in business transactions.
- Q: What is the edition of 'Value Merchants'? A: 'Value Merchants' is published in its first edition.