Value Merchants: Demonstrating And Documenting Superior Value In Business Markets
SKU: DADAX1422103358
ISBN : 9781422103357
Condition : New
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Value Merchants: Demonstrating and Documenting Superior Value in Business Markets
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 marketers—as well as your customers.
Specification of Value Merchants: Demonstrating and Documenting Superior Value in Business Markets
GENERAL | |
---|---|
Author | James C. Anderson |
Binding | Hardcover |
Language | English |
Edition | 1 |
ISBN-10 | 1422103358 |
ISBN-13 | 9781422103357 |
Publisher | Harvard Business Review Press |
Publication Date | 2007 |
DIMENSIONS | |
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Height | 9.5 inch. |
Length | 1 inch. |
Width | 6.25 inch. |
Weight | 1.1 pounds pounds. |
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