Value merchants: (Record no. 7029)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01855nam a22002417a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20240712113316.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 240710b |||||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781422103357 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.804 |
| Item number | AND |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Anderson, James C |
| 245 ## - TITLE STATEMENT | |
| Title | Value merchants: |
| Remainder of title | demonstrating and documenting superior value in business markets |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc. | Boston |
| Name of publisher, distributor, etc. | Harvard Business School Press |
| Date of publication, distribution, etc. | 2007 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xiii, 219 p. |
| 365 ## - TRADE PRICE | |
| Price type code | USD |
| Price amount | 39.95 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | 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 integrated-circuit 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 marketers--as well as your customers.<br/>(https://store.hbr.org/product/value-merchants-demonstrating-and-documenting-superior-value-in-business-markets/3358?sku=3358-KND-ENG) |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Industrial marketing |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales promotion |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Purchasing |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Marketing |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Kumar, Nirmalya |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Narus, James A. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Total Checkouts | Full call number | Accession Number | Date last seen | Copy number | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marketing | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 07/10/2024 | Gratis Book | 658.804 AND | G00277 | 07/10/2024 | 1 | 3335.59 | 07/10/2024 | Book |