Value merchants: demonstrating and documenting superior value in business markets

By:

Anderson, James C

Contributor(s):

Material type: Text

TextPublication details: Boston Harvard Business School Press 2007Description: xiii, 219 pISBN:

9781422103357

Subject(s):

DDC classification:

658.804 AND

Summary: 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. (https://store.hbr.org/product/value-merchants-demonstrating-and-documenting-superior-value-in-business-markets/3358?sku=3358-KND-ENG)

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Indian Institute of Management LRC General Stacks	Marketing	658.804 AND (Browse shelf(Opens below))	1	Available		G00277

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Previous	658.802 RAN Sustainable marketing: the industry’s role in a sustainable future	658.802 TRO Differentiate or die: survival in our era of killer competition	658.802 WIL Strategic marketing management: planning, implementation and control	658.804 AND Value merchants: demonstrating and documenting superior value in business markets	658.804 BRE Business-to-business marketing	658.804 ELL Business-to-business marketing: relationship, networks and strategies	658.804 ELL Business-to-business marketing: relationship, networks and strategies	Next

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.
(https://store.hbr.org/product/value-merchants-demonstrating-and-documenting-superior-value-in-business-markets/3358?sku=3358-KND-ENG)

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