000			01855nam a22002417a 4500
005			20240712113316.0
008			240710b |||||||| |||| 00| 0 eng d
020			_a9781422103357
082			_a658.804 _bAND
100			_aAnderson, James C _95041
245			_aValue merchants: _bdemonstrating and documenting superior value in business markets
260			_aBoston _bHarvard Business School Press _c2007
300			_axiii, 219 p.
365			_aUSD _b39.95
520			_aDo 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)
650			_aIndustrial marketing _9924
650			_aSales promotion
650			_aPurchasing
650			_aMarketing
700			_aKumar, Nirmalya _91109
700			_aNarus, James A. _96124
942			_2ddc _cBK
999			_c7029 _d7029