Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus.
Anderson, James C., 1953-; Kumar, Nirmalya.; Narus, James A.
2007
HF5415.1263 .A534 2007 (Mapit)
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Title Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus.
Author Anderson, James C., 1953-
ISBN 9781422103357 (alk. paper)
1422103358 (alk. paper)
Publication Details Boston, Mass. : Harvard Business School Press, c2007.
Language English
Description xiii, 219 p. : ill. ; 25 cm.
Call Number HF5415.1263 .A534 2007
Dewey Decimal Classification 658.8/04
Bibliography, etc. Note Includes bibliographical references (p. [191]-195) and index.
Added Author Kumar, Nirmalya.
Narus, James A.
Linked Resources Table of contents only
Record Appears in On-Campus Resources > Books
All Resources
Value merchants : doing business on demonstrably superior value
Conceptualize value : focusing on what matters
Formulate value propositions : identifying potentially valuable points of difference
Substantiate value propositions : demonstrating and documenting superior value
Tailor market offerings : creating naked solutions with options
Transform the sales force into value merchants : selling on value, not price
Profit from value provided : earning an equitable return
Prospering in business markets : being a value merchant.

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