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000316364 010__ $$a  2007017289
000316364 020__ $$a9781422103357 (alk. paper)
000316364 020__ $$a1422103358 (alk. paper)
000316364 035__ $$a(OCoLC)ocn137324991
000316364 035__ $$a316364
000316364 040__ $$aDLC$$cDLC$$dBTCTA$$dBAKER$$dUKM$$dYDXCP$$dC#P$$dBWX
000316364 049__ $$aISEA
000316364 05000 $$aHF5415.1263$$b.A534 2007
000316364 08200 $$a658.8/04$$222
000316364 1001_ $$aAnderson, James C.,$$d1953-
000316364 24510 $$aValue merchants :$$bdemonstrating and documenting superior value in business markets /$$cJames C. Anderson, Nirmalya Kumar, James A. Narus.
000316364 260__ $$aBoston, Mass. :$$bHarvard Business School Press,$$cc2007.
000316364 300__ $$axiii, 219 p. :$$bill. ;$$c25 cm.
000316364 504__ $$aIncludes bibliographical references (p. [191]-195) and index.
000316364 5050_ $$aValue merchants : doing business on demonstrably superior value -- Conceptualize value : focusing on what matters -- Formulate value propositions : identifying potentially valuable points of difference -- Substantiate value propositions : demonstrating and documenting superior value -- Tailor market offerings : creating naked solutions with options -- Transform the sales force into value merchants : selling on value, not price -- Profit from value provided : earning an equitable return -- Prospering in business markets : being a value merchant.
000316364 650_0 $$aIndustrial marketing.
000316364 650_0 $$aSales promotion.
000316364 650_0 $$aPurchasing.
000316364 7001_ $$aKumar, Nirmalya.
000316364 7001_ $$aNarus, James A.
000316364 85200 $$bgen$$hHF5415.1263$$i.A534$$i2007
000316364 85641 $$3Table of contents only$$uhttp://www.loc.gov/catdir/toc/ecip0716/2007017289.html
000316364 909CO $$ooai:library.usi.edu:316364$$pGLOBAL_SET
000316364 980__ $$aBIB
000316364 980__ $$aBOOK
000316364 994__ $$aC0$$bISE