Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus
Material type:
TextPublication details: Boston, Mass. : Harvard Business School Press, c2007Description: xiii, 219 p. : ill. ; 25 cmISBN: - 9781422103357 (hardcover : alk. paper)
- 1422103358
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
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Open Shelf
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UMPLIB GAMBANG | HF5415.1263 .A52 2007 (Browse shelf(Opens below)) | 1 | Available | 0000042419 |
Includes bibliographical references (p. [191]-195) and index
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