01769nam a2200301 a 4500 vtls000033854 KUKTEM 20251117144359.0 090114t2007 maua f b 001 0 eng d 9781422103357 (hardcover : alk. paper) 1422103358 201107132302 VLOAD 200912211105 fauzi 200908141339 VLOAD 200908141311 VLOAD 200901141021 nadia UMP HF5415.1263 .A52 2007 Anderson, James C. Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus Boston, Mass. : Harvard Business School Press, c2007 xiii, 219 p. : ill. ; 25 cm. 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 Industrial marketing Sales promotion Purchasing Kumar, Nirmalya Narus, James A Table of contents only http://www.loc.gov/catdir/toc/ecip0716/2007017289.html 0 0 0 0 10000 10000 2019-09-04 93.84 0 HF5415.1263 .A52 2007 0000042419 2019-09-04 00:00:00 1 93.84 2019-09-04 OPEN VIRTUA40 35161 35167 VTLSSORT0080*0200*0201*0400*0900*1000*2450*2600*3000*5000*5050*6500*6501*6502*7000*7001*8560*9991