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|---|---|---|---|
| 001 | vtls000033854 | ||
| 003 | KUKTEM | ||
| 005 | 20251117144359.0 | ||
| 008 | 090114t2007 maua f b 001 0 eng d | ||
| 020 | _a9781422103357 (hardcover : alk. paper) | ||
| 020 | _a1422103358 | ||
| 039 | 9 |
_a201107132302 _bVLOAD _c200912211105 _dfauzi _c200908141339 _dVLOAD _c200908141311 _dVLOAD _y200901141021 _znadia |
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| 040 | _aUMP | ||
| 090 | _aHF5415.1263 .A52 2007 | ||
| 100 | 1 | _aAnderson, James C. | |
| 245 | 1 | 0 |
_aValue merchants : _bdemonstrating and documenting superior value in business markets / _cJames C. Anderson, Nirmalya Kumar, James A. Narus |
| 260 |
_aBoston, Mass. : _bHarvard Business School Press, _cc2007 |
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| 300 |
_axiii, 219 p. : _bill. ; _c25 cm. |
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| 500 | _aIncludes bibliographical references (p. [191]-195) and index | ||
| 505 | 0 | _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 | |
| 650 | 0 | _aIndustrial marketing | |
| 650 | 0 | _aSales promotion | |
| 650 | 0 | _aPurchasing | |
| 700 | 1 | _aKumar, Nirmalya | |
| 700 | 1 | _aNarus, James A | |
| 856 | 4 | 1 |
_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip0716/2007017289.html |
| 999 |
_aVIRTUA40 _c35161 _d35167 |
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