Value Merchants: Demonstrating and Documenting Superior Value in Business Markets Book PDF, ePub eBook
Value Merchants: Demonstrating and Documenting Superior Value in Business Markets.pdf
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Book Descriptions:
Do not make price concessions. Become a value merchant instead. In this authoritative book, James Anderson, Nirmalya Kumar, and James Narus explain how companies in business markets can use customer value management techniques to estimate the value of your market offerings, create value propositions that resonate with your customers, and maximize the return you will get on the superior value that you deliver.
Drawing on extensive research and detailed case studies of companies like Sonoco, Tata Steel, and Quaker Chemical, Value Merchants will change the mindset and behavior of your executives, sales management, representatives, and marketersas well as your customers.
Value Merchants: Demonstrating and Documenting Superior Value in Business Markets by James C. Anderson, Nirmalya Kumar, James A. Narus
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