Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus.

• 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.

Ämnesord

Industrial marketing.  (LCSH)

Sales promotion.  (LCSH)

Purchasing.  (LCSH)

Indexterm och SAB-rubrik

Qblbc Industriell marknadsföring

Klassifikation

HF5415.1263 (LCC)

658.8/04 (DDC)

Qblbc (kssb/8)