Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus.
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Anderson, James C., 1953- (författare)
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Kumar, Nirmalya, 1960- (författare)
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Narus, James A. (författare)
- ISBN 9781422103357
- Publicerad: Boston, Mass. Harvard Business School Press, cop. 2007
- Engelska xiii, 219 s.
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Innehållsförteckning
Ämnesord
Stäng
- 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)
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