Download the fantastic book titled Value Merchants written by James C. Anderson, available in its entirety in both PDF and EPUB formats for online reading. This page includes a concise summary, a preview of the book cover, and detailed information about "Value Merchants", which was released on 07 November 2007. We suggest perusing the summary before initiating your download. This book is a top selection for enthusiasts of the Business & Economics genre.
Summary of Value Merchants by James C. Anderson PDF
Do your salespeople feel under extreme pressure to retain accounts or gain new business at any cost? If so, you may be leaving big money on the table. Consider the integrated-circuit supplier representative who lost $500,000 of potential profit on a single transaction, just to "win" a deal that he would have closed anyway at the higher price. 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 marketers—as well as your customers.
Detail About Value Merchants PDF
- Author : James C. Anderson
- Publisher : Harvard Business Press
- Genre : Business & Economics
- Total Pages : 253 pages
- ISBN : 1422131076
- Release Date : 07 November 2007
- PDF File Size : 46,9 Mb
- Language : English
- Rating : 4/5 from 21 reviews
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