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Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

James C. Anderson, Nirmalya Kumar, James A. Narus




[PDF.gc59] Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

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 | #502206 in eBooks |  2007-10-01 |  2007-10-01 | File type: PDF

||0 of 0 people found the following review helpful.| Four Stars|By Rico Buot|Good read. Very insightful.|0 of 0 people found the following review helpful.| The indispensible book for customer friendly business developers!|By Coco|This book lays the foundation for understanding customer value and building customer centric business.
The authors describe the steps to implement| |...a set of business techniques to estimate the value of your market offerings and create propositions that resonate with customers. --CRM.com, November 1, 2007

"…a must-read for those toiling in the business

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, ...

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