Value Merchants: Demonstrating And Documenting Superior Value In Business Markets

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

ISBN 10: 1422103358 ISBN 13: 9781422103357

Editorial: Harvard Business Review Press, Boston, 2008

Idioma: Ingl�s

Condici�n: Usado - Como Nuevo Encuadernaci�n de tapa dura

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Descripci�n

219 pages. Book and Jacket appear to have hardly been read and are both in As new condition throughout.

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Detalles bibliogr�ficos

T�tulo

Value Merchants: Demonstrating And Documenting Superior Value In Business Markets

Editor

Harvard Business Review Press, Boston

Fecha de publicaci�n

2008

Idioma

Ingl�s

ISBN 10

1422103358

ISBN 13

9781422103357

Encuadernaci�n

Hard Cover

Edici�n

First Edition.

Estado

As New

Estado de la sobrecubierta

As New

Cat�logos de vendedores

Business and Finance

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Sinopsis

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.

Acerca del autor

James C. Anderson is the William L. Ford Distinguished Professor of Marketing and Wholesale Distribution at the Kellogg School of Management, Northwestern University. Nirmalya Kumar is Professor of Marketing and Director of the Centre for Marketing of Aditya V. Birla Indian Centre, London Business School. James A. Narus is a Professor of Business Marketing at the Babcock Graduate School of Management, Wake Forest University.

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Descripci�n de la librer�a

Business Overview - A.B.N Number: 24105299289 Marlowes Books is one of Australia's largest marketplaces for books. Marlowes is an 'Online' bookseller of hard to find, rare, used and out of print books centrally located in Brisbane, Australia. Our stock - We specialize in - Rare, Out of Print, Collectible and Hard to Find Books. We offer over 33,000 Books in over 90 categories which are all stocked in our own warehouse in Brisbane, QLD. Our orders are dispatched daily throughout Australia and around the globe. Our books - Prior to listing any book, we carefully assess the quality, condition and price to offer books that are you will treasure for a lifetime and be able to pass down to future generations. We aim to stock quality, interesting and niche books, while also covering most categories and subjects. Our principal market are books which are not available new any longer, but are still in demand and highly sort after. Our customers - Marlowes Books values our customers satisfaction as the No.1 achievement in our business. We want to not only meet, but exceed your expectations. We welcome new customers to our store and books, and also provide great and on going service to our regular clientele. We are dedicated to fulfilling your reading needs from start to finish Our website - Marlowes Books achieves the above by creating a secure and easy-to-use database which is all put together behind the scenes and displayed onto you as our website. Great attention to detail has been a key part in the design and architecture of our site. Not only does our system keep our regular customers returning, but also allows new customers to search and locate their book with relative ease. Your Orders - Every order is treated with importance and high priority with care in packing and sending. Not only do we carefully detail and asses our books at the time of listing, they all go through a second, final inspection at the time of dispatch to ensure your order reaches you in the best possible condition. Please feel free to browse our stock on line and contact us for any further information. The Team @ Marlowes Books

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Marlowes Books and Music
QLD, Australia

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Phone: +61 (07) 5453 7148.

Email: mark@marlowesbooks.com
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