Value merchants : (Record no. 1877)

MARC details
000 -LEADER
fixed length control field 01591nam a2200265 a 4500
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20260112063243.0
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9781422103357 (hardcover : alk. paper)
039 ## - LEVEL OF BIBLIOGRAPHIC CONTROL AND CODING DETAIL [OBSOLETE]
Level of rules in bibliographic description 202109271430
Level of effort used to assign nonsubject heading access points staff
Level of effort used to assign subject headings 201302141630
Level of effort used to assign classification staff
Level of effort used to assign subject headings 200912110054
Level of effort used to assign classification staff
-- 200912110049
-- staff
050 ## - LIBRARY OF CONGRESS CALL NUMBER
Classification number 658.804
Item number AND
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.804
Item number AND [ Shelf 80]
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Anderson, James C.,
Dates associated with a name 1953-
245 ## - TITLE STATEMENT
Title Value merchants :
Remainder of title demonstrating and documenting superior value in business markets /
Statement of responsibility, etc. James C. Anderson, Nirmalya Kumar, James A. Narus.
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. Boston, Mass. :
Name of publisher, distributor, etc. Harvard Business School Press,
Date of publication, distribution, etc. c2007.
300 ## - PHYSICAL DESCRIPTION
Extent xiii, 219 p. :
Other physical details ill. ;
Dimensions 25 cm.
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Includes bibliographical references (p. [191]-195) and index.
505 ## - FORMATTED CONTENTS NOTE
Formatted contents note 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.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Industrial marketing.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Sales promotion.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element Purchasing.
700 ## - ADDED ENTRY--PERSONAL NAME
Personal name Kumar, Nirmalya.
700 ## - ADDED ENTRY--PERSONAL NAME
Personal name Narus, James A.
991 ## -
-- VIRTUA40
991 ## -
-- VTLSSORT0080*0200*0500*0820*1000*2450*2600*3000*5040*5050*6500*6501*6502*7000*7001*9992
909 ## -
-- 1919
Holdings
Withdrawn status Lost status Damaged status Not for loan Home library Current library Date acquired Total checkouts Full call number Barcode Copy number Koha item type
        Indian Institute Of Management, Shillong Indian Institute Of Management, Shillong 11/12/2009   658.804 AND [ Shelf 80] 0004813   Reference
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