TY  - BOOK
AU  - Anderson, James C., 
AU  - Kumar, Nirmalya.
AU  - Narus, James A.
TI  - Value merchants: demonstrating and documenting superior value in business markets 
SN  - 9781422103357 (hardcover : alk. paper)
AV  - 658.804 AND
U1  - 658.804 
PY  - 2007///
CY  - Boston, Mass.
PB  - Harvard Business School Press
KW  - Industrial marketing
KW  - Sales promotion
KW  - Purchasing
N1  - Includes bibliographical references (p. [191]-195) and index; 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
ER  -