000			01591nam a2200265 a 4500
005			20260112063243.0
020			_a9781422103357 (hardcover : alk. paper)
039			_a202109271430 _bstaff _c201302141630 _d staff _c200912110054 _d staff _y 200912110049 _z staff
050			_a658.804 _bAND
082			_a658.804 _bAND [ Shelf 80]
100			_aAnderson, James C., _d 1953-
245			_aValue merchants : _bdemonstrating and documenting superior value in business markets / _cJames C. Anderson, Nirmalya Kumar, James A. Narus.
260			_aBoston, Mass. : _bHarvard Business School Press, _cc2007.
300			_axiii, 219 p. : _bill. ; _c25 cm.
504			_aIncludes bibliographical references (p. [191]-195) and index.
505			_aValue 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			_aIndustrial marketing.
650			_aSales promotion.
650			_aPurchasing.
700			_aKumar, Nirmalya.
700			_aNarus, James A.
991			_aVIRTUA40
991			_aVTLSSORT0080*0200*0500*0820*1000*2450*2600*3000*5040*5050*6500*6501*6502*7000*7001*9992
909			_a1919
999			_c1877 _d1877