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Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

by Nirmalya Kumar, James C. Anderson, James A. Narus
$43.90
Value Merchants: Demonstrating and Documenting Superior Value in Business Markets
Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

Elevating sales advice beyond price in B2B markets.

If you find yourself constantly pressured by price wars in the business-to-business landscape and struggle to differentiate your products or services from so-called “commodities,” "Value Merchants" could be the strategic advantage you've been seeking. The authors present a methodical approach to showcasing your offerings' worth in quantifiable terms, something that could shift the conversation from price to value and elevate your sales team from mere vendors to trusted consultants.

Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.

Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

by Nirmalya Kumar, James C. Anderson, James A. Narus
$43.90
Condition guide

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*Books may be missing bundle media (e.g. CD, e-book code), if included.

 

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ISBN: 9781422103357
Authors: Nirmalya Kumar, James C. Anderson, James A. Narus
Publisher: Harvard Business Review Press
Date of Publication: 2007-11-07
Format: Hardcover
Related Collections: Business, Economics
Related Topics: Entrepreneurship, Finance, Management, Finance, Money
Goodreads rating: 4.17
(rated by 54 readers)

Description

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.
 

Elevating sales advice beyond price in B2B markets.

If you find yourself constantly pressured by price wars in the business-to-business landscape and struggle to differentiate your products or services from so-called “commodities,” "Value Merchants" could be the strategic advantage you've been seeking. The authors present a methodical approach to showcasing your offerings' worth in quantifiable terms, something that could shift the conversation from price to value and elevate your sales team from mere vendors to trusted consultants.

Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.