Value Merchants is popular PDF and ePub book, written by James C. Anderson in 2007-11-07, it is a fantastic choice for those who relish reading online the Business & Economics genre. Let's immerse ourselves in this engaging Business & Economics book by exploring the summary and details provided below. Remember, Value Merchants can be Read Online from any device for your convenience.
Value Merchants Book PDF Summary
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.
Detail Book of Value Merchants PDF
- Author : James C. Anderson
- Release : 07 November 2007
- Publisher : Harvard Business Press
- ISBN : 9781422131077
- Genre : Business & Economics
- Total Page : 253 pages
- Language : English
- PDF File Size : 10,6 Mb
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