Value merchants : demonstrating and documenting superior value in business markets
Böcker. Boston, Mass. : Harvard Business School Press.
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.
Förlagsfakta
- ISBN
- 9781422103357
- Titel
- Value merchants : demonstrating and documenting superior value in business markets
- Författare
- Anderson, James C. - Kumar, Nirmalya - Narus, James A.
- Förlag
- Boston, Mass. : Harvard Business School Press
