Book description
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.
Table of contents
- Also by the Authors
- Title Page
- Copyright Page
- Dedication
- Table of Contents
- PREFACE
- ACKNOWLEDGMENTS
- ONE - Value Merchants
- TWO - Conceptualize Value
- THREE - Formulate Value, Propositions
- FOUR - Substantiate Value Propositions
- FIVE - Tailor Market Offerings
- SIX - Transform the Sales Force into Value Merchants
- SEVEN - Profit from Value Provided
- EIGHT - Prosper in Business Markets
- APPENDIX A - Relating Customer Value and Price
- APPENDIX B - PeopleFlo EnviroGear Pump Customer Value Model
- NOTES
- INDEX
- ABOUT THE AUTHORS
Product information
- Title: Value Merchants: Demonstrating and Documenting Superior Value in Business Markets
- Author(s):
- Release date: November 2007
- Publisher(s): Harvard Business Review Press
- ISBN: 9781422103357
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