EIGHT
Prosper in Business Markets
Being a Value Merchant
EXPERIENCED general managers, vice presidents of marketing, and vice presidents of sales know just how difficult it is to prosper in today’s business markets. And, when businesses are able to achieve superior sales growth and superior profitability relative to their industry peers, sustaining such success over time is extraordinarily difficult. We contend that customer value management can make a significant difference in a business’s chances of prospering in business markets. We depict our customer value management processes again in figure 8-1.
In this concluding chapter, we provide evidence of the contribution that customer value management can make to superior business performance. ...
Get Value Merchants: Demonstrating and Documenting Superior Value in Business Markets now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
