| Record ID | marc_columbia/Columbia-extract-20221130-013.mrc:269066142:2712 |
| Source | marc_columbia |
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LEADER: 02712pam a22003974a 4500
001 6318099
005 20221122022405.0
008 071012t20072007maua b 001 0 eng
010 $a 2007017289
015 $aGBA762151$2bnb
016 7 $a013811323$2Uk
020 $a9781422103357 (hardcover : alk. paper)
020 $a1422103358
035 $a(DLC)OCN137324991
035 $a(OCoLC)137324991
035 $a(NNC)6318099
035 $a6318099
040 $aDLC$cDLC$dBTCTA$dBAKER$dUKM$dYDXCP$dC#P$dOrLoB-B
050 00 $aHF5415.1263$b.A534 2007
082 00 $a658.8/04$222
100 1 $aAnderson, James C.,$d1953-$0http://id.loc.gov/authorities/names/n98079892
245 10 $aValue merchants :$bdemonstrating and documenting superior value in business markets /$cJames C. Anderson, Nirmalya Kumar, James A. Narus.
260 $aBoston, Mass. :$bHarvard Business School Press,$c[2007], ©2007.
300 $axiii, 219 pages :$billustrations ;$c25 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
504 $aIncludes bibliographical references (p. [191]-195) and index.
505 00 $g1.$tValue Merchants: Doing Business on Demonstrably Superior Value -- $g2.$tConceptualize Value: Focusing on What Matters -- $g3.$tFormulate Value Propositions: Identifying Potentially Valuable Points of Difference -- $g4.$tSubstantiate Value Propositions: Demonstrating and Documenting Superior Value -- $g5.$tTailor Market Offerings: Creating Naked Solutions with Options -- $g6.$tTransform the Sales Force into Value Merchants: Selling on Value, Not Price -- $g7.$tProfit from Value Provided: Earning an Equitable Return -- $g8.$tProsper in Business Markets: Being a Value Merchant -- $gApp. A.$tRelating Customer Value and Price -- $gApp. B.$tPeopleFlo EnviroGear Pump Customer Value Model.
520 1 $a"Value Merchants offers a detailed, step-by-step explanation of customer value management and how to implement it. The authors provide the tools to turn your salespeople into "value merchants" who can conceptualize your company's value and work with customers to document cost savings and substantiate results over time."--BOOK JACKET.
650 0 $aIndustrial marketing.$0http://id.loc.gov/authorities/subjects/sh85065897
650 0 $aSales promotion.$0http://id.loc.gov/authorities/subjects/sh85116738
650 0 $aPurchasing.$0http://id.loc.gov/authorities/subjects/sh85109163
700 1 $aKumar, Nirmalya.$0http://id.loc.gov/authorities/names/no95007710
700 1 $aNarus, James A.$0http://id.loc.gov/authorities/names/n98079891
856 41 $3Table of contents only$uhttp://www.loc.gov/catdir/toc/ecip0716/2007017289.html
852 00 $boff,bus$hHF5415.1263$i.A534 2007