MARC Record from Library of Congress

LEADER: 01966cam a2200361 a 4500
001 2007017289
003 DLC
005 20130612075240.0
008 070426s2007 maua b 001 0 eng
010 $a 2007017289
015 $aGBA762151$2bnb
016 7 $a013811323$2Uk
020 $a9781422103357 (hardcover : alk. paper)
020 $a1422103358
035 $a(OCoLC)ocn137324991
035 $a(OCoLC)137324991
040 $aDLC$cDLC$dBTCTA$dBAKER$dUKM$dYDXCP$dC#P$dBWX$dDLC
050 00 $aHF5415.1263$b.A534 2007
082 00 $a658.8/04$222
100 1 $aAnderson, James C.,$d1953-
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,$cc2007.
300 $axiii, 219 p. :$bill. ;$c25 cm.
504 $aIncludes bibliographical references (p. [191]-195) and index.
505 0 $aValue 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.
650 0 $aIndustrial marketing.
650 0 $aSales promotion.
650 0 $aPurchasing.
700 1 $aKumar, Nirmalya.
700 1 $aNarus, James A.
856 41 $3Table of contents only$uhttp://www.loc.gov/catdir/toc/ecip0716/2007017289.html
856 42 $3Contributor biographical information$uhttp://www.loc.gov/catdir/enhancements/fy1108/2007017289-b.html
856 42 $3Publisher description$uhttp://www.loc.gov/catdir/enhancements/fy1311/2007017289-d.html