Books / Value Merchants: Demonstrating and Documenting Superior Value in Business Markets
Value Merchants: Demonstrating and Documenting Superior Value in Business Markets
Publisher: Harvard Business School Press
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Book Summary of Value Merchants: Demonstrating and Documenting Superior Value in Business Markets
Do your salespeople feel under extreme pressure to retain accounts or gain new business at any cost? If so, you may be leaving big money on the table. Consider the integrated-circuit supplier representative who lost $500,000 of potential profit on a single transaction, just to win a deal that he would have closed anyway at the higher price.
Details of Book: Value Merchants: Demonstrating and Documenting Superior Value in Business Markets (BSID:1503)
Book | Value Merchants: Demonstrating and Documenting Superior Value in Business Markets |
Author | Anderson James C. Jr., Nirmalya Kumar, James A. Na |
ISBN | 1422103358 |
ISBN-13 | 9781422103357, 978-1422103357 |
Binding | Hardcover |
Publisher | Harvard Business School Press |
Publishing Date | 2007 |
Number of Pages | 219 |
Language | English |
Dimensions | 9.4 x 6.4 x 1 inches |
Weight | 499 grams |
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John
September 14, 2016
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ExcellentIt's all about value, create and share.
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