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 review from Goodreads

ExcellentIt's all about value, create and share.

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