Books / Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

by Anderson James C. Jr., Nirmalya Kumar, James A. Na

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