Publication Type
Journal Article
Version
submittedVersion
Publication Date
3-2008
Abstract
To get a fair return on the superior value that their offerings deliver to customers, progressive B-to-B companies transform their sales forces from value spendthrifts into value merchants. These companies foster value merchants in more ways than simply compensating salespeople on profitability. As a result, their salespeople become value merchants, making business with customers more profitable by finding value drains and value leaks--rather than by seeking price cuts to retain or gain business.
Keywords
Sales management, sale personnel, valu added, profitability, employee motivation, corporate culture, incentives
Discipline
Marketing | Sales and Merchandising
Research Areas
Marketing
Publication
Marketing Management
Volume
17
Issue
2
First Page
31
Last Page
35
ISSN
1061-3846
Publisher
American Marketing Association Publications Group
Citation
ANDERSON, James; KUMAR, Nirmalya; and NARUS, James A..
Business market value merchants. (2008). Marketing Management. 17, (2), 31-35.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5177
Copyright Owner and License
Authors
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.