Value merchants: Demonstrating and documenting superior value in business markets
Business-to-business markets account for a huge proportion of the total GNP in the United States. This book presents an approach that allows suppliers to demonstrate and document superior value compared to the next best alternative from the customer's perspective, thereby elevating the sales force's role to an advisory position.
Marketing, value added, salespeople
Marketing | Sales and Merchandising
Harvard Business School Press
City or Country
ANDERSON, James; KUMAR, Nirmalya; and NARUS, James A..
Value merchants: Demonstrating and documenting superior value in business markets. (2007). 1-219. Research Collection Lee Kong Chian School Of Business.
Available at: http://ink.library.smu.edu.sg/lkcsb_research/5246
This document is currently not available here.