Business market value merchants
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...
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Institutional Knowledge at Singapore Management University
2008
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sg-smu-ink.lkcsb_research-61762017-08-23T08:25:42Z Business market value merchants ANDERSON, James KUMAR, Nirmalya NARUS, James A. 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. 2008-03-01T08:00:00Z text application/pdf https://ink.library.smu.edu.sg/lkcsb_research/5177 https://ink.library.smu.edu.sg/context/lkcsb_research/article/6176/viewcontent/BusinessMarket_ValueMerchants_2008_mm.pdf http://creativecommons.org/licenses/by-nc-nd/4.0/ Research Collection Lee Kong Chian School Of Business eng Institutional Knowledge at Singapore Management University Sales management sale personnel valu added profitability employee motivation corporate culture incentives Marketing Sales and Merchandising |
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Singapore Management University |
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SMU Libraries |
| continent |
Asia |
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Singapore Singapore |
| content_provider |
SMU Libraries |
| collection |
InK@SMU |
| language |
English |
| topic |
Sales management sale personnel valu added profitability employee motivation corporate culture incentives Marketing Sales and Merchandising |
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Sales management sale personnel valu added profitability employee motivation corporate culture incentives Marketing Sales and Merchandising ANDERSON, James KUMAR, Nirmalya NARUS, James A. Business market value merchants |
| description |
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. |
| format |
text |
| author |
ANDERSON, James KUMAR, Nirmalya NARUS, James A. |
| author_facet |
ANDERSON, James KUMAR, Nirmalya NARUS, James A. |
| author_sort |
ANDERSON, James |
| title |
Business market value merchants |
| title_short |
Business market value merchants |
| title_full |
Business market value merchants |
| title_fullStr |
Business market value merchants |
| title_full_unstemmed |
Business market value merchants |
| title_sort |
business market value merchants |
| publisher |
Institutional Knowledge at Singapore Management University |
| publishDate |
2008 |
| url |
https://ink.library.smu.edu.sg/lkcsb_research/5177 https://ink.library.smu.edu.sg/context/lkcsb_research/article/6176/viewcontent/BusinessMarket_ValueMerchants_2008_mm.pdf |
| _version_ |
1770573599030116352 |