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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Main Authors: | ANDERSON, James, KUMAR, Nirmalya, NARUS, James A. |
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Format: | text |
Language: | English |
Published: |
Institutional Knowledge at Singapore Management University
2008
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Subjects: | |
Online Access: | 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 |
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Institution: | Singapore Management University |
Language: | English |
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