Business market value merchants

• Main Authors: ANDERSON, James, KUMAR, Nirmalya, NARUS, James A.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2008
• Subjects: Sales management; sale personnel; valu added; profitability; employee motivation; corporate culture; incentives; Marketing; Sales and Merchandising
• 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
• Institution: Singapore Management University

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...