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 fo...
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| Main Authors: | , , |
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| Format: | text |
| Language: | English |
| Published: |
Institutional Knowledge at Singapore Management University
2007
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| Subjects: | |
| Online Access: | https://ink.library.smu.edu.sg/lkcsb_research/5246 |
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| Institution: | Singapore Management University |
| Language: | English |
| Summary: | 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. |
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