Value merchants: Demonstrating and documenting superior value in business markets

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: ANDERSON, James, KUMAR, Nirmalya, NARUS, James A.
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2007
Subjects:
Marketing
value added
salespeople
Sales and Merchandising
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/5246
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Institution: Singapore Management University
Language: English
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spelling sg-smu-ink.lkcsb_research-62452017-08-30T07:24:07Z Value merchants: Demonstrating and documenting superior value in business markets ANDERSON, James KUMAR, Nirmalya NARUS, James A. 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. 2007-01-01T08:00:00Z text https://ink.library.smu.edu.sg/lkcsb_research/5246 Research Collection Lee Kong Chian School Of Business eng Institutional Knowledge at Singapore Management University Marketing value added salespeople Marketing Sales and Merchandising
institution Singapore Management University
building SMU Libraries
continent Asia
country Singapore
Singapore
content_provider SMU Libraries
collection InK@SMU
language English
topic Marketing
value added
salespeople
Marketing
Sales and Merchandising
spellingShingle Marketing
value added
salespeople
Marketing
Sales and Merchandising
ANDERSON, James
KUMAR, Nirmalya
NARUS, James A.
Value merchants: Demonstrating and documenting superior value in business markets
description 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.
format text
author ANDERSON, James
KUMAR, Nirmalya
NARUS, James A.
author_facet ANDERSON, James
KUMAR, Nirmalya
NARUS, James A.
author_sort ANDERSON, James
title Value merchants: Demonstrating and documenting superior value in business markets
title_short Value merchants: Demonstrating and documenting superior value in business markets
title_full Value merchants: Demonstrating and documenting superior value in business markets
title_fullStr Value merchants: Demonstrating and documenting superior value in business markets
title_full_unstemmed Value merchants: Demonstrating and documenting superior value in business markets
title_sort value merchants: demonstrating and documenting superior value in business markets
publisher Institutional Knowledge at Singapore Management University
publishDate 2007
url https://ink.library.smu.edu.sg/lkcsb_research/5246
_version_ 1770573632166166528

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