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Value merchantsJames C. Anderson, Nirmalya Kumar et al.

Value merchants

James C. Anderson, Nirmalya Kumar, James A. Narus
2007240 pages
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"Value Merchants offers a detailed, step-by-step explanation of customer value management and how to implement it. The authors provide the tools to turn your salespeople into "value merchants" who can conceptualize your company's value and work with customers to document cost savings and substantiate results over time."--Jacket.

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Editions

1 edition
  • Hardcover · English · 2007
    Harvard Business School Press · 240 pages · 9781422103357
Sales promotionIndustrial marketingPurchasing