Value Merchants 在线电子书 pdf 下载 txt下载 epub 下载 mobi 下载 2024

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James C. Anderson 作者

Harvard Business School Press

译者

2007-11-07 出版日期

240 页数

USD 35.00 价格

Hardcover

丛书系列

9781422103357 图书编码

Value Merchants 在线电子书图书标签: 英文原版管理价值营销 Englishbook

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Value Merchants 在线电子书 epub 下载 mobi 下载 pdf 下载 txt 下载 2024

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Do your salespeople feel under extreme pressure to retain accounts or gain new business at any cost? If so, you may be leaving big money on the table. Consider the integrated-circuit supplier representative who lost $500,000 of potential profit on a single transaction, just to win a deal that he would have closed anyway at the higher price.

Do not make price concessions. Become a value merchant instead. In this authoritative book, James Anderson, Nirmalya Kumar, and James Narus explain how companies in business markets can use customer value management techniques to estimate the value of your market offerings, create value propositions that resonate with your customers, and maximize the return you will get on the superior value that you deliver.

Drawing on extensive research and detailed case studies of companies like Sonoco, Tata Steel, and Quaker Chemical, Value Merchants will change the mindset and behavior of your executives, sales management, representatives, and marketers as well as your customers.

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