Beschreibung Value Merchants: Demonstrating and Documenting Superior Value in Business Markets. 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.
Value Merchants: Demonstrating and Documenting Superior ~ Value Merchants: Demonstrating and Documenting Superior Value in Business Markets / Anderson, James C., Kumar, Nirmalya, Narus, James A. / ISBN: 9781422103357 .
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Value Merchants: Demonstrating and Documenting Superior ~ Download Citation / On Mar 1, 2009, George Castellion published Value Merchants: Demonstrating and Documenting Superior Value in Business Markets by James C. Anderson, Nirmalya Kumar, and James A .
Value Merchants: Demonstrating and Documenting Superior ~ Value Merchants: Demonstrating and Documenting Superior Value in Business Markets . Boston, MA: Harvard Business School Press 2007. , ISBN: 13: 978â1â4221â0335â7 / Find, read and cite all .
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Value Propositions Explained / Strategy for Executives ~ How to create a powerful value proposition. In our view, a good value proposition must be the result of thorough research to âproveâ the superior benefits of a solution with respect to its competing alternatives in measurable (e.g. monetary) terms. You then use the results of that research to make strategic decisions about product development, marketing and sales (i.e. the productâs .
James Anderson - Faculty - Kellogg School of Management ~ Download Vita (PDF) Overview James C. Anderson is the William L. Ford Professor Emeritus of Marketing and Wholesale Distribution at the Kellogg School of Management, Northwestern University.
Mindful Pricing: Transforming Organizations Through Value ~ Value Merchants: Demonstrating and Documenting Superior Value in Business Markets. Harvard Business School Press. Google Scholar. Bandura, A. 1986. Social Foundations of Thought and Action. Prentice Hall. Google Scholar. Bandura, A. 1997. Self-efficacy: The Exercise of Control. Worth Publishers. Google Scholar. Bandura, A. 2000. âExercise of Human Agency Through Collective Efficacy .