Value Merchants: Demonstrating and Documenting Superior Value in Business Markets: A Harvard Business Press Book Summary in Partnership with getAbstract
by James C. Anderson, Nirmalya Kumar, James A. Narus
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Book Summary Information
Author: James A. Narus, James C. Anderson, Nirmalya KumarEdition: Digital
Audio: English (Published)
Format: Download: PDF
Published: 2007-11-01
ISBN: N/A
Number of pages: 5
Publisher: Harvard Business School Press
Book Reviews of Value Merchants: Demonstrating and Documenting Superior Value in Business Markets: A Harvard Business Press Book Summary in Partnership with getAbstract
Book Review: A good introduction, but far from compleat or useful
Summary: 2 Stars
Unless you have little idea of marketing, customer relationship management, customer value management and know not the basics like defining your customers needs and setting your marketing goals, this book is not for you. I do appreciate its emphasis on the importance of creating unique, well documented, quantitative success/value stories for its salesmen to communicate with their clients. However, the only applicable case is found in the four page Appendix B of a 210 page book. For those charmed by the excellent book title who want to learn how to put customer value management into practice, please give this a pass.
Summary of Value Merchants: Demonstrating and Documenting Superior Value in Business Markets: A Harvard Business Press Book Summary in Partnership with getAbstract
Do your salespeople feel under extreme pressure to retain accounts or gain new business at any cost? 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 customers, and maximize the return you will get on the superior value that you deliver.General Books
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