Value Merchants by James C Anderson Jr
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.
James C. Anderson is the William L. Ford Distinguished Professor of Marketing and Wholesale Distribution at the Kellogg School of Management, Northwestern University. Nirmalya Kumar is Professor of Marketing and Director of the Centre for Marketing of Aditya V. Birla Indian Centre, London Business School. James A. Narus is a Professor of Business Marketing at the Babcock Graduate School of Management, Wake Forest University.
| SKU | Unavailable |
| ISBN 13 | 9781422103357 |
| ISBN 10 | 1422103358 |
| Title | Value Merchants |
| Author | James C Anderson Jr |
| Condition | Unavailable |
| Binding Type | Hardback |
| Publisher | Harvard Business Review Press |
| Year published | 2007-11-07 |
| Number of pages | 240 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |