Value Merchants: Demonstrating and Documenting Superior Value in Business Markets
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Book Overview
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,...
Format:Hardcover
Language:English
ISBN:1422103358
ISBN13:9781422103357
Release Date:November 2007
Publisher:Harvard Business Review Press
Length:240 Pages
Weight:1.24 lbs.
Dimensions:1.0" x 6.4" x 9.4"
Related Subjects
Business Business & Investing Economics Industrial Marketing Marketing & Sales Sales & SellingCustomer Reviews
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