Note: Supplemental materials are not guaranteed with Rental or Used book purchases.
Purchase Benefits
What is included with this book?
Preface | p. ix |
Acknowledgments | p. xi |
Value Merchants: Doing Business on Demonstrably Superior Value | p. 1 |
Conceptualize Value: Focusing on What Matters | p. 21 |
Formulate Value Propositions: Identifying Potentially Valuable Points of Difference | p. 41 |
Substantiate Value Propositions: Demonstrating and Documenting Superior Value | p. 59 |
Tailor Market Offerings: Creating Naked Solutions with Options | p. 81 |
Transform the Sales Force into Value Merchants: Selling on Value, Not Price | p. 107 |
Profit from Value Provided: Earning an Equitable Return | p. 135 |
Prosper in Business Markets: Being a Value Merchant | p. 165 |
Relating Customer Value and Price | p. 183 |
PeopleFlo EnviroGear Pump Customer Value Model | p. 187 |
Notes | p. 191 |
Index | p. 197 |
About the Authors | p. 217 |
Table of Contents provided by Ingram. All Rights Reserved. |
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The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.