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Value Merchants

By: Jr. Anderson James C. (Author) , Nirmalya Kumar (Author) , James A. Narus (Author)

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Ksh 6,300.00

Format: Hardback or Cased Book

ISBN-13: 9781422103357

Publisher: Harvard Business Review Press

Publication Date: Nov 7th, 2007

Weight: 528 grams

Dimension: 24.30 x 16.20 x 2.30 cms

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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.

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