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.