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Business Market Management: Understanding, Creating and Delivering Value (2nd Edition)
by James C. Anderson, James A. Narus
from Prentice Hall
Customer Reviews:
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Avg. Customer Rating: 4.0 / 5.0 
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Too much Poetry 
It is amazing how the authors can write so many paragraphs which mean so little. This book could have half of the pages it contains. Not worth the price.
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Building Value-Based Sales Tools 
One of the most important take-a-ways from this book is the idea of coupling consultative selling techniques with a value model...to re-position your firm and its product offering. Its a must read for manufacturers who are perceived to be producing commodity products.
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An Outstanding approach to marketing based on value...
You know a book is having an extradinary effect when you see managers walking the halls with it -- postits coming out of every corner -- saying things like "This is my Bible..." Based on a significant amount of field research, this book has got real insighnts you can use in getting down to what customers really, really value -- and will pay for. A new "must read" for everyone in Business-to-Business Marketing
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Outstanding -- Packed with insight on understanding value
In the business of business-to-business marketing, getting to the real value of your offerings, and designing offerings of real value, can be the key to siginifcant profitability vs. going along for a "commodity price" ride. Anderson and Narus have obviously done lots of field work in the real world of the business-to-business marketplace to pull actionable ideas together for those in the practice. A "must-read" for anyone in business-to -business -- outstanding.
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