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Value Merchants: Demonstrating and Documenting Superior Value in Business Markets
by James C. Anderson, Nirmalya Kumar, James A. Narus
from Harvard Business School Press
Customer Reviews:
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Avg. Customer Rating: 4.5 / 5.0 
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A good introduction, but far from compleat or useful 
Unless you have little idea of marketing, customer relationship management, customer value management and know not the basics like defining your customers needs and setting your marketing goals, this book is not for you. I do appreciate its emphasis on the importance of creating unique, well documented, quantitative success/value stories for its salesmen to communicate with their clients. However, the only applicable case is found in the four page Appendix B of a 210 page book. For those charmed by the... more info
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Valuable book, with valuable insights on topics that have been undervalued but carrying great importance for companies 
Value Merchants has been one of the best books I had the chance to read during last years. What makes it valuable for me is that the authors provide insights in issues which have been undervalued by companies for years. I will not go into context of the book, but just one example about the undervalued issues: the authors successfully and effectively put their arguments about the value propositions of companies, how they are decided upon and surprisingly how those value propositions affect the sales of... more info
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Easy to Read and Powerful
If you are a marketer or pricer, understanding value is vital. This book is an easy to read, yet powerful framework for understanding value to customers in a very tangible way with direct financial consequences.
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The future of all business
Congratulations to the team of writers for the book "Value Merchants". As someone whose whole job responsibility is to implement a value sales strategy and culture at a global industrial company, I was amazed at the clear and concise roadmap the book laid out. Not only is it filled with theoretical ideas of why it is important to create and document value for customers, but it gives a practical roadmap of how to transform a company into a value "merchant."
As most people in the world of sales know;... more info
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