Notes:
Includes bibliographical references (p. [191]-195) and index.
Contents:
- Value merchants : doing business on demonstrably superior value
- Conceptualize value : focusing on what matters
- Formulate value propositions : identifying potentially valuable points of difference
- Substantiate value propositions : demonstrating and documenting superior value
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- Tailor market offerings : creating naked solutions with options
- Transform the sales force into value merchants : selling on value, not price
- Profit from value provided : earning an equitable return
- Prospering in business markets : being a value merchant.
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