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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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Value Merchants, James C. Anderson
- Sprache
- Erscheinungsdatum
- 2007
- product-detail.submit-box.info.binding
- (Hardcover)
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- Titel
- Value Merchants
- Sprache
- Englisch
- Autor*innen
- James C. Anderson
- Erscheinungsdatum
- 2007
- Einband
- Hardcover
- ISBN10
- 1422103358
- ISBN13
- 9781422103357
- Kategorie
- Wirtschaft
- Beschreibung
- 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.