MARC details
| 000 -LEADER |
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| fixed length control field |
02935cam a2200385Mi 4500 |
| 001 - CONTROL NUMBER |
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| control field |
on1204142846 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
OCoLC |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20240726105203.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
201107s2007 xx o ||| 0 eng d |
| 040 ## - CATALOGING SOURCE |
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| Original cataloging agency |
EBLCP |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
EBLCP |
| Modifying agency |
RECBK |
| -- |
OCLCO |
| -- |
OCLCF |
| -- |
EBLCP |
| -- |
NT |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781422131077 |
| Qualifying information |
|
| 050 04 - LIBRARY OF CONGRESS CALL NUMBER |
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| Classification number |
HF5415 |
| Item number |
.V358 2007 |
| 049 ## - LOCAL HOLDINGS (OCLC) |
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| Holding library |
MAIN |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Anderson, James C. |
| Relator term |
Author |
| 245 10 - TITLE STATEMENT |
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| Title |
Value Merchants |
| Remainder of title |
Demonstrating and Documenting Superior Value in Business Markets. |
| Statement of responsibility, etc. |
|
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
La Vergne : |
| Name of publisher, distributor, etc. |
Harvard Business Review Press, |
| Date of publication, distribution, etc. |
(c)2007. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
1 online resource (241 pages) |
| 336 ## - CONTENT TYPE |
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| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
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| Media type term |
computer |
| Media type code |
c |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
online resource |
| Carrier type code |
cr |
| Source |
rdacarrier |
| 347 ## - DIGITAL FILE CHARACTERISTICS |
|---|
| File type |
data file |
| Source |
rda |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Description based upon print version of record. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
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| Bibliography, etc. note |
Includes bibliographies and index. |
| 520 0# - SUMMARY, ETC. |
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| Summary, etc. |
Do your salespeople feel under extreme pressure to retain accounts or gain new business at any cost' If so, you may be leaving big money on the table. Consider the integrated-circuit supplier representative who lost 500,000 of potential profit on a single transaction, just to "win" a deal that he would have closed anyway at the higher price. 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 your customers, and maximize the return you will get on the superior value that you deliver. Drawing on extensive research and detailed case studies of companies like Sonoco, Tata Steel, and Quaker Chemical, Value Merchants will change the mindset and behavior of your executives, sales management, representatives, and marketers,as well as your customers. |
| 505 00 - FORMATTED CONTENTS NOTE |
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| Formatted contents note |
Intro -- |
| Title |
Contents -- |
| -- |
Preface -- |
| -- |
Acknowledgments -- |
| -- |
Ch. 1: Value Merchants -- |
| -- |
Ch. 2: Conceptualize Value -- |
| -- |
Ch. 3: Formulate Value Proposition -- |
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Ch. 4: Substantiate Value Propositions -- |
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Ch. 5: Tailor Market Offerings -- |
| -- |
Ch. 6: Transform the Sales Force into Value Merchants -- |
| -- |
Ch. 7: Profit from Value Provided -- |
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Ch. 8: Prosper in Business Markets -- |
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Appendix A: Relating Customer Value and Price -- |
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Appendix B: PeopleFlo EnviroGear Pump Customer Value Model -- |
| -- |
Notes -- |
| -- |
Index -- |
| -- |
About the Authors |
| 530 ## - COPYRIGHT INFORMATION: |
|---|
| COPYRIGHT INFORMATION |
COPYRIGHT NOT covered - Click this link to request copyright permission: |
| Uniform Resource Identifier |
<a href="b">b</a> |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name entry element |
Business. |
| 655 #1 - INDEX TERM--GENRE/FORM |
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| Genre/form data or focus term |
Electronic Books. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
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| Personal name |
Kumar, Nirmalya. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Narus, James A. |
| 856 40 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Uniform Resource Identifier |
<a href="https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=674799&site=eds-live&custid=s3260518">https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=674799&site=eds-live&custid=s3260518</a> |
| -- |
Click to access digital title | log in using your CIU ID number and my.ciu.edu password |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Online Book (LOGIN USING YOUR MY CIU LOGIN AND PASSWORD) |
| DONATED BY: |
|
| VENDOR |
EBSCO |
| Classification part |
HF. |
| PUBLICATION YEAR |
2007 |
| LOCATION |
ONLINE |
| REQUESTED BY: |
|
| -- |
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| -- |
NFIC |
| Source of classification or shelving scheme |
|
| 994 ## - |
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| -- |
92 |
| -- |
NT |
| 902 ## - LOCAL DATA ELEMENT B, LDB (RLIN) |
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| a |
1 |
| b |
Cynthia Snell |
| c |
1 |
| d |
Cynthia Snell |