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Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

 
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Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

Description

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.

Product details

EAN/ISBN:
9781422103357
Medium:
Bound edition
Number of pages:
240
Publication date:
2007-10-08
Publisher:
Harvard Business Review Press
Languages:
english
EAN/ISBN:
9781422103357
Medium:
Bound edition
Number of pages:
240
Publication date:
2007-10-08
Publisher:
Harvard Business Review Press
Languages:
english

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