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James C. Anderson, Nirmalya Kumar, James A. Narus

Published by Harvard Business School Press (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

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From: Better World Books Ltd (Dunfermline, United Kingdom)

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About this Item: Harvard Business School Press, 2007. Condition: As New. Ships from the UK. Book in almost Brand New condition. Seller Inventory # GRP98884708

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

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About this Item: Harvard Business Review Press. Hardcover. Condition: Very Good. 1422103358 Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # Z1422103358Z2

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Narus, James A., Kumar, Nirmalya, Anderson, James C.

Published by Harvard Business Review Press (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

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About this Item: Harvard Business Review Press, 2007. Hardcover. Condition: Good. Item may show signs of shelf wear. Pages may include limited notes and highlighting. Includes supplemental or companion materials if applicable. Access codes may or may not work. Connecting readers since 1972. Customer service is our top priority. Seller Inventory # S_177126410

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Anderson, James C., Kumar, Nirmalya, Narus, James A.

Published by Harvard Business Review Press (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

Used Hardcover

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About this Item: Harvard Business Review Press, 2007. Hardcover. Condition: Good. Item may show signs of shelf wear. Pages may include limited notes and highlighting. Includes supplemental or companion materials if applicable. Access codes may or may not work. Connecting readers since 1972. Customer service is our top priority. Seller Inventory # S_210244228

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

Used Hardcover

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From: Unique Books For You (Aurora, IL, U.S.A.)

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About this Item: Harvard Business Review Press, 2007. Hardcover. Condition: Used: Very Good. Text clean & unmarked. In very good condition. Minor shelf/edge wear, binding tight. Seller Inventory # 43451-031615100

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James C. Anderson; Nirmalya Kumar; James A. Narus

Published by Harvard Business School Press (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

Used Hardcover

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From: Ergodebooks (RICHMOND, TX, U.S.A.)

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About this Item: Harvard Business School Press, 2007. Hardcover. Condition: Used: Good. Seller Inventory # SONG1422103358

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James C. Anderson; Nirmalya Kumar; James A. Narus

Published by Harvard Business Review Press (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

Used Hardcover First Edition

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From: GlassFrogBooks (Minden, NV, U.S.A.)

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About this Item: Harvard Business Review Press, 2007. Condition: Good. A+ Customer service! Satisfaction Guaranteed! Book is in Used-Good condition. Pages and cover are clean and intact. Used items may not include supplementary materials such as CDs or access codes. May show signs of minor shelf wear and contain limited notes and highlighting. Seller Inventory # 1422103358-2-4

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

Used Hardcover

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From: Savontextbooks (West Bloomfield, MI, U.S.A.)

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About this Item: Harvard Business Review Press. Hardcover. Condition: Fine. 1422103358 NEW WITH DUST COVER HAWAII AND ALASKA CUSTOMERS PLEASE USE PRIORITY SHIPPING ONLY SHIPS 2 BUS DAYS. Seller Inventory # SKU1017661

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Anderson, James C. Jr.;Narus, James A.;Kumar, Nirmalya

Published by Harvard Business School Pr, Boston, Massachusetts, U.S.A. (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

Used Hardcover First Edition

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From: Novelty Shop Antiques & Books (Novelty, OH, U.S.A.)

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About this Item: Harvard Business School Pr, Boston, Massachusetts, U.S.A., 2007. Hard Cover. Condition: Very Good. Dust Jacket Condition: Very Good. First Edition. A near fine copy in a similar dust jacket. Seller Inventory # 000979

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

Used Hardcover

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From: BookStore Independent (Memphis, TN, U.S.A.)

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About this Item: Harvard Business Review Press, 2007. Hardcover. Condition: Used: Good. Seller Inventory # SKU9736027

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Anderson, James C./ Kumar, Nirmalya/ Narus, James A.

ISBN 10: 1422103358 ISBN 13: 9781422103357

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About this Item: Condition: New. Brand New. Seller Inventory # 1422103358

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

Used Hardcover

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From: Mediaoutlet12345 (Springfield, VA, U.S.A.)

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About this Item: Harvard Business Review Press. Hardcover. Condition: Fine. 1422103358 *LIKE NEW* Ships Same Day or Next!. Seller Inventory # NATARAJB1FI686529

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James C. Anderson, Nirmalya Kumar, James A. Narus

Published by Harvard Business School Press (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

New Hardcover

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From: Ergodebooks (RICHMOND, TX, U.S.A.)

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About this Item: Harvard Business School Press, 2007. Hardcover. Condition: New. 1. Seller Inventory # DADAX1422103358

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

New Hardcover

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From: Mediaoutlet12345 (Springfield, VA, U.S.A.)

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About this Item: Harvard Business Review Press. Hardcover. Condition: New. 1422103358 *BRAND NEW* Ships Same Day or Next!. Seller Inventory # NATARAJB1FI685826

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

Used Hardcover

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From: Qwestbooks COM LLC (Bensalem, PA, U.S.A.)

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About this Item: Harvard Business Review Press. Hardcover. Condition: Fine. 1422103358 Remainder mark. Seller Inventory # Z1422103358Z1

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

Used Hardcover

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From: Booklot COM LLC (Philadelphia, PA, U.S.A.)

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About this Item: Harvard Business Review Press. Hardcover. Condition: Fine. 1422103358 Remainder mark. Seller Inventory # Z1422103358Z1

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

New Hardcover

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From: Bookhouse COM LLC (Philadelphia, PA, U.S.A.)

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About this Item: Harvard Business Review Press. Hardcover. Condition: New. 1422103358. Seller Inventory # Z1422103358ZN

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

New Hardcover

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From: BookShop4U (PHILADELPHIA, PA, U.S.A.)

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About this Item: Harvard Business Review Press. Hardcover. Condition: New. 1422103358. Seller Inventory # Z1422103358ZN

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

New Hardcover

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From: Vital Products COM LLC (Southampton, PA, U.S.A.)

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About this Item: Harvard Business Review Press. Hardcover. Condition: New. 1422103358. Seller Inventory # Z1422103358ZN

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

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From: Best Bates (Scarborough, ON, Canada)

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About this Item: Harvard Business Review Press. Hardcover. Condition: New. 1422103358. Seller Inventory # Z1422103358ZN

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

New Hardcover

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From: Lakeside Books (Benton Harbor, MI, U.S.A.)

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About this Item: Harvard Business Review Press. Hardcover. Condition: New. 1422103358 BRAND NEW, GIFT QUALITY! NOT OVERSTOCKS OR MARKED UP REMAINDERS! DIRECT FROM THE PUBLISHER!|1.1. Seller Inventory # OTF-Y-9781422103357

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Jr. James C. Anderson, Nirmalya Kumar, James A. Narus

Published by Harvard Business Review Press, United States (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

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From: Book Depository International (London, United Kingdom)

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About this Item: Harvard Business Review Press, United States, 2007. Hardback. Condition: New. Language: English . Brand New Book. 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. Seller Inventory # AAZ9781422103357

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business Review Press

ISBN 10: 1422103358 ISBN 13: 9781422103357

Used Hardcover

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From: Mega Buzz (Bensalem, PA, U.S.A.)

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About this Item: Harvard Business Review Press. Hardcover. Condition: Fine. 1422103358 Remainder mark. Seller Inventory # Z1422103358Z1

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Jr. James C. Anderson, Nirmalya Kumar, James A. Narus

Published by Harvard Business Review Press, United States (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

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About this Item: Harvard Business Review Press, United States, 2007. Hardback. Condition: New. Language: English . Brand New Book. 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. Seller Inventory # AAZ9781422103357

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Jr. James C. Anderson, Nirmalya Kumar, James A. Narus

Published by Harvard Business Review Press, United States (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

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Quantity Available: 10

From: Book Depository hard to find (London, United Kingdom)

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About this Item: Harvard Business Review Press, United States, 2007. Hardback. Condition: New. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. 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. Seller Inventory # BTE9781422103357

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James C. Anderson, Nirmalya Kumar, James A. Narus

Published by Harvard Business Review Press 2007-10-08, Boston, Mass. :|London (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

New Hardcover

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From: Blackwell's (Oxford, OX, United Kingdom)

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About this Item: Harvard Business Review Press 2007-10-08, Boston, Mass. :|London, 2007. hardback. Condition: New. Seller Inventory # 9781422103357

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business School Publishing (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

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About this Item: Harvard Business School Publishing, 2007. Condition: New. 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. Num Pages: 240 pages, Illustrations. BIC Classification: KJS. Category: (G) General (US: Trade). Dimension: 243 x 162 x 23. Weight in Grams: 546. . 2007. 1st Edition. Hardcover. . . . . . Seller Inventory # V9781422103357

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Anderson, James C.; Kumar, Nirmalya; Narus, James A.

Published by Harvard Business School Publishing

ISBN 10: 1422103358 ISBN 13: 9781422103357

New Hardcover

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From: Kennys Bookstore (Olney, MD, U.S.A.)

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About this Item: Harvard Business School Publishing. Condition: New. 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. Num Pages: 240 pages, Illustrations. BIC Classification: KJS. Category: (G) General (US: Trade). Dimension: 243 x 162 x 23. Weight in Grams: 546. . 2007. 1st Edition. Hardcover. . . . . Books ship from the US and Ireland. Seller Inventory # V9781422103357

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James C. Anderson; Nirmalya Kumar; James A. Narus

Published by Harvard Business School Press (2007)

ISBN 10: 1422103358 ISBN 13: 9781422103357

New Hardcover

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About this Item: Harvard Business School Press, 2007. Condition: New. Seller Inventory # TH9781422103357

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James C. Anderson, Nirmalya Kumar, James A. Narus,

ISBN 10: 1422103358 ISBN 13: 9781422103357

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From: Ria Christie Collections (Uxbridge, United Kingdom)

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About this Item: Hardback. Condition: New. Not Signed; 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. book. Seller Inventory # ria9781422103357_rkm

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