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Value Merchants : Demonstrating and Documenting Superior Value in Business Markets (Hardcover)

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Product Overview

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.

Specifications

Publisher Perseus Distribution Services
Mfg Part# 9781422103357
SKU 204485400
Format Hardcover
ISBN10 1422103358
Release Date 11/1/2007
Product Attributes
Book Format Hardcover
Number of Pages 0219
Publisher Harvard Business School Press
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