Value Merchants

Take a step back and consider the impact of your sales team's approach to retaining accounts and gaining new business. By sacrificing potential profits to "win" deals that would have been closed at a higher price, you could be leaving significant revenue on the table. Instead, focus on becoming a value merchant by employing customer value management techniques to accurately assess the value of your offerings, develop resonant value propositions, and achieve maximum return on the superior value you provide. This comprehensive book by James Anderson, Nirmalya Kumar, and James Narus includes extensive research and real-world examples from companies like Sonoco, Tata Steel, and Quaker Chemical. Make Value Merchants your go-to guide for shifting the mindset and behavior of your executives, sales team, representatives, and marketers, as well as your customers.