James A. Narus's Books

Value Merchants

Demonstrating and Documenting Superior Value in Business Markets

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

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Value Merchants

Demonstrating and Documenting Superior Value in Business Markets

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

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.

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Page Count

253

Publisher

Harvard Business Press

Published Date

ISBN 10

1422131076

ISBN 13

9781422131077

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

By: Harvard Business Review,Philip Kotler,Andris Zoltners,Manish Goyal,James C. Anderson

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HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

By: Harvard Business Review,Philip Kotler,Andris Zoltners,Manish Goyal,James C. Anderson

Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing else on sales, read these 10 articles. We've combed through hundreds of Harvard Business Review; articles and selected the most important ones to help you understand how to create the conditions for sales success. This book will inspire you to: Understand your customer's buying center Integrate your sales and marketing operations Assess your business cycle and its impact on your sales force Transition away from solution sales Leverage the power of micromarkets Introduce tiebreaker selling and consensus selling Motivate your sales force properly This collection of articles includes: "Major Sales: Who Really Does the Buying," by Thomas V. Bonoma; "Ending the War Between Sales and Marketing," by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; "Match Your Sales Force Structure to Your Business Life Cycle," by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "The End of Solution Sales," by Brent Adamson, Matthew Dixon, and Nicholas Toman; "Selling into Micromarkets," by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; "Dismantling the Sales Machine," by Brent Adamson, Matthew Dixon, and Nicholas Toman; "Tiebreaker Selling," by James C. Anderson, James A. Narus, and Marc Wouters; "Making the Consensus Sale," by Karl Schmidt, Brent Adamson, and Anna Bird; "The Right Way to Use Compensation," by Mark Roberge; "How to Really Motivate Salespeople," by Doug J. Chung; and "Getting Beyond 'Show Me the Money,'" an interview with Andris Zoltners by Daniel McGinn.

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Page Count

190

Publisher

Harvard Business Review Press

Published Date

ISBN 10

1633693287

ISBN 13

9781633693289

The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof

By: James Desena

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The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof

By: James Desena

Reveals the secrets behind the phenomenal success of today's top sales professionals In The 10 Immutable Laws of Power Selling, leading sales consultant and trainer James DeSena reveals the secret behind the uncanny success of an elite group of sales professionals who consistently break all records, in every selling environment. DeSena shows how the most exceptional performers in the sales arena are those who act like leaders--they take the lead in meeting new challenges, and they adapt to those challenges with innovative solutions and added value for grateful customers. With the help of stories from American Express, Honeywell, The Gap, and other top companies, DeSena teaches readers: The 10 key imperatives for becoming an exceptional performer in today's selling environment How to apply the principles of leadership to win and keep loyal customers, make more sales, and earn higher commissions-- even in a recession How to identify clients' needs and create solutions to fit those needs How to build strong relationships with customers and manage those relationships for long-term success

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Page Count

241

Publisher

McGraw Hill Professional

Published Date

ISBN 10

0071436200

ISBN 13

9780071436205

The Shadow Factory

The NSA from 9/11 to the Eavesdropping on America

By: James Bamford

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The Shadow Factory

The NSA from 9/11 to the Eavesdropping on America

By: James Bamford

James Bamford has been the preeminent expert on the National Security Agency since his reporting revealed the agency’s existence in the 1980s. Now Bamford describes the transformation of the NSA since 9/11, as the agency increasingly turns its high-tech ears on the American public. The Shadow Factory reconstructs how the NSA missed a chance to thwart the 9/11 hijackers and details how this mistake has led to a heightening of domestic surveillance. In disturbing detail, Bamford describes exactly how every American’s data is being mined and what is being done with it. Any reader who thinks America’s liberties are being protected by Congress will be shocked and appalled at what is revealed here.

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Page Count

418

Publisher

Anchor

Published Date

ISBN 10

0307279391

ISBN 13

9780307279392

A Preface to Marketing Management

By: J. Paul Peter,James H. Donnelly

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A Preface to Marketing Management

By: J. Paul Peter,James H. Donnelly

Preface to Marketing Management can be used in a wide variety of settings. Integrating E-commerce topics throughout, as well as analyses of proven teamwork techniques and strategies, this flexible and concise book provides the reader with the foundations of marketing management while allowing room for the instructor to use outside readings, Web research, and other resources to build knowledge.

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Page Count

340

Publisher

Irwin Professional Publishing

Published Date

ISBN 10

0256094454

ISBN 13

9780256094459

Book's by James A. Narus

Value Merchants

Value Merchants

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof

The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof

The Shadow Factory

The Shadow Factory

A Preface to Marketing Management

A Preface to Marketing Management

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