Confessions of the Pricing Man: How Price Affects Everything
Value-based pricing―pricing a product according to its value to the customer rather than its cost―is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price.
Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers.
With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.
Country | USA |
Binding | Paperback |
Brand | Routledge |
EAN | 9781138101630 |
Edition | 1 |
Feature | Routledge |
IsAdultProduct | |
ISBN | 113810163X |
Label | Routledge |
Manufacturer | Routledge |
NumberOfItems | 1 |
NumberOfPages | 242 |
PublicationDate | 2016-10-05 |
Publisher | Routledge |
Studio | Routledge |
ReleaseDate | 0000-00-00 |