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Pricing and the Sales Force (Hardcover)
Loot Price: R4,144
Discovery Miles 41 440
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Pricing and the Sales Force (Hardcover)
Expected to ship within 12 - 17 working days
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Pricing and the Sales Force is the first book to link pricing
strategy and the sales force together. Pricing strategy is now well
established as an important means of driving profits for many
organizations. Countless companies are now mastering price-setting.
But what about "price-getting" - converting those list prices into
the realized sales, and as a result, greater profitability? This is
the domain of the sales force. A selection of the world's leading
specialists explore different aspects of sales force and pricing
strategy integration: introduction: overview on the state of the
art; building key capabilities: best practices for building sales
force capabilities in pricing and value quantification; engaging
the sales force: driving organizational change processes with the
sales force; designing effective selling processes: designing and
implementing processes that enable superior performance, and;
aligning sales force incentives and building the infrastructure:
insights into how to align sales force incentive schemes; tools and
instruments to enable the sales force to perform. The third in
Hinterhuber and Liozu's successful pricing series, this book is
essential reading for pricing strategy and sales scholars and
practitioners.
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