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Pricing has a substantial and immediate impact on profitability.
Most companies, however, still use costs or competition as their
main basis for setting prices. Product or business model innovation
has a high priority for many companies, yet innovation in pricing
received scant attention until the first edition of this
groundbreaking book. This new edition of Innovation in Pricing
builds on the success of the first, examining the ways in which
pricing innovation can drive profits through cutting-edge academic
research and best practice case studies from leading academics,
business practitioners and consultants in pricing. The second
edition has been fully revised and updated according to the latest
developments in pricing, with: revisions to all chapters new
chapters, including a chapter on business model and pricing model
innovation a new introduction that makes explicit just what
strategic pricing can do for your organization. This book is the
only book dedicated to innovation in pricing and is an essential
read for business executives, innovation managers and pricing
managers wishing to treat innovation in pricing as seriously as
they treat product, service or business model innovation. It is
also valuable supplementary reading for advanced students of
marketing and sales.
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.
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.
The pricing profession has come a long way: from having a pure
clerical function back in the 1970s to a more strategic one today,
pricing professionals are increasingly accepted as fully fledged
members of marketing and finance teams. However, in many of these
organizations, pricing professionals are often misunderstood and
neglected from a career and talent perspective. Furthermore, the
literature is still silent on how to manage and develop pricing
teams. Pricing and Human Capital explores the specific nature of
pricing human resources and focuses on how to manage pricing teams,
pricing talent, pricing careers and how to organize the pricing
function for success. It is dedicated to the pricing function and
is aimed at helping pricing professionals manage their career
within marketing, finance, sales or IT departments. By focusing on
specific practical tips, tools and recommendations that pricing and
HR teams can adopt to improve their relationships, and including
extensive interviews with senior pricing executives, it is the
perfect toolkit for both HR and pricing professionals. This
valuable textbook with its collection of cases in pricing will also
be essential for students and tutors of marketing and sales.
As with executives and managers in so many other business
functions, pricing specialists are being challenged more and more
to substantiate the added value of their activities. Pricing is a
core function of every business, and needs not only to contribute
positively to short- and long-term results, but also to document
its impact to the bottom line. A fundamental part of this is the
pricing ROI calculations. This book, edited by globally renowned
thought leaders Andreas Hinterhuber and Stephan Liozu, is the first
to outline contemporary theories and best practices of documenting
pricing ROI. It provides proven methods, practices and theories on
how to calculate the impact of pricing activities on performance.
Marketing ROI is now a common concept: this collection proves to do
the same for pricing. Hinterhuber & Liozu introduce the concept
of pricing ROI, documenting and quantifying the return on pricing
activities and on the pricing function itself is of increasing
relevance today and in the future - in times of budget constraints.
20 world class specialists explore the concept of pricing ROI under
both a theoretical perspective and a managerial perspective to shed
much-needed light on how to measure and increase pricing ROI. This
groundbreaking book will enlighten students and specialists of
marketing and sales, pricing managers and executives alike.
As with executives and managers in so many other business
functions, pricing specialists are being challenged more and more
to substantiate the added value of their activities. Pricing is a
core function of every business, and needs not only to contribute
positively to short- and long-term results, but also to document
its impact to the bottom line. A fundamental part of this is the
pricing ROI calculations. This book, edited by globally renowned
thought leaders Andreas Hinterhuber and Stephan Liozu, is the first
to outline contemporary theories and best practices of documenting
pricing ROI. It provides proven methods, practices and theories on
how to calculate the impact of pricing activities on performance.
Marketing ROI is now a common concept: this collection proves to do
the same for pricing. Hinterhuber & Liozu introduce the concept
of pricing ROI, documenting and quantifying the return on pricing
activities and on the pricing function itself is of increasing
relevance today and in the future - in times of budget constraints.
20 world class specialists explore the concept of pricing ROI under
both a theoretical perspective and a managerial perspective to shed
much-needed light on how to measure and increase pricing ROI. This
groundbreaking book will enlighten students and specialists of
marketing and sales, pricing managers and executives alike.
Pricing has a substantial and immediate impact on profitability.
Most companies, however, still use costs or competition as their
main basis for setting prices. Product or business model innovation
has a high priority for many companies, yet innovation in pricing
received scant attention until the first edition of this
groundbreaking book. This new edition of Innovation in Pricing
builds on the success of the first, examining the ways in which
pricing innovation can drive profits through cutting-edge academic
research and best practice case studies from leading academics,
business practitioners and consultants in pricing. The second
edition has been fully revised and updated according to the latest
developments in pricing, with: revisions to all chapters new
chapters, including a chapter on business model and pricing model
innovation a new introduction that makes explicit just what
strategic pricing can do for your organization. This book is the
only book dedicated to innovation in pricing and is an essential
read for business executives, innovation managers and pricing
managers wishing to treat innovation in pricing as seriously as
they treat product, service or business model innovation. It is
also valuable supplementary reading for advanced students of
marketing and sales.
The pricing profession has come a long way: from having a pure
clerical function back in the 1970s to a more strategic one today,
pricing professionals are increasingly accepted as fully fledged
members of marketing and finance teams. However, in many of these
organizations, pricing professionals are often misunderstood and
neglected from a career and talent perspective. Furthermore, the
literature is still silent on how to manage and develop pricing
teams. Pricing and Human Capital explores the specific nature of
pricing human resources and focuses on how to manage pricing teams,
pricing talent, pricing careers and how to organize the pricing
function for success. It is dedicated to the pricing function and
is aimed at helping pricing professionals manage their career
within marketing, finance, sales or IT departments. By focusing on
specific practical tips, tools and recommendations that pricing and
HR teams can adopt to improve their relationships, and including
extensive interviews with senior pricing executives, it is the
perfect toolkit for both HR and pricing professionals. This
valuable textbook with its collection of cases in pricing will also
be essential for students and tutors of marketing and sales.
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Discovery Miles 80
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