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Pricing and the Sales Force

Engelsk Paperback

Pricing and the Sales Force

Engelsk Paperback
Tjek vores konkurrenters priser

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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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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Se mere i:
Produktdetaljer
Sprog: Engelsk
Sider: 218
ISBN-13: 9781138791886
Indbinding: Paperback
Udgave:
ISBN-10: 1138791881
Kategori: Salg og marketing
Udg. Dato: 21 sep 2015
Længde: 14mm
Bredde: 155mm
Højde: 232mm
Forlag: Taylor & Francis Ltd
Oplagsdato: 21 sep 2015
Forfatter(e):
Forfatter(e)

Kategori Salg og marketing

ISBN-13 9781138791886

Sprog Engelsk

Indbinding Paperback

Sider 218

Udgave

Længde 14mm

Bredde 155mm

Højde 232mm

Udg. Dato 21 sep 2015

Oplagsdato 21 sep 2015

Forlag Taylor & Francis Ltd