Close x

Value First then Price

Autor:

Disponibilitate: LIVRARE IN 2-4 SAPTAMANI (produsul este livrat din Marea Britanie)

SKU:
9781138101630

246,99 RON
Winner of the Overall Case Award 2014

The Case Centre best selling case 2013 - 2017

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.

Mai multe informatii
EdituraTaylor & Francis Ltd
Dimensiuni232 x 157 x 14
Data Publicarii04/10/2016
FormatPaperback / softback
Numar pagini224
Scrieti propria recenzie
Recenzati:Value First then Price
Rating-ul dumneavoastra