Pricing and the Sales Force (eBook, PDF)

Redaktion: Hinterhuber, Andreas; Liozu, Stephan M

• Format: PDF

Produktbeschreibung

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 "e;price-getting"e; - 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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Produktdetails

• Verlag: Taylor & Francis
• Seitenzahl: 234
• Erscheinungstermin: 16. September 2015
• Englisch
• ISBN-13: 9781317648383
• Artikelnr.: 43830301

Autorenporträt

Andreas Hinterhuber is a Partner of Hinterhuber & Partners (www.hinterhuber.com). He is also a Visiting Professor at USI Lugano, Switzerland and was acting chair and head of the Department of International Management at Katholische Universität Eichstätt-Ingolstadt, Germany. Stephan M. Liozu is Assistant Professor of Management and Strategy at Chatham University, USA. He is also the founder of Value Innoruption Advisors (www.valueinnoruption.com), a consulting boutique specializing in the design and execution of value, pricing, and innovation strategies.

Inhaltsangabe

Part I: Introduction 1. Introduction (Andreas Hinterhuber and Stephan M.
Liozu) Part II: Building Key Capabilities 2. Value Quantification-The next
challenge for B2B selling (Andreas Hinterhuber) 3. Interview with an
Expert: Mr. Todd Snelgrove Chief Value Officer, SKF (Todd Snelgrove) 4.
Shedding the Commodity Mind-Set (John E. Forsyth, Alok Gupta, Sudeep Haldar
and Michael V. Marn) Part III: Engaging the Sales Force 5. Change
Management and Pricing: Getting the sales force on board (Stephan M. Liozu
) 6. Interview with an Expert: Mr. Marco Meyrat, Member of the Executive
Board of Hilti Corporation (Marco Meyrat) 7. Salespeople's Learning by
Doing and Pricing Strategy (Qiang (Steven) Lu, Ranjit Voola and Shahriar
Akter) 8. How to Get the Sales Team to Embrace Pricing Improvement (David
Dvorin) 9. Having the Value Conversation (Ronald J. Baker) Part IV:
Designing Effective Sales Processes 10. Stop Reacting to Buyers' Price
Expectations - Manage Them (Thomas T. Nagle and Joseph Zale) 11.
Value-Based Selling: Toward new practices of creating and sharing value (
Pekka Töytäri and Risto Rajala) 12. Designing Effective Sales Processes to
Drive Profits via Pricing (Tapio Nissilä) 13. Breadth of a Salesman (John
R. DeVincentis and Neil Rackham) 14. How to Optimise Collaboration Between
the Sales Organisation and Pricing Management (Harry Macdivitt) Part V:
Aligning Sales Force Incentives and Building the Infrastructure 15. Pricing
Delegation and Sales Force Compensation (Evandro Pollono) 16. Delegating
Pricing Authority to the Sales Force: The need for a turn around in
research and practice (Carmen Balan) 17. Using Mix Measurement to Drive
Profitable Sales Growth (Dev Tandon) 18. The Fast-Changing Intersection of
Price and Value: A smarter way to think about customer perceptions (Jeff
Robinson)