Pricing strategy implementation : translating pricing strategy into results /: translating pricing strategy into results. (2019)

• Record Type: Book
• Further Information: Note: Edited by Andreas Hinterhuber and Stephan M. Liozu.
• Authors: Hinterhuber, Andreas
• Editors: Hinterhuber, Andreas; Liozu, Stephan
• Contents: Part 1: Introduction 1. Introduction: Implementing pricing strategies Andreas Hinterhuber and Stephan M. Liozu Part 2: Aligning the Organization around Pricing Strategy Implementation 2. Implementing pricing strategies – the frameworks to drive profits by pricing actions; Andreas Hinterhuber 3. Elevating the cost of doing nothing – An interview with Mark Shafer Andreas Hinterhuber, Evandro Pollono and Mark Shafer Part 3: Pricing Strategy Implementation – The Role of the Sales Force 4. Interview: the role of the sales force in pricing strategy implementation Frank Cespedes and Andreas Hinterhuber 5. The strategic account manager as ecosystem captain – driving profits via pricing Bernard L. Quancard and Andreas Hinterhuber 6. Designing Sales Force Compensation Programmes to Improve Pricing Execution; Stephan M. Liozu Part 4: Pricing Strategy Implementation – The Role of Marketing 7. Implementing pricing strategies by developing and implementing effective discounting practices Evandro Pollono and Jose Vela 8. Designing and Executing B2B Customer Segmentation Stephan M. Liozu and Katie Richardson 9. Training Programmes to Boost Pricing Execution; Stephan M. Liozu 10. Implementing a structured Pricing Strategy approach Ingo Hennecke Part 5: Implementing Pricing Strategies that Win Deals 11. Pricing large deals: Insights into capabilities and tools that help to win large deals profitably Andreas Hinterhuber 12. Pricing to Win – A framework for strategic big decision making Gerhard Riehl 13. Value Quantification – Process and Best Practices to Document and Quantify Value in B2B Andreas Hinterhuber 14. Implementing Pricing Strategies via Quantified Value Propositions Todd Snelgrove 15. Adopt Value Selling: Best Practices to Drive Sustainable Organizational Change Peyton Marshall 16. Executing Price Control in Five Simple Steps Mitch D. Lee 17. Eight Best Practices to Improve Pricing Execution Stephan M. Liozu
• Edition: 1st
• Publisher Details: London : Routledge
• Publication Date: 2019
• Extent: 1 online resource, illustrations (black and white)
• Subjects: 658.816; Pricing
• Languages: English
• ISBNs: 9780429822919; 9780429822926; 9780429822902; 9780429446849
• Related ISBNs: 9781138332164; 9781138332171
• Notes: Note: Includes bibliographical references and index.; Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.