图书简介
The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.
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 T?yt?ri and Risto Rajala ) 12. Designing Effective Sales Processes to Drive Profits via Pricing ( Tapio Nissil? ) 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 )
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