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"--...
To Be Published September 25th 2015 by Routledge
A Guide to Developing a Pricing Career, Managing Pricing Teams, and Developing Pricing Skills
The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals...
To Be Published July 29th 2015 by Routledge
Measuring the Impact and Making the Business Case
As with executives and managers in so many other business functions, pricing specialists are being challenged more and more to substantiate the added value of their activities. Pricing is a core function of every business, and needs not only to contribute positively to short- and long-term results,...
Published January 23rd 2014 by Routledge
Contemporary Theories and Best Practices
Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as a main basis for setting prices. Product or business model innovation has a high priority for many companies whereas innovation in pricing has received scant attention. This...
Published September 18th 2012 by Routledge