Pricing and the Sales Force

Pricing and the Sales Force

4.11 - 1251 ratings - Source

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 qprice-gettingq a€“ 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 worlda€™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 Liozua€™s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.Carmen Balan is a Professor PhD at the Faculty of Marketing of the Bucharest University of Economic Studies, Romania. ... He was previously a Partner at McKinsey aamp; Company, where he led the companyAls sales force and channelanbsp;...

Title:Pricing and the Sales Force
Author: Andreas Hinterhuber, Stephan M Liozu
Publisher:Routledge - 2015-09-16

You must register with us as either a Registered User before you can Download this Book. You'll be greeted by a simple sign-up page.

Once you have finished the sign-up process, you will be redirected to your download Book page.

How it works:
  • 1. Register a free 1 month Trial Account.
  • 2. Download as many books as you like (Personal use)
  • 3. Cancel the membership at any time if not satisfied.

Click button below to register and download Ebook
Privacy Policy | Contact | DMCA