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Pricing with Confidence
ISBN-13:
9781118045343
Veröffentl:
2010
Einband:
E-Book
Seiten:
240
Autor:
Reed K. Holden
eBook Typ:
EPUB
eBook Format:
Reflowable
Kopierschutz:
2 - DRM Adobe
Sprache:
Englisch
Beschreibung:
Bad pricing is a great way to destroy your company's value, revenue, and profits. With ten simple rules, this book shows you how to deliver both healthy profit margins and robust revenue growth while kicking the dreaded discounting habit. The authors destroy the conventional wisdom that you have to trade margins for revenues and show you how to fully exploit the value your company offers customers. This is a proven plan for increasing sales without sacrificing profits.
Acknowledgments ixIntroduction Why Pricing is So Hard and Why Most Companies Mess It Up xiiiRule One Replace the Discounting Habit with a Little Arrogance 1Rule Two Understand the Value You Offer to Your Customer 21Rule Three Apply One of Three Simple Pricing Strategies 49Rule Four Play Better Poker with Customers 75Rule Five Price to Increase Profits 91Rule Six Add New Products and Services that Give You Negotiating Flexibility and Growth 111Rule Seven Force Your Competitor to React to Your Pricing 131Rule Eight Build Your Selling Backbone: Teach Your Sales Force and Managers to Negotiate with Value 149Rule Nine Take Simple Steps to Move from Cost-Plus to Value-Based Pricing 169Rule Ten Price with Confidence: Remember Who You Are 187Index 203
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