Pricing and the Sales Force

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book Pricing and the Sales Force by , Taylor and Francis
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Author: ISBN: 9781317648376
Publisher: Taylor and Francis Publication: September 16, 2015
Imprint: Routledge Language: English
Author:
ISBN: 9781317648376
Publisher: Taylor and Francis
Publication: September 16, 2015
Imprint: Routledge
Language: English

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" – 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 world’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 Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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" – 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 world’s leading specialists explore different aspects of sales force and pricing strategy integration:

The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.

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