Value First then Price

Quantifying value in Business to Business markets from the perspective of both buyers and sellers

Business & Finance, Marketing & Sales, Research, Sales & Selling, Management & Leadership, Management
Cover of the book Value First then Price by , Taylor and Francis
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: ISBN: 9781317326175
Publisher: Taylor and Francis Publication: October 4, 2016
Imprint: Routledge Language: English
Author:
ISBN: 9781317326175
Publisher: Taylor and Francis
Publication: October 4, 2016
Imprint: Routledge
Language: English

Winner of the Overall Case Award 2014

The Case Centre best selling case 2013 - 2017

Value-based pricing—pricing a product according to its value to the customer rather than its cost—is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price.

Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers.

With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.

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

Winner of the Overall Case Award 2014

The Case Centre best selling case 2013 - 2017

Value-based pricing—pricing a product according to its value to the customer rather than its cost—is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price.

Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers.

With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.

More books from Taylor and Francis

Cover of the book Industrial Society (Routledge Revivals) by
Cover of the book Routledge Handbook of Physical Activity Policy and Practice by
Cover of the book Thinking Through the Curriculum by
Cover of the book Media, Telecommunications, and Business Strategy by
Cover of the book Life and Letters from the Roman Frontier by
Cover of the book Radical Shakespeare by
Cover of the book The Making of Women Trade Unionists by
Cover of the book Communicating Hope by
Cover of the book Authority and Meaning in Indian Religions by
Cover of the book How to Use an Interactive Whiteboard Really Effectively in your Secondary Classroom by
Cover of the book African Americans in Sports by
Cover of the book The Dynamics of Change by
Cover of the book Unfolding Crisis in Assam's Tea Plantations by
Cover of the book Gunpowder, Explosives and the State by
Cover of the book Disagreement and Skepticism by
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy