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Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table - Burton, Mark, Holden, Reed
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2008, ISBN: 9780470197578

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Pricing with Confidence 10 Ways to Stop Leaving Money on the Table - Première édition

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Détails sur le livre
Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table

Pricing with Confidence Pricing is hard. If you get it wrong, you lose profits, revenue, or both. This book is your road map for getting pricing right. Here is a sampling of the rules you need to follow if you want to stop leaving money on the table: Rule One: Replace the Discounting Habit with a Little Arrogance Who says you have to discount? See how one company kicked the end-of-quarter discount habit and increased revenue seventeen percent and profits thirty-seven percent, grabbing $300 million off the poker table. Rule Two: Understand Your Value to Your Customer Your customers are eager to tell you. Are you ready to listen? By focusing on value delivered, Phillips garnered twenty-five percent of the price-competitive lamp market. See how Phillips did it. Rule Three: Apply One of Three Simple Pricing Strategies One of these three simple strategies will work for you. See how Dell stumbled with the wrong pricing strategy and how it recovered. Rule Five: Price to Increase Profits Revenue is good, but profits are better. Southwest Airlines and JetBlue have figured this out and avoided "dumb-bell pricing." Here's how you can, too. Rule Eight: Build Your Selling Backbone Use the first seven rules to add confidence as you sell to tough customers. Find out how a supplier of commodity electronics grabbed an extra $12.5 million off the table in a tough customer negotiation.

Informations détaillées sur le livre - Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table


EAN (ISBN-13): 9780470197578
ISBN (ISBN-10): 0470197579
Version reliée
Livre de poche
Date de parution: 2008
Editeur: Wiley
208 Pages
Poids: 0,408 kg
Langue: eng/Englisch

Livre dans la base de données depuis 2007-10-29T10:38:51+01:00 (Paris)
Page de détail modifiée en dernier sur 2024-01-22T20:35:36+01:00 (Paris)
ISBN/EAN: 9780470197578

ISBN - Autres types d'écriture:
0-470-19757-9, 978-0-470-19757-8
Autres types d'écriture et termes associés:
Auteur du livre: burton, mark olden, holden, john reed
Titre du livre: pricing, leaving, zehn wochen, confidence, tabl, money the table, old ways, just money, enough stop, where does money comes from, where does money come from, ways think, both ways the only way want


Données de l'éditeur

Auteur: Reed Holden; Mark Burton
Titre: Pricing with Confidence - 10 Ways to Stop Leaving Money on the Table
Editeur: John Wiley & Sons
240 Pages
Date de parution: 2008-03-07
Poids: 0,408 kg
Langue: Anglais
30,90 € (DE)
No longer receiving updates
160mm x 231mm x 23mm

BB; Hardcover, Softcover / Wirtschaft/Betriebswirtschaft; Betriebswirtschaft und Management; Business & Management; Business & Management Special Topics; Spezialthemen Wirtschaft u. Management; Wirtschaft; Wirtschaft u. Management; Spezialthemen Wirtschaft u. Management

Introduction. Why Pricing Is So Hard and Why Most Companies Mess It Up. Rule One. Replace the Discounting Habit with a Little Arrogance. Rule Two. Understand the Value You Offer Your Customer. Rule Three. Apply a Simple Pricing Strategy. Rule Four. Play Better Poker with Customers. Rule Five. Price to Increase Profits. Rule Six. Innovate for Growth. Rule Seven. Get Your Competitor to React to You. Rule Eight. Build Selling Backbone. Rule Nine. Take Simple Steps to Move from Cost-Plus to Value-Based Pricing. Rule Ten. Pricing with Confidence: Remember Who You Are.

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