Value First Then Price: Quantifying Value in Business to Business Markets from the Perspective of Both Buyers and Sellers
Value First Then Price: Quantifying Value in Business to Business Markets from the Perspective of Both Buyers and Sellers
  • Išparduota
Winner of the Overall Case Award 2014 The Case Centre best selling case 2013 - 2017Value-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…
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SKAITYTAKNYGA
  • Leidėjas:
  • Metai: 20161004
  • Puslapiai: 224
  • ISBN-10: 113810163X
  • ISBN-13: 9781138101630
  • Formatas: 15.4 x 23.1 x 1.7 cm, minkšti viršeliai
  • Kalba: Anglų

Value First Then Price: Quantifying Value in Business to Business Markets from the Perspective of Both Buyers and Sellers | knygos.lt

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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.
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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.

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