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 ...
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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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Add this copy of Value First Then Price: Quantifying Value in Business to cart. $134.43, good condition, Sold by Goodwill rated 5.0 out of 5 stars, ships from Brooklyn Park, MN, UNITED STATES, published 2016 by Routledge.
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Seller's Description:
Good. Corners are bent. Stains on outside cover/inside the book. Cover has some rubbing and edgewear. Access codes, CD's, slipcovers and other accessories may not be included.
