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Strategic Movements April 2017

April 2017 Pricing, Selling

What can sales managers do to reduce the risk of account loss? According to their research, putting top salespeople on the account doesn’t do the trick at all. Rather, putting a person familiar with the account’s industry on it, even if their past sales performance is average or even below average, can almost eliminate the risk of account loss.

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Collaborative and Dynamic Pricing for Product Manufacturers

March 2017 Corporate, Pricing

Treating pricing as a verb, not a noun, applies pressure to the management of pricing decision making.  But who makes pricing decisions?  When and how should the latitude for pricing decisions be constrained for individual agents? While a general answer for all companies would be rather lengthy, a specific answer for product manufacturers selling through […]

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About the author

Tim J. Smith, PhD is the Managing Principal of Wiglaf Pricing, and an Adjunct Professor at DePaul University of Marketing and Economics. His most recent book is Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures.

Tim J. Smith, PhD
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