Pricing and Large Account Management: Part 2 of our multi-part Series on Selling and Price Management
How should prices vary between customers? Should all accounts be treated equally or should some receive preferential treatment (read: price segmentation)? What should pricing professionals know about selling into major accounts? And, what should sales professionals know about pricing?
In this Wiglaf Pricing Webinar, Tim will examine the relationship between selling and price management in the context of captured major accounts. The goal of this session is to enable pricing professionals to understand sales a little better, and sales professionals to understand pricing a little better.
Attendees will learn
- How the relationship value across Large Accounts can be measured
- How the relationship value should impact transactional pricing decisions
- How poor price management across account relationships could be destroying your top and bottom lines