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Pricing

197 articles found in this category.

Valuing Benefits: Weighted Average or Economic Impact?

July 2017 Pricing, Product

Because the exchange value approach examines the focal product against its next nearest competitor from the viewpoint of a specific market segment, it creates a focused picture of how an offering is likely to be evaluated by that specific segment. If more segments and competitors are to be considered, more models of the Exchange Value to Customer are needed. This leads to better and more accurate pricing on a segment-by-segment basis.

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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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Pricing in the Life Sciences

March 2017 Pricing, Selling

What is the value a consumer may place on a new drug that softens or even eliminates an otherwise terminal condition? Nearly limitless. That isn’t to say that prices therefore can or should be limitless, but it does underline the fact that price is determined by the value to the consumer, not the cost to the producer.

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