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2005 Articles by Date

2005: The Pricing Year in Review

By: Jon Manning
December 2005 Pricing

As the New Year approaches, and “slow news days” become more common, it is customary for journalists and broadcasters to do their annual review of the year that has (almost) concluded. “No point re-inventing the wheel or breaking with tradition” I thought to myself when Tim Smith asked if I’d be interesting in contributing a […]

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Profiting with Yield Pricing

December 2005 Pricing

Increasing numbers of companies are taking elements of “yield pricing” or “yield management,” a pricing strategy originally developed for perishable service sector products and adapting this strategy to new uses. Yield management as been used since the mid-80s in the lodging industries and in airline ticketing. The key variables are: (1) the perishable nature of […]

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The Peril of Price Cuts

December 2005 Pricing

When I first started teaching marketing to DePaul University undergraduates, I used a textbook that had short one-page cases. In solving the problems and challenges presented in these cases, the students’ universal solution to virtually all the problems ailing any company was “to lower prices.” In reality, cutting prices is not only a lazy and […]

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Is Sales/Marketing Budgeting Really a Necessity Or Is It Just a Big Waste of Time and Money?

November 2005 Corporate

With yearend approaching, many companies are thoroughly immersed in the annual rite of autumn – the sales and marketing budgeting process. Increasingly, experts are challenging the conventional wisdom of undertaking this time- and money-consuming process. Loren Gary, a frequent contributor to various Harvard Business School newsletters, observes “The average billion-dollar company spends as many as […]

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Pedantic or Socratic?

October 2005 Selling

Are you pedantic or socratic when you sell? Which should you be? How do you go from one to the other? Or, for that matter, what’s the difference? While the terms pedantic and socratic arise most often in discussions about teaching methodologies, they also play a pivotal role when exploring sales methodologies. Salespeople can be […]

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Non-Monetary Motivators

September 2005 Selling

Contrary to popular belief, salespeople are not motivated by money alone. Researchers have demonstrated that three other factors strongly contribute to a salesperson’s motivation. These are Job Security, Task Autonomy, and Perception of Valued Contributor. Job Security To fully perform, salespeople need to believe their job is secure. They won’t be motivated to develop their […]

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Motivating through Monetary Incentives

September 2005 Selling

Perhaps the most examined structural motivation tool is the incentive structure of the compensation package. Managers have tinkered with this issue more than any other. Researchers have demonstrated links between incentives and performance more clearly than any other structural tool. A plethora of theory and data supports the impetus to tinker and research the compensation […]

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