Pricing and the Sales Force is popular PDF and ePub book, written by Andreas Hinterhuber in 2015-09-16, it is a fantastic choice for those who relish reading online the Business & Economics genre. Let's immerse ourselves in this engaging Business & Economics book by exploring the summary and details provided below. Remember, Pricing and the Sales Force can be Read Online from any device for your convenience.
Pricing and the Sales Force Book PDF Summary
Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" – converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force. A selection of the world’s leading specialists explore different aspects of sales force and pricing strategy integration: introduction: overview on the state of the art; building key capabilities: best practices for building sales force capabilities in pricing and value quantification; engaging the sales force: driving organizational change processes with the sales force; designing effective selling processes: designing and implementing processes that enable superior performance, and; aligning sales force incentives and building the infrastructure: insights into how to align sales force incentive schemes; tools and instruments to enable the sales force to perform. The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.
Detail Book of Pricing and the Sales Force PDF
- Author : Andreas Hinterhuber
- Release : 16 September 2015
- Publisher : Routledge
- ISBN : 9781317648376
- Genre : Business & Economics
- Total Page : 248 pages
- Language : English
- PDF File Size : 14,9 Mb
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