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Pricing and the Sales Force

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Adaptive Salespeople
advanced sales force pricing integration
Andreas Hinterhuber
B2B sales strategy
Bayesian Learning Model
behavioural pricing models
Business Processes
Category=KC
Category=KJS
Company's Sales Force
Company’s Sales Force
customer value analysis
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eq_business-finance-law
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eq_isMigrated=2
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Gross Margin
Higher Win Rates
incentive alignment
Individual Sales Representative
Key Account Manager
Make Pricing Decisions
organisational transformation
organizational change management
Price Delegation
Pricing Authority
Pricing Improvement
Pricing Teams
Quantification Capabilities
sales force
Sales Force Compensation
Sales Force Management
sales process optimisation
Sales Reps
Sales Team
Salespeople's Learning
Salespeople’s Learning
selling
Stephan Liozu
Value quantification
value-based pricing
value-based selling
Vice Versa
Wo

Product details

  • ISBN 9781138791886
  • Weight: 332g
  • Dimensions: 156 x 234mm
  • Publication Date: 21 Sep 2015
  • Publisher: Taylor & Francis Ltd
  • Publication City/Country: GB
  • Product Form: Paperback
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Description

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.
About

Andreas Hinterhuber is a Partner of Hinterhuber & Partners (www.hinterhuber.com). He is also a Visiting Professor at USI Lugano, Switzerland and was acting chair and head of the Department of International Management at Katholische Universität Eichstätt-Ingolstadt, Germany.

Stephan M. Liozu is Assistant Professor of Management and Strategy at Chatham University, USA. He is also the founder of Value Innoruption Advisors (www.valueinnoruption.com), a consulting boutique specializing in the design and execution of value, pricing, and innovation strategies.