July 2011
Intermediate to advanced
326 pages
9h 33m
English
book
Pricing and Profitability Management: A Practical Guide for Business Leaders
by Julie M. Meehan, Michael G. Simonetto, Larry Montan Jr., Christopher A. Goodin
Content preview from Pricing and Profitability Management: A Practical Guide for Business Leaders
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Contents
Chapter 1: Introduction to Pricing and Profitability Management
Pricing: The Critical Lever for Raising Performance
Common Obstacles to Pricing and Profitability Management
Understanding—and Leveraging—the Human Side of Pricing
An Integrated Approach to Pricing: The Six Core Competencies
Beginning the Journey: Key Questions to Ask
Chapter 2: Conducting a Pricing and Profitability Diagnostic
Consolidating Findings and Identifying Opportunities to Improve Capabilities
Chapter 3: Developing an Effective Pricing Strategy
What Comprises a Successful Pricing Strategy?
How to Make Value Your Focus—and Why
Formulating a Value-Based Pricing Strategy
Designing and Integrating an Effective Pricing Structure
Identifying and Using the Principal Pricing Archetypes
Critical Challenges Faced by Pricing Strategists
Using the Best-Practice Pricing Process Framework
Setting Policies to Reinforce Pricing Processes
Chapter 5: Advanced Analytics and Price Setting
Building a Transaction-Level Data Set
Conducting Transactional Profitability Assessments
Integrating Cluster Analyses to Segment Customers, Products, and Services
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