Sales Management That Works

TESTING AND LINKING PRICE WITH YOUR SALES MODEL AND SELLING BEHAVIORS

Price is a dynamic variable in a business, affected by changes over the course of a product life cycle, as markets and buying behavior change due to competition or substitutes, or as a company moves into new segments. Hence, testing prices should be, but rarely is, an ongoing part of effective selling.

In today’s information-rich markets, inertia is costly. A price often has multiple dimensions: base price, discounts off list price, rebates tied to volume, special offers, price for additional services, different prices by package size or product variant, and so on. These dimensions ...