January 2005
Intermediate to advanced
232 pages
5h 35m
English
Content preview from Smarter Pricing: How to capture more value in your market
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Management questions for your business
| • | Are finance, sales, marketing and top management all committed to the same view of pricing? What is our co-ordinating mechanism? |
| • | What does our volume discount map show? |
| • | What are our authority levels for sales discount decisions? |
| • | Do sales incentives reinforce profitable decisions? |
| • | How wide are our price bands? |
| • | Do we monitor customer profitability at ‘pocket price’ level? |
| • | Should we do business with unprofitable ‘strategic accounts’? |
| • | How do we measure our pricing effectiveness? |
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