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ಮ Read a Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers pdf ವ Kindle Ebook Author Andreas Hinterhuber ೬

ಮ Read a Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers pdf ವ Kindle Ebook Author Andreas Hinterhuber ೬ ಮ Read a Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers pdf ವ Kindle Ebook Author Andreas Hinterhuber ೬ Value based pricing pricing a product according to its value to the customer rather than its cost isthe most effective andprofitable pricing strategy Buyers need to evaluate the monetary benefits of a product against the price of its competitors Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road tests this methodology through a wide variety of real life industrial cases It provides a state of the art and best practice overview of how leading companies quantify and document value to customers In doing so, this book provides researchers with a method by which to draw invaluable data driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard nosed industrial purchasers With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real life, practical examples It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.Andreas Hinterhuber is a Partner of Hinterhuber Partners www.hinterhuber.com and a Visiting Professor at the University of Bolzano, Italy He has led consulting projects in pricing in B2B and B2C companies worldwide, includingLufthansa, Tieto, International Paper, Continental, SPX, Fercam, Swarovski, W rth Hochenburger, Ecolab, British American Tobacco, and many others He has published articles in Industrial Marketing Management, Long Range Planning, MIT Sloan Management Review, Journal of Strategic Marketing, Business Horizons and other journals Todd C Snelgrove is the Global Vice President of Value at SKF and supports executive MBA classes at Northwestern University, London Business School, and the International Institute for Management Development. 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going too must stop agree, die Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers

 

    • Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers
    • 3.4
    • 275
    • Format Kindle
    • 18 pages
    • 113810163X
    • Andreas Hinterhuber
    • Anglais
    • 23 April 2016

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