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Item #:
161726387
Value First, Then Price
Item #:
161726387
CDF 136559
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- Value-based pricing – pricing a product or service according to its value to the customer rather than its cost – is the most effective and profitable pricing strategy. Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases.This book offers a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, it provides students and researchers with a method by which to draw invaluable data-driven conclusions, and gives sales and marketing managers the theories and best practices they need to quantify the value of their products and services to industrial and B2B purchasers. The 2nd edition of this highly-regarded text has been updated in line with current research and practice, offering three new chapters covering new case studies and best practice examples of quantified value propositions, the future of value quantification, and value quantification for intangibles. With contributions from global industry experts this book combines cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It is essential reading for postgraduate students in Sales and Marketing with an interest in Pricing Strategy, sales and pricing specialists, as well as business strategists, in both research and practice.
| Publisher | Routledge |
| Publication date | December 28, 2021 |
| Edition | 2nd |
| Language | English |
| Print length | 288 pages |
| ISBN-10 | 1032012129 |
| ISBN-13 | 978-1032012124 |
| Item Weight | 1.2 pounds (540 grams) |
| Dimensions | 6.85 x 0.65 x 9.69 inches (17.4 x 1.7 x 24.6 cm) |
Product Description
Value First, Then Price
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Customer Questions & Answers
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Question:
What is value-based pricing?
Answer: It's pricing a product based on its perceived value to the customer rather than its cost. -
Question:
Who can benefit from this book?
Answer: Students, sales and marketing managers, and business strategists can all gain valuable insights. -
Question:
What new content is included in the 2nd edition?
Answer: It includes three new chapters with updated case studies and best practice examples.
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CDF 136559
Order now and get it around Sunday, September 20
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Only 4 items left in stock.
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Features & Benefits
- Innovative collection on value-based pricing methodologies.
- Informed by real-life industrial and B2B case studies.
- Provides tools for quantifying value to customers.
- Updated 2nd edition includes new chapters and best practices.
- Essential for students and professionals in Sales and Marketing.
- Combines cutting-edge research with practical examples.
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