Pricing with Confidence : 10 Ways to Stop Leaving Money on the Table

Holden, Reed K./ Burton, Mark R.

John Wiley & Sons Inc（2008/02発売）

• 製本 Hardcover:ハードカバー版／ページ数 208 p.
• 言語 ENG
• 商品コード 9780470197578
• DDC分類 658.816

Full Description

Bad pricing is a great way to destroy your company's value, revenue, and profits. With ten simple rules, this book shows you how to deliver both healthy profit margins and robust revenue growth while kicking the dreaded discounting habit. The authors destroy the conventional wisdom that you have to trade margins for revenues and show you how to fully exploit the value your company offers customers. This is a proven plan for increasing sales without sacrificing profits.

Contents

Introduction. Why Pricing Is So Hard and Why Most Companies Mess It Up. Rule One. Replace the Discounting Habit with a Little Arrogance. Rule Two. Understand the Value You Offer Your Customer. Rule Three. Apply a Simple Pricing Strategy. Rule Four. Play Better Poker with Customers. Rule Five. Price to Increase Profits. Rule Six. Innovate for Growth. Rule Seven. Get Your Competitor to React to You. Rule Eight. Build Selling Backbone. Rule Nine. Take Simple Steps to Move from Cost-Plus to Value-Based Pricing. Rule Ten. Pricing with Confidence: Remember Who You Are.