Value-Based Pricing
(Sprache: Englisch)
A Groundbreaking Pricing Model for the New Business Landscape
Why would any customer choose Brand X over Brand Y, regardless of price? In a word: Value.
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Why would any customer choose Brand X over Brand Y, regardless of price? In a word: Value.
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A Groundbreaking Pricing Model for the New Business LandscapeWhy would any customer choose Brand X over Brand Y, regardless of price? In a word: Value.
When customers feel they are getting good value from your product or service, they are more than happy to pay more-which is good news for you and your business. Even in today's global market-with its aggressive competitors, low-cost commodities, savvy consumers, and intangible digital offerings-you can outsell and outperform the rest using Value-Based Pricing. Done correctly, this method of pricing and selling helps you:
- Understand your customers' wants and needs
- Focus on what makes your company different
- Quantify your differences and build a value-based strategy
- Communicate your value directly to your customers
Now more than ever, it is essential for you to reexamine the reality of the value you offer customers-and this step-by-step program shows you how.
Developed by global consultants Harry Macdivitt and Mike Wilkinson, Value-Based Pricing identifies three basic elements of the Value Triad: revenue gain, cost reduction, and emotional contribution. By delivering these core values to your customers-through marketing, selling, negotiation, and pricing-you can expect an increase in profits, productivity, and consumer goodwill. These are the same value-based strategies used by major companies such as Philips, Alstom, Siemens, and Virgin Mobile. And when it comes to today's more intangible markets-such as consulting services or digital properties like e-books and music files-these value-based strategies are more important than ever.
So forget about your old pricing methods based on costs and competition. Once you know your own value-and how to communicate it to others-everybody profits.
Inhaltsverzeichnis zu „Value-Based Pricing “
Chapter 1: What is Value?; Chapter 2: The Customer Value Line; Chapter 3: Basic Theory - What you really need to know; Chapter 4: Conventional Pricing Approaches - Cost Based Pricing; Chapter 5: Conventional Pricing Approaches - Competition Based Pricing; Chapter 6: Measuring the Triad; Chapter 7: Building the Value Based Price; Chapter 8: Review of VBP methods; Chapter 9: Building the Value Proposition; Chapter 10: Value Based Selling;Chapter 11: Building a VBP strategy; Chapter 12: Today's pricing issues; Chapter 13: Legal issues in pricing in Europe
Bibliographische Angaben
- Autoren: Harry Macdivitt , Mike Wilkinson
- 2011, 288 Seiten, mit Abbildungen, Maße: 16,1 x 23,9 cm, Gebunden, Englisch
- Verlag: McGraw-Hill Professional
- ISBN-10: 0071761683
- ISBN-13: 9780071761680
Sprache:
Englisch
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