Pricing with confidence: 10 ways to stop leaving money on the table
Author: Holden, Reed K. ; Burton, Mark R.Publisher: Wiley, 2008.Language: EnglishDescription: 208 p. ; 23 cm.ISBN: 9780470197578Type of document: BookBibliography/Index: Includes index
| Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
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Asia Campus Textbook Collection |
HF5416.5 .H65 2008
(Browse shelf) 900196826 |
Available | 900196826 | |||
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Europe Campus Main Collection |
HF5416.5 .H65 2008
(Browse shelf) 001269390 |
Available | 001269390 | |||
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Europe Campus Main Collection |
HF5416.5 .H65 2008
(Browse shelf) 001269406 |
Available | 001269406 |
Includes index
Digitized
Pricing with Confidence 10 Ways to Stop Leaving Money on the Table Contents Acknowledgments INTRODUCTION Why Pricing Is So Hard and Why Most Companies Mess It Up Replace the Discounting Habit with a Little Arrogance Understand the Value You Offer to Your Customer Apply One of Three Simple Pricing Strategies Play Better Poker with Customers Price to Increase Profits ix xiii RULE ONE 1 RULE TWO 21 RULE THREE 49 75 91 RULE FOUR RULE FIVE RULE SIX Add New Products and Services that Give You Negotiating Flexibility and Growth 111 Force Your Competitor to React to Your Pricing RULE SEVEN 131 RULE EIGHT Build Your Selling Backbone: Teach Your Sales Force and Managers to Negotiate with Value 149 Take Simple Steps to Move from Cost-Plus to Value-Based Pricing Price with Confidence: Remember Who You Are RULE NINE 169 RULE TEN 187 203 Index
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