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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
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book (short loan) Asia Campus
Textbook Collection
Print HF5416.5 .H65 2008
(Browse shelf)
900196826
Available 900196826
Book Europe Campus
Main Collection
Print HF5416.5 .H65 2008
(Browse shelf)
001269390
Available 001269390
Book Europe Campus
Main Collection
Print HF5416.5 .H65 2008
(Browse shelf)
001269406
Available 001269406
Total holds: 0

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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