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Picture 1 of 1
Pricing Done Right (Bloomberg Financial)
US $61.19
ApproximatelyEUR 54.77
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eBay item number:186368012274
Item specifics
- Condition
- Release Year
- 2016
- ISBN
- 9781119183198
- Book Title
- Pricing Done Right : The Pricing Framework Proven Successful by the World's Most Profitable Companies
- Book Series
- Bloomberg Financial Ser.
- Publisher
- Wiley & Sons, Incorporated, John
- Item Length
- 9 in
- Edition
- 2
- Publication Year
- 2016
- Format
- Hardcover
- Language
- English
- Illustrator
- Yes
- Item Height
- 0.4 in
- Genre
- Business & Economics
- Topic
- Marketing / General, Management
- Item Weight
- 10.1 Oz
- Item Width
- 6 in
- Number of Pages
- 208 Pages
About this product
Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
1119183197
ISBN-13
9781119183198
eBay Product ID (ePID)
212060054
Product Key Features
Edition
2
Book Title
Pricing Done Right : The Pricing Framework Proven Successful by the World's Most Profitable Companies
Number of Pages
208 Pages
Language
English
Topic
Marketing / General, Management
Publication Year
2016
Illustrator
Yes
Genre
Business & Economics
Book Series
Bloomberg Financial Ser.
Format
Hardcover
Dimensions
Item Height
0.4 in
Item Weight
10.1 Oz
Item Length
9 in
Item Width
6 in
Additional Product Features
Intended Audience
Trade
LCCN
2016-014285
Table Of Content
Preface xi Acknowledgments xvii Chapter 1 The Value-Based Pricing Framework for Getting Pricing Done Right 1 Embedding the Culture of Value-Based Pricing 3 Overarching Pricing Decision Areas 3 Analytical Routines 7 Decision Teams 8 Chapter 2 ValueBased Pricing 11 The Purpose of Firms: Serve Customer Needs Profitably 11 Value Engineering 15 ValueBased Pricing 17 Differential Benefits 20 Differential Price 26 Exchange Value to Customer 28 Design Costs against Price to Profit 32 References 34 Chapter 3 Business Strategy Alignment 35 Business Strategy 36 Customers 39 Competitors 47 Company 51 References 53 Chapter 4 Pricing Strategy 55 Price Positioning 56 Price Segmentation 62 Competitive Price Reaction Strategy 65 Pricing Capability 74 References 76 Chapter 5 Price Management 79 Market Pricing 82 Price Variance Policy 87 Price Execution 92 Pricing Analysis 95 Chapter 6 Defining the Pricing Decision Team 99 Marketing 103 Sales 107 Finance 112 Pricing 114 References 116 Chapter 7 Pricing Continuous Improvement and Analytics 119 Continuous Improvement Process 120 Offering Innovation and Pricing Decisions 123 Price Variance Policy Continuous Improvement 131 Market Pricing Continuous Improvement 135 References 138 Chapter 8 Organizational Design of the Pricing Specialist Function 139 Pricing Community Distribution 140 Pricing Reporting Structure 143 Pricing Talent 145 References 153 Chapter 9 A Decision You Control 155 References 157 Appendix A: Economic Origins of Competitive Advantage 159 Appendix B: Getting Pricing Done with Jesse Finch Gnehm of GE Oil & Gas 163 The ValueBased Pricing Journey 163 Context of Subsea Systems within GE 165 Pricing Community Cultivation 166 Focal Contributions of the Pricing Experts 167 Pricing Framework 169 Pricing Analysis Techniques 171 Price Automation and Analytical Tools 172 External Resources 172 Appendix C: Getting Pricing Done with Robert Smith of Eastman Chemical Company 175 Pricing Organizational Design 176 Pricing Mission 178 Pricing Functional Architecture 180 About the Author 181 Index 183
Synopsis
Praise for PRICING DONE RIGHT "Essential reading the key to profitable growth is capturing price. While many books cover the concepts of pricing, Pricing Done Right goes the additional step of applying the concepts in the real world. Smith's ability to educate and drive to results quickly makes him unique in the pricing world." Dennis Stone, CEO and President, Overhead Door Corporation "Are you concerned about pricing? You need two things: a courage pill and a process. Courage pills are not available by prescription, but processes don't miss Smith's book. Logical, methodical, and close to earth." Ignacio Dominguez, Global Chief Commercial Officer, Adama Agricultural Solutions, Ltd "With its strong focus on organizational acumen, change management, and analysis along with cross-departmental tactics and strategies Pricing Done Right will connect you and your company with the tools needed to raise profitability and performance. Tim Smith's experience in pricing can help you achieve tough goals." Kevin Mitchell, President, The Professional Pricing Society, Inc. " Pricing Done Right makes the current pricing theory understandable and easy to implement. Smith provides excellent counsel and wisdom in helping pricing leaders drive margin in the organization a must have resource for any pricing leader." Lee A. Halverson, Vice President, Pricing and Business Intelligence, SiteOne Landscape Supply "Marketing, Sales, and Finance should always be part of the pricing process. Any decision that implies only part of those functions would be biased. Pricing Done Right explores the roles and responsibilities of each of them in pricing decisions, from strategy to execution. A must-read book for all executives." Michal Nacasch, Head of Global Pricing, Adama Agricultural Solutions, Ltd, Practical guidance and a fresh approach for more accurate value-based pricing Pricing Done Right provides a cutting-edge framework for value-based pricing and clear guidance on ideation, implementation, and execution., Practical guidance and a fresh approach for more accurate value-based pricing Pricing Done Right provides a cutting-edge framework for value-based pricing and clear guidance on ideation, implementation, and execution. More action plan than primer, this book introduces a holistic strategy for ensuring on-target pricing by shifting the conversation from 'What is value-based pricing?' to 'How can we ensure that our pricing reflects our goals?' You'll learn to identify the decisions that must be managed, how to manage them, and who should make them, as illustrated by real-world case studies. The key success factor is to build a pricing organization within your organization; this reveals the relationships between pricing decisions, how they affect each other, and what the ultimate effects might be. With this deep-level insight, you are better able to decide where your organization needs to go. Pricing needs to be done right, and pricing decisions have to be made--but are you sure that you're leaving these decisions to the right people? Few managers are confident that their prices accurately reflect the cost and value of their product, and this uncertainty leaves money on the table. This book provides a practical template for better pricing strategies, methods, roles, and decisions, with a concrete roadmap through execution. Identify the right questions for pricing analyses Improve your pricing strategy and decision making process Understand roles, accountability, and value-based pricing Restructure perspectives to help pricing reflect your organization's goals The critical link between pricing and corporate strategy must be reflected in the decision making process. Pricing Done Right provides the blueprint for more accurate pricing, with expert guidance throughout the change process.
LC Classification Number
HF5416.5.S584 2016
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