Practical pricing: translating pricing theory into sustainable profit improvement

This book is about taking a theory, pricing, and translating it into an operational practice that can be used by a company on an everyday basis easily withmaximum results. This book provides, in detail, all the steps and input required to build out a pricing strategy and function. INDICE: Preface - Introduction to Pricing - Why All the Sudden Interest inPricing? - Why Pricing Fails in so Many Companies? - Why is Having an Effective Pricing Strategy so Difficult? - What Are the 'Basics' Required for Successful Pricing? - What Role(s) Should Consultants Play in Pricing? - What Types of Companies& Industries Have Had Long Standing Historical Pricing Functions? -The Bottom Line b Profit - 'Practical Pricing' Defined - What's a Price Plan?- Creating the Price Plan - The Pricing Pyramid - Phase I - 'Band Aid' - Current Price Practices Assessment - Short Term Fixes - Types of Pricing Strategies - Penetration Pricing - Low Price / High Volume - Price Set to 'Penetrate' the Market - Low Price to Secure High Volumes - Typical in Mass Market Productsb Chocolate Bars, Food Stuffs, Household Goods etc - Suitable For Products With Long Anticipated Life Cycles - May Be Useful if Launching Into a New Market- Market Skimming - Value Pricing - Loss Leader - Psychological Pricing - Going Rate (Price Leadership) - Tender Pricing - Price Discrimination - DestroyerPricing / Predatory Pricing - Absorption / Full Cost Pricing - Marginal Cost Pricing - Contribution Pricing - Target Pricing - Cost-Plus Pricing - Influence of Elasticity - Price Reductions to Increase Market Share - Price Waterfall - Pricing Policies - Competitive Bidding and Negotiated Prices - Transfer Pricing - Global Considerations and Online Pricing - Global Pricing Strategies - Online Pricing - Other Ways to Increase Price - Managing Price at the Account Level - Pricing Culture& Behaviour - Phase II b Price Strategy& Key Alignments - General Business Goals - Key Alignments - Feedback - Phase III b Pricing Design - Pricing Goals& Objectives - Policies& Procedures - Pricing Approaches - Pricing Data& Systems - Pricing Tactics& Management - Price Increases - Other ways to increase ASP - Contract Compliance - Technology-Enabled Pricing - New Product Pricing - Key Metrics Reporting - Phase IV b Implementation - Pricing Training& Support - Price Decision Tree Structure - Other Issues - Legal - ThePricing Team - Post Audit Analysis (Post Launch) - The Pricing Team b Building the Organization and Locating it 'Correctly' in the Organization - Pricing as a Career - True Stories b 'From the Trenches'

• ISBN: 978-0-230-61460-4
• Editorial: Palgrave Macmillan
• Encuadernacion: Cartoné
• Páginas: 224
• Fecha Publicación: 29/01/2010
• Nº Volúmenes: 1
• Idioma: Inglés