Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value
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- Englisch ausgewählt
53,99 €
inkl. gesetzl. MwSt.,
Beschreibung
Produktdetails
Einband
Gebundene Ausgabe
Erscheinungsdatum
10.10.2011
Abbildungen
w. figs.
Verlag
MCGRAW-HILL ProfessionalSeitenzahl
288
Maße (L/B/H)
23,9/16,1/2,9 cm
Gewicht
586 g
Sprache
Englisch
ISBN
978-0-07-176168-0
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.
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.
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