2011, ISBN: 9788131763308

Viva Books, 2011. First edition. Softcover. New. At last, a practical book on pricing for the practising manager The world of business is increasingly global: China, India and the r… Plus…

Viva Books, 2011. First edition. Softcover. New. At last, a practical book on pricing for the practising manager The world of business is increasingly global: China, India and the rest of Asia will continue to exert a powerful influence on world-wide prices and business will be more competitive than ever before. If "competitive" is not to mean Jower prices and lower profits, then pricing practice has to become more professional. This is a practical guide for managers and directors in SMEs and above on how best to manage their pricing policies, strategies and practices so as to capture more fully the value they provide to their customers, and so optimize their own business"s profitability. This book is applicable anywhere and everywhere in the world where businesses are meeting increased competitive forces that threaten to depress prices and profitability. It examines pricing and negotiating strategies for both business to business and business to consumer markets and explains how to measure the profit implications of decisions made. It is written for all those CEOs, (FOs, product managers and managers of sales and marketing operations who have responsibility for setting and implementing the firm"s pricing policy and strategies day to day. Contents include: • Managing pricing decisions • The "financial mechanics" • Market forces and price decision making • How most firms price - the pros and cons • The basic pricing strategies • The special pricing strategies • Pricing tactics and policies Contents: INTRODUCTION • Style • Appendices • AN OVERVIEW OF THE PRICING PROCESS • Synopsis • Preparing the ground • Who takes the overall responsibility for price in our firm? • What is the firm"s cost structure and policy, reo overhead allocation? • The firm"s marketplace • THE FOUNDATIONS OF THE PRICING DECISION • Synopsis • Introduction • Strategic focus • The effectiveness efficiency grid • Market forces • Oversupply brings the danger of commodity trading • Surviving oversupply • The marketing concept • Introducing the product life cycle [PLC] • Strategic focus and the product life cycle • Price skimming • Barrier pricing • Price and the technology adoption curve (TAC) • HOW OTHERS PRICE • Synopsis • The current situation? • How does cost plus work? • Activity based costing • PRICE POSITIONING AND STRATEGIES • Synopsis • Where it all begins • Segmenting for price • The conditions • The segmentation process • Segmenting via B2B buyer behaviour • Finally you need to know • What constitutes price to your "target group"? • General segmentation principles • Price positioning • The price landscape • Price as an indicator of quality • Objectives for pricing and pricing strategies • Some useful marketing pricing strategies • The profit centre? • VALUE BASED PRICING • Synopsis • Two Cases: "Value-Based Pricing" • The Heart of Value-Based Pricing • The Value-Based Pricing process of analysis • Some ways to add value for the customer • Selling the "value-add" to the customer • Some approaches to discover ways to add value for your customers • Exhibit: Simplified example of a conjoint analysis "data capture" • PRICING TACTICS - DEALING WITH THE DAY TO DAY PRESSURES ON PRICE • Synopsis • Pricing a tender • PRICE WARS - ANTICIPATING/PREVENTING/ FIGHTING THEM (BUT ONLY IF YOU HAVE TO) • Synopsis • An example price war • Dealing with extreme competition • Key issues, re price wars etc. • Why price wars must be avoided • Know from where to expect the threat • Characteristics of strong vs. weak rivals • "Good" vs. "dangerous" competitors • Root causes of price wars • THE ART OF PRICE NEGOTIATION • Synopsis • Co-operative versus adverserial negotiation • Price negotiation • Issues when preparing to negotiate • Analysis of potential trading chips/concessions • Checklist for assessing buyers likely needs, strategies and tactics Printed Pages: 0., Viva Books, 2011, Pearson Education, 2011. First edition. Softcover. New. Written from a highly practical perspective, Business to Business Marketing aims to help students with limited marketing experience understand the concepts in business-to-business marketing. Overall, this text emphasizes the dynamic realities of the marketplace while reinforcing the most important principles and practices that students need to know. Contents Introduction to Business-to-Business Marketing Business-to-Business Environment: Customers, Organizations, and Markets Organizational Buying and Buyer Behavior The Legal and Regulatory Environment Concepts and Context Of Business Strategy Market Research and Competitive Analysis Segmenting, Targeting, and Positioning Developing the Product, Service, and Value of The Offering Innovation and Competitiveness Pricing in Business-to-Business Marketing Business Development and Planning Business-to-Business Selling Developing and Managing the Customer Relationship Business-to-Business Branding Creating and Fostering the Brand Channel Relationships and Supply Chains Communicating with the Market Business Ethics and Crisis Management Case Studies Printed Pages: 548., Pearson Education, 2011<

2011, ISBN: 9788131763308

Pearson Education, 2011. First edition. Softcover. New. Written from a highly practical perspective, Business to Business Marketing aims to help students with limited marketing experien… Plus…

Pearson Education, 2011. First edition. Softcover. New. Written from a highly practical perspective, Business to Business Marketing aims to help students with limited marketing experience understand the concepts in business-to-business marketing. Overall, this text emphasizes the dynamic realities of the marketplace while reinforcing the most important principles and practices that students need to know. Contents Introduction to Business-to-Business Marketing Business-to-Business Environment: Customers, Organizations, and Markets Organizational Buying and Buyer Behavior The Legal and Regulatory Environment Concepts and Context Of Business Strategy Market Research and Competitive Analysis Segmenting, Targeting, and Positioning Developing the Product, Service, and Value of The Offering Innovation and Competitiveness Pricing in Business-to-Business Marketing Business Development and Planning Business-to-Business Selling Developing and Managing the Customer Relationship Business-to-Business Branding Creating and Fostering the Brand Channel Relationships and Supply Chains Communicating with the Market Business Ethics and Crisis Management Case Studies Printed Pages: 548., Pearson Education, 2011<

2011, ISBN: 8131763307

[EAN: 9788131763308], [SC: 0.0], [PU: PEARSON INDIA], Befriedigend/Good: Durchschnittlich erhaltenes Buch bzw. Schutzumschlag mit Gebrauchsspuren, aber vollständigen Seiten. / Describes t… Plus…

[EAN: 9788131763308], [SC: 0.0], [PU: PEARSON INDIA], Befriedigend/Good: Durchschnittlich erhaltenes Buch bzw. Schutzumschlag mit Gebrauchsspuren, aber vollständigen Seiten. / Describes the average WORN book or dust jacket that has all the pages present., Books<

ISBN: 9788131763308

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