Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation

ISBN-13: 9781119910183 / Angielski / Twarda / 2022 / 256 str.

Mark R. Burton

Spis treści

Preface: the Inflation Imperative ixAcknowledgments xiiiIntroduction: Getting Used to Supply Chain and Cost Turbulence 1Chapter 1 Rule One: Price for Profit 19Chapter 2 Rule Two: An Ounce of Execution Is Better Than a Pound of Strategy 39Chapter 3 Rule Three: Kick the Discounting Habit 57Chapter 4 Rule Four: Know Your Value 69Chapter 5 Rule Five: Strategy Sets the Direction 89Chapter 6 Rule Six: Innovate for Growth 117Chapter 7 Rule Seven: Understand Your Market 131Chapter 8 Rule Eight: Build Your Give- Gets Muscle 147Chapter 9 Rule Nine: Build Your Selling Backbone 163Chapter 10 Rule Ten: Deploy Three Practices to Increase Profits 179Chapter 11 Conclusion: Price with Confidence - The Journey 197About the Authors 211Index 213

O autorze

DR. REED K. HOLDEN (right) is Founder of Holden Advisors, consultancy to senior executives in Fortune 500 companies. Dr. Holden is co-author of the second and third editions of The Strategy and Tactics of Pricing. He is also the author of the first and second editions of Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value.JEET MUKHERJEE (left) is Vice President, Head of Pricing at Holden Advisors, and has two decades of global experience in management consulting, strategy, analytics, marketing and pricing. He holds an MBA from Boston University???s Questrom School of Business and has worked with clients in the distribution, pharmaceutical, healthcare, and technology sectors.