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The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals are often misunderstood and neglected from a career and talent perspective. Furthermore, the literature is still silent on how to manage and develop pricing teams. "

Pricing and Human Capital" explores the specific nature of pricing human resources and focuses on how to manage pricing teams,...

The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals are often misunderstood and neglected from a career and talent perspective. Furthermore, the literature is still silent on how to manage and develop pricing teams.

Pricing and Human Capital explores the specific nature of pricing human resources and focuses on how to manage pricing...

Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as their main basis for setting prices. Product or business model innovation has a high priority for many companies yet innovation in pricing received scant attention until the first edition of this groundbreaking book.

This new edition of Innovation in Pricing builds on the success of the first, examining the ways in which pricing innovation can drive profits through articles and interviews with the world's leading academics, business practitioners...

Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as their main basis for setting prices. Product or business model innovation has a high priority for many companies yet innovation in pricing received scant attention until the first edition of this groundbreaking book.

This new edition of Innovation in Pricing builds on the success of the first, examining the ways in which pricing innovation can drive profits through articles and interviews with the world's leading academics, business practitioners...

Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force.

A selection of the world s leading specialists explore different aspects of sales force and pricing strategy integration:

• introduction: overview on the...

Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" - converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force.

A selection of the world's leading specialists explore different aspects of sales force and pricing strategy integration:

• introduction:...