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Pricing and the Sales Force. 価格設定と販売員
・ISBN 978-1-138-79187-9 hard GB£ 171.99
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・ISBN 978-1-138-79188-6 paper GB£ 58.99
￥18,687.- (税込) ※（※）価格はご注文時の参考価格となります。
納品価格につきましては書籍の入荷時点で確定となります。
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電子版あり 大学・学術機関向け電子ブック（eBook）ISBN 978-1-315-76246-3
| 著者・編者 | Hinterhuber, Andreas / Liozu, S. M. (eds.), |
|---|---|
| 出版社 | (Routledge, UK) |
| 出版年月 | 2016 |
| ページ数 | 218 pp. |
| 言語 | ENG |
| ニュース番号 | ＜626-928＞ |
解説
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 state of the art;
- building key capabilities: best practices for building sales force capabilities in pricing and value quantification;
- engaging the sales force: driving organizational change processes with the sales force;
- designing effective selling processes: designing and implementing processes that enable superior performance, and;
- aligning sales force incentives and building the infrastructure: insights into how to align sales force incentive schemes; tools and instruments to enable the sales force to perform.
The third in Hinterhuber and Liozu's successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.