{"product_id":"pricing-and-the-sales-force-9781138791886","title":"Pricing and the Sales Force","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cem\u003ePricing and the Sales Force\u003c\/em\u003e 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.\u003c\/p\u003e\u003cp\u003eA selection of the world's leading specialists explore different aspects of sales force and pricing strategy integration:\u003c\/p\u003e\u003cul\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cli\u003eintroduction: overview on the state of the art;\u003c\/li\u003e\n\u003cli\u003ebuilding key capabilities: best practices for building sales force capabilities in pricing and value quantification;\u003c\/li\u003e\n\u003cli\u003eengaging the sales force: driving organizational change processes with the sales force;\u003c\/li\u003e\n\u003cli\u003edesigning effective selling processes: designing and implementing processes that enable superior performance, and;\u003c\/li\u003e\n\u003cli\u003ealigning sales force in\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cstrong\u003e‘Backed by field research and case studies, Hinterhuber and Liozu take complex pricing concerns, make them readily understandable, and propose solutions that managers can profitably implement…A must read for today’s results-driven sales professional!’\u003c\/strong\u003e \u003ci\u003e- James A. Narus, Professor of Business Marketing, Wake Forest University, USA\u003c\/i\u003e\u003c\/p\u003e\n\u003cp\u003e‘A must-read for any company that creates customer value but has realized that the sales force needs to be able to quantify that value so customers are willing and able to pay for it.’ - \u003ci\u003eTodd Snelgrove, Chief Value Officer, SKF\u003c\/i\u003e\u003c\/p\u003e\n\u003cp\u003e‘If you want (and you should) to make your sales force more strategic, reading \u003ci\u003ePricing and the sales force\u003c\/i\u003e is an absolute MUST.’ - \u003ci\u003eBernard Quancard, President and CEO, Strategic Account Management Association (SAMA)\u003c\/i\u003e\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cstrong\u003ePart I: Introduction\u003c\/strong\u003e 1. Introduction (\u003ci\u003eAndreas Hinterhuber and Stephan M. Liozu\u003c\/i\u003e) \u003cstrong\u003ePart II: Building Key Capabilities\u003c\/strong\u003e 2. Value Quantification—The next challenge for B2B selling (\u003ci\u003eAndreas Hinterhuber\u003c\/i\u003e) 3. Interview with an Expert: Mr. Todd Snelgrove Chief Value Officer, SKF (\u003ci\u003eTodd Snelgrove\u003c\/i\u003e) 4. Shedding the Commodity Mind-Set (\u003ci\u003eJohn E. Forsyth, Alok Gupta, Sudeep Haldar and Michael V. Marn\u003c\/i\u003e) \u003cb\u003ePart III: Engaging the Sales Force\u003c\/b\u003e 5. Change Management and Pricing: Getting the sales force on board (\u003ci\u003eStephan M. Liozu\u003c\/i\u003e) 6. Interview with an Expert: Mr. Marco Meyrat, Member of the Executive Board of Hilti Corporation (\u003ci\u003eMarco Meyrat\u003c\/i\u003e) 7. Salespeople’s Learning by Doing and Pricing Strategy (\u003ci\u003eQiang (Steven) Lu, Ranjit Voola and Shahriar Akter\u003c\/i\u003e) 8. How to Get the Sales Team to Embrace Pricing Improvement (\u003ci\u003eDavid Dvorin\u003c\/i\u003e) 9. Having the Value Conversation (\u003ci\u003eRonald J. Baker\u003c\/i\u003e) \u003cb\u003ePart IV: Designing Effective Sales Processes\u003c\/b\u003e 10. Stop Reacting to Buyers’ Price Expectations - Manage Them (\u003ci\u003eThomas T. Nagle and Joseph Zale\u003c\/i\u003e) 11. Value-Based Selling: Toward new practices of creating and sharing value (\u003ci\u003ePekka Töytäri and Risto Rajala\u003c\/i\u003e) 12. Designing Effective Sales Processes to Drive Profits via Pricing (\u003ci\u003eTapio Nissilä\u003c\/i\u003e) 13. Breadth of a Salesman (\u003ci\u003eJohn R. DeVincentis and Neil Rackham\u003c\/i\u003e) 14. How to Optimise Collaboration Between the Sales Organisation and Pricing Management (\u003ci\u003eHarry Macdivitt\u003c\/i\u003e) \u003cb\u003ePart V: Aligning Sales Force Incentives and Building the Infrastructure\u003c\/b\u003e 15. Pricing Delegation and Sales Force Compensation (\u003ci\u003eEvandro Pollono\u003c\/i\u003e) 16. Delegating Pricing Authority to the Sales Force: The need for a turn around in research and practice (\u003ci\u003eCarmen Balan\u003c\/i\u003e) 17. Using Mix Measurement to Drive Profitable Sales Growth (\u003ci\u003eDev Tandon\u003c\/i\u003e) 18. The Fast-Changing Intersection of Price and Value: A smarter way to think about customer perceptions (\u003ci\u003eJeff Robinson\u003c\/i\u003e)\u003c\/p\u003e\n\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Taylor \u0026 Francis Ltd","offers":[{"title":"Default Title","offer_id":51019526013271,"sku":"9781138791886","price":49.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781138791886.jpg?v=1750780530","url":"https:\/\/bookcurl.com\/products\/pricing-and-the-sales-force-9781138791886","provider":"Book Curl","version":"1.0","type":"link"}