By Michael V. Marn, Eric V. Roegner, Craig C. Zawada
Pricing--for any corporation in any industry--is a long way and away the main delicate revenue lever on hand. nonetheless, few businesses or managers execute pricing good, and so much frequently leave out helpful opportunities.Whether checking out the recommendations and data received from examining the fee virtue or supplementing own wisdom within the box, this significant other workbook is essential.The rate virtue Workbook is a accomplished and insightful self-study consultant that eases the knowledge of the 3 degrees of pricing from the wide view via product/market technique to daily transaction administration. Hard-hitting questions show why impressive pricing method is important for enterprise luck and profitability and clarify cutting-edge techniques to examining and enhancing pricing for any product or service.With a spotlight on translating pricing idea into actual advancements and bottom-line functionality, this workbook can assist you enhance your knowing of pricing options and procedure and provides you a aggressive virtue in any economic climate.
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Additional resources for The Price Advantage Workbook: Step-by-Step Exercises and Tests to Help You Master The Price Advantage (Wiley Finance)
________________________________________________ 2. ________________________________________________ 3. ________________________________________________ 6. What does the shape (graphic proﬁle) of a price band suggest? a. What percent of total sales is sold at deep discounts. b. Cost of delivery to different markets. c. Which customers or customer segments are willing to pay a higher price. d. Individual discounts offered to key customers. e. Inappropriate use of ﬁeld discounts by sales reps. f.
A. The true beneﬁts of products are difﬁcult to assess. b. Demand shifts at various combinations of price and beneﬁts. Product/Market Strategy 23 c. Market size at the different price-beneﬁt combinations is difﬁcult to assess. d. Competitor reactions to price moves are difﬁcult to anticipate. e. Sales teams constantly push for lower prices. f. Competitive advertising and promotions can undermine the true value perceptions of products. g. Channel intermediaries falsely represent the product’s value.
D. Down-market offers cannibalize higher-end offers. e. Creating a down-market position for the offering creates volume efﬁciencies for the ﬁrm. Product/Market Strategy 29 16. Under what circumstances would a move off the VEL to gain market share fail? a. The expanded horizon includes new concentrations of customers that the company did not have earlier. b. The move off the VEL is not large enough for customers to notice. c. Market research suggests that there might not be enough customers in the new space below the VEL.
The Price Advantage Workbook: Step-by-Step Exercises and Tests to Help You Master The Price Advantage (Wiley Finance) by Michael V. Marn, Eric V. Roegner, Craig C. Zawada