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Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers

Amazon.com Price: $41.20 (as of 26/04/2019 17:03 PST- Details)

Categories: Books, Business and Finance, Business and Money, Management and Leadership, Marketing, Marketing and Sales, New, Used and Rental Textbooks, Pricing, Research, Sales, Sales and Selling, Specialty Boutique, Subjects

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Description

Value-based pricing―pricing a product in line with its value to the customer quite than its cost―is one of the best and profitable pricing strategy. Buyers wish to evaluate the monetary benefits of a product against the cost of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and due to this fact justifying the premium price.

Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through all kinds of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to attract invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they wish to quantify the value of their products to demanding, hard-nosed industrial purchasers.

With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It’ll be essential reading for sales and pricing specialists in addition to business strategists, in both research and practice.

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Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers

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