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Value First then Price : Quantifying value in Business to Business markets from the perspective of both buyers and sellers, Paperback / softback Book

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

Edited by Andreas (Hinterhuber and Partners, Austria) Hinterhuber, Todd C. (SKF, USA) Snelgrove

Paperback / softback

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Winner of the Overall Case Award 2014 The Case Centre best selling case 2013 - 2017Value-based pricing-pricing a product according to its value to the customer rather than its cost-is the most effective and profitable pricing strategy.

Buyers need to evaluate the monetary benefits of a product against the price of its competitors.

Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore 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 a wide variety 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 draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need 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 will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.

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£42.99

£37.95

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