- Item type
- Book
- Language
- anglais
- Pages
- viii, 280 p.
- Publication year
- 1989
- ISBN
- 0-434-92214-5
- Content notes
- 1. Instant pricing --- 2. How prices affect business performance --- 3. A business planning process based upon the market --- 4. Cost-related pricing system --- 5. Market-related pricing system --- 6. Finding the soft areas of the market --- 7. Competitor-related pricing system --- 8. Handling fierce price competition --- 9. Making prices changes to force your market share and profits --- 10. Price negotiation strategies --- 11. Price presentation --- 12. Price bargaining tactics --- 13. Organizing for pricing decisions.
“There are hundreds of books on pricing. Most of them do not cover the things managers really want to know. Things such as how to handle a price war, and survive. Such as how to structure your discount policy. How to negotiate your prices properly. Which is the most profitable pricing position in the market. How ‘morality’ affects pricing decisions. And the ultimate issue of all is not generally covered in other books – this is the fundamental question: ‘what will the market bear?’” –from back cover.
1. Instant pricing --- 2. How prices affect business performance --- 3. A business planning process based upon the market --- 4. Cost-related pricing system --- 5. Market-related pricing system --- 6. Finding the soft areas of the market --- 7. Competitor-related pricing system --- 8. Handling fierce price competition --- 9. Making prices changes to force your market share and profits --- 10. Price negotiation strategies --- 11. Price presentation --- 12. Price bargaining tactics --- 13. Organizing for pricing decisions..
