Price Policy: The Price Is Right

Christian Homburg (), Heiko Schäfer () and Janna Schneider ()
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Christian Homburg: Universität Mannheim

Chapter 5 in Sales Excellence, 2012, pp 61-81 from Springer

Abstract: Abstract This chapter discusses a range of pricing strategies that a savvy sales manager might consider. Topics covered here include: Premium, mid-value, and economy pricing Cost- and value-based pricing Issues of price discrimination Managing discounts and terms Price promotions Competitive bidding and internet auctions Price harmonization (and international trade issue) In sum, this chapter provides coverage of both the basic pricing issues that all sales managers must consider as well as more sophisticated topics that will prove thought-provoking to even the most seasoned sales managers.

Keywords: Price Discrimination; Conjoint Analysis; Price Difference; Sales Volume; Sales Manager (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-642-29169-2_5

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DOI: 10.1007/978-3-642-29169-2_5

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