Too often, managers treat pricing as a tactical problem in financial analysis or sales management. In fact, pricing products and services is a strategic problem that requires coordination of many functional areas. The ability to manage effective pricing affects a company's growth and profitability more quickly and directly than any other strategic decision.
During this program participants will learn to:
- Standardize discounting criteria to enable salespeople to respond more quickly and consistently with price offers that meet customers' needs.
- Evaluate the real financial implications of pricing decisions.
- Use pricing strategically to guide a business to long-term profitability, rather than reactively to solve short-term problems.
- Determine when it makes sense to compete on price and when it does not.
- Determine which value-added alternatives to price competition are appropriate for your business.
Who Should Attend
This seminar is designed for senior managers and executives of companies in business-to-business, service, and consumer markets, who analyze, recommend, or approve pricing decisions. It is especially valuable for directors of marketing, finance, sales, and planning and for managing directors and presidents of smaller companies, who are introducing new products, facing significant price competition, or failing to achieve prices that reflect the value they deliver.
- Costing and Financial Analysis
- Analyzing the Profitability of Price Change
- Managing Customer Value and Price
- Understanding How Buyers Seek "Good Value"
- Segmented Pricing
- Pricing Psychology
- Managing Price Competition
- Formulating Pricing Strategy
- Pricing Over the Product Life Cycle