ABSTRACT
This chapter presents an interview with Scott Letts who is Director of Pricing at The Crosby Group. Scott Letts started out in sales. From sales, he came into the business and learned about marketing. He gained experience in new product development, from the customers' needs to the market pricing. Experience in sales and marketing really helped, because as Scott Letts moved from each position he was dealing with different functions and stakeholders, learning the business from different perspectives and building relationships with the internal customers. When Scott Letts moved from marketing to pricing, he started out at a smaller division within Parker Hannifin. Scott Letts think a good pricing manager has to be able to deal with internal and external customers and understand how to talk to people. He has worked at companies where sales had absolutely no say in what the price was; it was totally the responsibility of the pricing function.
