ABSTRACT

Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" – converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force.

A selection of the world’s leading specialists explore different aspects of sales force and pricing strategy integration:

  • introduction: overview on the state of the art;
  • building key capabilities: best practices for building sales force capabilities in pricing and value quantification;
  • engaging the sales force: driving organizational change processes with the sales force;
  • designing effective selling processes: designing and implementing processes that enable superior performance, and;
  • aligning sales force incentives and building the infrastructure: insights into how to align sales force incentive schemes; tools and instruments to enable the sales force to perform.

The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.

part |2 pages

PART I Introduction

chapter 1|6 pages

Introduction

ByAndreas Hinterhuber, Stephan M. Liozu

part |2 pages

PART II Building key capabilities

chapter 2|13 pages

Value quantification: the next challenge for B2B selling

ByAndreas Hinterhuber

chapter 3|6 pages

Interview with an expert: Mr Todd Snelgrove, Chief Value Officer, SKF

ByAndreas Hinterhuber, Todd Snelgrove

chapter 4|9 pages

Shedding the commodity mindset

ByJohn E. Forsyth, Alok Gupta, Sudeep Haldar, Michael V. Marn

part |2 pages

PART III Engaging the sales force

chapter 5|8 pages

Change management and pricing: getting the sales force on board

ByStephan M. Liozu

chapter 7|16 pages

Salespeople’s learning by doing and pricing strategy

ByQiang (Steven) Lu, Ranjit Voola, and Shahriar Akter

chapter 8|12 pages

How to get the sales team to embrace pricing improvement

ByDavid Dvorin

chapter 9|10 pages

Having the value conversation

ByRonald J. Baker

part |2 pages

PART IV Designing effective sales processes

chapter 10|7 pages

Stop reacting to buyers’ price expectations—manage them

ByThomas T. Nagle, Joseph Zale

chapter 11|20 pages

Value-based selling: toward new practices of creating and sharing value

ByPekka Töytäri, Risto Rajala

chapter 12|10 pages

Designing effective sales processes to drive profits via pricing

ByTapio Nissilä

chapter 13|10 pages

Breadth of a salesman

ByJohn R. DeVincentis and Neil Rackham

part |2 pages

PART V Aligning sales force incentives and building the infrastructure