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 1|7 pages


chapter 1|6 pages


ByAndreas Hinterhuber, Stephan M. Liozu

part 2|29 pages

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
ByHinterhuber Andreas, Todd Snelgrove

chapter 4|8 pages

Shedding the Commodity Mindset *

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

part 3|57 pages

Engaging the sales force

chapter 5|8 pages

Change management and pricing

Getting the sales force on board
ByStephan M. Liozu

chapter 6|10 pages

Interview with an expert

Mr Marco Meyrat, Member of the Executive Board of Hilti Corporation
ByStephan M. Liozu, Marco Meyrat

chapter 7|16 pages

Salespeople's learning by doing and pricing strategy

ByQiang (Steven) Lu, Ranjit Voola, Shahriar Akter

chapter 8|12 pages

How to get the sales team to embrace pricing improvement

ByDavid Dvorin

chapter 9|9 pages

Having the value conversation

ByRonald J. Baker

part |62 pages

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, Neil Rackham

part |56 pages

Aligning sales force incentives and building the infrastructure

chapter 15|11 pages

Pricing delegation and sales force compensation

ByEvandro Pollono

chapter 16|25 pages

Delegating pricing authority to the sales force

The need for a turnaround in research and practice
ByCarmen Balan

chapter 17|7 pages

Using Mix Measurement to Drive Profitable Sales Growth

ByDev Tandon

chapter 18|11 pages

The Fast-Changing Intersection of Price and Value

A smarter way to think about customer perceptions
ByJeff Robinson