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.
Andreas Hinterhuber is a Partner of Hinterhuber & Partners (www.hinterhuber.com). He is also a Visiting Professor at USI Lugano, Switzerland and was acting chair and head of the Department of International Management at Katholische Universitat Eichstatt-Ingolstadt, Germany. Stephan M. Liozu is Assistant Professor of Management and Strategy at Chatham University, USA. He is also the founder of Value Innoruption Advisors (www.valueinnoruption.com), a consulting boutique specializing in the design and execution of value, pricing, and innovation strategies.
Part I: Introduction 1. Introduction (Andreas Hinterhuber and Stephan M. Liozu) Part II: Building Key Capabilities 2. Value Quantification-The next challenge for B2B selling (Andreas Hinterhuber) 3. Interview with an Expert: Mr. Todd Snelgrove Chief Value Officer, SKF (Todd Snelgrove) 4. Shedding the Commodity Mind-Set (John E. Forsyth, Alok Gupta, Sudeep Haldar and Michael V. Marn) Part III: Engaging the Sales Force 5. Change Management and Pricing: Getting the sales force on board (Stephan M. Liozu) 6. Interview with an Expert: Mr. Marco Meyrat, Member of the Executive Board of Hilti Corporation (Marco Meyrat) 7. Salespeople's Learning by Doing and Pricing Strategy (Qiang (Steven) Lu, Ranjit Voola and Shahriar Akter) 8. How to Get the Sales Team to Embrace Pricing Improvement (David Dvorin) 9. Having the Value Conversation (Ronald J. Baker) Part IV: Designing Effective Sales Processes 10. Stop Reacting to Buyers' Price Expectations - Manage Them (Thomas T. Nagle and Joseph Zale) 11. Value-Based Selling: Toward new practices of creating and sharing value (Pekka Toeytari and Risto Rajala) 12. Designing Effective Sales Processes to Drive Profits via Pricing (Tapio Nissila) 13. Breadth of a Salesman (John R. DeVincentis and Neil Rackham) 14. How to Optimise Collaboration Between the Sales Organisation and Pricing Management (Harry Macdivitt) Part V: Aligning Sales Force Incentives and Building the Infrastructure 15. Pricing Delegation and Sales Force Compensation (Evandro Pollono) 16. Delegating Pricing Authority to the Sales Force: The need for a turn around in research and practice (Carmen Balan) 17. Using Mix Measurement to Drive Profitable Sales Growth (Dev Tandon) 18. The Fast-Changing Intersection of Price and Value: A smarter way to think about customer perceptions (Jeff Robinson)