Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value

Value-Based Pricing Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value

Edited by Harry Macdivitt · Mike Wilkinson
McGraw Hill October 2011

Specifications

ISBN-13
9780071761680
Publisher
McGraw Hill
Publication
October 2011
Format
Hardback , 288 pages
Jurisdiction
International ? Countri(es) for reference only

Details

  • Shows salespeople, marketers, and business owners how to create a unique value proposition for customers, on which to base the price of products
  • Addresses the challenge of assigning value to intangible products, such as consulting, online services, and digital content
  • Case studies illustrate how value-based pricing works in a wide range of industries, such as agriculture, manufacturing, professional services, logistics, chemical, energy, and telecommunications

Table of Contents

Chapter 1: What is Value';

Chapter 2: The Customer Value Line;

Chapter 3: Basic Theory ' What you really need to know;

Chapter 4: Conventional Pricing Approaches ' Cost Based Pricing;

Chapter 5: Conventional Pricing Approaches ' Competition Based Pricing;

Chapter 6: Measuring the Triad;

Chapter 7: Building the Value Based Price;

Chapter 8: Review of VBP methods;

Chapter 9: Building the Value Proposition;

Chapter 10: Value Based Selling;

Chapter 11: Building a VBP strategy;

Chapter 12: Today's pricing issues;

Chapter 13: Legal issues in pricing in Europe

About the Author

Harry Macdivitt served as Marketing Director in a leading electronic controls company, with specific responsibility for strategic management, new product marketing and development for UK and international markets (US, USSR). He has run training programs for corporations in the UK, EC, North America, and China and works regularly with growth-oriented SMEs.

Mike Wilkinson has worked worldwide with clients across a diverse range of business sectors and has experience of FMCG, as well as B2B sales.

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