March 5th 2012
Pricing Strategies.A marketing approach. Robert M. Schindler. 2012. ISBN 9781412964746. Written as a business school textbook, this is a very useful reference book for all. The dive is deep but the author takes good care of you as he guides you through quite a comprehensive look at all aspects of pricing. I was taken with his simple description that in a negotiated price situation, value is determined by how well your product satisfies all your customers needs. A salesman is best situated to assess, extract and match those needs to the product offering such that the overall value provided exceeds the price asked. You will appreciate Schindler’ s framework for differentiation of customer needs. They range from objective ,aesthetic/hedonic, social, reliability, and product convenience needs. The book makes good use of current case studies where he names names and describes the results
- Guest Post: Pricing Skills Today & Tomorrow (rocketbuilders.blogspot.com)
- Contextual Pricing. The death of list price and the new market reality. Rob Docters, John G. Hansen, Cecilia Nguyen & Michael Barzelay.
- Secrets of Selling Services. Everything you need to sell what your customer can’t see. Stephan Schiffman
- When does the customer first ask about price? Pricing part 2.
- Pricing for Profit. How to command higher prices for your products and services. Dale Furtwengler.
- Need a pricing strategy? Fire a customer. National Post Dec 7 2010