March 5th 2012
Pricing Strategies.A marketing approach. Robert M. Schindler.
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)
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- When does the customer first ask about price? Pricing part 2.
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Category: Pricing
