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Ian Ruskin-Brown
ISBN: 9781854183743
Format: Paperback
Publisher:Thorogood
Edition: illustrated edition
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This is a practical guide for managers and directors in SMEs and such like on how best to manage their pricing policies, strategies and practices so as to capture more fully the value they provide to their customers, and so optimize their own business's profitability…
This book provides entrepreneurs with a practical guide on how to set and manage the pricing of both the products and services that they offer. It outlines the process of deriving a pricing strategy first, and then monitoring the profit implications of any pricing decisions made. In a logical, sequential format, the author sets out basic financial tools such as the Profit and Loss Account, and explains how best to understand, and negotiate within, the business to business and business to consumer markets. In a climate of market instability, the book is a timely examination of pricing as an essential practical discipline in the business world.
| ISBN | 1854183745 | | Pages | 371 | | ISBN13 | 9781854183743
(What's this?) | | Volumes | 1 | | Publisher | Thorogood | | Weight (grammes) | 744 | | Imprint | Thorogood | | Published in | London | | Format | Paperback | | Height (mm) | 234 | | Publication date | 19 Nov 2007 | | Width (mm) | 156 | | Library of Congress | HG4011 | | Spine width (mm) | 25 | | DEWEY | 658.816 | | Academic level | Professional / Scholarly | | DEWEY edition | DC22 | |
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| 1 | | An overview of the pricing process | | 5 | | 2 | | The foundations of the pricing decision | | 31 | | 3 | | How others price | | 77 | | 4 | | Price positioning and strategies | | 113 | | 5 | | Value-based pricing | | 153 | | 6 | | Pricing tactics - dealing with the day to day pressures on price | | 201 | | 7 | | Price wars - anticipating/preventing/fighting them (but only if you have to) | | 245 | | 8 | | The art of price negotiation | | 281 | | App. 1 | | Answers and discussions for the exercises | | 325 | | App. 2 | | The calculations for pricing | | 347 | | App. 3 | | Main sources and recommended reading list | | 357 | | | | Index | | 359 |
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