Training: Pricing Excellence in Business Markets

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Pricing Excellence in Business Markets – Making Value the Center of Your Pricing Initiative

Abstract

What is the right price for a new product in business markets?  How should prices be managed?  Price setting and management decisions in business markets need a different approach than those used in consumer markets.  Though the core economics may be similar, the techniques differ.

In this course, we will provide an approachable overview of the leading method to pricing and managing prices in business markets.

Attendees Will Learn

  • How to set prices based on value
  • How to manage prices in the face of competition
  • How to translate differentiation into value
  • The value of price segmentation for enhancing profits and sell-through
  • The benefits, challenges, and best practices of discounting.

Audience

This seminar is appropriate for general executives in business markets.  Sales, marketing, finance, and product development benefit from this general pricing seminar.

Agenda

Item

Time (7 hrs)

Setting Price based on Value:  Exchange Value Models

1:00

The Role of Competition

0:30

Importance of Value Differentials

0:30

Pricing to Benefits

1:00

Case Study: Demand Drivers and Opportunity Identification

0:30

Value of Price Segmentation

1:30

Discount Management

1:30

Case Study: Price Management in Turbulent Markets

0:30

One-Sheet Overview of Price Training Courses