Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers
| Author | : | |
| Rating | : | 4.57 (995 Votes) |
| Asin | : | B01LWS4GL8 |
| Format Type | : | |
| Number of Pages | : | 201 Pages |
| Publish Date | : | 2015-08-28 |
| Language | : | English |
DESCRIPTION:
Teri Elliott said Four Stars. Outstanding book on calculating value - highly recommended.. Top Business book of 2016. Each year there is a business book that stands out because it has tackled a tough business issue or shared a view that is quite different to how business is currently conducted. The book from Snelgrove and Hinterhuber on Value has achieved both. I think it is extraordinary because it challenges procurement and critical suppliers to rethink the business model of fighting over price to how to leverage and jointly create value.If you are an executive from a top global business buy a truck load a. A Practical Guide for Maximizing the Return on the Customer Value that You Deliver Eric B. Choosing, creating, and communicating superior customer value and converting that value into profit is the foundation of business-to-business marketing. It's hard to effectively manage what you can't measure. This book pulls together the latest thinking from both thought leaders and successful practitioners on how to quantify customer value and use it to improve sales and marketing performance. Filled with real world examples and practical advice, even the most advanced companies will find id
Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price.Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers.With contributions from global industry experts this book provides cutting edge research on value quantific
. Andreas Hinterhuber is a Partner of Hinterhuber & Partners (hinterhuber) and a Visiting Professor at the University of Bolzano, Italy. He has led consulting projects in pricing in B2B and B2C companies worldwide, includingLufthansa, Tieto, International Paper, Continental, SPX, Fercam, Swarovski, Würth-Ho
This book articulates these differences, and creates a framework that can help resolve the issues, creating a mutually compatible lens for understanding this often misunderstood concept.’ - Robert Handfield, Bank of America, Distinguished Professor of Supply Chain Management and Director of Supply Chain Resource Cooperative, North Carolina State University, USA'Quantifying and understanding the value proposition is key to business success. But how to put the idea to practice? This book focuses on what matters most: to "challenge" customers and help them rethink their assumptions, vendors need data and value quantification. No wonder buyers have the upper hand! The world really needs this book and I congratulate Andreas Hinterhuber and Todd Snelgrove on putting together a truly fantastic piece of work.'- Professor Malcolm McDonald, MA (