- Hardcover: 288 pages
- Publisher: McGraw-Hill Education - Europe; ed edition (1 October 2011)
- Language: English
- ISBN-10: 9780071761680
- ISBN-13: 978-0071761680
- ASIN: 0071761683
- Product Dimensions: 16 x 2.3 x 23.6 cm
- Boxed-product Weight: 476 g
- Average Customer Review: Be the first to review this item
- Amazon Bestsellers Rank: 29,974 in Books (See Top 100 in Books)
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Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value Hardcover – 1 Oct 2011
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About the Author
Harry Macdivitt served as marketing director in a leading electronic controls company, with specific responsibility for strategic management, new product marketing, and development for U.K. and international markets (United States, Russia). He has run training programs for corporations in the United Kingdom, European Community, North America, and China and works regularly with growth-oriented small- and medium-sized businesses.
Mike Wilkinson works worldwide with clients across a diverse range of industries and business sectors focusing on value and value selling. He has worked in a wide range of senior sales positions and has experience of fast-moving consumer goods as well as business-to-business sales.
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Most helpful customer reviews on Amazon.com
Your emphasis on the selling distribution channel is spot on. Providing the sales channel with a methodology to quantify the value proposition and in your words utilize revenue generation, cost reduction and emotional value where it makes sense to do so is a strong incentive.
As a pricing consultant,Value Based Pricing is a must read for companies that are really serious about improving profitability and unifying their interdepartmental teams under the pricing banner.
Is an excellent book to starts to think about our time. This time that we need to create, capture and delivery value. But for that, is necessary to know how to price it. Macdivitt made a seminal contribuition over the possibility to executives (and professionals in general) to price your work/service. Is an good with a soft read, fast and rich comments!
- moving beyond theory to the "how to"
- providing useful frameworks and tools that you can immediately begin to put to use in your business
- linking value pricing to selling. Value pricing is a great concept, but it is worthless if the sales team can't sell on value. This book does a nice job of linking pricing and selling
- addressing organizational and implementation issues related to value based pricing
I've read many of the pricing books in print today. There are many very good ones. This book, along with Pricing with Confidence by Burton and Holden, is one of my favorites for its practical approach to quantifying, communicating and capturing value in B2B markets.
I especially liked their spot-on skewering of the nine dubious assumptions underpinning Cost-Plus pricing methods (the default approach to pricing at many companies). The authors then explain how to gauge what products and services are worth to various customer segments and customers, so that more appropriate prices can be set or negotiated. They also provide guidelines for a value-oriented selling approach, and for implementing value-based pricing within a business organization. The authors support their thesis with numerous case studies, tables, and planning tools.
It's great when you find a good read, and highly actionable information, in the same business book. Value-Based Pricing comes through on both counts.