Unless a company is selling a unique product to each customer, pricing should not be driven by a series of requests for one-off price approvals from sale force, since the sales force then becomes little more than a conduit for strategies designed by the customers. Changes in price should be driven by consistent policies designed to achieve the sellers market-level objectives. When the policies are aligned with those objectives and clearly articulated for the sales force, the sales reps (as well as distributors and channel partners) are motivated to sell on value rather than on price. - The Strategy and Tactics of Pricing, Thomas T Nagile/John E Hogan/ Joseph Zale
Posted on: Mon, 21 Jul 2014 05:52:12 +0000
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