IDEAS home Printed from https://ideas.repec.org/h/spr/mgmchp/978-3-642-29169-2_5.html
   My bibliography  Save this book chapter

Price Policy: The Price Is Right. .

In: Sales Excellence

Author

Listed:
  • Christian Homburg

    (Universität Mannheim)

  • Heiko Schäfer
  • Janna Schneider

Abstract

This chapter discusses a range of pricing strategies that a savvy sales manager might consider. Topics covered here include: Premium, mid-value, and economy pricing Cost- and value-based pricing Issues of price discrimination Managing discounts and terms Price promotions Competitive bidding and internet auctions Price harmonization (and international trade issue) In sum, this chapter provides coverage of both the basic pricing issues that all sales managers must consider as well as more sophisticated topics that will prove thought-provoking to even the most seasoned sales managers.

Suggested Citation

  • Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Price Policy: The Price Is Right. . ," Management for Professionals, in: Sales Excellence, edition 127, chapter 5, pages 61-81, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-642-29169-2_5
    DOI: 10.1007/978-3-642-29169-2_5
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:mgmchp:978-3-642-29169-2_5. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.