Pricing Management: Capturing Value for Distributors
Written expressly for wholesale distributors of all types and sizes by Scott E. Benfield and Jane E. Barnard, this book explains how to boost bottom-line profits through a more systematic and market-driven approach to pricing. The 173-page manual counsels wholesalers to develop a corporate-level, pricing-management function that focuses primarily on the varying types of customers served and their equally varying product and service needs. The book contrasts this approach to the practice of leaving pricing decisions to field sales personnel, while creating compensation systems that inadvertently reward them for cutting prices in response to competitive presssures.
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Single copies starts at
Book $70
NOT eligible for the Karl E. Neupert Endowment Fund Donor Discount
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