Value First, Then Price

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<P>Value-based pricing ¿ pricing a product or service according to its value to the customer rather than its cost ¿ is the most effective and profitable pricing strategy. <I>Value First, Then Price</I> is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases.</P><P>This book offers a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, it provides students and researchers with a method by which to draw invaluable data-driven conclusions, and gives sales and marketing managers the theories and best practices they need to quantify the value of their products and services to industrial and B2B purchasers. The 2<SUP>nd</SUP> edition of this highly-regarded text has been updated in line with current research and practice, offering three new chapters covering new case studies and best practice examples