Too often, managers treat pricing as a tactical problem in financial analysis or sales management. In fact, pricing products and services is a strategic problem that requires coordination of many functional areas. The ability to manage effective pricing affects a company's growth and profitability more quickly and directly than any other strategic decision.

During this program participants will learn to:

• Change customers' price perceptions to capture more value.
• Standardize discounting criteria to enable salespeople to respond more quickly and consistently with price offers that meet customers' needs.
• Evaluate the real financial implications of pricing decisions.
• Use pricing strategically to guide a business to long-term profitability, rather than reactively to solve short-term problems.
• Determine when it makes sense to compete on price and when it does not.
• Determine which value-added alternatives to price competition are appropriate for your business.