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Pricing and Sales Management

Pricing and Sales Management

Learn from renowned faculty & understand how other businesses are transforming themselves. Power your company with easy implementable strategies.


₹ 100,300

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Course Highlights

  • Batch Starts January 06 - 10, 2020

  • CEMS Alliance

  • Only Management Institute in India with triple accreditationsby AACSB, AMBA and EQUIS.

  • Rank 23rd globally

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Duration: 5 Days

Mode of learning: Classroom

Course Overview

Who should do this course ?
  • Middle to senior

  • Corporate planners

  • Financial officers & pricing executives

  • Marketing managers

  • Sales managers

What are the course deliverables ?
  • Understand the “power of pricing”

  • Develop a refined understanding of value-based, cost-based, and competitor-based pricing

  • Learn basics of measures and methods for estimation of consumer price response, price response elasticity, and willingness-to-pay (WTP) using tools like regression, conjoint analysis, field and quasi-experiments

  • Understand the nuances of bundle pricing, product line pricing, “good-better-best” pricing

  • Develop understanding and skills in competitive pricing and dynamic pricing strategies

  • Grasp “Do’s and Don’ts” of delegation of pricing authority to sales agents

  • Understand the “price waterfall” and effective pricing organization and control

More about this course
  • It is well known that, among all the drivers of a marketing organization’s profit (e.g., price, advertising, variable cost, fixed cost, sales volume, etc), improvements in pricing have the most powerful effect on the bottom-line. The overall goal of this course is to improve the understanding as well as ability of corporate planners, marketing and sales managers to develop and implement superior pricing and sales generation strategies based on sound theory, metrics, and cutting edge methods. Participants will be exposed to pricing analytics to the extent that these tools enhance decision-making.

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