By developing the metrics and processes to reliably execute your company’s pricing strategy, you’ll ensure appropriate price differentiation, set standards for consistent execution, and be able to assist your sales reps to become more effective at capturing price from your customers.

You’ll learn to take control over:

• Measuring the actual price performance of customers, sales reps, branches, and product and service offerings
• Profiling the price sensitivity of customers, product families, SKUs, part numbers and services at the customer, market segment, and sales rep levels
• Setting pricing performance standards
• Developing pricing processes and management policies
• Training and developing incentives for sales reps
• Developing quick wins around freight recovery, credit and payment issues, and minimum order quantities