Pricing Questions for Your Company and Your Customers
What a company should ask itself
- Do we understand customer profitability at the transaction level (by product, customer, and channel)?
- Who really buys our product and why?
- Which customers would we fire? Which customers should we be doing our best to keep?
- Do we scientifically measure pricing choices made by customers?
- What drives our customer segmentation? How do we approach our customers differently?
What a company should ask customers
- Are
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Authors: George Stalk, Jr., Peter Stanger, Peter Wetenhall, Philippe Morel | Source: Pricing Myopia | Subject: Pricing