Pricing Process Questions

  • Are your pricing policies well-defined, allowing for both control and flexibility?
  • Are those policies aligned with strategies to grow revenue and profits?
  • Are mechanisms in place to monitor pricing policy compliance over time to identify potential abuse?
  • Do you have incentives in place to encourage pricing compliance and increase sales growth?
  • Is there a process to handle pricing exceptions? Are they clearly defined?
  • Are roles, responsibilities, and decision rights

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Pricing Consideration Questions

  • Do we have a thorough understanding of our customers’ purchasing patterns and psychology, and of the drivers of decision making in our category?
  • Have we embedded pricing discussions into the innovation and new-product launch process so that any opportunities to bundle or unbundle products, create all-in-one systems, or develop add-on products are identified early on?

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