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Rüdiger, Steffen; Elliger, Clemens; Weigel, Christian: Value pricing in the chemical industry : most powerful lever to profitability. In: Journal of Business Chemistry Issue Journal of Business Chemistry. 2007, page 33-39
Content
Introduction
Charging for the Perceived Value
The Sales Force Needs a Different Incentive System
Three Steps on the Way: Strategic Pricing, Operational Pricing and Implementation
A Sensible Task - Key success factors
Further Marketing and Sales Methods
Appendix 1
The pricing survey
Appendix 2
Ten golden rules – from a successful pricing initiative with the BASF AG:
Appendix 3
A Pricing diagnostic
B Negotiation diagnostic
