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Pricing and human capital: a guide to developing a pricing career, managing pricing teams, and developing pricing skills

By: Liozu, Stephan M.
Publisher: London Taylor & Francis 2016Description: xxiii, 213 p.ISBN: 9781138900530.Subject(s): Personnel management | PricingDDC classification: 658.8 Summary: The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals are often misunderstood and neglected from a career and talent perspective. Furthermore, the literature is still silent on how to manage and develop pricing teams. Pricing and Human Capital explores the specific nature of pricing human resources and focuses on how to manage pricing teams, pricing talent, pricing careers and how to organize the pricing function for success. It is dedicated to the pricing function and is aimed at helping pricing professionals manage their career within marketing, finance, sales or IT departments. By focusing on specific practical tips, tools and recommendations that pricing and HR teams can adopt to improve their relationships, and including extensive interviews with senior pricing executives, it is the perfect toolkit for both HR and pricing professionals. This valuable textbook with its collection of cases in pricing will also be essential for students and tutors of marketing and sales. https://www.routledge.com/Pricing-and-Human-Capital-A-Guide-to-Developing-a-Pricing-Career-Managing/Liozu/p/book/9781138900530
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Books Vikram Sarabhai Library
Slot 2151 (2 Floor, East Wing) Non-fiction 658.8 L4P7 (Browse shelf) Available 193312

Table of content

Part I: Talent Management in Pricing
1. New to or Interested in Pricing Leadership? Get Started with Talent Management
2. Interview with a Pricing Expert: Holly Krafft, VP of Strategic Pricing, Reed Elsevier
3. Interview with a Pricing Expert: Scott Letts, Director of Pricing, The Crosby Group
4. Interview with a Pricing Expert: Ian Tidswell, Head of Global Pricing, Syngenta
5. Lightning Strike: Pricing Developments in Asia (Jesper Hansson) Part

II: Pricing Skills
6. Learning and Getting Training in Pricing (Julie Martin)
7. Eight Essential Pricing Skills (Rick Cardot)
8. Interview with a Pricing Expert: Diana Zuzek, Global Chief Pricing Officer, 3M
9. Interview with a Pricing Expert: Kevin Lemke, VP of Pricing, Black & Decker
10. Interview with a Pricing Expert: Vishay Jayaswal, VP of Pricing, Cox Automotive
11. Lightning Strike: Why You Should Consider Formal Pricing Certifications
12. Lightning Strike: Ten Soft Pricing Skills to Pay Attention to and Develop

Part III: Organizing the Pricing Function
13. Pricing Councils Are Very Valuable for Businesses and a Pricing Career
14. Where Should Pricing Report In To?
15. Interview with a Pricing Expert: Raymond Almedia Jr., VP of Strategic Pricing Support and Analytics, Boston Scientific
16. Interview with a Pricing Expert: Gernot Dambacher, Head of Pricing & Management Systems, Evonik Industries AG
17. Interview with a Pricing Expert: Joe Siino, VP of Pricing, Avis Group
18. Interview with a Pricing Expert: Robert Smith, Global Director of Pricing, Eastman Chemical Co.

Part IV: Managing a Pricing Career
19. How to Leverage Business Conferences to Develop a Network and Help Your Career (Goran Cvetanovski)
20. PPS 2013 Survey
21. Is There a Career in Pricing? Deloitte White Paper
22. Interview with a Pricing Expert: Harold Peck, Corporate Vice President of Strategic Pricing, H. D. Smith
23. Interview with Pricing Experts: Bill McGill and Mary McGill, Partners, William Richard Associates
24. Lightning Strike: Ten Tips for Managing Your Pricing Career (Vernon Lennon)
25. Lightning Strike: Twelve Questions to Ask Before Accepting That Big Pricing Job

Part V: Careers in Pricing Consulting and Software
26. The Required Skills of Pricing Consultants (Frederico Zornig)
27. Interview with a Pricing Expert: Ryan White, Managing Partner, Insight for Profit
28. Interview with a Pricing Expert: Andres Reiner, President & CEO, Pros Holdings
29. Interview with a Pricing Expert: Michael Hart, Director of Pricing and Decision Support, Pittsburgh Glass Works
30. Conclusion: Putting It All Together!


The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals are often misunderstood and neglected from a career and talent perspective. Furthermore, the literature is still silent on how to manage and develop pricing teams.

Pricing and Human Capital explores the specific nature of pricing human resources and focuses on how to manage pricing teams, pricing talent, pricing careers and how to organize the pricing function for success. It is dedicated to the pricing function and is aimed at helping pricing professionals manage their career within marketing, finance, sales or IT departments.

By focusing on specific practical tips, tools and recommendations that pricing and HR teams can adopt to improve their relationships, and including extensive interviews with senior pricing executives, it is the perfect toolkit for both HR and pricing professionals. This valuable textbook with its collection of cases in pricing will also be essential for students and tutors of marketing and sales.


https://www.routledge.com/Pricing-and-Human-Capital-A-Guide-to-Developing-a-Pricing-Career-Managing/Liozu/p/book/9781138900530

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