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1 Step 1

„Pricing Excellence”

self assessment


Assess your pricing excellence areas by answering the below questions:



Pricing strategy and price setting („Set the line”)

1. We have clearly defined strategy with focus on (1) profit vs. (2) market share.
2. We exactly know how to price our products against our competitors.
3. We know what is our customers’ willingness to pay for our products.
4. We set the prices using the price elasticity of our customers and distribution channels.


Implementing prices („Hold the line”)

5. Our condition and discount policy is well structured. We know the value of the discounts given by every sales representative.
6. The rules and process of granting special deal (prices) for customers are clearly defined and respected by sales team.
7. The product portfolio is clear and simple to understand by our sales team and customers.
8. Each sales representative knows the value drivers of our products and uses them during sales process.


Monitoring prices („Review the line”)

9. We have all the necessary price information available in one price database.
10. We use tools for price reporting and monitoring (e.g. price dashboards/cockpits).
11. We have clearly defined responsibility for price setting in the organization (e.g. a Pricing Manager position).
12. We systematically analyse the results of our actions (e.g. price changes) and use them for decision making.

Final score: [field44 + field45 + field46 + field47 + field48 + field49 + field50 + field51 + field52 + field53 + field54 + field55 + field56 + field57]

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