PRESENTER: George Cressman Founder & President, World Class Pricing George Cressman is founder and president of World Class Pricing, a consultancy specializing in helping clients build world class pricing managers. George has over 28 years of experience in the Chemicals industry, having worked in positions of pricing, marketing and business management, finance, research and manufacturing. George has consulted for the past 11 years with the Strategic Pricing Group and the Monitor Group. He has consulted with clients in Europe, South America and Asia in areas of business and marketing strategy, planning, pricing strategy, competitive strategy and marketing research. He has held Business, Sales, and Marketing Management positions at DuPont, Monsanto, and Union Carbide. Currently, Dr. Cressman is a member of the Advisory Board for the Institute for the Study of Business Markets, has served as a Trustee for the Marketing Sciences Institute, and is a Visiting Scholar at the University of Virginia. Dr. Cressman is an Adjunct Faculty Professor at the University of Delaware and Drexel University. Dr. Cressman holds an undergraduate degree in chemical engineering, an M.B.A., and his doctoral work is in marketing. The Sales Team and Pricing Success So you’ve built a really good value based pricing strategy. You’ve identified your customer targets, and you’ve figured out your value delivery. But now you’ve hit a major road block – your sales team just doesn’t seem interested in implementing the pricing strategy. How can you get your sales team to make your pricing strategy successful?   In this online course, we’ll show you how to develop a sales force that effectively implements value based pricing strategies. We’ll discuss the tools needed for the Sales Team to pursue your value based pricing strategy: The Four Critical Roles for the Sales Team: Discover customer needs from a value perspective and customer buying behaviors, Structure an appropriate offering with customer choices, Communicate value, and Negotiate to eliminate price concessions. The Four Essential Tools Marketing Must Supply the Sales Team: Appropriate Customer Targets, Offering-Price Menus, Negotiation Steps, and Price Structure. As we develop the tools for value based pricing strategy, we’ll show you how to enlist your Sales Team in implementing your value based pricing strategy. We’ll discuss: How to build the case for making value selling an everyday Sales Team priority. How to manage the political and cultural aspects of transitioning from selling on price to selling value. How to diagnose and master Sales Team motivation and the skills to sell and price for value. How to establish performance metrics and control systems that provide management of your progress in developing value based pricing systems.