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Earn 5.0 CPE Credits in Specialized Knowledge
Price negotiations is one of the toughest challenges in B2B pricing. Far too frequently, sales team’s discount unnecessarily or far deeper then needed. Their behaviors aimed at closing deals, while well intended, often have unintentional consequences – they create more price aggressive customers and competitors which result in lower market prices. Additionally, when businesses raise price their success rate is generally far short of expectations. They assume that competitive and market dynamics were not favorable‒their price or price increase was set too high‒when the real reason is often the lack of strong price negotiation skills.
This course covers proven practical strategies, best practices and tactics that sales resources need to successfully implement price increases, negotiate deals with no or minimal price decreases as well as have a positive impact on the future market price.
Attendees will learn:
Professional Pricing Society is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have the final authority in the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.
Refunds and Cancellations: Refunds are not available, but if the learner is within the first 25% of their course they can choose to transfer enrollment to another offering. For complaints or concerns, please contact our offices at 770-509-9933.
Joanne Smith is the author of The Pricing and Profit Playbook (Bradley Publishing – October 1, 2013), and the former DuPont Corporate Head of Marketing, Pricing and Customer Loyalty. She achieved her B.S. from Drexel University and completed Advanced Marketing and Sales Courses with Kellogg School of Management Program. She is a certified Six Sigma Champion.