1. A Masterclass in Price Management
Who Should Attend?
This programme is for all sales people who
wish to develop a highly effective, successful
and professional approach to handling price
and price negotiations
The Key Outputs:
Improved skills that enable you to manage
your sales approach more effectively when
planning to sell the price.
Developed skills and knowledge of how to
plan and position price strategies .
More confidence to succeed in your future
price negotiations.
The Date: Friday 12th July
The Location: Kettering Park Hotel, Kettering
The Investment: £499.00 excluding VAT
The Agenda:
Introduction and Objectives
Setting the objectives for the participants.
Communicating Value
How to communicate the value your company offers to your customers.
Managing the Price Discussion
Understanding ‘How Cheap’?; The Options, Implications of No and defining your
pricing strategy. Focus on the implications to profit and volume if we price discount
The Process for Managing Price
Understanding the timing of Price Objections, Analysing the components of price
and building business cases in price and contract negotiations
The Skills in Managing Price
Delegates will practise and focus on: Handling the early price challenge; different
formats for presenting price; dealing with competitive offers and become skilled in
techniques and counter techniques of the professional buyer
Negotiating Commitment
Using all available resource to achieve the best result. Win-Win without losing
profit or reducing price
Personal Action Planning
How to implement the key learning points.

2. MERCURI INTERNATIONAL (UK) LTD
3000 HILLSWOOD DRIVE
HILLSWOOD BUSINESS PARK
CHERTSEY
SURREY
KT16 0RS
TEL: 01932 844855
WWW.MERCURI.CO.UK