PRICING FOR SALES

The Pricing for the Sales Function course is a certificate program designed to equip aspiring and seasoned professionals with a deep understanding of pricing strategies within the sales process. Whether you want to establish a strong foundation or refine your expertise, this course provides a structured approach to mastering pricing concepts that drive successful sales outcomes. Through this program, participants will explore the key pricing principles, including value-based pricing, discounting strategies, and competitive positioning. By completing this course, sales professionals will gain the knowledge and confidence to implement effective pricing strategies, setting the stage for more advanced learning in our sales and marketing curriculum.

Course Instructor Sudarshan Raman

FREE

Pricing for the Sales Function

Pricing is a critical element of the sales function, directly impacting revenue, market positioning, and customer perception. It is both a competitive tool and a profitability driver, influencing purchasing decisions and brand value.

An effective pricing strategy requires understanding customer demand, cost structures, and competitor pricing models. Sales teams must align pricing with business objectives while ensuring customer value-based communication. Dynamic pricing strategies, discounts, and promotional pricing drive conversions and market penetration.

This course, structured into 5 core chapters, provides a step-by-step guide to understanding and executing price with alignment from the business and marketing functions while managing a relative sense of autonomy in the field to realize objectives in alignment with other functions and achieve measurable success.

5 Chapters of Pricing Management for the Sales Function

1 Understanding Pricing Models

2 Common pricing standards
5 Basic Pricing Models
10 Selling Tactics in Pricing
5 Golden Rules of Selling Price

2 Communicating Price and Value

Linking price to value
Objections, Listening & Trust
Handling price objections

3 Discounts and Promotions

Effective use of discounts
Impact of promotions on long-term value

5 Negotiating Price

Negotiation formula
Strategies for price negotiation
Maintaining profitability
Post Negotiation

5 Psychological Pricing Tactics

Pricing formula
Understanding Pricing psychology
Techniques in pricing
Monitoring & Adjusting

what students will benefit from in this Pricing and Negotiation for Sales course:

Grasp essential pricing models, structures, and the principles behind effective price setting.
Communicate price with confidence by linking it to value, trust, and objection handling.
Apply discounts and promotions wisely to drive sales without compromising long-term value.
Develop negotiation strategies that protect profitability and lead to successful deal closures.
Leverage psychological pricing tactics to influence buyer decisions and enhance selling impact.

Understanding Pricing Models

INSTRUCTOR INTRODUCTION

Video