price enforcement

Price enforcement refers to all measures that a supplier uses to actually achieve an intended price on the market.

The need for price enforcement results from a partially imperfect level of information on pricing and the associated price risk. In price enforcement, special attention is paid to the sales and field service employees as they are often entrusted with the enforcement of the list price. Appropriate information systems and training, but also an adequate incentive can significantly improve successful price enforcement. The value selling approach, in which the product features are linked to the central aspects of customer benefit in the sales argumentation, can also support sales employees in the price implementation.

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