麦肯锡工作手册(套).pptVIP

* 设立销售战略 驱动执行杠杆 有效结构 销售技巧 和支持 基于业绩的 测量和奖励 测量和追踪结果 基本激励/业绩补偿 财政和非财政奖励 的平衡 * pricing * Pricing-- provide the value Companies can also provide value to their customers through careful pricing decisions。 Despite the huge profit leverage of improved price performance， pricing is among the most undermanaged basic functions within our clients today。 The issues， opportunities， and threats in pricing can be explored across three distinct but related levels of piece management： the supply-demand level the product/market strategy level the transaction level Making positive pricing change happen