When companies seek to understand how market prices are evolving, they can often rely on comprehensive reports from market research institutes, especially in the B2C sector, particularly in cases where substantial marketing budgets of international corporations are being planned based on clear market analyses. In the medium-sized sector the situation is different, especially in the realm of B2B. Extensive market studies do not prove cost-effective here because markets tend to be smaller and highly segmented. In the absence of external studies, it’s essential to explore alternatives. Why not harness your own sales team for market and pricing research? This is the subject of today’s newsletter.

I hope you will have an interesting reading.

To read/download this newsletter (pdf) please click here:
https://www.unicconsult.com/wp-content/uploads/2023/11/Riekhof-on-Pricing-No-42-en-Pricing-Research-via-Sales-Teams.pdf

You would like to read the german version?
Please click here for more:
https://www.unicconsult.com/pricing-newsletter-no-42-2020-aussendienst-fuer-das-pricing-research-nutzen

Best regards,
Prof. Dr. Hans-Christian Riekhof