Pricing for Profit

About the Book

Pricing for Profit: The Manager’s Guide to Market Oriented Pricing was written to assist corporate managers in realizing the full potential available in the sell price as a company’s primary revenue and profit generator. The book is a radical departure from standard texts in its practical and quantitative approach. Because of its heavy use of formulas, graphs, reference tables, and pricing rules and guidelines, it will appeal primarily to marketers with a background in the natural sciences or engineering and less so to individuals who prefer a less rigorous treatment of the subject. A special feature of the book is three chapters devoted to price optimization techniques for determining sell prices of products or services designed to achieve maximum sales revenues or profits for the firm. Numerous examples throughout the text demonstrate use of all pricing formulas and techniques presented. Because the book covers all the relevant pricing topics in a logical sequence, with each chapter building on the material of the previous one, Pricing for Profit should also be of considerable interest to academia. In a business school MBA program, for example, it could serve either as the primary text in a course on market oriented pricing or, in a marketing class, as a pricing supplement to one of the standard marketing texts. Finally, many business executives and managers who are not normally directly involved in the pricing function could benefit from reading this work for a new perspective on pricing and the many methods and techniques available to improve the bottom line through proactive, market oriented pricing.

About the Author

Peter Zell grew up in Stuttgart, Germany and in Oak Park, Illinois where he attended grammar and high school. He is a graduate of the University of Illinois and the University of Virginia, where he majored in electrical engineering, and the John Marshall Law School in Chicago. After serving on active duty with the U.S. Army, the author was employed as an engineer with the National Aeronautics and Space Administration in Virginia. He left the NASA for the Columbia Business School in New York City where he received the MBA degree. There followed a career in marketing and sales management with several multinational companies. Since 2003, Mr. Zell has lived in retirement in Arizona where he enjoys working out and swimming, travel, and writing. He is the author of two previous books both published by Xlibris.