“Pricing the Profitable Sale: The Manager’s Guide to Value Pricing” by H. Peter Zell is now available for purchase
“Among the mix of four marketing strategy variables, price has some very unique properties. One of these, and perhaps the most important, is its direct and strong impact on profits.”
– an excerpt from the book
Author Reputation Press is honored to publish “Pricing the Profitable Sale: The Manager’s Guide to Value Pricing” by H. Peter Zell. In this insightful masterpiece, the reader will find numerous pricing problems and their solutions worked out in detail both mathematically and graphically. The purpose of the publication of this work is not intended to replace any of the leading pricing texts of the day but rather to complement them. This book is now available on Amazon, Barnes & Noble, and the ARP website.
The author of the book, H. Peter Zell, grew up in Stuttgart, Germany, and in Oak Park, Illinois, where he attended high school. He holds a B.S. degree in electrical engineering from the University of Illinois. After two years of active duty with the U.S. Army Reserve, Mr. Zell was employed as an engineer by the National Aeronautics and Space Administration in Virginia.
He subsequently left for New York City to study business administration, earning an MBA degree from the Columbia Business School. There followed a successful career in marketing and sales management with diverse multinational companies, both stateside and abroad. Mr. Zell also holds a law degree and is a retired member of the Illinois State Bar Association. Since 2003, he has lived in retirement near Phoenix, Arizona.
Before a sales transaction can occur, the seller must first establish a price and the terms of sale for each of the numerous and varied products and services provided. The focus of this book is to determine a price that will be acceptable to both the seller and the buyer.
“Pricing the Profitable Sale: The Manager’s Guide to Value Pricing” represents a complete revision of a prior work entitled Pricing for Profit: The Manager’s Guide to Market Oriented Pricing. Like the earlier book, its purpose is to assist corporate managers in realizing the full potential available in the product or service 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 sciences or engineering and less so to individuals who prefer a less rigorous treatment of the subject.
A special feature of the book is the three chapters devoted to price optimization techniques for determining the sale prices of products or services designed to achieve maximum sales revenues, market share, or profits for the firm. Numerous examples throughout the text demonstrate the use of the material presented.
“Pricing the Profitable Sale: The Manager’s Guide to Value Pricing” should also be of interest to academia. In a business school MBA program, it could serve either as the primary text in a course on pricing or, in an advanced marketing class, as a supplement to one of the standard marketing texts.
“Pricing the Profitable Sale” by H. Peter Zell is now available for purchase via ARP Bookstore: https://authorreputationpress.com/products/pricing-the-profitable-sale-the-manager-s-guide-to-value-pricing.