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Understanding Value from the Customer's Perspective, 4/11/2017 10:00:00 AM CDT ( + 15 more) , Live Webcast Replay, More info »
Understanding Value from the Customer's Perspective
Live Webcast

Understanding Value from the Customer's Perspective

Total Credits: 1 including 1 Business Management & Organization

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ACPEN Industry Institute |  Industry
Faculty :
John L. Daly
Course Level:
1 Hour
Access for 40 day(s) after program date.


When a company has a unique, well-differentiated product, understanding value from the customer's perspective becomes the most important factor in profitable pricing.  Yet, many organizations adopt a "value pricing strategy" without having performed the analysis to understand either how much they could get for their products or the minimum acceptable price.  


This session discusses four techniques for understanding value and two cases which will allow application of the lessons learned.  

Basic Course Information

Learning Objectives

*Understand four techniques for understanding the customer's perception of product value

Major Subjects

*Value's role in product pricing

*When a value pricing strategy is and is not appropriate

*Four techniques for understanding value:  

- Expert judgement  

- Customer surveys  

- Price experimentation  

- Analysis of historical data  


Course Materials


John L. Daly Related seminars and products: 23


John L. Daly, MBA, CPA, CMA, CPIM, is a Chelsea, Michigan-based management consultant specializing in costing, pricing strategy and pricing model development.  He has taught continuing professional education courses since 1995 and began doing ethics seminars two weeks before the Enron scandal.  John has been CFO for a Tier 1 automotive parts supplier and a large restaurant chain and COO for a window treatments manufacturer and retailer.  He is the author of Pricing for Profitability, published by Wiley and Sons.

Additional Info

Basic Course Information

Prerequisites Some pricing experience is helpful
Advanced Preparation None
Original Recording Date 02/22/2017
Yellow Book No
Course Developer Executive Education, Inc.
Date Added to Catalog 12/21/2016

Additional Information

Complaint Resolution Policy Please contact Anne Taylor for any complaints., (972-377-8199).
Official Registry Statement Business Professionals' Network, Inc. is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Web site:
Instructional Delivery Method Group Internet Based
Course Registration Requirements Online Registration
Refund/Cancellation Policy Please contact the ACPEN help desk 1-877-602-9877 or if you wish to cancel your attendance for a previously purchased webcast and are requesting a refund or transfer.

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