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Angebotspreisfindung Bei Umkämpften Aufträgen: Ein Entscheidungstheoretisches Modell
Paperback
Series: Schriften Zum Vertriebsmanagement
ISBN13: 9783658079451
Publisher: Springer Nature
Published: Dec 18 2014
Pages: 285
Weight: 0.89
Height: 0.69 Width: 5.83 Depth: 8.27
Language: German
Viele Vertriebsorganisationen wissen, dass sie teurer als der Wettbewerb sein dürfen; aber sie wissen nicht, wie weit sie gehen können. Thomas Weiber entwickelt eine Methode, um aus den Merkmalen in der Vergangenheit gewonnener und verlorener Aufträge für alternative Preise die Gewinnwahrscheinlichkeit zu schätzen und einen optimalen Angebotspreis zu bestimmen. Sein Modell bezieht auch den Wert zukünftiger Geschäfte mit dem Kunden ein. Die Methode ist nicht nur für das Projektgeschäft im Maschinen- und Anlagenbau, in der Informations- und Telekommunikationstechnologie oder in der Beratung relevant. Solche Methoden werden zunehmend auch im Commodity-Geschäft eingesetzt, um Echtzeit-Entscheidungen über Tages- und Wochenpreise zu unterstützen. Schnelle Datenbanktechnologie und Big Data eröffnen hier künftig neue Möglichkeiten, für die der Autor eine wichtige Basisarbeit liefert.
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