training
This training is held in German.
Price is the biggest profit lever for many companies. Nevertheless, pricing is often not done professionally. Don't give away profits through suboptimal pricing! Optimizing pricing takes into account performance-specific aspects, customer classification and the initial situation in each individual case. Learn how you can optimize your pricing through a systematic approach, successfully enforce prices on the market and thus increase the effectiveness of your sales.
Contents
Small leverage, big impact - typical challenges in price management
- Why pricing is becoming increasingly important.
- Profit or market share? - The company's target system.
- Be careful with discounts!
- Integrated price management.
The "market price" or all prices are made by the company!
- What does the customer pay for? - Various revenue models to profit optimally from your customers' actual willingness to pay.
- The role of competition and price-performance positioning.
- Costs vs. customer benefits - benefit-based pricing instead of conventional calculation methods.
- Excursus: Inflation and its impact on your own pricing and customers' willingness to pay.
Approaches and methods for optimizing pricing
- Value pricing - from list price to intelligent pricing models or how to adequately price added value.
- The price image - the subjective price perception.
- Bundling - creating intelligent service packages.
- Why you should not refrain from collecting willingness to pay.
Spare parts and service pricing
- Profit optimization or customer loyalty tool?
- Price differentiation in after-sales.
- Service contracts as a win-win option.
Price enforcement - "selling" good prices on the market
- Conditions management - pricing organization, conditions and incentive systems.
- Excursus: Value Selling.
- Strategies in "price wars" - avoid, evade, target.
Learning environment
In your online learning environment, you will find useful information, downloads and extra services for this qualification measure after you have registered.
Your benefit
Many companies rely on rules of thumb and intuition when it comes to pricing. Cost-plus pricing, adapting to competitors or taking too short-term a view are the biggest mistakes you need to avoid!
Learn in this practice-oriented training,
- how you can increase your profits and the effectiveness of your sales by systematizing your pricing.
- You will learn about methods for pricing in the project, solution and service business and develop tools for implementing the methods in your own company.
- how you can successfully enforce prices on the market.
In addition to discussing practical examples, you will have the opportunity to transfer what you have learned to your company in case studies and practical exercises.
In addition to discussing practical examples, you will have the opportunity to apply what you have learned to your own professional practice in case studies and practical exercises.
Methods
Practice-oriented training with exercises, discussion of case studies, work aids/checklists, trainer input, discussion and exchange of experience.
Recommended for
(Junior) managers and decision makers, sales and sales managers, sales management executives, managing directors and specialists from the areas of sales, marketing and product management. The training is aimed at decision makers in the B2B segment with complex products, services and solutions that require explanation.
Further recommendations for "Pricing and price development in sales"
Seminar evaluation for "Pricing and price development in sales"
4.2 from 5
with 45 ratings
training content:
4.2
Content comprehensibility:
4.4
Practical relevance:
3.8
Trainer expertise:
4.5
Participant orientation:
4.4
Method variety:
3.9
On-site training together
Booking number
3536
3536
€ 1.590,-
plus VAT
2 days
in 2 locations
2 Events
German
Joint online training
Start dates and details
06.11.2025
Berlin
Booking number:
3536
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Thursday, 06.11.2025
09:00 am - 5:00 pm
Friday, 07.11.2025
09:00 am - 5:00 pm
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
14.01.2026
Frankfurt a. M./Sulzbach (Taunus)
Booking number:
3536
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Wednesday, 14.01.2026
09:00 am - 5:00 pm
Thursday, 15.01.2026
09:00 am - 5:00 pm
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Booking number:
3536
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Details
2 days
Limited number of participants
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Booking number:
32863
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Details
2 days
Limited number of participants
No suitable date?
You are welcome to be notified by e-mail as soon as new dates are released.
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