Harvard Business Review: The Case of the Pricing Predicament

Write a paper using Occidental Aerospace and Standard Machine Corporation as your examples and explain pricing approaches. Which approach is Standard Machine Corp. using.? Is this approach the best approach? Analyze the sales pitch provided by Scott Palmer to the buyer, Joanne Braker. Is Scott’s communication effective? If you were sales manager Tony Della Pena, what would you recommend and why?




Sample Solution