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  • What are the different buyer types we might be negotiating with?
  • What are some good ways to talk about price/volume tradeoffs?
  • Can pricing analysts be taught the softer skills they need to be successful?
  • What are the growth paths that other pricing groups are taking?
  • Why is accurate price segmentation so important?
  • How can we get ahold of competitors' price lists?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • Why are salespeople so quick to offer discounts?
  • When conducting research interviews, how many should we try to conduct?
  • When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?

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