1) Value-Based Pricing is an inside-out approach towards setting a price?

2) Based upon price pain threshold and value expectations, do the following four customer segments realistically reflect a customer segmentation split of a market? 1. Price Sensitive 35% 2. Convenience 10% 3. Loyal Customers 25% 4. Value Customers 30%

3) In value-based pricing which comes first, the customer or the product cost?

4) How many typical stages are there towards achieving pricing process excellence?

5) According to conventional wisdom, on average a 1% change in price translates to what _______ percent improvement in operating profit?

6) Before attempting to test for price and value expectations, value-based pricing encompasses which of the following customer segments?

7) Which type of pricing methodology is about translating product features into customer value?

8) What should be your objective?

9) Value-Based pricing often involves measuring some or all of these players:

10) Value-Based Pricing is a customer-centric outside-in approach to pricing

11) A price-value matrix is composed of how many different customer segments

12) Price is all about how the customer uses value, measures the economic value, perceived value and expressed value

13) Price is the reward you earn and must collect for doing the following:

14) Value-Based Pricing and Sales is about…

15) Value-Based Pricing is about understanding “what’s the right value instead of what’s the right price!”

16) Which customer segments are elastic? * (You can choose more than one)

17) Which customer segments are inelastic? * (You can choose more than one)

18) Which customer segments do you offer little or no discounts? * (You can choose more than one)

19) Typically, customers will not switch vendors unless the price exceeds what percentage threshold?

20) In the process of setting a price there are five stages. Please arrange them in their proper order. a) Understanding the Competitive Environment b) Establishing Goals & Objectives c) Developing a Customer Strategy d) Understanding your Perceived Value Advantages e) Developing Financial Strategy

21) The Value-Based Pricing Pyramid has five stages. Please arrange them in order starting with stage 1 representing the bottom of the Pyramid.... a) Tactical Pricing Review b) Historical product & Customer Analysis c) Conducting Primary Research & Competitive Intelligence d) Having Revenue & Price Optimization Tools in place e) Strategic Pricing Process Alignment

22) Which of the following activities are required when conducting a pricing diagnostic of a company’s pricing process? (You can choose more than one)

23) Pricing touches which functions within a company? (You can choose more than one)

24) When setting or reviewing price, whom should be involved in the process? (You can choose more than one)

25) How many questions must be asked about price when conducting Van Westendorp Analysis?

26) What are the typical stages in a pricing lifecycle? (You can choose more than one)

27) What must you know when establishing a winning price/value proposition?

28) Eliminating unnecessary discounts can improve margins by what percentage?

29) Please arrange the following steps from 1st to last when conducting “Waterfall Analysis." a) Quantify Revenue at List Price b) Quantify pocket price or net net price c) Identify & Quantify ‘on-invoice discounts d) Quantify revenue and net price e) Identify & Quantify ‘off-invoice’ discounts f) Quantify COGS and other costs