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2021 | OriginalPaper | Chapter

7. Profit Driver: Sales Volume

Author: Hermann Simon

Published in: True Profit!

Publisher: Springer International Publishing

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Abstract

Management of sales volume—one of the three profit drivers—is about steering the volume in such a way that profit is maximized, or at least improved relative to a starting situation. Another goal can be to minimize the effects of a potential profit downturn. Higher volumes only make sense when they drive higher profits. When a volume decline brings about an increase in profit, the company should accept that decline.
Footnotes
1
Chicago Tribune, January 9, 2007, see also “GM’s Employee-Discount Offer on New Autos Pays Off,” USA Today, June 29, 2005.
 
2
See Simon-Kucher & Partners, Global Pricing Survey 2019, London 2019.
 
3
See Hermann Simon and Martin Fassnacht [1].
 
4
See Klaus Meitinger, “Wege aus der Krise, ” Private Wealth, March 2009, pp. 26–31.
 
5
Ibid.
 
6
See Simon-Kucher & Partners, Global Pricing Study 2014, Bonn 2014.
 
7
Robert L. Phillips [2], as well as Peter O'Connor and Jamie Murphy [3].
 
8
See Robert Klein and Claudius Steinhardt [4] as well as Robert G. Cross [5].
 
9
Study of 76 machinery manufacturing companies, conducted by Simon-Kucher & Partners.
 
11
See “Wohnlichkeit in der Flugzeugkabine,” Neue Zürcher Zeitung, February 5, 2007, p. 7.
 
12
See Madhavan Ramanujam, Georg Tacke [6].
 
Literature
1.
go back to reference Simon, H., & Fassnacht, M. (2019). Price Management, New York: Springer Nature, p. 201. CrossRef Simon, H., & Fassnacht, M. (2019). Price Management, New York: Springer Nature, p. 201. CrossRef
2.
go back to reference Phillips, R. L. (2005). Pricing and Revenue Optimization, Stanford: Stanford University Press. CrossRef Phillips, R. L. (2005). Pricing and Revenue Optimization, Stanford: Stanford University Press. CrossRef
3.
go back to reference O'Connor, P., & Murphy, J. (2008). Hotel Yield Management Practices Across Multiple Electronic Distribution Channels, Information Technology & Tourism, 10(2), pp. 161–172. CrossRef O'Connor, P., & Murphy, J. (2008). Hotel Yield Management Practices Across Multiple Electronic Distribution Channels, Information Technology & Tourism, 10(2), pp. 161–172. CrossRef
4.
go back to reference Klein, R., & Steinhardt, C. (2008) Revenue Management, Berlin: Springer.  Klein, R., & Steinhardt, C. (2008) Revenue Management, Berlin: Springer. 
5.
go back to reference Cross, R. G. (1997). Revenue Management, New York: Broadway Books.  Cross, R. G. (1997). Revenue Management, New York: Broadway Books. 
6.
go back to reference Ramanujam, M., & Tacke, G. (2016). Monetizing Innovation: How Smart Companies Design the Product around the Price, Hoboken: Wiley. Ramanujam, M., & Tacke, G. (2016). Monetizing Innovation: How Smart Companies Design the Product around the Price, Hoboken: Wiley.
Metadata
Title
Profit Driver: Sales Volume
Author
Hermann Simon
Copyright Year
2021
DOI
https://doi.org/10.1007/978-3-030-76702-0_7

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