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3. Levers
Revenue and sales optimisation practices and
techniques utilise the four main levers available
to the sales house:
1. contract negotiation, aimed at optimising
sales house revenue and meeting client
objectives
2. sales terms and conditions, through
which conditional offers that stimulate demand are
created, with fencing conditions preventing
offer cannibalisation
3. pricing policy, which involves
adjustments based on the correlation analysis
between offer and demand, ensuring smoother
filling and maximum revenue generation
4. availability management, which enables
the selection
of the most strategic and profitable demand, while
maximising fill rate. |
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