Revenue Management

3 Credits: Finance


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Revenue Management

Course Level
CPE Credits

3 Credits: Finance

Course Description

This course shows how to increase revenues and profits by adjusting the prices offered to customers. It does so by addressing both the overall pricing strategy of a business and the many day-to-day pricing tactics that can be employed within that overall strategy. Examples of revenue management tactics are bundling and unbundling, dynamic pricing, overbooking, reference pricing, and special financing offers. The course goes on to describe rate fences and other tools to keep discount offers away from full-price customers, as well as revenue management complications and the long-term effects of these activities. In total, the course presents the user with a multitude of options to consider for enhancing the financial performance of a business.

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Learning Objectives

Upon successful completion of this course, participants will be able to:

Chapter 1

  • Recognize the different types of strategic pricing options and their characteristics.

Chapter 2

  • Specify the advantages and disadvantages of contribution margin pricing.
  • Cite the different types of incremental costs associated with revenue management.
  • Recognize the situations in which coupons and other promotions are most effective.
  • Specify the circumstances under which pricing adjustments can increase revenues.
  • Specify the situations in which bundling and unbundling can be favorable revenue management tools.
  • Recognize the purposes to which markdown management software can be put.
  • Specify the different types of revenue management activities used by airlines, hotels, and restaurants.
  • Understand how price positioning can skew the purchasing decisions of customers.
  • Recognize reference prices and their impact on the shopping decisions of customers.
  • Specify how profits can be increased by using volume purchase discounts.
  • Recognize the tools used to restrict the volume of sales at certain price points.
  • Cite the types of revenue boosts that are linked to high levels of customer satisfaction.
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Course Specifics

Course ID
Revision Date
August 8, 2023

There are no prerequisites

Advanced Preparation


Number of Pages

Compliance Information

NASBA Provider Number: 103220

CMA Notice: Western CPE makes every attempt to maintain our CMA CPE library, to ensure a course meets your continuing education requirements please visit Insitute of Management Accountants (IMA)

CFP Notice: Not all courses that qualify for CFP® credit are registered by Western CPE. If a course does not have a CFP registration number in the compliance section, the continuing education will need to be individually reported with the CFP Board. For more information on the reporting process, required documentation, processing fee, etc., contact the CFP Board. CFP Professionals must take each course in it’s entirety, the CFP Board DOES NOT accept partial credits for courses.

Meet The Experts

Steven M. Bragg Headshot

Steven M. Bragg, CPA, is a full-time book and course author who has written more than 250 business books and courses. He provides Western CPE with self-study courses in the areas of accounting and finance, with an emphasis on the practical application of accounting standards and management techniques. A sampling of his courses include the The New Controller Guidebook, The GAAP Guidebook, Accountants’ Guidebook, and Closing the Books: An Accountant’s Guide. He also manages the Accounting Best Practices podcast. Steven has been the CFO or controller of both public and private companies and has been a consulting manager with Ernst & Young and …

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