Sales Team & Pricing

Sales Teams & Pricing

A good salesperson grants discounts when appropriate and carefully assesses how big this discount should be. However, to make this assessment on a solid foundation of knowledge, he needs to be informed about the willingness to pay for the different customer segments. Without this information, the size of the discount will depend on the negotiation skill of the procurement professional rather than what he is, in fact, willing to pay for the product or service that the salesperson is selling.

Consequently, discounts are given to customers who do not need them and denied to those who do. Both scenarios are problematic as you will lose out on profit or lose customers because they did not get the discount they needed.