Selling Today: Partnering to Create Value, 14/e

Pricing and Delivery

Potential buyers expect salespeople to be well versed in price and delivery policies and be in a position to set prices and plan deliveries. If a salesperson has pricing authority, buyers perceive the person as someone with whom they can really talk business. The ability to set prices puts the salesperson in a stronger position.25

Decision-making authority in the area of pricing gives the salesperson more power and responsibility. If the salesperson negotiates a price that is too low, the company may lose money on the sale. Price objections represent one of the most common barriers to closing a sale, so salespeople need to be well prepared in this area.

In most situations, the price quotation should be accompanied by information ...