Manage pricing appropriate to the customer, product, contract, and sales context with centralized and explainable rules.
In direct sales, pricing may be affected by factors such as list price, customer agreement, quantity, region, currency, payment terms, delivery service, and discount authorizations.
Pricing and trading terms should not be left to the personal calculations of the agent; they should be governed by central rules and approvals.
Clear rules should be established regarding which pricing source takes priority, the order in which discounts are applied, whether promotions can be used together, and the minimum price limit.
Validity and history
Pricing and conditions should be managed with start and end dates; it should be possible to track which rule version was used to calculate the offer and order.
Treat price not as a number a salesperson changes, but as a manageable business decision that balances customer relationship, cost, and profitability.