Skip to content

Quotations and pricing

How do you stop salespeople quoting below the approved rate?

Make the approved rate the default in the quotation and route anything below it through an approval before the document can be sent. Discipline written in a policy is ignored; discipline built into the button is not.

Talk to usAll answers

In short

Make the approved rate the default in the quotation and route anything below it through an approval before the document can be sent. Discipline written in a policy is ignored; discipline built into the button is not.

Off-book discounting is rarely dishonest. It is a salesperson under pressure at the end of a month, deciding that two rupees will close the order and that nobody will mind.

It accumulates. Two percent given away across a year of revenue is a number most owners have never actually calculated, and it is usually larger than the entire software budget.

The control is an approval gate: the quotation cannot be issued below the book without a named approver saying yes, and the reason is stored against the order forever.

Estimate your leak

Related questions

What is a price book and why does a plant need one?

A price book is the approved rate for each product by customer class, region, quantity slab and delivery basis. Without one, the rate depends on who answered the phone, and margin leaks quietly and permanently.

What should a B2B manufacturing quotation include?

Full specification, quantity and slab, rate with the delivery basis stated, taxes, lead time, validity and payment terms. A quotation missing the delivery basis or the validity is the one that gets argued about after the order.

How do you write a specification the shop floor can actually build?

Use typed fields per product family instead of free text: grade, size, coating, tolerance, finish, packing, marking. A sentence describing the job is interpreted; a filled template is executed.

How quickly should a quotation go out after an enquiry?

Standard items should be quoted the same working day; items needing a feasibility check should have a committed date communicated the same day. What loses orders is not a two-day quotation, it is two days of silence.

System of Marketing & Sales

Put enquiry to dispatch on one governed line.

Tell us how your plant sells today. We'll show you where the line breaks and what it takes to close it.

Talk to usBook a Demo
WhatsAppBook a Demo