Implementing pricing strategy by developing and implementing effective discounting practices

In “Implementing pricing strategies by developing and implementing effective discounting practices” Evandro Pollono and Jose Vela also discuss the evolving capabilities of sales managers. Vela, like Quancard, stresses analytical skills and the emerging role of sales managers as transformation agents. With respect to pricing strategy implementation Vela highlights the important role of discounting guidelines and customer segmentation. Managers should analyse transaction-level data in order to develop discounting guidelines that can serve as a guide and benchmark for sales manager pricing behaviour.