This is a book about pricing and the sales function. It is about price setting and price getting. “Price setting” is what pricing people do. “Price getting” is what salespeople do. Hopefully the price set is the price got. But usually it isn’t. Why? This almost always happens because salespeople and pricing people don’t work together. Often they don’t even communicate. It might even happen because there is a lack of understanding by each party what the other people do. Or maybe there is even conflict. It doesn’t have to be like this. In Ubiquitous Furniture-the parable we are about to tell you-this was the case. But it all changed. How? This story tells all!