Pricing, discounts and approval limits

Skills you'll practise

• Calculate net price, gross profit and gross margin for a discounted deal
• Identify the approver required for a discount using an approval matrix
• Complete a discount request with a reason, a give-get and evidence
• Recognize deal splitting and other ways of dodging approval limits
• Trade concessions for something of value instead of giving them away

Course outline

1. 1.Discounts, margin and approval limitsVideo · 2 min
2. 2.Price, discount and marginLesson · 16 min
3. 3.Approval limits and the deal deskLesson · 16 min
4. 4.Trading concessions and staying honestLesson · 16 min
5. 5.Pricing, discounts and approval limits: knowledge checkKnowledge check · 16 questions
6. 6.A discount above your approval limitScenario
7. 7.Final exam7 questions · passing it completes the course, so people who already know the material can test out

Sources it draws on

The lessons and questions are written from these references, so learners can go back to the original.

• General B2B pricing practice: list price, discounts, gross margin and approval controls
• General consultative-selling practice (discovery, qualification, value)