@colson Hello Chris,
Sorry that it has taken me so long to respond back to this. While I agree with the idea that putting pricing in the hands of the sales team rather than sales managers, that isn't what I'm suggesting. With a pricing matrix, the sales managers are the ones making the decisions on what pricing to provide customers (speeding up the process). Hopefully they would have conducted some research prior to determining what pricing to give out so they can make calculated decisions.
With your suggestion that salespeople must determine if a quote is warranted, however, I must differ with. Providing a price quote (unless it is submitted with only the most basic, vague information) is 100% necessary in 2012. Maybe not in the year 2000, but today it is required. A study was conducted a while back that stuck with me...it was taken from a large portion of Internet shoppers that claimed almost all were expecting a price quote (along with accurate availability information) regardless if they clicked "Request a Quote" or not. Even if they do not ask, they want one. If you don't give them ANY info, you immediately appear to be holding something back...even if you use the old "I'll gladly provide you a direct price quote...just let me know what features/options you want so I can price you correctly" BS line that they heard the first few times they bought a car online.Even if the quote doesn't align perfectly with their desired vehicle, they recognize that you are willing to be transparent. If you are detailed enough with the vehicle that you are quoting, they will understand that you are at least attempting to earn their business and will likely submit a corrected quote.
Sorry that it has taken me so long to respond back to this. While I agree with the idea that putting pricing in the hands of the sales team rather than sales managers, that isn't what I'm suggesting. With a pricing matrix, the sales managers are the ones making the decisions on what pricing to provide customers (speeding up the process). Hopefully they would have conducted some research prior to determining what pricing to give out so they can make calculated decisions.
With your suggestion that salespeople must determine if a quote is warranted, however, I must differ with. Providing a price quote (unless it is submitted with only the most basic, vague information) is 100% necessary in 2012. Maybe not in the year 2000, but today it is required. A study was conducted a while back that stuck with me...it was taken from a large portion of Internet shoppers that claimed almost all were expecting a price quote (along with accurate availability information) regardless if they clicked "Request a Quote" or not. Even if they do not ask, they want one. If you don't give them ANY info, you immediately appear to be holding something back...even if you use the old "I'll gladly provide you a direct price quote...just let me know what features/options you want so I can price you correctly" BS line that they heard the first few times they bought a car online.Even if the quote doesn't align perfectly with their desired vehicle, they recognize that you are willing to be transparent. If you are detailed enough with the vehicle that you are quoting, they will understand that you are at least attempting to earn their business and will likely submit a corrected quote.
