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Why Do My Customers Always Want a Deal?
Professional Pricing Society - Pricing Advisor
April 2002

Abstract:
Does every visit with your customers seem to end with a request for price concessions? Do your customers always tell you about competitors who have offering features you don't have? Are your really good offerings discounted by your customers?

If you're like many managers, the answer to every one of these questions is yes! And, it's getting worse - even your most loyal customers seem to enjoy picking on your sales force. If you're a pricing manager you may feel as if you're in a tsunami of requests for price cuts; and if you don't grant them, the sales force just knows it will lose the business.

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