Show your reps a model price when they quote
Oct 10
3 min read
Updated: Oct 11
Your best reps already know the right price, but they do not use it every time.
The study. Two Columbia researchers worked with a US seller of steel and aluminum. A computer model learned the past prices of each sales rep, and the reps saw its price advice on random quotes.
The finding. Quotes with the model price made 11% more profit than the other quotes. Gross profit per quote line was $105.11, against $94.16 for the control quotes.
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