The Value of Pricing Discipline: A Vantage Partners Sales Study on the Impact of Pricing Exceptions

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Vantage’s study on The Value of Pricing Discipline was designed to gain an understanding of the depth and prevalence of pricing exceptions and how companies manage them. The study explores what drives companies to grant pricing exceptions and begins measuring the impact granting exceptions has on Average Selling Price, as well as on future negotiations and interactions with both individual customers and the market as a whole.