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Ventana Research

Self-Assessment: Pricing

Page 1 Questions

1. 1. How are transaction prices determined in your organization? *This question is required.
2. 2. How much autonomy do sales representatives have in negotiating pricing? *This question is required.
3. 3. How well do your salespeople understand how your organization sets prices? *This question is required.
4. 4. How often does your organization set or revise standard or list prices? *This question is required.
5. 5. How well does your organization administer pricing? *This question is required.
6. 6. Which of the following most closely resembles the degree to which your company or business unit tracks competitors’ prices? *This question is required.
7. 7. Which of the following most closely resembles your organization’s sales incentive compensation (both direct commission and bonus) structure? *This question is required.
8. 8. Which of the following most closely describes your organization’s sales approach? *This question is required.
9. 9. Which of the following most closely describes your organization's approach to segmenting buyers (customers or prospects)? *This question is required.
10. 10. Which of the following most closely describes how your systems and software support your sales representatives’ ability to present the right products or services to a specific customer or prospect? *This question is required.
11. 11. How well does your organization measure customer profitability? *This question is required.
12. 12. How well does your organization measure cost-to-serve? *This question is required.
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