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flexibility is needed but has a limit.
the selling price structure is provided from the managment with a calculated disciunt authority enabling the salesperson to negotiate in.
Flexibility has got some definitions:
1- in quality
2- in price
3- in delivery
4- in payment
Your customer must be sure about the quality, so you must not give him a hint in a way he thinks you are neglecting the quality in order to have a better price or whatever. So your quality should be always shown as out-standing or at least compatible.
Price is the equivalent of quality, so if your quality is known as to be good, the price also needs to be good, relatively. An irrelevant high price, even in niche marketing will result in a fiasco.
Delivery, is one of the most negotiable parts of a deal. A salesman can be more than flexible for logical requests of a customer for delivery.
Payment term is also a negotiable part, but as a sales person you need to be in touch with your managers and account department before promising the customer.
Anyway the flexibility must not be interpreted as a weakness of a sales person, it is always the negotiating power of a sales person, vice versa.
How flexibale you are depends entirely on your own judgement. But the point to be kept in mind that it should be in line with the policies of the Company you are representing.
The policies differ from Company to Company and hence their negotiation pattern and techniques also differ.
Well it depends on the product like it is human psychy that when we tell a price to some customer they always ask for negotiate in it so for that purpose we have to ask from the management first and once if they approved only then we will do the discount otherwise we directly said that it is final.. Althought different companies have different policies but still slight negotiation can be made
