Sales management · Legal and ethical issues
Make similar customers pay similar prices, and put a floor under every quote.
A discount and quote discipline policy sets who may offer a discount, how far, and what a quote must show before it leaves the office. It holds a margin floor, a landed-cost check and a logged budget for loyal customers. This page gives the sheets, the authority levels and the monthly review.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A discount and quote discipline policy sets who may offer a discount, how far, and what a quote must show before it leaves the office. It holds a margin floor, a landed-cost check and a logged budget for loyal customers. This page gives the sheets, the authority levels and the monthly review.
A tile dealer in Rajkot quotes the same shade of vitrified tile at three prices in one week: one to a contractor who rang twice, one to an architect's office, one to a friend of a friend. All three discovered the others' price within days.
Discounts given 'for the asking' teach customers to ask. A policy replaces that with rules: a price list, a margin floor below which no quote goes out, discount limits by role, and a logged budget for loyal customers who deserve a gesture.
The owner sets the floor, the sales manager enforces the limits, and accounts keeps the log. It replaces the habit of deciding on the phone, in front of the customer, with no idea what the goods actually cost to land.
It sits beside the profitability analysis, which shows where discounting hurts, and the legal checklist. Record discounts as trade discount in your billing, and check pricing questions with your lawyer or CA.
Where this sits
Topic 13 of 14 in sales management: legal and ethical issues. Rules the team sells within.
- The topic before
- Performance evaluation
- The topic after
- The sales operations audit
If you want this done for you
Get a quote approved and out the door in a day instead of a week of forwarded emails.
The work
What this is actually like.
“Know the landed cost before you quote”
Purchase price, freight, insurance, handling and any scheme you give back. Quotes get made on the invoice price of the goods and discover the freight afterwards. Put landed cost on the quote sheet as the first line.
“A floor protects the rep as well”
When the rep can say the system will not let them go below that rate, they stop being the person who decides. Customers argue with a person but accept a rule. The floor is a kindness to your team.
“A loyalty budget is better than ad hoc favours”
Set a yearly rupee figure for loyal-customer gestures, record each one with the reason, and review the repeat orders it earned. Without the log, the favours go to the loudest customer and not the most loyal.
“Similar customers means defined classes”
Write down the customer classes, such as contractor, dealer, institution and walk-in, and the price band for each. Then similar customers can be treated alike. Without classes, similar is whatever the rep feels it is.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The price and discount ladder
A table by customer class with list price, standard discount, maximum discount and who may approve each step. Drawn by the owner and accounts.
Result: Finished when a rep can read a customer's class and know their price band without calling anyone.
The quote sheet
A one-page form with product, quantity, landed cost, quoted price, margin per unit and margin in rupees. A line for the approver if the margin is below the floor.
Result: Finished when no quote leaves the office without the margin line filled.
The margin floor note
The minimum margin per product group, who set it, and the date it will be reviewed. Signed by the owner.
Result: Finished when the floor is higher than your cost of delivering and collecting.
The discount log
Date, customer, product, discount, approver, reason, and what the customer ordered next. Kept by accounts.
Result: Finished when each entry above the standard discount has a reason in words.
The loyalty budget sheet
The yearly figure, the amount used, the customers who received it and the repeat business that followed. Reviewed by the owner against the repeat orders it earned.
Result: Finished when the owner can say which gestures paid off.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Does a fixed price lose me sales?
How do I record discounts in billing?
Who should approve a discount above the limit?
Are price differences between customers a legal issue?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of legal and ethical issues
Or read all of sales management.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.