New analytical software tools have recently emerged to combine and condense a wealth of information that should give the salesperson a more definitive "yes or no" answer fairly quickly when it comes to offering specific pricing, while also giving management a higher-level view of business efficiency and profit/loss drivers.
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margins based on real-time information from the field rather than on guesses. But to further cloud the realm of pricing, a complete business-to-business (B2B) pricing system poses large-scale strategic, tactical, and execution level questions that should eventually be answere. Strategic, or industry price level questions, should help managers understand how supply, demand, costs, regulations, and other high-level factors interact to affect overall prices. Companies that excel at this level avoid