I don’t know if there is anything more important for a sales department than to not only understand the reasoning behind a pricing structure, but also to stick to it.
A tendency to discount becomes a downward spiral that sabotages profit, salesperson confidence and consumer confidence in the product, all at the same time.
Of course, few people in the sales industry see it this way at the time.
On my site are a number of pricing articles that I believe you will find helpful as you refine your skills.
You can find various articles related to price at these links:
Purchasing Departments and Buyers
Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.