ESTIMATING AND PRICING — RECOGNIZING THE DIFFERENCE

“It’s the salesperson’s role to sift through his own mindset—and that of the customer—to make sure he is providing information that realistically represents the job to be printed,” he contends.

Although, as noted, Cone sees pricing as a management decision, the salesperson plays a critical role in this arena, as well—a role that entails providing answers to the following key questions: