Digitization of Commercial Policy for Sales Teams
The commercial team of a large consumer goods company, who physically visit points of sale using tablets, needed a reliable support tool to negotiate prices directly with establishment owners. Until then, they had a static default tariff that was rarely applied in practice, as sales representatives constantly modified it to close deals. This lack of standardization generated massive inefficiencies in negotiation and severely hindered the company's control over the commercial impact and profitability of the applied discounts.
A business rules-based engine was implemented and deployed natively in the cloud (Microsoft Fabric) to actively assist sales representatives during their physical visits. This system evaluates multiple complex variables in real-time, such as the specific client type and the potential overall profitability of the agreement. Based on the logic provided by strategy consultants, it dynamically recommends which prices can or should be established during the negotiation directly at the point of sale.
The tool equips the sales team with a much more agile and well-founded negotiation capability directly from their mobile devices. By standardizing commercial policy through clear, dynamically accessible rules in real time, the company manages to rigorously protect its profit margins. It ensures consistency in the prices offered across its entire distribution network and effectively helps its sales representatives close more profitable, data-backed deals on the spot.
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