Pricing & Discount Discipline'Get me twelve per cent off and we sign this month.' She gives no reason for the number. What do you ask?
Twenty situational-judgement scenarios on the commercial decisions that quietly decide margin: how a discount request is handled in the room, when authority is escalated rather than borrowed, and what one concession teaches a buyer to expect. Weighted partial credit, three competencies, banded report.
The easy yes is one of the options, and it costs marks
A buyer likes the demonstration and asks for twelve per cent off to sign this month, with no reason for the figure; a buyer accepts your first quote without hesitation and a colleague says that proves you priced too low; finance tells you a deal you are about to sign sits three points below the margin floor once implementation is counted, and the buyer believes the price is agreed; a tender scores on purchase price alone while your product costs more to buy and less to run. Twenty scenarios, each with four things a seller might do — hold at the price, say yes on condition, ask what the twelve per cent is against, or offer five straight away.
Options are scored on a 0–3 gradient with a full rationale for each, and distractors are the reflexes that cost margin: conceding to protect momentum, splitting the difference before understanding the request, borrowing authority that has not been granted, adding cost back after an easy acceptance. The bank is original and length-parity controlled; scenarios are country-neutral and product-neutral, companies are fictional, and no branded pricing or negotiation method is used or implied.
Three competencies are banded separately — Margin Protection, Discount Authority and Escalation, and Concession Precedent — because a seller can defend margin on one deal while teaching the buyer that every renewal opens with a discount. The AI-personalised narrative names the pattern in your 20 answers, the growth plan begins with the weakest competency, and the scenario review explains why asking what the twelve per cent is against scored three, the conditional yes scored what it did, and the immediate five per cent scored least.
What you walk away with
One 0–100 score with a band, so a sales manager deciding whether to widen a seller's discount authority has a single figure and a pass mark to weigh alongside last quarter's realised discount.
Margin Protection, Discount Authority and Escalation, and Concession Precedent plotted together, so the seller who holds price today but sets a costly precedent for next year sees the shape of the problem rather than an average.
Each competency returns a band with a coaching note, and the AI-personalised narrative describes the reflex your answers show — the conditional yes, the split difference, the authority borrowed to keep a deal moving — in plain words.
Steps built from your weakest competency, then all 20 scenarios explained option by option, including how to reopen a price the buyer believes is agreed and how to argue running cost into a tender that only asks purchase price.
Inside your report
Illustrative sample — your report is generated from your own responses.
One number, one band, and a two-sentence summary of what the band means for you — then the breakdown that explains it.
Every competency this test declares, scored from the items tagged to it — so the shape is yours, not a template.
Assembled from your lowest competencies, in order — not a generic checklist.
Built for
- Quota-carrying sellers with discount authority, or about to receive it
- Account managers whose renewals are renegotiated every year
- Sales managers and finance partners setting discount policy and approval limits
- Founders and small-business owners who quote their own prices
Every discount you give today is the starting point of next year's negotiation.
Twenty scenarios in 30 minutes, three competencies banded, growth plan and full scenario review delivered on completion.
₹349 (incl. GST) · assessment and full report, nothing further to pay
Frequently asked questions
The commercial decisions that quietly decide margin: how a discount request is handled in the room, when a seller escalates to real authority rather than borrowing it, and what one concession teaches a buyer to expect next time. Three competencies across 20 scenarios. It is written for quota-carrying sellers with discount authority or about to receive it, account managers who renegotiate renewals, and the managers and finance partners who set their limits.
No. Telling the buyer the price is the price and you cannot move at all scores below asking what the twelve per cent is against, because the first ends the conversation and the second finds out whether there is a budget ceiling, a benchmark or an approval behind the number. Each option is scored on a 0–3 gradient with a full rationale; options are length-matched and the best answer moves position.
Thirty minutes for 20 scenarios in one sitting. You receive the full report immediately: an overall score with band against a 70 per cent pass mark, a radar and banded bars across the three competencies with coaching interpretations, an AI-personalised narrative of strengths and development areas, a growth plan built from your weakest competency, and a review of every scenario with the reasoning behind each option. There is nothing further to unlock.
Read each seller's Margin Protection and Concession Precedent bands beside their realised discount for the last two quarters. Where a Developing band meets a high average discount, widen authority only with a coaching plan attached. In interviews, ask the candidate what they did the last time a buyer named a number without a reason. A retake after a quarter shows whether the reflex has moved.
Yes. The scenarios are country-neutral and product-neutral, companies are fictional and the judgements — what the number is against, whose authority this is, what this teaches the buyer — are the same in any market that negotiates price. The tender scenario reflects a scoring approach common to public procurement everywhere. The assessment is priced in INR and USD, with the current price in both currencies shown on this page.
Foundation, core selling, specialist and sales-leadership bands — every one an original situational-judgement bank with weighted partial credit, a stated reason for every option, and ethics scored to zero on a mis-sell. Hire with the band that matches the role, or develop with the one that matches the gap.
See every sales assessment →Methodology: Original AssessAll situational-judgement item bank for individual-contributor sales roles, authored to the AssessAll Scientific Item-Authoring Standard: behaviour-anchored scenarios, misconception-anchored distractors, weighted partial-credit keys with a full rationale for every option, and option-length parity control. Scenarios are country-neutral and product-neutral; company and person names are fictional. Not derived from or affiliated with any published instrument or branded selling methodology.