Pricing Fluency

SPP's term for the operational competence sales reps need to operate a pricing architecture under negotiation pressure. Fluent reps can explain the value metric, the packaging logic, the volume-discount slope, and the position of the deal on the pricing surface without leaving the customer conversation. Fluency gaps are why list-price increases get absorbed by chaotic discounting: the rep can't defend the architecture, so they trade margin for closeable.