Help CenterPurpose
Price Sensitivities define how strongly an Account’s purchasing decisions are influenced by price.
This parametrization helps sales teams distinguish Accounts that are primarily price-driven from those that place greater importance on factors such as quality, service, expertise, reliability, or strategic value.
Access Path
Control Center → Sales Management → Account → Price Sensitivities
Overview
A Price Sensitivity classifies the degree to which changes in price may affect an Account’s purchasing decisions, negotiations, or willingness to proceed with a commercial proposal.
Depending on the organization’s commercial model, illustrative classifications could include:
- Very Low
- Low
- Medium
- High
- Very High
Once configured, these values become available in the Price Sensitivity field of the Account’s Segmentation tab.
Price Sensitivity can be assessed together with other segmentation attributes, including:
- Market Position
- Relationship Health
- Price Leverage
- Upsell Potential
- Account Tier
- Account Stage
Together, these attributes provide a more complete understanding of the Account’s commercial profile.
Price Sensitivities Landing Page
The landing page displays the Price Sensitivities configured for the organization.
Available Columns
| Column | Description |
|---|---|
| Name | Name used to identify the Price Sensitivity. |
| Company | Company for which the Price Sensitivity is available. |
Available Actions
| Action | Description |
|---|---|
| Add | Creates a new Price Sensitivity. |
| Refresh | Reloads the information displayed on the page. |
| Include Deleted | Displays records that were previously deleted. |
| Export | Exports the displayed information. |
| Columns | Defines which columns are visible on the landing page. |
| View | Opens the selected Price Sensitivity. |
| More options (…) | Provides additional actions for the selected record, when available. |
Creating a Price Sensitivity
To create a Price Sensitivity:
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Navigate to Control Center → Sales Management → Account → Price Sensitivities.
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Select Add.
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Complete the required information.
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Select Save or Save and New.
Field Descriptions
| Field | Description |
|---|---|
| Name | Name of the Price Sensitivity displayed in the Account’s segmentation options. |
| Company | Company in which the Price Sensitivity will be available. |
Available Actions
| Action | Description |
|---|---|
| Save | Saves the Price Sensitivity and closes the creation page. |
| Save and New | Saves the current Price Sensitivity and opens a new blank record. |
| Cancel | Discards the information entered and returns to the landing page. |
Updating a Price Sensitivity
To update an existing Price Sensitivity:
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Open the Price Sensitivities landing page.
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Locate the required record.
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Select View.
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Update the relevant information.
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Save the changes.
Changes to the name may affect how the Price Sensitivity is displayed in existing Account records and reports.
Where the Configuration Is Used
Configured Price Sensitivities are available through:
Sales Management → Accounts → Open an Account → Segmentation → Price Sensitivity
The selected value indicates the extent to which the Account’s commercial decisions are influenced by price.
Business Examples
The following examples are illustrative and should be adapted to the organization’s commercial criteria.
| Price Sensitivity | Possible Business Interpretation |
|---|---|
| Very Low | Price has limited influence on the Account’s decision. Quality, expertise, service, or strategic value may be more important. |
| Low | The Account considers price but is generally willing to pay for additional value. |
| Medium | Price and value have a relatively balanced influence on the Account’s decision. |
| High | Price is a major decision factor and may significantly affect negotiations. |
| Very High | The Account is strongly price-driven and may select the lowest-cost option available. |
Business Use
Price Sensitivity can support:
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Preparation of negotiation strategies.
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Selection of an appropriate commercial approach.
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Evaluation of discount requests.
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Identification of price-driven Accounts.
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Differentiation of value-based and price-based selling approaches.
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Prioritization of benefits to emphasize during negotiations.
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Analysis of the Account portfolio by sensitivity to price.
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Commercial reporting and decision-making.
For example, an Account with High Price Sensitivity may require greater attention to pricing, discounts, and cost comparisons. An Account with Low Price Sensitivity may respond better to arguments based on quality, service, innovation, expertise, or long-term value.
Configuration Recommendations
When defining Price Sensitivities:
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Use clear and easily distinguishable classifications.
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Establish consistent criteria for assigning each level.
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Keep the number of options manageable.
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Avoid creating classifications with overlapping meanings.
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Ensure that sales teams understand how each value should be applied.
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Review the assigned value when the Account’s purchasing behaviour changes.
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Align the classification with the organization’s pricing and negotiation strategy.
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Avoid confusing Price Sensitivity with Price Leverage.
Price Sensitivity vs. Price Leverage
Although related, these fields represent different commercial dimensions.
| Configuration | What It Measures |
|---|---|
| Price Sensitivity | How strongly the Account’s purchasing decisions are affected by price. |
| Price Leverage | The Account’s ability to influence the price or commercial conditions offered by the organization. |
An Account may, for example, have high sensitivity to price but limited leverage to negotiate better conditions.
Important Notes
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Price Sensitivities must be configured before they can be selected in an Account record.
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Availability may depend on the Company assigned to the configuration.
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The selected value should reflect observed Account behaviour and not only assumptions.
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Price Sensitivity may change over time due to budget restrictions, market conditions, competition, or changes in the Account’s priorities.
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Before deleting a Price Sensitivity, verify whether it is assigned to existing Accounts.
Related Articles
Control Center – Sales Management – Account Parametrization
Control Center – Sales Management – Market Positions
Control Center – Sales Management – Price Leverages
Control Center – Sales Management – Upsell Potentials
Control Center – Sales Management – Account Tiers
Control Center – Sales Management – Account Stages
Sales Management – Accounts