← Every exhibit
A deal desk has two jobs
Approval is the visible action. Selection and learning are the effects that need their own fields.
| Job | Visible record | Hidden effect | Evidence to retain |
|---|---|---|---|
| Commercial control | Approval, discount, term and exception | Sellers learn which deals and concessions are admissible | Original request, not only final terms |
| Selection | Opportunity enters, changes path or exits | The approved population differs from the funnel population | Rejected, withdrawn and desk-bypassed opportunities |
| Relationship protection | Fit, handoff and ownership discussion | A deal can be financially attractive and operationally fragile | Sponsor, service burden and relationship map |
| Learning | Reason code and outcome review | The desk can improve future qualification or merely add delay | Post-sale outcome linked to original decision |
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Reference & Evidence
Source: Author's operational synthesis of the pricing, sales relationship and retention literature cited below.
Related exhibits
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The deal desk decision record
From the essay A deal desk is a selection system
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Which fields make a handoff reproducible?
From the essay What is a revenue process? The handoffs that make the funnel measurable
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The revenue-process handoff matrix
From the essay What is a revenue process? The handoffs that make the funnel measurable