Over promising and under delivering

One thing that really winds me up is when people resort to cheap tactics with sales, over promising the world and then under delivering when the tool arrives at the customer. Poor support or no support and also selling a tool that is unsuitable for a customers needs. We have seen it numerous times when a Motor factor sales rep is targeted on turnover they then try the hardest to sell the most expensive tool they have and not the tool the customer is most suited too. I had a recent enquiry where the Motor factor quoted the customer on an Autel Elite and offered a small discount on the retail price. The customer asked me if I could match the price, I then asked the customer a few questions and realised that the customer was not interested in Pass thru programming and did not do many Mercedes or BMW so I guided the customer to the cheaper Autel 908S. This saved the customer over £900+vat and the subscription costs were also halved. So although I could not match the customers factor quote I actually achieved better value for money as I sold the correct tool for his needs. 

I understand that rebate schemes can be attractive, why not save these for items such as jacks, compressors, balancers etc and not tools that need regular in depth technical knowledge?