Going back and re-reading. If you work for the company already why do you not have a clear idea in the payment policy? The same goes for the sales structure. 12K might sound like a lot but not if they need 14K of service?
The sales team in my company had to write proposals, generate product use estimates and then submit them for approval before a contract was signed. I could sell drums all day long but no no no on service contracts unless all the leg work was done.