Every company is different, but they can use everything they know about you, all the offers previously made to others, and competing products, to optimize your price using a statistical model. I recommend reading Pricing and Revenue Optimization by Robert Phillips (https://www.sup.org/books/title/?id=31628)
It's about building a relationship, and getting to know the customers' needs. Plus, the call is how you get that history. There is no magic "import prospective customer history" button.
