请教GWD 21-40

GWD 21-40

A manufacturer of workstations for computer-aided design seeks to increase sales to its most important corporate customers. Its strategy is to publish very low list prices for workstations in order to generate interest among the buyers for those corporations.

Which of the following, if characteristic of the marketplace, would tend to cause the manufacture’s strategy to fail?

A.     The proposed list prices would seem low to a typical buyer for the manufacturer’s most important corporate customers.

B.     The capabilities of workstations suitable for given jobs are not significantly different among various manufactures.

C.     The manufacturer’s most important corporate customers employ as buyers persons who are very knowledgeable about prices for workstations for customer-aided design.

D.     customers differ significantly in the percentage of resources they can devote to computer workstations.  (E)

E.   Buyers for corporations that purchase workstations for computer-aided design receive bonuses for negotiating large discounts from the list price.

我选的D。当时是考虑到customers 个人需求不同，又要抓住核心客户，并不一定低价就有用。而且问到characteristic of the marketplace，觉得这个更符合。

不太理解E。E说顾客享受打折的优惠并不一定削弱啊，有可能very low还是有吸引力的，反正越低越好, 题目信息也没有说这个bonuses就比very low 要低啊？

请教！

我觉得有点牵强。very low 不等于最低价；而且“其假设buyers不会谈判”这不是自己加假设进去了嘛。再请教。

(list price-negotiation price)*x%=bonuses

If list price is very low, therefore the gap of list price minus negotiation price will be narrow, and the bonuses, as a rusult, will be too low for buyers to purchase.

 文章的结论是publish very low list prices for workstations in order to generate interest among the buyers for those corporations.

选项E说明：以前的bonuses已经相当于价格便宜了，说对于顾客来说，新的降价措施和以前的措施实质上是一样的，所以不会generate interest

公司想做件好事，为客户开较低的价钱，目的是吸引买家

但是如果如E所说，客户要在这个较低的价钱的基础上，继续索要回扣或打折的话，那么公司是不能接受的。因为价钱已经很低，再打折，就要亏本了

c