GWD 30-10

Q10:

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 manufacturer’s strategy to fail?

1. The proposed list prices would seem low to a typical buyer for the manufacturer’s most important corporate customers.
2. The capabilities of workstations suitable for given jobs are not significantly different among various manufacturers.
3. The manufacturer’s most important corporate customers employ as buyers persons who are very knowledgeable about prices for workstations for customer-aided design.
4. Customers differ significantly in the percentage of resources they can devote to computer workstations.
5. Buyers for corporations that purchase workstations for computer-aided design receive bonuses for negotiating large discounts from the list price.

 Answer:  E

觉得其他都不对，但是又不知道选E是什么逻辑？

NN 帮帮忙好伐~~

The argument is saying that the company will try to sell the computers at very low price.

E says that if those big customers deduct more money on top of the already cheap price, the company will not make money in the long run.

Hence, E weakens the argument.

疑问

题目说厂商的目的是提高sales,并没有提到利润或者收入

即使有回扣,那也是提高了sales了

如何削弱呢

How can a company make money by giving a big discount on top of an already very low price?

On the other hand, if the company doesn't want to sell  at a big discount, the buyers whose bonuses are based on getting a deep discount, will not buy the computers from the company.

So, either way, the company is not shown as having a good strategy.

我认为E这样削弱：purchaser是决定是否购买的关键因素，他们要是不买即使公司想低价购买也没有办法。这些采购员如果能侃价很多会得到奖励，但如果购买的产品是“very low list prices"说明没有侃价余地，他们得不到奖励，自然不会购买。

注意这里的bonus是公司的采购员讲价而从公司那里获得的奖励

其实偶觉得这题还有更简单的做法，本题是“措施达目的”类型，选项中应该有措施，即list price，只有A和E有，A是加强，E是削弱。

NN指正

这个似乎可以解释

不过还是有很多推理在里面,比如价格低他们还是可以获得奖励的,只是少了点

不过也只有这个说得过去了