求GWD-21-Q40。拜谢大虾。

youlanhq · 发表于 2011-3-17 16:44:02

GWD-21-Q40
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. Buyers for corporations that purchase workstations for computer-aided design receive bonuses for negotiatinglarge discounts from the list price.

我想知道。。。C和E的区别在哪里。knowledgeable的话对于价格不是也能谈的下来么？

求...T.T
另外答案是E。

cycyang · 发表于 2011-3-17 17:38:41

E是说买方如果能够对所购商品拿到大的折扣，则能拿到额外津贴。如果商品标价很低，则没有多少砍价空间，自然也就拿不到大的折扣了。这显然是削弱了卖方的销售方案可行性。

C是说买方的购买人员对价格市场有比较全面深入的了解，这和卖方的销售方案没有直接关系（不排除卖方的这个销售方案中的价格确实很有优势，这样就肯定了这种方案的可行性）。

youlanhq · 发表于 2011-3-17 22:06:46

THX~~~
8过啊大神，那个，E的解释，是不是，打折的空间小了，然后本来要买的就不买了。。。这样？

驿站桃花 · 发表于 2011-3-29 12:20:17

C选项他们knowledgebale和方案的效果无关，懂得多，可能会认为卖方给的价格确实足够低了，就愿意买这些东西，那方案就奏效了。

E就是说，他们的奖金和其砍价的能力挂钩，你原价就低，那他们砍价的空间就小，奖金就少了，business people都是interest-oriented，奖金少了，谁还买你的货啊。

yoyoooo · 发表于 2012-4-27 09:15:10

好解释！！

求GWD-21-Q40。拜谢大虾。

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