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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!

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E说的是 Buyers 会受益通过从list price的谈判获取打折,而公司把最低价公开,其假设Buyers不会谈判了,而实际上Buyers会继续谈判打折的事,因此此计划不可行.

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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。

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E是说Buyers通过从list price的谈判获取large discounts获利,也就是说公司本来希望低价可以吸引客户,可是现在buyers不能通过讲价来获取红利,可能就不会购买,因为buyers关系的是红利。

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