A manufacturer of workstations（智能终端） 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 negotiating large discounts from the list price.

答案是e，可是我看不懂。好像牵扯到一些专业知识？谁能帮帮我啊？

提干：厂商为了提高销量，采用地价策略

A，对买主而言，公布的价格看起来低/支持

B工作站/产品与其他厂商没有明显不同/无关

c最主要的买家雇用很了解这类工作站/产品的价格的人作为采购人员/无关

d不同的买主买这类产品的资源不同。无关

e采购人会根据在原来价格基础上，通过谈判获得折扣比例，获得相应的奖金。

谢谢！还想问一下

是不是e的意思是说：奖金是通过折扣比例来体现的，那么如果是低价的话，实际上buyers的奖金就少了，他们就没有兴趣来购买这个产品了？因此这个策略就失效了。

看题的时候总是在想什么是workstation，结果就晕了

奖金是buyer所在的公司给buyer的,LZ明白了吧？

就是说buyer取得的折扣幅度越大，buyer的奖金越多；现在产品降价，buyer能取得的折

扣变小了，奖金也少了，不干不干