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！ | 
