銷售：管理有利潤的客戶關系12(編輯修改稿)
2025-03-23 05:14 本頁面
【文章內(nèi)容簡介】 umeric digits may have symbolic and visual qualities that psychologically influence the buyer Strategies 11 Price Adjustment Strategies ? Discount / allowance ? Segmented ? Psychological ? Promotional ? Geographical ? International ? Temporarily pricing products below the list price or even below cost ? Loss leaders ? Specialevent pricing ? Cash rebates ? Lowinterest financing, longer warranties, free maintenance ? Promotional pricing can have adverse effects Strategies 12 Promotional Pricing Problems Price Adjustment Strategies ? Easily copied by petitors ? Creates dealprone consumers ? May erode brand’s value ? Not a legitimate substitute for effective strategic planning ? Frequent use leads to industry price wars which benefit few firms 13 Price Adjustment Strategies ? Discount / allowance ? Segmented ? Psychological ? Promotional ? Geographical ? International ? Types of geographic pricing strategies: ? FOBorigin pricing ? Uniformdelivered pricing ? Zone pricing ? Basingpoint pricing ? Freightabsorption pricing Strategies 14 Price Adjustment Strategies ? Discount / allowance ? Segmented ? Psychological ? Promotional ? Geographical ? International ? Prices charged in a specific country depend on many factors ? Economic conditions ? Competitive situation ? Laws / regulations ? Distribution system ? Consumer perceptions ? Cost considerations Strategies 15 ? Initiating Price Cuts is Desirable When a Firm: ? Has excess capacity ? Faces falling ma
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