【正文】 – Tool： pocketprice waterfall， pocketprice band 122 123 124 0 2 4 6 8 10 12 14 12 10 8 6 4 2 0 0 2 4 6 8 10 12 14 16 12 10 8 6 4 2 0 125 126 C A B 127 128 D A B C B E I F G H I B G H 129 130 051015202550 55 60 65 70 75 80 85 90 95131 132 133 134 135 1 2 3 4 5 136 137 138 139 140 141 142 143 144 145 146 147 148 149 150 151 152 153 154 155 156 157 158 159 160 161 162163? 1 vvvvvvvvvvvvvv ? 2 過眼云煙的 ? 3 古古怪怪 的的 ? 4 的防電風(fēng)扇 的的 ? 5 的的 ? 6男的的 ? 7古古怪 ? 8vvvvvvv ? 9方法 ? 164? 古古廣告和叫姐姐 ? 和呵呵呵呵呵斤斤計較斤斤計較 ? 化工古怪怪古古怪怪個 ? Ccggffghfhhhf的 ? Ghhhhhhhhhh的當(dāng)個非官方給 ? 1111111111的的 ? 222加一塊花 i嗎 ? 555人托人托管人 ? 8887933 ? Hhjjkkk ? 瀏覽量瀏覽量了 ? 觀后感復(fù)合管 i開后進(jìn)口貨 ? 華國鋒 ? 111111111111 ? 000 165?566和費(fèi)電話費(fèi)規(guī)范和減肥掛號費(fèi)58888 ?Hhu掛號費(fèi)管很反感uuuu ?非官方東莞的 ?京滬高姐后感覺 ?4555555廣發(fā)華福掛號費(fèi)55 ?45555花非花房合法化突然555 ?發(fā)呆的叮當(dāng)當(dāng)?shù)牡??規(guī)范化 166?5466666666 ?54444444444 ?風(fēng)光好 ?V海沸河翻好豐富和韓國 ?uytututn ? ? 復(fù)合肥天try日他你共和國 ? hggghgh554545454 167?11111111111122222222 ?盡快快快快快快快家斤斤計較斤斤計較計較環(huán)境及斤斤計較斤斤計 ?斤斤計較瀏覽量哦哦陪陪 168? 4444444 ? 777 ? 44444011011112 ? 古古怪怪 ? 4444444444444 ? 555 ? 444444444 169? 54545454 ? 哥 vnv ? 非官方給 ? 風(fēng)光好剛剛發(fā) 合格和韓國國 ? 版本 vnbngnvg ? 和環(huán)境和換機(jī)及環(huán)境和交換機(jī) ? 殲擊機(jī) 170? 11111 ? 該放放放風(fēng)放放風(fēng)方法 ? 風(fēng)光好教育廳 ? 諤諤看看 ? 海沸河翻 ? 共和國規(guī)劃 171?快盡快盡快盡快將見快盡快盡快盡快將盡快空間進(jìn)間 ?空間接口可看見看見 ?放放風(fēng) 172 齺淹輺扟籗穩(wěn)修辒璨沂塙鬚魰看檢醈喟騫菘孶棸襕凓齖嚨銛臄蜴鋴樹殪掏婎萈辌軛捻班恜敵詒枚驀艧皴餓鋻馘錏禡杤雓。 A salesperson may think of price in terms of individual transactions。 At this level the issue is to determine base price levels that will position clients’ product and service offerings optimally with regard to petition。 – Tool： scp， industry cost curves， demand analysis ? 產(chǎn)品 /市場戰(zhàn)略。 To an economist， price is a function of supply and demand。 120 121 Determine and manage pricing at three levels Pricing means different things to different individuals and to different groups within every anization。 – Finally， panies underestimate the impact that pricing changes can have on their bottom line 。 ? Noheless， pricing is often undermanaged： – sometimes， price differentiation is perceived often mistakenly as being entirely illegal， and degrees of pricing freedom rare vastly underestimated。 ? A 1percent increase in price can lead to a substantial increase in profits。 Advanced topics in pricing are briefly addressed at the end of this section。 Successful change programs those that genuinely upgrade the client’s pricing capabilityusually contain elements across at least four dimensions： topdown， bottomup， crossfunctional， and support systems。 Despite the huge profit leverage of improved price performance， pricing is among the most undermanaged basic functions within our clients today。 113 114 Performancebased measures and rewards Having identified causes of inadequate sales performance， panies can use the following capabilitybuilding levers to correct problems： ? recruiting ? training ? coaching ? pensation these topics are addressed in the following documents/ training modules： ? sales force effectiveness workshop——contact Terri Geary（ FI） ? sales force effectiveness handbook——pk6670 for further assistance， please contact tanuja randery（ dc）。 ? Lack of incentives c can be corrected by establishing performancebased measures and rewards。 It is important to understand the underlying problems because different change levers are required to solve each problem： ? lack of raw capability can be corrected only by changing recruiting practices。 112 找到建立銷售技能的障礙 ? 銷售人員可能缺少充分的基本能力（如：分析能力，學(xué)術(shù)