亞太策略研究所--數碼調研中心

以原價交易能力評估 Assessing Price Realization Capabilities[Mobile]

本診斷工具旨在讓管理者測評企業自身的以原價格交易的能力。The diagnostic tool allow executives to assess their price-getting capabilities.
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1.
您常用的Email地址: *
2.
請選擇貴公司面對的定價情形。Please select the which situation your company faces. *
3.
請根據公司實際情況對以下各項進行打分,其中,“1分”表示完全不贊同,“5分”表示“非常贊同”。Please evaluate each of the following statements on a scale of 1 to 5, where 1 is “strongly disagree” and 5 is “strongly agree.” *
完全不赞同 Strongly Disagree不赞同 Disagree中立 Neither赞同 Agree非常赞同 Strongly Agree
(1).當前的定價規則清晰地界定不同訂單規模的折扣水平。There exist pricing rules specifying clearly maximum discount levels for any given order size.
(2).定價規則和指引被嚴格遵守。Pricing rules and guidelines have to be strictly followed.
(3).當違反折扣指引,公司有明確的後果處理方式。There are consequences for not following discounting guidelines.
(4).價格偏差必須合理性並且書面申請。Price deviations have to be justified and documented for approval.
(5).價格偏差突破標價及折扣規定達成的交易是不被接受的。It is not acceptable to deviate from list price to make a deal.
(6).在進入價格談判前,銷售人員對客戶視為最佳替代品的競爭產品/服務有清晰的了解。Sales personnel have a very solid understanding of the competitive product/service that the customer views as best alternative to own before entering into price negotiations.
(7).銷售人員對客戶最可能的替代產品/服務的當前價格水平有清晰的了解。Sales personnel have a very solid understanding of current price level of the customer's best alternative.
(8).在進入價格談判前,相比客戶視為最佳替代品的競爭產品/服務,銷售人員對自身產品/服務的功能差異化有清晰的了解。Sales personnel have a very solid understanding of the differentiating features of own product/service compared to the customer's best alternative before entering price negotiations.
(9).相比客戶視為最佳替代品的競爭產品/服務,銷售人員對自身產品/服務的財務收益有清晰的了解。Sales personnel have a very solid understanding of the financial benefits ("dollar value") of own products/services versus the customer's best alternative.
(10).在進入價格談判前,銷售人員對目標價格非常清晰。Sales personnel have clear target prices before entering into negotiations with customers.
(11).如果不能滿足目標價格,銷售人員有信心退出交易。Sales personnel are confident to walk away from a deal if target prices are not met.
(12).為滿足客戶需求而創造新的價格,突破原來價格的規定是非常困難的。It is difficult to create new price conditions to match customer requests.
(13).為滿足客戶需求而創造新的服務,突破原來服務範圍規定是不被接受的。It is not acceptable to create new service options to match customer requests.
(14).改變提供給客戶的服務比改變價格折扣容易。Changes in service options to customers are easier to accept than price discount requests.
(15).公司有規範的系統控制和溝通價格的偏差。The company has systems to monitor and communicate pricing deviations.
Supported By Digital Research Center by Asia Pacific Institute for Strategy