销售管理有利润的客户关系12【22页】.pptVIP

Pricing Strategies Chapter 12 Objectives Learn the major strategies for pricing imitative and new products. Understand how companies find a set of prices that maximizes the profits from the total product mix. Objectives Learn how companies adjust their prices to take into account different types of customers and situations. Know the key issues related to initiating and responding to price changes. Case Study Price is #1 factor influencing choice of cellular companies Prices in wireless industry dropped 25% in three years Few companies were profitable mLife ad campaign attempted to build the A