国际营销chapter 6概要1.ppt

Pricing skills (1)Break-even pricing (2)Cost-plus pricing (3)Marginal cost pricing III.Use of Commission and Discount Example:US$200 Per M/T CIF C2% London Example:US$200 Per metric ton CIF London less 3% discount Example: US$200 Per M/T CIF C2% London less 3% discount How to calculate commission and discount respectively? Practice Translate the following sentences into Chinese: 1.Selling and delivery costs can be divided into both fixed costs like salemen’s salaries, and variable costs like packaging, transport, commissions, advertising and sales trip expenses, insurance premium and so on. 2.Appropriate pricing is not easy, which requires much skill and must be treated seriously and carefully. 3.So it is a method of determining the quantity of sales where the firm’s revenues will equal its costs and if more units are sold at the break-even price, the exporter will make a profit. 4.If the currency of account is soft, while money of payment is hard, the exporter will be in an unfavorable position as he will get less hard currency. 5.Discount is a certain percent of price reduction, a special favor given by the exporter to the importer. Answer the following questions: 1.How many kinds of pricing methods can be chosen from? 2.How to choose the currency for account and payment as an exporter or importer? * * Chapter 6: Price of Import and Export Key points: 1.Pricing Consideration; 2.Choice of Currency for Account and Payment; 3.Use of Commission and Discount; 4.Clause of Price. Part A:Text I.Pricing consideration 1.Cost structure (1)Cost of production; (2)Selling and delivery costs; (3)Customs duties. 2.Points to be considered in pricing 3.Approaches to pricing strategies ★ High price ★ Low price ★ Moderate price ▼ Ethnocentric pricing ▼ Polycentric pricing ▼ Geocentric pricing II.Choice of Currency for Account and Payment Discussion: Two situations for you to consider basically: I)The money of account is the money of payment,so ho