要推出新产品，但买家说除非降价%，否则不会购买，问.doc

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1、1.要推出新产品，但买家说除非降价20%，否则不会购买，问如何negotiateBuzzword:newproducts,20%discountsTask:persuadeourclienttomakethedealConcerns/problems:(1)notconfidenttoournewproduct;(2)thepriceistoohighcomparedwiththeirbudget;(3)anexcusetorefusetoacceptournewproductüPutasidetheprice,understandclient’snee

2、dsandcalculatetheirbudgetsüHowournewproductcanhelpyoutosolvetheproblem?(oursolutionandhighlightkeyvalueandbenefitscomparedwithouroldproductandthecompetitor’sones)nExtendedlubricantservicelifenImprovedthermalandoxidativestability—allowingforhigheroperatingtemperaturenImprovedvolat

3、ility—allowingforlesslubricantlossnExtremeflexibility—usedinawiderangeofoperatingconditionsnLowerenergyconsumptionnImprovedbiodegradabilitynImprovedwearprotectionnReduceddepositformationüSharesuccessfulbusinesscaseinclients’industryandtestimonialtowinthetrustüSamplefree/Paysomemi

4、nimumchargefortestandperformancemeasurementüGetthefeedbackandmakeeconomicfeasibilityanalysisforprojectionüIftheystillhaveconcernsaboutthepriceortotalbudgets.Wemightproposethatn5%-10%discountforgreatamount(companypolicy)nSpecialdiscountforfurthercomparison/testingiftheclientiswith

5、goodpotential2.公司自行研发在中国推出的产品，竞争者变多，利润越来越低，去年亏损了，问如何改变这个局面，improvebusiness。Dotherightthing:tokeepthisproductlineornot?Ifthisproductlineiscomingtotheendofitslifecycle/orgonnatobeadoggieproduct,wemightexitfromthecurrentcompetitionandproducenewreplacementtoaddressthepoppingupneeds.D

6、othingsright:-Goal:improveprofit-As-isAnalysis:Suppliers,Competitors,Client,Replacement,Entrybarrier,MacroeconomicalenvironmentandSWOTofourcompany,IPR-Do(1)Benchmarkwithourcompetitors(product,price,promotion,place)tofindoutourweaknessandclarifyourcompetitiveadvantage(2)Understand

7、theclients’feedbackandneedsagain(3)Improveourproducts/packagingtoaddressnewneedsandclient’sbuyingexperiencestoenhancetheloyaltyofthem(4)Understandoursuppliersandcontrolourproductioncostsbettertowinmorespaceforpricing(5)Iftheclients’aresensitivetoprice,wemightmakeourpricesimilarto

8、ourcompetitorsatleastwithoutbiggapwithth