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價錢

某家公司的營業部經理(A)和財務部經理(B)為新產品的定價持相反意見，而且各有說辭。

A: I really think this price is too high. A price has to be based on costs and the profit you want.

(我真的認為這個價錢太高。價錢是要根據成本和你所想要的利潤而定。)

B: I know. But pricing has to be based on what customers want too, which differs from place to place and time to time.

(我知道。但是訂價也須以顧客的需要為基礎，而這種需要是會因時、因地而異的。)

A: Yes; experience shows that the same product is priced differently in different markets. But why so much higher in this market?

(沒錯。根據經驗，相同產品在不同的市場會訂出不同的價錢。但為什麼在這個市場要訂這麼高？)

B: There are many rich people in this area, so a skimming price is OK -- and even needed, because they think only a high price means a good product.

(這個地區多得是有錢人，所以最高利價潤行得通，甚至可以說是必要的。因為他們認為只有高價位才能代表好產品。)

A: But the market prices for other similar products are much lower.Buyers will notice the flexibility in the price structure, and buy from other companies.

(但其他同類產品的市價就低了很多，購買者會注意到價格上的差異，轉而購買其他公司的產品。）

B: I don’t think so. I think the others will have to raise their price ceiling to make customers believe their products are as good as ours.

(我可不認為。我倒覺得其他同行得提高價格的上限，讓顧客相信他們產品和我們的一樣好。)

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