For convenience, pricing objectives can be divided into three categories. They are:
a. refundable, competitive, and attainable.
b. perceived, actual, and situational.
c. differentiated, niche, and undifferentiated.
d. profit oriented, sales oriented, and status quo.
ANSWER: d
For convenience, pricing objectives can be divided into three categories. They are profit oriented, sales oriented, and status quo. Profit-oriented pricing objectives include profit maximization, satisfactory profits, and target return on investment. Sales-oriented pricing objectives are based on market share as reported in dollar or unit sales. Status quo pricing seeks to maintain existing prices or to meet the competition's prices.
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_____ involves determining the recognized need, buying power, and receptivity and accessibility of a sales prospect
a. Negotiation b. Customization c. Lead reciprocity d. Lead qualification
________ leaders act as advisors and supporters and generally let subordinates chart and adjust their own course toward meeting agreed-upon goals and objectives
A) Participative B) Consultative C) Autocratic D) Transactional E) Laissez-faire