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  3. How to set prices The methods adopted in price setting are crucial to any business. When setting prices, remember costs will

How to set prices The methods adopted in price setting are crucial to any business. When setting prices, remember costs will

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问题                         How to set prices
    The methods adopted in price setting are crucial to any business. When setting prices, remember costs will very likely be【C1】______than you expect. Examples of additional costs that have not been anticipated【C2】______ translation costs, tariffs, regulations and protecting your intellectual property.
    You should also build【C3】______ your prices the likelihood that there will be changes to agreements and contracts. The Chinese have flexible attitudes to these and they【C4】______their partners to be the same.
    One New Zealand exporter to China advises that the China price may need to be higher【C5】______elsewhere because of the number of【C6】______ costs faced after products leave the importer.
    You should also【C7】______for the fact that it will almost certainly take longer than you expect to get your product or service into the market in China.
    Watch for exaggerated first orders. When you offer a price based on a high number, the Chinese can come in with【C8】______low first order, resulting【C9】______a non-profitable sale. You【C10】______base your price on the agreed order, or use a scale of prices.
    Don’t start out with your ’best【C11】______’ in negotiations—leave yourself 【C12】______room to move on price.
【C12】
选项 A、deficient
B、sufficient
C、efficient
答案B
解析 上文提到谈判中要商议价格，而不要一开始就开出最好的价格，可推断出此处要表达：“给价格谈判留出足够的余地”。A项意为“不足的”，C项意为“效率高的”，两者均不符合文意。只有B项“充足的”与文意相符，故为正确答案。
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