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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.
【C11】
选项 A、product
B、service
C、price
答案C
解析 根据上文一直在叙述可能出现的价格情况，可知此处说明谈判中不要一开始就开出“最好的价格”，另根据后半句中的“price”也可以判断出此处谈论的是价格，而非A项“商品”或B项“服务”，故答案为C。
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