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  3. Delta Technologies To: Sales department employees From: Pete Springer, director Alice Lee, assistant director Date: Febru

Delta Technologies To: Sales department employees From: Pete Springer, director Alice Lee, assistant director Date: Febru

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问题                                                              Delta Technologies
To: Sales department employees
From: Pete Springer, director
     Alice Lee, assistant director
Date: February 15
Subject: Wholesale Operations
The board is pleased with the sales department’s performance last year. By forming agreements with distributors across the country, Delta Technologies increased retail sales of desktop and laptop computers by 20 percent. This year, the board wants us to intensify wholesale operations by bidding for supply contracts with public and private companies.
In connection with this, we have decided to create a standard procedure for preparing bids:
* Research your client. Find out the nature of the client’s business to identify its equipment needs.
* Define the client’s bid evaluation criteria. Read quotation requests thoroughly to learn the client’s decision-making process and preferences for selecting equipment.
* Identify price trends. To make a competitive offer, learn the standard wholesale packages, discounts, and special services provided by competitors.
* Create a strategy for product endorsement and pricing. Once you have identified the client’s needs and the most probable offers from competitors, determine the best bid you can give without compromising the transaction’s profitability.
* Prepare a bid presentation. Create a presentation discussing your offer. Highlight product features and their benefits to the client’s operations.
If you have questions or comments regarding the procedure, please contact us.
What is indicated about Delta Technologies’ bidding strategy?
选项 A、It will guarantee large profits from transactions.
B、It was designed by a consultant.
C、It compares prices to those of competitors.
D、It is primarily for private clients.
答案C
解析 本题需要推断与Delta Technologies’bidding strategy有关的信息。由原文中的“Identify price trends．To make a competitive offer，learn the standard wholesale packages，discounts，and special services provided by competitors．”，可知为了提出有竞争力的报价，需要了解竞争对手的标准批发商品、折扣价以及特殊服务。又由“Once you have identified the client’s needs and the most probable offers from competitors，determine the best bid…”这句话，可知一旦确定了顾客的需求和竞争对手最可能的报价，就可以确定自己最佳的价格方案。由此可以推断，德尔塔技术公司会通过比较竞争对手的价格来确定自己的投标策略，因此选(C)It compares prices to those of competitors．。
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