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西蒙顾和管理咨询公司曾对全球最大汽车零配件供应商之一的交易进行过研究。在与汽车生产商谈判时,这家供应商通常会设定一个可成交的内部最低价或者底价。结果我们发现,这家供应商几乎所有的合同都是以该内部最低价签订的。一家工程公司的CEO认为每个新项目都要进行一场你来我往的价格“拉锯战”实在耗费精力,所以,他为销售部门制订了这样的规矩:所有毛利率低于20%的项目都要经他批准。听起来很合理,不是吗?一年后,他告诉我说,销售人员很少再提交让他批准
Simon Gu and Management Consultants conducted a study of one of the world’s largest auto parts suppliers. When negotiating with a car manufacturer, the supplier usually sets a negotiable in-house minimum or reserve price. As a result, we found that almost all of the contracts for this supplier were made at the lowest internal price. The CEO of an engineering company thinks it cost a lot of money for each new project to make a trip to me, so he set the rules for the sales department that all gross margins are below 20% His project is subject to his approval. Sounds reasonable, is not it? A year later, he told me that salespeople seldom submit for approval