ࡱ> }Root EntryRoot Entry F VFk)Data ~1TableN]Macros PSFkTFkM  !"#$%&'()*+-./012345689:;<=>?@ABCDEFGHIJKLOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|CompObjjObjectPoolTFkTFkWordDocument7)*MSDigSig(Author)$,@SummaryInformation( CDocumentSummaryInformation8VBAPSFkTFkPROJECT   !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFHIJKLMNOPQRSTUVWXY[]^`bcdeghjklmnopqrstuvwxyz{|}~՜.+,D՜.+,X px  /(K Price-Setting Considerations Title 8@ _PID_HLINKSAT$7mHhttp://bookshelf.msn.com/na/msbp/weblinks/redir.asp?vs=00&id= 4415017387m Hhttp://bookshelf.msn.com/na/msbp/weblinks/redir.asp?vs=00&id= 441501734>5 #msbpt://Pricing Questionnaire.dot/wq$msbpt://Price Range Guidelines.dot/h/ msbpt://Pricing Objectives.dot/2xmsbp://-r276DB108/  FMicrosoft Word Document MSWordDocWord.Document.89qThisDocumentThisDocumentAutoNewAutoNewOh+'0C 8D ` l x Price-Setting ConsiderationsMiricMicrosoft Corporationaticr pric_set.dotporMicrosoft Corporationat12rMicrosoft Word 9.0o@V@޷J~@d@X< GAVT$m  w&WordMicrosoft Word   @Times New Roman*wgwu - 2  05/13/98   2 w 5 '@"Verdana !w*wgw - - !: h-   2    - - !:g-- !:{ -- '@"Tahoma  !w*wgw   - - !6-   2    - - ' - !78-  2 8 Price  2 8 -r,2 8  Setting Considerations     2 8 r  - - ' - !l-  - !lI - - !-- !-- !-- !^ -- !_ -- !_ -- !m-- !m_ - 2 x e 'D2 & Consider setting prices above your com        (2 : petitors prices ifi     2 S e ' 2 x7 e '2 7 Yes 2 r e ' 2 x e '2  No 2  o ' 2 x  o ' 2   ?o 2  o '- !o-- !o-- !o-- !o-- !o -- !ho"-- !o-- !ho-- !o-- !ho-- !o^ -- !dq-- !dq -- !dq-- !dq-- !dq^ -@"Tahoma !w*wgw - 2   'P2 . Your market is not sensitive to price changes.           2 A  ' 2 7  ' 2   ' 2    '- !-- !-- ! -- !h"-- !-- !h-- !-- !h-- !^ -- !d-- !d -- !d-- !d-- !d^ - 2 D  'e2 v< Your market consists mainly of growing commercial customers.              2 vD  ' 2 D7  ' 2 D  ' 2 D   '- !;-- !;-- !; -- !h;"-- !;-- !h;-- !;-- !h;-- !;^ -- !d=-- !d= -- !d=-- !d=-- !d=^ - 2   'b2 : Your product is an integral part of an established system.               2   ' 2 7  ' 2   ' 2    '- !-- !-- ! -- !h"-- !-- !h-- !-- !h-- !^ -- !d-- !d -- !d-- !d-- !d^ - 2   'G2 B( Your reputation for status, service, and          @2 B# other positive perceptions in the ,           'S2 t0 market increases your products perceived value.           2 tn o ' 2 7 o ' 2  o ' 2   o '- !-- !-- ! -- !h"-- !-- !h-- !-- !h-- !^ -- ! -- !  -- ! -- ! -- ! ^ - 2  o 'q2 D Your customers can easily build your price into their selling price.                2 ] o ' 2 7 o ' 2  o ' 2   o '- !-- !-- ! -- !h"-- !-- !h-- !-- !h-- !^ -- !d-- !d -- !d-- !d-- !d^ - 2  o 't2 @F Your product is only a tiny percentage of your customers total costs.                   2 @ o ' 2 7 o ' 2  o ' 2   o '- !-- !-- ! -- !h"-- !-- !h-- !-- !h-- !^ -- !d-- !d -- !d-- !d-- !d^ - 2 t o '-%2  Consider setting     J2 * your prices just below your competition if          2 { o '- 2 t7 o ' 2 t o ' 2 t  o '- !k-- !k-- !k -- !hk"-- !k-- !hk-- !k-- !hk-- !k^ -- !dm-- !dm -- !dm-- !dm-- !dm^ - 2  o 'R2 / Your market is very sensitive to price changes.c            2 O o ' 2 7 o ' 2  o ' 2   o '- !-- !-- ! -- !h"-- !-- !h-- !-- !h-- !^ -- !d-- !d -- !d-- !d-- !d^ - 2 @ o 'U2 r1 Your customers need to reorder parts or supplies.            2 r~ o ' 2 @7 o ' 2 @ o ' 2 @  o '- !7-- !7-- !7 -- !h7"-- !7-- !h7-- !7-- !h7-- !7^ -- !d9-- !d9 -- !d9-- !d9-- !d9^ - 2  o 'w2 H Your business is small enough that a lower price will not threaten your                  '52  larger competitors and start         2 A  a price war.i     2  a ' 2 7 a ' 2  a ' 2   a '- !-- !-- ! -- !h"-- !-- !h-- !-- !h-- !^ -- !-- ! -- !-- !-- !^ - 2 ? a 't2 qF You have the option of economical production runs which decrease your                 '2   unit cost.  2 3 n ' 2 ?7 n ' 2 ? n ' 2 ?  n '- !6-- !6-- !6 -- !h6"-- !6-- !h6-- !6-- !h6-- !6^ -- !8-- !8 -- !8-- !8-- !8^ - 2  n 'P2 . You have not reached full production capacity.          2 K n ' 2 7 n ' 2  n ' 2   n '- !-- !-- ! -- !h"-- !-- !h-- !-- !h-- !^ -- !d-- !4-- !4-- !4-- !d -- !4 -- !h4"-- !d-- !4-- !h4-- !d-- !4-- !h4-- !d^ -- !4^ -- !4^ -- 2 ; nSystem    -                           05 *H &0"10 *H 0g +7Y0W03 +70%7)O•0 0 *H !CظR?00)ъĽ5ǛSV0  *H 010U VeriSign Trust Network10U VeriSign, Inc.1,0*U #VeriSign Time Stamping Service Root1402U +NO LIABILITY ACCEPTED, (c)97 VeriSign, Inc.0 970512070000Z 991231070000Z010U VeriSign Trust Network10U VeriSign, Inc.1,0*U #VeriSign Time Stamping Service Root1402U +NO LIABILITY ACCEPTED, (c)97 VeriSign, Inc.00  *H 0. h|,-.  WSu3* [4 Z%}XsjxqX)X^-bXq"X/6MJ;"V~!lJGj6 -Ӵ90  *H :>{թy=q#+(ߌe,ZbVkbEƢ5"r-| CMlX 5ʉp*}a qfbB="2"d$006C!FXF%`0  *H 010U VeriSign Trust Network10U VeriSign, Inc.1,0*U #VeriSign Time Stamping Service Root1402U +NO LIABILITY ACCEPTED, (c)97 VeriSign, Inc.0 970512070000Z 991231070000Z01'0%U VeriSign Time Stamping Service10U VeriSign Trust Network1402U +NO LIABILITY ACCEPTED, (c)97 VeriSign, Inc.10U VeriSign, Inc.10UInternet00  *H 0aGܴ^i b1FI:?xZcEO n06- o' Q`5OTOз,B Ѝ^㖴"IBlӘV.:X"e匫xGBh[-}0  *H m`_i{p+b#D Q#tI'\q5+ൖ苧KsH ڋ %VNGWF8V!&;-%2Λ@GmGv0;~*1+ݰUApF-,~0 0 yfnжneq0  *H 0a10UInternet10U VeriSign, Inc.1301U *VeriSign Commercial Software Publishers CA0 980416000000Z 990416235959Z0]10UInternet10U VeriSign, Inc.1301U *VeriSign Commercial Software Publishers CA1F0DU =www.verisign.com/repository/CPS Incorp. by Ref.,LIAB.LTD(c)961>0<U 5Digital ID Class 3 - Microsoft Software Validation v21 0 UUS10U Washington10URedmond10UMicrosoft Corporation10U Microsoft Corporation0 0  *H  0&dm{AO o*q.S26h5IؖeS zpm̳*02X|k%gw #1_0[0u0a10UInternet10U VeriSign, Inc.1301U *VeriSign Commercial Software Publishers CAyfnжneq0 *H 0 *H  1  +70 +7 10  +70 *H  1w%JorS0 +7 1~0|:8Price-Setting Considerations>+ο䴓􎌉&RrHWR-Ag1tor2@~XG!NڵN{ 6_ԉ{(p#ǍefcGsdɸеv{mȱ#| o!nR]:Qiu-paEVF$R]n߯$y\fN^Cߧck85vm̸n'-䩭yd0 *H  100010U VeriSign Trust Network10U VeriSign, Inc.1,0*U #VeriSign Time Stamping Service Root1402U +NO LIABILITY ACCEPTED, (c)97 VeriSign, Inc.C!FXF%`0 *H Y0 *H  1  *H 0 *H  1 981125025307Z0 *H  1'Iȭaev[90  *H yƤ{?-k1g3uߥ. R3l5W6n,zwZaZXZ[(7[-9 #|=]olCᅘ`jH?Ja,.su]F/   bjbj )* "g  8\ MYJpL(+XXXXXXX$Z ]X X Y@  60! +XQ!2H 4> W Y:O4,4TY0MY{4,]]4Microsoft Business PlannerGo to Article :  HYPERLINK "msbp://-r276DB108/" Deciding the Pricing Policy for Your Business Price-Setting Considerations Use this worksheet to help you define your competitive pricing strategy. Adjust this form as necessary to meet the needs of your company. Note: When you save this template as a document, note the document's file name and location. To edit the document next time, you must open it using Word. Every time you open this template from Microsoft Business Planner, a new document is created. See Also:  HYPERLINK "msbpt://Pricing Objectives.dot/" Pricing Objectives  HYPERLINK "msbpt://Price Range Guidelines.dot/" Price Range Guidelines  HYPERLINK "msbpt://Pricing Questionnaire.dot/" Pricing Questionnaire HYPERLINK "http://bookshelf.msn.com/na/msbp/weblinks/redir.asp?vs=00&id= 441501734"Pricing Q&A http://www.americanexpress.com/smallbusiness/resources/starting/pricing/ Hosted by American Express Small Business Services, this site offers information on pricing for start-up businesses. HYPERLINK "http://bookshelf.msn.com/na/msbp/weblinks/redir.asp?vs=00&id= 441501738"Pricing: The Critical Decision http://www.enterprise.org/enet/library/pricing.html EntrepreNet offers an overview of three pricing options for small businesses. Dearborn Financial Publishing, Inc. 1998, The Market Planning Guide, 5th Edition, by David H. Bangs, Jr., published by Upstart Publishing Company.  Price-Setting Considerations Consider setting prices above your competitors prices if Yes No ? Your market is not sensitive to price changes. Your market consists mainly of growing commercial customers. Your product is an integral part of an established system. Your reputation for status, service, and other positive perceptions in the market increases your products perceived value. Your customers can easily build your price into their selling price. Your product is only a tiny percentage of your customers total costs. Consider setting your prices just below your competition if Your market is very sensitive to price changes. Your customers need to reorder parts or supplies. Your business is small enough that a lower price will not threaten your larger competitors and start a price war. You have the option of economical production runs which decrease your unit cost. You have not reached full production capacity.  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