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Exporting: The Definitive Guide to Selling Abroad Profitably, Second Edition by Laurel J. Delaney

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© Laurel J. Delaney  2016

Laurel J. Delaney, Exporting, 10.1007/978-1-4842-2193-8_19

19. Pricing and Preparing Quotations

Laurel J. Delaney

(1)Ste LL, Chicago, Illinois, USA

A company’s job is to find the market’s acceptable price.

—J. Willard Marriott Jr., founder, Marriott International, and Robert G. Cross, chairman and chief executive of Aeronomics Inc. i

What the customer pays for each piece of the product has to work out as Y dollars for us. But how the customer pays depends on what makes the most sense to him. It depends on what the product does for the customer. It depends on what fits his reality. It depends on what the customer sees as ‘value.’

—American management consultant, author, and educator, Peter F. Drucker ii

Pricing a product ...

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