正文 第二十七章 被狗咬了，我只会打死它(第1页/共3页)
周平深以为然，当初知道他干了什么，那真是捏了一把冷汗，生怕他把60个煎饼果子砸手里，就这数量，给董壮壮当零食吃，也得个三天两夜。
“你再讲讲卖煎饼果子的商业逻辑呗，也给我们学习一下。”
沈云看了一眼默不作声越蹬越慢的何采薇，被风吹散的头发拍打着冻得微微发红的耳朵，换成以前的自己，只怕早已心疼得上手去捂。
“还是利用心理那一套，别看大家谈起大马猴来，一个个恨得咬牙切齿，但是这种恨不同于仇人间的恨，基本上没人能够抵挡占他便宜，爆他金币，又有理由说服自己不承人情的诱惑，再用节日和数量限定搞饥饿营销，我想，大部分有吃路边摊需求的学生都会蠢蠢欲动。”
说到这里，他稍作停顿，往上拉了拉校服的拉链，感觉灌进脖子的风小了点，这才继续说道：“当然，这一切的前提是金币爆得足够大，如果便宜太小，吸引力也会大大缩水，倒卖一个煎饼果子能赚2毛，你们觉得标配的煎饼果子以一块三的价格卖给他们吸引力大，还是按原来标配的价格，加送一个鸡蛋吸引力大？”
“我明白了。”周平心算片刻，一拍自行车把手：“一块三一个的标配煎饼果子，在他们看来只是打了86折，而一块五加个蛋的煎饼果子，大家的心理基础是两块，相当于打了75折。”
沈云补充道：“其实好处远不止如此，学校门口的路边摊是一个小江湖，基本上标配煎饼果子一块五的定价机制已经成为系统共识，如果单方面降价，在顾客那里形成心理预期，便会扰乱市场，搞得大家生意都不好做，随之而来的便是遭受冷眼，乃至排挤。我们以杨再兴生日的名义赠送鸡蛋的行为对苏洁枚的影响基本为零，而那些卖炒饼、蛋炒饭、粽子的摊位主最多单日少赚一两块，不会伤害市场，更不会改变预期。”
刘二彪和周平你看看我，我看看你，都听傻了。
且不说大家都是学生，很少会动做生意的想法，就算有打，也只有一个念头------把商品卖出去，哪个会想市场的反应的。
只有董壮壮一直在嘿嘿傻笑，听是能听懂，但是更深入的东西，他想不明白，也懒得去想，只要能吃饱饭，能和以前一样跟在仨人屁股后面混个开心快乐，就够了。
沈云好像没有看到他们的反应，自顾自地道：“要不然规模化企业为什么会严控出厂价和市场串货行为，都是图一个稳定市场，而大的销售商为了突破来自厂商限制盘活现金流，赠品策略是最行之有效的一招。”
“好家伙，怪不得你一模才考了那么点分，原来聪明才智都用这儿了。”周平是真服了，本以为卖煎饼果子赚差价还炒饼钱是被逼出来，没想到人家把一切安排得明明白白。
刘二彪越想越迷
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