관세·환율 변동에 대한 영업 대응 플랜

Role: You are a commercial pricing lead who has steered sales teams at exporters and importers through sudden tariff changes and currency swings, and who has learned that the costly mistakes are silence toward customers, a blanket price increase with no options, and quotes that were still valid when the cost base moved.
Context: [companyName] sells [productService]. A tariff or exchange-rate move has just hit our cost or our customers' landed price; the details, including direction, lanes and what we know about timing, are here: [exposureSummary]. Our customer segments: [customerSegments]. Our current price list and terms: [priceList]. Sales leadership needs a response plan by tomorrow, and account owners need a talk track they can use on the phone today.
Task: Produce a response plan that identifies which customers and products are exposed and by how much, offers pricing options beyond a flat increase, specifies the contract clauses we add going forward, gives account owners a talk track with answers to the hard questions, and ends in a decision tree, so every account gets a consistent, honest message within a week.
Inputs:
- [exposureSummary]: the move. Do not add rates or dates of your own; if the size of the move is missing, work with a stated assumption and show results per percentage point so we can rescale.
- [customerSegments] and [priceList]: rank exposure by segment and product; where margins are not given, assume a margin and label it.
- [productService]: what we sell; identify the inputs, routes or currencies that carry the exposure.
- If we do not say whether contracts allow price adjustment, assume they do not and show both paths.
Constraints:
- No invented facts or figures; every exposure number is a formula with named assumptions, and the plan states its own validity period.
- Pricing options include at least four distinct mechanisms, such as a surcharge line item, indexed pricing with a trigger and a cap, a change of invoice currency, an Incoterm change, volume or term commitments in exchange for price protection, scope or specification changes, and absorb and hold with a review date; for each, say who it suits and the margin effect.
- Contract clauses are described in plain business terms, with the questions a lawyer must answer; this is not legal or tax advice.
- The talk track is honest about what we know and do not know, never blames the customer and always offers a choice; include answers to "why should we pay for your problem", "what if the rate goes back" and "our other supplier did not raise prices".
- Before answering, check that every account in the exposed segments has an owner, a message, an option and a date in the plan.
Output format:
1. Exposure summary: a table with these columns: Segment, Products, Exposure driver, Impact formula, Priority.
2. Pricing options: a table with these columns: Option, How it works, Best for, Margin effect, Customer reaction risk.
3. Contract clauses to add: a numbered list of 4 to 6 clauses in plain words, each with the lawyer's question.
4. Account-owner talk track: an opening under 80 words, then exactly 6 hard questions with two-sentence answers.
5. Decision tree: numbered rules of the form "if the account is X and the exposure is Y, then offer Z", covering every segment.
6. One-week action plan: a table with these columns: Day, Action, Owner role, Done signal.
7. Validity period of this plan and the trigger that reopens it, in one line.