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Analysis Of The Process, Concept And Matters Needing Attention In Foreign Trade Quotation

2014/4/4 8:44:00 37

when we are still low-level salesmen, the processing of quotations is often relatively simple:

1. customer ask price, the boss said sell 5 yuan, the customer said too expensive.

2. reported to the boss, the boss said to the maximum 4 to 5.

The customer still refused.

3. boss is tired of saying, "you ask the customer how many orders."

Customers either have no news or reply to "2 dollars 8"?

4. the boss said 2 yuan 8 cost is not enough, customers simply come to... Less than 4 blocks 2 can not do it.

5., the customer ran away when we heard it. We had to work in white. This month we still have to rely on that 1 thousand and 8 basic salary. My girlfriend is 28 birthday.

the boss and customers usually have little culture, and we always have no chance to come out of them.

Therefore, when the salesman has reached a stage, he must strive for the upper level, gradually turn the passive into the initiative, and try to "guide" the customers and the boss, and promote the business.

this kind of "guidance" is based on three < a href= "//www.sjfzxm.com/news/index_c.asp" > idea > /a >: /p >

1. < a href= "//www.sjfzxm.com/news/index_c.asp" > price < /a > is alive.

According to the size of the order, the arrangement of the production period, the mode of pportation and the way of payment will vary greatly.

At the same time, the cost structure of a product is complex, and the change of a component or processing step can often bring about considerable cost changes.

2. customers will not necessarily know / stick to their requirements for products.

Especially consumer and craft products.

For example, we planned to make 1000 orders. If we talk well, our customers will be confident that they will eventually increase to 5000.

Or the original customers want to be all metal products, and at the end may be low price, similar to "external metal and bottom and internal resin / plastic" proposal.

3. the boss will not know / stick to the so-called bottom line of product price.

In particular, most companies or factories with a large number of products can only estimate the approximate cost in advance.

In fact, variables are very large.

For example, next month is the production of neutral space. In order to maintain production, it may be even small or even flat.

Or money is tight, so we need a lot of money to turn around or a letter of credit.

of course, to change passivity into initiative, first of all, a salesperson should familiarize himself with his products and familiarize himself with his own factory.

This is not difficult for a shrewd salesman to endure for a year or so.

with these ideas, do not convey the boss's intention to the customers, and easily say "NO" to the customers.

Therefore, our business veterans always have such a tone: "this is usually the price. But you really want to get cheaper."

And the boss is: "this client I see is OK, is a long-term buyer, it is worth following up... We think of a way to do it with him first".

the difference is clear at first glance: the novice simply passes on the words, while the old hand uses the mental design plan to consult the customer and the boss, promotes the paction.

when we do it concretely, pay attention to several points:

1. low price, but most of them should be tied to conditions such as large quantity, "advanced payment", "timely security of surplus money" and "long lead time".

Note why the "long lead time" is a convenient condition, because it can be arranged calmly to fill the gap of production. In addition, it can also choose to deliver goods at a cheaper time or to make goods on the right track, thus greatly saving costs.

2. initiative to advise customers, such as the above mentioned tricks of Jerry building.

Many times, customers love money rather than quality.

Customers are welcome instead of offering alternatives in an expert role.

3. to communicate with < a href= "//www.sjfzxm.com/news/index_c.asp" > Customer < /a > to understand the true thoughts of customers.

For example, when customer bargaining is too low, the reason for side understanding is that customers do not know the bank, do not check, or your competitors disturb the market.

Thus targeted treatment.

Incidentally, even if a competitor disrupts the market, unless you know that the other person is a fraud, the squid principle is not to say bad words to competitors, that is, they are all mixed up on the street and face each other.

4.. Communicate with the boss as much as possible, explore ways to cut corners and find more supply channels for spare parts, and strive to cut costs.

Try to understand factory production and financial status as much as possible, while sharing concerns for the boss while promoting low price customer turnover.

the collection of business intelligence is much better.

I have seen a sad case: a well-known buyer enquiry, but the novice salesman did not know the other side, and the boss did not know the details and did not pay enough attention to it.

As a result, he lost the opportunity to enter the supply system of the big buyer for a little profit.

It should be noted that for many large buyers, it is very valuable to enter their "system". Once they have a good paction record with them, the future will be more smoothly.

And these big buyers easily do not inquiries, many times only when the urgent replenishment, only occasionally out, for new factories, the opportunity is rare.

In this sense, even with this opportunity, even Ping has to do something at the expense of a profit, and the right to buy money.