Note that foreign trade has its own unique quotation method. The term is called the offer (OFFER). A formal foreign trade quote, not only should have a complete price term expression (FOB or something), but also include the name, quantity and so on. In particular, it is necessary to add the effective time of the quotation. Because the international market changes greatly, the price often has to be adjusted along with the market. In addition, the effective time can also be used to prompt customers to place orders as soon as possible.
This formal quotation, called the firmoff in the textbook, is more important on the rules. Once the customer reports it, if the customer replies to the acceptance within the validity period specified in the quotation, the bidder can no longer make changes. .
In fact, more often, we will deliberately miss some elements and leave one hand, so that the quotation becomes a non-firmoffer with no end effect. Sending a virtual disk can leave more room for bargaining for both parties, and the benefits are many. For example, when the price fluctuations in the international market are severe, the flexibility is better. For example, after the quotation, a "offersubjecttoourfinalconfirmation" is left, that is, "this quotation is subject to our later confirmation." This means that it is for reference only, and the exact price is finalized after negotiation.
In many cases, customers don't just ask for a product. When confirming that the customer will order several or several products, we should not be too rigid in the price of the salesman, and can work hard, according to the quantity and unit price ordered by the customer, as long as the total value can be roughly flat, A product with a large unit price can be handled flexibly. But when doing this kind of matching, remember to implement a good amount with the customer - many salesmen have eaten such a boring loss.
See through the customer's path
A first time you cooperate, you know that he is a veteran in the industry. However, when he asked for the previous inquiry, he chose some very regular products and even outdated old models. These products can easily be purchased from almost any of their competitors. The inside story is mostly the customer's temptation. What he really wants to buy is your new style, but because there is no cooperation, you can't eat the "moisture" of your offer. So use conventional products to explore the road - because these products he is very familiar with the bottom line price, according to your offer to measure how "virtual" you are. Some newcomers are easy to be fooled and reported extra profits according to the usual example. In fact, the old salesmen know that in the foreign trade industry, especially those products with large changes in appearance and function, the old styles have no high-profit hopes, and it is useless to report highs. Instead of being "small" by the customer, knowing that you are a newbie, the price is too high, or you can turn to find someone else, or smash the price in a future inquiry.
Let's learn to break through. As mentioned above, the boss will give a so-called reserve price, but we should not take this "boss reserve price" seriously, otherwise it will not have a day. Without the customer's intention, the boss will not let the price; the customer really wants to place an order, and the price will naturally yield. Therefore, many times, our novices must learn to walk in the middle. For example, to give customers a virtual disk that is lower than the "boss price of the boss", and wait for the customer to have a clear intention, and then it is much easier to fight for the boss's consent. Another example is the “combination quotation†method mentioned above. If you take a price to ask the boss to cut the price, most of them disagree, and if you can actively design the matching plan, the total value will be flat and the transaction will be made. I won't object, but I will look at you high.
Of course, if we can learn more about product knowledge, understand the production process and cost structure, and calculate the true “bottom lineâ€, it will be very different, and we can get rid of the constraints in the negotiations and have a good idea. This is also the main difference between novice veterans. Many foreign trade salesmen are willing to endure low wages and hardships, and they must start from the factory, which is for this.
[Summary of this section]
1. In addition to the base price, additional expenses are reserved for the later quote.
2. The detailed and detailed quotation in foreign trade is called the firm price. Once it is reported, it cannot be changed after the customer accepts it within the validity period.
3. The quotation without actual effect is called virtual disk, which is the more common way to attract customers to bargain, and also the trick to break the deadlock in the negotiation.
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