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  • 0 楼#

    外贸连先生

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    公司的产品都是我们签订单赚钱的基本,所以每一位业务员都有保护自己产品的义务。要不本钱都丢了,还谈什么赚钱呢?阿连有些新同事会要求很多样板,想争取多些订单的机会。可是寄出之前有没有考虑过这个客户是不是值得安排样机呢?
    Products play a role of making a profit in each order, so salesmen have a duty to protect their products. Otherwise, how to make profit without products? Many new colleagues may ask for lots of samples to push for more orders, but have they considered that whether these customers are worth samples?

    今天阿连想跟大家分享下我的看法:
    Here is my point of view:

    一.样板需要给样板费 Sample fee is required:
    某些厂家是需要客户给打样费用和快递费用的,这些硬性要求对业务员来说是比较好跟进的。因为打样费和快递费用不是一笔小数目,如果业务员跟客户说了客户还要求打样,那就证明合作意向非常大,只要送过去的样板质量OK,那么订单基本上就谈下来了。
    Some manufacturers require sample fees and express fees which are easier to be followed by salesmen. Due to high cost of these fees, if customers still require samples, they must have strong procurement intention. Once you send good quality samples, you probably can get an order.


    针对这类客户你从谈样机就要记清楚每个细节,及时跟进好送样,以便及时催客户下单。
    For this kind of customer, each detailed must be clear since you negotiate about samples, and you should follow up with them so as to timely push an order.

    二.免费样板 Free sample:
    有些公司送样给客户是免费的,就好比我们公司,boss 为了支持我们业务员尽快多些订单,样板通常我们都是免费送给客户。对于这些客户有一点非常肯定的就是送样之前确认有报过价格给客户,当然这还没达到送出样板的条件,我们还要考虑以下的情况:
    Some companies can offer free samples like our company. To support us, my boss usually allows our salesmen to send free samples to customers. For these customers, make sure that we have quoted to customers before sending samples. But certainly, this is not all conditions for free samples, the following aspects will be considered:


    1) 客户有做我们的产品,客户产品在当地卖的价位能否接受我们的价格。如果客户采购开的价位跟我们相差太远,一个小产品也相差2-3USD的,建议不要送了,因为客户已经建立好的客户群都是做开的价格,突然你让他买那么高的价格,他能接受吗?
    This customer runs the products we do. Think if he can accept our price compared with the price in local market. If the difference between their procurement price and our price is wide, like 2-3 USD, you’d better not send samples since their current customers group can just accept lower price, how can he accept your much higher price?


    2) 客户让我们寄的是很多个款,比如拿了5-6款。我们都要特别留意下,如果我们还没能判断出客户的意图时,我们要跟客户解释我们送1个样板已经足够让客户测试和了解到我们的产品质量;当然也不排除一些很大的公司他们测试样板标准多,为了快点得出结果需要多台样板同时进行测试的情况,那你可以跟公司商量申请。
    If customers require many models, such as 5 to 6 models, we must be more cautious. Before we know their intention clearly, we’d better explain that one sample is enough for them to test our quality; of course, there must be some big companies which have more test standards. To get result more quickly, if they need many samples to do test simultaneously, you can apply to your company.


    3) 客户让我们寄的地址是国内地址,这个时候一定要搞清楚客户是近期有货想让样板跟大货一起出,还是这个地址是他们的中国办事处,是贸易商,还是同行。如果是有大货一起出的,要问清楚对方的产品是什么产品,如果同类产品建议跟客户沟通下用快递。
    If customers provide domestic address, you should get to know that if they want to mix your samples with goods from other suppliers or this is their China office, and make it clear that they are trader or peers. In the first case, mixing your samples with goods from other suppliers, you should inquire the specific category, if they are the same category, using express is suggested.

    如果地址是客户的中国办事处的,可以尽快安排,同时也要及时告知客户样板已经送到他们的中国办公室,催紧样板的测试;如果是贸易商,就还是那句话,问清楚客户是用来给客户测试还是怎么样的;如果你查询了地址或者其它途径了解到是同行,这个相信不用我教了吧。
    If the address is customer's office in China, samples can be arranged as soon as possible, and promptly inform the customer's that sample has been sent to their offices in China, pushing the sample test; if they are traders, it is always the same method: ask the exact purpose, such as test or else; if you find that they are peers, you must know what to do.

    现在大家应该也知道了一个客户送样基本满足的条件:已经报了价格+可以接受我们产品价格+注重质量+愿意提供快递账号/中国办事处/或跟大货出,这些客户我们都会送出我们的样板的。
    Now you know basic conditions to send samples to customers: have been quoted+ accept our price+ focus on quality+ are willing to provide express account / China Office / or deliver with cargos. Once they meet these conditions, we will send samples to them.

    虽然说多送样板可以增加我们的出单率,但是我们还是要珍惜自己的样板, 因为产品是我们赚钱的家伙。
    Although sending more samples increases the rate of order, cherishing our samples is necessary because only products can bring profit for us.



    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!

  • 1 楼#

    哈萨克俄罗斯专线

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  • 2 楼#

    太阳能热水器

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    沙发沙发

  • 3 楼#

    生活

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  • 4 楼#

    Call me Terry

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    感谢分享,来学习

  • 5 楼#

    名人堂de小二

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    亲,给你个好评哦!

  • 6 楼#

    贸小七-王

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    我要代表圈妹奖励你么么哒一个!

  • 7 楼#

    cn1517581836jkqp

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    支持连先生

  • 8 楼#

    猫大大

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    支持阿连

  • 9 楼#

    Waimao

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    感谢分享

  • 10 楼#

    邱邱邱邱Ss

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    谢谢分享~~~~~~

  • 封禁
    11 楼#

    深圳市中云国际货运代理有限公司

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    哈哈,看下面有联系方式哦

  • 12 楼#

    ONE001

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    支持!!

  • 13 楼#

    cn1515270785edyv

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    总结到位~下次分享点谈判案例吧~

  • 14 楼#

    qdhedelong

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    言之有理啊。连先生

  • 15 楼#

    cn1514391829ybls

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    实用

  • 封禁
    16 楼#

    cn1517121181ojye

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    用户被禁言,该主题自动屏蔽!

  • 17 楼#

    cn1518205786coqv

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    原来阿连是男的?微信里一直以为他跟我们一样,是女生,误会好大。

  • 18 楼#

    cn1516435838vghi

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    如果每个商家都这样正规做事对待客户,不扰乱市场秩序,就会好做好多。
    现在现实的大环境就是,我们做工厂的,都把自己的位置定得很低很低,对客户都是有求必应。唉。怎么做啊

  • 19 楼#

    胡萝卜忍者

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    6666666



  • 公司的产品都是我们签订单赚钱的基本,所以每一位业务员都有保护自己产品的义务。要不本钱都丢了,还谈什么赚钱呢?阿连有些新同事会要求很多样板,想争取多些订单的机会。可是寄出之前有没有考虑过这个客户是不是值得安排样机呢?
    Products play a role of making a profit in each order, so salesmen have a duty to protect their products. Otherwise, how to make profit without products? Many new colleagues may ask for lots of samples to push for more orders, but have they considered that whether these customers are worth samples?

    今天阿连想跟大家分享下我的看法:
    Here is my point of view:

    一.样板需要给样板费 Sample fee is required:
    某些厂家是需要客户给打样费用和快递费用的,这些硬性要求对业务员来说是比较好跟进的。因为打样费和快递费用不是一笔小数目,如果业务员跟客户说了客户还要求打样,那就证明合作意向非常大,只要送过去的样板质量OK,那么订单基本上就谈下来了。
    Some manufacturers require sample fees and express fees which are easier to be followed by salesmen. Due to high cost of these fees, if customers still require samples, they must have strong procurement intention. Once you send good quality samples, you probably can get an order.


    针对这类客户你从谈样机就要记清楚每个细节,及时跟进好送样,以便及时催客户下单。
    For this kind of customer, each detailed must be clear since you negotiate about samples, and you should follow up with them so as to timely push an order.

    二.免费样板 Free sample:
    有些公司送样给客户是免费的,就好比我们公司,boss 为了支持我们业务员尽快多些订单,样板通常我们都是免费送给客户。对于这些客户有一点非常肯定的就是送样之前确认有报过价格给客户,当然这还没达到送出样板的条件,我们还要考虑以下的情况:
    Some companies can offer free samples like our company. To support us, my boss usually allows our salesmen to send free samples to customers. For these customers, make sure that we have quoted to customers before sending samples. But certainly, this is not all conditions for free samples, the following aspects will be considered:


    1) 客户有做我们的产品,客户产品在当地卖的价位能否接受我们的价格。如果客户采购开的价位跟我们相差太远,一个小产品也相差2-3USD的,建议不要送了,因为客户已经建立好的客户群都是做开的价格,突然你让他买那么高的价格,他能接受吗?
    This customer runs the products we do. Think if he can accept our price compared with the price in local market. If the difference between their procurement price and our price is wide, like 2-3 USD, you’d better not send samples since their current customers group can just accept lower price, how can he accept your much higher price?


    2) 客户让我们寄的是很多个款,比如拿了5-6款。我们都要特别留意下,如果我们还没能判断出客户的意图时,我们要跟客户解释我们送1个样板已经足够让客户测试和了解到我们的产品质量;当然也不排除一些很大的公司他们测试样板标准多,为了快点得出结果需要多台样板同时进行测试的情况,那你可以跟公司商量申请。
    If customers require many models, such as 5 to 6 models, we must be more cautious. Before we know their intention clearly, we’d better explain that one sample is enough for them to test our quality; of course, there must be some big companies which have more test standards. To get result more quickly, if they need many samples to do test simultaneously, you can apply to your company.


    3) 客户让我们寄的地址是国内地址,这个时候一定要搞清楚客户是近期有货想让样板跟大货一起出,还是这个地址是他们的中国办事处,是贸易商,还是同行。如果是有大货一起出的,要问清楚对方的产品是什么产品,如果同类产品建议跟客户沟通下用快递。
    If customers provide domestic address, you should get to know that if they want to mix your samples with goods from other suppliers or this is their China office, and make it clear that they are trader or peers. In the first case, mixing your samples with goods from other suppliers, you should inquire the specific category, if they are the same category, using express is suggested.

    如果地址是客户的中国办事处的,可以尽快安排,同时也要及时告知客户样板已经送到他们的中国办公室,催紧样板的测试;如果是贸易商,就还是那句话,问清楚客户是用来给客户测试还是怎么样的;如果你查询了地址或者其它途径了解到是同行,这个相信不用我教了吧。
    If the address is customer's office in China, samples can be arranged as soon as possible, and promptly inform the customer's that sample has been sent to their offices in China, pushing the sample test; if they are traders, it is always the same method: ask the exact purpose, such as test or else; if you find that they are peers, you must know what to do.

    现在大家应该也知道了一个客户送样基本满足的条件:已经报了价格+可以接受我们产品价格+注重质量+愿意提供快递账号/中国办事处/或跟大货出,这些客户我们都会送出我们的样板的。
    Now you know basic conditions to send samples to customers: have been quoted+ accept our price+ focus on quality+ are willing to provide express account / China Office / or deliver with cargos. Once they meet these conditions, we will send samples to them.

    虽然说多送样板可以增加我们的出单率,但是我们还是要珍惜自己的样板, 因为产品是我们赚钱的家伙。
    Although sending more samples increases the rate of order, cherishing our samples is necessary because only products can bring profit for us.



    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!






  • 沙发沙发






  • 感谢分享,来学习



  • 亲,给你个好评哦!



  • 我要代表圈妹奖励你么么哒一个!



  • 支持连先生



  • 支持阿连



  • 感谢分享



  • 谢谢分享~~~~~~


  • 封禁

    哈哈,看下面有联系方式哦



  • 支持!!



  • 总结到位~下次分享点谈判案例吧~



  • 言之有理啊。连先生



  • 实用


  • 封禁

    用户被禁言,该主题自动屏蔽!



  • 原来阿连是男的?微信里一直以为他跟我们一样,是女生,误会好大。



  • 如果每个商家都这样正规做事对待客户,不扰乱市场秩序,就会好做好多。
    现在现实的大环境就是,我们做工厂的,都把自己的位置定得很低很低,对客户都是有求必应。唉。怎么做啊



  • 6666666


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