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    傀儡

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    不管是涨价还是调整合作方式,建议都应该有个缓冲期!


    案例来自真实事件


    这个俄罗斯客户是之前展会上开发的客户,去年就和公司有过合作,并在今年正式签署协议成为俄罗斯地区独家经销商资格。今年由于有同事离职,就把这个客户转给我继续维护了,我也是从4月的样子才真正开始频繁互动。


    说是宣传路演,其实想让你掏钱!

    4月20日客户发来一个PPT, 一个俄罗斯网红老头和一直可爱的狗狗一下子吸引了我的眼球,这是一个堪称大型的宣传activity,客户宣传是移动宣传路演,计划是自己打造一个房车,让一个当地流量巨大的网红大V带着一只可爱的狗狗驾车从莫斯科到中国北京。


    房车上有我们产品品牌LOGO和宣传slogan,一边行走还一边在旅途中的各个停靠点和当地媒体进行曝光,整个过程会录制一系列有趣的视频上传到Youtube等社交网络媒体上,并有各种网络推手一起转发,扩散。


    因为我们的产品其中有一个系列是车载摄像头,所以客户的这个活动策划能充分地把产品特点放大,并通过有趣的互动交流,媒体宣传,来尽可能的增加brand awareness。


    听起来是一个蛮有趣蛮不错的的计划,客户把PPT扔过来,问我们有什么想法,重点来了,客户最后还说了句,我们马上会下一个order,大概是什么什么。


    好吧,事实证明老板也真如初恋一般毫无例外地被深深打动:Amazing!Cool!于是老板又把我们召集起来开会讨论,集思广益。其实聪明的老板一下子就看懂了,客户这是在暗示我们给与更多的支持(money咯),后来客户在Wechat里再次提到,希望得到我们的support足以证明。说是宣传路演,其实想让你掏钱!其中有2页专门列出了此次行程的所有成本明细,细致到汽车加油费的预算都清清楚楚。(我也是佩服客户精心制作的文案,向他学习)


    PS:客户在后面的邮件里特别插入了一句:We would like to see your financing of this program. 还不够明显么?各种暗示给我们,再装傻也不行咯,哈哈。


    订单面前临时涨价?客户翻脸怕不怕!

    剧情总是那么跌宕起伏,这边PPT计划我们还没正式回应,就从总经理办公室传来噩耗,部门决定给所有经销商客户涨价!


    以前可能会因为想开发新市场支持新客户提供的各种“友情价”统统作废,公司不是做慈善,成本上涨必然导致被动涨价啊,老板各种苦情戏上演,最后业务员不得不乖乖地备好这个锅!


    还让我们立即编制好最新版本的Pricelist 2018 发给每一个经销商,此事优先级第一,不可耽误,我们也只好硬着头皮发了出去。


    果然不出所料,客户淡定地“火了”:第一时间就回复邮件(如下图),接着他们的CEO又跟一封。然后还不够,在Wechat group里也发火(我们会安利独家经销商下微信,并和我们拉到一个group里方便更直接的沟通)。




    接着,我们这些消防员不得不赶紧去扑火。


    在这里,我们需要分析一下,客户发了一个邮件,提到2件事:


    1. 我们有一个很伟大的计划,目的也是为了宣传公司品牌,当然你们需要经济上支持我们。


    2. 我们马上就会有一个不错的order给你们了。


    这不就是大家常用的伎俩吗,给你一巴掌,再给你一颗糖。一个好消息和一个坏消息,你先听哪个?一并给你咯!


    我们部门有一个不成文的规定,面对这种需要攻坚的时刻,都要大家一起来brainstorm讨论应对方案,这样以后不管是谁遇到了相似的问题,都可以从容应对了。于是在一番激烈的讨论后,我们很客气地回复了客户的邮件。


    回复思路:


    先各种天花乱坠地夸赞过去一年他们作为经销商为推广我们产品所付出的努力,然后针对他们提出的他们引以为傲的伟大计划进行一番讨论:如果要得到我们的支持,能否给出预期的回报如何?能有多大的曝光和影响力呢?(不能说赞助就赞助呀,至少得有效果对不对?)


    最后让我们一起回顾一下去年的业绩情况(暗示他们17年业绩尚可,而18年却实在不理想,如果想索取优待,希望拿成绩说话,同时也是为涨价“辩解” 做个铺垫)


    Dear partner,


    Without Team Russia it is impossible for us to conquer Russia market. I must say that you have got a team of gems who are very professional on their approach and work with sheer dedication and sincerity.


    We are particularly writing to appreciate the deep insights that you and your team proposed, Your travelling activity is impressive. This is an excellent idea, the reality of using our brand throughout the journey not only for brand awareness or sales but how we will become a part of an adventure. Not to mention how social media will be crazed on the excitement entail.


    How much could be our lead? Sales prediction somehow? Can we measure the quantity of impressions? Will you inform us a day before the schedule of the live interviews? We would like to see this live. Will this be bilingual to cater not only to Russian speaking people but the world market in general sense per se.


    Recollecting 2017, your sales is compelling. We acknowledged your sales performance. We


    are delighted to see that you have done better sales plans and strategies. One thing we cannot deny how we enjoy Team Russia social media updates. Keep it up!


    It’s been four (4) months since the last time we got an actual purchase from you. We are aware that you are low of stocks. Let's replenish your stocks and soar on sales this 2018.


    We are wondering how you could surpass 2017 sales. We will appreciate if you could share to us your sales plans. What is your sales target this year?


    We wish that our association will go a long way creating pillars of success.


    此封邮件过去,并没有完全浇灭那团火,客户依然惦记着涨价的事情。非常心平气和地和我们“动之以情晓之以理”还为此做出了各种解释来表示他们很努力地在promote,暗示我方的涨价不太合理。


    当然咯,邮件开头也是各种客套词,夸赞我们过去一年合作愉快,对未来合作充满信息。最后拿数据和事实说话:


    Our plan for 2018.


    1. Sales increase of 150>#p###

    2. Conclusion of the contract with XXX GROUP(行业内某知名的brand), YANDEX


    于是,我们又经过内部讨论,决定有针对性的回复涨价事宜。


    对于影响价格的因素,我方目前主要会考虑以下几点:


    数量:订货量直接决定价格,即阶梯式报价


    账期:之前一直有给他30%预付,70%余款, NET 60days的账期(2个月内支付余款)


    交期:作为辅助价格谈判的另一个考虑因素


    邮件回复思路:


    1. 客套话,感谢您的支持和合作,做出的努力。


    2. 阶梯式价格明细,量大可以协商更多优惠。


    3. 可以帮你争取一些价格优惠,但必须满足各种销售目标的硬性要求。


    5月必须下单,至少年增长30%,每个月都必须下单,每月下单金额不低于1万美金


    4. 告知可以申请赞助支持,算是我们对经销商的支持。


    是不是觉得我们的条件太过于苛刻了?不怕,对于独家经销商来说是可以提一些高要求的,而且我们提出的要求也是有空间让客户来bargain的,生意就是互相negotiation出来的,最后谈下来的要求一般会是meet each other half way, 取一个折中的双方都可以接受的定下来的。


    Dear partner,


    We are sincerely grateful for what you have done for strengthening our brand perceptions in your country for the past one year.


    Like we mentioned in the previous email, we saw a professional Russian team which are devoted to branding both online and offline and highly recognized their efforts of marketing locally. Actually we have already considered Russian team as part of our team like a our family member, not only a business partner.


    For the pricing adjustment that you are concerned about, firstly we would like you to understand this newly-released Price List 2018 are set for all the distributors world-wide, no exceptional privilege for any dealers. It is a official and final decision made by our Boarder of directors after a couple of serious conferences, on the basis of surging raw materials and operating costs accounting.


    This has been our standard price bracketing.


    Price bracketing:


    SMALL ORDER <50 units


    MEDIUM ORDER >80 to 200 units


    LARGE ORDER >201 and up


    The discounted price provided to you last year was aimed to offer you full support to develop your market at the very beginning. o be frank,any distributors outside Russia have never been granted such special discount. With this special pricing large amount of loss would be caused for our company, let alone making profit.


    You have done a wonderful job on marketing and already been fruitful with a good reputation gained locally so we have full confidence in your future sales with quality products and superior services provided. Well, considering your possible big orders recently,we are also open for some privileges.


    I can see from your remaining stocks, it’s low. Your M-series needs replenishment. I can help convince my leaders to make sure you will get your required target price . While there are conditions accordingly. Let’s agree on one important thing. Place an order this month of May and promise one thing: surpass your sales at least 30% this year. Increase sales 30% more and never skip a month to place an order, at least $10000 per month. If you think this is reasonable, will guarantee your target price is workable.


    In addition to that, a large amount of financial support for Russian Expo and long-time account period (net days) for your orders, technical assistance were provided specifically for your company, in an attempt to provide you optimal support,as far as possible. Hopefully you could take into account that we have showed our sincerity of long-term cooperation already as a backup. We really cherish our partnership with you.


    One thing more, I can assure to you that we will never stop to support Team Russia when it comes to marketing and brand exposure. However, a compelling sales is necessary to keep your status as a sole distributor in Russia market.


    The project , it would be important that the show must be in English or a subtitle in English. Can we lower the cost? Can you make this project budget more affordable so it would be easy for me to discuss with the leaders. We are expecting that this project should be done all by you from Russia to China.


    No one would deny Russian is a huge and promising market, especially for automobile industry. We attach much importance to your local market and our main responsibility is to provide improved products that are well adapted to the market. Therefore,we really hope you can understand our situation and sincerity, let’s work together to create more success. Will expect good news of your highly anticipated collaboration with XXX GROUP and YANDEX.


    Thanks again for your kind cooperation.


    在这个讨价还价,各种negotiation的过程中,还经历了客户直接Wechat我们要求concall,简单粗暴直奔主题,质问我们为什么要涨价,而且特别是有订单的时候?


    针对这个问题后来我们也一起反思了一下,如果有价格变动,特别是这种很多系列都会涨价的,需要提前给客户正式发邮件告知,让客户有一个缓冲期。所以经过此事,我们决定:


    以公司的名义每个月15日左右制作一个专业的Newsletter给客户,其中就包含公司最新的各种新闻,新品研发进度,以及如果有价格调整提前告知,并提供缓冲期。


    经过N轮的来来回回negotiation,最后我们在价格调整上做出了让步,当然也没有保持原价,而是取了一个合理的中间值,另外提供了几个月的缓冲期。最重要的是,我们提出了一系列的条件,客户也答应了。


    当然,客户之所以能接受调整,除了我们一轮又一轮地耐心的各种苦肉计加糖衣炮弹宏站,应该也和我们能提供赞助支持(我们自己也可以到相关单位申请“境外市场推广”的补贴),以及今年承诺的展会支持(我们补贴展位费)。事实上,我们给客户的补贴大部分90%以上我们可以去相关单位比如外经委,园区的相关部门申请到补贴支持的。所以,大家千万别小看这个,合理地利用好,也是可以作为谈判的筹码,以及对自己重要客户的有力支持的。


    临门一脚又变卦?诚信守约才有订单拿!


    关于在订单面前总是跳出来的各种”意外”, 还不得不提最近发生的和这个俄罗斯客户之间的一件事,虽然事情虽小,但处理不好很可能就容易毁了一个订单!


    也是在一次客户发邮件正式下单之后,因为客户分2次下单,一批是紧急着需要补货(客户的库存很快就耗尽了,供不应求了),这一批客户想走俄罗斯专线(也就是所谓的灰关,俄罗斯的海关有多严苛你们懂的),节省时间和清关效率早点拿到这批小货50台;另外一批是300多台走DHL渠道的订单。因为小货这个order货值实在太小,老板想打破之间和客户商定的付款方式及账期,即30%预付,余款70%在60天内支付。要求我们让客户直接全款支付,理由是货值太小,没必要30%预付。


    所以业务员呢,有时候真的是夹在中间的一块夹心饼干啊,既要让客户满意拿下订单,又不得权衡老板和公司的利益和风险控制。和客户,老板买卖两方斗智斗勇,balance双方的利益,拿捏好尺度,达到甚至超越双方的预期,这才是真正考验一个业务员的职业技能啊!


    遇到这种case,从我个人角度,当然不愿意临门一脚又出乱子咯,有的人可能会说,你可以尝试跟客户协商,他不愿意全款就算了,可能每个人的原则不一样吧。在这种情况下,我还是更宁愿说服老板恪守承诺,不要因小失大。


    顺便说一下,这个经销商之所以要求Net 60的账期,是因为他在当地有它的次级经销商和一些小的reseller,他们之间是一直保持这种账期的结算方式,所以为了不打破平衡,他们也不轻易接受临时调整账期和付款方式。


    考虑到客户还有一个300台的订单,加上我们之前邮件里白纸黑色商定好了付款方式,不能到了下单的时候再临时违约,这样很可能会损失订单甚至对往后的合作造成不好的影响,做生意信誉第一,不是吗?这个时候老板在国外出差,因为时差原因沟通不是很顺畅,客户那边也一直催,好在最后老板还是答应不进行调整了,一切照旧,这个订单最终才顺利进行下去了。


    总而言之,不管是涨价,调整付款方式等等合作方式,建议都应该有一个合理的规划,并保证提前给客户解释原因,提前通知到位(正式邮件通知,非微信等聊天软件)。在每次订单来临时,要做的是尽力满足客户的需求,确保整个订单顺利进行直到客户收货,而不是绞尽脑汁在客户急需供货的时候,去临时违反约定,最后只能是得不偿失,信誉损失。


    感兴趣的可以关注微信公众号:北京网聚电商







  • 不管是涨价还是调整合作方式,建议都应该有个缓冲期!


    案例来自真实事件


    这个俄罗斯客户是之前展会上开发的客户,去年就和公司有过合作,并在今年正式签署协议成为俄罗斯地区独家经销商资格。今年由于有同事离职,就把这个客户转给我继续维护了,我也是从4月的样子才真正开始频繁互动。


    说是宣传路演,其实想让你掏钱!

    4月20日客户发来一个PPT, 一个俄罗斯网红老头和一直可爱的狗狗一下子吸引了我的眼球,这是一个堪称大型的宣传activity,客户宣传是移动宣传路演,计划是自己打造一个房车,让一个当地流量巨大的网红大V带着一只可爱的狗狗驾车从莫斯科到中国北京。


    房车上有我们产品品牌LOGO和宣传slogan,一边行走还一边在旅途中的各个停靠点和当地媒体进行曝光,整个过程会录制一系列有趣的视频上传到Youtube等社交网络媒体上,并有各种网络推手一起转发,扩散。


    因为我们的产品其中有一个系列是车载摄像头,所以客户的这个活动策划能充分地把产品特点放大,并通过有趣的互动交流,媒体宣传,来尽可能的增加brand awareness。


    听起来是一个蛮有趣蛮不错的的计划,客户把PPT扔过来,问我们有什么想法,重点来了,客户最后还说了句,我们马上会下一个order,大概是什么什么。


    好吧,事实证明老板也真如初恋一般毫无例外地被深深打动:Amazing!Cool!于是老板又把我们召集起来开会讨论,集思广益。其实聪明的老板一下子就看懂了,客户这是在暗示我们给与更多的支持(money咯),后来客户在Wechat里再次提到,希望得到我们的support足以证明。说是宣传路演,其实想让你掏钱!其中有2页专门列出了此次行程的所有成本明细,细致到汽车加油费的预算都清清楚楚。(我也是佩服客户精心制作的文案,向他学习)


    PS:客户在后面的邮件里特别插入了一句:We would like to see your financing of this program. 还不够明显么?各种暗示给我们,再装傻也不行咯,哈哈。


    订单面前临时涨价?客户翻脸怕不怕!

    剧情总是那么跌宕起伏,这边PPT计划我们还没正式回应,就从总经理办公室传来噩耗,部门决定给所有经销商客户涨价!


    以前可能会因为想开发新市场支持新客户提供的各种“友情价”统统作废,公司不是做慈善,成本上涨必然导致被动涨价啊,老板各种苦情戏上演,最后业务员不得不乖乖地备好这个锅!


    还让我们立即编制好最新版本的Pricelist 2018 发给每一个经销商,此事优先级第一,不可耽误,我们也只好硬着头皮发了出去。


    果然不出所料,客户淡定地“火了”:第一时间就回复邮件(如下图),接着他们的CEO又跟一封。然后还不够,在Wechat group里也发火(我们会安利独家经销商下微信,并和我们拉到一个group里方便更直接的沟通)。




    接着,我们这些消防员不得不赶紧去扑火。


    在这里,我们需要分析一下,客户发了一个邮件,提到2件事:


    1. 我们有一个很伟大的计划,目的也是为了宣传公司品牌,当然你们需要经济上支持我们。


    2. 我们马上就会有一个不错的order给你们了。


    这不就是大家常用的伎俩吗,给你一巴掌,再给你一颗糖。一个好消息和一个坏消息,你先听哪个?一并给你咯!


    我们部门有一个不成文的规定,面对这种需要攻坚的时刻,都要大家一起来brainstorm讨论应对方案,这样以后不管是谁遇到了相似的问题,都可以从容应对了。于是在一番激烈的讨论后,我们很客气地回复了客户的邮件。


    回复思路:


    先各种天花乱坠地夸赞过去一年他们作为经销商为推广我们产品所付出的努力,然后针对他们提出的他们引以为傲的伟大计划进行一番讨论:如果要得到我们的支持,能否给出预期的回报如何?能有多大的曝光和影响力呢?(不能说赞助就赞助呀,至少得有效果对不对?)


    最后让我们一起回顾一下去年的业绩情况(暗示他们17年业绩尚可,而18年却实在不理想,如果想索取优待,希望拿成绩说话,同时也是为涨价“辩解” 做个铺垫)


    Dear partner,


    Without Team Russia it is impossible for us to conquer Russia market. I must say that you have got a team of gems who are very professional on their approach and work with sheer dedication and sincerity.


    We are particularly writing to appreciate the deep insights that you and your team proposed, Your travelling activity is impressive. This is an excellent idea, the reality of using our brand throughout the journey not only for brand awareness or sales but how we will become a part of an adventure. Not to mention how social media will be crazed on the excitement entail.


    How much could be our lead? Sales prediction somehow? Can we measure the quantity of impressions? Will you inform us a day before the schedule of the live interviews? We would like to see this live. Will this be bilingual to cater not only to Russian speaking people but the world market in general sense per se.


    Recollecting 2017, your sales is compelling. We acknowledged your sales performance. We


    are delighted to see that you have done better sales plans and strategies. One thing we cannot deny how we enjoy Team Russia social media updates. Keep it up!


    It’s been four (4) months since the last time we got an actual purchase from you. We are aware that you are low of stocks. Let's replenish your stocks and soar on sales this 2018.


    We are wondering how you could surpass 2017 sales. We will appreciate if you could share to us your sales plans. What is your sales target this year?


    We wish that our association will go a long way creating pillars of success.


    此封邮件过去,并没有完全浇灭那团火,客户依然惦记着涨价的事情。非常心平气和地和我们“动之以情晓之以理”还为此做出了各种解释来表示他们很努力地在promote,暗示我方的涨价不太合理。


    当然咯,邮件开头也是各种客套词,夸赞我们过去一年合作愉快,对未来合作充满信息。最后拿数据和事实说话:


    Our plan for 2018.


    1. Sales increase of 150>#p###

    2. Conclusion of the contract with XXX GROUP(行业内某知名的brand), YANDEX


    于是,我们又经过内部讨论,决定有针对性的回复涨价事宜。


    对于影响价格的因素,我方目前主要会考虑以下几点:


    数量:订货量直接决定价格,即阶梯式报价


    账期:之前一直有给他30%预付,70%余款, NET 60days的账期(2个月内支付余款)


    交期:作为辅助价格谈判的另一个考虑因素


    邮件回复思路:


    1. 客套话,感谢您的支持和合作,做出的努力。


    2. 阶梯式价格明细,量大可以协商更多优惠。


    3. 可以帮你争取一些价格优惠,但必须满足各种销售目标的硬性要求。


    5月必须下单,至少年增长30%,每个月都必须下单,每月下单金额不低于1万美金


    4. 告知可以申请赞助支持,算是我们对经销商的支持。


    是不是觉得我们的条件太过于苛刻了?不怕,对于独家经销商来说是可以提一些高要求的,而且我们提出的要求也是有空间让客户来bargain的,生意就是互相negotiation出来的,最后谈下来的要求一般会是meet each other half way, 取一个折中的双方都可以接受的定下来的。


    Dear partner,


    We are sincerely grateful for what you have done for strengthening our brand perceptions in your country for the past one year.


    Like we mentioned in the previous email, we saw a professional Russian team which are devoted to branding both online and offline and highly recognized their efforts of marketing locally. Actually we have already considered Russian team as part of our team like a our family member, not only a business partner.


    For the pricing adjustment that you are concerned about, firstly we would like you to understand this newly-released Price List 2018 are set for all the distributors world-wide, no exceptional privilege for any dealers. It is a official and final decision made by our Boarder of directors after a couple of serious conferences, on the basis of surging raw materials and operating costs accounting.


    This has been our standard price bracketing.


    Price bracketing:


    SMALL ORDER <50 units


    MEDIUM ORDER >80 to 200 units


    LARGE ORDER >201 and up


    The discounted price provided to you last year was aimed to offer you full support to develop your market at the very beginning. o be frank,any distributors outside Russia have never been granted such special discount. With this special pricing large amount of loss would be caused for our company, let alone making profit.


    You have done a wonderful job on marketing and already been fruitful with a good reputation gained locally so we have full confidence in your future sales with quality products and superior services provided. Well, considering your possible big orders recently,we are also open for some privileges.


    I can see from your remaining stocks, it’s low. Your M-series needs replenishment. I can help convince my leaders to make sure you will get your required target price . While there are conditions accordingly. Let’s agree on one important thing. Place an order this month of May and promise one thing: surpass your sales at least 30% this year. Increase sales 30% more and never skip a month to place an order, at least $10000 per month. If you think this is reasonable, will guarantee your target price is workable.


    In addition to that, a large amount of financial support for Russian Expo and long-time account period (net days) for your orders, technical assistance were provided specifically for your company, in an attempt to provide you optimal support,as far as possible. Hopefully you could take into account that we have showed our sincerity of long-term cooperation already as a backup. We really cherish our partnership with you.


    One thing more, I can assure to you that we will never stop to support Team Russia when it comes to marketing and brand exposure. However, a compelling sales is necessary to keep your status as a sole distributor in Russia market.


    The project , it would be important that the show must be in English or a subtitle in English. Can we lower the cost? Can you make this project budget more affordable so it would be easy for me to discuss with the leaders. We are expecting that this project should be done all by you from Russia to China.


    No one would deny Russian is a huge and promising market, especially for automobile industry. We attach much importance to your local market and our main responsibility is to provide improved products that are well adapted to the market. Therefore,we really hope you can understand our situation and sincerity, let’s work together to create more success. Will expect good news of your highly anticipated collaboration with XXX GROUP and YANDEX.


    Thanks again for your kind cooperation.


    在这个讨价还价,各种negotiation的过程中,还经历了客户直接Wechat我们要求concall,简单粗暴直奔主题,质问我们为什么要涨价,而且特别是有订单的时候?


    针对这个问题后来我们也一起反思了一下,如果有价格变动,特别是这种很多系列都会涨价的,需要提前给客户正式发邮件告知,让客户有一个缓冲期。所以经过此事,我们决定:


    以公司的名义每个月15日左右制作一个专业的Newsletter给客户,其中就包含公司最新的各种新闻,新品研发进度,以及如果有价格调整提前告知,并提供缓冲期。


    经过N轮的来来回回negotiation,最后我们在价格调整上做出了让步,当然也没有保持原价,而是取了一个合理的中间值,另外提供了几个月的缓冲期。最重要的是,我们提出了一系列的条件,客户也答应了。


    当然,客户之所以能接受调整,除了我们一轮又一轮地耐心的各种苦肉计加糖衣炮弹宏站,应该也和我们能提供赞助支持(我们自己也可以到相关单位申请“境外市场推广”的补贴),以及今年承诺的展会支持(我们补贴展位费)。事实上,我们给客户的补贴大部分90%以上我们可以去相关单位比如外经委,园区的相关部门申请到补贴支持的。所以,大家千万别小看这个,合理地利用好,也是可以作为谈判的筹码,以及对自己重要客户的有力支持的。


    临门一脚又变卦?诚信守约才有订单拿!


    关于在订单面前总是跳出来的各种”意外”, 还不得不提最近发生的和这个俄罗斯客户之间的一件事,虽然事情虽小,但处理不好很可能就容易毁了一个订单!


    也是在一次客户发邮件正式下单之后,因为客户分2次下单,一批是紧急着需要补货(客户的库存很快就耗尽了,供不应求了),这一批客户想走俄罗斯专线(也就是所谓的灰关,俄罗斯的海关有多严苛你们懂的),节省时间和清关效率早点拿到这批小货50台;另外一批是300多台走DHL渠道的订单。因为小货这个order货值实在太小,老板想打破之间和客户商定的付款方式及账期,即30%预付,余款70%在60天内支付。要求我们让客户直接全款支付,理由是货值太小,没必要30%预付。


    所以业务员呢,有时候真的是夹在中间的一块夹心饼干啊,既要让客户满意拿下订单,又不得权衡老板和公司的利益和风险控制。和客户,老板买卖两方斗智斗勇,balance双方的利益,拿捏好尺度,达到甚至超越双方的预期,这才是真正考验一个业务员的职业技能啊!


    遇到这种case,从我个人角度,当然不愿意临门一脚又出乱子咯,有的人可能会说,你可以尝试跟客户协商,他不愿意全款就算了,可能每个人的原则不一样吧。在这种情况下,我还是更宁愿说服老板恪守承诺,不要因小失大。


    顺便说一下,这个经销商之所以要求Net 60的账期,是因为他在当地有它的次级经销商和一些小的reseller,他们之间是一直保持这种账期的结算方式,所以为了不打破平衡,他们也不轻易接受临时调整账期和付款方式。


    考虑到客户还有一个300台的订单,加上我们之前邮件里白纸黑色商定好了付款方式,不能到了下单的时候再临时违约,这样很可能会损失订单甚至对往后的合作造成不好的影响,做生意信誉第一,不是吗?这个时候老板在国外出差,因为时差原因沟通不是很顺畅,客户那边也一直催,好在最后老板还是答应不进行调整了,一切照旧,这个订单最终才顺利进行下去了。


    总而言之,不管是涨价,调整付款方式等等合作方式,建议都应该有一个合理的规划,并保证提前给客户解释原因,提前通知到位(正式邮件通知,非微信等聊天软件)。在每次订单来临时,要做的是尽力满足客户的需求,确保整个订单顺利进行直到客户收货,而不是绞尽脑汁在客户急需供货的时候,去临时违反约定,最后只能是得不偿失,信誉损失。


    感兴趣的可以关注微信公众号:北京网聚电商






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