今天分享的內(nèi)容來(lái)自amar, 他擁有15年的采購(gòu)經(jīng)驗(yàn)，希望大家從他的分享里學(xué)到點(diǎn)東西！
important elements concerned by big buyer:大買(mǎi)家考慮的重要因素
第一：the price of product：產(chǎn)品價(jià)格
1.what does the price include?(specification, material, accessories, size, color, moq, certificate and test report, packaging, lead time, samples,...)
2.market price is very important. it's not viable to sell at different price in the same market. big buyer image is very important element. having a competitor selling lower price in same market is a big trouble.
3.there is a choice to make when dealing with big buyer with repeat orders. make a big profit one time or reasonable margin many times.
價(jià)格包括什么？（規(guī)格、材料、配件、尺寸、顏色、起訂量、證書(shū)和測(cè)試報(bào)告、包裝、交貨時(shí)間、樣品……）
市場(chǎng)價(jià)格很重要，在同一個(gè)市場(chǎng)上以不同的價(jià)格出售是不可行的。大的買(mǎi)家形象是非常重要的元素，讓競(jìng)爭(zhēng)對(duì)手在同一市場(chǎng)以更低的價(jià)格出售是一個(gè)大麻煩。
在與重復(fù)訂單的大買(mǎi)家打交道時(shí)，可以做出選擇。一次賺大錢(qián)或多次賺取合理利潤(rùn)。
第二：after-sales service and communication: 售后服務(wù)和溝通
1.seller should be able to inform common quanlity issues found, which part can be provided and for how long.
2.define a key account responsible who have experience on the product and ability to speak english. most of the time, we have sales who can speak very fluent english, but have little experience on the products they are selling.
3.prepare and provide solution to tackle potential quality issues. once the product in on the shelf, the recall or reparation can be very costly. small mistake become big problem.
賣(mài)方應(yīng)該能夠告知發(fā)現(xiàn)的常見(jiàn)質(zhì)量問(wèn)題、可以提供哪些部件以及提供多長(zhǎng)時(shí)間。
定義一個(gè)具有產(chǎn)品經(jīng)驗(yàn)和英語(yǔ)能力的大客戶負(fù)責(zé)人。大多數(shù)時(shí)候，我們的銷(xiāo)售人員會(huì)說(shuō)一口流利的英語(yǔ)，但對(duì)他們所銷(xiāo)售的產(chǎn)品幾乎沒(méi)有經(jīng)驗(yàn)。
準(zhǔn)備并提供解決潛在質(zhì)量問(wèn)題的解決方案。一旦產(chǎn)品上架，召回或維修可能會(huì)非常昂貴，小錯(cuò)誤變成大問(wèn)題。
how to win the trust of big buyers：如何贏得大買(mǎi)家的信任
1.transparency: 透明
transparent about process, about company, about order situation.
2.responsibility/respect: 責(zé)任/尊重
to take responsibility for action and for service provided.
be responsible for your commitment
3.user focus : 聚焦用戶
to act in good faith for the common benefit of the user
4.sustainability : 可持續(xù)性
organise in order to have a sustainable production and process.
5.technology: 技術(shù)
to provide technology able to support a secure and reliable service.
how to build the trust with big buyers? 如何與大買(mǎi)家建立信任
1.respect the commitment in term of product specification.
2.respect the delivery on time.
3.keep the price stable over time.
（you can use hedging for currency exchange and material purchase）
尊重產(chǎn)品規(guī)格方面的承諾。
尊重準(zhǔn)時(shí)交貨。
隨著時(shí)間的推移保持價(jià)格穩(wěn)定。
（可以使用套期保值進(jìn)行貨幣兌換和物資采購(gòu)）
how to maintain the trust with big buyers?如何與大買(mǎi)家維系信任關(guān)系
1.think long term rather than short term.
2.respect the commitment in term of product, price and delivry. it is hard to start a business relation and very easy to disappoint.
3.be transparent about potential problems and solutions before starting the order.
4.maintain a professional and friendly relation.
5.keep proactive communication even in case of quality problem and provide a solution.
考慮長(zhǎng)期而不是短期。
尊重在產(chǎn)品、價(jià)格和交貨方面的承諾。建立業(yè)務(wù)關(guān)系很難，也很容易讓人失望。
在開(kāi)始訂購(gòu)之前，對(duì)潛在問(wèn)題和解決方案保持透明。
保持專(zhuān)業(yè)和友好的關(guān)系。
即使出現(xiàn)質(zhì)量問(wèn)題，也要保持主動(dòng)溝通并提供解決方案。
remember, even small buyer can be worth serving!
最后是一句，即便是小買(mǎi)家也值得去服務(wù)！
來(lái)源：外貿(mào)原力