Zonestar Import & Export Trade Co.,Ltd.

1. If the customer said: “I do not have time!” Then a salesman should say: “I understand. I also always time enough. But as long as three minutes, you will believe that this is an important issue you are absolutely right … … “

2. If the customer said: “I’m busy!” Salesman should have said: “Sir, the U.S. wealthy Rockefeller said that one day a month to spend the money on good calculations than the full 30 days they work is more important! As long as we spend 25 minutes! trouble you will one day choose a time convenient for you! I will be on Monday and Tuesday in the vicinity of your company, so it can be on Monday morning or Tuesday afternoon to visit you about! “

3. If the customer said: “I’m not interested.” What should be a salesman, said: “Yes, I fully understand, let alone a right to what information I believe or do not have any thing, of course you can not immediately interested in, there are The problem is very reasonable doubts are natural, let me explain for you about it, day of the week better? … … ” read more »

Hello! Please quote from Ningbo port to a small cabinet of Huangpu Port CYCY (sea freight) price to me? ”

“It reported that a Whampoa of Hong Kong Hong Kong to Dalian Cabinet (DOOR-CY) gate to the yard the price of me?”

Every day I received a lot of such networks have given the information and telephone inquiry? Just started a small Internet access, do not understand? I do not know is a potential customer or find out the price of such a friend. As it does not want to give up their time to offer the guests? That selfishness is a spare of each prospective business! Do not want to miss any opportunity!

However, the price of every newspaper out, no next door. Even if your daily phone records tracking service, the person would casually say that a reason why you have avoided. “You have the price too high.” Or “take other modes of transport clients of the” “could not find” the most listened to three kinds of excuses. In fact, an excuse is no exaggeration to say that, because then my own soul-searching, and online collaboration really want to tell you who is not only touching the surface of the prices. Talk to you will be very in-depth product composition and cost of cost? Like I did it for shipping. In addition, he asked other than price, it will still concerned about sailing a few numbers, and takes time to get to, how the operation process, and the payment, how many can hold a series of in-depth questions. Do not talk about the surface is like!

So every day the phone was ringing off the hook. People are still busy, with the words often said, “all day long is fuss.” Gun hear the phone quote, from the “Tianjin to the Huangpu,” from “Whampoa to Yingkou,” and so on. Without the knowledge of others, really after the phone rings, Huangjinwanliang it? But who can understand your feelings at this time 呀? Continuous two weeks later, I began to wake up why the optical counter-offer, very few orders for 呀? Why? What causes it? Our expensive? Advantages of our products or not, yes I will give others the impression that businesses are not familiar with and so on!

But these reasons to think quietly, have acceded to by any out. I reported that the price is out to earn 50-100 yuan / cabinet 呀? And we set up the owner of the prices, routes, and the prices, and there is no advantage of the line I was very clear 呀? What is that reason? Why do people light instructed me? Why do I listen to him? I am in real life sales experience how a whole do not have access to this then?

Through their own prior to analysis. Oh! I suddenly understand. Hey, is not strange that they will instill obedience to listen to someone else’s words to the quote? The original network of your own do not know how to sell with their lives are different.

Found out that our lack of detailed communication 呀! How I did not think of it? But just listen else wants to make a bid soon to offer their own out? How can we help to ask the clear? When they will ship it? In there and pretend to do? Sent there? Want to there is no such request? The price is cheaper on them? And so on. In life I was frequently asked someone else, how has now become someone asked me? Can I do this for so long is to waste it? How can the sales process in life that I offer to others to master well. But how can this mode of online play, I do not come out? As noted in this because I know nothing about the situation of others? I can not blame someone else ordered the old Gan Huo. Figured could only shake their heads smile about! Hey, the lack of initiative 呀!

Now think of something before the new to the network, or will heartfelt laughter! From figured the problem, I am more a duck to water, the answer was handy.

Now themselves the overall experience of a small sub-Ho to join efforts to share many of inquiry from the every day people to tell prospective customers, peers, and real customer.

1, accompanied by Inquiry: Inquiry is asking Hong Kong to the Hong Kong price. This is a more professional, or directly ask you with what the owner. Out of that port. Because he wanted to do was to compare or seek someone else to tell him that whether the true or false! Or in some places with those who did not know the port is reasonable. Or one’s own side of the route the more and less walking routes undercooked? What is the owner what route, or do not understand all of the owners Quotes normal. Customers will not ask the real port to the port door of these professional title!

2, the international peer-Inquiry: The most prominent of these was with you to one. Reported that one from there to there CYCY price of me? Do not ask him anything as long as one can judge the company’s 99.9 per cent are doing international. Why? The reasons are two: an international, if all of the quotes are generally are clearly divided. What is the sea freight, port charges, electric release, trailer, customs ,,,,,, so. Because he is usually like this reported to the customer. So he asked us when the price of domestic trade is also according to his logical thinking to ask us. Second, they do not ask where the point of loading doors?

3, listen to what customers really ask bar. Reported that a price from there to there to me? Customers say is true though not hundred percent, but it sound as though there is a sincere! Of course, quite a lot of detail. Yet, one hears the first shipment arrived Lai Shixiang. There is also a sincere!

4, the question is asked the prospective customer is different. You do not come here to pick up from? To do not want us to give you! This is the ocean want to know, but it did not come, do not know it. Their question was very sincere.

I am here analyzed are not here to teach you to butcher your prospective customers, but through an understanding of analysis of the prospective customer a faster join efforts to communicate, so they are more receptive to your proposal. Or a quasi-lobbyist with the ways and means to communicate with them more quickly this will make the prospective customer into your real customers! Better narrow the distance between the two!

Well a waste of everyone taking the time to read the summary of my experience, but also get ax in front of everyone moving surface, and so that everyone had laughed. Please do not write bad laughed, my writing is limited, in fact, just think of the exchange of written communication with you!

The United Kingdom full name is “United Kingdom” referred to the United Kingdom, referred to the United Kingdom.

Britain is an island nation in western Europe, an area of 254,000 square kilometers, population 56.5 million, of which England accounted for 83%. The main religion is Protestant and Roman Catholic. The capital of London, known as the “World of fog. And sometimes a few days, the fog that lingers on. Just a few steps beyond just could not hear clearly what.

The British Government is now a constitutional monarchy, the responsibility of the cabinet system. Congress sub-upper and lower houses. Lower House members elected by the people, a term of 5 years. Or sealed by the upper house of the hereditary nobility, clergy, or dignitaries. In addition, the Cabinet came to power, cabinet members by the Prime Minister nominated by the king agreed to the appointment. In addition, the Prime Minister to the House of Commons majority leader, the right to dissolve and elect the House of Commons. Succession to the throne, no neutrons by the eldest daughter succeeded. King is currently Elizabeth II.

Britain has a “workshop of the world,” said. Britain is the world’s first industrialized country. To 1850, the British industrial production accounted for 39% of world production, trade, world trade accounted for 21% of the world’s No. 1 ranking. Coal and iron and steel production have accounted for more than half of world production.

At present, the United Kingdom is the world’s 4th largest trading nation, is to rely on foreign trade of countries developing national economy, is the world’s largest industrial raw materials and food-importing states. read more »

“Inquiry (Request for Quotation)” is a procurement personnel in the operating process on a necessary stage. Upon receipt of requisitions, understand the current inventory status and procurement budget, it is often the most direct reflection of that is immediately contact the supplier. If this is the norm of procurement, demand patterns is also part of standard parts, for suppliers are less likely to have problems. But in the new product development, for those not part of standard parts, inquiry of the story, you must pay particular attention to whether there is sufficient information to provide suppliers to facilitate their job offer. In order to avoid causing future procurement and supplier speaking the same language, as well as the quality of cognitive differences, for the inquiry should be provided when the information can not be sloppy preparations. Because the full and proper inquiry documents are available to help providers in the shortest possible time to correct and effective offer. A complete inquiry documents should at least consider including the following several key parts.
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site:http://blog.zonestars.net/import-export-must/

e-mail: send and receiv feedback mailbox at least twice a day,1. the morn befor work and night work, everi dai must ensur that the feedback receiv promptli finished, due to time difference, if the busi were abl to handl feedback and better at home, you can ensur that respons Timeliness. And sometim overtim at night is inevitable, but it can synchron with custom to speed up the frequenc of communication, account for a head start . 2, good custom inform management: the establish of an excel table, all the custom inform receiv in a time manner to complet the form, and do custom classification, transfer of Inquiri content, qualiti and rel high level of custom focu as the A class of custom to track But do not overlook small clients, no client ar small to do big, like sell thing from scratch, back to custom should custom be loyal repeat customers, client —- — Passag custom 3, take the initi to the relev busi websit in search of buyer to organ the classif for differ client in differ region of the hair disk, so that simple, target 4, everi few dai to the relev busi websit with a commerci valu of information. Though perhap it wa not veri good, but not much time to spend, if you updat soon, then there will be product inform page directory, and could be harvested, it is recommend persist 5, replac the web content on a regular basi everi quarter. Releas new product inform online, or click the product imag replacement. All these will allow buyer to keep abreast of the latest inform on the compani to attract new customers. 6, on a regular basi to old custom or potenti custom to send the company’ latest product information, insist there will be return Accord to statistics, develop of a new custom is equival to the expens incur in the mainten of 10 exist custom the cost spent in develop new custom time must not overlook the mainten of old client can send holidai card to guest when the blessing, guest will feel veri nice and pleasant co-oper 7, oper staff weekli report on the feedback and follow-up of Inquiry. Consolid of these tables, to keep as a backup, at least sinc these ar potenti customers, you can also count as a salesman effect assess purpos 8, the daili task is almost complete, more inquiri on the net take a look to see if mayb there is noth thei want to get inquiry, there is the pick of the. 9, a week or everi morning, us 10 or 30 minut to conven the relev staff meetings, analyz the causes, sum up experi and improv work systems, so that work more concis and efficient. Taiwan enterpris gener meet everi day, take some time to sum up the previou day’ work, do meetings, salesman to ask questions, there ar manag or senior leader to carri out to solve, but also give you enough time for the exchang to foster team spirit and the sens of competition. propos to combin the company’ actual situat

International trade, the parties, that is, exporters and importers, separated by vast oceans, is difficult to understand each other’s capital and the credibility of the situation, it is difficult to establish mutual trust. To address this issue of conflicting commercial credit, banks involved in its bank credit, resulting in the letter of credit. However, the fundamental condition for international trade has not changed, buyers and sellers still do not fully understand each other. Banks do not separate out other than the importer to the exporter as the beneficiary of the letter of credit, the issuing bank is based on the applicant (usually the importer) before the request to open a letter of credit. Banks not only to safeguard their own interests, but also the interests of applicants and the issuing inseparable, exporters could hardly know about the creditworthiness of Issuing Bank, exporters and importers are still unable to because of the involvement of bank credit to build mutual confidence.

Therefore, the letter of credit bank credit is fully achieved to a large extent dependent on the applicant’s business credit card to open. In international trade, as the importer issuing the applicant’s commercial credit in the credit payment plays an important role. Although the “UCP500″ contract for the sale set forth in the letters of credit and letters of credit relations and the independence of abstract principle, but in the actual import and export business, letters of credit and contract of sale is not completely separate the two pen trade, but a two aspects of trade, the underlying point is the importer and exporter of commercial credit, rather than “independent abstraction” of bank credit. Therefore, exporters and importers of a contract of sale, the parties have agreed to pay letter of credit does not mean that a deal reached in international trade, the following situations occur frequently.
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Took guests on the show card to track, many of the newly recruited foreign trade of the newcomers. Issue a few dozen e-mails a day and fax, get a reply to heal little heal. Send-off price of many guests asked, after the sample had no news of how to deal with this is like? How to follow up their effect come from? Placed in the top post-show issue. Here are some views of a senior manager of foreign trade:

Not to blindly follow a customer management follow-up skills, a good selection.

First to determine the client’s desire to buy how strong the fair guests first details of the negotiations make detailed records and memories. In other words, he really should be a clear distinction of buyers “or inquire about Quotes buyers”; Some customers In fact, he already has long-term stability of suppliers, is just your point of reference when the quote to be especially careful of these customers Bale . Such clients, personal opinions: not only do not offer, do not even give the information. Because in doing so their customers spend too much time and energy worth. Do not deny that there are “sincerity can affect even metal and stone to open” client, but I do foreign trade experience, deceiving, “wealth” price) cheating “color” sample, data) customers too much, not worth the pursuit.

You can talk (interview, telephone, fax, EMA IL to identify (this method is conditional – the question raised by the guests to be response) true or false? Expert or a novice? Just ask him a few key question about the genuine and fake buyers. For example: product specifications, technical parameters, wish to accept the price, intends to order the number of what brand, whether it will affect the local force, and China, which companies have had business dealings, How long doing business with China (ie, whether the “China hand”, etc., through which customers can be distinguished broadly true “and” fake “real” and “virtual” big “and small”
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Germany DEUTZ AG is headquartered in Cologne, Germany, the Rhine, over the years with its leading products Deutz brand diesel engine known as known to the world. Company’s existing staff 5454 people, total sales of about 1.173 billion euros. A total of 2003 users around the world provide 156,237 units diesel and gas engine.

DEUTZ is the world’s leading independent manufacturers of diesel engines, from the history of the famous inventor of the four-stroke Otto engine in 1864 created the current company in Germany, four engine plant in the world there are 17 permits and co-operation works, the engine power output range from 5 to 5,000 horsepower gas engine power of 250 to 5,500 horsepower. DEUTZ air-cooled diesel engine companies are known for their asking the name known to the world, but in the early nineties, the company has developed out of a brand-new water-cooled engines (1011, 1012, 1013, 1015 series, power range from 30kw to 440kw) The new series engine has a small size, big power, low noise, emissions is good, easy cold-start characteristics, to meet stringent emissions regulations in the world today, has a broad market prospect.

Last two decades, DEUTZ AG has been working with China close and friendly co-operation in the country already has seven engine permits for the production plant and its high-quality products in the customers and the industry maintained a high reputation. It is worth mentioning that, in the FAW in the early nineties to proceed with the heavy-duty diesel vehicles to change the selection of steam work, DEUTZ of the 2012/1013 series diesel engine with its advanced technology, design reasonable, excellent beat the performance and reliability of many world-renowned manufacturers in the FAW over a year a variety of bench test and road test loading to get the most outstanding achievements was eventually selected as the FAW truck matching the ideal power .

Deutz diesel applications are wide-ranging package expansion of commercial vehicles, engineering machinery, forklifts, agricultural machinery, compressors, generators, and ships.

DEUTZ AG aims to provide users with high-quality products and services, and want to keep long-term business relationship to further expand bilateral cooperation, in order for the consistent support of our products add luster to our customers

Source: Zonestar Trade Blog

Article Address: http://news.zonestars.net/export-pricing-techniques/

From your quote at the same time. Is well aware of and familiar with the industry to foreign investors are also aware of whether the veteran of the industry and determine your credibility, but the price is too low to allow customers think you are unreliable and unprofessional. Mr. Sun said, “If the market was 10,000 yuan per square meter near to the customer reported 15,000 yuan per square meter, it shows you a typical layman or a novice, foreign investors have a similar offer is certainly not interested in what dare to give you an order. so see you al know what price you are not an expert. “Finally, offer new customers before, we must give him the solution of your company’s strengths and business mode of operation. Only you and your company has plenty of confidence, the customer will it be possible to consider your terms of trade, which is not experienced many of the importers are often overlooked. Mr. Sheng believes that although a lot of foreign investors everywhere parity inquiry, but the good corporate image and reputation can help you attract and retain customers. Can be said that good corporate image is the flagship provoke customers.

Promptly, the new client sent a RFQ. Not been implemented. Scare quotes too high, customers, or offer is too low to allow customers to see that you are not connoisseurs, but dare not risk doing business with you? Price is not easy for old customers. Will rely on their strength, but will prices held down drastically, even when receiving the inquiry, I do not know how to offer: it is too low, do not make money; reported too high, afraid he under orders to the others.

Select the appropriate price of the offer terms, how to offer it effective? Experienced importers will first offer before fully prepared. The use of contract that the method of payment, delivery, shipping terms, provisions and other elements of peace to bargain with buyers can also be integrated with its own advantages, the offer to take the initiative.

Quote fully prepared before

A careful analysis of customer’s purchase intention, first of all. Xie he really needs, talents and drafted out a targeted good quotations. Some customers will be low prices as the most important factor in the beginning, they reported to him the price close to your bottom line, then the likelihood of winning big orders. Guangzhou, China Textile Industrial Import and Export Corporation Mr. Zeng Haojun, said: “After the customer inquiry to a formal offer before the time will be a careful analysis of customer buying the real wishes and intentions, before they decided to give him a trial offer (virtual disc) or a formal offer (firm offer) “Second, we are preparing the market tracking research, clearly the latest market dynamics. High degree of transparency of market information, market price changes more quickly, therefore, the importer must be based on the latest market information reported out of the price – “reflect market conditions,” the sale of only deal possible. Silk Import & Export Company in Shenzhen, said Mr. Sun Fuqiang, and now with his company to do business are more powerful regular foreign investors, these foreign investors in Hong Kong, mainland China has offices right in the domestic market, the market environment is very familiarity and understanding. This requires that import companies have informed their own.

Some of the local manufacturers selling price is clear. At the same time, Mr. Sun’s experience is that business people often went to Zhejiang and plant collecting supply. As an interim operating specific types of professional firms, due to prolonged operation in the industry to expand, not only to understand the industry development and price changes history, but also can make a reasonable analysis of recent trends and forecasts.

Select the appropriate price terms

Terminology is a core part of the price. Because the use of the term which actually determines the price buyers and sellers responsibilities and rights, the division of profits, a quotation. Therefore, the importers to be on a quote before, in addition to try to meet customer requirements, we also have to fully understand the true meaning of various pricing terms, and carefully selected, and then have chosen to quote the price of terminology.

Fluctuations in freight and insurance costs under the unstable market conditions conducive to their interests. But there are many aspects of passive choose to FOB price range. For example: As the importers delayed send its ships, or for a variety of circumstances lead to postpone the shipment, vessel name changes, it will enable exporters to increase the cost of warehousing and other expenses, or is caused by late receipt of payment for loss of interest. The importer of goods for export control, FOB price conditions, because it is linked with the carrier deployed to guide the importer of the goods once the shipment, the importer if you want to resell the goods in transit or destination, or take other remedies, also gone through quite a number of twists and turns.

Cargo question of convergence can be a better solution, CIF price of the export conditions. Allows importers to have more flexibility and mobility. Under normal circumstances, as long as the importers to ensure the delivery of the goods comply with the contract, as long as the documentation submitted is complete, correct, the importer must pay. After the goods over the ship’s side, even when the importer for payment of goods subjected to damage or loss, the importer shall not refuse to pay the purchase price due to cargo damage. That is, to the entrance of the contract CIF price of transactions is a specific type of “document the sale of” contract.

Not only to be able to control their own quality of goods sold, quantity, a shrewd importers. And should master the cargo arrives at destination and payment collection in the process of every link. For the loading of goods, transportation, cargo risk control should be possible to achieve a certain degree of control over the profitability of such trade, be upheld. Some large multinational companies to use their own in the transportation, safety in terms of privileges enjoyed by Chinese exporters in order to ask the FOB price of the transaction, is to ensure that their own control. Again, the majority of imported goods in Japan are FOB price, even if the importers provide very favorable conditions, it is difficult to price conditions change overnight. So in the end, it caters to the needs of buyers, or stick to their principles, importers can offer more appropriate when necessary.

For the trade, every aspect of the whole process of careful planning is more important than ever before. Some domestic import export business profits were still good, and now the entrance is not very high profits generally the case. Practice is when the foreign offer, first reported that FOB price, so that customers of this enterprise’s goods price comparison, and then asked CIF price, and persisted in the domestic market to arrange for transport and insurance. Quite frankly that in doing so, not only can give buyers more choices, but sometimes shipped premium on the price difference can also earn a little.

Other elements of the use of contract

Prices are just one of them, other elements of the contract include: payment method, delivery, shipping terms, peace terms. The factors that affect transactions. If combined with other elements and the customer negotiate the price of flexibility is necessary to larger. For example, for India, Pakistan and other countries or to customers, and sometimes you can give him 30 days or 60 days long-term payment terms of the credit, perhaps he has a great appeal.

Can also be exported according to the geographical characteristics, strengths and personality characteristics of buyers, merchandise features to adjust pricing. Some clients especially concerned about the price level at the same time. Order will be the next to offer the cheapest seller, then the offer when he directly reported to him to offer the lowest price. Some customers are accustomed to bargaining, the quoting the price, without cutting down are less willing to 1:00, then the offer can be reserved for the first time that he want to cut down the amount.

In order to grab place an order, and if a product depressed for some time Quotes. That you may wish to directly reported to the lowest price. For the highly seasonal clothing and other goods, the offer to the customer promise quick and punctual delivery is undoubtedly enable customers to your attention your quotations.

Or you can order the size to adjust their pricing strategies. Glass in the entrance of Shaanxi Province Light Industrial Products Import & Export Corporation introduced Miss Meng Xin, according to sales of light, and peak seasons. Imported product varieties and specifications, therefore the different national, regional markets are scheduled to have more uniform prices, reply with foreign inquiries better handling, but also depending on the season to do some adjustments. The face of scattered orders, quotes, often guaranteed based on corporate profits, and then be flexible.

In order to win the overall strength

Also do not need to blindly at a low price to please the customers with Mr Tsang said: “The offer should be as professional a little, for their overall strength and confidence. Quote before or the offer to mention a number of professional issues, show their product or the industry is very familiar with, very knowledgeable. Therefore, the offer before the one hand, to consider the client’s credibility, the other hand, the quality of their products and have confidence. deal with new customers, let customers to understand clearly their situation is very important, such as invited him to the factory, the operation of his own order of solution, so that when the customer orders to be much easier to resolve.

1. Request turnover France

Request transaction method is also known as direct transactions law, which was sales staff take the initiative to propose to the customer transaction requirements, direct sales of requiring customers to purchase goods methods.

(1) The use of the timing of the request transaction method

① sales staff and customers, sales personnel about the need for customer care households, while existing customers have also received the advertised product, so customers generally will not resent the direct request of sales personnel.

② If customers have a favorable impression of the advertised product, but also revealed the intention to purchase issued buy signals, can also temporarily undecided or unwilling to take the initiative to request transactions, marketing personnel can use a request for contract law to facilitate customer purchases.

③ sometimes the customer’s expressed an interest in the marketing of products, but thinking has not yet aware of the problem transactions, when sales staff in answering customer questions, or detailed description of products, you can request to allow customers to realize the consider purchasing the problem. read more »