Dnike

1, in a factory, guests complaining about the price too high, I always say you pay for, to restore its good quality. Joined a trading company, before we know the price is the last word, especially large customers, the price is definitely higher than the consideration of quality considerations. And do not think that they can not do the price that others do not, the goods in your penny here, other factories and a half cents on it. Electronic factory, for example, just one place in Dongguan, Guangdong had more than 3,000 large and small, the choice of guest room is very large. Therefore, customers are not price cuts threaten to turn a single time, do not think that the fundamental change in his price does not go out.
2, if the guests that want to test plants, your opportunity comes, do not be bothered, only large customers will experience plant before the next one.
3, there will not be too much to the performance of existing customers boast. I have run into some business, and I talked about the price, talking about how one of his major clients how to say that someone orders a month is the price of 200K. On this law was tantamount to sealing my mouth, I did feel he had to eat on the support, and do not give up rice.
4, promised things to do, even if not complete in advance should tell guests not to drag the guests to ask to speak. Integrity is too important to not just companies, personal integrity is very important, even if the list not made, at least to keep the faith before the guests, whether business or future development on their own will greatly benefit both.
5, offer to have skills. On this issue, a number of posts, but I really need to say, Yin Wei actually some factories reported a day of business to the high prices (higher than other plants 3 to 4 times), the nerve to say he is because of excellent quality, I asked in the end was good, and that engineers more clearly, they do not know! Guests are not stupid, if the same volume of MP3, SONY offer is higher than that, then who is going to be interested in it?
6, when receiving the inquiry guests back in time, even in a public format will let guests know your response, efficiency and respect for the guests. Sometimes a good wait for you to consider how to respond to, quote, the guests have been flying off the.
7, the SENSE essential business. More difficult to describe this thing, simply, it is able to find customers to consider the orders, the most important factor is. I have lost a 500 million list, specific reasons not convenient explanation, but was just one phone call to clarify the OK, I did not detect the phone of the importance of the results list by others robbed, depressed for quite a while.
8, Do not make guests say “no.” The sleek handle a good choice. For example, the guests do not target price is down, can say, “I will help you and your boss to fight for something”, or recommended to achieve the target price of products to customers.
9, to participate in exhibition, I most like to go in the first day, because apart from the first day, most of the participating businesses do not have a passion for the guests is struggling with almost inquiry. Those who think the business will have eyes that discriminate against guests. These are very deadly. Exhibition on it a few days, please you hit 12 points less than the spirit, to each of your guests a good impression of the booth.
10, sitting in the office, repeated monotony of work, mail, receive e-mail … … a lot of people did a few months without orders, and even did not got a clue. I believe that most of the salesmen have gone through this situation. I have been at the factory so confused, to trading companies, he realized it was not the purpose of customer development, that is: not grasp the fundamental key customers, but the general links, naturally difficult to have results. To do business, at the beginning of the new guests to the mail before, we must confirm your e-mail to the customers is valuable. For example, if you do cheap gifts, and want to develop the U.S. market, you have to know the target customers is WAL-MART, DOLLARTREE, DOLLARGENERAL … … so we must know the target customers of stationery is OFFICEMAX, OFFICEDEPOT … … do appliances must know CIRCUITCITY, RADIOSHACK, STAPLES … … as long as the capture of one of these customers, traffic boss laughed enough for several months. [/ Size]
kegh 2006-11-15 07:47
11, on the issue of quotations. Now have their own clients and the quote sheet formatting, ease of comparison, but there are factories Ye Wu can not understand, or even lazy, is not always timely, complete and correct De fill always feel that they would OK the quotations, Bu Xuyao reloading then the complex. But standing in the position of guests, if a plant’s operational staff with quotations that simple things are done, how could rest assured that the order to you.
12, on the business skills of problem. If you want to be a real business, then we should take note of something other than foreign trade, I mean in addition to documents, declarations, etc. will be involved in something that only foreign but also domestic salesman lot to learn business skills. I have also made this point over posts, but have not been widely accepted, and I feel deeply in practice how to do business in foreign trade business and commercial sense of smell than the domestic salesman Chahao Duo. Despite all the different markets and customers, but business skills are interconnected (my LP in the world’s largest trading company, is recognized as one of gold salesman. I was in the LP to learn business skills to help ).
13, on the payment. To do foreign trade business, payment risk, therefore, in considering the payment method, must first pay attention to risk management, and the reason we all understand, then, if the payment method and your guests the risk of control conflicts affect the transaction when the How to not only get orders, but also to ensure the collection it? I only Ben Banfa, go to China Export & Credit Insurance Corporation, although the procedures are complex, but once the underwriting, absolute security.
14, the relationship between business and the boss. I am in and the factory talks, obviously feel that the boss and business talk than there is on results, because the business owner never know where the bottom line, which brought out an issue, business in preparing negotiations, in the end how much of the know. Do not think your boss threw the BOM one is for your trust, and how to take the boss’s attitude is also clerk to learn things, especially in the prices fail to settle.
, Chi flat iron; 15, this one should be particularly given to the factory salesman. Because in my experience, the factory, especially the big factory business, sense of service is poor. I said the service does not mean that guests come pour some tea, but that in daily communication with customers and handle the issue, there must be not only good products, but also good service consciousness. For example, I want to help me deal with samples of a business matter, he was doing was doing on its hands to his guests complained that I was one of the most annoying. Just think, if one side gives the pouring side of the hotel attendants complained the guests, he can keep the job right. Here we remind some young women business, do not miss playing in front of guests or spoiled temper, even in peacetime, and guests no matter how good relations can not, foreign trade business, the emphasis is on rigorous, meticulous style, must not be in front of the guests were shown a woman appearance.
16, is now marketing the book emphasizes some salesman in a customer must see neither overbearing nor servile. But many businesses just did not humble, cool in front of customers. Cool no problem, many problems 一问三不知, even the basic situation of the plant are not known, but assumed a “Your question is really funny” look. It seems, do not base it easy, but at the same time do not Kang, it is not so simple.
17, in school, I learned a number of marketing programs, including the content of psychology are also involved, but now it seems that those things that is not my generation who has experienced a few years to master, especially to do foreign trade, have been relatively simple relationships, you want an accurate grasp of the guests in the negotiations, the basic psychology is impossible. So the idea is not complicated enough, do not waste time and effort to guess what customers want, not to make any judgments based on speculation, all the judgments must be made the basis of the facts.
18, a customer contact list is very important, preferably in their own OUTLOOK in a compilation, issued from time to time on some new products, offer the class, though only a little effort, but allowing the guests to keep you impression. In fact, valuable customers is limited, after a preliminary screening of bulk network and how to have the potential for deposit becomes single most important task, while keeping your guests the impression that the first step towards success.
19, the guests are people will faint at fault, will be rude, so not enough to appease the resentment of those who do not criticize the guests, we must criticize, but also fiercely criticized, however, Ma Wan later, it is absolutely necessary telephone to explain, he said he was too young to compare the impulse to placate what sort of appropriate, both in addition to chest heart, not to offend guests.
20, I am in a factory business, often feel that procurement and finance than the guests but also tough, a lot of time and effort is spent on the internal friction. Now think of it, to get support within the company, they must pay attention to improve interpersonal relationships in peacetime, should not supercilious arrogant.