今天分享的內(nèi)容來自amar, 他擁有15年的采購經(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:大買家考慮的重要因素
第一：the price of product：產(chǎn)品價格
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.
價格包括什么？（規(guī)格、材料、配件、尺寸、顏色、起訂量、證書和測試報告、包裝、交貨時間、樣品……）
市場價格很重要，在同一個市場上以不同的價格出售是不可行的。大的買家形象是非常重要的元素，讓競爭對手在同一市場以更低的價格出售是一個大麻煩。
在與重復(fù)訂單的大買家打交道時，可以做出選擇。一次賺大錢或多次賺取合理利潤。
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.
賣方應(yīng)該能夠告知發(fā)現(xiàn)的常見質(zhì)量問題、可以提供哪些部件以及提供多長時間。
定義一個具有產(chǎn)品經(jīng)驗(yàn)和英語能力的大客戶負(fù)責(zé)人。大多數(shù)時候，我們的銷售人員會說一口流利的英語，但對他們所銷售的產(chǎn)品幾乎沒有經(jīng)驗(yàn)。
準(zhǔn)備并提供解決潛在質(zhì)量問題的解決方案。一旦產(chǎn)品上架，召回或維修可能會非常昂貴，小錯誤變成大問題。
how to win the trust of big buyers：如何贏得大買家的信任
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)時交貨。
隨著時間的推移保持價格穩(wěn)定。
（可以使用套期保值進(jìn)行貨幣兌換和物資采購）
how to maintain the trust with big buyers?如何與大買家維系信任關(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.
考慮長期而不是短期。
尊重在產(chǎn)品、價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。
在開始訂購之前，對潛在問題和解決方案保持透明。
保持專業(yè)和友好的關(guān)系。
即使出現(xiàn)質(zhì)量問題，也要保持主動溝通并提供解決方案。
remember, even small buyer can be worth serving!
最后是一句，即便是小買家也值得去服務(wù)！
來源：外貿(mào)原力