老外站在买家角度对国内业务员的一些建议！

今天分享的内容来自Amar, 他拥有15年的采购经验，希望大家从他的分享里学到点东西！

Important elements concerned by big buyer:大买家考虑的重要因素

第一：The price of product：产品价格

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.

价格包括什么？（规格、材料、配件、尺寸、颜色、起订量、证书和测试报告、包装、交货时间、样品……）

市场价格很重要，在同一个市场上以不同的价格出售是不可行的。大的买家形象是非常重要的元素，让竞争对手在同一市场以更低的价格出售是一个大麻烦。

在与重复订单的大买家打交道时，可以做出选择。一次赚大钱或多次赚取合理利润。

第二：After-sales service and communication: 售后服务和沟通

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.

卖方应该能够告知发现的常见质量问题、可以提供哪些部件以及提供多长时间。

定义一个具有产品经验和英语能力的大客户负责人。大多数时候，我们的销售人员会说一口流利的英语，但对他们所销售的产品几乎没有经验。

准备并提供解决潜在质量问题的解决方案。一旦产品上架，召回或维修可能会非常昂贵，小错误变成大问题。

How to win the trust of big buyers：如何赢得大买家的信任

 

1.Transparency: 透明

Transparent about process, about company, about order situation.

2.Responsibility/Respect: 责任/尊重

To take responsibility for action and for service provided.

Be responsible for your commitment

3.User focus : 聚焦用户

To act in good faith for the common benefit of the user

4.Sustainability : 可持续性

Organise in order to have a sustainable production and process.

5.Technology: 技术

To provide technology able to support a secure and reliable service.

How to build the trust with big buyers? 如何与大买家建立信任

 

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）

尊重产品规格方面的承诺。

尊重准时交货。

随着时间的推移保持价格稳定。

（可以使用套期保值进行货币兑换和物资采购）

How to maintain the trust with big buyers?如何与大买家维系信任关系

 

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.

考虑长期而不是短期。

尊重在产品、价格和交货方面的承诺。建立业务关系很难，也很容易让人失望。

在开始订购之前，对潜在问题和解决方案保持透明。

保持专业和友好的关系。

即使出现质量问题，也要保持主动沟通并提供解决方案。

Remember, even small buyer can be worth serving!

最后是一句，即便是小买家也值得去服务！

来源：外贸原力