How to quote is effective? Experienced exporters will first make full preparations before the quotation, choose the appropriate price term in the quotation, use the payment method in the contract, delivery date, shipping terms, insurance terms and other requirements to negotiate with the buyer, or by virtue of Your own comprehensive advantages, take the initiative in the quotation.

One, fully prepared before the quotation

First of all:

1. Carefully analyze the customer's willingness to buy and understand their real needs in order to come up with a good quotation. Some customers consider the low price as the most important factor. From the beginning, they will report to him the price close to your bottom line, so the possibility of winning the order is very high. Mr. Zeng of the import and export company said: “We will seriously analyze the customer’s actual purchase intention and intentions before the official quotation after the customer’s inquiry, and then decide whether to give them a trial offer (virgin disk) or formally. Quote (real offer)."

2. Do a good job of market tracking research to understand the latest market developments. Since the transparency of market information is high and market prices change more rapidly, exporters must base their prices on the latest information in the form of “according to the market”. Mr. Sun, the import and export company, said that the companies that are doing business with their companies are now regular, more powerful foreign companies. These foreign companies have offices in Hong Kong and mainland China. They are familiar with and understand the domestic and international market conditions and market environment. . This requires exporting companies themselves to be well-informed. Secondly, try to understand the customer's situation from many aspects as much as possible. This will help you to make a targeted offer. For example, if a guest asks you for an inquiry, you should try to find out which city is in which country and which destination the customer is, and whether it belongs to the target market of your product. The main business scope and sales method of this guest is wholesale. Retail or mail-order, large or small middlemen, customer purchasing ability and sincerity, customer familiarity with the product, customer habits in different regions, etc., and then targeted quote, that is, "personal quote."

Second, "personal quote" and "skills"

1. If it is a large customer, the customer's purchasing power is stronger, you can properly increase the price to a higher value, and vice versa;

2. If guests are very familiar with this product and price, it is recommended to use "contrast method" to highlight the advantages of their products and the disadvantages of their peers. The price close to the reserve price, "catch" guests from the very beginning;

3. If the guests are relatively straightforward and do not like to bargain with you, you'd better show your own cards at the beginning so as not to report high prices and scare the guests away.

4. If the guest is not very familiar with the product, you more enthusiastically introduce the use of the product and advantages, the price can be reported a little higher;

5. If some guests are particularly sensitive to the price, and every minute and every minute must compete, and the guests are fancy to your product, you must have enough patience to play a "psychological warfare" with the guests.

Ask or try to figure out your target price and see how much you can give. Compare the difference. For example, the buyer’s target price is USD13 and the price you can afford is USD14. You'd better quote USD15. Take more steps, for example, let a little more USD0.5, let the guests see the hope, then USD0.25, USD0.10, USD0.15, do not step in place, and should step by step, let the guests slowly taste Sweetness, seeing hope, but it will also be obtained through hard work, so that the guests finally have a sense of winning.

Why can't you give the buyer the lowest quotation directly from the beginning? Allowing the other party to accept trades is one of the reasons. If you make a full concession before the negotiations are over, you won't have the buyer's weight in the hands of the final moment. Of course, the level of product prices is closely related to the quality of the product and the relationship between supply and demand. If your product quality is relatively better, the quotation must be higher; if your product is in short supply in the market, you can of course quote a higher price; if your product style is more novel, it is a new product, usually quoted more mature than the The product is higher. Even if the same product, at different stages, due to market factors and quotas, etc., quotes are not the same, such as oil, textiles and so on.

In addition, the quotations should also be accompanied by the delivery of time, payment methods, the number of orders and other major trading conditions together, that is not only limited to a price issue, but should be the other conditions as an interaction. Maybe the customer pays great attention to the delivery period. Your original delivery date is 35 days, and the customer proposes a 30-day delivery. The payment method will be D/P on time. You can meet the customer's delivery deadline if feasible. The L/C spot payment method is used as the exchange condition. Similarly, if you quote USD17.50/20 and the guest insists on USD17, you can say that since your order volume is really too small, we can hardly meet your requirements, but if the order volume reaches a large cabinet, we will do our best. May satisfy you. three. Choosing the right price term In a quote, price terms are one of the core parts.

Because which kind of price term actually determines the rights and interests of buyers and sellers, the division of profits, so, in addition to trying to satisfy the customer’s requirements, the exporter is required to fully understand all The true meaning of the price term is carefully selected and then quoted based on the selected price term. Choosing to trade on FOB prices is beneficial to themselves in the volatile market conditions of freight and insurance premiums. However, there are also many passive aspects, such as: due to delays by importers to ship, or delays in shipping due to various conditions, the name of the ship will change, so that exporters will increase the cost of warehousing and other expenses, or because of late payment Loss of interest.

The exporter controls the export goods. Under the FOB price condition, because the importer and the carrier contacted the ship, once the goods were loaded on the ship, the exporter wanted to resell the goods in transit or destination, or take other remedies. Measures will also take some twists and turns. Under the condition of CIF price export, the problem of convergence between cargo and cargo can be better resolved, allowing exporters more flexibility and flexibility. Under normal circumstances, as long as the exporter guarantees that the delivered goods meet the contractual requirements, the importer must pay as long as the documents submitted are correct and correct. After the goods have passed through the ship's side, the importer must not refuse to pay the goods due to damages even if the goods are damaged or lost when the importer pays. That is to say, an export contract that is sold at CIF price is a specific type of "sales document" contract.

A astute exporter not only needs to be able to grasp the quality and quantity of the goods he sells, but also grasps every link in the process of the arrival of the goods at the destination and the collection of goods. For cargo loading, transportation, and cargo risk control, we should try to obtain a certain degree of control, so that the profit of trade can be guaranteed. Some large multinational corporations are required to obtain favorable conditions in transportation and insurance and require Chinese exporters to deal with FOB prices, which is to ensure their own control.

For another example, most of the goods exported to Japan are FOB prices. Even if exporters provide very favorable conditions, it is difficult to change the price conditions. Therefore, whether it is to cater to the needs of buyers or adhere to their own principles, it is very necessary for exporters to be more cautious when making quotation. If you don’t understand it, you can look at “More Beautiful Buying and Selling Search”. In the current situation where export profits are generally not very high, it is more important than ever for each link in the entire trade process.