A- quote the customer:

There are three kinds of quotations, which are often used as FOB, such as FOB Shenzhen, FOB Shanghai and FOB Ningbo. According to customer's requirements: FOB price means that this price includes product price+freight (all local expenses are borne by our company before boarding the ship), CIF price means that this price includes product price+freight (the expenses before the customer binds to the port are borne by our company), and FTY delivery price means that this price only includes product price (all freight after leaving the factory is not borne by our company).

B- factory quotation:

You can ask the factory to quote ex-factory price or FOB price, which is usually ex-factory price. But the factory needs to send the goods to the factory for centralized transportation, and the handling fee will be paid by itself (if the centralized transportation place is not too far away).

2. Customer quotation skills-

A- basic profit:

+10% to 25%, depending on the specific products and conditions: (I usually give more examples to business people for reference when training)

B- basic market ex-factory price:

Understand the approximate price of products in different factories in different regions and cities; (During the training, I usually tell the newcomers about the approximate prices of different factories and styles in different districts and cities, and give them a reference. )

C- There are many factors that affect the quotation:

-If the order quantity is large, the profit can be lower, and if the order quantity is small, the profit will be higher; C2-the product looks complicated, the profit can be higher, the payment for brushing face is simple, and the profit needs to be lower; C3—— Complex package can increase profits, while simple package needs to reduce profits; C4-LC payment, high bank procedures, higher profit needs: TT can be lower; C5—— customers have high quality requirements and higher profit fog: the requirements are average, but they can be lower; The price of C6- retailers can be higher, while the price of fa can be lower. C7- sub-target market and customer sales groups also directly affect the quotation.

There are many factors that affect the quotation. Considering the quotation comprehensively, the guests should be reasonable and there is no random quotation.

D- When quoting, you should pay attention to:

1 Adjust customers before quotation, evaluate survey information, and tailor quotation for customers.

2- Picture details can be marked in the picture, so that customers can see at a glance.

3- Make an accurate quotation after preliminary investigation, consider the factors that affect the price as much as possible, and make an accurate quotation (the price validity period should also be indicated).

4- Think from the customer's point of view and try to reflect these contents in the quotation.

5- The quotation terms should be clearly written, such as FOB quotation or other quotations, general packaging method, MOQ, inspection standard, etc.

Pay attention to details and make a beautiful, clean, accurate and beautiful quotation.

More quotation skills:

1- ladder quotation:

According to the number of customers, the ladder quotation, the larger the number, the lower the price. Make customers feel cheaper:

2- Targeted personalized quotation:

Try to know through various channels which country and city the customer comes from, whether it belongs to the target market of your products, the back model diagram and sales method of the customer's main products, wholesale, retail or mail gou, big customers or small middlemen, customers' purchasing power and sincerity, customers' familiarity with products, customers' habits in different regions, etc. , and then make targeted quotations;

3- Face-to-face quotation of new customers:

Ask as many customers, retailers or suppliers as possible, target markets, etc. Comprehensively judge the profitability of the quotation. If you don't know the customer background, the quotation can't be too high or too low. If it is too high, it will scare away customers. If it is too low, you will wonder if there is a quality problem. The quotation should be as close as possible to the market price, which can be lower or higher than the market price.

4 a comparative quotation:

If the guests are familiar with this product and price, they need to use "comparison method" to highlight the advantages of their products. The price is close to the reserve price, and "catch" the guests from the beginning;

5- Graded quotation:

For example, before delivery, the customer is 100% TT, what is the price, what is the price of 30% deposit and 70% final payment, and what is the spot LC price? At present, it is to emphasize that the earlier the payment, the more advantageous the price;

6- observe the guest quotation method:

If the customer has strong purchasing power or is a novice, you can enthusiastically introduce the advantages of this product, such as good sales and many orders from other customers. And you can quote the price a little higher, otherwise it will be low.