玩转小宗原辅料营销(国外英文资料).doc

玩转小宗原辅料营销(国外英文资料) Large quantities of raw materials and accessories sales rely more on manufacturers Hardware: prices, small, raw materials, marketing strategy, software is more important: services, but also more worth exploring. Small amount of raw materials, but not necessarily small profits. Prices, prices, many sales staff, when it comes to sales, is the price problem, in the economic crisis, it seems that there is no cheap, do not go out to sell. When a foreigner once in an interview, asked: we are currently in the Chinese sales bottleneck: customers reflect the quality of our products is really good, but the price is too high, almost 50% more expensive than their peers. How do you deal with the problem? This may be a little difficult for sales, but Ive done shopping. I asked the question, what is the cost of our product in the customers final product? Foreigner: a small percentage.. I answered: here, the price is not a price problem, it is the cost problem. This cost is the maintenance cost of the customers final product. From the material attributes, the customers purchase is quality procurement, not cost purchasing. That is, quality considerations are far more important than price considerations. The reason is that if the final product leaves the factory, as a result of minor raw material quality problems (or life problems), return or service losses will be much greater than the amount of the difference between the 50%. So, we can tell the customers that although we are expensive, we still reduce the cost to them. That is to say, the quality of the short board with small raw materials as its final product will not be worth the candle.. A small number of raw materials is different from the bulk of raw materials, manufacturers in the procurement process, it accounts for only a small part of the final product, in this case, often the quality and delivery time, customer service service is more important than price factors. Deep understanding of customer potenti