Foreign Trade before sending samples: judgments, proofing and expenses

Send a sample of the problem, is how the selection of potential customers and develop business relationships. Below we will send samples before and send samples, send samples to analyze, respectively, after three stages, I hope to give you some enlightenment.

Before sending samples: judge, proofing and expenses

How to determine whether sending samples? How to effectively control the sample delivery cost?

First, a clear principle of sending samples, their company

1, clearly positioning the company and its overseas expansion strategy

? Is power limited, the early overseas expansion, hoping a strong control of the company cost of sales the company? Or strength, hope more overseas expansion efforts of companies willing to invest?

? The former, can live within our means; the latter, the sample area (samples, freight) to do the budget.

? Proposed the establishment of the sample according to the customer to send the standard level.

? From the perspective of the company during a certain sales volume and the amount of samples to budget.

2, in-depth analysis of potential customers to judge

? Generally speaking, the cooperation has been a long time, know these exact details of the old customers, consider the sample charges, freight free.

? Design client background questionnaire (see annex), to understand the new customer; If it is sincere customers do not mind in-depth understanding of each other, they would also have very specific kind of inquiry and send requests.

? For new customers in good faith, can tell though the sample is free, but the development of both business account, please pay for shipping the other side.

? Hope to provide multiple samples of one-time, and do not want to pay any fees, by further detailed analysis (the other company background, sample applications, etc.), the appropriate treatment.

3, and product-related

? From the company's point of view, we should first clear the sample and freight costs.

? Let the customer know, even if the samples free of charge, regardless of the value of what are your company's operating costs.

? Samples of high value, freight is also expensive, both old and new customers please each other with the understanding, the spirit of common development, hoping to share each other's shipping.

? Standard template letter can be prepared in advance, send the samples to clarify the basic issues.

4, to understand our customers like the use cable for future orders bunk. Common use of cable customers like the following:

? Simply collect and analyze different samples

? Product testing the parameters

? The end user experience

? Potential, visible orders

5, right frame of mind: not only have to bring order into the value of the sample

? Think about ads. Only let more people know, be possible to have more and better results.

? Even if no orders are available via customer feedback, understand the target market of the latest market and product needs to be improved and product line elements of R & D direction.

? Some products such as textiles, subject to the component inspection; such as mobile phones, and subject to the relevant network testing (usually 2-3 months), so be patient.

Second, do not send samples and send samples of several situations

(A), without sending samples of the situation:

These probably are "total stranger" type. This situation is more common, I believe we already have heard, that there is no contact before a trading company by fax in the form of a sudden (or similar form) expressed interested in you. Particular I would like also in two ways:

1, "monologues" category:

Concept, features: I hope to provide samples for testing, also asked to provide company profiles, business licenses, corporate business cards, etc., usually have a fixed format. If you send samples of the past, it will soon be answered, and asked to go where the company signed a contract (from receipt of sample to the next one time can be described as rapid.

Evaluation: These companies usually have their own office space, but they are not really doing business. As for why it is, I still tried to think of ... ...

Such entities are generally hanging branch companies in Hong Kong and other brands, more coastal areas.

2, "two-man" category:

Concept Features: This ratio above the "monologues" to smart a little (a little more). As the name suggests, there needs the close cooperation of both. A plant that is (not contacted) reported a sudden the phone said: "Our side is a manufacturer, we now need to be your sole agent in the XX area sales. (And so on) ... ..." Just when you are confused, there is a The other unit - called B factory (also not linked to them) what phone to announce what products need, and this product is the A plant provided; This way, you might suspect A Plant B Plant will be covered by the inquiry, so that the bait. Then you will be led by the nose. B sides to their questions, as if double reed, they were certainly not lose.

Evaluation: do not bother big lie or a small lie, in short their mission is "cheating on a word!" This is happening primarily in the inland areas.

For these two tricks is easy to prevent, as long as we do not take any cheap like. After working hard to not necessarily productive, let alone bring it to a free lunch?

(B), should send samples of the situation:

1, their links to domestic and foreign companies, after several consultations (inquiry, offer, counter offer, etc.) and in order to enable customers to better understand their products, can be considered sample! This case should be a relatively normal conditions.

2, for some larger, more famous in the industry-wide clients, we must take the initiative, take the initiative to visit, take the initiative handed him the information, otherwise not grab opportunities, competition in the market probably will fall into a difficult situation.

If you take the initiative to send their own kind, the sample does not necessarily send too many, representative point, or novelty thing on it. However, the quality of the sample must be assured to know that the sample is representative of your company, the sample is not good, is equal to your company's name on the inferior label affixed to each other leaving a bad first impression. The first impression once formed, may be difficult to change later. Therefore, we must pay attention to the customer's "first impression" - the quality of the sample.

If the customer sending samples should be used to satisfy other reasonable requirements; attention, I say here, "reasonable", if the other one-time to dozens of samples, the factory may not come up with so many products at once, or cost-based question do not want to show too much, so need to work with each other to discuss this. Some customers will agree to send several representative; some customers still all have to, but can give you time for you to sample preparation or partial pay. In this case, I agree as far as possible to meet customer requirements.

(C), can be sent from time to send the case:

In fact, in dealing with potential customers as part of the process, make you feel kind of determination to send and not send the determination to make almost the same situation, I have come out of it alone.

Here, potential customers or not, or the product is not quite a match, contact may also be less frequent and enthusiastic, so people could not get the spirit. I think this will reflect differences in the corporate purpose. If you plant the larger the sample fee is almost not a problem, can afford won, but the factory also hope to expand business by various means well known, it might worth a try, after all, this is an opportunity; but if you plant not too much surplus funds, or there is no specific budget for this enterprise is also in line with sound marketing policy, it would not have sent.

The two send and not send too little difference between good and bad, which is reflected in different circumstances different enterprises, such differences exist is completely normal.

However, some people holding "the factory to have backbone," the idea, said the encounter did not pay the sample will not send samples of this generalization is too biased point of view. After all, you are to own (the factory) Contact business to be profitable when the loss of not others, why should loyalty in this manner? This is absolutely no relationship with the backbone.

Third, in the face of the distress sample fee

Sample charges, suppliers face anguish! Supplier is so think.

1, consider the cost. Face one after another inquiry, samples, freight is a large overhead. Great enthusiasm and expectations, and then again just market stuff has been. Who does not heartache. Who are you?

2, the test of sincere buyers. A true buyers who cares so little shipping! And some suppliers have a consideration, if buyers continue to give orders, then the sample fee is free, in the payment button.

3, anti-COPY. China suppliers, competitors between, COPY is very common, brought, borrowed, stolen doctrine. By purchasing the sample, COPY vendor products.







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Performance of the interview should be noted that several principles

Deepening the current reform of the tobacco industry, performance appraisal as a way of management by objectives to be applied in practical work. In the performance appraisal, the interview is an important aspect of the effect of a direct impact on interview performance appraisal assessment. Therefore, we must attach great importance to the work of the performance interview.

Performance appraisal interview is a communication between processes, communication should be carried out smoothly to reach understanding and consensus on the purpose, there must be a kind of an atmosphere of mutual trust. To establish such a trust relationship, both sides have to straighten your mind, open, honest communication. In a clear and unified purpose of the interview will be followed by the exchange based on mutual equality, respect and cordial atmosphere. If the evaluation of subordinates supervisors, subordinates should be allowed to be expressed fully the opportunity to interview with opportunities for subordinates to speak out their true thoughts. On the other hand, evaluation personnel should pay attention and learn to listen, to listen not only to remain silent does not speak, but to truly understand each other's words to heart, listening not only to maintain good eye contact, but also do not take any bias while listening to the overtones. As the two sides in the course of the interview may have different opinions, and therefore may be controversial, as the supervisor or assessing officer should try to avoid violent confrontations and conflicts arise, should not be used leadership assessment party authority or power to suppress the other, but there are different views on the issue should be to communicate clearly, many standing on each other's point of view, the understanding for each other.

Performance interviews that both sides should discuss and evaluate the performance, that is, the performance of the work of some of the facts, instead of discussing the character of individual employees. However, if certain personality traits and job performance related, such as an employee because of poor communication with people influenced the work necessary access to information can not be well with others, thus affecting the performance of key influence on the performance of such character traits or should point it out. Interviews should also pay attention to both the strengths and weaknesses, not as a good employee performance, many advantages can hide his shortcomings, not as a staff to deny the obvious shortcomings of his advantages.

In addition, interviews should be more focus on the future rather than in the past, although a large part of the interview is to review past work performance and evaluation, but its purpose is to summarize the facts from the past to the future development of some useful things, more attention should be paid formulate future development plans.

Finally, it should end in a positive way to interview, it is best to subordinate employees are encouraged to be evaluation objects inspired, strengthen work motivation. Rather than passive resentment into the interview after the work. Assessment score is not high, the negative feedback more staff should be more encouraged, or at least make him feel: Although my assessment results are not ideal, but I get an objective understanding of their opportunities, I found the direction they should strive to , and in the course of my progress will be executives to help.







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Bargain obsolete HP computers doubts

Recently, some media reports, Hewlett-Packard computer connection out of high Bargain rural market, the reason the event is in December 2006, China Telecom, Hewlett-Packard work together in Jiangsu Taizhou, Nantong launched a "computer + broadband" service. Users only pay 198 yuan a minimum consecutive 27 months to pay 198 yuan per month cost of telecommunications bandwidth, can be moved back home to Hewlett-Packard. HP in this business in connection Bargain outdated computer is based on the user to reflect some recent computer running too slow, video chat is also frequently stuck, there is the price at the time it was converted in accordance with today's computer parts prices, come configured significantly higher than Hewlett-Packard computer. So far, there are lawyers that part of HP's use of the blind spot of rural consumers do not understand computers, high prices out of computer sales have been involved in business fraud and unfair competition, consumers can sue to the court on grounds of fraud HP, asked to confirm the sale invalid. Is HP really is in use and the cooperation of China Telecom, China's rural market to the fire sale of obsolete computer? HP really do Chinese consumers in fraud? Actually, the ultimate outcome is still unknown, if the court if the court is the final say. But as an industry and ordinary consumers, I think that in this case, some doubts still open to question.

First of all, to see from some users, the so-called running slow, and video chat to say too frequently stuck general. I would like to ask is whether these users run the procedure and feel the computer is running slow? If the prevailing cooperation between HP and China Telecom, the user get the DX2308 desktop configuration for the 3.2G Intel Celeron D processor 512M RAM, 80G hard drive and 17-inch CRT monitor, the current mainstream of the game not even think about running, if barely enough, then the so-called slow feeling is certainly very obvious, even if it is not playing the game, and if run multiple application, then slowly the feeling is very obvious. As for video chat jams, probably more factors involved, such as when the network speed, chat over there who speeds and computer configuration, etc. In short, many factors should be defined, so only to some users personalized user experience for HP's Bargain outdated computers that evidence of the eventual unlikely. I doubt there is even more since the beginning of the end of 2006 activities, why then the user will have to reflect the problem? Is now to buy it?, Or buy and use for some time? However, I for computer knowledge, understanding and experience of their use of computers, HP DX2308 desktop configuration for Internet access and video chat it should be more than sufficient.

The second is that HP DX2308 Desktop price at the time the current DIY market, computer parts price comparison assembly, Hewlett-Packard Bargain outdated computers come too far-fetched conclusions. First, a little computer knowledge knows that, under normal circumstances, the same configuration, the price of branded computer accessories DIY computer than higher, as high rate because of the different brands vary, the reason is very simple, because people is the brand, just as we buy the same brand name and non brand name, the same thing, there are signs of definitely better than no brand of expensive and sometimes you is not even the slightest of a star, this is the common sense of our lives, without saying; The second is the computer the upgrading of its fast depreciation of the product is, price and get the parts today, when in 2006 the price comparison is clearly inappropriate. I remember I bought in 1995, is the first of a brand computer is Pentium 75,540 MB of hard disk, 8MB memory, the price is 17,500 yuan, replaced today, the same brand, same price, I probably should be the configuration of the computer is the top of the. Do I have told people you vendor fraud? To be more popular that the installment of the popular car Take it, my friends, when in 2005 the form of a 5-year installment purchase of a displacement 1.4-liter Fukang car, the prices were 8.2, will not speak of five years after the 2010 event, up to now, the model has been discontinued, and all the upgraded configuration, the minimum displacement of 1.6 liters But the market is only 6.9 million, Does my friend to by the current market price estimate to 1.6 displacement dealer replaced all of Beverly upgrade it? do the same reasoning, in 2010, my friend also as a pretext for this , asked the last replace the original 82 000 equivalent or converted into money Fukang car back to my friend? This is ridiculous.

The third is called the blind spot of rural consumers do not understand this reason the computer is very vague, what extent can we consider is a computer and know computers do not understand, this is a relatively standard, it is difficult to have quantitative indicators. For example, I think you know some computers are pretty, but really engage with people than computers, I am sure there is a blind spot. For instance, some think it will re-typing using Word is to understand computers, but some people think it will be considered as understand computer programming ... ... In short, with only simple to understand and do not know enough to confirm the existence of blind spots. But one thing is certain at least, the concession that even rural consumers do not understand computers, this conclusion does not meet the common sense of life, are a consumer with their own things that bought do not know what's the use of the will buy a home? In other words, even then the so-called computer illiterate, it should at least know what it is used it will know that it can not meet their basic needs it. Do not know what the computer; do not know what the computer used to do; do not know the purpose of purchase; such users? If according to this version of events, but also Tai Xiaoqiao our customers instead.

From the above, the author of confusion, I believe that the so-called obsolete computers say HP Bargain shady view all the evidence in the apparent lack of convincing, is it another purpose? I hope that this will ultimately get to the bottom.







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VoIP plagued many obstacles

Despite the popularity of Internet telephony is rapidly, but its call quality and reliability are still under suspicion, correct these problems the pressure is also growing.
For Mark, the Internet phone can be described as mixed. Mark happy, his voice mail service providers such as Vonage cool features. In addition, each month to save 260 U.S. dollars in telephone charges. Let Mark is not satisfied: a large number of small faults. Since the failure of the telephone number as many as half of the children, Mark's staff are using mobile phone.
VoIP is an enterprise data through the Internet or telephone network transmission technology, it can greatly save communication costs and increase the number of new features, many early users have also endured the problems it brings.
For some time, VoIP services, call quality has been improved, popularity is ever increasing, but there are many issues to be resolved. Vonage and other carriers to solve these problems the pressure is greater than in the past. Empirix survey, 52% of U.S. companies and about 300 million consumers using VoIP service, and this number is still growing rapidly, the user will require a higher call quality or switch carriers. With Comcast and other cable companies invade the territory of the telephone company, VoIP market becomes more crowded.
The higher the turnover rate of customers, operators need to break the longer, some operators may take four years to be able to recover the marketing and other costs associated with attracting customers. Because of the service are not satisfied, some operators of the customer loss rate as high as 25%.
Customer dissatisfaction is not limited to quality of service. According to market research firm Keynote said that, overall, VoIP call quality is lower than mobile phones. Sound unacceptably long delay, resulting in duplication of the user discourse. Keynote also found that about 3.1% of the VoIP calls get through. Although this percentage seems not high, but in an emergency, which is fatal. Traditional telephone services, this ratio is about 0.01%.
Empirix's technical director, said Fried, a third of VoIP services, call quality is "poor." Through the recent seven survey VoIP service provider, Keynote found, Vonage offers the best stability, AT & T's CallVantage provides the best voice clarity. Other VoIP service providers surveyed for the Lingo, 8X8's Packet8, Verizon's VoiceWing, Skype.
Why poor quality of service? VoIP is popular, its user base to more than double each year. J. Arnold & Associates Arnold, head of consulting firm said that with the growth of these services, providers have not invested enough on the networks, their internal structure has not kept up subscriber growth.
If this situation can not be changed very soon, some VoIP providers may be shut down. VoIP providers in the next wave of mergers and service quality will be a "life or death" issue. Price important? Currently, VoIP service providers to compete primarily on price, but the gap between their prices are rapidly narrowing. AOL survey shows that users do not feel 20 dollars or 30 dollars of services vary widely between services. AOL voice services, said the general manager of camels, because most VoIP service providers do not make money, I think they have little room for price cuts had.
Next year, cable companies provide VoIP service will launch emphasis on quality and reliability of marketing activities. Comcast, Cablevision and other cable companies in the advertising claims that their VoIP service with reliability comparable to traditional phone service, Cablevision of its Optimum Voice VoIP service called "high-quality home phone service," Kang Castells provides a 30-day satisfaction warranty: not satisfied with the service can be a full refund. Comcast is responsible for marketing and business development senior vice president Greg said, not all VoIP services are identical.
Some VoIP service providers have taken note of the problem. Vonage's technical director, said Lewis, starting next year, Vonage plans to collect and analyze data for each phone, and use these data to resolve customer complaints before the problem.
AOL has been in the line of performance, starting next year it will start measuring call quality. Freed said that other VoIP providers are beginning to purchase special testing and monitoring software, Empirix's sales in 2005 more than 75 million U.S. dollars, up 35% over the previous year. Software and other measures may not solve all the quality problems, the Internet itself is not a traditional phone system is reliable. VoIP expert Jeff said, the site often crashes.





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