[China Glass Network] After the company has determined the corresponding pricing method according to the situation of the enterprise and the market, in order to reach a transaction, it should also pay attention to the use of the quotation method.
First, the quotation method
The forward quotation method is a traditional quotation method, that is, the seller first reports a higher price or the buyer reports a lower price. This kind of quotation method, the false report component in the price is generally more, leaving room for further consultation between buyers and sellers. After the seller has reported a high price, if the buyer believes that the seller’s price is too high, he will immediately reject or suspect the seller’s sincerity and ask the seller to lower the price. When the buyer thinks that the seller's price is more reasonable, the buyer will still insist that the seller continue to lower the price. Once the seller cuts the price, the buyer will have a certain satisfaction. At this time, as long as the seller can grasp the opportunity, the transaction can often be successful. If the price reported by the seller is too much, which exceeds the foreseeable small income of the other party, it becomes a random price, and the negotiation between the buyer and the seller cannot continue.
Second, the reverse quotation method
The reverse quotation method is an anti-traditional quotation method. The specific method is that the seller first reports the low price or the buyer reports the high price to attract the customer. Inducing the purpose of customer negotiation interests. Then, look for breakthroughs from other trading conditions, gradually raise or lower prices, and finally close the price at the expected price. Using this quotation method, the risk of the first quotation is greater. In the case that the negotiating position of the quoting party is not very favorable, after reporting the unexpected price of the other party, although it is possible to exclude other competitors, it will also bear the risk that it is difficult to bring the price back to the expected level. Business negotiators have higher requirements, and unless necessary, they should be avoided in actual business negotiations.
Third, the first quotation method
The first quotation method means to fight for the first quotation. This method of quotation gives one's own initiative and provides a range of price negotiations for both parties. For example, when the buyer first reports a low price, the expected transaction price between the two parties is between the buyer's price and the seller's expected price. Conversely, when the seller first quotes a high price, the expected transaction price between the two parties should be between the seller's quoted price and the buyer's expected price.
Fourth, the mantissa quotation method
The mantissa quotation method uses a mantissa with a special meaning or a person's "psychological mantissa" pricing to avoid integer quotations. The use of the mantissa quotation method is aimed at people's psychology of numbers and, on the other hand, the need for business negotiation skills. As mentioned above, the price of a certain commodity is generally calculated based on the actual cost plus the profit, and there are fewer integers. Therefore, when one party adopts the integer quotation method, it is often difficult to convince the other party. For example, using some national or local customs and habits, use the numbers that local people particularly prefer in the quotation or counter-offer, and vote for them.
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