Price talk of.doc

 PAGE \* MERGEFORMAT 17 Price ‘talk’ of Group’s customer marketing, sudden and perplexing changes, has been academia seems to be a ‘gray area’. Textbook rhetoric, people Yunliwuli without merit. Marketing masters were also tight-lipped about most of Peru is not seen by others. I do not venture, like the career experiences and insights with their peers to share bit by bit, and question to Fong. Group’s customer marketing, generally include four components: customer information acquisition and customer intelligence to cultivate the relationship, negotiation and signing, delivery and reimbursement, after-sales service and customer pay a return visit. Price negotiations which the past and is a critical step, the core of the step, I intend to start from. Meticulous preparation, calm analysis of the psychological pulse of our customers I bid a southwest where the electricity sector MIS. This project after the first, second tender, my company’s comprehensive strength and reputation recognized by users, initially decided to negotiate with my company, if the talks fail, then with other companies. The negotiation is divided into three phases: technical agreements, terms and price. After four days of intense bargaining, the two sides reach an agreement in the former two, leaving the price of the most critical issues. The negotiations before the night before, I am negotiating team members together to discuss countermeasures. We believe that the following difficulties: 1. We only know our customers about the budget, which reported pre-program is useful, but limited usefulness. 2. The other negotiators are technical staff, very high grade equipment, but the limited amount of funds. 3. The project bidding lasted longer, my company invested heavily in the early, a cost which the user is not recognized in price. 4. Our company is a foreign companies, the project’s engineering and after-sales service could be costly, and users in this regard will not be too much for us