Cross-border B2B business often requires quotations to customers. We recommend reasonable step-by-step quotations. In practice, the atmosphere is often very tense when salesmen negotiate with foreign businessmen, especially when the final push comes, and the salesmen have no time to ask for instructions from their superiors. This requires us to define the authority and corresponding policies of salesmen in advance. Table 5-3 is a product quotation table of a company. Merchants generally formulate sales guidance prices for all salesmen based on fixed costs and fixed profits. This sales guidance price is generally for a certain standard product configuration, a specific MOQ range, and then a step-by-step adjustment is made according to the minimum order quantity. Therefore, the quotation itself is a range value and range. The MOO of the J801 model product is 25k units for the Middle East market and 20k units for other markets. The standard price is S4.6, and an increase of 5k units will bring a floating price of S0.1. The quotation within this price range can be determined by the salesman.
Price dynamic adjustment mechanism
Due to the effects of product life cycle, competitive environment and market strategy, pricing cannot remain unchanged during its life cycle, but pricing is very important. Once it is determined, its adjustment space is also fixed. To break through the adjustment range, there must be corresponding policy constraints, that is, there should be a set of price dynamic adjustment mechanism in the product price system of cross-border e-commerce enterprises. The conventional dynamic adjustment mechanism that is widely used includes marketing factors and product life cycle factors. The price adjustment of the product life cycle can refer to the life cycle factors mentioned above. During the operation of the cross-border e-commerce platform, the platform marketing activities also have a relatively large impact on pricing. The e-commerce platform generally has specific discount requirements for the products participating in the marketing activities. Therefore, when pricing, it is necessary to consider the marketing discount factors of such activity products to facilitate dynamic adjustment. In addition to conventional dynamic adjustments, there are also dynamic adjustments under special circumstances. For example, in the process of specific business negotiations, customers may propose prices that exceed the authority of the salesperson. Price adjustments often affect profit margins. This abnormal adjustment requires an approval mechanism to balance. Generally, the initial product pricing is determined by the product manager; the super-authority adjustment in business negotiations is approved by the business supervisor, such as the activity special price, which is approved by the operation store manager. Regardless of the size of the enterprise, this pricing approval mechanism can effectively prevent business risks.