In international trade, samples are one of the key factors that determine whether an order can be successfully concluded and whether the buyer recognizes the product. However, sample issues are challenges that foreign trade salesmen face every day. This article will discuss the importance of samples in international trade, and propose solutions to common problems such as sample classification, sample fees and express fees, to help you gain an advantage in the fiercely competitive market.
1. Sample classification
In international trade, samples are usually divided into pre-production samples, confirmation samples, bulk samples and prototype samples. Pre-production samples are samples given to customers for confirmation before production, confirmation samples are samples confirmed by customers, bulk samples are samples for customers to confirm after the order is completed, and prototype samples are confirmation samples made according to customer requirements without molds. These samples play different roles in the order transaction process and are crucial to ensuring order quality and customer satisfaction.
2. Sample fees and express fees
When dealing with sample fees and express fees, different response strategies need to be adopted according to the value of the sample, the freight rate and the sincerity of the customer.
1. The seller bears the sample fee and courier fee
For some customers who are sincere and have clear cooperation intentions, we can consider sending samples to customers free of charge. This approach needs to be adopted when there is in-depth communication with customers and mutual cooperation intentions, so as to ensure that the samples can be effectively evaluated and facilitate the transaction of orders.
2. The seller bears the sample fee and the customer bears the courier fee
In the case of small sample value and relatively low freight, the sample fee can be waived but the customer is required to bear the courier fee. This can not only reflect the seller’s sincerity, but also ensure the customer’s real demand for samples, which is helpful to establish a cooperative relationship.
3. The customer bears the sample fee and courier fee
For the case of high sample value and high freight, the customer can be required to bear the sample fee and courier fee. This approach reflects the actual value of the sample, and also helps to screen out customers who really have cooperation intentions and protect the interests of the seller.
4. The customer bears the sample fee and the seller bears the courier fee
For the case of high sample fee but relatively low freight, the customer can be required to bear the sample fee and the seller can bear the courier fee. This practice not only reflects the seller’s service attitude towards customers, but also protects the actual value of the samples, which is conducive to the establishment of long-term cooperative relations between the two parties.
3. Formulate different strategies according to customer levels
For new customers, old customers and important customers, different sample strategies should be formulated according to their cooperation intentions, expected order quantities and importance. For new customers, sample fees and express delivery fees can be handled flexibly to strive for cooperation opportunities; for old customers and important customers, they can be negotiated according to actual conditions to ensure the maximization of the interests of both parties.
In international trade, the sample issue is a key link that requires high attention and flexible handling. By reasonably classifying samples, scientifically determining sample fees and express delivery fees, and formulating different response strategies according to customer levels, the order completion rate can be effectively improved, a good cooperative relationship can be established, and a win-win situation can be achieved for both parties.