Welcome
Welcome
Are You In A Sales Position And do you Have
To Submit Quotations?
If You Answer Yes
Then You Will Find Lots Of Information Over
the Next Few Months That Will Help YOU.
In Quoting To Win
What are our Objectives
-
How to develop a proposal
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How to present a proposal
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How to double the orders you
win
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All this from the quotations
and proposals you submit
THE QUOTATION
A quotation, the document traditionally used by most of industry and commerce the world
over to confirm in
writing what is being offered for sale, is a legal document. It will contains just
about every reason why the prospective customer should NOT place the order with
you.
SPECIFICATION ( No "what's" in it
for them the customer! )
PRICE ( How Much???? )
DELIVERY ( Too long! )
TERMS OF PAYMENT ( Too short )
E & O E ( That term at the
bottom of the page means "Errors and Omissions Expected" - a rough translation
could be " Whatever we've said we don't really mean")
VICTORIANA ( Phrases like " Thanks
for your esteemed enquiry" and we look forward to the favour of your valued
order which will receive our most careful attention", which make modern
customers think this particular supplier is still living in the days of the
first Industrial Revolution )
YOUR TERMS AND CONDITIONS ( All the small
print on the back. Why show all this now, before the customer has agreed to buy.
Would it not make more sense to show all this on the order confirmation )
PRICE ONLY HOLDS GOOD FOR 30 DAYS ( It
could well take over 30 day for the customer to get through the decision making
process, all your work and time wasted)
THIS IS THE TYPE OF QUOTE I MEAN
FRED BROWN VENDING
D E Pepperidge ltd
Freestone Road
Blanks Town
Essex
For the attention of Mr F R
Knutson.
Please find below or quotation for
rental of our vending equipment.
This will be for a rental period of 3
years.
2 x zx 243 auto hot & cold vending
machines
each £89.99 per month + vat
Total £179.99 per month + vat
Prices as quoted include
delivery to site and commissioning by a Service Engineer on a site prepared by
your company as specified
Delivery Time
10- 15 Days
Payment Terms Thirty days
from invoice date
This quotation is subject to
the conditions stated her and printed on the back of this quotation and is open
to acceptance within 30 days
For Fred Brown Vending
G B Loti
Sales Manager
Are YOUR
Quotations similar?
If they are, this
could well be the reason you are losing so much business to your competitors.
