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1、购物广场及社区店大单申请程序SC&NMBulkPurchasePolicyVersion:June21,2004购物广场及社区店大单申请程序SC&NMBulkPurchasePolicyThisPolicyhasbeendevelopedasaguideforhandlingBulkPurchases.Ourgoalistodrivesales,satisfyourCustomersneedsandatthesametimeprotectourgrossmargin.本程序作为处理顾客大单的指南,目标是促进销售，满足顾客需求，同时保持我们的毛利水平。lQ
2、uantityofoneitemisover5(WineandTobaccoisover1case)andtotalamountisoverRMB5,000areconsideredasbulkpurchase.l顾客购买单个商品数量在5个以上(烟、酒在1箱以上)并且商品总金额在RMB5,000以上视为大单。Wheneverabulk-purchaserapproachesusfortheitemsthatarepricedlowerthanoursystemprice,ourassociatesshouldalwaysnegotiatewiththem
3、asbusinessdeal.WeareinbusinesstoserveourcommunityasanEDLPoperator,nottosatisfytheneedsofresellers,wholesalersandorganizationalpurchase.WeprovideourCustomerwiththebestvaluetheycouldfindinthemarketwhileatthesametimeweshoulddowhateverwecantoprotecttheprofitabilityofourcompany.Everyt
4、eammemberhastheresponsibilityandliabilitytoensurethatwhenabulk-purchaseraskingforadealthatwillcauseustomakelessmoney,wecounter-offer,negotiatehardandwon’tleaveapennyonthetable.ThebestdealalwaysmeansaWIN-WINdeal.Letusbeaggressiveinstrikingthebestpriceforthecompany.任何时候当大单顾客要以低于系统价
5、格购买我们的产品时，我们的员工应该首先和他们进行商业谈判。作为一个天天平价的零售商，我们的主要是社区的顾客，而不是满足批发商，分销商和各种团体机构的需求。我们为顾客提供最好的价值，同时我们应尽全力保护公司的利润。每一个团队的成员有责任和义务确保当有赚少了钱的大单出现时，我们竭尽全力讨价还价，一毫子也不放过。最好的交易往往是双赢的。让我们全力出击为公司争取最好的价格。Forexample,abulk-purchaserofferstobuyalampatsystemretailprice59RMBwith30%margin.Thecustomerneeds
6、300piecesat54RMBwith20%.Normally,ourassociateswilltakeitwithoutanyhesitationbecausewethinkthemarginisbetterthanmostofthedepartments’.Butifwenegotiatewiththecustomer,explainingthemarketsituation,theextraprocedureandmanpowerinvolvedtoorderandshipthemerchandiseinordertogetthisdealdo
7、wn,weprobablycouldraisethemarginto25%.Sinceeverysinglepercentageinmargincountstoourbottomline,weshouldnegotiateasifwearetheownersofthecompany.Afterall,It’sMYbusiness!例如，当有大单要购买台灯：系统价59元，30个点毛利。顾客想买300个，还价54元，20个点毛利。通常我们的同事都会毫不犹豫的同意，因为我们认为这个毛利已经高于很多部门的毛利了。但如果我们跟顾客谈判，向他们解释市场的情况，为了完
8、成这笔交易我们需要付出的额外人力物力，我们有可能将毛利提高到25个点。毛利的每一
