Коммерческое предложение на поставку товара
- Коммерческое предложение – суть v
- Требования к тексту при составлении коммерческого предложения v
- Форма и структура коммерческого предложения v
- Заголовок v
- Обращение v
- Краткая суть вопроса v
- Подробное описание дополнительный условий v
- Идентификация отправителя v
- Дата v
- Пример v
- Задайте вопрос юристу > бесплатная консультация v
Всем известно, что реклама в любом виде бизнеса — тот кит, на котором лежит успех и прибыльность хозяйственной деятельности. Все что будет на виду у людей, так или иначе привлечет к вам новых партнером.
А что еще нужно, чтобы развитие бизнеса шло в гору? И уже прочно этому способствует коммерческое предложение, широко используемое в деловых кругах.
Коммерческое предложение – суть
Прежде всего коммерческое предложение является документом, продвигающим торговую деятельность любой торговой организации.
Его суть — это раскрытие уникальности предложения по выгодности сотрудничества именно с этим партерном, т.е. вашей организацией, которая является поставщиком продуктов.
Его цель — увеличение прибыли за счет заключения контакта на поставку товаров новым потребителям.
Достигается данная цель:
- предложением скидок;
- льготные условия доставки;
- большие скидки при больших объемах закупок;
- проведение совместных акций как рекламного, так и других типов;
Требования к тексту при составлении коммерческого предложения
Для того, чтобы сформировать коммерческое предложение на поставку товара необязательно прибегать к помощи специалистов, работающих в данной сфере. Это вполне по силам и вам. Основа создания данного предложения — соизмеримость потребностей будущего клиента с вашими возможностями.
Для этого нужно пройти следующие этапы:
- выяснить условия предложений ваших конкурентов. И для этого необязательны шпионские игры — спросите напрямую, попросите ознакомиться с ним, дабы предложить еще более выгодные условия. Скорее всего, вам пойдут навстречу.
- найти пиковую точку пересечения ваших интересов — эксклюзивность вашего товара, первичная потребность (соотношение цены и качества или они по отдельности), вторичная потребность (все вопросы в области сроков и условий доставки товаров, и дополнительные сервисы).
Вторичная потребность зачастую присуща в двух ситуациях:
- если вы торгуете товарами из области высоких технологий, имеющим массовый спрос среди населения. Для этого партнеру будет важен именно пункт, о том сможете ли вы доставить товар в определённое место и обеспечить там его сервисом.
- если вы торгуете товарами сезонного, скоропортящегося и специфического вида. Тут партнер заинтересован в том, чтобы вы не просто доставили ему товар, а еще и в срок.
Форма и структура коммерческого предложения
Важным элементом при составлении предложения есть его структура. Чтобы это было проще выполнить, составьте план. А дальше от деятельности вашего будущего партнера можно будет провести корректировку отдельных пунктов.
Самым большими и многолистовыми являются коммерческие предложения в области технологий и научных новаторств.
Форма коммерческого предложения зависит от его вида:
- персонифицированные — наделены строгой формой, т. к. обращаются к конкретной личности с конкретным предложением
- неперсонифицированные — более рекламная и произвольная форма, обычно демонстрирующая общий потенциал организации
Заголовок
Специалисты в области рекламы однозначны в своем мнении, что заголовок коммерческого предложения должен быть сногсшибательным, так, чтобы у потенциального клиента появилось желание ознакомиться с дальнейшим текстом. И ему наделено 80 % успеха коммерческого предложения.
Заголовок не должен быть просительным или заискивающим, но интригующим, поэтому ему уделите наибольшее внимание. И не забывайте, что заголовок напрямую зависит от вида и аудитории коммерческого предложения, и должен ему соответствовать.
Обращение
Данный пункт также связан с видом коммерческого предложения, и отталкиваться вы будете от него.
Какие ошибки недопустимы:
- чрезмерное самолюбование и восхваление. Зазнайки никому не нужны.
- чрезмерное восхваление партнера и его достижений. Льстецы также не в моде.
- любое проявление критики в адрес партнера.
- любое проявление банальщины как о себе, так и о нем.
- воздействие с применением страшных историй о конце света и кризисе в стране.
Краткая суть вопроса
Тут идет краткое изложение сути предложения, с завуалированными преимуществами для потенциального партнера. Применяются фразы — «ваша экономия составит» и «вы получаете».
Подробное описание дополнительный условий
Идентификация отправителя
Моветон если вы отправили коммерческое предложение без своего автографа и личных данных и должности. Безликие проекты никому не интересны.
Каждая строчка должна быть пропитана уважением к партнеру. Пример: » С уважением Сокол Оксана Владимировна, руководитель отдела продаж ОАО «Сибирь-нефть».
Дата
Разработка коммерческого предложения часто затягивается, а вот проставление даты способствует ускорению данного процесса в общем хаосе документооборота.
Коммерческие предложения имеют свойство не сразу попадать в разработку. Указание даты составления и времени действия предложения поможет активизировать процесс документооборота.
Пример
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Уверена, что вам поступает в день множество предложений на поставку ГСМ, но думаю мне есть чем вас заинтересовать. И наша встреча состоится в ближайшее время. Мы можем предложить вам революционное топливо, к которому не будет равнодушных.
Речь идет о новой марке бензина А-1000 нью. Сейчас его активно используют правительственные организации. На разработке этой марке топлива наши специалисты посвятили пять лет, и результата превзошел все наши ожидания.
Стоит заметить, что мы занимаемся добычей нефти самостоятельно, что говорит о наших возможностях в различных объемах поставок при соответствующим всем международным нормам качества. Все международные сертификаты имеются и могут быть вам предоставлены по первому требованию.
Мы предлагаем заключить вам с нами договор и не менять цену на отпускаемый товар в течение года. А также осуществлять доставку на ваши заправочные станции по всей стране за наш счет. В дальнейшем можно провести согласование и других льготных для вас условий.
За счет работы с нами вы привлечёте новых покупателей, которыми могут смело стать государственные структуры вашего района. Более детальная информация по ценам, срокам и условиям сотрудничества находится в приложении.
Надеюсь на долгосрочное сотрудничество, которое буде абсолютно взаимовыгодным.
С уважением, Сокол Оксана Владимировна, руководитель отдела продаж ОАО «Сибирь-нефть».
21.12.2014 года
А еще немаловажно, чтобы коммерческое предложение было лаконичным — никто поэмы читать не будет 🙂
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