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UNIT
3
Offers
|
31
Look at the following opinions about open vs closed biddings and Internet auctions.
Open biddings are
always the best
because not only do we
get the full range of
what the market has to
offer, but also the sales
people compete with
each other so we get
the best price!
Open biddings are fun –
they challenge my skills
as a sales rep. I get to
talk to the client’s reps
in order to find out
exactly what they are
looking for and what
they are prepared to
pay for it. Anything else
is number crunching.
At my company we
prefer closed biddings
because we do not
need a large number of
offers. We have clear
specifications and we
are looking for partners
that can match our
standards.
Auctions via the
Internet are my daily
business – and it’s
great: no long talks and
negotiations. Just a
simple check of
whether a supplier
matches our
specifications and the
rest is an electronic
ranking according to
the price they offer.
Auctions on the Internet
are a real pain when
you compare them to
other forms of bidding.
There is hardly a chance
for building trust
because it is all so
remote. And most client
specifications are not
as clear as the clients
believe them to be.
Closed biddings are
really hard. You need to
build trust and you
need to show
consistent quality to be
invited into a circle of
potential suppliers.
over
to
you
Which statement can you most relate to? Which procedure do you prefer to work with?
•
What types of offers are you usually involved in at your company? Would you prefer to change the
•
way your company handles offers?
How do you think your counterpart likes the way your company deals with offers?
•
OUTPUT