New sales training dbc and bidding section tina cai
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New sales training DBC and Bidding section ------ Tina. Cai 蔡婷. DBC Section --DBC introduce --Business model definition --DBC’s role and responsibility Bidding Section --Bidding process introduce --Guideline and related approver

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New sales training DBC and Bidding section ------ Tina. Cai 蔡婷

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New sales training dbc and bidding section tina cai

New sales training DBC and Bidding section ------Tina. Cai 蔡婷


Agenda

DBC Section

--DBC introduce

--Business model definition

--DBC’s role and responsibility

Bidding Section

--Bidding process introduce

--Guideline and related approver

--Business deviation -some terms need to be highlighted

--Some points share to sales team

Agenda


Dbc introduce

DBC is Direct Business Consultant

DBC Introduce

what is DBC

  • 非标合同审核

  • 投标文件审核及商务应答

  • 信用额度申请

  • PA合同审核

  • 所有需盖章文件审核

  • 各区域的直销培训

  • 对销售过程中的遇到问题提供咨询和建议

  • ……..

support direct business

and control risk.


Direct model introduce

Direct Model Introduce

DD: direct---direct

Direct Model

  • PA: partner agent

PD: partner direct


Biz model definition dd

Biz Model Definition - DD

HP Direct / Direct

End User

  • EU和HP直接签订合同

  • EU直接付款给HP

  • 付款方式:Credit or PIA

  • HP将产品直接送到客户处

  • HP承担所有责任(财务,保修,服务,质量,etc)。

  • Note:

  • 三产是作为 EU , 属于D-D model.

  • 但是三产公司的认定有严格的要求

  • HP

    Delivery

    Order Flow

    Financial Flow


    Biz model definition sc clarify

    Biz Model Definition --SC clarify

    如何认定为三产公司

    ----母公司持有三产公司超过50%(或以上)的股份

    --- 股份是公司持有而不是个人持有

    验资报告

    ----三产公司出具三产证明( HP模板,需加盖三产公司和母公司

    公章)

    三产证明

    ----必须在母公司的主页上有明显的标识

    网站参考

    ----三产公司不能是IT产品零售商或者是SI(系统集成商)

    限制条件

    ----三产认证资格接收定期的审核

    审核期限


    New sales training dbc and bidding section tina cai

    End User

    Agent

    HP

    Delivery

    Order Flow

    Financial Flow

    Biz Model Definition - PA

    HP Partner Agent Direct

    • EU 和HP 签定采购合同

    • HP 和服务商签订服务合同

    • 最终用户直接付款:PIA or Credit

    • HP承担所有责任(财物,保修,服务,质量,etc.)

      Ts & Cs

      服务费 ( average 3-5% )

    • 请根据服务的内容向BDDESK提出申请。

      Documentation

      服务合同模板:

    Agent Fee


    Biz model definition pd

    Biz Model Definition –PD

    HP Partner Direct

    End User

    • 最终客户和代理商签订采购合同,代理商向HP下单,签订惠普标准合同(PO)

    • 代理商付款给HP

    • 付款方式只有PIA(预付款)

    • HP把货物直接送到客户处

      Note:

  • 注意最终成交的partner margin必须和价格批复上保持一致

  • 需在授权前签订《代理商承诺函》和T2合同

  • 无任何渠道相关条款 (例如:返点,价保)

  • HP作为制造商,不承担连带责任.

  • Partner

    Wholesaler ( First Tier )

    X

    HP

    Final Tier Invoice

    Delivery

    Order Flow

    Financial Flow

    Quote / Pricing


    Dbc s role and responsibility

    DBC’s role and responsibility

    Non standard contract review.(非标合同审核)

    Single deal>200K and frame contract

    Need to be reviewed for final confirmation every time

    Credit application.(信用额度申请)

    >50K credit ( one-off ,extend credit)

    Bidding document review.(投标文件审核和商务应答)

    DD/PA bidding will support. (包括政府采购入围+PD要求厂商直投)

    PA contract review. (PA 合同审核)

    PA fee need to BD desk approval, cover non-standard service.

    Everything need to chop need to DBC’s review.(需盖章的任何文件)

    such as:停产证明,服务承诺,各种说明函.(首先建议用HP版本)

    Help sales deal with special request and solve issue timely. (协助解决直销过程中的问题和客户的特殊需求)

    Direct business process training.(各区域的直销培训)

    2014/10/20

    HP Confidential

    9


    Bidding process guideline

    Bidding Process --Guideline

    • Biz model is DD/PA(GPC协议采购入围+PD厂商直投)

    • TAT>3WDs

    • Total revenue >25K

    • 投标文件尽量提供word 版本

    • 投标保证金申请(需销售邮件确认及时收回投标保证金)

    • 投标之前签署《代理商承诺函》(GPC协议采购入围+PD厂商直投)


    Bidding process

    Bidding process


    Bidding process relevant approver

    Bidding process—Relevant approver

    • 熟悉投标文件

    • 申请价格

    • 技术应答

    • 服务应答

    Sales

    • 商务偏离表

    • 协调投标相关事宜

    • Review 商务条款

    • 得到相关部门的 approval

    DBC

    • 申请投标保证金

    • 准备投标模板发给sales,协助标书的盖章制做

    Bidding support

    BD DESK

    • 价格批复( 投标盖章之前必须拿到正式的批复)


    Bidding process relevant approver1

    Bidding process—Relevant approver

    • Overall review from legal prospective.

    Legal

    • Review商务条款中与产品有关部分内容

    • Review 商务条款中与付款有关部分内容

    • Review 商务条款中与服务有关部分内容

    • Review 商务条款中与收货有关部分内容

    PM

    Credit

    HPS

    DPM

    F&A Controller

    • Review罚付条款.以及任何会照成HP损失和风险的条款.


    Bidding process some terms need to be highlighted

    信用管理与收款事宜(Payment terms)

    标准信用额度:在信用额度内且无超期未付款, 货到并在惠普开具发票30天内以银行电汇或支票方式支付100%货款;

    申请信用额度的时间为不大于30天;如客户要求更改惠普标准信用管理支付条款(如要求收到发票之日起30天),需要得到Country Credit manager+ Country BU Finance Director的 approval;

    如付款和验收有关,需对验收时间加以限定;

    我们不接收违约金从货款中扣除的条款。

    Bidding process-- Some terms need to be highlighted


    New sales training dbc and bidding section tina cai

    验收条款(Delivery terms)

    我们不接受试运行条款或二次验收( 如有,需时间界定);

    注意送货地点,特别是大单;

    涉及到验收单条款,由于收集验收单需要时间,会影响到收款和收入的确认, 请在下单时通知DBC和DPM;

    所有的销售收入应该在验收之后被确认,不允许销售收入确认延迟(revenue defer )条款的出现。

    Bidding process-- Some terms need to be highlighted


    Bidding process some terms need to be highlighted1

    服务条款(Service terms)

    惠普提供标准的保修条款

    服务条款中主要出现的问题: 保修期,响应时间,终生维修,退换货,因保修问题向惠普索赔等等。

    对标准保修条款作出标准金牌服务不涵盖的变更, 需要APJ BU Fin Director的approval.

    非惠普品牌的第三方产品的保修 :对于任何非惠普品牌的第三方产品或支持,惠普不提供任何保修,即使这些产品或支持与惠普品牌的产品或支持绑定售出.

    非标准退货:惠普无非标准产品退货条款,

    Bidding process-- Some terms need to be highlighted


    Bidding process some terms need to be highlighted2

    违约条款(Penalty terms)

    所有违约条款必须有上限 (如违约金累计不超过合同金额的5%);

    损失必须是直接经济损失和财产损失;

    HP 不允许为第三方承担连带责任;

    违约金,赔偿金不能从货款中扣除,可出具银行保函;

    有很多罚付条款会照成销售收入延迟确认(revenue deferral ), This is unacceptable!

    Bidding process-- Some terms need to be highlighted


    Bidding process some terms need to be highlighted3

    Bidding process-- Some terms need to be highlighted

    价格条款(Price terms)

    尽量避免出现:最优惠的客户价格, 市场最低价,公平市价(需要APJ BU Finance Director 的approval);

    尽量不承诺长期的固定价格,价格最好每季度调整更新一次,特别是框架合同中;长期固定价格超过3个月的任何交易必须具有批准的条款和计算公式以允许价格变动, 同时需要得到APJ Bid Desk+ Country BU Finance Director 的approval )

    奖励.返点: 惠普不向客户提供任何事后奖励或返点, 仅提供预先折扣.


    Bidding process some points share to sales team

    Bidding process-- Some points share to sales team

    注意开标时间, 投标形式,路途时间,尽早安排以保证投标时间

    投标之前就多与客户沟通,力求在投标前影响客户

    未得到后台同意之前,不要随便允诺客户

    销售得到的授权仅限为投标代表,不能以授权代表或法人代表的名义在文件上签字

    销售多了解合同条款,尽可能与客户沟通协商

    销售多了解公司政策,和后台多沟通,寻找最佳解决方案


    New sales training dbc and bidding section tina cai

    Q&A


    New sales training dbc and bidding section tina cai

    If you have any question regarding to direct business, welcome to contact the respective DBC to discuss. It’s our job to help you find out the answer and the solution.

    Thanks a lot for your great support!


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