Quotation formula and skills:
(1). Observe the customer's strength and customer's printed samples carefully.
(2). Carefully measure sample specifications and paper quality and various post-press. Pre-press processes.
(3). Use the calculator to calculate the cost and profit in detail.
(4). The quotation is in puns, and the price is not high (means not higher than the customer's psychological price) and the price is not low (mean lower than the peer price).
(5). Bargaining refers to the rationale and basis for negotiating bids with customers.
Such as: choose paper size, good or bad paper quality, domestic and imported film, printing quality, delivery time, what machine to use for printing and other advanced. Good conditions allow the other party to accept your offer.
. Manner: sophisticated. Generous. Honest. Responsible
(7). Language and kindness: speak politely, speak civilization, laugh first and speak later.
4. Proofreading and delivery skills:
(1). Proofreading makes the other party pay attention, pay attention to the text, specifications, color samples, delivery time, etc. and let the customer approve and sign.
(2). Disperse the customer's attention (defects of the product) at the time of delivery and introduce it with the best, introduce it with the customer's concerns, and make the customer satisfied to terminate.
5. Tips for collecting deposit and payment:
(1). Explain the reason for the deposit to the customer:
A. Drafting. Proofing. Investment cost
B. Let customers have sincerity
C. Refuse to have deceptive expressions, so that customers understand the inevitability of the deposit.
(2). After the acceptance of the goods, the customer must sign the order (delivery note), and then provide the customer with a receipt (receipt. Invoice) to allow the customer to fulfill the agreement or contract payment method.
To talk more about our difficulties, not to talk about the other party is not, so that customers do not pay a little sense.
If the payment cannot be made due to other reasons, let the leader of the other party sign the word "no payment" and state the time of the next payment.
6. How to deal with faults and quality problems:
(1). The other party's fault is settled peacefully according to the actual quantity and customer attitude. Let the other party bear the paper money, printing fee, and other expenses as much as possible, until the two parties reach a consensus through negotiation.
(2). Our fault is to allow the other party to accept, forcibly reduce the price, give away, and reprint next time.
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7. Quote formula:
(1). Weight (length × width ÷ 2) = law: large degree 0.531 weight positive degree 0.43 weight
(2). Calculation method: weight (law) × grams × ton price ÷ 500 sheets ÷ open number × number of prints × 1.1% loss = total cargo paper
Example 1: A customer prints 5000 sheets of large 16K, 157 pairs of copper, how much is the paper payment?
Formula: Weight × grams × ton price ÷ 500 sheets ÷ open number × number of prints × 1.1% = total paper price sought
0.531 × 157g × 7500 yuan ÷ 500 sheets ÷ 16 open × 5000 sheets × 1.1% = 430 yuan (total price of paper)
Example 2: A customer prints 8000 sheets of 16K 80g double-coated paper for a paper payment?
Formula: 0.531 × 80g × 6500 ÷ 500 sheets ÷ 16 open × 8000 sheets × 1.1% = 304 yuan (total price of paper)
Example 3: A customer printed 700 instructions: including 60 grams of domestic paper used for the cover, each with 20 sheets of 16-degree paper, and what is the paper size?
Formula: Weight × grams × ton price ÷ 500 sheets ÷ open number × number of prints × 1.1% = total paper price sought
0.43 × 60 grams × 5500 yuan ÷ 500 sheets ÷ 16 open × number of prints (70 copies × 20 sheets) × 1.1% = 273 yuan
Example 4: A customer has printed 50,000 stickers with 4 × 5cm rounded corners. How much does it cost?
Formula: Law 0.002 × customer square centimeter × print number = paper money
0.002 × 20 (4 × 5cm) × 50,000 pieces = 0.04 yuan (total paper money)
Example 5: A customer prints 200 copies of carbonless paper and asks for 16 to open two copies. Three copies. Four copies. Five copies. How many paper money?
Formula: Two-up 3.43 Three-up 3.93 Four-up 4.19 Five-up 4.34
The Law of Number of Units × Number of Books = Total Paper
Two links: 686 yuan, three links: 786 yuan, four links: 838 yuan, five links: 868 yuan
Example 6: A customer prints No. 2, No. 5, No. 7, No. 7, No. 9 standard envelopes with 1000 grams each using 100 grams of double-coated paper. Ask each specification. Opening number. What is the paper price?
law:
A. Finished product specifications:
No. 2: 11 × 18cm 15 open (cutting specifications 26 × 21)
No. 5: 11 × 22cm 12 open (cutting specifications 26 × 24)
No. 6: 12 × 23cm 12 open (cutting specifications 27 × 26)
No. 7: 16 × 23cm 8 open (cutting size 39 × 27)
No. 9: 23 × 32cm 4 open (cutting size 39 × 54)
0.43 law × grams 100 × ton price 6500 yuan ÷ 500 sheets ÷ open number × number of prints × 1.1% = paper price
1000 papers:
No. 2: 41 yuan
No. 5 No. 6: 51 yuan
No. 7: 77 yuan
No. 9: 154 yuan
Example 7. A customer printed 16 open. 28 grams of triple copies of 100 copies to find out how much each paper price?
The law: 1.39 × number of prints = paper money (139 yuan) (32 open ÷ 28 open × 2)
The above examples are common examples, but they are not common and can be determined by the situation or asked by the business supervisor to answer.
9. How to learn to open paper and choose generous. Positive paper:
The law: the customer's printing specifications are long and wide. Divide the large and positive paper size by the customer's specifications and long and wide dimensions twice.
Example 1: The size of the customer's finished product is 23 × 20cm. What is the number of openings?
Should I choose positive degree and large degree with 80 grams of paper?
119.4 ÷ 23 = 5 knives (20 open) 109.2 ÷ 23 = 4 knives (20 open)
119.4 ÷ 20 = 5 knives (15 open) 109.2 ÷ 20 = 5 knives (15 open)
88.9 ÷ 23 = 3 knives (15 open) 78.7 ÷ 23 = 3 knives (15 open)
88.9 ÷ 20 = 4 knives (20 open) 78.8 ÷ 20 = 3 knives (20 open)
Generosity: 0.03 yuan / sheet
Positive degree: 0.0327 yuan / sheet
(The above price is calculated by the above formula)
Large size paper should be used as printing paper.
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10. How to learn how to make an imposition?
Law: The printed specifications do not exceed the printing specifications of the printing press, which is called the panel specifications.
Example: 8 on the machine, the size of the machine is 27 × 39cm, 44 × 29.5cm
4 Turn on the machine, the size is 54 × 39cm, the degree is 44 × 59cm
Off the machine, the size of the machine is 78 × 54cm, 88 × 59cm
The puzzle must be assembled in accordance with these sizes, and the irregular size must first think of this.
11. What is the pre-press fee? What is included?
The pre-press printing process is called pre-press cost, and there is a processing program after printing called post-press processing cost.
Typing. Design. Production. Scanning. Film. Sulphuric acid paper. Inkjet proofing. Laser proofing. Power distribution. Power distribution proofing. Receiving. Proofreading.
Post-press processing: bronzing, bumps, embossing, over-plastic, crimping, beer, sticking, cutting, packaging, freight are post-press processing costs.
12. How to calculate the start-up fee?
Law: The printing cost of the four-color printed product is called the start-up fee
Two-color four-open printing machine is 500 yuan-800 yuan / 10,000 sheets 16 open
Two-color folio printing machine is 800-1200 yuan / 10,000 sheets 16
Four-color folio printing machine is 1000-1500 yuan / 10,000 sheets 16 open
Monochrome machine:
Four boot: 100 yuan-200 yuan 1 board / 10,000 16 open
Six boot: 50-100 yuan 1 board / 10,000 16 open
Eight boot: 50-80 yuan 1 board / 10,000 16 open
The above is based on the difficulty, time and color of the printed matter to determine how much the startup fee.
13. Pre-press cost quotation?
A: Design fee: 200-500 yuan / P package proofing. Film
Production cost: 130-200 yuan / P package proofing. Film
Typing fee: one P5-10 yuan (depending on how much and difficulty)
B: Film. Sulfuric acid paper cost:
A P imported film 10 yuan; domestic 8 yuan / P
One P sulfuric acid paper 2.00 yuan / P
Inkjet proofing: a P15-20 yuan
C: Scanning: According to the number of scanning dots and how many: 300 lines, 0.70 yuan / mega
14. Post-press cost quotation?
A. Plastic fee:
Photoresist Folio 0.26; Photoresist Folio 0.23; Photoresist Folio 0.14; Photoresist Folio 0.12;
Glue six open large 0.14; Glue six open positive 0.12; Glue eight open large 0.14; Glue eight open positive 0.12;
Dumb rubber folio 0.35; dumb rubber folio is 0.31; dumb rubber folio is 0.15; dumb rubber folio is 0.14;
Dumb glue six open large 0.19; dumb rubber six open positive 0.17; dumb rubber eight open large 0.11; dumb rubber eight open positive 0.10
B. Price of sticky envelopes and document bags:
Seal No. 2; Seal No. 5; Seal No. 6: 0.01 yuan each; Seal No. 7: 0.015 yuan each; Seal No. 9: 0.025 yuan each;
Handbag 0.40 yuan / piece; add beer board 50-80 yuan; file bag. File bag 0.15 yuan / piece
C. Sticky carton. Small box. Book. Periodical cost quote?
According to the size. How much to price, generally one-hand stick 0.005-0.02 yuan / hand stick
Book cover 0.05-0.10 yuan / book, saddle stitching. Flat nails 0.05 yuan / book, folding one-hand 0.01 yuan / hand
D. Pick up the quotation
A ream of paper 10-35 yuan (folding times. Baotou. Points. Frequency specific pricing)
E. Call the number
One printing time 0.02-0.03 yuan / printing time
F. Beer costs:
0.02-0.05 yuan / print
Additional board fee 30-200 yuan / board
There are still some quotations for the above post-printing processing fees, which will be re-priced by the factory according to actual conditions.
15. Tax rate calculation:
The processing invoice tax rate is 6%, plus personal income tax. Urban construction tax and other six tax rates, totaling about 10%.
Total payment + 10% = tax-included payment
Example: A customer who prints the total payment is 8000 yuan + 8000 * 10% = 8800 is the receivable.
16. Memorize the printing equipment and specifications and names before and after printing:
Cylinder printing machine: printing newspapers, books and magazines, both domestic and imported;
Fully open printing press: all paper prints can be printed;
For boot, four boot, six boot, eight boot
Four power-on and power-on are divided into monochrome, two-color, four-color.
Printing color printing also separates Water and alcohol inks.
Printing is also divided into manual operation. Mechanical operation. Computer automatic operation.
Alcohol has the same main advantages as the bottom, the ink dries quickly and the ink is bright. The writing has a three-dimensional effect. The image is clear. The color is delicious and other high-quality samples.
Prepress equipment:
Offset printing machine; Proofing machine; Apple computer; Inkjet printer; Laser scanner etc.
Post-press equipment:
Beer board machine; page dismantling machine; paper cutting machine; bronzing machine; embossing machine; convex-concave machine; coding machine; online pick-up; laminator;
Some post-press processing equipment such as binding machines.
Other printing equipment:
Self-adhesive printing machine; computer-specific single printing machine; business card special machine; speed printing machine; copier; packaging carton printing machine, etc.
17. What are the necessary items for business negotiation conditions?
(1). Various types of beautifully printed samples. (Be sure to bring samples according to customer requirements)
(2). Various printing paper samples. (Be sure to bring samples according to customer requirements)
(3). Calculator. Circle ruler. Mobile phone and handbag.
(4). Clothing. Tie. Clean shoes. Orderly.
(5). Manuscript. Pen. Business card. Contract. Receipt. Invoice (all use company-specific printed products).
18. The total formula for quotation collection:
Based on the various formulas mentioned above, it is not difficult to offer a quotation to customers if you can master the skills. The main steps are:
Calculate the paper price first, then calculate the pre-press and post-press costs, plus the start-up fee, ask if you want to invoice, delivery time and location, and complete the entire process of this negotiation business.
Its total quotation formula is:
Paper price + pre-press fee + start-up fee + post-print fee + tax rate of 10% (except for invoicing) + delivery car fee (may not be added) = (customer psychological price)
There is a factory that prints 10,000 boxes, using 250g of single-coated copper. There is no film. Only another product box is provided as a sample for reference. The specifications are 44 × 59. The customer requires sticking and forming. .
As a new salesperson, you must follow the steps in four steps.
(1) Production. Design fee: 1500 yuan (more or less)
(2) Paper fee: Formula: 0.531 × 250 grams × 8000 yuan / T ÷ 500 sheets ÷ 4 open × 10000 pieces × 1.1% loss = 5310 yuan
(3). Post-press processing: over-plastic fee + beer + sticky + beer board + freight
0.40 × 10,000 + 0.05 × 10,000 + 0.05 × 10,000 + 1500 Yuan + 80 Yuan
400 yuan + 500 yuan + 500 yuan + 1500 yuan + 80 yuan = 1,630 yuan
(4). Start-up fee: 2500 yuan
Total: 1500 yuan +5310 yuan +1630 yuan + 2500 = 10940 yuan
Notes on printing and color
1. For film films, pay attention to the fact that there is no perforation (light leakage) on the ground. The corners of each film of CMYK must completely match, no flowers, no scratches.
2. The proofs must be proofread carefully, the responsibility is drastic!
3. When signing, pay attention to the required paper, printing quality, delivery time, and subsequent process requirements.
4. Follow the order.
[1] Pay attention to the chromaticity of printing (really unrealistic, not enough, heavier or lighter, mainly to compare proofs, I often say this when ordering, red is heavy, young, the ink is a little thick …………);
[2] Registration (that is, whether the corners of CMYK are aligned, it is best to use a magnifying glass to see the error of the 1 and 2 lines);
[3] Pay attention to whether there is any obvious dirty spots on the light-colored part of the printed matter, and always point it out to let the printing worker wipe the plate;
[4] Pay attention to whether there are extra white dots or other color dots in the dark part of the printed matter, and erase them at any time;
[5] For each part of the printing, the worker will take a few pictures to see the sample, and you will also follow, the printing machine may run for a period of time when a certain color runs light or heavy.
Film proofreading pays attention to eleven major issues
1. Check whether the required information is complete before proofreading
A. Layout / text / color / size (drawing) information
B. Design / system (revised) version
C. Film inspection form
D. Carton / Trademark Identification Card
2. Is each film dirty?
3. Are there any scratches on the film?
3. Are there any missing corners
4. The layout and text are correct
5. Overprint accuracy of corner lines and color plates
6. Whether the pattern is complete
7. Is there any problem with the size?
8. Is there bleeding?
9. Are there any color separation errors in each spot color version?
10. Are there the following contents in the bite position and around the film
Product name (and output batch), size, color code, output date, producer code, color calibration bar
11. Check if the network cable angle is heavy
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