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Antivirus Vendor

The document outlines a negotiation strategy to maximize license sales while minimizing discounts. It suggests an initial offer of 1 million rupiah per license with a 5% discount for 40 or more licenses, followed by flexible volume-based offers with increasing discounts for larger orders. Additionally, it recommends providing flexible payment terms, bundled services, and loyalty incentives to enhance value and secure larger purchases.

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Topan Permata
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8 views1 page

Antivirus Vendor

The document outlines a negotiation strategy to maximize license sales while minimizing discounts. It suggests an initial offer of 1 million rupiah per license with a 5% discount for 40 or more licenses, followed by flexible volume-based offers with increasing discounts for larger orders. Additionally, it recommends providing flexible payment terms, bundled services, and loyalty incentives to enhance value and secure larger purchases.

Uploaded by

Topan Permata
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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To handle this scenario effectively, your goal is to maximize the number of licenses sold while minimizing the

discount provided. Here’s a potential negotiation strategy with multiple offers and alternatives:

Step 1: Initial Offer


Since the Finance Manager might be looking for a discount, offer the standard terms first: - Price: 1 million
rupiah per license - Discount: 5% for 40 licenses or more - Total for 40 licenses: 40 million - 5% = 38
million rupiah
If the Finance Manager is hesitant or indicates that the price is too high, you can introduce more flexible
options to secure the deal.

Step 2: Flexible Offers Based on Volume


Offer higher-volume tiers to incentivize them to order more licenses:
1. 40-49 licenses:
• Discount: 5% (standard)
• Price: 950,000 rupiah/license
• Example: 45 licenses = 45 * 950,000 = 42.75 million rupiah
2. 50-69 licenses:
• Discount: 7% (better than the standard 5%)
• Price: 930,000 rupiah/license
• Example: 55 licenses = 55 * 930,000 = 51.15 million rupiah
3. 70-99 licenses:
• Discount: 10%
• Price: 900,000 rupiah/license
• Example: 80 licenses = 80 * 900,000 = 72 million rupiah
4. 100+ licenses:
• Discount: 12% (for securing a large order)
• Price: 880,000 rupiah/license
• Example: 100 licenses = 100 * 880,000 = 88 million rupiah

Step 3: Negotiation Flexibility


If the Finance Manager is looking for further flexibility, consider these alternatives: - Flexible payment
terms: Offer a payment plan over a few months or even a year if cash flow is a concern for the Finance
Manager. - Bundled services: Offer some complementary services (e.g., training or installation support) if
the company orders over 60 licenses. This adds value without a significant financial hit. - Loyalty incentives:
Offer future discounts or free upgrades for a long-term relationship, especially if they are willing to purchase
a larger quantity now.
By structuring the offers around volume and ensuring they receive greater value with larger orders, you can
maximize the license sales while keeping discounts manageable.

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