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1、外贸询盘来往邮件写课件 询盘你来与我往陈栎霖三大炮?询盘分析?回复询盘?有效合理跟进（流程关于合作的客人不跑掉，询盘关于没有合作开的客人，如何开始）收到买家询盘询盘洽谈合同签订发货及制单订单之源外贸基本流程收款外贸人员接触询盘与客户后,常有的抱怨在哪里?合理报价的重要性（空间的适度掌控）?价格高?报价单无突出,看似不专业?无针对性?报价策略(肯定与否定,YES与NO的运用)（价格空间）报价后客户就好象失踪了?举例1(单一性产品或寻求创新）Crystal lamp:A8699Price:US$500(Fob ZHONGSHAN)Packing:50*78*60CM（Unassembled)LAM
2、PSIZE:96CM,H:105CM N.W:21KG G.W.25KG MOQ:10PCS DeliveryTime:35DAYS uponthe receiptof depositor LC举例2?信任度（TAOBAO）?专业度的体现有否(PDF）?市场周期?客户度假或在出差?本身有其它供应商，尝试寻找新供应商，时间积累问题，需多了解?邮件表达模糊.需要简单，清晰，不要过多修饰2.为什么联系的过程中,客人就象失踪了? 一、询盘分析案例1(主攻目标明确专业型)二.询盘内容?客人信息的全面度(不完全）?目标明确度（基本明确）?询问专业度（没有体现） 三、询盘回复16.询盘回复注意点?回复时间及
3、时?无法当天及时回复的，务必说明原因。 ?称呼带上客户姓名?问候语礼节呼应感谢?正文有问必答无法回答则给出解释重点突出意思明确?结束语希望对方的回复，表示合作的愿望?落款统一规范信息完整17Re:Quotation fromSuess lightingco.ltd Dear Peter，How areyou?Many thanksfor yourinquiry as below.（提醒客人，他是主动，我是在回复他的邮件和问题，引起客人继续看的兴趣）Our factoryis aprofessional manufacturerof decorativelamps.We havemade man
4、ysuess inproject decorationas hotels,churches,etc.I notedthat youare interestedin our products with item MD8725,I thinkyou got the sizeand specificationsfrom thedetails fromALIBABA.The priceof it is enclosed.Please check.I thinkyou needit forany lobbyor hotels,so I attached morelamp photos for you.T
5、hese lampsare forpassage,meeting hall,and soon.And oursuessful examples.I wouldlike to inform you that we have certificateas?.and weexported to?.We arelooking forward to your early reply。 Sincerely yoursAnn ExportManager SUCCESSLIGHITNG FACTORY.address-Tel:00867601234567Fax:00867607654321E E-mail:an
6、nsuess. Website:suess.en.alibaba. Call&Fax clientto remind?新客户邮件中找需求点?老客户具体到谈判环节拟定标题?产品促销/新产品上市邮件主题客人回复Dear Ann,Thanks alot for your quickresponse.I havepassed your mail andphotos toour engineeringcolleague.They willstudy andgive meanswer in2days.But for MD8725,I gota muchlower pricefrom othersuppli
7、ers.Can youdo itby areasonable price?BTW,please sendme somephotos of your factory and offices.Waiting for your goodnews!Best regards!Peter?.?.?.What ispeter wantto knowabout这个时候，我们要如何应对谈判价格?角色转换?理由充分?解释专业?语气坚定且面带笑容?单纯的“这已经是最低价了”-NO WAY！回复Dear PeterThank youso muchfor yourreply mailasbelow.(提醒客人，我是在回
8、复他的邮件，引起他的注意）1.Please kindlycheck theattached PDFcatalogue for our factory and offices.2.I showedyou thephotosfor our projectwe havedone.I hopeyou willhave confidenceforour factoryandour abilityfor producing.3.Yes,I believethat yougot cheaperprice forMD8725.And I know theremust becheaper andhigher p
9、ricethan mine.For crystal lamps,the materialof crystalsand colorfor metalare themain reasonfor theprice difference.I notedthe materialof everypart in the lampphoto,you willknow thereason.As you have talkedabout itwith me,after mycalculation,I couldmake astep byfinal priceUSD7200.Dear Peter,I hopethe
10、re would be goodcooperation between us,not onlythis order,but moreand morechances.So Iknow theimportance ofprice andservice.You arewarmly weledto visitour factory,I betthat you will satisfywith ourprice,quality andability.Best regardsANN?.?.针对性回复例如?询问产品的包装尺寸?和其它同类产品之间的差异.?询问产品的对应认证.?产品的关键零部件要求.?加工过程
11、中的应用工序.?一个不离谱的价格要求.主攻客户的判断标准案例2客人索样品/求报价首次回复Dear SaurabhHow areyou doing?Thanks alot for yourmailand yourtrust onus.I gotyour picturefor pendantlamp,which is very gooddesign.Yes,we havethis kindof lamp.I notedthat thevolume is0.045CBM,so theremust befoam toprotect theglass.Saurabh,consider your qty1
12、500pcs=1*40hq,so,would youlike toinform meyour targetprice aeptable?And whatis brandof transformeryou wantto use?You know,we alwayssupport youquite well,If theprice notlower thanour basicprofit,we willdo itfor you.?So I am waitingfor yourprice.Best regards!Yours sincerelyLilin?.?.THANK YOUSUCCESS201
13、9/12/527可总结?对于产品的要求?产品的数量?客户的TARGET PRICE?以对客户的了解作回复，新客人报低价。 案例3目标明确需培养型?Dear Pawel?How areyou!?I amlilin fromABC lightingco.ltd.I amin chargeof theexport businessin ourpany.?Thank youvery muchforyourmail viaalibaba.I thinkyouhaveread ourintroduction.We areprofessional manufactureron decorativelamps
14、.?I amso gladtoinformyouthatwe have got CEcertificate and we havesuessfully exportedto UK,DK,Finland,Holland,etc toEurope.?We gotgood reputationfrom ourcustomers.And wepassed thetests ofRoHs onthe aessoriesand plating.?Iattachedour Ecatalogue andour CEcertificate foryour reading.I thinkyou willknow
15、moreabout ourfactoryandour products.?Any question,please feelfree tocontact withme,I amready here.?You arewarmly weledto visitourfactory.?Hope toestablish goodrelationship with you!?Best regards!?Dear lilinThanks alot foryour support and kindexplainations oncrystallamp.For the1st order,Iknowit is ve
16、ry small.But lilin,I stillhave onequestion,are theselamps difficultto install?You knowI didtable lampsbefore.And it isveryexpensive forlabor inEurope.Regards!Pawel?Dear Pawel?I dont thinkit issmall order,but aimportant testbetweenus.After thistest,it will be changed.?Pawel,for installation,no,itisnot difficultat all.Attached isthe drawinginstruction whichwill bematched forevery lamp.?And Iattached aVideo toshow youhow toinstall,youwil
