《电子商务询盘管理技巧》由会员分享，可在线阅读，更多相关《电子商务询盘管理技巧（35页珍藏版）》请在金锄头文库上搜索。
1、电子商务询盘管理技巧Lanny Chen阿里学院电子商务实战系列课程电子商务实战系列课程1999-2005五年的转变MeetalibabaWorkalibaba基本操作流程发布产品和发布产品和 供求信息供求信息查收询盘客户管理客户跟踪订单管理报表分析供求信息 产品询盘客户私人展示厅订单报表买家如何在网上搜索产品和供应商？阿里巴巴国际站买家网上调查结果nHow do you search for suppliers at Alibaba?买家如何在阿里巴巴搜索供应商？nTrade Leads 51nProduct 31nCompany 18阿里巴巴国际站买家网上调查结果nWhich sectio
2、n do you usually choose if you want to search by keywords?买家搜索产品更愿意用哪种方式？nTrade Leads 49nProduct 41nCompany 10询盘的来源n线上nLeads search 页面nProducts search页面nCompany search页面nTrade managern线下n电话n传真询盘-新询盘n作用n接受客户反馈的窗口n客户原始信息的来源n在线客户管理的第一步转化为客户 未录入CRM系统的询盘客户新增为意向 已经是CRM库里的客户，再次对某 个产品进行问询由询盘转化为客户的相关信息会自 动导入
3、，只需检查正确与否非必填项也尽量填写，保证 客户资料的完整性最后别忘记保存同时详细添加意向注意n询盘要转化为客户才可以做管理n录入客户资料的时候尽量完整n转化、新增意向时要进行分类直接联系在线买家n联系人信息n意向信息如果对方在线可以通 过Trade Manager直 接联系有没有遇到这样的情况n发布产品、信息后没有回应n查看发布的产品和信息n回复客户后就没有下文n回复的质量（杭州某公司案例）n买家计划采购n买家在等待终端买家回应n产品、价格、市场第一回合(询盘）From: Old?ich B*tk To: *hz* Sent: Wednesday, August 17, 2005 9:13
4、PM Subject: Inquiry - DehumidifiersDear Sirs,We are czech manufacturer of heat pumps and control systems for HVAC systems. (For more info see our leaflets.)Actually we are interested of dehumidifiers with application for swimming pools (in family houses).If you have such dehumidifiers in your range
5、of products, could you send us price quotation, please?With many thanks and best regards,Old?ich Bartk JESY, s.r.o. Na Cvi?rn 188 267 27 LITE? Czech RepublicTel. : +420.*.6*4.2*8 Fax : +420.*.6*4.3*9 Mobile: +420.*.5*5.7*0 www.j*.cz www.tepeln*dla.infoHow Should We Reply?需要思考的问题：n公司简介 Brief Introduc
6、tionn竞争性报价 Competitive Quotationn专业度 Professionaln满足需求 Meet Demandsn体现诚意 Show Your Sincerity第一回合（回复） Subject: replyDear Old?ich Bartk,Thank you for your kind inquiry.Firstly, we have sevral models of dehumidifiers for home usage, it will be better if you offer the size or volume of your room, so tha
7、t I will recommend some suitable ones to you. Thank you for your understanding.Best RegardsFred mail: *hz* tel.: 0086-*1-288*5 company website: http:/www.h*询盘处理技巧n规范的格式（paragraph, capitalization, spelling, grammar）n主题Subject 点睛之处n问候语礼节、呼应n有问必答不能回答要给解释n重点突出，意思明确n落款统一规范，信息完整每天提升一点n专业书籍熟读唐诗三百首,不会作诗也会吟n
8、企业内部学习 三人行，必有我师 n客户邮件 很好的免费老师n温故而知新自己是自己的老师客户询盘产品无法生产nHello,nWe are the biggest comm/ industrial products retailer in USA. We are interested to work with you. Now we are looking for industrial dehumidifiers to USA. Could you have any items available for us and its price & specification to us.nPlease
9、 contact us if you need further information.nRegards,nKaren Wong 回复举例nDear Karen,nGlad received your mail but sorry that our dehumidifierss main market is Europe and Asia now,if you need the item to USA ungently, kindly find other suppliers.nSure, we can do Europe and Asia order for new.nAny other i
10、nquiry and question, kindly let me know.n nBest regards.询盘-询盘搜索n作用n询盘归类和查询n服务器上的询盘备份根据不同的条件搜索从这里查询历史询盘这里可以查询6个月内的询盘查询所有的询盘询盘-公开询盘（过滤）n作用n过滤某个国家地方的询盘n过滤某个IP地址发送的询盘选取需要筛选 掉客户的相应 询盘将该“客户”添加 到黑名单选择过滤的对象是否将过滤的询盘公开通过国家地区和生成时间搜索公 开的询盘过滤名单管理1点击设置2点击浏览编辑过滤名单对于 过滤名单进行管理3编辑删除过滤名单Reviewn收取询盘n转化客户n询盘筛选与客户一起成长！Tel: 0571-88158000 E-mail: tradeservicealibaba-
