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1、阿里巴巴 版权所有 1999-2008,询 盘 处 理 技 巧,来源：阿里巴巴培训讲师,阿里巴巴 版权所有 1999-2007,询盘处理技巧,询盘分析询盘回复客户跟进,阿里巴巴 版权所有 1999-2008,收到买家询盘,询盘洽谈,合同签订,发货及制单,订单之源,外贸成交步骤,收款,ALIBABA上的买家踊跃加入,4,阿里巴巴 版权所有 1999-2007,外贸人员洽谈外贸业务, 遇到的共同问题是什么,阿里巴巴 版权所有 1999-2008,邮箱收不到 邮件密度 发送时间，客户看邮件的时间 客户休假 。,1.我回复了买家为什么买家不理我?,阿里巴巴 版权所有 1999-2008,客户不相信我
2、市场周期 客户度假或在出差 已在联系其它供应商 邮件表达不清楚,2.为什么有些买家联系了几次就没音了?,Superdeals,SuperDeals是一个优势产品的免费推广平台。只要客户的产品在价格、最小起定量,库存产品，高科技及新产品等方面有竞争力，就能获得推广。,10,10,11,阿里巴巴 版权所有 1999-2007,视频 广告推广 大买家采购 参展计划 参照相关链接,阿里巴巴的大买家推广,13,阿里巴巴 版权所有 1999-2008,一、询盘分析,Dear Sir, Our company XXXXXXXX is a wholesaler for pest control supplie
3、s in Italy. We are interesting for your sprayers so please send us a catalog and a price list for them.,案例1,阿里巴巴 版权所有 1999-2008,Dear Sir, We are interested in your products . Please send us details of your product specifications and price terms for CIF Genova. We look forward to hearing from you soo
4、n. xxxxxCompany:ABCAddress:XXX ItalyBusiness Email:XXXXXXXXXTelephone:0039-xxxFax:0039-xxx,案例2,阿里巴巴 版权所有 1999-2008,案例3,Dear Amy, please quote for: AlNiCO V cylinder , axially magnetized QUANTITY : N 20.000 pcs/lot SHIPMENT : CIF Los Angeles by sea Thanks in advance and best regards. Mr. Travis Winn
5、ABC Company Address : xxx District CA USA Business Email : Phone : 001-xxx Fax : 001-xxx,1. 询盘的价值,有（无）收件人称呼 有（无）对产品的详细询问 有（无）自己公司的背景介绍 客户的EMAIL后缀是（不是）其网站的 落款有（没有）自己公司网址和联系电话,阿里巴巴 版权所有 1999-2008,1) 毫无关系的询盘. 2) 没有提到相关产品，只是大致寻求合作的 询盘. 3) 有提到具体产品的询盘 4) 提到产品的同时还需要一些价格、装箱和出货资料的询盘,2询盘分类（内容）,3询盘分类（动机）,1、索要
6、样品型 D 2、信息收集型 D 3、目标不明确型 C 4、目标明确非专业型 B 5、目标明确专业型 A,20,1)过滤 索要样品型 D 信息收集型 D 2)培养 目标不明确型 C 3)主攻 目标明确专业型 A 目标明确非专业型 B,4如何处理不同类别的邮件,二、询盘回复,23,1.询盘回复时间,及时根据时差重点回复港、台、日、韩、澳大利亚马上回复印度上午11:00前中东下午1:00前欧洲下午3:00前美国、加拿大、墨西哥等美洲和拉美国家下午下班前无法当天及时回复的，说明原因。,24,2.询盘回复格式,五要点称 呼：带上客户姓名 问候语：礼节 呼应 正 文：有问必答 无法回答则给出解释重点突出
7、意思明确 结束语：希望对方的回复 落 款：统一规范 信息完整,25,Dear Sir or Madam，- 称呼 How are you? - 问候 Many thanks for your inquiry dated XXXXX - 呼应 -正文 we are looking forward to your early reply。- 结束语Sincerely yours/Yours faithfully/Best regardsXXX Export Manager Hangzhou xxx Co., Ltd. 8th Gaofeng Road,QuZhou, ZheJiang,325000
8、,China - 落款 Tel: 0086 0571- XXX Fax: 0086 0571- XXX E-mail: Website: http:/,DEAR MR. JONE, WE HAVE RECEIVED YOUR INQUIRY ON THE SPRING ROLLS AND SAMOSAS TO US , THANK YOU VERY MUCH . WE ARE VERY PLEASED TO KNOW YOU AND WOULD LIKE TO INTROUDUCE US TO YOU . WE ARE VERY SURE WE COULD MEET YOUR KIND RE
9、QUIREMENTS , BECAUSE WE ARE A VERY BIG COMPANY WITH MORE THAN 1,000 EMPLOYEES AND COVERING AREA LAND IS 2,000,000 SQURE METERS , WHO HAS BEEN ON EXPORTING TO MANY COUTRIES ALL OVER THE WORLD . OUR PRODUCTION ABILITY IS MORE THAN 1,000 MTONS EVERY YAER , AND THE QUALITY IS VERY GOOD WITH HIGH REPUTAT
10、ION TO OUR CUSTOMERS . WE HAVE BEEN EXPORTED TO GERMAN, FRANCE, ENGLAND AND SOME OTHER EU COUNTRIES , ALSO JAPAN, SINGAPORE AND SOME OTHER COUTRIES . QUALITY IS MOST IMPORTANT TO US , WE HAVE ALREADY PASSED ISO 9001 QUALITY SYSTEM AUTHORITIES , AND HAVE SSOP, GMP , HACCP ACCORDING TO CIQS REQUIREMEN
11、TS . QUALITY IS FIRST AND PRICE IS SECOND , WE ARE VERY PLEASED TO QUOTE OUR LOWEST PRICE FOR YOU ACCORDING TO OUR TENET : BEST QUALITY AND COMPETITIVE PRICE . PLEASE NOTE OUR PRICE AS FOLLOWING : BEST REGARDS 落款,26,阿里巴巴 版权所有 1999-2007,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 注意用词的选择,3邮件主题,28,4正文内容七要素,
12、1）产品型号和配制（用图片） 2）突出产品性能和所拥有的各项认证 3）按订货的数量及有效时间给出的报价 4）目的港的信息（FOB,CIF,) 5) 巧妙的应用电子版的 catalog 和 price list 6) 给自己的公司简介做重点介绍 7) 与此买家需求相关的其他必要信息,29,举例,Pet Cloth Model Number: Pet1001 Price: US$(Fob shanghai) Packing: xx(cm), /ctn, .kg/ctn Minimum Order Qty: Delivery Time:,阿里巴巴 版权所有 1999-2008,对开始有反馈的客户，设
13、定梯度报价 例如： -设定 MOQ（最少定货量） -MOQ 是什么价格，散货是什么价格. -整个集装箱，或者全年合作是什么价格 -谈模具费用 -收取样品费用（如何应对免费要样品者）,5报价,AlNiCo5 ring（Br: 500Gs, bHc: 600Oe, (BH)max: 5.0MGOe）: USD20.20/pc Quantity：10pcs/lot Tooling cost：USD150.00 Total：USD352.00 Payment: T/T at sight upon receipt of the goods. Shipment: By UPS with freight c
14、ollected. Delivery: ETD China about 28 days after receiving your prepayment for the Tooling Cost Tooling cost: T/T the tooling cost USD150.00 in advance before the production started.,阿里巴巴 版权所有 1999-2007,6.做公司简介常犯的几个错误,夸大事实和实际完全不符合. 侧重点不明确或者是没有侧重点. 套用另外一家公司的简介. 生搬硬套翻译成英文不知道在写什么东西. 等等,案例1：,XXX Moldin
15、g Technology Co., Ltd. was established in 1998. We are one of the leading manufacturers in China specializing in designing, researching, developing, manufacturing and processing professional die casting molds and die casting products. Our product line includes die-castings, automotive parts, motor p
16、arts, electromechanical products, and tools. We export our products to USA and Europe.,案例2：,XXX Molding Technology Co., Ltd. Was established in 1989, and is growing into a international oriented company with her more than 10 years professional experience in the field of die casting molds . During th
17、e past ten years, we have established the full process from Proto-type Samples, Quantity Production, Quality Control, to Fabrication and Technical support. Up to now, 90% of our products has been widely used in many kinds of application in Europe and USA. XXX Molding Technology Co., Ltd. has certified ISO9002 by UKAS Quality Management, UK.,
