对待询价的灵活性

外贸日报 2018年9月3日09:41:41
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应朋友的要求贴出怎么对待客人询价的邮件,最近我比较忙,一直没有时间整理,但是我会陆续贴出我个人的经验,由于我做外贸的时间不长,所以我的经验也只是供大家参考,希望看到贴子的朋友对文中的问题提出自己的看法,并且跟帖写出你自己的介意和正确的处理办法,我会在第一时间回复并总结最好的方案。

首先对于刚步入外贸行业的朋友们来说,要学的是先对外贸的流程有个大致的了解,也许我们当中有许多的朋友在学校的时候并没有接触过外贸方面的知识,而仅仅是出于这个行业的爱好,或许也是因为追随找工作的大潮而步入了这个行业,那么最基本的可以先读《经贸英语》和《外面函电》方面的书籍,对自己的工作要有一个大概的认识,如果你目前从事的是跟单性质的,那么至少要了解跟单的几大块,1)样品,这其中又包括样品的开发和追踪 2)报价,当然就包括客户的询价和你报出给客户的价格3)定单,主要是大货在交期内的跟踪和出货前一系列单证的准备工作 4)付款,不同付款方式下货款的回收工作 5)售后服务 对于自己出给客人定单的反馈意见和面对客人投诉的解决方案。如果你是从事业务方面的工作当然上面的几点也要做,但是我们会有多一个前期的市场开发工作。业务当然要自己去开发市场和客户。

在外贸中工作者来说,其实我们应当具备一定的服务理念和工作态度才能够把工作做得更到位,更有成效,我们要做到:主动,灵活,细心加耐心,谨慎等,这些对我们的工作都很重要,那么又该如何做到上面几点呢,做到这些又可以怎样提升我们的日常工作,我会结合实际并逐一提及。

怎样做好客人的询价

先我就谈一下如何面对客户一个最基本的询价的处理,客人的要求也许并不很专业,而且也并没有提什么特别的要求,那么我们该怎样把这样一个普通的询价变成有竞争力的报价,也就是通常说的实盘呢?

Please kindly see the below email form the customer:

Hello xx:

I need to get a quote on a 1 Lapel Pin on the following quantities:

500-1000

1000-1500

1500-2000

2000-2500

2500-3000

3000+

or basically your price breaks

Can I also get some artwork? Specifics:

Logo (attached) inside the State of Texas with the following text:

2006

Reno, Nevada

Thanks for all your help!

XXXXX(company information)

XXXXX

XXXXX

这个一个小的工艺品的询价,客人没有指定产品的做法,期望的交期,出货方式和合理的付款方式,而且从上面一个这样的询价中,也许我们并不能够感觉到客人有多么的专业,对我们的产品也不是特别的了解,那么接下来我们该如何来回复报价,请看下面的邮件:

Dear Amanda,

Thank you very much for your new inquiry.

According to your attached artwork, we suggest you proceed this design in two process: Iron stamped with soft enamel and Brass offset printing, please kindly choose the best one you prefer to have. Thanks.

Please kindly find our best offer as below for your reference:

a)Material and Process: Iron stamped with soft enamel

Size: 1

Thickness: 1.0mm

Plating: nickel plating

Colour: 4C

Epoxy: without

Back text: without

Attachment: B/C

Back of Pin: Smooth

Packing: each in a polybag, 100pcs in masterbag

Quantity: 500pcs/1000pcs/3000PCS/5000PCS/10,000PCS

Unit price: USD0.133/USD0.112/USD0.106/USD0.102/USD0.096

Mould charge: USD30 each design ( Refundable when order confirmed more than 10,000pcs)

b)Material and Process: Brass offset printing

Size: 1

Thickness: 0.8 mm

Plating:nickel plating

Colour: 4C

Epoxy: without

Back text: without

Attachment: B/C

Back of Pin: Smooth

Packing: each in a polybag, 100pcs in masterbag

Quantity: 500pcs/1000pcs/3000PCS/5000PCS/10,000PCS

Unit price:USD0.154/USD0.148/USD0.134/USD0.124/USD0.119

Mould charge:USD32 (Refundable when order confirmed more than 10,000pcs)

Lead-time:

Samples --- within 8 days after receiving your order confirmation.

Full production ---within 15 - 20 days after sample approval.

Estimated packing details

5000pcs/ carton

Measurement: 34X29X28MM

Gross weight: 8 kgs per carton

Terms: FOB Hong Kong for total amount of one shipment is greater than USD4,000.00

Ex work Hong Kong for total amount of one shipment is less than USD4,000.00

Payment: 100% in advance by T/T.

Total amount is less than USD10,000, credit card is also workable.

Total amount is over USD30,000, Irrevocable L/C at sight is also workable.

Remark:

The above prices only enclosing 4 colors, please add usd0.005/colour/pc for more than 4 colors.

We will provide approval sample before production, if request so. Samples will be charged as mould charge and the freight charge for samples will be at buyers expense.

By the way, attached is the artwork for your reference, please kindly check and advise.

Any questions, please feel free to contact with me at any time!

I am looking forward to hearing from you soon!

Best Regards

XX

Xxxxxx(company information)

Xxxxxxxxxx

看完这封回复,你会觉得也许比较长,客人那么简单的几句话为什么我们回复中会这么详细呢,这就是涉及到我要说的灵活性,因为你如果只是简单的告诉客人你的做法和价格,当客人拿到手上后他没有参照,如果还有人给了他更低的价格后,我想也许你就会没有任何音讯了,在当初我们一开始的工作麻烦点,花时间多点,会有好处,会给我们带来更大的收获,当你报了两种价格给客人参考时候,那么客人的选择就会大,他可以根据定单数量的大小和对品质的要求要选择合适自己的价格,而且有列出我们相应的价格条款,大概的装箱明细,样品的交期和大货的交期,以及运费由谁来承担,我们公司接受什么样的付款方式,于是客户在收到我们的回复时候会更加有胜算的机会,而且会觉得我们对产品很专业,有时候那怕是贵一点客人也会把定单放给我们来生产。所以,我们平时在面对客人的询价时不能够单纯的报价,而是要考虑怎么样把这个报价变成真正意义上的实盘。

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