【圖文】KELLY詢盤(pán)跟進(jìn)與回復(fù)(精)

1、WINNER廣東星光大道家貝實(shí)業(yè)有限公司Star Road Seating Co.,Ltd讓等候I成為一種享受Let waiting be enjoyable.一、詢盤(pán)的跟進(jìn)與回復(fù)二、任何有效的抓住客戶的心理一、詢盤(pán)的跟進(jìn)與回復(fù):詢盤(pán)的回復(fù)e 首次回復(fù)該怎樣做U 詢盤(pán)回復(fù)的格式代報(bào)價(jià)的原則與技巧6 詢盤(pán)回復(fù)的原則:詢盤(pán)的跟進(jìn)業(yè)務(wù)技巧買家發(fā)出詢盤(pán)的動(dòng)機(jī)案例一 Subject: Inquiry aboutCH200D+C theater chair Dear Sir,Kindly send us the quote for the item marked.Regards,Rajesh Pancha

2、i. Contact Name: Mr Rajesh Panchai Company: Innovative Seatings Pvt.Ltd. Address:2,T. C. Parekh Industrial Estate, Behind Yamuna Mill Bus Stop,Pratapnagar, Country/Territory: India Busi ness Email: rmpi nno vativeseati Telephone:91-265-3250320 Fax:91-265-2580371 Subject: Quotation for The Chair CH20

3、0D+C*: Dear Mr Rajesh Pan chai,Have a nice day.This is Kelly from Winner Furniture Factory inChin a.Firstly,Thank you very much for your enquiry viaA. We are professional supplier for high quality theaterchairs. Our company is one of the famious and biggest company inChina.We own four factries,two w

4、ood factries and two hardware!factries.With years of decated efforts,our company has receivingwidespresd admiration from clients at home and abroad.第一次回復(fù)（續(xù)）The attachment is the price with picture and someother details,pls check itf you have any questi on,justfeelfree and con tact with me.We make th

5、e chairs at compititive pricing to offer younot only the fine goods,butalso frist-classservice.This is the first time we cooperate.we aresincerely hope to establish Iong-term and friendlybusinessrelationswith you.Your early reply will be highly appreciated. Best regards,第一次回復(fù)（續(xù)） Kelly: Export Manage

6、r: Winner Seating ADD:NO.3,Chenyong Industrial,Longjiang Town,ShundeDistrict,Foshan City,Guangdong Province,China TEL:+ 86-757-23889199 FAX:+ 86-757-23228800: Websit:http:/winner218 en MSN:價(jià)格單附件1怎樣在價(jià)格單里面體現(xiàn)專業(yè)？先讓客 戶記住你，再記住你公司，不能長(zhǎng)片 大論。簡(jiǎn)潔而決不簡(jiǎn)單。2怎樣從郵件中體現(xiàn)專業(yè)？3.怎樣從客戶的郵件中發(fā)現(xiàn)問(wèn)題？4我們要從哪些方面來(lái)體現(xiàn)我們比其他 公司更具備專業(yè)性？小結(jié)詢盤(pán)回

7、復(fù)的原則w先看清楚客戶的郵件內(nèi)容（包括收到郵件時(shí)的時(shí)間， 很重要，因?yàn)檫@關(guān)系到客戶是否及時(shí)回復(fù)的關(guān)鍵因素）w弄清楚時(shí)差后，給客戶第一時(shí)間回復(fù)（或者先去電話，再回復(fù)）電話容易讓客戶記住你，不斷給客戶加深你 的印彖。（好比談戀愛(ài)）“回復(fù)要體現(xiàn)專業(yè)性有問(wèn)必復(fù)心注重細(xì)節(jié)（簡(jiǎn)單的事情做好了就是不簡(jiǎn)單，平凡的事做 好了就是不平凡.）針對(duì)群發(fā)郵件，怎么做？ 一一永遠(yuǎn)相信沒(méi)有一個(gè)客戶 是愿意把定單下到一個(gè)自己不了解的工廠。案例二:針對(duì)群發(fā)郵件，客戶要你公司所有的產(chǎn)品價(jià) 格和具體的描述，包裝等等.:方案:分別選公司不同三個(gè)等級(jí)產(chǎn)品，低一中一高 檔產(chǎn)品各選兩款，這兩款一款是公司最暢銷， 一款是新產(chǎn)品.（備一份文檔

8、）:針對(duì)客戶說(shuō)價(jià)格高?:方案一 We note from your letter of April 17th that you are interested in ourcompany production but find our quotation too high to con eludebusiness. We wish to infom you that our price has been accepted by otherbuyers in your city,at which substantial business has been done,andthat enquiies

9、 have kept flooding in over the past few mon ths.Suchbeing the case,we cannot see our way clear to cut our price.As amatter of fact.it is only in view of our longstanding trade relation thatwe offered you such a facourable price.We hope you will reconsider itand cable us your order for our confirmat

10、ion at your earliestconvertience. We await for your favourable reply.案例案例三（續(xù)）:一、針對(duì)數(shù)量多？客戶要求降價(jià). 方案？ ？（印度案例）:二、針對(duì)快要落定單的客戶，在他給 你下定單前一秒，會(huì)再和你討價(jià)還價(jià), 怎么做？Dear Sir,案例二（續(xù)）Thanks so much for your quick response.The price I quoted for youis really the favourable pricen order to start a concretetransactoin betwee

11、n us,we took pleasure in making you a specialoffer.You also can find our price is the compititive price at yourmarket.As you know,our company has manufactured the furniture more tha n 15 years and owns four factries,two wood factries and twohardware factriest is one of the famous and biggest enterpr

12、ise inChin a.We offer you not only the excellent goods at fine price,butalso the first-class service.: We trust the above will be acceptable to you and await with keeninterest your trial order.: Your faithfully,發(fā)樣品樣品一案例探討DHL: 800 810 8000UPS: 860 820 8388TNT: 800 888 9188一般的快遞是客戶比較容易接受的一、如果客戶覺(jué)得發(fā)樣品時(shí)，

13、 快遞費(fèi) 太貴，怎么辦？二、客戶樣品到達(dá)2個(gè)CBM,怎樣給客 戶省錢？客戶分析與分類:作為業(yè)務(wù)員，要清楚的知道自己的目標(biāo)客戶群體在哪里？:分析客戶群，完全了解客戶的定貨情況， 給客戶分類.:先給自己定目標(biāo)，再給客戶定目標(biāo).:反省銷售方式，銷售渠道，怎樣來(lái)提升自己的業(yè)績(jī)？抓住客戶心理 一、接待客戶之前先想想客戶今天會(huì)問(wèn)到你什么問(wèn) 題？如果問(wèn)到，我要怎樣回答？在客戶來(lái)之前，一 定要很熟悉自己的產(chǎn)品，包扌舌技術(shù)操作和含量 （做好一切準(zhǔn)備工作，準(zhǔn)備資料的完整）:二、來(lái)工廠參觀的客戶，下單的兒率比平常坐在辦 公室發(fā)郵件要大幾十倍。（5 . 1 ）:三、怎樣有效的堅(jiān)持自己的價(jià)格，自己報(bào)出的價(jià)格 不要輕易讓步。（Pakistan & India）:四、當(dāng)客戶提到你競(jìng)爭(zhēng)對(duì)手的公司時(shí)，我們?cè)撛趺?做？（烏茲別客斯坦）抓住客戶心理（續(xù)）五、變被動(dòng)為主動(dòng)，抓住客戶心理，牽引客戶的思 緒。主動(dòng)問(wèn)一些客戶的問(wèn)題，有效及時(shí)的掌握客 戶信息。六、如果遇到很尖銳的問(wèn)題，學(xué)會(huì)轉(zhuǎn)彎。如果是遇 到技術(shù)上的問(wèn)題，自己不清楚的，不要胡亂猜。（接待客戶之前，可以根據(jù)客戶的信息，申請(qǐng)公 司技術(shù)