詢盤復技巧教學課件

1、阿里巴巴 版權所有1999-2008詢 盤 處 理 技 巧阿里巴巴 版權所有1999-2007詢盤處理技巧詢盤分析詢盤回復客戶跟進阿里巴巴 版權所有1999-2008收到買家詢盤詢盤洽談合同簽訂發(fā)貨及制單訂單之源外貿成交步驟收款 ALIBABA上的買家踴躍加入4阿里巴巴 版權所有1999-2007外貿人員洽談外貿業(yè)務,遇到的共同問題是什么阿里巴巴 版權所有1999-2008郵箱收不到郵件密度發(fā)送時間，客戶看郵件的時間客戶休假。1.我回復了買家為什么買家不理我?阿里巴巴 版權所有1999-2008客戶不相信我市場周期客戶度假或在出差已在聯系其它供應商郵件表達不清楚2.為什么有些買家聯系了幾次就沒

2、音了?阿里巴巴 版權所有1999-2008如果是個專業(yè)客戶，很有可能是和其它的供應商正在合作脫離不了。信息收集，有可能成為競爭對手，業(yè)務范圍之外的問題謹慎回答。3 .和客戶一直都有郵件聯系,但是客戶就是不下訂單阿里巴巴 版權所有1999-2007什么是大買家？沒有天生的大買家；適合的帶來利潤的是最好的，superdeal；大客戶喜歡試訂單.由于自己的沒有相對應的條件可以和大客戶合作, 阿里巴巴海外推廣推薦。等等.反饋好多啊，可沒有我想要的大買家?SuperdealsSuperDeals是一個優(yōu)勢產品的免費推廣平臺。只要客戶的產品在價格、最小起定量,庫存產品，高科技及新產品等方面有競爭力，就能獲

3、得推廣。101011阿里巴巴 版權所有1999-2007視頻廣告推廣大買家采購參展計劃參照相關鏈接 阿里巴巴的大買家推廣13阿里巴巴 版權所有1999-2008一、詢盤分析 Dear Sir, Our company XXXXXXXX is a wholesaler for pest control supplies 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 版權所有1999-2008 Dear Sir, We are

4、 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 soon. xxxxx Company:ABC Address:XXX Italy Business Email:XXXXXXXXX Telephone:0039-xxx Fax:0039-xxx案例2阿里巴巴 版權所有1999-2008案例3Dear Amy,please quote for:

5、AlNiCO V cylinder , axially magnetized QUANTITY:N 20.000 pcs/lotSHIPMENT: CIF Los Angeles by seaThanks in advance and best regards.Mr. Travis WinnABC CompanyAddress : xxx District CA USABusiness Email : xxxxxxPhone : 001-xxx Fax : 001-xxx1. 詢盤的價值有（無）收件人稱呼有（無）對產品的詳細詢問有（無）自己公司的背景介紹客戶的EMAIL后綴是（不是）其網站的落

6、款有（沒有）自己公司網址和聯系電話 阿里巴巴 版權所有1999-20081) 毫無關系的詢盤.2) 沒有提到相關產品，只是大致尋求合作的 詢盤. 3) 有提到具體產品的詢盤 4) 提到產品的同時還需要一些價格、裝箱和出貨資料的詢盤 2詢盤分類（內容）3詢盤分類（動機）1、索要樣品型 D2、信息收集型 D 3、目標不明確型 C4、目標明確非專業(yè)型 B5、目標明確專業(yè)型 A201)過濾索要樣品型 D信息收集型 D 2)培養(yǎng)目標不明確型 C3)主攻目標明確專業(yè)型 A目標明確非專業(yè)型 B4如何處理不同類別的郵件二、詢盤回復231.詢盤回復時間及時根據時差重點回復港、臺、日、韓、澳大利亞馬上回復 印度上

7、午11:00前 中東下午1:00前 歐洲下午3:00前 美國、加拿大、墨西哥等美洲和拉美國家 下午下班前 無法當天及時回復的，說明原因。242.詢盤回復格式五要點稱 呼：帶上客戶姓名問候語：禮節(jié)呼應正 文：有問必答 無法回答則給出解釋 重點突出 意思明確結束語：希望對方的回復落 款：統(tǒng)一規(guī)范 信息完整25Dear Sir or Madam，- 稱呼How are you? - 問候Many thanks for yourinquiry dated XXXXX - 呼應. -正文we are looking forward to your early reply。- 結束語Sincerely y

8、ours/Yours faithfully/Best regardsXXX Export ManagerHangzhou xxx Co., Ltd. 8th Gaofeng Road,QuZhou, ZheJiang,325000,China - 落款Tel: 0086 0571- XXX Fax: 0086 0571- XXX E-mail:xxxWebsite: DEAR MR. JONE, WE HAVE RECEIVED YOUR INQUIRY ON THE SPRING ROLLS AND SAMOSAS TO US , THANK YOU VERY MUCH . WE ARE V

9、ERY PLEASED TO KNOW YOU AND WOULD LIKE TO INTROUDUCE US TO YOU . WE ARE VERY SURE WE COULD MEET YOUR KIND REQUIREMENTS , 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 .

10、 OUR PRODUCTION ABILITY IS MORE THAN 1,000 MTONS EVERY YAER , AND THE QUALITY IS VERY GOOD WITH HIGH REPUTATION 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

11、ALREADY PASSED ISO 9001 QUALITY SYSTEM AUTHORITIES , AND HAVE SSOP, GMP , HACCP ACCORDING TO CIQS REQUIREMENTS . 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 FOLLOWI

12、NG : BEST REGARDS 落款 26阿里巴巴 版權所有1999-2007新客戶 郵件中找需求點 老客戶 具體到談判環(huán)節(jié)擬定標題 產品促銷/新產品上市 注意用詞的選擇 3郵件主題284正文內容七要素1）產品型號和配制（用圖片）2）突出產品性能和所擁有的各項認證3）按訂貨的數量及有效時間給出的報價4）目的港的信息（FOB,CIF,) 5) 巧妙的應用電子版的 catalog 和 price list6) 給自己的公司簡介做重點介紹7) 與此買家需求相關的其他必要信息29舉例 Pet Cloth Model Number: Pet1001Price: US$.(Fob shanghai)P

13、acking: .x.x.(cm), ./ctn, .kg/ctnMinimum Order Qty:Delivery Time:阿里巴巴 版權所有1999-2008對開始有反饋的客戶，設定梯度報價例如：-設定 MOQ（最少定貨量）-MOQ 是什么價格，散貨是什么價格.-整個集裝箱，或者全年合作是什么價格-談模具費用-收取樣品費用（如何應對免費要樣品者） 5報價AlNiCo5 ring（Br: 500Gs, bHc: 600Oe, (BH)max: 5.0MGOe）: USD20.20/pcQuantity：10pcs/lot Tooling cost：USD150.00Total：USD35

14、2.00 Payment: T/T at sight upon receipt of the goods.Shipment: By UPS with freight collected.Delivery: ETD China about 28 days after receiving your prepayment for the Tooling CostTooling cost: T/T the tooling cost USD150.00 in advance before the production started.阿里巴巴 版權所有1999-20076.做公司簡介常犯的幾個錯誤夸大事

15、實和實際完全不符合.側重點不明確或者是沒有側重點.套用另外一家公司的簡介.生搬硬套翻譯成英文不知道在寫什么東西.等等.案例1： XXX Molding 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 p

16、roducts. Our product line includes die-castings, automotive parts, motor parts, 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 y

17、ears professional experience in the field of die casting molds . During the 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 a

18、pplication in Europe and USA. XXX Molding Technology Co., Ltd. has certified ISO9002 by UKAS Quality Management, UK. 7.根據不同文化特點回復日本 E)如果把這種規(guī)格的玩具做的更小一些，它的具體規(guī) 格是多少？貴司有沒有做過更小的規(guī)格？請告訴我 們規(guī)格改變后它的具體參數。美國 A)貴司的玩具非常漂亮，我們很喜歡，謝謝您。請問 能不能做的更小一些？會不會更精致漂亮？英國 C)請你把該玩具的各個規(guī)格更加詳細地介紹一下德國 D)這種規(guī)格太大了，我們需要更小的規(guī)格，包裝更精 美，這是我們市

19、場的需要。法國 B)你的玩具能不能做的更小一些？小一些看上去更富 有情調。阿里巴巴 版權所有1999-2008詢盤回復總結快準狠阿里巴巴 版權所有1999-2008三、跟進客戶跟進客戶WHY？HOW？WHY買家買家一般不會馬上給你下單買方市場自身一個詢盤說明不了什么不要讓你的客戶忘記你買家是最好的老師HOW如何知道是主攻方向的客戶？阿里巴巴 版權所有1999-2008例如：詢問產品的包裝尺寸和其它同類產品之間的差異.詢問產品的對應認證.產品的關鍵零部件要求.加工過程中的應用工序.一個不離譜的價格要求.主攻客戶的判斷標準阿里巴巴 版權所有1999-20081.對于沒有任何回復的客戶周期性的跟進，

20、針對上次的報價節(jié)日的問候放假通知價格變動阿里巴巴 版權所有1999-2008詢盤跟進（一） Dear Sirs, Having no news from you for several days. Id like to know your comments on our quotations /samples dated xxxx. Any comments by return will be highly appreciated. It will be our great pleasure if we could co-operate with you in near future. Thanks for your kind attention. Looking forward to your prompt response. B Rgds阿里巴巴 版權所有1999-2008詢盤跟進（二） Dear sirs, How