外貿(mào)詢盤360°解析

外貿(mào)詢盤360°解析講師：曹羚

外貿(mào)業(yè)務(wù)員每日工作流程1練好扎實(shí)的基本功2業(yè)務(wù)操作能力快速提升34主要內(nèi)容詢盤分析及回復(fù)的技巧晨會(huì)工作計(jì)劃匯報(bào)早間詢盤分析會(huì)召集業(yè)務(wù)員將收到最新客戶詢盤匯總進(jìn)行詢盤的成交意向及詢盤質(zhì)量等級(jí)分析針對(duì)性地回復(fù)客戶，以最高效的方式達(dá)成快速交易！夕會(huì)工作進(jìn)度總結(jié)

匯報(bào)當(dāng)天工作計(jì)劃完成進(jìn)度情況，總結(jié)當(dāng)天工作內(nèi)容，次日繼續(xù)跟進(jìn)！

詢盤分析遵從原則

先看再聽后寫買家的國家和買家發(fā)送詢盤時(shí)的IP買家聯(lián)系信息會(huì)員買家年限詢盤案例分析-1Date:

2011-11-07,14:47:35Company:ARMCountry/Region:IsraelMessageIP:46.117.147.*

Subject:

I'minterestedinyourDeformedSteelBars,DeformedSteelBars,grade3deformedsteelbarDearsir,

IaminterestingofbuyingTMTsteelbars8/10/12mm.IworkwiththeIsraelibuildingcontractorassociationsandihavemorethan10salesmansellingmorethan100producttothismarketwitharevenueofmorethan10M$ayear.

Pleasesendmeaquoteforthe8/10/12mmTMTsteelbars.

Iconsume1000TonayearofthisTMTbars.

Thankyouverymuchandbestregards,Ofir.

業(yè)務(wù)員回復(fù)案例分析-1DearMr.OfirRemez，Thankyouforyourinquiry.ThisisRicky

fromHenansinocraneTradingSeamlessSteelPipesCo.,Ltd.Weareaprofessionalsteelbarsupplier.Wearegladtodeveloprelationshipwithyou.

Mydearfriend,inyourinquiry,wewanttoconfirmthefollowinginformation,

AreyouinterestedinTMTsteelbars8/10/12mmforHRB400deformedsteelbars?Mydearfrind,couldyoutellusthequantityyoumaypurchaseforonetime,thenwecangiveyouamoreaccurateoffer,whatdoyouthink?

Yourearliestreplywillbemuchappreciated.

Bestregards!RickyOverseassalesDept.HenansinocraneTradingSeamlessSteelPipesCo.,Ltd.Telax:55664433MSN:SCT123@Skype：rickysinocrane客戶回復(fù)案例分析-1To:SinocraneDate:2011-11-07,19:17:16Subject:Re:interestedinyourDeformedSteelBars,DeformedSteelBars,grade3deformedsteelbarDearRicky,Thefirstorderwillbe25tonandifitwillbeOKiwillorder1000tonayear.Ineedthebarsforbuildingwithconcrete.Ofir.業(yè)務(wù)員回復(fù)案例分析-1DearMr.OfirRemez.

Goodmorning,

thankyouforyourquicklyreply.

Mydearfriend,forthis25ton,could

youtellusthequantity

foreachtype?

Becausethepricefor8/10/12mmis

different.Therefore,Isincerelyhopeyoucantell

us

the

quantityyoudemandforeachone.

Atthesametime,couldyoutellusyourdestinationport?

Whilethelengthofforeachsteelbarisasloneeded,forourconventionalproduct,itwillbe9meter.Soifyouhavenospecialdemandforthelength,wewillsupplyyouthistype.Afterweknowthisquestions,thenwecan

giveyouamoreaccurateprice.

Yourearliestreplywillbemuchappreciated.

Bestregards!Ricky

二等業(yè)務(wù)員

topsales

不做任何分析，直接報(bào)價(jià)有條件的報(bào)價(jià)給客戶報(bào)當(dāng)?shù)禺?dāng)時(shí)市場上的最有競爭力的價(jià)格！如何有效回復(fù)詢盤的報(bào)價(jià)三等業(yè)務(wù)員巧妙報(bào)價(jià)的要素產(chǎn)品成本利潤最大化目標(biāo)客戶價(jià)格定位目的性有效報(bào)價(jià)5/3/2024有效回復(fù)詢盤的基本點(diǎn)

業(yè)務(wù)員對(duì)客戶目標(biāo)市場的提前深入了解，對(duì)所做產(chǎn)品的行業(yè)信息的完全掌握，才能做到是否給出一個(gè)最有競爭力的報(bào)價(jià)單，精準(zhǔn)把握?qǐng)?bào)價(jià)是有經(jīng)驗(yàn)的老業(yè)務(wù)員的終極目標(biāo)！目標(biāo)市場產(chǎn)品知識(shí)有效報(bào)價(jià)

平時(shí)我們都是怎么給國外客戶報(bào)價(jià)的呢？詢盤剖析DearMr.JavierLuna,WeweregladtoreceiveyourletteronJune28th,whichyouenquiredaboutsunblockcreamandI'menclosingthepricelistbyattachmentforyourreference.IfyourMOQexceedto1000pcs,ourbestpriceisUS$6.00/PCFOBSHENZHEN,CHINA.Plsfeelfreetocontactmeagainifyouhaveanyquestions.Lookingforwardtoreceivinganorderfromyousoon.Bestregards,Ricky報(bào)價(jià)案例（G3）

DearMr.JavierLuna，

WeweregladtoreceiveyourletteronJune28th,whichyouenquiredaboutsunblockcreamandI‘menclosingfourofgoodsellingitemsfromourproductsforyourreference.RegardingthecosttoMexcio,ifbyairwillbeinUS$5.20/KG,andthisispresentshippingcharges,whenyoudecidetomakeorder,willconfirmitwithyouagain.(pricelistbyattachment)

SincewearearealmanufacturerandallofourproductshavebeentestedforhavingthelicenseofFDAandGMP,ourownfactorycouldguaranteetoofferthegoodqualityandsteadilyproductionschedule.OurproductssaletoUSandEUmarketover8years,soweareexperiencedandcouldofferbestservicetoyou.Plsfeelfreetocontactmeagainifyouhaveanyquestions.

Lookingforwardtoreceivinganorderfromyousoon.

Bestregards,

Ricky

報(bào)價(jià)案例（G2）DearMr.JavierLuna,

WeweregladtoreceiveyourletteronJune28th,whichyouenquiredaboutthehotsellingsunblockcream,thisitemisverypopularinUSmarket,sinceyouaretwoneighboringcountriessotheattachedsheetisthedatafortheUSclientssupplyandorderquantity,thisonewillhelpyoutomaketheorderplanninginyourmarket.Meanwhile,I'mverypleasuretooffermoresalesinformationtoyouforcatchingthecompetitivepricebeforethegoodsellingseasonscominginyourcountry.

Thepricelistbyattachmentjustforyourreferencce,when

yourorderquantityconfirmed,Iwillofferthebestdiscountforyou.

Plsfeelfreetocontactmeagainifyouhaveanyquestions.

Lookingforwardtoreceivinganorderfromyousoon.

Bestregards,

Ricky報(bào)價(jià)案例(G1)報(bào)對(duì)了價(jià)格，成功了一半！繼續(xù)對(duì)客戶的訂單進(jìn)行全面跟蹤，才能最終達(dá)成交易！做外貿(mào)的人就是要做完美主義者!

產(chǎn)品專業(yè)知識(shí)：1、產(chǎn)品結(jié)構(gòu)2、產(chǎn)品功能3、產(chǎn)品屬性4、產(chǎn)品使用5、產(chǎn)品售后交易流程知識(shí)：1、詢盤要求2、報(bào)價(jià)方式3、付款方式4、運(yùn)輸方式5、風(fēng)險(xiǎn)規(guī)避外貿(mào)業(yè)務(wù)員的基本功

1、學(xué)會(huì)跟客戶在談判的時(shí)候分析市場，讓客戶把當(dāng)?shù)氐氖袌鲣N售及定價(jià)情況告訴你2、然后再根據(jù)客戶的具體要求制定一個(gè)最合理，最有競爭力，最大利潤化的報(bào)價(jià)單！

業(yè)務(wù)員提高成交率的訣竅善于跟客戶溝通的業(yè)務(wù)員才能夠最快掌握目標(biāo)市場的信息，同時(shí)作出相應(yīng)的價(jià)格調(diào)整及策略，以便讓客戶拿到最“

舒服”的價(jià)格，才是真正的談判高手！80%的新業(yè)務(wù)員的疑惑A)我的英文信寫的不夠好？B)我的郵件內(nèi)容太大被客戶當(dāng)成垃圾信件過濾掉了？C)我的報(bào)價(jià)太高了？D)這些客戶都不是真正的買家？如何有效提升與客戶的溝通技巧不要老是跟客戶擱著一層紗的交流，隔靴撓癢的痛苦帶來的只是訂單成交率的低迷，有準(zhǔn)備的出擊是鎖定大客戶訂單的關(guān)鍵所在！充分利用現(xiàn)代網(wǎng)絡(luò)的交流工具，做到既快速又經(jīng)濟(jì)！NO!!掌握跟客戶最直接溝通的技巧

電話

業(yè)務(wù)員如何快速了解產(chǎn)品，對(duì)產(chǎn)品的專業(yè)知識(shí)能靈活運(yùn)用到實(shí)際工作中去，讓客戶感覺到業(yè)務(wù)員的專業(yè)度？業(yè)務(wù)員操作能力如何有效快速提升

提升業(yè)務(wù)員獨(dú)立操作能力基本要素A)直接在工廠熟悉每一道生產(chǎn)工序，了解產(chǎn)品的整個(gè)工藝流程B)專業(yè)報(bào)價(jià)人員給出分解式報(bào)價(jià)，給出詳細(xì)的產(chǎn)品成本的分析C)看專業(yè)網(wǎng)站的同類產(chǎn)品描述及行業(yè)專業(yè)數(shù)據(jù)分析報(bào)告