询盘的分析与回复

询盘回复

客户国家风俗习惯 欧洲客户的习惯： (1)看价格--(2)看供应商的信誉度--(3)产品对其公司的影响力--(4)进一步考察 基本不怎么讲价格，下单及付款很爽快。

芬兰客户邮件的案例 Hello Safiya, Our customer did like the your quote and bell pic,but asked if it would be possible to have an bell with smaller diameter. Can you do a 1-color print if needed ? If so what would it cost and what would be the delivery time ? Quantity still the 6.000 pc.

客户国家风俗习惯 北美客户 Independence---独立 Enterprising---进取 Open---开放 一般他只顾他自己的问题，不怎么回答你的 问题。

美国客户邮件的案例 Dear Mary I afraid what you explain is not correct. And furthermore, do you want to do the development or not? You will not succeed with me, by trying to sell me your existing range when I want a new product. because I don’t have any time to waste. If you want to do the development, you need to work with the brief. I do the brief, not you. I know what I need. All you need to do is follows the brief.

So if you want to do the development, I suggest you….do some work on it!! And let us know your suggestions.And if you are unable or unwilling to do the development, it is not a problem

客户国家风俗习惯 中东及阿拉伯客户

性格急躁 从商精明 ：他们对于任何客户都表现出他们的友好热情，待人热忱，不会流露出藐 视。但是通常他们言语夸夸其谈，很会绕 着圈子砍价。

印度客户邮件的案例 第一次讲价 Dear Arnold, Thanking you. Considering 115 wads from one board of 33mm this price of 0.339 USD per board will cost at 10.82 UAE Dirhams for 1000 pieces. Now 1000 pieces are already available at Dirhams 11 by another manufacturer. After labour and and other overhead costs these wads will come to around dirham 12. which will make my wads more expensive and difficult to sell. My target price is 0.3 USD per board. Can you find suitable price please? Best regards Shabir

续印度客户邮件的案例 我们的回复 Dear shabir. I found the other factory to supply the board. Through the bargaining, the price of board was falled to FOB(XinGang)=USD $0.312/piece. The factory didn't accept our target price. I’m sorry , I had tried.

续印度客户邮件的案例 第二次还价，还加诱惑 Thanking for your support and help and express deeply my gratitude. If possible please drive the price to USD 0.31 per board C&F Jebel Ali Port, Dubai, UAE.

I will be in China end of the month. And please send me an invitation letter from your company so I can use it to apply for china visa. Hope we can have a good cooperation. Best RegardsShabir

a.简单：语言要简炼，不要罗罗嗦嗦，言之无物。要知道，很多国外 商人的耐心是很差的

,你浪费他的时间就等于在谋财害命。 b.恰当：恰当其实是最不容易的！这就需要我们专业的产品知识。 (1)买家总希望和精通产品的人打交道，如果你在回复询盘时错 误百出，一看就是外行，买家会认为你不是真正的生产厂家，或者对 产品并不熟悉，很可能就一去不回。所以回复时一定要详细注明产品 的规格、包装方式、功用、报价等资料。 (2)报价要斟酌，要细分客户，也就是说根据客户所在不同的国 家、地区给出不同的报价。比如欧美客户和南美、中东的客户大多数 会在产品档次上要求不同，如果你给南美、中东的客户报欧美市场的 价格，很可能会把对方吓跑。 c.快速：买家总希望尽快地得到回复.如果对客户的查询回复太迟， 不仅会失去商机，而且会使对方对你的效率及能力产生怀疑。

回盘的内容 标题 称呼 正文 附件 落款

标题

标题新客户：1.Sell waste tire pyrolysis plant 2.The best price list for waste tire pyrolysis plant !!!!! 老客户： 1.Quality problems of 2601288 & 2601395 2.To Joe: waste tire pyrolysis plant quote

称呼 最好要有对方的名字，禁忌Dear sir, to whom 统称 Dear Sbarzella , Dear Ms Eahan, Dear Mr. Eric

正文开头 如何使自己的回盘不一样，请注意你的第一句话， 不要 永远是 Thanks for your Nice to get your inquire, 想想看，如果你收到的第一封来自国外的邮件不是和你 Say Hello,而是写着“你好”,会不会让你的信任感和新 鲜感油然而生呢？如果和巴西的客户通信，第一句问候语 是“Como Vai!”,和印度人交流，立马儿换成 “Namaste!”,看看他们对你的邮件反映如何？大家不 防加上他们国家的第一问候，试试。