实践操作报价.doc

论坛里很多人对于报价的成功率和如何操作报价程序总有些疑问，为什么报价了客户不回呢？为什么客人一开始只要报价而不问及其他情况呢？实际上报价这个程序只应该处在客人已经和你确认订单数量，已经明晰要订货，有诚意，有港口信息。有货代或者提出让你联系货代。（意思是要报价同时也要你报APPROX海运费），这时，你的报价才能够完全符合对方目的。进口商，除了有采购计划的以外。很多人都只是准备在他们国内或者地区开拓市场，这是要你的报价有时只是做一做备份，或者是拿你的报价和其他产品比较，或者是贸易公司收集供应商源。有的是只是自己从事自己这样的产品，而你是他的不同地区的竞争者，他需要你的价格来比较自己的定价。例如象这样的索要报价。Hello,Please send me a full price list.Thanks中东的/西非的/只想套价的批发商 会有这样的信件。最好的办法就是把网站给他们，要他们选出款号，一个个的和他们报。Thanks to send your catalogue by mail or by courrier at:LJ DEVELOPMENTThanks这样的，只是收集工厂资料的信。如果你是贸易公司又没有图册的话，也可以用网站来对付对方。thank you for your email . Our next visit to China is in September and october so we maymeet you at one off the fairs. 这样的信，肯定是老中国了，来采购要求看厂，和工厂关系不好或者厂有外销权的就不用搭理他们了。Dear Mr LauThank you very much for your e-mail and the detailed information given below.Actually we will not be stocking real leather products due to the fact that a lot of our customers demand animal friendly products.Therefore, could you please give me a revised quote with the following requirements: fake leather fire resistant upholstery fabric, 304 polished stainless steel frame with UK fire resistant foam filling (densities as described below).I assume that this quoted price will be much lower as we will no longer be using real leather.This will also enable me to price the chair such that I can order larger quantities from you. Regarding your other products, please give me quotes for all the other products except for HZ-CF001.Also, please let me know if you also do 2 seater and 1 seater versions for product number HZ-OS0001 and give me quotes for these items if they are available.Also please let me know if this item (HZ-OS0001) is available in different colours.Again, please give me a quote for the products with fake leather fire resistant upholstery fabric and fire resistant foam, and 304 polished stainless steel frames where required.The delivery port in the UK will probably be either Felixstowe or Southampton.In addition, please find below some additional questions that I hope you can answer1. What is the sample availability/cost?2. Do you have agents in the UK?3. Do you export to any other European countries?4. Are you going to be exhibiting at any trade shows in the next few months?I look forward to hearing from you.Many thanks and kind regards这样的信就一定要注意了，对方注明款号，订单数量，港口信息，询问意见。可以说是非常有诚意了，这样的单处理好的话是肯定可以成交的，即使是样品单也是可以很有希望做成的。但是实际上我当时操作这个回复的时候我并没有操作好，如果换作是今天，我立刻就会把样品单落实下来。而我却和对方通信30多封，感情是越来越好，最好还把对方接过来看了厂，到现在还没有做成第一单生意。Dear Joe,We noticed that you are making upholstery furniture. Do you have any leather bed or leather dining chair?Dining chairur target price USD15Best Regards这一封是马来西亚的贸易公司给我写的，实际上这个更难操作，他们有量，但是也有目标价。他们和他们客户已经确认价格，如果要找供应商会赚差价，所以贸易公司要做这个价格的话完全是夹缝里生存，无法赚到什么利润的。Hello Joe,Thank you for your greetings, I didnt know it was a special day in China, so I say Good Middel Autumns day to you as well ! I guess seasons and calendar is not the same as in Europe. We are just at the end of the summer right now !I ve talked to one n other about the sofas and seats, they all have interest, but just like me the would like to see and evaluate before they buy. So, I wait for instructions from my forwarder about transport and then I will confirm the order and transfer the 30% deposit. I guess it must be around 01 am in China, so good night or. good morningYou will hear from me soonBest regardsFrank比利时的人都是很喜欢把工作和娱乐放在一起的，他们的信很有幽默感。很会为你这边作想，这样的人，在平时见到他不谈工作，谈天气，谈浪漫。届时他们也会下订单给你的。另外一种类型，就是那些准备开店的零售商了，这一类客人的话一般都是准备开个SHOP，买一些样品，然后等着他们的客户给他们下订单。所以一般来说，他们回复很快，速度也很快，但是要下单他们得有一系列计划，注册公司，申请专利。一般买你的样品也会有一段时间（其实是他们有客户了，才准备开展这个业务，找一个供应商来帮他们解决订单，赚取差价）这样的客人我可能遇到得最多了。Dear Joe,Hello!We thank you for your interest with our company.I have a shop at UK.Could you please send us your products photos through this email address.If you could also provide us a copy of your catalogs, we would greatly appreciate it.Please send the photos in .jpg format.Await your early reply.thanks and regardsMina第二部，就是电子商务很重要的一步了。这个时候就要求你的ACDSEE/PHOTOSHOP/OFFICE 的广告能力了。你所有的图片要尽量变小，大了只会让你变成SPAM。如果可以的话可以将图片插到XLS表格里去，这样会缩小图片尺寸。每封信里最好要有好的字体ARIAL 12号，藏青色是我经常使用的模版，签名也要有条理。象一般对方有兴趣的时候，我会写这样一封信来吸引对方的回复几率。Dear Mr MurphyMany thanks for your kind mail.Firstly I will show my apologies to you for this inconvenience.We have been in fairs and during the gap nobody answered you.Regarding the leather sofa.we are in need of your interested item NO, in H.also please let us know your supposed order quantity.forwarder availability that we will handle the order immediately at your favored requirement.Looking forward to hearing from you.Many thanks and kind regardsRespectfullyJoe Lau=Joe lau sales executiveModern classic Business DeptChina Perfume Pearl Garden,World Trade Center,Shennan Road.Futian District,Shenzhen,China.Dir.Tel:0086-755-Fax:0086-755-website:www.E-mail:info=还有这封，对方要求报两种价格我写给对方的信，请指教Dear Frank,Thank you for your letter and consolation.I am getting better from the dacoity.I understand you need to evaluate the samples first.as I want to have a long relations with you that your any sample order is appreciated.I do not know how to pick up the goods by your forwarder agent.our factory will produce while receiving the 30% deposit.will you inform me the procedure?However I will quote you the EXW and FOB,please also note the EXW means EX-Shunde Longjiang town or Shenzhen,But I think your forwarder will not come to that far.I think you may pay the truckling from Shunde to Shenzhen first,.and in addition I do not know your name and address.so I left the blank at the to-address.Please do not contact our H.K. office in the PI because I will be in Shenzhen immovably.Will you give me the color of the brown for our reference?Regarding the material we are just using the standard italian leather.fire resistant foam is not included in the quoation.but if you require we can do it for sure.Many thanks and kind regardsRespectfully为什么要30%定金，这是我写给客户的解释。Dear FrankAs the old Chinese proverb:the road to happiness full of hardshipsI still have confidence on our future.In fact we have to place manufacturing order on the production department.with our deposit our accessories buyer will purchase dark brown leather,#304 stainless steel etc to run the procedure.if we can understand each other we will establish the trust.On future orders I will be appreciated if you can inform me the transfer period that if you need the goods urgently we willfill up the deposit to start manufacturing for you.I will keep you informed that everyday I have asked our accountant for re-checking.Furthermore I have already asked our factory to make model of the Barcelona coffee table.I will keep you informed.I Remain With fondest regardsRespectfully & CompanionablyJoe Lau因为人民币不稳定，这种信还是要写的。Dear Jean,.Kind find the attached quotation for your reference.Please note the quotation will be available in one month due to the factthe RMB is changeful in value.Many thanks and kind regardsRespectfully实际上我记得客户要和我做生意前我写过的一些信。Dear DavidCIF Barcelona Shipping charge is based on quantity.20ft:USD1600.0040ft;USD2950.0040HQ;USD3100.00In CIF term.Many thanks and kind regardsRespectfully这个海运费的一报出去，对方就确认了订单数。Dear PontusThank you for your mail.We have dealed with modern classics designed furniture for years.As an initial contact we would like your exact order quantity and conclusion of our product based on our quotation.(enclosed)We will make wise proposal to you if you can confirm the order quantity,If you order few pieces that you are in urgent need we prefer air express.(plane)If you need to order half (LCL) or container we prefer shipping because it is more economical to your company.The quotation is based on our best quanlity especially in materials.Many thanks again for your kind enquiry,Have a nice day.With fondest regardsRespectfully这封信是我最常用的了，反正要客户下单，就一定先要主动，让客户自己确认自己的订单，你直接操作就行了，有时没必要完全服务太多，你服务的根本就是要他PLACE ORDER 给你。最后的问题，就是为什么有些客户报价之后，就没有回复了！一般存在如下情况。1，收集和比较价格，这些出现在非洲/中东的贸易商们。但是这个群体还真的是有客户群的，要下也是量比较大的。到他们的客户找到他们做生意，你就熬出来了。2，等他们的客户核实，这些贸易发行商把你的产品在自己的CATALOGUE上做广告，直到有客户找他买东西，需要一个时间差和过程。当他的客户打钱到他帐上，他自然也会打钱到你的账户了。3，是你的竞争对手。一就是卖同样的产品，需要比较价格才能定价。二就是纯粹要价格，象我们贸易公司如果有客户问我们，我们对工厂也是一样会先要价格，后来再看客户能不能做。4，杂事等，没钱买就要凑钱咯，银行也要注册咯，展厅要申请咯，实际上他们虽然有客户，但是不一定有经理客户的平台，这种情况也是需要等待的。但是很多情况是完全可以做样品单的（只对家具来说）5，要下单，但是因为展会原因想看厂。又或者是等待你样品的质量审查。做生意要稳妥一点，肯定要先知己知彼的，要不到时延误一个交期，客户的损失又多大呢。现在把报价表格再附一次，大家可以修改着用，以前为什么没有了。主要原因是论坛改版普通的就是这几种Dear Ethan,I have just come back from the Dongguan furniture fair.I am wondering if you need some classical furnitures.also the modern classics.May I know the progress of your order?please