【图文】KELLY询盘跟进与回复(精)

1、WINNER广东星光大道家貝实业有限公司Star Road Seating Co.,Ltd让等候I成为一种享受Let waiting be enjoyable.一、询盘的跟进与回复二、任何有效的抓住客户的心理一、询盘的跟进与回复:询盘的回复e 首次回复该怎样做U 询盘回复的格式代报价的原则与技巧6 询盘回复的原则:询盘的跟进业务技巧买家发出询盘的动机案例一 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.第一次回复（续）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,第一次回复（续） 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:价格单附件1怎样在价格单里面体现专业？先让客 户记住你，再记住你公司，不能长片 大论。简洁而决不简单。2怎样从邮件中体现专业？3.怎样从客户的邮件中发现问题？4我们要从哪些方面来体现我们比其他 公司更具备专业性？小结询盘回

7、复的原则w先看清楚客户的邮件内容（包括收到邮件时的时间， 很重要，因为这关系到客户是否及时回复的关键因素）w弄清楚时差后，给客户第一时间回复（或者先去电话，再回复）电话容易让客户记住你，不断给客户加深你 的印彖。（好比谈恋爱）“回复要体现专业性有问必复心注重细节（简单的事情做好了就是不简单，平凡的事做 好了就是不平凡.）针对群发邮件，怎么做？ 一一永远相信没有一个客户 是愿意把定单下到一个自己不了解的工厂。案例二:针对群发邮件，客户要你公司所有的产品价 格和具体的描述，包装等等.:方案:分别选公司不同三个等级产品，低一中一高 档产品各选两款，这两款一款是公司最畅销， 一款是新产品.（备一份文档

8、）:针对客户说价格高?: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（续）:一、针对数量多？客户要求降价. 方案？ ？（印度案例）:二、针对快要落定单的客户，在他给 你下定单前一秒，会再和你讨价还价, 怎么做？Dear Sir,案例二（续）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,发样品样品一案例探讨DHL: 800 810 8000UPS: 860 820 8388TNT: 800 888 9188一般的快递是客户比较容易接受的一、如果客户觉得发样品时，

13、 快递费 太贵，怎么办？二、客户样品到达2个CBM,怎样给客 户省钱？客户分析与分类:作为业务员，要清楚的知道自己的目标客户群体在哪里？:分析客户群，完全了解客户的定货情况， 给客户分类.:先给自己定目标，再给客户定目标.:反省销售方式，销售渠道，怎样来提升自己的业绩？抓住客户心理 一、接待客户之前先想想客户今天会问到你什么问 题？如果问到，我要怎样回答？在客户来之前，一 定要很熟悉自己的产品，包扌舌技术操作和含量 （做好一切准备工作，准备资料的完整）:二、来工厂参观的客户，下单的儿率比平常坐在办 公室发邮件要大几十倍。（5 . 1 ）:三、怎样有效的坚持自己的价格，自己报出的价格 不要轻易让步。（Pakistan & India）:四、当客户提到你竞争对手的公司时，我们该怎么 做？（乌兹别客斯坦）抓住客户心理（续）五、变被动为主动，抓住客户心理，牵引客户的思 绪。主动问一些客户的问题，有效及时的掌握客 户信息。六、如果遇到很尖锐的问题，学会转弯。如果是遇 到技术上的问题，自己不清楚的，不要胡乱猜。（接待客户之前，可以根据客户的信息，申请公 司技术