第一篇：外貿(mào)詢(xún)盤(pán)回復(fù)技巧

外貿(mào)詢(xún)盤(pán)回復(fù)技巧

!主要針對(duì)于詢(xún)價(jià)方式與如何應(yīng)該回復(fù)，避免思想不同而引起的雙方都不知道在說(shuō)什么

請(qǐng)問(wèn)你需要的是哪一系列的產(chǎn)品呢？ which series of products do you need? 我們產(chǎn)品的價(jià)格是根據(jù)產(chǎn)品的數(shù)據(jù)及產(chǎn)貸期來(lái)確定的

The price of our products is according to the demand of the quantity and the delivery to determine

我們的發(fā)動(dòng)機(jī)主要的大馬力段的

our engines are a major segment of high-powered 主要用途是商用車(chē)和工程機(jī)械車(chē)系列的

Main pupose is commercial vehicles and construction machinery truck series 但是相對(duì)于BF6M2012，同等系列的BF4M2012的馬力更小一些，而且又具有BF6M2012的優(yōu)點(diǎn)！however,as BF6M2012,the horsepower of the same series of BF4M2012 eren smaller,but also has the advantage of BF6M2012

I’m pleased to serve you!

Our engines are a major segment of high-powered ,the main purpose is commercial vehicles and construction machinery truck series.however,as BF6M2012,the horsepower of the same series of BF4M2012 even smaller,but also has the advantage of BF6M2012.1.文體介紹

在對(duì)外貿(mào)易中，詢(xún)盤(pán)，也叫詢(xún)價(jià)（inquiry或enquiry）是買(mǎi)方或買(mǎi)方對(duì)于所要購(gòu)買(mǎi)或出售的商品向另一方作出的詢(xún)問(wèn)。詢(xún)盤(pán)是交易的起點(diǎn)，可以分為： 普通詢(xún)盤(pán)（a general inquiry）:索取普通資料，諸如：目錄（a catalogue）、價(jià)目表或報(bào)價(jià)單（a price-list or quotation sheets）、樣品（a sample）、圖片（illustrated photo prints）等。

具體詢(xún)盤(pán)（a specific inquiry）: 具體詢(xún)問(wèn)商品名稱(chēng)（the name of the commodity）、規(guī)格（the specifications）、數(shù)量（the quantity）、單價(jià)（the unit price FOB? CIF?）,裝船期（the time of shipment）、付款方式（the terms of payment）等。

詢(xún)盤(pán)一般多為買(mǎi)方向賣(mài)方發(fā)出，買(mǎi)方通過(guò)詢(xún)盤(pán)信，簡(jiǎn)明扼要的向賣(mài)方了解一般的商品信息。利用E-mail 寫(xiě)詢(xún)盤(pán)信，無(wú)須寫(xiě)的過(guò)分客氣，只需具體、簡(jiǎn)潔、措詞得體。有的詢(xún)盤(pán)信開(kāi)門(mén)見(jiàn)山，直截了當(dāng)說(shuō)明訂購(gòu)打算，希望對(duì)方給予一定優(yōu)惠條件；有的詢(xún)盤(pán)信則以征詢(xún)信息的方式，不許下訂貨諾言，以避免結(jié)果未訂購(gòu)可能形成的日后交易中的障礙。

2。實(shí)用范例 Subject: Enquiry Dear Sir, We are interested in buying large quantities of steel screws in all sizes.We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England.It would also be appreciated if you could forward samples and your price-list to us.We used to purchase these products from other sources.We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices.In addition, we have confidence in the quality of your products.We look forward to hearing from you by return E-mail.Sincerely, Xxx 詢(xún)盤(pán)：

親愛(ài)的先生：

本公司有意大量購(gòu)買(mǎi)各型號(hào)鋼螺釘，欲知每公斤運(yùn)抵英國(guó)利物浦的成本價(jià)運(yùn)費(fèi)價(jià)格。如蒙惠賜上述報(bào)價(jià)單，不勝感激。如能惠寄樣本和價(jià)格表，亦必感激不盡。本公司素來(lái)從其他公司購(gòu)買(mǎi)此類(lèi)貨物，聞悉貴公司貨物質(zhì)優(yōu)價(jià)廉，故欲與貴公司建立合作關(guān)系。盼復(fù)。

你真誠(chéng)的xxx 3.典型句型

(1)Could you give us some idea about your price? 請(qǐng)介紹貴方的價(jià)格好嗎?(2)Do you offer FOB or CIF? 你們報(bào)船上交貨價(jià)還是到岸價(jià)？(3)How long does your offer remain valid/firm/open? 你們的報(bào)價(jià)多長(zhǎng)時(shí)間有效?(4)Will you let us know what your terms of payment are? 能否告知貴方付款條件？

（5）Please make us an offer within this month since we have made an inquiry for your products.我們已對(duì)你們的產(chǎn)品進(jìn)行詢(xún)價(jià)，請(qǐng)?jiān)诒驹聝?nèi)給予報(bào)盤(pán)。（6）Please send us your best offer by Internet stating payment terms and time of shipment.請(qǐng)用互聯(lián)網(wǎng)向我們報(bào)最優(yōu)價(jià)，說(shuō)明支付條件和裝運(yùn)期。（7）Full information as to prices, quality, quantity available and other relative particulars would be appreciated.請(qǐng)?jiān)敻鎯r(jià)格、質(zhì)量、可供數(shù)量及其它有關(guān)情況。

回復(fù)詢(xún)盤(pán)：

很多客戶(hù)只詢(xún)價(jià)，不下單，是很正常的，如果他們不詢(xún)價(jià)或一次詢(xún)價(jià)就下訂單，倒真的要小心了！（外貿(mào)風(fēng)險(xiǎn)時(shí)時(shí)存在！不要初生牛犢不怕虎！還是慎重點(diǎn)好！）

除此之外，可以自行分析以下原因：

1）你公司（包括你自己）給客戶(hù)的信譽(yù)度如何？

2）你的產(chǎn)品報(bào)價(jià)的價(jià)位（與市場(chǎng)行情差價(jià)）如何？

3）你的商貿(mào)語(yǔ)言及技巧如何（是否會(huì)產(chǎn)生誤解或含糊不清）？

4）你可以把自己發(fā)出去的傳真、電子郵件換個(gè)角度看一看？（如果你是客商，你會(huì)不會(huì)接受？）

分享B 將電子詢(xún)盤(pán)轉(zhuǎn)化為真實(shí)訂單：一個(gè)較好的回復(fù)詢(xún)盤(pán)樣本

Sample a better reply Dear buyer: It is good to hear from you again.You inquired about my bamboo baskets on September 15,1998.I sent you a company catalog at that time.I can send you a second catalog if you need? You are not the only importer in Brazil that has asked us about bamboo baskets.I have also received inquires from ABC company,Universal Co Ltd in Brazil,but they always inquired another kind of baskets.I will introduce this kind of basket for you if you need.Would you like me to help you by making a special sample for you Brazil market? We are a professional bamboo products manufacture with 14 years experiences in China,offering over 1,500 various kinds of bamboo products and monthly output up to 5 millions pieces.We are the best manufacturer that you can trust in China.The details for the product(as the attached photo)you inquired as following :FOB XXX,Min.Order:2,000,Price:USD1.80/pc,Delievery Time:30 days after the receipt of send you a smaple with catalog together.I look forward to see your reply!買(mǎi)家您好, 很高興再次收到您的查詢(xún)：您在去年9月15日曾向我們查詢(xún)過(guò)竹籃，那時(shí)我們?cè)倪^(guò)公司目錄給您，如您需要我可再寄一次給您。

您并不是巴西唯一向我們查詢(xún)過(guò)竹籃的進(jìn)口商，我們也曾收到來(lái)自巴西ABC、Universal等的進(jìn)口商的查詢(xún)，但他們總是查詢(xún)另一種竹籃，如您有需要，我可以向您介紹那一類(lèi)的竹籃，您是否希望我為您的巴西市場(chǎng)做些特別的樣品給您？

我們是有十四年專(zhuān)業(yè)竹制品經(jīng)驗(yàn)的中國(guó)制造商和提供超過(guò)1,500種多樣的竹制品，月產(chǎn)量達(dá)五百萬(wàn)個(gè)，是您最值得信賴(lài)的中國(guó)竹制品供應(yīng)商。您詢(xún)問(wèn)的產(chǎn)品如附圖資料如后：XXXXXXXXXXXX。我明天會(huì)寄一份目錄給您，若您能提供您的快遞帳號(hào)，我們將把樣品一同寄給您！

期待盡快收到您的回復(fù)。

點(diǎn)評(píng)：

（1）給買(mǎi)家提供最初查詢(xún)您產(chǎn)品的回憶參考點(diǎn)，這樣有助于買(mǎi)家回憶起他是在什么時(shí)候，通過(guò)什么方式，對(duì)什么產(chǎn)品產(chǎn)生了什么樣的興趣或問(wèn)題。因?yàn)楣逃械氖煜じ袝?huì)增加買(mǎi)家與您合作的興趣與信心。買(mǎi)家一天中會(huì)發(fā)出許多查詢(xún)，如果您的回復(fù)與其它回復(fù)相比無(wú)任何出眾地方，只能陷于一大堆無(wú)聊的產(chǎn)品報(bào)價(jià)，不會(huì)吸引買(mǎi)家。這種回憶的參考點(diǎn)有時(shí)間，事件或物件等。在本例中，供應(yīng)商使用的是時(shí)間和事件：“您在去年9月15日曾向我們查詢(xún)過(guò)竹籃，那時(shí)我們?cè)倪^(guò)公司目錄給您”；

（2）給買(mǎi)家適當(dāng)?shù)脑黾有┰S壓力。目的在于促進(jìn)買(mǎi)家回復(fù)的速度與認(rèn)真程度，有些目的甚至在于迫使買(mǎi)家不得不進(jìn)行采購(gòu)行為。在本例中，供應(yīng)商告訴買(mǎi)家你的競(jìng)爭(zhēng)對(duì)手或同行正在與我取得聯(lián)系，并且我一直協(xié)助你的同行搶占你的巴西市場(chǎng)。如果供應(yīng)商原先的合作客戶(hù)是A級(jí)買(mǎi)家，那么對(duì)這位新買(mǎi)家就具有帶動(dòng)作用；如果是同級(jí)，這位新買(mǎi)家就會(huì)更加迫切的進(jìn)入競(jìng)爭(zhēng)狀態(tài)中來(lái)；當(dāng)然你不能告訴你的買(mǎi)家“我們?cè)纫恢焙捅饶阋?guī)模小的買(mǎi)家合作”，這樣會(huì)使他覺(jué)得對(duì)你的信心不足。原句是：“您并不是巴西唯一向我們查詢(xún)過(guò)竹籃的進(jìn)口商,我們也曾收到來(lái)自巴西ABC,Universal等的進(jìn)口商的查詢(xún)”；

（3）告訴買(mǎi)家作為供應(yīng)商你是做什么產(chǎn)品的？你能做到如何？買(mǎi)家憑什么完全的相信你？這就是企業(yè)介紹與實(shí)力規(guī)模證明。在本例中，供應(yīng)商用一系列數(shù)據(jù)證明了自己的規(guī)模與實(shí)力，如：“十四年專(zhuān)業(yè)竹制品經(jīng)驗(yàn)”、“提供超過(guò)1,500種多樣的竹制品”、“月產(chǎn)量達(dá)五百萬(wàn)個(gè)”；（4）不是我要向你索取什么，而是我能為你做什么。切記服務(wù)理念。在本例中，供應(yīng)商熱忱與負(fù)責(zé)的服務(wù)態(tài)度使買(mǎi)家能夠感受到與其合作的良好基礎(chǔ)。如：“如您需要我可再寄一次（目錄）給您”、“如您有需要,我可以向您介紹那一類(lèi)的竹籃”、“您是否希望我為您的巴西市場(chǎng)做些特別的樣品給您?”；

（5）主要問(wèn)題：所答即所問(wèn)，所答非所問(wèn)； 很多供應(yīng)商認(rèn)為網(wǎng)絡(luò)營(yíng)銷(xiāo)首先就會(huì)遇到一個(gè)問(wèn)題，即樣品寄送的問(wèn)題。其實(shí)到目前為止我們也沒(méi)很好的辦法解決這一問(wèn)題，但這位供應(yīng)商就很聰明。買(mǎi)家要樣‘品’，那我就免費(fèi)寄一份樣‘本’給你看，也算所答即所問(wèn)。但樣‘品’呢，怎么說(shuō)？反正供應(yīng)商沒(méi)表示是否免費(fèi)寄送，只要你給了快遞帳號(hào)，我就會(huì)一同寄送，如果你要不給快遞賬號(hào)呢？我也沒(méi)說(shuō)不送（但后來(lái)，他告訴筆者，還是送了，輕工藝品，不看樣品不成）。這也算所答非所問(wèn)吧。

（6）不寄樣本行不行？行！網(wǎng)絡(luò)溝通無(wú)極限，雖說(shuō)樣品不能電子傳送，但樣本總歸是能夠電子傳送吧，而且方便，快捷，成本較低。我們說(shuō)不僅是回復(fù)時(shí)可以傳送樣本，而且平時(shí)就應(yīng)該使用這種方式做推廣。在本例中，加上上面附的圖和后來(lái)附的資料，就是一個(gè)完整的產(chǎn)品樣本。如果你還有其它樣口可以推薦，也完全可以一并附上。

（7）記住：吸引買(mǎi)家回復(fù)你的回復(fù)。本例是如何做到的呢？ A，我可以再寄樣本給您，如果你回復(fù)我；

B，我可以向您介紹您的同行采購(gòu)的那種產(chǎn)品，如果您回復(fù)我； C，我可以為您做些特別的樣品，如果您回復(fù)我；

D，如果你想知道1,500種樣品如何，我可以向您介紹，如果你回復(fù)我； E，如果你想要樣品，請(qǐng)回復(fù)我； F，期待盡快收到您的回復(fù)；

一封完整的感謝信：感謝+公司介紹+負(fù)責(zé)人的簽字或署名

分享C

1、你的行業(yè)出口量和前景。本行業(yè)內(nèi)各個(gè)企業(yè)報(bào)價(jià)的平均水平和報(bào)價(jià)趨勢(shì)。你的產(chǎn)品質(zhì)量在國(guó)內(nèi)同類(lèi)產(chǎn)品屬于哪個(gè)水平面（高中低），以達(dá)到報(bào)價(jià)的正確性。

2、在我每一個(gè)報(bào)價(jià)和寄樣后都必須請(qǐng)求客人有反饋的過(guò)程。對(duì)價(jià)格和質(zhì)量以及其它問(wèn)題的意見(jiàn)。大部分都有回復(fù)。

3、在來(lái)往郵件中盡量語(yǔ)言的專(zhuān)業(yè)性和針對(duì)性。

讓內(nèi)行的客人看到你的郵件就知道你是此行業(yè)內(nèi)的熟手。

4、開(kāi)發(fā)一個(gè)新客人的周期是半年到一年，特別是在網(wǎng)絡(luò)上。別老是想到客人的訂單而是先交朋友和交換有價(jià)值的信息和意見(jiàn)。

5、現(xiàn)在做外貿(mào)的人越來(lái)越多，競(jìng)爭(zhēng)也越來(lái)越歷害。故特別注意服務(wù)和經(jīng)常學(xué)習(xí)，避免出錯(cuò)。

分享D

1、首先將客人談判的細(xì)節(jié)做好詳細(xì)的記錄和回憶，先判斷此客戶(hù)的購(gòu)買(mǎi)欲有多強(qiáng)，也就是說(shuō)，要區(qū)分清楚他是“真的買(mǎi)家”還是“打聽(tīng)行情的買(mǎi)家”；有的客戶(hù)其實(shí)他已經(jīng)有長(zhǎng)期穩(wěn)定的供應(yīng)商，他其實(shí)只是把你當(dāng)報(bào)價(jià)的參照物罷了，要特別小心這類(lèi)客戶(hù)。對(duì)這類(lèi)客戶(hù)，我個(gè)人的意見(jiàn)：不但不要報(bào)價(jià)，連資料都不要給。因?yàn)樵谶@樣的客戶(hù)身上花費(fèi)太多的時(shí)間精力不值。我不否認(rèn)也有“精誠(chéng)所至，金石為開(kāi)”的客戶(hù)，但以我做外貿(mào)的經(jīng)驗(yàn)，騙“財(cái)”（價(jià)格）騙“色”（樣品、資料）的客戶(hù)太多，不值得追捧。

2、關(guān)于真假買(mǎi)家，可以通過(guò)交談（面談、電話(huà)、傳真、EMAIL）來(lái)辨別（這種方法的條件是--你所提的問(wèn)題客人要有所反應(yīng)）：真還是假？行家還是生手？只要問(wèn)他幾個(gè)關(guān)鍵性的問(wèn)題，比如：產(chǎn)品的規(guī)格、技術(shù)參數(shù)，希望接受的價(jià)位，打算訂購(gòu)的數(shù)量，做什么品牌，該品牌在當(dāng)?shù)厥欠裼杏绊懥Γ椭袊?guó)的哪些企業(yè)有過(guò)生意往來(lái)，和中國(guó)做生意有多長(zhǎng)時(shí)間（也就是說(shuō)是否為“中國(guó)通”）等等，通過(guò)這些大致可以區(qū)分出客戶(hù)的“真”與“假”，“實(shí)”與“虛”，“大”與“小”。

3、從外商提供的名片也可以判斷客戶(hù)的實(shí)力，如：公司所處該城市的地段，有幾條電話(huà)線(xiàn)、傳真線(xiàn)，有沒(méi)有自己的網(wǎng)站，是零售商、批發(fā)商還是進(jìn)口商？在當(dāng)?shù)厥欠翊磉^(guò)一些著名的品牌，等等。

4、做外貿(mào)其實(shí)就是做服務(wù)，誰(shuí)的服務(wù)好，誰(shuí)就能贏得客戶(hù)。服務(wù)好包括如下幾方面：

A）報(bào)價(jià)恰如其分，不能過(guò)低，也不能過(guò)高；好東西不能*賣(mài)，普通的產(chǎn)品不要報(bào)高。因?yàn)榭蛻?hù)往往會(huì)從你的報(bào)價(jià)來(lái)判斷你的誠(chéng)實(shí)性，并同時(shí)判斷你對(duì)產(chǎn)品的熟悉程度；如果一個(gè)非常簡(jiǎn)單普通的產(chǎn)品你報(bào)一個(gè)遠(yuǎn)離市場(chǎng)的價(jià)位，這說(shuō)明你的誠(chéng)實(shí)性不夠，你根本不懂這一行，自然而然別人會(huì)對(duì)你的傳真不屑一顧；

B）對(duì)客戶(hù)的任何信息要及時(shí)響應(yīng)并回復(fù)；對(duì)客戶(hù)的回復(fù)不能簡(jiǎn)單的一問(wèn)一答，要盡可能全面、周到，但切不可啰嗦。

最后再問(wèn)一句：“你的同行都可以做成生意，別人都可以做成生意，你為什么不行呢? 我們的條件是10日內(nèi)付款為2%的折扣, 30日內(nèi)付款無(wú)折扣。Our terms are 2% ten days, thirty days net.我公司僅限于從發(fā)票開(kāi)出之日起10日內(nèi)付現(xiàn)金者給予折扣優(yōu)待。

We only allow a cash discount on payments made within ten days of date of invoice.顧客向我公司購(gòu)貨一律用現(xiàn)金支付。從發(fā)票開(kāi)出之日起, 30日內(nèi)將貨款付清。如當(dāng)即支付現(xiàn)款, 我公司當(dāng)按年利5%計(jì)付30日的利息。Terms to approved buyers strictly net cash, payment within thirty days from invoice date, for prompt cash we will allow thirty days interest, at the rate of 5% per annum.條件: 即期發(fā)貨。在貨到我方工廠(chǎng), 經(jīng)過(guò)驗(yàn)訖重量品質(zhì)后, 立即以現(xiàn)金支付。

Terms: early delivery, and net cash payment after receipt of the material at our works, and verification of weight and quality.現(xiàn)金支付折扣, 僅限于在10日內(nèi)以現(xiàn)金付清貨款者可打折扣。

Cash discounts are allowed only on accounts that are paid within the ten-day limit.你將發(fā)現(xiàn), 我公司對(duì)貴方的報(bào)價(jià)所給予的優(yōu)惠是前所未有的。You will find that we have given you the best terms customary in our business.每月一日以前提供的匯票, 依我公司慣例應(yīng)在25日全部結(jié)帳。My habit is to settle on the 25th all bills rendered on or before the 1st of each and every month.我公司付款條件為交貨后3個(gè)月內(nèi)支付現(xiàn)金。1個(gè)月內(nèi)付清貨款者, 可打5%折扣。

Our terms are cash within three months of date of delivery, or subject to 5 per cent discount if paid within one month.茲就貴方對(duì)該商品的詢(xún)價(jià)回復(fù)如下: In answer to your inquiry fo rthe article, we reply you sd follows.針對(duì)你方昨日的詢(xún)盤(pán), 現(xiàn)寄上與你來(lái)函要求相似的墻紙樣品一宗。

In reply to your enquiry of yesterdays date, we are sending you herewith several samples of wall paper closely resembling to what you want.茲就該商品向貴方報(bào)價(jià)如下: We are pleased to quote you for the goods as following.茲隨函寄上該商品的現(xiàn)行價(jià)格表一份, 請(qǐng)查收。

Enclosed we hand you a price-current for the goods.上述報(bào)價(jià), 無(wú)疑將隨市場(chǎng)變化而變動(dòng)。

Of course these quotations are all subject to the fluctuations of the market.上述價(jià)目單是以付現(xiàn)金擬訂的, 我們認(rèn)為還可以打很多折扣。We think you can well accord us a substantial discount off your list prices, which we see are quoted net cash.對(duì)這批數(shù)量大, 以現(xiàn)金支付的貨, 如你方能從價(jià)目表中, 再給些折扣優(yōu)待, 當(dāng)不勝感謝。

We shall be glad if you will quote us the best discount for cash off your list price for cash for this quantity.我公司的支付條件: 以現(xiàn)金支付。自發(fā)票開(kāi)出之日起10天內(nèi)付款者, 打2%的折扣。

Our terms, as our invoice states, are 2% cash discount, only within ten days of date of invoice.例 一：

Thanks very much for your greet interesting in our products.I'd like to introduce you our company as a main manufacture of XXX products in XXX place.We specialized in A,B,C,D,etc.And our proudcts are welcomed by many countries in the world.For more information, pls visit our website: ww.xx.com.Enclose our latest price list for reference.It include the pictures, unit price, MOQ,etc.If any item is interesting you, pls feel free to contact with us.Thanks!Your early reply will be highly appreciated!范文

第一：各種訂單情況回復(fù)一：未付款 詢(xún)盤(pán) 回復(fù)：

這一環(huán)節(jié)是一個(gè)賣(mài)家第一次接觸買(mǎi)家，有幾個(gè)注意事項(xiàng)和大家分享一下： 第一主動(dòng)出擊，當(dāng)買(mǎi)家下單后應(yīng)及時(shí)主動(dòng)與買(mǎi)家聯(lián)系，聯(lián)系內(nèi)容可以按照先后順序包括為打招呼，對(duì)產(chǎn)品進(jìn)一步的介紹，并告知請(qǐng)付款以及時(shí)查看庫(kù)存?zhèn)湄洠M快發(fā)貨。下面請(qǐng)看舉例： Dear Tracey, we have got your order of.....The bag you order is one of the best selling products from my store and it is made of high quality leather.But the order seems unpaid.If there’s anything I can help with the price or size etc.Please feel free to contact me.When the payment is finish, I can stock up the item and get it ready for shipping.Thanks Best Regards Cindy 二：已付款訂單的回復(fù)：

主要內(nèi)容包括確認(rèn)產(chǎn)品的顏色、規(guī)格、尺碼等等具體事宜，表現(xiàn)賣(mài)家的專(zhuān)業(yè)性。請(qǐng)看舉例： Dear David, I am very glad to hear from you.The biggest size we have is 39.And this shoes is little bigger in size.So I think 39 will fit.If you have any other questions, Please feel free let me know.Thanks waiting hear from you soon.Best Regards Cindy 三：發(fā)貨后的回復(fù)

從貨物離開(kāi)中國(guó) 海關(guān) 至買(mǎi)家收到貨物建議每個(gè)階段賣(mài)家都給買(mǎi)家發(fā)一封郵件通知買(mǎi)家，直到買(mǎi)家收到貨為止。因?yàn)橘I(mǎi)家付款后都急于收到貨物，而郵寄過(guò)程一般又是5-10天不確定的，因此這樣隨時(shí)通知買(mǎi)家貨物狀態(tài)。一是表現(xiàn)自己商業(yè)城信度；二是及時(shí)的溝通能讓買(mǎi)家不再急切詢(xún)問(wèn)。請(qǐng)看舉例： 1.Dear David，The item you order is already shipped and the tracking number is EA935185185CN The mail status is as follows: 20071130 21:43:12 SHANGHAI Dispatch from Sorting Center This is the status of your order.You will get it soon.Thanks for your support and understanding.2.UNITED STATES OF AMERICA USSFOA Handed over to Customs this is the status showing on EMS.Have you already get the items? If you have got the items, please let me know.Thanks

UNITED STATES OF AMERICA 91316 Delivery Dear alejandro, I am very happy to see that you have received the items.Thanks for your support.I hope you satisfy with the item and looking forward to do more business in the future with you.Thanks Best Regards cindy 四：貨物收到后的詢(xún)問(wèn) Dear Cindy, I received the boots but I cant sell them because the Gucci box was ripped up if you cant secure the packages better than that then you will not be hearing from me again！

Dear friend, I am very sorry to hear that.The damage must happened during transportation.I usually make sure everything is in good condition before shipping products out.I make sure giving you more discounts to make up when you buy from me next time.Thanks for your understanding.Best Regards cindy

五：提醒買(mǎi)家給自己留評(píng)價(jià),這是在交易結(jié)束后很重要的一環(huán)節(jié) Hi there, Thanks for your continuous support to our store, and we are improving ourselves from service, quality, sourcing and so on.it would be appreciated if you can leave us a positive feedback ,it's a great encouragement to us，if there's anything I can help with ,don't hesitate to tell me.Best wishes Cindy 第二：買(mǎi)家常見(jiàn)問(wèn)題回答： 一：推廣新產(chǎn)品,采購(gòu)季節(jié)期間根據(jù)自己的經(jīng)驗(yàn)，可給買(mǎi)家推薦自己熱銷(xiāo)的產(chǎn)品。Hi there, As Christmas is coming, we found hair straightened has a large potential market.Many customers bought them for resale on eBay or in their retail store because it's a high profit margin product.we have a wide range of GHD mk4 STRAIGHTER products on sell as well.Please click the following link to check them out.If you have more than 10 pieces in one order we can help u get a wholesale price.Thanks.Regards Cindy 二：貨物斷貨，貨物偶爾的斷貨只要認(rèn)真解釋一下，買(mǎi)家一般能夠理解，最好的辦法是告訴買(mǎi)家自己會(huì)積極盡量幫他找到庫(kù)存，同時(shí)向他介紹類(lèi)似的款式供其選擇。

Hi there, We are really sorry that the bag you order is out of stock at the moment.I will contact the factory to see when they are going to be available again.I would like to recommend you some other pretty bags which have the same style.Hope you like them as well.You can click on the following link to check them out.If there’s anything I can help with, Please feel free to contact us.Thanks.Regards Cindy

三：改完價(jià)格再次催款,很多情況買(mǎi)家下單后覺(jué)得運(yùn)費(fèi)過(guò)高，不愿意付款希望賣(mài)家能夠給與折扣，下面的回復(fù)可以借鑒一下： Hi there, We already reset the price for you.I give you another 10% discount on top of the original shipping price.Because the price we offer is lower than the market price and as you know the shipping cost is really high, we do not make much profit from this product.Hope you are happy with it and feel free to contact me if there’s anything I also can help,please feel free to cantact us.Regards Cindy 四：大量訂購(gòu)詢(xún)問(wèn)價(jià)格,大量訂單 詢(xún)盤(pán) 買(mǎi)家若是趕上采購(gòu)季節(jié)應(yīng)該是很有誠(chéng)意的買(mǎi)家，對(duì)他們的回復(fù)要詳盡一些，內(nèi)容一般包括樣品的價(jià)格，采購(gòu)量和相應(yīng)的價(jià)格，這個(gè)報(bào)價(jià)建議是包括運(yùn)費(fèi)的，給買(mǎi)家感覺(jué)是給他的一個(gè)優(yōu)惠。Hi there, thanks for your inquiry, and we really want to do more business with you, and I think it is the best way to place an sample order which is 45 usd shipping included, If 100 pieces in one order, we can offer you the bulk price which is 39.5 usd/piece.I am looking forward to your reply.Regards Cindy 五： 海關(guān) 問(wèn)題，某些國(guó)家 海關(guān) 由于定期的嚴(yán)格檢查或者罷工等問(wèn)題造成郵件延誤，建議及時(shí)和買(mǎi)家通知，及時(shí)的溝通讓買(mǎi)家感覺(jué)你是一直在跟蹤貨物的狀態(tài)，以免置之不理造成誤會(huì) Hi there, According to the news from EMS in China, large quantity of mails to England is blocked by the custom due to the inspection.For the safety of the goods I suggest to send the goods after a few days.I am wondering if the delay going to be a problem for you.I am looking forward to your reply.Thanks Regards Cindy 六：買(mǎi)家?guī)滋旌筮€沒(méi)有收到貨物的詢(xún)問(wèn)，需要及時(shí)地與快遞公司聯(lián)系察看貨物狀態(tài)。

hi Ruiz , we did send the package out on 2007-10-16,I think there must be some issues with the shipping company ,and we have been contacting them till now.we called the package back and resent them ,the new tracking number is 111814176 it's shipped via TNT.I apologize for the inconveniences and hopefully you can receive the items soon.If there are any questions, don’t hesitate to tell me.七：若你沒(méi)有STS分?jǐn)?shù)，買(mǎi)家對(duì)于你的產(chǎn)品表示懷疑，可以借鑒這個(gè)賣(mài)家給買(mǎi)家的回復(fù)

Hi dear ***, First of all, I am very happy to receive your message.Although I have not much score on tradetang,I have been doing business on eBay for many years and I am quite confident about my products.Also tradetang offer escrow payment service which means the payment won't be released to seller till customer satisfy with the product and transaction.With the aim of seeking long term business parterner, we cherish every customer we deal with.Please fell free to contact me if you have any questions.Regards Cindy

看看老外是怎么回復(fù)詢(xún)盤(pán)的！

昨天收到一西班牙詢(xún)盤(pán)，客戶(hù)是個(gè)大頭蝦，把CC給一法國(guó)供應(yīng)商的詢(xún)盤(pán)及該供應(yīng)商的回復(fù)都發(fā)給我了。看看人家是怎么回復(fù)的吧！希望對(duì)所有不知道怎么回復(fù)第一次詢(xún)盤(pán)或回復(fù)效果不理想的新手有所幫助。買(mǎi)家詢(xún)盤(pán)Dear Sirs, Please let me introduce myself, my name is Solène Lucas and I'm Product manager in the marketing department in Spain.XX is a multinational implanted in various countries in Europe and all over the world(we have a buying office in HK and QC offices in China).For more information, pls feel free to visit our web-site :XXXXX We are currently beginning our selection for novelties to be introduced in our next catalogue.The average life time of a product placed in our catalogue is between 3 and 5 years.If we propose a nice product, well accepted by the Spanish market, and with a competitive price, we might re-order several times a year, which means good business for us as for you.So please, I need your best FOB prices for these items I have checked in your catalogue(with Rhos)and pictures : WS-1700-IT WS-9623-IT WS-9624-IT WS-9724-IT WS3600 We would appreciate your prompt reply, please.Best regards, XX 法國(guó)供應(yīng)商回復(fù)： Dear Solène Lucas, Thanks for your e-mail and sorry for my late reply.After review for your company web-site, we would like to take this opportunity to introduce our company.XXX is one of pioneers in Radio Controlled products since 1992 in Far East and in RF high frequency utilizing 433MHz since end of 1997.For your information, we have our own office in Strasbourg-France named XXXX, which is 100% subsidiary of XXX and dealing with Southern and Western European markets such as France, Belgium, Italy, Spain and Portugal.We recommend you to contact our French Office, XXXX, for all products information.The details of the Office is as below: TEL： FAX： ADD： EMAIL： ATTN： WEBSITE：

Please feel free to contact Miss Hartmann directly for more information or visit our Web-site as mentioned above.Thank you for your kind attention.Best regards, Karman

本公司斷定我們所提供的貨色優(yōu)良，價(jià)格公道，感謝貴公司給我們一個(gè)機(jī)會(huì)，使我們的要求得以實(shí)現(xiàn)。

We are certain that we are offering a sound article at popular price, and we should appreciate an opportunity to substantiate our claims.貴公司5月6日函悉，本公司無(wú)法承購(gòu)貴公司開(kāi)價(jià)的商品。此復(fù)。

In answer to your favour of the 6th May, we inform you that we are unable to take the goods offered by you.關(guān)于貴公司所詢(xún)麥麩一事，現(xiàn)可提供該貨20噸。

In answer to your inquiry for bran, we offer you 20 tons of the same.貴函收悉，此地商場(chǎng)仍保持平靜。

Answering to your letter, we state that the market remains quiet.至今未復(fù)5月8日貴函，甚感歉疚，還望原諒。

Kindly excuse our not replying to your favour of the 8th May until today.本月8日貴函敬悉。??先生是位誠(chéng)實(shí)可靠的人，特此告知。In response to your letter of the 8th inst., I am pleased to say that Mr.?? is a man of trustworthy character.關(guān)于所詢(xún)H.先生的情況，謹(jǐn)此高興地告知，他是一位足以信賴(lài)的人。In response to your inquiry respecting Mr.H., we have pleasure in stating that he is a thoroughly reliable man.關(guān)于S.公司的情況，我們特此欣然函復(fù)。

We are glad to answer your inquiry concerning S.& Company.關(guān)于J.先生的情況，謹(jǐn)此高興地告知，我們認(rèn)為他是絕對(duì)可以信賴(lài)的人。

Answering to your inquiry respecting Mr.J., we are pleased to say that we found him absolutely reliable.17日貴函關(guān)于結(jié)帳一事，謹(jǐn)此告知，我們將很快寄去支票。

Replying to your letter of the 17th respecting the account, I will send you a cheque shortly.謹(jǐn)復(fù)貴公司本月10日函詢(xún);我們不能提供貴公司特定的那種餐盤(pán)的報(bào)價(jià)。

Replying to your inquiry of the 10th inst., we are unable to offer you plates of the size you specify.貴函收悉，我們已將樣品提交本公司的買(mǎi)方，特此奉告。

In reply to your letter, we are pleased to inform you that we have shown the sample to our buyer.你方6月12日的來(lái)函收悉，茲寄去面額為150美元的支票一張，謹(jǐn)此奉復(fù)。In reply to yours of 12th June, I send herewith a cheque, valuing $150.

第二篇：外貿(mào)詢(xún)盤(pán)回復(fù)

外貿(mào)郵件模板

[ 錄入者:xiaoru | 時(shí)間:2009-05-31 20:21:01 | 作者: | 來(lái)源:阿里巴巴 | 瀏覽:1060次 ]

針對(duì)外貿(mào)中的郵件往來(lái)，整理了以下英文書(shū)信模版。主要涵蓋“主動(dòng)跟新買(mǎi)家建立聯(lián)系”、“對(duì)新買(mǎi)家要求建立業(yè)務(wù)聯(lián)系的回復(fù)”、“向老客戶(hù)介紹公司新的產(chǎn)品信息”、“回復(fù)對(duì)某個(gè)產(chǎn)品的查詢(xún)”、“無(wú)法提供對(duì)方查詢(xún)中所要求的產(chǎn)品時(shí)”、“查詢(xún)對(duì)方公司的產(chǎn)品”、“幾種報(bào)盤(pán)”、“信用證相關(guān)”、“報(bào)價(jià)相關(guān)”等模版。

A、主動(dòng)跟新買(mǎi)家建立聯(lián)系

Dear Mr.Jones:

We understand from your information posted on Alibaba.com that you are in the market for textiles.We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future.We are a joint venture specializing in the manufacture and export of textiles.We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present.You may also visit our online company introduction at Http://www.tmdps.cnF Copenhagen dated February, 21.In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per metric ton CNF Copenhagen and any other European Main Ports.Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft.Please note that we have quoted our most favorable price and are unable to entertain any counter offer.As you are aware that there has lately been a large demand for the above commodities.Such growing demand will likely result in increased prices.However you can secure these prices if you send us an immediate reply.Sincerely，(b.)

Dear Mr.Jones:

We thank you for your letter dated April 8 inquiring about our leather handbags.As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg.Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract.We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference.We hope some of them meet your taste and needs.If we can be of any further help, please feel free to let us know.Customers' inquiries are always meet with our careful attention.Sincerely，(c.)

Re: SWC Sugar Dear Sirs，We are in receipt of your letter of July 17, 2002 asking us to offer 10,000 metric tons of the subject sugar for shipment to Japan and appreciate very much your interest in our product.To comply with your request, we are offering you the following: 1.Commodity: Qingdao Superior White Crystal Sugar.2.Packing: To be packed in new gunny bag of 100kgs.each.3.Quantity: Ten thousand(10000)metric tons.4.Price: US dollars one hundred and five(US$105.00)per metric ton, Fob Qingdao.5.Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in Qingdao and to be drawn at sight.6.Shipment: Three or four weeks after receipt of letter of credit by the first available boat sailing to Yokohama direct.Please note that we do not have much ready stock on hand.Therefore, it is important that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.We are awaiting your reply.Sincerely，H、作為對(duì)方供應(yīng)商，認(rèn)為對(duì)方壓價(jià)太低

Dear Mr.Jones:

We confirm having received your telex No.LT/531 of May 17, asking us to make a 10% reduction in our price for Men's Shirts.Much to our regret, we are unable to comply with your request because we have given you the lowest possible price.We can assure you that the price quoted reflects the high quality of the products.We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention.Sincerely，I、作為買(mǎi)家，認(rèn)為對(duì)方報(bào)價(jià)太高

Dear Mr.Jones，We acknowledge receipt of both your offer of May 6 and the samples of Men's Shirts, and thank you for these.While appreciating the good quality of your shirts, we find your price is rather too high for the market we wish to supply.We have also to point out that the Men's Shirts are available in our market from several European manufacturers, all of them are at prices from 10% to 15% below the price you quoted.Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%.As our order would be worth around US$50,000, you may think it worthwhile to make a concession.We are looking forward to your reply, Sincerely，J、要求對(duì)方開(kāi)立信用證

Dear Mr.Jones:

With reference to the 4,000 dozen shirts under our Sales Confirmation No.SX260, we wish to draw your attention to the fact that the date of delivery is approaching but up to the present we have not received the covering L/C.Please do you utmost to expedite its establishment so that we may execute the order within the prescribed time.In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.We look forward to receiving your favorable response at an early date.Sincerely，K、因?qū)Ψ轿茨苋缙谛庞米C而交涉

Dear Mr.Jones:

With reference to our Sales Confirmation No.825 dated August 10, 2002, we regret to say that your letter of credit has not yet reached us up to the time of writing.This has caused us much inconvenience as we have already made preparations for shipment according to the stipulations of the said Sales Confirmation.You must be aware that the terms and conditions of a contract once signed should be strictly observed, failure to abide by them will mean violation of contract.If you refer to our Sales Confirmation, you will see the clause reading:

“The Buyer shall establish the covering Letter of Credit before 30th August, 2002, failing which the Seller reserves the right to rescind the contract without further notice.”

The goods you ordered have been ready for quite some time and the demand of late has been so great that we find it hard to keep them for you any longer.However, in consideration of our friendly business relations, we are prepared to wait for your L/C, which must reach us not later than October 5, 2002.If we again fail to receive your L/C in time, we shall cancel our Sales Confirmation and ask you to refund to us the storage charges we have paid on your behalf.Your cooperation in this respect will be appreciated.Sincerely，L、修改信用證

Dear Mr.Jones:

We have received your L/C No.121/99 issued by the Yemen Bank for Reconstruction & Development for the amount of $19,720 covering 1,600 dozen Men's Shirts.After reviewing the L/C, we find that transshipment and partial shipment are not allowed.As direct steamers to your port are difficult to find, we have to ship via Hong Kong more often than not.As to partial shipment, it would be our mutual benefit because we could ship immediately whatever we have on hand instead waiting for the whole lot to be completed.We, therefore, are writing this afternoon, asking you to amend the L/C to read: “TRANSSHIPMENT AND PARTIALSHIPMENT ALLOWED”

We shall be glad if you see to it that amendment is cabled without any delay, as our goods have been packed ready for shipment for quite some time.Sincerely，M、延期信用證的期限

Dear Mr.Jones:

We thank you for your L/C for the captioned goods.We are sorry that owing to some delay on the part of our suppliers at the point of origin, we are not able to get the goods ready before the end of this month.As a result, we sent you a cable yesterday reading: L/C1415 PLSCABLE EXTENSION SHIPMENT VALIDITY 15/31 MAY RESPECTIVELY LETFOLLOWS It is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it on s/s “Fanyang” sailing from Dalian on or about 10th May.We are looking forward to receiving your cable extension of the above L/C thus enabling us to effect shipment of the goods in question.We thank you for your cooperation.Sincerely，N、拒絕對(duì)方做獨(dú)家代理商的要求

Dear Mr.Jones:

Thank you for your letter of 15th September.As we are now only at the get-acquainted stage, we feel it is too early to take into consideration the matter of sole agency.In our opinion, it would be better for both of us to try out a period of cooperation to see how things go.Also, it would be necessary for you to test the marketability of our products at your end and to continue your efforts in building a larger turnover to justify the sole agency arrangement.We enclose our latest pricelist covering all the products we handle within the framework of your specialized lines.We look forward to hearing from you.Sincerely，O、指定對(duì)方為獨(dú)家代理商

Dear Mr.Jones:

We have received your letter of the 15th and are impressed with the proposal you make.We are pleased to tell you that we have decided to entrust you with the sole agency for our Embroideries in the territory of Sweden.The Agency Agreement has been drawn up for a duration of one year, automatically renewable on expiration for a similar period unless a written notice is given to the contrary.Enclosed you will find a copy of the draft.Please go over the provisions and advise us whether they meet with your approval.We shall do all in our power to assist you in establishing a mutually beneficial trade.Sincerely，P、處理對(duì)貨損的投訴

Dear Mr.Jones:

We have received your letter of 18th July, informing us that the sewing machines we shipped to you arrived in a damaged condition on account of imperfectness of our packing.Upon receipt of your letter, we have given this matter our immediate attention.We have studied your surveyor's report very carefully.We are convinced that the present damage was due to extraordinary circumstances under which they were transported to you.We are therefore not responsible for the damage;but as we do not think that it would be fair to have you bear the loss alone, we suggest that the loss be divided between both of us, to which we hope you will agree.Sincerely，Q、處理對(duì)貨物品質(zhì)的投訴 Dear Mr.Jones:

We very much regret to learn form your letter of 2nd March that you are not satisfied with the dress materials supplied to your order No.9578

From what you say it seems possible that some mistakes has been made in our selection of the materials meant for you and we are arranging for our Mr.Yang to call on you later this week to compare the materials supplied with the samples form which your ordered them.If it is found that our selection faulty, then you can most certainly rely on us to replace the materials.In any case, we are willing to take the materials back and, if we can not supply what you want, to cancel your order, though do this reluctantly since we have no wish to lose your custom.Sincerely,

第三篇：ALIBABA上的回復(fù)詢(xún)盤(pán)技巧

[分享]ALIBABA上的回復(fù)詢(xún)盤(pán)技巧

這是我們上司給我們的學(xué)習(xí)資料,今天拿出來(lái)給大家學(xué)習(xí)下.回復(fù)詢(xún)盤(pán)樣本及點(diǎn)評(píng)

分享A

Sample of a better reply

Dear buyer:

It is good to hear from you again.You inquired about my bamboo baskets on September 15,1998.I sent you a company catalog at that time.I can send you a second catalog if you need.You are not the only importer in Brazil that has asked us about bamboo baskets.I have also received inquiries from ABC company,Universal Co Ltd in Brazil,but they always inquired

another kind of baskets.I will introduce this kind of basket for you if you need.Would you like me to help you by making a special sample for you Brazil market?

We are a professional bamboo products manufacture with 14 years experiences in China, offering over 1,500 various kinds of bamboo products and monthly output up to 5 millions pieces.We are the best manufacturer that you can trust in China.The details for the product(as the attached photo)you inquired as following :FOB

XXX,Min.Order:2,000,Price:USD1.80/pc,Delievery Time:30 days after the receipt of send you a samplewith catalog together.I look forward to see your reply!

買(mǎi)家您好,很高興再次收到您的查詢(xún)：您在去年9月15日曾向我們查詢(xún)過(guò)竹籃，那時(shí)我們?cè)倪^(guò)公司目錄給您，如您需要我可再寄一次給您。

您并不是巴西唯一向我們查詢(xún)過(guò)竹籃的進(jìn)口商，我們也曾收到來(lái)自巴西ABC、Universal等的進(jìn)口商的查詢(xún)，但他們總是查詢(xún)另一種竹籃，如您有需要，我可以向您介紹那一類(lèi)的竹籃，您是否希望我為您的巴西市場(chǎng)做些特別的樣品給您？

我們是有十四年專(zhuān)業(yè)竹制品經(jīng)驗(yàn)的中國(guó)制造商和提供超過(guò)1,500種多樣的竹制品，月產(chǎn)量達(dá)五百萬(wàn)個(gè)，是您最值得信賴(lài)的中國(guó)竹制品供應(yīng)商。您詢(xún)問(wèn)的產(chǎn)品如附圖資料如后：XXXXXXXXXXXX。我明天會(huì)寄一份目錄給您，若您能提供您的快遞帳號(hào)，我們將把樣品一同寄給您！

期待盡快收到您的回復(fù)。

點(diǎn)評(píng)：

（1）給買(mǎi)家提供最初查詢(xún)您產(chǎn)品的回憶參考點(diǎn)，這樣有助于買(mǎi)家回憶起他是在什么時(shí)候，通過(guò)什么方式，對(duì)什么產(chǎn)品產(chǎn)生了什么樣的興趣或問(wèn)題。因?yàn)楣逃械氖煜じ袝?huì)增加買(mǎi)家與您合作的興趣與信心。買(mǎi)家一天中會(huì)發(fā)出許多查詢(xún)，如果您的回復(fù)與其它回復(fù)相比無(wú)任何出眾地方，只能陷于一大堆無(wú)聊的產(chǎn)品報(bào)價(jià)，不會(huì)吸引買(mǎi)家。這種回憶的參考點(diǎn)有時(shí)間，事件或物件等。在本例中，供應(yīng)商使用的是時(shí)間和事件：“您在去年9月15日曾向我們查詢(xún)過(guò)竹籃，那時(shí)我們?cè)倪^(guò)公司目錄給您”；

（2）給買(mǎi)家適當(dāng)?shù)脑黾有┰S壓力。目的在于促進(jìn)買(mǎi)家回復(fù)的速度與認(rèn)真程度，有些目的甚至在于迫使買(mǎi)家不得不進(jìn)行采購(gòu)行為。在本例中，供應(yīng)商告訴買(mǎi)家你的競(jìng)爭(zhēng)對(duì)手或同行正在與我取得聯(lián)系，并且我一直協(xié)助你的同行搶占你的巴西市場(chǎng)。如果供應(yīng)商原先的合作客戶(hù)是A級(jí)買(mǎi)家，那么對(duì)這位新買(mǎi)家就具有帶動(dòng)作用；如果是同級(jí)，這位新買(mǎi)家就會(huì)更加迫切的進(jìn)入競(jìng)爭(zhēng)狀態(tài)中來(lái)；當(dāng)然你不能告訴你的買(mǎi)家“我們?cè)纫恢焙捅饶阋?guī)模小的買(mǎi)家合作”，這樣會(huì)使他覺(jué)得對(duì)你的信心不足。原句是：“您并不是巴西唯一向我們查詢(xún)過(guò)竹籃的進(jìn)口商,我們也曾收到來(lái)自巴西ABC,Universal等的進(jìn)口商的查詢(xún)”；

（3）告訴買(mǎi)家作為供應(yīng)商你是做什么產(chǎn)品的？你能做到如何？買(mǎi)家憑什么完全的相信你？這就是企業(yè)介紹與實(shí)力規(guī)模證明。在本例中，供應(yīng)商用一系列數(shù)據(jù)證明了自己的規(guī)模與實(shí)力，如：“十四年專(zhuān)業(yè)竹制品經(jīng)驗(yàn)”、“提供超過(guò)1,500種多樣的竹制品”、“月產(chǎn)量達(dá)五百萬(wàn)個(gè)”；

（4）不是我要向你索取什么，而是我能為你做什么。切記服務(wù)理念。在本例中，供應(yīng)商熱忱與負(fù)責(zé)的服務(wù)態(tài)度使買(mǎi)家能夠感受到與其合作的良好基礎(chǔ)。如：“如您需要我可再寄一次（目錄）給您”、“如您有需要,我可以向您介紹那一類(lèi)的竹籃”、“您是否希望我為您的巴西市場(chǎng)做些特別的樣品給您?”；

（5）主要問(wèn)題：所答即所問(wèn)，所答非所問(wèn)；很多供應(yīng)商認(rèn)為網(wǎng)絡(luò)營(yíng)銷(xiāo)首先就會(huì)遇到一個(gè)問(wèn)題，即樣品寄送的問(wèn)題。其實(shí)到目前為止我們也沒(méi)很好的辦法解決這一問(wèn)題，但這位供應(yīng)商就很聰明。買(mǎi)家要樣?品?，那我就免費(fèi)寄一份樣本?給你看，也算所答即所問(wèn)。但樣?品?呢，怎么說(shuō)？反正供應(yīng)商沒(méi)表示是否免費(fèi)寄送，只要你給了快遞帳號(hào)，我就會(huì)一同寄送，如果你要不給快遞賬號(hào)呢？我也沒(méi)說(shuō)不送（但后來(lái)，他告訴筆者，還是送了，輕工藝品，不看樣品不成）。這也算所答非所問(wèn)吧。

（6）不寄樣本行不行？行！網(wǎng)絡(luò)溝通無(wú)極限，雖說(shuō)樣品不能電子傳送，但樣本總歸是能夠電子傳送吧，而且方便，快捷，成本較低。我們說(shuō)不僅是回復(fù)時(shí)可以傳送樣本，而且平時(shí)就應(yīng)該使用這種方式做推廣。在本例中，加上上面附的圖和后來(lái)附的資料，就是一個(gè)完整的產(chǎn)品樣本。如果你還有其它樣口可以推薦，也完全可以一并附上。

（7）記住：吸引買(mǎi)家回復(fù)你的回復(fù)。本例是如何做到的呢？

A，我可以再寄樣本給您，如果你回復(fù)我；

B，我可以向您介紹您的同行采購(gòu)的那種產(chǎn)品，如果您回復(fù)我；

C，我可以為您做些特別的樣品，如果您回復(fù)我；

D，如果你想知道1,500種樣品如何，我可以向您介紹，如果你回復(fù)我；

E，如果你想要樣品，請(qǐng)回復(fù)我；

F，期待盡快收到您的回復(fù)；

一封完整的感謝信：感謝+公司介紹+負(fù)責(zé)人的簽字或署名

我自己學(xué)習(xí)后,做的回盤(pán)

Dear Mr.*****:

Thank you for your inquiry about Concrete Batching Plant of ***** at ALIBABA.com.Everyday, we receive a lot of inquiries from all over the world.But firstly, in order to provide you with a suitable machine, I have to confirm something following with you.(1)Will this machine be used by your company or for trade?

(2)Will this machine be used to produce concrete for building roads or buildings?

(3)What is the discharging height of your required plant?

(4)What is your electric voltage in your country?

Secondly, it should be clear that we have 4 types of Concrete Batching Plant: HZS75, HZS100, HZS150,HZS200, which are used to produce ready mixing concrete for buildings or roads.As you know mixing machines with different configuration have different prices.Your requirement about batching machines in detail is needed.By the way, ****company is the biggest company with a 20-year history in Chinese highway machinery industry and one of the professional manufacturers in road base mixing equipments and ready-mix concrete mixing equipments in China with a good business reputation.Our products include 4 series, over 20 types in asphalt mixing, concrete mixing, stable

course mixing and dry mortar mixing, which have exported to all over the world.Because of our considerate after sales service, products with best quality and competitive price, our products are becoming more popular and trustful and in large markets.If you want to know more about us.So please tell us more about your requirements, which will be useful and important for both of us.Then I will send you the quotation according to your demands.I am looking forward to your reply.Thank you.

第四篇：外貿(mào)詢(xún)盤(pán)案例一

會(huì)來(lái)這里的朋友，一般情況下，都有通過(guò)或者準(zhǔn)備通過(guò)阿里巴巴等著名電子商務(wù)網(wǎng)站來(lái)開(kāi)展自己的生意。但是，網(wǎng)絡(luò)與面對(duì)面進(jìn)行交往，畢竟存在著差別，網(wǎng)絡(luò)是一條認(rèn)識(shí)新客戶(hù)渠道，是一個(gè)認(rèn)識(shí)客戶(hù)的工具。我想，在阿里巴巴做生意的朋友，都會(huì)有很多很多的詢(xún)盤(pán)，這個(gè)詢(xún)盤(pán)，就是你將來(lái)的客戶(hù)。有了詢(xún)盤(pán)，接下來(lái)，要做的就是把這個(gè)網(wǎng)上的詢(xún)盤(pán)，做成現(xiàn)實(shí)中的訂單。

我問(wèn)各位，你們通過(guò)阿里巴巴做成生意了沒(méi)有？有，我祝賀你。并希望你能夠在此和大家一起來(lái)分享你成功的喜悅。

如果沒(méi)有，那我不禁要問(wèn)，你的同行都可以做成生意，而你為什么不行呢？到底是為什么？我們要分析各方面的原因，找出各種原因，并想辦法去解決它。下面，有一些經(jīng)驗(yàn)和大家一起來(lái)分享，希望對(duì)各位有所幫助。

很多客戶(hù)只詢(xún)價(jià)，不下單，是很正常的，如果他們不詢(xún)價(jià)或一次詢(xún)價(jià)就下訂單，倒真的要小心了！（外貿(mào)風(fēng)險(xiǎn)時(shí)時(shí)存在！不要初生牛犢不怕虎！還是慎重點(diǎn)好！）

除此之外，可以自行分析以下原因：

1）你公司（包括你自己）給客戶(hù)的信譽(yù)度如何？

2）你的產(chǎn)品報(bào)價(jià)的價(jià)位（與市場(chǎng)行情差價(jià)）如何？

3）你的商貿(mào)語(yǔ)言及技巧如何（是否會(huì)產(chǎn)生誤解或含糊不清）？

4）你可以把自己發(fā)出去的傳真、電子郵件換個(gè)角度看一看？（如果你是客商，你會(huì)不會(huì)接受？）

將電子詢(xún)盤(pán)轉(zhuǎn)化為真實(shí)訂單：一個(gè)較好的回復(fù)詢(xún)盤(pán)樣本

Sample

a better reply

Dear buyer:

It is good to hear from you again.You inquired about my bamboo baskets on September 15,1998.I sent you a company catalog at that time.I can send you a second catalog if you need?

You are not the only importer in Brazil that has asked us about bamboo baskets.I have also received inquires from ABC company,Universal Co Ltd in Brazil ,but they always inquired another kind of baskets.I will introduce this kind of basket for you if you need.Would you like me to help you by making a special sample for you Brazil market?

We are a professional bamboo products manufacture with 14 years experiences in China,offering over 1,500 various kinds of bamboo products and monthly output up to 5 millions pieces.We are the best manufacturer that you can trust in China.The details for the product(as the attached photo)you inquired as following :FOB

XXX,Min.Order:2,000,Price:USD1.80/pc,Delievery Time:30 days after the receipt of send you a smaple with catalog together.I look forward to see your reply!

買(mǎi)家您好,很高興再次收到您的查詢(xún)：您在去年9月15日曾向我們查詢(xún)過(guò)竹籃，那時(shí)我們?cè)倪^(guò)公司目錄給您，如您需要我可再寄一次給您。

您并不是巴西唯一向我們查詢(xún)過(guò)竹籃的進(jìn)口商，我們也曾收到來(lái)自巴西

ABC、Universal等的進(jìn)口商的查詢(xún)，但他們總是查詢(xún)另一種竹籃，如您有需要，我可以向您介紹那一類(lèi)的竹籃，您是否希望我為您的巴西市場(chǎng)做些特別的樣品給您？

我們是有十四年專(zhuān)業(yè)竹制品經(jīng)驗(yàn)的中國(guó)制造商和提供超過(guò)1,500種多樣的竹制品，月產(chǎn)量達(dá)五百萬(wàn)個(gè)，是您最值得信賴(lài)的中國(guó)竹制品供應(yīng)商。您詢(xún)問(wèn)的產(chǎn)品如附圖資料如后：XXXXXXXXXXXX。我明天會(huì)寄一份目錄給您，若您能提供您的快遞帳號(hào)，我們將把樣品一同寄給您！

期待盡快收到您的回復(fù)。

點(diǎn)評(píng)：

（1）給買(mǎi)家提供最初查詢(xún)您產(chǎn)品的回憶參考點(diǎn)，這樣有助于買(mǎi)家回憶起他是在什么時(shí)候，通過(guò)什么方式，對(duì)什么產(chǎn)品產(chǎn)生了什么樣的興趣或問(wèn)題。因?yàn)楣逃械氖煜じ袝?huì)增加買(mǎi)家與您合作的興趣與信心。買(mǎi)家一天中會(huì)發(fā)出許多查詢(xún)，如果您的回復(fù)與其它回復(fù)相比無(wú)任何出眾地方，只能陷于一大堆無(wú)聊的產(chǎn)品報(bào)價(jià)，不會(huì)吸引買(mǎi)家。這種回憶的參考點(diǎn)有時(shí)間，事件或物件等。在本例中，供應(yīng)商使用的是時(shí)間和事件：“您在去年9月15日曾向我們查詢(xún)過(guò)竹籃，那時(shí)我們?cè)倪^(guò)公司目錄給您”；

（2）給買(mǎi)家適當(dāng)?shù)脑黾有┰S壓力。目的在于促進(jìn)買(mǎi)家回復(fù)的速度與認(rèn)真程度，有些目的甚至在于迫使買(mǎi)家不得不進(jìn)行采購(gòu)行為。在本例中，供應(yīng)商告訴買(mǎi)家你的競(jìng)爭(zhēng)對(duì)手或同行正在與我取得聯(lián)系，并且我一直協(xié)助你的同行搶占你的巴西市場(chǎng)。如果供應(yīng)商原先的合作客戶(hù)是A級(jí)買(mǎi)家，那么對(duì)這位新買(mǎi)家就具有帶動(dòng)作用；如果是同級(jí)，這位新買(mǎi)家就會(huì)更加迫切的進(jìn)入競(jìng)爭(zhēng)狀態(tài)中來(lái)；當(dāng)然你不能告訴你的買(mǎi)家“我們?cè)纫恢焙捅饶阋?guī)模小的買(mǎi)家合作”，這樣會(huì)使他覺(jué)得對(duì)你的信心不足。原句是：“您并不是巴西唯一向我們查詢(xún)過(guò)竹籃的進(jìn)口商,我們也曾收到來(lái)自巴西ABC,Universal等的進(jìn)口商的查詢(xún)”；

（3）告訴買(mǎi)家作為供應(yīng)商你是做什么產(chǎn)品的？你能做到如何？買(mǎi)家憑什么完全的相信你？這就是企業(yè)介紹與實(shí)力規(guī)模證明。在本例中，供應(yīng)商用一系列數(shù)據(jù)證明了自己的規(guī)模與實(shí)力，如：“十四年專(zhuān)業(yè)竹制品經(jīng)驗(yàn)”、“提供超過(guò)1,500種多樣的竹制品”、“月產(chǎn)量達(dá)五百萬(wàn)個(gè)”；

（4）不是我要向你索取什么，而是我能為你做什么。切記服務(wù)理念。在本例中，供應(yīng)商熱忱與負(fù)責(zé)的服務(wù)態(tài)度使買(mǎi)家能夠感受到與其合作的良好基礎(chǔ)。如：“如您需要我可再寄一次（目錄）給您”、“如您有需要,我可以向您介紹那一類(lèi)的竹籃”、“您是否希望我為您的巴西市場(chǎng)做些特別的樣品給您?”；

（5）主要問(wèn)題：所答即所問(wèn)，所答非所問(wèn)；

很多供應(yīng)商認(rèn)為網(wǎng)絡(luò)營(yíng)銷(xiāo)首先就會(huì)遇到一個(gè)問(wèn)題，即樣品寄送的問(wèn)題。其實(shí)到目前為止我們也沒(méi)很好的辦法解決這一問(wèn)題，但這位供應(yīng)商就很聰明。買(mǎi)家要樣‘品'，那我就免費(fèi)寄一份樣‘本'給你看，也算所答即所問(wèn)。但樣‘品'呢，怎么說(shuō)？反正供應(yīng)商沒(méi)表示是否免費(fèi)寄送，只要你給了快遞帳號(hào)，我就會(huì)一同寄送，如果你要不給快遞賬號(hào)呢？我也沒(méi)說(shuō)不送（但后來(lái)，他告訴筆者，還是送了，輕工藝品，不看樣品不成）。這也算所答非所問(wèn)吧。

（6）不寄樣本行不行？行！網(wǎng)絡(luò)溝通無(wú)極限，雖說(shuō)樣品不能電子傳送，但樣本總歸是能夠電子傳送吧，而且方便，快捷，成本較低。我們說(shuō)不僅是回復(fù)時(shí)可以傳送樣本，而且平時(shí)就應(yīng)該使用這種方式做推廣。在本例中，加上上面附的圖和后來(lái)附的資料，就是一個(gè)完整的產(chǎn)品樣本。如果你還有其它樣口可以推薦，也完全可以一并附上。

（7）記住：吸引買(mǎi)家回復(fù)你的回復(fù)。本例是如何做到的呢？

A，我可以再寄樣本給您，如果你回復(fù)我；

B，我可以向您介紹您的同行采購(gòu)的那種產(chǎn)品，如果您回復(fù)我；

C，我可以為您做些特別的樣品，如果您回復(fù)我；

D，如果你想知道1,500種樣品如何，我可以向您介紹，如果你回復(fù)我；E，如果你想要樣品，請(qǐng)回復(fù)我；

F，期待盡快收到您的回復(fù)；

一封完整的感謝信：感謝+公司介紹+負(fù)責(zé)人的簽字或署名

1。你的行業(yè)出口量和前景。本行業(yè)內(nèi)各個(gè)企業(yè)報(bào)價(jià)的平均水平和報(bào)價(jià)趨勢(shì)。你的產(chǎn)品質(zhì)量在國(guó)內(nèi)同類(lèi)產(chǎn)品屬于哪個(gè)水平面（高中低），以達(dá)到報(bào)價(jià)的正確性。

2。在我每一個(gè)報(bào)價(jià)和寄樣后都必須請(qǐng)求客人有反饋的過(guò)程。對(duì)價(jià)格和質(zhì)量以及其它問(wèn)題的意見(jiàn)。大部分都有回復(fù)。

3。在來(lái)往郵件中盡量語(yǔ)言的專(zhuān)業(yè)性和針對(duì)性。

讓內(nèi)行的客人看到你的郵件就知道你是此行業(yè)內(nèi)的熟手。

4。開(kāi)發(fā)一個(gè)新客人的周期是半年到一年，特別是在網(wǎng)絡(luò)上。別老是想到客人的訂單而是先交朋友和交換有價(jià)值的信息和意見(jiàn)。

5。現(xiàn)在做外貿(mào)的人越來(lái)越多，競(jìng)爭(zhēng)也越來(lái)越歷害。故特別注意服務(wù)和經(jīng)常學(xué)習(xí)，避免出錯(cuò)。

1、首先將客人談判的細(xì)節(jié)做好詳細(xì)的記錄和回憶，先判斷此客戶(hù)的購(gòu)買(mǎi)欲有多強(qiáng)，也就是說(shuō)，要區(qū)分清楚他是“真的買(mǎi)家”還是“打聽(tīng)行情的買(mǎi)家”；有的客戶(hù)其實(shí)他已經(jīng)有長(zhǎng)期穩(wěn)定的供應(yīng)商，他其實(shí)只是把你當(dāng)報(bào)價(jià)的參照物罷了，要特別小心這類(lèi)客戶(hù)。對(duì)這類(lèi)客戶(hù)，我個(gè)人的意見(jiàn)：不但不要報(bào)價(jià)，連資料都不要給。因?yàn)樵谶@樣的客戶(hù)身上花費(fèi)太多的時(shí)間精力不值。我不否認(rèn)也有“精誠(chéng)所至，金石為開(kāi)”的客戶(hù)，但以我做外貿(mào)的經(jīng)驗(yàn)，騙“財(cái)”（價(jià)格）騙“色”（樣品、資料）的客戶(hù)太多，不值得追捧。

2、關(guān)于真假買(mǎi)家，可以通過(guò)交談（面談、電話(huà)、傳真、EMAIL）來(lái)辨別（這種方法的條件是--你所提的問(wèn)題客人要有所反應(yīng)）：真還是假？行家還是生手？只要問(wèn)他幾個(gè)關(guān)鍵性的問(wèn)題，比如：產(chǎn)品的規(guī)格、技術(shù)參數(shù)，希望接受的價(jià)位，打算訂購(gòu)的數(shù)量，做什么品牌，該品牌在當(dāng)?shù)厥欠裼杏绊懥Γ椭袊?guó)的哪些企業(yè)有過(guò)生意往來(lái)，和中國(guó)做生意有多長(zhǎng)時(shí)間（也就是說(shuō)是否為“中國(guó)通”）等等，通過(guò)這些大致可以區(qū)分出客戶(hù)的“真”與“假”，“實(shí)”與“虛”，“大”與“小”。

3、從外商提供的名片也可以判斷客戶(hù)的實(shí)力，如：公司所處該城市的地段，有幾條電話(huà)線(xiàn)、傳真線(xiàn)，有沒(méi)有自己的網(wǎng)站，是零售商、批發(fā)商還是進(jìn)口商？在當(dāng)?shù)厥欠翊磉^(guò)一些著名的品牌，等等。

4、做外貿(mào)其實(shí)就是做服務(wù)，誰(shuí)的服務(wù)好，誰(shuí)就能贏得客戶(hù)。服務(wù)好包括如下幾方面：

A）報(bào)價(jià)恰如其分，不能過(guò)低，也不能過(guò)高；好東西不能賤賣(mài)，普通的產(chǎn)品不要報(bào)高。因?yàn)榭蛻?hù)往往會(huì)從你的報(bào)價(jià)來(lái)判斷你的誠(chéng)實(shí)性，并同時(shí)判斷你對(duì)產(chǎn)品的熟悉程度；如果一個(gè)非常簡(jiǎn)單普通的產(chǎn)品你報(bào)一個(gè)遠(yuǎn)離市場(chǎng)的價(jià)位，這說(shuō)明你的誠(chéng)實(shí)性不夠，你根本不懂這一行，自然而然別人會(huì)對(duì)你的傳真不屑一顧；

B）對(duì)客戶(hù)的任何信息要及時(shí)響應(yīng)并回復(fù)；對(duì)客戶(hù)的回復(fù)不能簡(jiǎn)單的一問(wèn)一答，要盡可能全面、周到，但切不可啰嗦。

第五篇：回復(fù)詢(xún)盤(pán)樣本及點(diǎn)評(píng)

Dearbuyer:

Itisgoodtohearfromyouagain.YouinquiredaboutmybamboobasketsonSeptember15,1998.Isentyouacompanycatalogatthattime.Icansendyouasecondcatalogifyouneed?YouarenottheonlyimporterinBrazilthathasaskedusaboutbamboobaskets.IhavealsoreceivedinquiresfromABCcompany,UniversalCoLtdinBrazil,buttheyalwaysinquiredanotherkindofbaskets.Iwillin

troducethiskindofbasketforyouifyouneed.WouldyoulikemetohelpyoubymakingaecialsampleforyouBrazilmarket?

Weareaprofeionalbambooproductsmanufacturewith14yearsexperiencesinChina,offeringover1,500variouskindsofbambooproductsandmonthlyoutputupto5milliopieces.WearethebestmanufacturerthatyoucantrustinChina.Thedetailsfortheproduct(astheattachedphoto)youinquiredasfollowing:FOBXXX,Min.Order:2,000,Price:USD1.80/pc,DelieveryTime:30daysafterthereceiptofsendyouasmaplewithcatalogtogether.Ilookforwardtoseeyourreply!

買(mǎi)家您好,很高興再次收到您的查詢(xún)：您在去年9月15日曾向我們查詢(xún)過(guò)竹籃，那時(shí)我們?cè)倪^(guò)公司目錄給您，如您需要我可再寄一次給您。

您并不是巴西唯一向我們查詢(xún)過(guò)竹籃的進(jìn)口商，我們也曾收到來(lái)自巴西ABC、Universal等的進(jìn)口商的查詢(xún)，但他們總是查詢(xún)另一種竹籃，如您有需要，我可以向您介紹那一類(lèi)的竹籃，您是否希望我為您的巴西市場(chǎng)做些特別的樣品給您？

我們是有十四年專(zhuān)業(yè)竹制品經(jīng)驗(yàn)的中國(guó)制造商和提供超過(guò)1,500種多樣的竹制品，月產(chǎn)量達(dá)五百萬(wàn)個(gè)，是您最值得信賴(lài)的中國(guó)竹制品供應(yīng)商。您詢(xún)問(wèn)的產(chǎn)品如附圖資料如后：XXXXXXXXXXXX。我明天會(huì)寄一份目錄給您，若您能提供您的快遞帳號(hào)，我們將把樣品一同寄給您！

期待盡快收到您的回復(fù)。

點(diǎn)評(píng)：

（1）給買(mǎi)家提供最初查詢(xún)您產(chǎn)品的回憶參考點(diǎn)，這樣有助于買(mǎi)家回憶起他是在什么時(shí)候，通過(guò)什么方式，對(duì)什么產(chǎn)品產(chǎn)生了什么樣的興趣或問(wèn)題。因?yàn)楣逃械氖煜じ袝?huì)增加買(mǎi)家與您合作的興趣與信心。買(mǎi)家一天中會(huì)發(fā)出許多查詢(xún)，如果您的回復(fù)與其它回復(fù)相比無(wú)任何出眾地方，只能陷于一大堆無(wú)聊的產(chǎn)品報(bào)價(jià)，不會(huì)吸引買(mǎi)家。這種回憶的參考點(diǎn)有時(shí)間，事件或物件等。在本例中，供應(yīng)商使用的是時(shí)間和事件：“您在去年9月15日曾向我們查詢(xún)過(guò)竹籃，那時(shí)我們?cè)倪^(guò)公司目錄給您”；

（2）給買(mǎi)家適當(dāng)?shù)脑黾有┰S壓力。目的在于促進(jìn)買(mǎi)家回復(fù)的速度與認(rèn)真程度，有些目的甚至在于迫使買(mǎi)家不得不進(jìn)行采購(gòu)行為。在本例中，供應(yīng)商告訴買(mǎi)家你的競(jìng)爭(zhēng)對(duì)手或同行正在與我取得聯(lián)系，并且我一直協(xié)助你的同行搶占你的巴西市場(chǎng)。如果供應(yīng)商原先的合作客戶(hù)是A級(jí)買(mǎi)家，那么對(duì)這位新買(mǎi)家就具有帶動(dòng)作用；如果是同級(jí)，這位新買(mǎi)家就會(huì)更加迫切的進(jìn)入競(jìng)爭(zhēng)狀態(tài)中來(lái)；當(dāng)然你不能告訴你的買(mǎi)家“我們?cè)纫恢焙捅饶阋?guī)模小的買(mǎi)家合作”，這樣會(huì)使他覺(jué)得對(duì)你的信心不足。原句是：“您并不是巴西唯一向我們查詢(xún)過(guò)竹籃的進(jìn)口商,我們也曾收到來(lái)自巴西ABC,Universal等的進(jìn)口商的查詢(xún)”；

（3）告訴買(mǎi)家作為供應(yīng)商你是做什么產(chǎn)品的？你能做到如何？買(mǎi)家憑什么完全的相信你？這就是企業(yè)介紹與實(shí)力規(guī)模證明。在本例中，供應(yīng)商用一系列數(shù)據(jù)證明了自己的規(guī)模與實(shí)力，如：“十四年專(zhuān)業(yè)竹制品經(jīng)驗(yàn)”、“提供超過(guò)1,500種多樣的竹制品”、“月產(chǎn)量達(dá)五百萬(wàn)個(gè)”；

（4）不是我要向你索取什么，而是我能為你做什么。切記服務(wù)理念。在本例中，供應(yīng)商熱忱與負(fù)責(zé)的服務(wù)態(tài)度使買(mǎi)家能夠感受到與其合作的良好基礎(chǔ)。如：“如您需要我可再寄一次（目錄）給您”、“如您有需要,我可以向您介紹那一類(lèi)的竹籃”、“您是否希望我為您的巴西市場(chǎng)做些特別的樣品給您?”；

（5）主要問(wèn)題：所答即所問(wèn)，所答非所問(wèn)；很多供應(yīng)商認(rèn)為網(wǎng)絡(luò)營(yíng)銷(xiāo)首先就會(huì)遇到一個(gè)問(wèn)題，即樣品寄送的問(wèn)題。其實(shí)到目前為止我們也沒(méi)很好的辦法解決這一問(wèn)題，但這位供應(yīng)商就很聰明。買(mǎi)家要樣‘品’，那我就免費(fèi)寄一份樣本’給你看，也算所答即所問(wèn)。但樣‘品’呢，怎么說(shuō)？反正供應(yīng)商沒(méi)表示是否免費(fèi)寄送，只要你給了快遞帳號(hào)，我就會(huì)一同寄送，如果你要不給快遞賬號(hào)呢？我也沒(méi)說(shuō)不送（但后來(lái)，他告訴筆者，還是送了，輕工藝品，不看樣品不成）。

這也算所答非所問(wèn)吧。

（6）不寄樣本行不行？行！網(wǎng)絡(luò)溝通無(wú)極限，雖說(shuō)樣品不能電子傳送，但樣本總歸是能夠電子傳送吧，而且方便，快捷，成本較低。我們說(shuō)不僅是回復(fù)時(shí)可以傳送樣本，而且平時(shí)就應(yīng)該使用這種方式做推廣。在本例中，加上上面附的圖和后來(lái)附的資料，就是一個(gè)完整的產(chǎn)品樣本。如果你還有其它樣口可以推薦，也完全可以一并附上。

（7）記住：吸引買(mǎi)家回復(fù)你的回復(fù)。本例是如何做到的呢？

A，我可以再寄樣本給您，如果你回復(fù)我；

B，我可以向您介紹您的同行采購(gòu)的那種產(chǎn)品，如果您回復(fù)我；

C，我可以為您做些特別的樣品，如果您回復(fù)我；

D，如果你想知道1,500種樣品如何，我可以向您介紹，如果你回復(fù)我；

E，如果你想要樣品，請(qǐng)回復(fù)我；

F，期待盡快收到您的回復(fù)；

一封完整的感謝信：感謝 公司介紹 負(fù)責(zé)人的簽字或署名

分享B

很多客戶(hù)只詢(xún)價(jià)，不下單，是很正常的，如果他們不詢(xún)價(jià)或一次詢(xún)價(jià)就下訂單，倒真的要小心了！（外貿(mào)風(fēng)險(xiǎn)時(shí)時(shí)存在！不要初生牛犢不怕虎！還是慎重點(diǎn)好！）

除此之外，可以自行分析以下原因：

1）你公司（包括你自己）給客戶(hù)的信譽(yù)度如何？

2）你的產(chǎn)品報(bào)價(jià)的價(jià)位（與市場(chǎng)行情差價(jià)）如何？

3）你的商貿(mào)語(yǔ)言及技巧如何（是否會(huì)產(chǎn)生誤解或含糊不清）？

4）你可以把自己發(fā)出去的傳真、電子郵件換個(gè)角度看一看？（如果你是客商，你會(huì)不會(huì)接受？）

分享C

1.你的行業(yè)出口量和前景。本行業(yè)內(nèi)各個(gè)企業(yè)報(bào)價(jià)的平均水平和報(bào)價(jià)趨勢(shì)。你的產(chǎn)品質(zhì)量在國(guó)內(nèi)同類(lèi)產(chǎn)品屬于哪個(gè)水平面（高中低），以達(dá)到報(bào)價(jià)的正確性。

2.在我每一個(gè)報(bào)價(jià)和寄樣后都必須請(qǐng)求客人有反饋的過(guò)程。對(duì)價(jià)格和質(zhì)量以及其它問(wèn)題的意見(jiàn)。大部分都有回復(fù)。

3.在來(lái)往郵件中盡量語(yǔ)言的專(zhuān)業(yè)性和針對(duì)性。

讓內(nèi)行的客人看到你的郵件就知道你是此行業(yè)內(nèi)的熟手。

4.開(kāi)發(fā)一個(gè)新客人的周期是半年到一年，特別是在網(wǎng)絡(luò)上。別老是想到客人的訂單而是先交朋友和交換有價(jià)值的信息和意見(jiàn)。

5.現(xiàn)在做外貿(mào)的人越來(lái)越多，競(jìng)爭(zhēng)也越來(lái)越歷害。故特別注意服務(wù)和經(jīng)常學(xué)習(xí)，避免出錯(cuò)。

分享D1、首先將客人談判的細(xì)節(jié)做好詳細(xì)的記錄和回憶，先判斷此客戶(hù)的購(gòu)買(mǎi)欲有多強(qiáng)，也就是說(shuō)，要區(qū)分清楚他是“真的買(mǎi)家”還是“打聽(tīng)行情的買(mǎi)家”；有的客戶(hù)其實(shí)他已經(jīng)有長(zhǎng)期穩(wěn)定的供應(yīng)商，他其實(shí)只是把你當(dāng)報(bào)價(jià)的參照物罷了，要特別小心這類(lèi)客戶(hù)。對(duì)這類(lèi)客戶(hù)，我個(gè)人的意見(jiàn)：不但不要報(bào)價(jià)，連資料都不要給。因?yàn)樵谶@樣的客戶(hù)身上花費(fèi)太多的時(shí)間精力不值。我不否認(rèn)也有“精誠(chéng)所至，金石為開(kāi)”的客戶(hù)，但以我做外貿(mào)的經(jīng)驗(yàn)，騙“財(cái)”（價(jià)格）騙“色”（樣品、資料）的客戶(hù)太多，不值得追捧。

2、關(guān)于真假買(mǎi)家，可以通過(guò)交談（面談、電話(huà)、傳真、EMAIL）來(lái)辨別（這種方法的條件是--你所提的問(wèn)題客人要有所反應(yīng)）：真還是假？行家還是生手？只要問(wèn)他幾個(gè)關(guān)鍵性的問(wèn)題，比如：產(chǎn)品的規(guī)格、技術(shù)參數(shù)，希望接受的價(jià)位，打算訂購(gòu)的數(shù)量，做什么品牌，該品牌在當(dāng)?shù)厥欠裼杏绊懥Γ椭袊?guó)的哪些企業(yè)有過(guò)生意往來(lái)，和中國(guó)做生意有多長(zhǎng)時(shí)間（也就是說(shuō)是否為“中國(guó)通”）等等，通過(guò)這些大致可以區(qū)分出客戶(hù)的“真”與“假”，“實(shí)”與“虛”，“大”與“小”。

3、從外商提供的名片也可以判斷客戶(hù)的實(shí)力，如：公司所處該城市的地段，有幾條電話(huà)線(xiàn)、傳真線(xiàn)，有沒(méi)有自己的網(wǎng)站，是零售商、批發(fā)商還是進(jìn)口商？在當(dāng)?shù)厥欠翊磉^(guò)一些著名的品牌，等等。

4、做外貿(mào)其實(shí)就是做服務(wù)，誰(shuí)的服務(wù)好，誰(shuí)就能贏得客戶(hù)。服務(wù)好包括如下幾方面：

A）報(bào)價(jià)恰如其分，不能過(guò)低，也不能過(guò)高；好東西不能賤賣(mài)，普通的產(chǎn)品不要報(bào)高。因?yàn)榭蛻?hù)往往會(huì)從你的報(bào)價(jià)來(lái)判斷你的誠(chéng)實(shí)性，并同時(shí)判斷你對(duì)產(chǎn)品的熟悉程度；如果一個(gè)非常簡(jiǎn)單普通的產(chǎn)品你報(bào)一個(gè)遠(yuǎn)離市場(chǎng)的價(jià)位，這說(shuō)明你的誠(chéng)實(shí)性不夠，你根本不懂這一行，自然而然別人會(huì)對(duì)你的傳真不屑一顧；

B）對(duì)客戶(hù)的任何信息要及時(shí)響應(yīng)并回復(fù)；對(duì)客戶(hù)的回復(fù)不能簡(jiǎn)單的一問(wèn)一答，要盡可能全面、周到，但切不可啰嗦。