第一篇：一個較好的回復詢盤的樣本

一個較好的回復詢盤的樣本

分享A

很多客戶只詢價，不下單，是很正常的，如果他們不詢價或一次詢價就下訂單，倒真的要小心了！（外貿(mào)風險時時存在！不要初生牛犢不怕虎！還是慎重點好！）

除此之外，可以自行分析以下原因：

1）你公司（包括你自己）給客戶的信譽度如何？

2）你的產(chǎn)品報價的價位（與市場行情差價）如何？

3）你的商貿(mào)語言及技巧如何（是否會產(chǎn)生誤解或含糊不清）？

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

分享B

將電子詢盤轉化為真實訂單：一個較好的回復詢盤樣本

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!

買家您好,很高興再次收到您的查詢：您在去年9月15日曾向我們查詢過竹籃，那時我們曾寄過公司目錄給您，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過竹籃的進口商，我們也曾收到來自巴西ABC、Universal等的進口商的查詢，但他們總是查詢另一種竹籃，如您有需要，我可以向您介紹那一類的竹籃，您是否希望我為您的巴西市場做些特別的樣品給您？

我們是有十四年專業(yè)竹制品經(jīng)驗的中國制造商和提供超過1,500種多樣的竹制品，月產(chǎn)量達五百萬個，是您最值得信賴的中國竹制品供應商。您詢問的產(chǎn)品如附圖資料如后：XXXXXXXXXXXX。我明天會寄一份目錄給您，若您能提供您的快遞帳號，我們將把樣品一同寄給您！

期待盡快收到您的回復。

點評：

（1）給買家提供最初查詢您產(chǎn)品的回憶參考點，這樣有助于買家回憶起他是在什么時候，通過什么方式，對什么產(chǎn)品產(chǎn)生了什么樣的興趣或問題。因為固有的熟悉感會增加買家與您合作的興趣與信心。買家一天中會發(fā)出許多查詢，如果您的回復與其它回復相比無任何出眾地方，只能陷于一大堆無聊的產(chǎn)品報價，不會吸引買家。這種回憶的參考點有時間，事件或物件等。在本例中，供應商使用的是時間和事件：“您在去年9月15日曾向我們查詢過竹籃，那時我們曾寄過公司目錄給您”；

（2）給買家適當?shù)脑黾有┰S壓力。目的在于促進買家回復的速度與認真程度，有些目的甚至在于迫使買家不得不進行采購行為。在本例中，供應商告訴買家你的競爭對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。如果供應商原先的合作客戶是A級買家，那么對這位新買家就具有帶動作用；如果是同級，這位新買家就會更加迫切的進入競爭狀態(tài)中來；當然你不能告訴你的買家“我們原先一直和比你規(guī)模小的買家合作”，這樣會使他覺得對你的信心不足。原句是：“您并不是巴西唯一向我們查詢過竹籃的進口商,我們也曾收到來自巴西ABC,Universal等的進口商的查詢”；

（3）告訴買家作為供應商你是做什么產(chǎn)品的？你能做到如何？買家憑什么完全的相信你？這就是企業(yè)介紹與實力規(guī)模證明。在本例中，供應商用一系列數(shù)據(jù)證明了自己的規(guī)模與實力，如：“十四年專業(yè)竹制品經(jīng)驗”、“提供超過1,500種多樣的竹制品”、“月產(chǎn)量達五百萬個”；

（4）不是我要向你索取什么，而是我能為你做什么。切記服務理念。在本例中，供應商熱忱與負責的服務態(tài)度使買家能夠感受到與其合作的良好基礎。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的竹籃”、“您是否希望我為您的巴西市場做些特別的樣品給您?”；

（5）主要問題：所答即所問，所答非所問；

很多供應商認為網(wǎng)絡營銷首先就會遇到一個問題，即樣品寄送的問題。其實到目前為止我們也沒很好的辦法解決這一問題，但這位供應商就很聰明。買家要樣‘品’，那我就免費寄一份樣‘本’給你看，也算所答即所問。但樣‘品’呢，怎么說？反正供應商沒表示是否免費寄送，只要你給了快遞帳號，我就會一同寄送，如果你要不給快遞賬號呢？我也沒說不送（但后來，他告訴筆者，還是送了，輕工藝品，不看樣品不成）。這也算所答非所問吧。

（6）不寄樣本行不行？行！網(wǎng)絡溝通無極限，雖說樣品不能電子傳送，但樣本總歸是能夠電子傳送吧，而且方便，快捷，成本較低。我們說不僅是回復時可以傳送樣本，而且平時就應該使用這種方式做推廣。在本例中，加上上面附的圖和后來附的資料，就是一個完整的產(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：吸引買家回復你的回復。本例是如何做到的呢？

A，我可以再寄樣本給您，如果你回復我；

B，我可以向您介紹您的同行采購的那種產(chǎn)品，如果您回復我；

C，我可以為您做些特別的樣品，如果您回復我；

D，如果你想知道1,500種樣品如何，我可以向您介紹，如果你回復我；

E，如果你想要樣品，請回復我；

F，期待盡快收到您的回復；

一封完整的感謝信：感謝+公司介紹+負責人的簽字或署名

分享C

1。你的行業(yè)出口量和前景。本行業(yè)內(nèi)各個企業(yè)報價的平均水平和報價趨勢。你的產(chǎn)品質量在國內(nèi)同類產(chǎn)品屬于哪個水平面（高中低），以達到報價的正確性。

2。在我每一個報價和寄樣后都必須請求客人有反饋的過程。對價格和質量以及其它問題的意見。大部分都有回復。

3。在來往郵件中盡量語言的專業(yè)性和針對性。

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。開發(fā)一個新客人的周期是半年到一年，特別是在網(wǎng)絡上。別老是想到客人的訂單而是先交朋友和交換有價值的信息和意見。

5。現(xiàn)在做外貿(mào)的人越來越多，競爭也越來越歷害。故特別注意服務和經(jīng)常學習，避免出錯。分享D1、首先將客人談判的細節(jié)做好詳細的記錄和回憶，先判斷此客戶的購買欲有多強，也就是說，要區(qū)分清楚他是“真的買家”還是“打聽行情的買家”；有的客戶其實他已經(jīng)有長期穩(wěn)定的供應商，他其實只是把你當報價的參照物罷了，要特別小心這類客戶。對這類客戶，我個人的意見：不但不要報價，連資料都不要給。因為在這樣的客戶身上花費太多的時間精力不值。我不否認也有“精誠所至，金石為開”的客戶，但以我做外貿(mào)的經(jīng)驗，騙“財”（價格）騙“色”（樣品、資料）的客戶太多，不值得追捧。

2、關于真假買家，可以通過交談（面談、電話、傳真、EMAIL）來辨別（這種方法的條件是--你所提的問題客人要有所反應）：真還是假？行家還是生手？只要問他幾個關鍵性的問題，比如：產(chǎn)品的規(guī)格、技術參數(shù)，希望接受的價位，打算訂購的數(shù)量，做什么品牌，該品牌在當?shù)厥欠裼杏绊懥Γ椭袊哪男┢髽I(yè)有過生意往來，和中國做生意有多長時間（也就是說是否為“中國通”）等等，通過這些大致可以區(qū)分出客戶的“真”與“假”，“實”與“虛”，“大”與“小”。

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

4、做外貿(mào)其實就是做服務，誰的服務好，誰就能贏得客戶。服務好包括如下幾方面：

A）報價恰如其分，不能過低，也不能過高；好東西不能賤賣，普通的產(chǎn)品不要報高。因為客戶往往會從你的報價來判斷你的誠實性，并同時判斷你對產(chǎn)品的熟悉程度；如果一個非常簡單普通的產(chǎn)品你報一個遠離市場的價位，這說明你的誠實性不夠，你根本不懂這一行，自然而然別人會對你的傳真不屑一顧；

B）對客戶的任何信息要及時響應并回復；對客戶的回復不能簡單的一問一答，要盡可能全面、周到，但切不可啰嗦。

最后再問一句：“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？”

第二篇：詢盤回復郵件范本（范文模版）

這是我在福步上抄的，你們把自己的產(chǎn)品套

進去就好了

第一次詢盤的客戶，郵件回復如下：

Thanks for your inquiry.We are professional supplier of printing machine at competitive price。

Here is attachment with some prictures of our products may suit your requirements, for more, please check our Website（www.tmdps.cn）, and select products that you are interested in.We have great interest in developing business with you, could you have any inquiry and comments，we would like to talk in details through MSN or mail or any way you like.Any help & question,we shall be pleased to be on service of you.Looking forward to your prompt reply.Best wishes,（要帶附件）

幾天過去了，客戶沒有回復，用下面模板跟進：

For several days no news from you, my friend.I am writing for reminding our offer for items of printing machine dated on ~~（日期）~~~~~~according to your relative inquiry, Any comments by return will be much appreciated.It will be our big pleasure if we have opportunities to be on service of you in near future.Looking forward to your prompt response.Best wishes，十天左右過去，客戶還是沒有回復，用以下模板再跟進：

How are you? Hope everything is ok with you all long.I am writing for keeping in touch with you for further business.If any new inquiry, welcome here and I will try my best to satisfy you well with comptitive price.By the way, how about your order with items of printing machine?

If still pending, we would like to offer our latest price to promote an opportunity to cooperate with each other.If there is anything we can help to you, we shall be much than pleased to do so.Looking forward to your prompt response.Best wishes，如果半個月，三封郵件出去，客戶仍然沒有回復，基本上無望了，把寶貴的時間用在跟進新意向客戶身上。

第三篇：外貿(mào)詢盤回復

外貿(mào)郵件模板

[ 錄入者:xiaoru | 時間:2009-05-31 20:21:01 | 作者: | 來源:阿里巴巴 | 瀏覽:1060次 ]

針對外貿(mào)中的郵件往來，整理了以下英文書信模版。主要涵蓋“主動跟新買家建立聯(lián)系”、“對新買家要求建立業(yè)務聯(lián)系的回復”、“向老客戶介紹公司新的產(chǎn)品信息”、“回復對某個產(chǎn)品的查詢”、“無法提供對方查詢中所要求的產(chǎn)品時”、“查詢對方公司的產(chǎn)品”、“幾種報盤”、“信用證相關”、“報價相關”等模版。

A、主動跟新買家建立聯(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、作為對方供應商，認為對方壓價太低

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、作為買家，認為對方報價太高

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、要求對方開立信用證

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、因對方未能如期信用證而交涉

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、拒絕對方做獨家代理商的要求

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、指定對方為獨家代理商

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、處理對貨物品質的投訴 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,

第四篇：回復詢盤樣本及點評

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!

買家您好,很高興再次收到您的查詢：您在去年9月15日曾向我們查詢過竹籃，那時我們曾寄過公司目錄給您，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過竹籃的進口商，我們也曾收到來自巴西ABC、Universal等的進口商的查詢，但他們總是查詢另一種竹籃，如您有需要，我可以向您介紹那一類的竹籃，您是否希望我為您的巴西市場做些特別的樣品給您？

我們是有十四年專業(yè)竹制品經(jīng)驗的中國制造商和提供超過1,500種多樣的竹制品，月產(chǎn)量達五百萬個，是您最值得信賴的中國竹制品供應商。您詢問的產(chǎn)品如附圖資料如后：XXXXXXXXXXXX。我明天會寄一份目錄給您，若您能提供您的快遞帳號，我們將把樣品一同寄給您！

期待盡快收到您的回復。

點評：

（1）給買家提供最初查詢您產(chǎn)品的回憶參考點，這樣有助于買家回憶起他是在什么時候，通過什么方式，對什么產(chǎn)品產(chǎn)生了什么樣的興趣或問題。因為固有的熟悉感會增加買家與您合作的興趣與信心。買家一天中會發(fā)出許多查詢，如果您的回復與其它回復相比無任何出眾地方，只能陷于一大堆無聊的產(chǎn)品報價，不會吸引買家。這種回憶的參考點有時間，事件或物件等。在本例中，供應商使用的是時間和事件：“您在去年9月15日曾向我們查詢過竹籃，那時我們曾寄過公司目錄給您”；

（2）給買家適當?shù)脑黾有┰S壓力。目的在于促進買家回復的速度與認真程度，有些目的甚至在于迫使買家不得不進行采購行為。在本例中，供應商告訴買家你的競爭對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。如果供應商原先的合作客戶是A級買家，那么對這位新買家就具有帶動作用；如果是同級，這位新買家就會更加迫切的進入競爭狀態(tài)中來；當然你不能告訴你的買家“我們原先一直和比你規(guī)模小的買家合作”，這樣會使他覺得對你的信心不足。原句是：“您并不是巴西唯一向我們查詢過竹籃的進口商,我們也曾收到來自巴西ABC,Universal等的進口商的查詢”；

（3）告訴買家作為供應商你是做什么產(chǎn)品的？你能做到如何？買家憑什么完全的相信你？這就是企業(yè)介紹與實力規(guī)模證明。在本例中，供應商用一系列數(shù)據(jù)證明了自己的規(guī)模與實力，如：“十四年專業(yè)竹制品經(jīng)驗”、“提供超過1,500種多樣的竹制品”、“月產(chǎn)量達五百萬個”；

（4）不是我要向你索取什么，而是我能為你做什么。切記服務理念。在本例中，供應商熱忱與負責的服務態(tài)度使買家能夠感受到與其合作的良好基礎。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的竹籃”、“您是否希望我為您的巴西市場做些特別的樣品給您?”；

（5）主要問題：所答即所問，所答非所問；很多供應商認為網(wǎng)絡營銷首先就會遇到一個問題，即樣品寄送的問題。其實到目前為止我們也沒很好的辦法解決這一問題，但這位供應商就很聰明。買家要樣‘品’，那我就免費寄一份樣本’給你看，也算所答即所問。但樣‘品’呢，怎么說？反正供應商沒表示是否免費寄送，只要你給了快遞帳號，我就會一同寄送，如果你要不給快遞賬號呢？我也沒說不送（但后來，他告訴筆者，還是送了，輕工藝品，不看樣品不成）。

這也算所答非所問吧。

（6）不寄樣本行不行？行！網(wǎng)絡溝通無極限，雖說樣品不能電子傳送，但樣本總歸是能夠電子傳送吧，而且方便，快捷，成本較低。我們說不僅是回復時可以傳送樣本，而且平時就應該使用這種方式做推廣。在本例中，加上上面附的圖和后來附的資料，就是一個完整的產(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：吸引買家回復你的回復。本例是如何做到的呢？

A，我可以再寄樣本給您，如果你回復我；

B，我可以向您介紹您的同行采購的那種產(chǎn)品，如果您回復我；

C，我可以為您做些特別的樣品，如果您回復我；

D，如果你想知道1,500種樣品如何，我可以向您介紹，如果你回復我；

E，如果你想要樣品，請回復我；

F，期待盡快收到您的回復；

一封完整的感謝信：感謝 公司介紹 負責人的簽字或署名

分享B

很多客戶只詢價，不下單，是很正常的，如果他們不詢價或一次詢價就下訂單，倒真的要小心了！（外貿(mào)風險時時存在！不要初生牛犢不怕虎！還是慎重點好！）

除此之外，可以自行分析以下原因：

1）你公司（包括你自己）給客戶的信譽度如何？

2）你的產(chǎn)品報價的價位（與市場行情差價）如何？

3）你的商貿(mào)語言及技巧如何（是否會產(chǎn)生誤解或含糊不清）？

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

分享C

1.你的行業(yè)出口量和前景。本行業(yè)內(nèi)各個企業(yè)報價的平均水平和報價趨勢。你的產(chǎn)品質量在國內(nèi)同類產(chǎn)品屬于哪個水平面（高中低），以達到報價的正確性。

2.在我每一個報價和寄樣后都必須請求客人有反饋的過程。對價格和質量以及其它問題的意見。大部分都有回復。

3.在來往郵件中盡量語言的專業(yè)性和針對性。

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.開發(fā)一個新客人的周期是半年到一年，特別是在網(wǎng)絡上。別老是想到客人的訂單而是先交朋友和交換有價值的信息和意見。

5.現(xiàn)在做外貿(mào)的人越來越多，競爭也越來越歷害。故特別注意服務和經(jīng)常學習，避免出錯。

分享D1、首先將客人談判的細節(jié)做好詳細的記錄和回憶，先判斷此客戶的購買欲有多強，也就是說，要區(qū)分清楚他是“真的買家”還是“打聽行情的買家”；有的客戶其實他已經(jīng)有長期穩(wěn)定的供應商，他其實只是把你當報價的參照物罷了，要特別小心這類客戶。對這類客戶，我個人的意見：不但不要報價，連資料都不要給。因為在這樣的客戶身上花費太多的時間精力不值。我不否認也有“精誠所至，金石為開”的客戶，但以我做外貿(mào)的經(jīng)驗，騙“財”（價格）騙“色”（樣品、資料）的客戶太多，不值得追捧。

2、關于真假買家，可以通過交談（面談、電話、傳真、EMAIL）來辨別（這種方法的條件是--你所提的問題客人要有所反應）：真還是假？行家還是生手？只要問他幾個關鍵性的問題，比如：產(chǎn)品的規(guī)格、技術參數(shù)，希望接受的價位，打算訂購的數(shù)量，做什么品牌，該品牌在當?shù)厥欠裼杏绊懥Γ椭袊哪男┢髽I(yè)有過生意往來，和中國做生意有多長時間（也就是說是否為“中國通”）等等，通過這些大致可以區(qū)分出客戶的“真”與“假”，“實”與“虛”，“大”與“小”。

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

4、做外貿(mào)其實就是做服務，誰的服務好，誰就能贏得客戶。服務好包括如下幾方面：

A）報價恰如其分，不能過低，也不能過高；好東西不能賤賣，普通的產(chǎn)品不要報高。因為客戶往往會從你的報價來判斷你的誠實性，并同時判斷你對產(chǎn)品的熟悉程度；如果一個非常簡單普通的產(chǎn)品你報一個遠離市場的價位，這說明你的誠實性不夠，你根本不懂這一行，自然而然別人會對你的傳真不屑一顧；

B）對客戶的任何信息要及時響應并回復；對客戶的回復不能簡單的一問一答，要盡可能全面、周到，但切不可啰嗦。

第五篇：外貿(mào)詢盤回復技巧

外貿(mào)詢盤回復技巧

!主要針對于詢價方式與如何應該回復，避免思想不同而引起的雙方都不知道在說什么

請問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)品的價格是根據(jù)產(chǎn)品的數(shù)據(jù)及產(chǎn)貸期來確定的

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

我們的發(fā)動機主要的大馬力段的

our engines are a major segment of high-powered 主要用途是商用車和工程機械車系列的

Main pupose is commercial vehicles and construction machinery truck series 但是相對于BF6M2012，同等系列的BF4M2012的馬力更小一些，而且又具有BF6M2012的優(yōu)點！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

在對外貿(mào)易中，詢盤，也叫詢價（inquiry或enquiry）是買方或買方對于所要購買或出售的商品向另一方作出的詢問。詢盤是交易的起點，可以分為： 普通詢盤（a general inquiry）:索取普通資料，諸如：目錄（a catalogue）、價目表或報價單（a price-list or quotation sheets）、樣品（a sample）、圖片（illustrated photo prints）等。

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

詢盤一般多為買方向賣方發(fā)出，買方通過詢盤信，簡明扼要的向賣方了解一般的商品信息。利用E-mail 寫詢盤信，無須寫的過分客氣，只需具體、簡潔、措詞得體。有的詢盤信開門見山，直截了當說明訂購打算，希望對方給予一定優(yōu)惠條件；有的詢盤信則以征詢信息的方式，不許下訂貨諾言，以避免結果未訂購可能形成的日后交易中的障礙。

2。實用范例 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 詢盤：

親愛的先生：

本公司有意大量購買各型號鋼螺釘，欲知每公斤運抵英國利物浦的成本價運費價格。如蒙惠賜上述報價單，不勝感激。如能惠寄樣本和價格表，亦必感激不盡。本公司素來從其他公司購買此類貨物，聞悉貴公司貨物質優(yōu)價廉，故欲與貴公司建立合作關系。盼復。

你真誠的xxx 3.典型句型

(1)Could you give us some idea about your price? 請介紹貴方的價格好嗎?(2)Do you offer FOB or CIF? 你們報船上交貨價還是到岸價？(3)How long does your offer remain valid/firm/open? 你們的報價多長時間有效?(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.我們已對你們的產(chǎn)品進行詢價，請在本月內(nèi)給予報盤。（6）Please send us your best offer by Internet stating payment terms and time of shipment.請用互聯(lián)網(wǎng)向我們報最優(yōu)價，說明支付條件和裝運期。（7）Full information as to prices, quality, quantity available and other relative particulars would be appreciated.請詳告價格、質量、可供數(shù)量及其它有關情況。

回復詢盤：

很多客戶只詢價，不下單，是很正常的，如果他們不詢價或一次詢價就下訂單，倒真的要小心了！（外貿(mào)風險時時存在！不要初生牛犢不怕虎！還是慎重點好！）

除此之外，可以自行分析以下原因：

1）你公司（包括你自己）給客戶的信譽度如何？

2）你的產(chǎn)品報價的價位（與市場行情差價）如何？

3）你的商貿(mào)語言及技巧如何（是否會產(chǎn)生誤解或含糊不清）？

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

分享B 將電子詢盤轉化為真實訂單：一個較好的回復詢盤樣本

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!買家您好, 很高興再次收到您的查詢：您在去年9月15日曾向我們查詢過竹籃，那時我們曾寄過公司目錄給您，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過竹籃的進口商，我們也曾收到來自巴西ABC、Universal等的進口商的查詢，但他們總是查詢另一種竹籃，如您有需要，我可以向您介紹那一類的竹籃，您是否希望我為您的巴西市場做些特別的樣品給您？

我們是有十四年專業(yè)竹制品經(jīng)驗的中國制造商和提供超過1,500種多樣的竹制品，月產(chǎn)量達五百萬個，是您最值得信賴的中國竹制品供應商。您詢問的產(chǎn)品如附圖資料如后：XXXXXXXXXXXX。我明天會寄一份目錄給您，若您能提供您的快遞帳號，我們將把樣品一同寄給您！

期待盡快收到您的回復。

點評：

（1）給買家提供最初查詢您產(chǎn)品的回憶參考點，這樣有助于買家回憶起他是在什么時候，通過什么方式，對什么產(chǎn)品產(chǎn)生了什么樣的興趣或問題。因為固有的熟悉感會增加買家與您合作的興趣與信心。買家一天中會發(fā)出許多查詢，如果您的回復與其它回復相比無任何出眾地方，只能陷于一大堆無聊的產(chǎn)品報價，不會吸引買家。這種回憶的參考點有時間，事件或物件等。在本例中，供應商使用的是時間和事件：“您在去年9月15日曾向我們查詢過竹籃，那時我們曾寄過公司目錄給您”；

（2）給買家適當?shù)脑黾有┰S壓力。目的在于促進買家回復的速度與認真程度，有些目的甚至在于迫使買家不得不進行采購行為。在本例中，供應商告訴買家你的競爭對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。如果供應商原先的合作客戶是A級買家，那么對這位新買家就具有帶動作用；如果是同級，這位新買家就會更加迫切的進入競爭狀態(tài)中來；當然你不能告訴你的買家“我們原先一直和比你規(guī)模小的買家合作”，這樣會使他覺得對你的信心不足。原句是：“您并不是巴西唯一向我們查詢過竹籃的進口商,我們也曾收到來自巴西ABC,Universal等的進口商的查詢”；

（3）告訴買家作為供應商你是做什么產(chǎn)品的？你能做到如何？買家憑什么完全的相信你？這就是企業(yè)介紹與實力規(guī)模證明。在本例中，供應商用一系列數(shù)據(jù)證明了自己的規(guī)模與實力，如：“十四年專業(yè)竹制品經(jīng)驗”、“提供超過1,500種多樣的竹制品”、“月產(chǎn)量達五百萬個”；（4）不是我要向你索取什么，而是我能為你做什么。切記服務理念。在本例中，供應商熱忱與負責的服務態(tài)度使買家能夠感受到與其合作的良好基礎。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的竹籃”、“您是否希望我為您的巴西市場做些特別的樣品給您?”；

（5）主要問題：所答即所問，所答非所問； 很多供應商認為網(wǎng)絡營銷首先就會遇到一個問題，即樣品寄送的問題。其實到目前為止我們也沒很好的辦法解決這一問題，但這位供應商就很聰明。買家要樣‘品’，那我就免費寄一份樣‘本’給你看，也算所答即所問。但樣‘品’呢，怎么說？反正供應商沒表示是否免費寄送，只要你給了快遞帳號，我就會一同寄送，如果你要不給快遞賬號呢？我也沒說不送（但后來，他告訴筆者，還是送了，輕工藝品，不看樣品不成）。這也算所答非所問吧。

（6）不寄樣本行不行？行！網(wǎng)絡溝通無極限，雖說樣品不能電子傳送，但樣本總歸是能夠電子傳送吧，而且方便，快捷，成本較低。我們說不僅是回復時可以傳送樣本，而且平時就應該使用這種方式做推廣。在本例中，加上上面附的圖和后來附的資料，就是一個完整的產(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：吸引買家回復你的回復。本例是如何做到的呢？ A，我可以再寄樣本給您，如果你回復我；

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

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

一封完整的感謝信：感謝+公司介紹+負責人的簽字或署名

分享C

1、你的行業(yè)出口量和前景。本行業(yè)內(nèi)各個企業(yè)報價的平均水平和報價趨勢。你的產(chǎn)品質量在國內(nèi)同類產(chǎn)品屬于哪個水平面（高中低），以達到報價的正確性。

2、在我每一個報價和寄樣后都必須請求客人有反饋的過程。對價格和質量以及其它問題的意見。大部分都有回復。

3、在來往郵件中盡量語言的專業(yè)性和針對性。

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、開發(fā)一個新客人的周期是半年到一年，特別是在網(wǎng)絡上。別老是想到客人的訂單而是先交朋友和交換有價值的信息和意見。

5、現(xiàn)在做外貿(mào)的人越來越多，競爭也越來越歷害。故特別注意服務和經(jīng)常學習，避免出錯。

分享D

1、首先將客人談判的細節(jié)做好詳細的記錄和回憶，先判斷此客戶的購買欲有多強，也就是說，要區(qū)分清楚他是“真的買家”還是“打聽行情的買家”；有的客戶其實他已經(jīng)有長期穩(wěn)定的供應商，他其實只是把你當報價的參照物罷了，要特別小心這類客戶。對這類客戶，我個人的意見：不但不要報價，連資料都不要給。因為在這樣的客戶身上花費太多的時間精力不值。我不否認也有“精誠所至，金石為開”的客戶，但以我做外貿(mào)的經(jīng)驗，騙“財”（價格）騙“色”（樣品、資料）的客戶太多，不值得追捧。

2、關于真假買家，可以通過交談（面談、電話、傳真、EMAIL）來辨別（這種方法的條件是--你所提的問題客人要有所反應）：真還是假？行家還是生手？只要問他幾個關鍵性的問題，比如：產(chǎn)品的規(guī)格、技術參數(shù)，希望接受的價位，打算訂購的數(shù)量，做什么品牌，該品牌在當?shù)厥欠裼杏绊懥Γ椭袊哪男┢髽I(yè)有過生意往來，和中國做生意有多長時間（也就是說是否為“中國通”）等等，通過這些大致可以區(qū)分出客戶的“真”與“假”，“實”與“虛”，“大”與“小”。

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

4、做外貿(mào)其實就是做服務，誰的服務好，誰就能贏得客戶。服務好包括如下幾方面：

A）報價恰如其分，不能過低，也不能過高；好東西不能*賣，普通的產(chǎn)品不要報高。因為客戶往往會從你的報價來判斷你的誠實性，并同時判斷你對產(chǎn)品的熟悉程度；如果一個非常簡單普通的產(chǎn)品你報一個遠離市場的價位，這說明你的誠實性不夠，你根本不懂這一行，自然而然別人會對你的傳真不屑一顧；

B）對客戶的任何信息要及時響應并回復；對客戶的回復不能簡單的一問一答，要盡可能全面、周到，但切不可啰嗦。

最后再問一句：“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)付款無折扣。Our terms are 2% ten days, thirty days net.我公司僅限于從發(fā)票開出之日起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.顧客向我公司購貨一律用現(xiàn)金支付。從發(fā)票開出之日起, 30日內(nèi)將貨款付清。如當即支付現(xiàn)款, 我公司當按年利5%計付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, 經(jīng)過驗訖重量品質后, 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), 我公司對貴方的報價所給予的優(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, 依我公司慣例應在25日全部結帳。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個月內(nèi)支付現(xiàn)金。1個月內(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.茲就貴方對該商品的詢價回復如下: In answer to your inquiry fo rthe article, we reply you sd follows.針對你方昨日的詢盤, 現(xiàn)寄上與你來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價如下: We are pleased to quote you for the goods as following.茲隨函寄上該商品的現(xiàn)行價格表一份, 請查收。

Enclosed we hand you a price-current for the goods.上述報價, 無疑將隨市場變化而變動。

Of course these quotations are all subject to the fluctuations of the market.上述價目單是以付現(xiàn)金擬訂的, 我們認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.對這批數(shù)量大, 以現(xiàn)金支付的貨, 如你方能從價目表中, 再給些折扣優(yōu)待, 當不勝感謝。

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：各種訂單情況回復一：未付款 詢盤 回復：

這一環(huán)節(jié)是一個賣家第一次接觸買家，有幾個注意事項和大家分享一下： 第一主動出擊，當買家下單后應及時主動與買家聯(lián)系，聯(lián)系內(nèi)容可以按照先后順序包括為打招呼，對產(chǎn)品進一步的介紹，并告知請付款以及時查看庫存?zhèn)湄洠M快發(fā)貨。下面請看舉例： 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：

主要內(nèi)容包括確認產(chǎn)品的顏色、規(guī)格、尺碼等等具體事宜，表現(xiàn)賣家的專業(yè)性。請看舉例： 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

從貨物離開中國 海關 至買家收到貨物建議每個階段賣家都給買家發(fā)一封郵件通知買家，直到買家收到貨為止。因為買家付款后都急于收到貨物，而郵寄過程一般又是5-10天不確定的，因此這樣隨時通知買家貨物狀態(tài)。一是表現(xiàn)自己商業(yè)城信度；二是及時的溝通能讓買家不再急切詢問。請看舉例： 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：貨物收到后的詢問 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：提醒買家給自己留評價,這是在交易結束后很重要的一環(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：買家常見問題回答： 一：推廣新產(chǎn)品,采購季節(jié)期間根據(jù)自己的經(jīng)驗，可給買家推薦自己熱銷的產(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真解釋一下，買家一般能夠理解，最好的辦法是告訴買家自己會積極盡量幫他找到庫存，同時向他介紹類似的款式供其選擇。

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：改完價格再次催款,很多情況買家下單后覺得運費過高，不愿意付款希望賣家能夠給與折扣，下面的回復可以借鑒一下： 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：大量訂購詢問價格,大量訂單 詢盤 買家若是趕上采購季節(jié)應該是很有誠意的買家，對他們的回復要詳盡一些，內(nèi)容一般包括樣品的價格，采購量和相應的價格，這個報價建議是包括運費的，給買家感覺是給他的一個優(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 問題，某些國家 海關 由于定期的嚴格檢查或者罷工等問題造成郵件延誤，建議及時和買家通知，及時的溝通讓買家感覺你是一直在跟蹤貨物的狀態(tài)，以免置之不理造成誤會 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：買家?guī)滋旌筮€沒有收到貨物的詢問，需要及時地與快遞公司聯(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：若你沒有STS分數(shù)，買家對于你的產(chǎn)品表示懷疑，可以借鑒這個賣家給買家的回復

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詢盤的！

昨天收到一西班牙詢盤，客戶是個大頭蝦，把CC給一法國供應商的詢盤及該供應商的回復都發(fā)給我了。看看人家是怎么回復的吧！希望對所有不知道怎么回復第一次詢盤或回復效果不理想的新手有所幫助。買家詢盤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 法國供應商回復： 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，價格公道，感謝貴公司給我們一個機會，使我們的要求得以實現(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，本公司無法承購貴公司開價的商品。此復。

In answer to your favour of the 6th May, we inform you that we are unable to take the goods offered by you.關于貴公司所詢麥麩一事，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，此地商場仍保持平靜。

Answering to your letter, we state that the market remains quiet.至今未復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。??先生是位誠實可靠的人，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.關于所詢H.先生的情況，謹此高興地告知，他是一位足以信賴的人。In response to your inquiry respecting Mr.H., we have pleasure in stating that he is a thoroughly reliable man.關于S.公司的情況，我們特此欣然函復。

We are glad to answer your inquiry concerning S.& Company.關于J.先生的情況，謹此高興地告知，我們認為他是絕對可以信賴的人。

Answering to your inquiry respecting Mr.J., we are pleased to say that we found him absolutely reliable.17日貴函關于結帳一事，謹此告知，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.謹復貴公司本月10日函詢;我們不能提供貴公司特定的那種餐盤的報價。

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日的來函收悉，茲寄去面額為150美元的支票一張，謹此奉復。In reply to yours of 12th June, I send herewith a cheque, valuing $150.