询盘处理技巧程序.ppt

询 盘 处 理 技 巧 课程内容： 分析询盘 回复询盘 跟进客户 一、分析询盘 询盘筛选 Dear Sir, Our company XXXXXXXX is a wholesaler for pest control suppliers in Italy. We are interesting for your sprayers so please send us a catalog and a price list for them.  Dear Sir, We are interested in your products .Please send us details of your product specifications and price terms for CIF Bangkok. We look forward to hearing from you soon. xxxxx Company:ABC Address:XXX Thailand Business Email:XXXXXXXXX@ Telephone:0066-xxx Fax:0066-xxx 案例3 Dear Amy, please quote for: Butterfly Valve Wafer Type QUANTITY : 20.000 pcs SHIPMENT : CIF Istanbul Thanks in advance and best regards. Mr. Kevin ABC Company Address : xxx District CA Turkey Business Email : xxxxxx@ Phone : 0090-xxx Fax : 0090-xxx 判断询盘的价值 询盘是否正规 －－公司名称能通过互联网查到吗？ 查询买家信息 询盘是否具体明确 －－数量、颜色、规格、交货时间、包装、付款方式等 联系方式是否详尽 －－公司名称，电话，传真，邮箱，地址，网址，联系人，职务 总结询盘分类及处理方式 1) 毫无关系的询盘.--过滤（个案问题） 2) 没有提到具体产品，只是大致寻求合作的询盘, 有提到相关产品的询盘.--培养 3) 提到具体产品和出货具体细节的询盘.--主攻 二、回复询盘 1．邮件主题 邮件的主题要有吸引力，力求标新立异，第一时间吸引客户的眼球． 判定是真正的客户，一定要在我们的邮件标题上花点功夫 新客户：1.Sell Soy protein Isolate (CE,GS… …) 2.The best price for Soy protein Isolate !!!! 老客户：1.Quality problems of 2601288 2601395 2.Fwd: FW: CG to Joe: cosmetic bag quote 2．正文内容 对自己的公司简介做重点介绍，突出产品性能和所拥有的各项认证．巧妙的应用电子版的 catalog 和 price list 对于客户提出的问题要给予全面的答复，即使不能当时回复也要给出跟进具体时间 方法： 1.使用WORD做好内容，然后使用PDFCREATOR将WORD格式转化成PDF格式。 2.使用PHOTOSHOP，将内容做在一张图片上，同时附加背景美化整个报价单。 案例1： XXX Molding Technology Co., Ltd. was established in 1998. We are one of the leading manufacturers in China specializing in designing, researching, developing, manufacturing and processing professional die casting molds and die casting products.? Our product line includes die-castings, automotive parts, motor parts, electromechanical products, and tools. We export our products to USA and Europe. 案例2： XXX Molding Technology Co., Ltd. Was established in 1989, and is growing into a int