外贸函电unit_4.pptVIP

* * Unit Four Quotation and Offer * * Prompt Accurate Quotation快速准确的报价 不管对待新客户还是老客户，报价的时效性都很重要。尤其对刚刚接触的潜在客户，一旦报价的速度慢了，也许客户就已经和你的同行合作了。但在追求速度的同时，也要注重报价质量，要快且准。不要报了之后发现算错了，再去say sorry,这会让客人觉得你不专业。 * * Subject: Quote sheet in detail Dear Flora, Thanks for mailing me back and notifying us your requested item with details! Please find the detailed estimate in attachment. Samples could be prepared on request. Kindly check and let me know if any other questions. Sincerely yours, Jessica Li Estimate在邮件具体指什么？ Estimate表示初次询价所需要的 “估价”。因为一开始，客户往往没有提供各种准确的信息，没有确认数量、包装及各种细节，这个时候，报价往往不是final price （最终报价），而是给对方参考的estimate （估价）。另外detailed estimate并非指准确的报价，而是基于报价单里参数，如货物描述、材质、包装的估价，因为没有得到客户的确认，还存在修改的过程。 * * * * Detailed Professional Quotation详细专业的报价 对于老客户、重要客户，或者对询价有具体要求和针对性的客户，需要及时准确地给出报价。而报价的内容要求尽可能详尽，并突出自身优势，把能给到得信息一次性给全，这样最大限度避免“挤牙膏”式的往来邮件，给客户树立专业的正面形象。 * * Replying to Customer Bargain 砍价是每个业务员都会碰到的，有的客户根据产品和数量的不同砍价，有的客户根据市场定位砍价，有的客户根据以往的采购经验砍价。回复的时候也要有针对性，无论降价还是维持原价，甚至是涨价，都需要有合理的理由，有理有据。 * * Subject: Re:Re:Re: Grease gun pricing Dear Clair, I’m so sorry that we couldn’t meet your target of USD 5.3/pc with color box! As I mentioned in my previous mail, our price was based on the different packaging method. Our final price is USD5.50 with a color box, and USD 5.20 with a poly bag. Pls help to check with buyer and advise the comments. B.R. * * Price Negotiating多轮价格谈判 初次报价以后，来来回回地谈价是很常见的。卖方希望赢得更好的利润，买方希望买到更便宜的产品，这就需要多轮的价格拉锯，最后大家在谈判和磨合中寻找双方都能接受的某个折中点。这个时候，邮件的往来必须更加谨慎，不能被对方猜出自己的底牌。 * * Subject: Final offer for grease gun project Dear Clair, To be candid with you, we have no margin to reduce the pricing again. In fact, the price is very important to win this order, but the quality counts for much more. We couldn’t debase our quality level to achieve your price aim. I’m sorry! I have discussed with our top management, and decided to proceed in below suggestions. 1. USD 5.50/pc, with color box packaging, based on 10 000 pcs 2. USD 5.20/pc, with simple poly bag packaging, ba