打印版简-外贸三部曲之技巧篇11.10.ppt

外贸三部曲之技巧篇 让我们一起抓住家 大 纲 如何获得更多的网络资源 如何报价和回复买家询盘 老客户的跟单与维护 新手业务员心态调整 1、自动获得 在 等付费平台上获得的客户直接发给你的询盘； 在各类B2B网站平台免费注册发布后获得询盘； 通过公司自身网站找上门来的客户或询盘； 国内外贸公司来电来函的客户 Super page（很多国家都有）： /Default.asp?bhcp=1 （托马斯欧洲企业名录） 全球搜索导航——好搜客 有全世界大部分搜索网址。 签名档设置要求：1、切忌长篇大论或图片过于大或语言过于夸张；2、应以图片与文字相结合：公司主打产品图片和公司名称即可；3、或者加一句简单但让人容易记的句子。4、点击就直接进入公司网站。 5、巧妙用好Trade Manager Trade Manager不仅仅是一个 聊天工具！ 如何判断和回复买家询盘 收到一封询盘时： YOU HOW TO DO？ 1、询盘判断与处理 提到具体产品的询盘 提到某一系列产品的询盘邮件 要求全部产品报价单的询盘邮件 毫无关系的询盘 提到具体产品的询盘 此类询盘通常会非常明确告诉你他对哪款产品感兴趣，或者同时会要你给产品报价、图片、特征或功能以及外包装尺寸、毛重和海运费等；有些会问是否有认证。 举例：Subject: Inquiry about BAND SAW MACHINE WY-0428 Hi, I’m very interested in your WY-0428 band saw machine? How much for this item? What’s the minimun order? How much of the freight to Thailand? What’s the type of Payment term? Do you have CE certificate? By the way, the diamether of the pipe we need cut down is 300mm. Thanks a lot. 判断：准客户类型 处理： Dear Mr. XXX: Thank you for your kindly inquiry by alibaba. Our company is a manufactory of pipe/tube processing machineries and specialized in band saw machine, circular saw machine and so on. According to your request, the following is the detail for your reference: In your letter you said you want to cut the 300mm diameter pipes, so we think you can use other item WY-0430; Price: BAND SAW MACHINE WY-0430: FOB NINGBO USD3000.00; The MOQ is 1set. The freight to Thailand is USD100.00/SET; Payment term: 30% T/T in advance, and the balance at sight of fax of COPY B/L. I’m very sorry, just now we don’t have the CE certificate, but we accord to CE demand to produce the machines and now are arranging to apply it. Enclosed are the pictures of WY-0430 in different angle. If you still have any questions, please kindly inform me. We are very willing to reply you and hope to enter into business relations with your company. Band saw