外贸客户挖掘与跟踪策略教材教学课件.ppt

客户挖掘与跟踪策略;你想到了什么？;课程提纲; ; 案例分析; 跟踪方式;跟踪客户之“必先利其器”： （1）树立给客户的第一印象：了解自己的产品特性、企业特色、行业特点 话题：说说你所做产品的特性，你所在公司的特色又是什么？ （2）知己知彼，了解市场：通过各种渠道了解你的同行，包括同类公司和贸易对象。 话题： 你清楚的了解你的同行吗？你对该行业市场情况又知道多少？ ; 跟踪策略; 案例分析; 我方回复： Date Apr 08, 2010 11:30:40(GMT+08:00) Beijing Dear Mr. David , Nice Day !  Im Lisa from YY company , who be in charge of overseas market . Thanks for your inquiry first, here please notes we are professional supplier for Computer in china for many years , we exported our products to many countries , such as UAS ,Turkey , Russia and so on .always enjoy high praise from our users with good quality and competitive price , also excellent service . hope we can work with each other well from this time . We know your needed goods is Laptop, but we have many items, different type has different functions ?,would you please inform us which type or what function you need first ? By the way , what is the port of destination ? sometimes we send the goods by air , how about your plan ? Please give us all needed information soon . so that we can give price accordinglyYour quick reply will be highly appreciated !best regards Miss. Lisa Tang Sales Manager (xxxxxxxxxxxxx 公司详细信息); 我方跟踪 : ate Apr 11, 2010 11:30:40(GMT+08:00) Beijing;必须调整自己的姿态，试着帮助客户解决问题:了解您客户最近在想些什么？工作进展如何？ 客人回复： Date Apr 13, 2010 14:21:38(GMT+08:00) Beijing Dear Lisa , Please give me more information about Canton fair ,which will be opened next month , I will attend it . Do your company will go for that ? If so we can meet . David/ 我方回复： Date Apr 13, 2010 16:12:23(GMT+08:00) Beijing Dear David , Here please find detailed information about this Canton fair as bellow: --------（广交会详细信息） we will attend that , our booth is : xxxx , so we can meet and talk more there . Regards Lisa;稳定和及时的跟踪：根据客户类型制定不同跟踪策略，切忌给所有客户一样的东西，采取复制粘贴 我方邮件：Date May 07, 2010 11:21:37(GMT+08:00) Beijing Dear David , Good Day ! We are happy to meet you in Guangzhou last week , really nice to talk mor