询盘之印度篇.docVIP

— 本帖被 4008261688★ 执行提前操作(2012-02-20) — 做过外贸的朋友们大部分都会觉得印度买家太难搞了，特别喜欢砍价，即使你在报价之前已经深思熟虑一番，甚至连退税等等微薄小利也都考虑进去了，价格已经非常的低了，买家收到之后还是会说give me lowest price or give me 30%-50% discount，更有甚者要70%的折扣，让大家都很头疼。我之前在一家印度老板的公司工作过，后来跳槽到一家做电子产品的公司也接触过几个印度客户，做成了几个的单子，今天就自己跟其中一个客户的成单的过程及对于印度买家的一些了解分享一下： M?Q4aQ }_.:+H!@ 买家12.1日询盘qUF{K Hi Alisa, +m\|e{G Vsq8H}K We are a leading distributor of electronic components, give me the price of your items t-%Q`V=[ EL435,EL456,EL528 EL367 each item 1000 pcs for trial order, remember give the lowest price we have large order yearly and would like to do long business with you. L150Ih )QKf7 [: what is your terms conditions, payment mode. give me complete detail asap }$su4A@0 aiCFH_H4;L Regards F-Z%6O,2 5R MS( Basit Abdul 8Ad606 Xxx company @* 1U{` Tel:+91 11 xxxxxxxx {kI#A?M Fax:+91 11xxxxxxxx nHFrG =o, Website: {(/E0~V/ ~.Ik#At 从买家询盘来看，跟大多数印度客户一样，以big order 为诱饵，要求the best price ,the lowest price, the cheapest price 典型的价格导向性买家，之前给2个印度客户报价我就实在一次的把价格降到底线，结果1个买家回复说：your price is too high, give me lower price，另一个说：your quotation is creazy我就傻眼了，总结了一下给印度客户报价的3点经验： k ^f[|} 1、印度客户特点就是喜欢砍价，这次我给自己预留了点还价空间，没在邮件中会说lowest或best price，为降价做铺垫 k4J8O3E 2、因为该买家没有选择哪种交易方式，报价我选择FOB交易方式，FOB报价会显得价格比较低， H2gj=krK 3、这个买家有网站去了解一下公司产品的信息，做到知己知彼，加上印度人有天生的文化优越感，学会赞美和恭维客户很重要，适当的让他觉得很受重视 UK#lim |rRO@18dA 12.2我回复客户： pI +!92Z Dear Basit Abdul, 5}ie]/[| YO)$M-]%J Thanks for your inquiry for our Item dated 1st,Dec 4wzlJ19E(  n]W_e From your website we know you are a well-known distributor in India, and we would like to establish business relationship with you. IdRL2Kq* txql 2 I quote the items you need as follows: 0Y=![tO8 ij5g^{_T;8 Price is valid till 15th Dec 3PL@orO Payment term is T/T 30% advance，and 70% before shipment wle@v Cmr Please contact us for any question, we will always give you prompt attention. iL{M+Ic Bc-yxjsw Best Regards, yj6@7@lA :yT-9Ze%q Alisa DQ.v+C, ~\nBjM2 第二天客户就回复了 u.px z8 Hi