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這個單子歷時5個多月，我才搞定。從洽談還價到下訂單，再到催款以及出貨等客戶付余款，這中間也出了一些事情，還好都給我解決了。呵呵，先從那個詢盤說，在今年4月份，網(wǎng)上收到一個詢盤。
dear sirs,
would you please quote us the best price for one XXX for making size of 3/4" and 5/8".
in case we want to see this machine in operation, where can I see it? only in Yi Wu?
Can we see it in guangzhou or nearby?
best regards,
wanchai kanchanabul
我收到以后很快就給客戶回復。因為我一開始沒太在意，就當一般客戶回復了，也沒想有什么結(jié)果。
Dear Sir,
Thank you for your interesting in our machine.
If you want to see how the machines operate, please visit our website to download our videos.
And for more information, please feel free to contact us through email xxx@xxx.
Looking forward to hear from you.
Thanks & Best regards,
David
然后客戶也回復的比較快：
Dear David,
Many thanks for the information.
Unfortunately for some reasons I can not download your video.
Moreover I would need some more information in the following.
1. prices of the machine together with technical specifications
2. prices of tooling for 3/4" and 5/8"
3. Do you supply xxx?
4. I understand you are in Ningbo but some of our colleagues are visiting Guangzhou for the Canton fair.
Can it be possible to arrange our people to see your machines in operation in your client’s places nearby Guangzhou?
Look forward to hearing your response.
Best regards,
Wanchai
這個客戶的回復還是很詳細的，由此我也可以感覺到這是個真實的詢盤。因為和老板商量了下客戶的事情，然后才回復給客戶：
Dear Wanchai,
Sorry for my delay, as our general manager was out for business yesterday.
Below is our answer:
1. The price of xxx is USD xxx.
Technical data:
xxx
xxx
2. The price of the mould is USD xxx.
3. Yes, we supply xxx. Would you please tell us the size you want to buy?
4. We have clients in Guangzhou, I’d like to introduce you to them, and you can see our machines there. What’s your idea?
Should you have any other questions, please not hesitate to contact us.
Looking forward to your prompt reply.
Have a nice day.
David
因為還對自己的產(chǎn)品報價還不是很清楚，問了同事才給了個報價，所以各位新人還要十分熟悉產(chǎn)品的價格才行啊！
之后這個老外告知我他們的廠長會來參加這次廣交會，問能否安排去看我們的機器。剛好我們同事去那邊出差，就同意帶他們?nèi)⒂^。
說起來這個老外也是比較精明的，我同事去接他的時候，他住在一個比較差的賓館?？礄C器的時候，老外還拿個其它工廠的樣品，結(jié)果我同事一看這樣價格就沒報高。
另外我們做業(yè)務的不僅要關(guān)注自己的產(chǎn)品還得關(guān)注整個行業(yè)其他公司的情況，尤其是主要對手的情況。
然后我給他們廠長發(fā)郵件問他對我們的產(chǎn)品價格怎么看。呵呵，老外就來還價了：
Dear, Mr. David
As I take to Mr. Wang. He will give me a good price. So, please let me have your quatation again. And now we have 3 suppliers to compare.
Best regards,
有3個供應商在比較來壓價。算了，跟老板商量了下，給他降價$300吧。
Dear Mr. Prayoon,
Thanks for your prompt reply.
Firstly, I want to say that we are not winning customers by low-price tactics, but providing customers machines with high quality and competitive price. What’s more, as a buyer, you must be clear that quality should be taken into consideration in most times. Right?
As we do want set up a long term business relations with you, we’d like to provide you a more favorable price, that’s xxx.
Please consider it and send back your advice.
Best regards,
David
然后客戶又來郵件讓我做了個正式的報價單，包括機器以及安裝和調(diào)試費用等。發(fā)過去之后，讓我等了一個月，硬就是沒回我。我想是不是被他們忽悠了，以為這個單子就算完了。結(jié)果5月底他們又給我發(fā)郵件來談付款方式了，我真是蠻吃驚的。
Dear David,
With reference to your contact with our Mr. Prayoon, Senior Factory Manager concerning xxx which composed of 3 parts? :-
1. xxx
2. xxx
3. xxx
according to your catalog.
This matter is now passed on to purchasing process.
We therefore need to further with another settlement on purchasing, Those are :-
1) Incoterm : we usually contact by CNF Bangkok.
2) Credit term : For machine purchasing we propose to be partially payment :-
?? 2.1) 10% on order confirmation
?? 2.2) 30% on samples material from machine test run approved
?? 2.3) 30% on copy of B/L sent us
?? 2.4) 30% on machine installation complete and test run approved at our premise.
3) Insurance : Please advise your best offer to present your best service and customer friendly.
We need to consider this point for further deal on next requirement.
In the meantime, please send us your commercial quotation and advise when we can expect the earliest shipment date available.
On ordering process, our Ms. Nattanun, Senior purchasing Officer will contact you accordingly.
Please advise the neccessary information to place order in due course.
Look forward to your prompt attention and response to our requirement.
Best regards,
Vipa
她的這個Insurance問她才知道是售后服務。
這個付款條件吧，為了讓客戶放心，我就跟她說我們有幾臺機器要去曼谷其他公司，你們可以去參觀下，不過我想他們同行應該不會給她看，呵呵，不過這就是我穩(wěn)住客戶的一個手段了。
Dear Mr. Vipa,
Thanks for your mail.
Firstly, please note that the price we gave you is on the FOB base, and it IS our bottom line.
As for the credit term, I'm sorry to say that your proposal is not acceptable. Usually, customers who buy machines from us pay 30% on the order confirmation, and 70% before the delivery of machines. This is the company policy. Hope you can understand that.
Of course, we understand that your are concerned about the quality of our machines before installation completed and test run approved. We have already delivered 6 of our xxx to xxx in Bangkok, and will send our engineer to install the machines in the beginning of June. So, we invite you to be there to check the whole process. Is that ok with you?
For the freight and insurance, we absolutely will provide a most favorable price for you.
Enclosed is the commercial quotation, please kindly check it.
Looking forward to your comments.
Best regards,
David
但是客戶比較不放心，還說做信用證。而我們公司以前就沒做過什么信用證的，老板也怕麻煩。我只好和她說辦這個手續(xù)比較麻煩拉，還會增加成本拉，希望不用這種付款方式。另外我們的底限是給你留10%余款。
Dear Mr. Vipa,
Thank you for your agreement with the incoterm.
We'd like to accept your credit term to show our sincerity to cooperate with you. But, considering the extra cost and inconvenience to both of us by opening L/C, we suggest not to adopt this term.
Now we are communicating with the xxx to arrange your visiting. The reason we'd like you to visit xxx is that we want to show you the quality of our machines. So, If this is fixed, we hope that you can accept our last proposal, that's 30% on the order confirmation, and 70% before the delivery of machines.
Actually, we have more than one customers in Thailand. Our engineer will go to Star Paper on June 8th. He wants to visit your factory and talk with you face to face then. Is that convenient with you?
For the machines, we can guarantee nothing, as there is a lot of man-made factors. According to other customers, our machines can run perfectly for 1-2 years. And we can provide free after sales service for 1 year. As for the insurance, we are trying to find a most favorable one, will give to you soon.
Waiting for your approval of the credit term.
Best regards,
David
我先說30%定金，70%發(fā)貨前付清這個付款條件。不過他們不會同意：
1st 30% on order confirmation
2nd 50% before delivery (shipment date confirmed)
3rd 20% against your engineer finished the installation and machine test run.
我最后說：
1st 30% on order confirmation
2nd 60% before delivery (shipment date confirmed)
3rd 10% against your engineer finished the installation and machine test run.
他們同意了，30%很快過來了，他們等著機器用，所以60%也很快付了。然后我們發(fā)貨，不過最后的10%，催了很久才付給我們，同志們這個要注意下，客戶錢沒付完前，是要留一手才行的。
不過總算還是比較順利，我的第一單也這樣搞定了，謝謝大家的瀏覽

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