轉(zhuǎn)載:
關(guān)于報價表的操作技巧
1，對于以列出來的款號，數(shù)量我們第二封信應(yīng)該直接做一份PI發(fā)給客人，列出價格，交貨期，貿(mào)易條款以及一些解釋
例如最近的一封回復(fù)：
CC407X1
Dear Andrea
As promised I will send the quote today.
Here are some points to you.
1.Yadea 's products not like the one you received 2 years ago. the quality,material and everything are improved same as italian quality. we bought originals, set up development and everything. you may get 99% better quality, and less than one 1% issue. and issue we will all pay for it.
雅帝的產(chǎn)品已經(jīng)不是2年前可以同日而語的了，不管從質(zhì)量和材料都提高了檔次我們購買了原版，發(fā)展了技術(shù)力量現(xiàn)在你可以收到99%的好貨和少于1%的小問題而且我們也愿意對1%負責
anything you are confused please see:
http://www.XXX.COM 請看一看我們的客戶服務(wù)
2,The currency have raised 16% ,and also but our cost have raised much at last order.so prices I have already given the lowest rate to you. but if you can offer some pictures of barcelona last time.I will still be responsible for them. I will give you a discount for the last issue.
for example the eames lounge chair is definately different from the one you received.see attached file,
and daybed we changed the birch frame, foam and shape. to make it same as original vintage.
自從上次訂貨因為匯率上升了16%，所以我們的單價成本可能上升了不少但是我還是保持比較低的價格給你而且上一次如果你說還有問題，如果有圖片我現(xiàn)在還是負責我可以給一點點折扣
不過，我們的產(chǎn)品真的改進了，象CF021已經(jīng)完全不一樣了，我發(fā)一張圖片給你看而且床（我報的比以前貴了70美金）已經(jīng)換成了樺木木架，提高了海綿質(zhì)量，并且和原版一樣薄了
3,as tough calculation the container is 52 CBM. you can add another 5 CBM to make it full 40ft container. and same as last time you will arrange shipping,that is why the trade term will be before shipping. also to accept this term I already deduct some from unit price for it.and if you ask me to do FOB I will add the additionals.
根據(jù)你的計算是52立方，我建議再加5立方來變成一個40尺柜而且這次如果你來安排運輸，我們請求做貨前付款或者EXW，而且我想讓你接受此條款，我已經(jīng)減掉了一些價格在附件里，如果您一定要做FOB我會把減掉的再加上去
4,color options you have not given an idea for me. but too many different colors or extra added order will affect the lead time. so that is why I will tell you in the first time.
你并沒有告之顏色的選擇，不過太多的顏色或者加單也會拖延交貨期所以我在下單之前要告訴你
5,when we received the copy of payment we will start production,and the lead time will start then.
當我們收到了水單我們就會立刻生產(chǎn)，不用等他倒帳，而且交貨期從那天開始計算
6,For all products we will pack as international standard. the big furniture will be packed with wooden crates. and this charge I have saved from unit price for you.
所有的包裝我們都會按照國際標準，大型家具會打木架如果你大型家具訂得少而且我會嘗試去保持現(xiàn)有價格給你
7,We already done a bar with lem stool CF098 and squarel tables CF824. so you can decorate the bar as fast as you can. we already solved everything in front of your order. so we can cooperate smoothly.last client bought 30tables and 60stools.black and white colors.
我們已經(jīng)做了類似CF098 和 CF824的工程，所以你可以用她們?nèi)パb飾你的酒巴我們已經(jīng)提前遇到問題并解決所以你可以直接享受解決后的成果我們已經(jīng)有一個客人買了30個桌子和60個CF098，黑色和白色的
any terms are negotiable. to facilitate the order. let me know what you need or want. looking forward to receiving the bar decoration order from you.
你可以對有意義的條款進行商榷來完成此定單，請告訴我你的需要盼望收到這份裝飾定單
Best wishes for your sports men at 2008 Beijing Olympic games. they did good job.especially at tennis ball and bicycling.
另外對貴國家在北京奧運會上的自行車和網(wǎng)球運動員的出色表現(xiàn)表示祝賀
（瑞士）
2，價格表的數(shù)字應(yīng)該給客戶填寫，但是價格表上的服務(wù)要體現(xiàn)給客戶尺寸，立方數(shù)，價格總數(shù)的計算對于最小訂量的限制，10件以上的價格，都可以給客戶比較彈性的服務(wù)
價格表不可亂發(fā)一氣，要有針對性，最好針對于客戶感興趣的產(chǎn)品做一份，然后要客人補充很少客人等你發(fā)了一份報價還會不停的要，可能還會加幾個產(chǎn)品，這樣你就能把客戶的選擇區(qū)域縮短
對于要報價表的客人可以將你銷量最高的產(chǎn)品給他，最好的辦法是做兩份報價表，對新客人使用新的報價表，對老客戶使用全報價表
例如：
客人：Can you please send me a pricelist.
我：hello here is the pricelist of 10 top best sellers.
一次發(fā)報價表可以說是毫無針對性的，客人很難找到他要的款，而且部分價格如果偏高很可能客人會看不完你的報價，很多次客人向我繼續(xù)要其實我發(fā)給過他的報價已經(jīng)有的價格
另外，對于其單款的報價要體現(xiàn)其服務(wù)性：
基本上，報價是一種服務(wù)，報價必須以服務(wù)為本，如果將盈利為本的話成交率會變低因為在換位思想來看，客人需要你的服務(wù)和信心來促成定單，如果你每句話都圍繞著自身利益來和客人進行交涉，那么客人得到的感覺就是一種比較冷漠，沒有合作意向的感覺實際上有些客人問很多家，而在你家采購卻又更換了很多家進行比較，那么你除了價格高低之外也必須檢查一下你的服務(wù)性有沒有在字里行間體現(xiàn)出來
那么價格和服務(wù)性是如何聯(lián)系起來的呢，包括你漲價客戶不接受，該如何說服呢？
？比如說你報一款沙發(fā)，普通的真皮單位沙發(fā)報價為200美金左右.
例如：
hello thank you very much for your inquiry,
The item CF009
Price 200USD/pc leather sofa. FOB Shenzhen.
If you require others please log on our website www.modernclassic.cn
Thank you.
而我所說的服務(wù)性的報價是如下，當然根據(jù)不同情況可以只使用相應(yīng)的幾種，全部就太煩瑣了，客人也許都不會看下去.如果可以的話可以分兩次來報，第一次可以嘗試性詢問一下客人要訂的數(shù)量等等,增加客人的回復(fù)幾率.
Hello thanks for your mail.
Our sofa CF009 is classics furniture designed in 1919 from Germany.
簡單介紹
Retail price is about 4000USD in original vintage shop.
原版價格
Our sofa is made of full Italian leather including pipings and side,back etc.
the density of foam is about 30%.
材料描述
Stainless steel contains 4% nickle that guarantee no rust in 10 years.
the size and packing dimension is ....
材料賣點
Here I send you the related pictures of this product.
1, front
2, side
3, back
4, packing ( we used wooden crate and 3 layers foam to protect the sofa,also with 4 cardboard at each foot)
圖片服務(wù)
Lead time is about : and if we do balance before shipping we can save 3 days lead time.
交期服務(wù)/一舉兩得抗風險
Leather colours ranged black/red/white/brown. if you need more colours please log on our website
皮色選擇
We have 3 years warranty if you have regular orders from us.
We have 3 quality controllers and designers team with this item.
We have very quick lead time for this item if you order only black.
售后服務(wù)及賣點
The price is about 200USD and after 10pcs we can do discount.if you can purchase a big qty we will be able to consider a better pricing.
報價及其折扣點
Also if you want us to arrange shipping I checked your nearest port that if you buy with us a C&F term(directly to your port)that price is about 200USD+shipping.
海運服務(wù)
As last time I checked the VAT and custom charges is about.... but they buy from another port. so this list can be your reference.
目的港服務(wù)
I hope you can import this sofa because there will be a huge market in your area. normally on eBay retail price is about ...USD.
目的市場服務(wù)
And if you import few other items to test market. we can also have some additional special encouragement at shipping.
樣品服務(wù)
報價/
基本上，在成交之前很多東西都讓客人有清晰的認識，覺得沒有歧義的情況之下做定單那到了后來你的操作就十分順暢了，減少了很多和客人的歧義甚至爭執(zhí)這也是體現(xiàn)外貿(mào)工作者的工作效率的一種方式
3，報價表的視覺性
報價表一般需要填寫的地方應(yīng)該采用醒目的顏色，圖片要整齊，清晰，格式小文字要統(tǒng)一，有美感價格要有描述，特殊產(chǎn)品要注明例如燈具需要質(zhì)檢200美金客人選的款式除報價表之外還要多給一些現(xiàn)場圖片這樣的配合會讓你的報價表更專業(yè)化越是細節(jié)越?jīng)Q定成敗，所以這些是一定要注意的
報價表看起來越傻瓜越好，越傻瓜越帶來成交的便利和客戶好感最好是讓客人直接在軟件里下單是最好的，不過現(xiàn)在還做不到這一點
http://pic.babytree.com/foto/photos/97/24/45/961af98146b5ab08c6933_b.jpg
4，報價的時效性
因為原材料價格的波動和匯率原因，你的報價要有一個有效期，價格可以在一月以后變動這樣有的好處有三個：
1， 避免匯率和材料波動帶來的損失
2， 潛意識里提醒客戶提前下單
3， 可和促銷掛鉤有些商場的促銷員打著牌子：清貨，最后兩天；搬遷，最后兩天甩賣；優(yōu)惠日只今天；8月1號到10號充值贈送話費等實際上最終的目的就是吸引眼球，希望客戶即時購買
報價表的額外批注
報價表的最后應(yīng)該要注明額外批注，以免客戶對成本和最小定量有誤解比如說木制家具必須要加收200美金的質(zhì)檢費鐘需要最小定量，部分產(chǎn)品未達到最小定量要加錢等等還有某些價格達到數(shù)量要求有額外折扣等等
這些等到真正出現(xiàn)問題的時候你拿出報價表，你也能有理有據(jù)
