實(shí)踐操作報(bào)價(jià)
論壇里很多人對(duì)于報(bào)價(jià)的成功率和如何操作報(bào)價(jià)程序總有些疑問(wèn)，為什么報(bào)價(jià)了客戶(hù)不回呢？為什么客人一開(kāi)始只要報(bào)價(jià)而不問(wèn)及其他情況呢？實(shí)際上報(bào)價(jià)這個(gè)程序只應(yīng)該處在客人已經(jīng)和你確認(rèn)訂單數(shù)量，已經(jīng)明晰要訂貨，有誠(chéng)意，有港口信息。有貨代或者提出讓你聯(lián)系貨代。（意思是要報(bào)價(jià)同時(shí)也要你報(bào)APPROX海運(yùn)費(fèi)），這時(shí)，你的報(bào)價(jià)才能夠完全符合對(duì)方目的。
進(jìn)口商，除了有采購(gòu)計(jì)劃的以外。很多人都只是準(zhǔn)備在他們國(guó)內(nèi)或者地區(qū)開(kāi)拓市場(chǎng)，這是要你的報(bào)價(jià)有時(shí)只是做一做備份，或者是拿你的報(bào)價(jià)和其他產(chǎn)品比較，或者是貿(mào)易公司收集供應(yīng)商源。有的是只是自己從事自己這樣的產(chǎn)品，而你是他的不同地區(qū)的競(jìng)爭(zhēng)者，他需要你的價(jià)格來(lái)比較自己的定價(jià)。
例如象這樣的索要報(bào)價(jià)。
Hello,
Please send me a full price list.
Thanks
中東的/西非的/只想套價(jià)的批發(fā)商 會(huì)有這樣的信件。
最好的辦法就是把網(wǎng)站給他們，要他們選出款號(hào)，一個(gè)個(gè)的和他們報(bào)。
Thanks to send your catalogue by mail or by courrier at:
LJ DEVELOPMENT
Thanks
這樣的，只是收集工廠資料的信。如果你是貿(mào)易公司又沒(méi)有圖冊(cè)的話(huà)，也可以用網(wǎng)站來(lái)對(duì)付對(duì)方。
thank you for your email . Our next visit to China is in September and october so we may meet you at one off the fairs.
這樣的信，肯定是老中國(guó)了，來(lái)采購(gòu)要求看廠，和工廠關(guān)系不好或者廠有外銷(xiāo)權(quán)的就不用搭理他們了。
Dear Mr Lau
Thank you very much for your e-mail and the detailed information given below.
Actually we will not be stocking real leather products due to the fact that a lot of our customers demand animal friendly products. Therefore, could you please give me a revised quote with the following requirements: fake leather fire resistant upholstery fabric, 304 polished stainless steel frame with UK fire resistant foam filling (densities as described below). I assume that this quoted price will be much lower as we will no longer be using real leather. This will also enable me to price the chair such that I can order larger quantities from you.
Regarding your other products, please give me quotes for all the other products except for HZ-CF001. Also, please let me know if you also do 2 seater and 1 seater versions for product number HZ-OS0001 and give me quotes for these items if they are available. Also please let me know if this item (HZ-OS0001) is available in different colours. Again, please give me a quote for the products with fake leather fire resistant upholstery fabric and fire resistant foam, and 304 polished stainless steel frames where required.
The delivery port in the UK will probably be either Felixstowe or Southampton.
In addition, please find below some additional questions that I hope you can answer
1. What is the sample availability/cost?
2. Do you have agents in the UK?
3. Do you export to any other European countries?
4. Are you going to be exhibiting at any trade shows in the next few months?
I look forward to hearing from you.
Many thanks and kind regards
這樣的信就一定要注意了，對(duì)方注明款號(hào)，訂單數(shù)量，港口信息，詢(xún)問(wèn)意見(jiàn)?？梢哉f(shuō)是非常有誠(chéng)意了，這樣的單處理好的話(huà)是肯定可以成交的，即使是樣品單也是可以很有希望做成的。但是實(shí)際上我當(dāng)時(shí)操作這個(gè)回復(fù)的時(shí)候我并沒(méi)有操作好，如果換作是今天，我立刻就會(huì)把樣品單落實(shí)下來(lái)。而我卻和對(duì)方通信30多封，感情是越來(lái)越好，最好還把對(duì)方接過(guò)來(lái)看了廠，到現(xiàn)在還沒(méi)有做成第一單生意。
Dear Joe,
We noticed that you are making upholstery furniture. Do you have any leather bed or leather dining chair?
Dining chairur target price USD15
Best Regards
這一封是馬來(lái)西亞的貿(mào)易公司給我寫(xiě)的，實(shí)際上這個(gè)更難操作，他們有量，但是也有目標(biāo)價(jià)。他們和他們客戶(hù)已經(jīng)確認(rèn)價(jià)格，如果要找供應(yīng)商會(huì)賺差價(jià)，所以貿(mào)易公司要做這個(gè)價(jià)格的話(huà)完全是夾縫里生存，無(wú)法賺到什么利潤(rùn)的。
Hello Joe,
Thank you for your greetings, I didn't know it was a special day in China, so I say 'Good Middel Autumn's day' to you as well ! I guess seasons and calendar is not the same as in Europe.
We are just at the end of the summer right now !
I 've talked to one 'n other about the sofa's and seats, they all have interest, but just like me the would like to see and evaluate before they buy. So, I wait for instructions from my forwarder about transport and then I will confirm the order and transfer the 30% deposit.
I guess it must be around 01 am in China, so good night or.. good morning
You will hear from me soon
Best regards
Frank
比利時(shí)的人都是很喜歡把工作和娛樂(lè)放在一起的，他們的信很有幽默感。很會(huì)為你這邊作想，這樣的人，在平時(shí)見(jiàn)到他不談工作，談天氣，談浪漫。屆時(shí)他們也會(huì)下訂單給你的。
另外一種類(lèi)型，就是那些準(zhǔn)備開(kāi)店的零售商了，這一類(lèi)客人的話(huà)一般都是準(zhǔn)備開(kāi)個(gè)SHOP，買(mǎi)一些樣品，然后等著他們的客戶(hù)給他們下訂單。所以一般來(lái)說(shuō)，他們回復(fù)很快，速度也很快，但是要下單他們得有一系列計(jì)劃，注冊(cè)公司，申請(qǐng)專(zhuān)利。一般買(mǎi)你的樣品也會(huì)有一段時(shí)間（其實(shí)是他們有客戶(hù)了，才準(zhǔn)備開(kāi)展這個(gè)業(yè)務(wù)，找一個(gè)供應(yīng)商來(lái)幫他們解決訂單，賺取差價(jià)）這樣的客人我可能遇到得最多了。
Dear Joe,
Hello!
We thank you for your interest with our company.
I have a shop at UK.
Could you please send us your products photos through this email address. If you could also provide us a copy of your catalogs, we would greatly appreciate it. Please send the photos in .jpg format.
Await your early reply.
thanks and regards
Mina
