外贸英语函电之还盘.ppt

一、Counter-offer skills,1 、Concessions in order to : We can do this price, but at this price, the quality will decline, please consideration Specific steps ： （1）Explicitly tell the customers that we can do at this price, but the quality will different（明确告诉客户我们也能做这个价格，但质量会有所不同）,（2）If possible, recommend similar but the price is relatively low.(如果可能推荐类似但价格比较低的产品),和前面一张一样的背景,3）Let him consider choosing which product，listed difference of the product（让他自己考虑选择哪一个产品。将两个产品的不同之处罗列出来） （4）Explain why not introduced to him low-price products. Try to make customers feel you are in for the sake of his long-term business (解释一下为什么以前没有把那个低价格的产品介绍给他。尽量让客户感觉你是在为他的长期生意着想),2、Stimulate：We are the co-operation of the product in your countrys largest importers. We give him the same price(我们正在和你们国家的最大的该产品的进口商合作.我们给他的也是这个价格） Specific steps： （1）、 Tell the customer clearly that we can not accept this price(明确告诉客户我们不能接受这个价格) （2）、We give the price of a certain company, he has bought a lot of stock. You are a first time buy, the amount is not large.(我们给某某公司的也是这个价格,他已经买了很多货了。而你是第一次买，量也并不大),3、cry you are Poverty：Raw material prices, tax rebates, profit itself has very low .(原材料上涨，退税降低，利润 本身已经很低了） Specific steps ：,（1）、Clearly tell the customer that we can not accept this price(明确告诉客户我们 不能接受这个价格） （2）、Analyze the reasons（分析原因 ）,（3）、Want to accept our final offer（希望接受我们的最后报价）,二、Firm offer & Non-firm offer,三、Review 1、What is counter-offer