询盘回复技巧——献给外贸新人

1、阿里巴巴 版权所有1999-2008阿里巴巴 版权所有1999-2007阿里巴巴 版权所有1999-2008收到买家询盘收到买家询盘询盘洽谈询盘洽谈合同签订合同签订发货及制单发货及制单订单之源订单之源收款收款 ALIBABA上的买家踊跃加入4阿里巴巴 版权所有1999-2007阿里巴巴 版权所有1999-2008阿里巴巴 版权所有1999-2008阿里巴巴 版权所有1999-2008阿里巴巴 版权所有1999-20071011阿里巴巴 版权所有1999-200713阿里巴巴 版权所有1999-2008 Dear Sir, Our company XXXXXXXX is a wholesaler

2、 for pest control supplies in Italy. We are interesting for your sprayers so please send us a catalog and a price list for them. 案例案例1阿里巴巴 版权所有1999-2008阿里巴巴 版权所有1999-2008n有有（无）（无）收件人称呼收件人称呼n有有（无）（无）对产品的详细询问对产品的详细询问n有有（无）（无）自己公司的背景介绍自己公司的背景介绍n客户的客户的EMAILEMAIL后缀是后缀是（不是）（不是）其网站的其网站的n落款有落款有（没有）（没有）自己公司网

3、址和联系电话自己公司网址和联系电话 阿里巴巴 版权所有1999-2008202324五要点五要点n称称 呼：带上客户姓名呼：带上客户姓名n问候语：礼节呼应问候语：礼节呼应n正正 文：有问必答文：有问必答 无法回答则给出解释无法回答则给出解释 重点突出重点突出 意思明确意思明确n结束语：希望对方的回复结束语：希望对方的回复n落落 款：统一规范款：统一规范 信息完整信息完整25Dear Sir or Madam，- 称呼How are you? - 问候Many thanks for your inquiry dated XXXXX - 呼应. -正文we are looking forward

4、to your early reply。- 结束语Sincerely yours/Yours faithfully/Best regardsXXX Export ManagerHangzhou xxx Co., Ltd. 8th Gaofeng Road,QuZhou, ZheJiang,325000,China - 落款Tel: 0086 0571- XXX Fax: 0086 0571- XXX E-mail: Website: http:/ DEAR MR. JONE, WE HAVE RECEIVED YOUR INQUIRY ON THE SPRING ROLLS AND SAMOS

5、AS TO US , THANK YOU VERY MUCH . WE ARE VERY PLEASED TO KNOW YOU AND WOULD LIKE TO INTROUDUCE US TO YOU . WE ARE VERY SURE WE COULD MEET YOUR KIND REQUIREMENTS , BECAUSE WE ARE A VERY BIG COMPANY WITH MORE THAN 1,000 EMPLOYEES AND COVERING AREA LAND IS 2,000,000 SQURE METERS , WHO HAS BEEN ON EXPORT

6、ING TO MANY COUTRIES ALL OVER THE WORLD . OUR PRODUCTION ABILITY IS MORE THAN 1,000 MTONS EVERY YAER , AND THE QUALITY IS VERY GOOD WITH HIGH REPUTATION TO OUR CUSTOMERS . WE HAVE BEEN EXPORTED TO GERMAN, FRANCE, ENGLAND AND SOME OTHER EU COUNTRIES , ALSO JAPAN, SINGAPORE AND SOME OTHER COUTRIES . Q

7、UALITY IS MOST IMPORTANT TO US , WE HAVE ALREADY PASSED ISO 9001 QUALITY SYSTEM AUTHORITIES , AND HAVE SSOP, GMP , HACCP ACCORDING TO CIQS REQUIREMENTS . QUALITY IS FIRST AND PRICE IS SECOND , WE ARE VERY PLEASED TO QUOTE OUR LOWEST PRICE FOR YOU ACCORDING TO OUR TENET : BEST QUALITY AND COMPETITIVE

8、 PRICE . PLEASE NOTE OUR PRICE AS FOLLOWING : BEST REGARDS 落款落款 26阿里巴巴 版权所有1999-2007281 1）产品型号和配制（用图片）产品型号和配制（用图片）2 2）突出产品性能和所拥有的各项认证）突出产品性能和所拥有的各项认证3 3）按订货的数量及有效时间给出的报价）按订货的数量及有效时间给出的报价4 4）目的港的信息（）目的港的信息（FOB,CIF,)FOB,CIF,) 5) 5) 巧妙的应用电子版的巧妙的应用电子版的 catalog catalog 和和 price listprice list6) 6) 给自己的公司

9、简介做重点介绍给自己的公司简介做重点介绍7) 7) 与此买家需求相关的其他必要信息与此买家需求相关的其他必要信息29举例举例阿里巴巴 版权所有1999-2008nAlNiCo5 ring（Br: 500Gs, bHc: 600Oe, (BH)max: 5.0MGOe）: USD20.20/pcnQuantity：10pcs/lot nTooling cost：USD150.00nTotal：USD352.00 nPayment: T/T at sight upon receipt of the goods.nShipment: By UPS with freight collected.nDe

10、livery: ETD China about 28 days after receiving your prepayment for the Tooling CostnTooling cost: T/T the tooling cost USD150.00 in advance before the production started.阿里巴巴 版权所有1999-2007案例案例1： XXX Molding Technology Co., Ltd. was established in 1998. We are one of the leading manufacturers in Chi

11、na specializing in designing, researching, developing, manufacturing and processing professional die casting molds and die casting products. Our product line includes die-castings, automotive parts, motor parts, electromechanical products, and tools. We export our products to USA and Europe. 案例案例2：

12、XXX Molding Technology Co., Ltd. Was established in 1989, and is growing into a international oriented company with her more than 10 years professional experience in the field of die casting molds . During the past ten years, we have established the full process from Proto-type Samples, Quantity Pro

13、duction, Quality Control, to Fabrication and Technical support. Up to now, 90% of our products has been widely used in many kinds of application in Europe and USA. XXX Molding Technology Co., Ltd. has certified ISO9002 by UKAS Quality Management, UK. 日本日本 E)如果把这种规格的玩具做的更小一些，它的具体规如果把这种规格的玩具做的更小一些，它的具

14、体规 格是多少？贵司有没有做过更小的规格？请告诉我格是多少？贵司有没有做过更小的规格？请告诉我 们规格改变后它的具体参数。们规格改变后它的具体参数。美国美国 A)贵司的玩具非常漂亮，我们很喜欢，谢谢您。请问贵司的玩具非常漂亮，我们很喜欢，谢谢您。请问 能不能做的更小一些？会不会更精致漂亮？能不能做的更小一些？会不会更精致漂亮？英国英国 C)请你把该玩具的各个规格更加详细地介绍一下请你把该玩具的各个规格更加详细地介绍一下德国德国 D)这种规格太大了，我们需要更小的规格，包装更精这种规格太大了，我们需要更小的规格，包装更精 美，这是我们市场的需要。美，这是我们市场的需要。法国法国 B)你的玩具能不能做的更小一些？小一些看上去更富你的玩具能不能做的更小一些？小一些看上去更富 有情调。有情调。阿里巴巴 版权所有1999-2008阿里巴巴 版权所有1999-2008跟进客户跟进客户nWHY？nHOW？WHYn买家买家n买家一般不会马上给你下单n买方市场n自身n一个询盘说明不了什么一个询盘说明不了什么n不要让你的客户忘记你不要让你的客户忘记你n买家是最好的老师买家是最好的老师HOW阿里巴巴 版权所有1999-2008阿里巴巴 版权所有1999-2008阿里巴巴 版权所有1999-2008阿里巴巴 版权