询盘处理技巧-hairren.ppt

1、询盘处理技巧,中国供应商服务部 兰海涛,1,询盘处理技巧,2,你的优势在哪里？,3,谁是你的目标客户?,4,怎么吸引你的客户？,5,询盘处理流程,6,常见 应对方案,心态,对待询盘,你的心态准备好了吗？ 你了解国外人的习惯吗？ 你足够熟悉产品了吗？,7,1,2,询盘分析,8,买家验证,有详细产品询问,Due to the request for our production, we are interested in the following products : Item : xxxx Size : xxxx Quantity: xxxx Please give me price.,9,F

2、OB/CIF/CFR,买家的公司介绍,My name is Alex Soven from Stevempo Srl Italy, and have been on the business of XX (产品统称)for more than 18 years .We are very interested in your products , could you please give us more detailed information about your products , your catalog and price list will be much helpful for

3、us .,10,有完整的公司名称、联系方式和网址, XXXXX Purchase manager XXXX (公司名） XXXX （公司地址） TEL： XXXX FAX： XXXX EMAIL： WEB： XXXXXXX 邮箱：典型的国外邮箱吗？可检测吗？,11,买家验证,1. 通过企业邮箱，查找到公司网站,Philip_Cadouglas.de,12,买家验证,不同国家的邮箱后缀,美国： 德国：t-online.de 意大利：libero.it 新西兰：xtra.co.nz 俄罗斯：yandex.ru 俄罗斯：MAIL.RU 以色列：NETVISION.NET.IL 澳大利亚： .au .

4、au,法国：wannado.fr 蒙古：mail.mn 瑞典：caron.se 南非：vodamail.co.za 希腊：.gr 波兰： 法国：club-internet.fr 挪威： 埃及： 巴西： 奥地利：eunet.at 沙特阿拉伯：.sa,13,买家验证,2. 邮箱前缀，是否公司网站,14,买家验证,3. 搜索询盘中的电话号码,15,买家验证,16,买家验证,http:/www.who.is,17,买家验证,用WHO IS 查询 VANDERLED.COM 的结果,18,买家验证,4. 识别电话是手机还是座机,19,买家验证,20,询盘处理技巧,21,常见 应对方案,1,2,各国买家,

5、22,回复技巧,询盘回复,了解买家的商业文化特点,美国 A)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？ 法国 B)你的玩具能不能做的更小一些？小一些看上去更富 有情调。 德国 D)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。 日本 E)如果把这种规格的玩具做的更小一些，它的具体规 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。,23,邮箱名：wendy.zhaoyalibaba- 主题：20% discount for sales promotion for Fabric of Sofa,24,Dea

6、r Mr. Daniel Hammond,指名道姓 We have read your Buying Lead published dated on Oct. 17,2007 in about the Fabric Sofa with detailed information as follows: T/C 65/35 16x12 108x58 44 inches wide Weight - 255g/sqm Quantity - first order will be 19,000 meters Total order for the year will be 194,000 meters.

7、 Please give me price FOB China.,25,The Fabric of Sofa you inquired is our BEST SELLER, you are lucky to meet our sales promotion for this Fabric Sofa with 20% discount for just a week to October 24, 2007. We are glad to make our BEST offer to you as follows: 1) Fabric of Sofa 2)Specification: T/C 6

8、5/35 16x12 108x58 44 inches wide Weight - 255g/sqm 3)Quantity: 19,000 meters. 4)Price: FOB SHANGHAI USD3.5 per meter. 5)Payment: Prepaid 30% by T/T, balance paid within 3 working days after received the copy of the B/L. 6)Delivery: Within 10 days after receiving the 30% payment. 7)Validity: Only to

9、October 24, 2007. 8)Packing: one roll of 500 meters with plastic bag outside.,26,报价：包括品名、规格、包装、最低起订量、FOB价格、付 款方式、有效期和单证等 If sample is required , we will be very pleased to send you as soon as your confirmation on our price . -提及样品,We are honored to recommend some other best sellers of our company, i

10、f you are interested, please contact us. http:/HK html For more interested Fabric, please visit our websie: http:/HK,27,We are a of registered in 2002. Our company,Shandong Warp Knitting Co., Ltd. is a specialized manufacturer of all kinds of warp knitted fabrics. There aretotally 150 workers and st

11、aff in our company, with registeredcapital and total investment of USD1,430,000 and USD6,000,000 respectively. Our production and inspection equipment is imported from Germany. Currently, the factory is equipped with many sets of advanced warp knitting machines, such as Kaermayer HKS2-E32-186, HKS3-

12、E32-186, HKS3- E28-210, many warp beaming machines and formingmachines. Our markets are mainly in European Union and the United States and have cooperated with many famous companies like UKD Trading Co., Ltd. For more information, please click http:/*,28,We do hope that we can establish a long-time

13、and steady relationship and try our best to support your business. Best regards, Amy Lou, Sales Manager Zhejiang HK Warp Knitting Co., Ltd. Email: zhiwei.guzwalibaba- Tel: 86-571-85022088-12074 Fax: 86-571-85022088-12075 Add: 4/F Huaxing Times Plaza, 478 Wensan Road, Hangzhou 310099 China,29,30,Tips

14、,用语简洁 We wish to acknowledge receipt of your letter 可改为 ：We appreciate your letter Enclosed herewith please find two copies of 可改为 ：We enclose two copies of due to the fact that,31,2. 文字得体 DEAR MR. JONE, WE HAVE RECEIVED YOUR INQUIRY ON THE SPRING ROLLS AND SAMOSAS TO US , THANK YOU VERY MUCH . WE A

15、RE 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 EXPORTING TO MANY COUTRIES ALL OVER THE WOR

16、LD . 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 . QUALITY IS MOST IMPORTANT TO US , WE H

17、AVE 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 PRICE . PLEASE NOTE OUR PRICE AS FOL

18、LOWING : BEST REGARDS,32,Price FOB London 250US$,总结,1. 标题,2. 名称,4. 更多推荐,33,3. 正文,5. 结尾,6. 落款,询盘回复总结,快 准 狠,34,询盘处理技巧,35,常见 应对方案,询盘跟进,36,询盘跟进需要有正确的定位,2%的成交是在第一次接洽后完成 3%的成交是在第一次跟进后完成 5%的成交是在第二次跟进后完成 10%的成交是在第三次跟进后完成 80%的成交是在第4至11次之后跟进后完成!,37,主动,1. 对于没有任何回复的客户,周期性的跟进，针对上次的报价 放假通知（做个朋友也好的心态） 检查邮箱及发送时间,38,询盘洽谈,给客人邮件 Apr.09th, 2008 -写邮件日期 Dear Mr. Soven - 不再写全名,增加亲切感 A nice phone talk with you just now . As per our conversation, we will double check our price based on your order quantit