询盘回复

第一节 询盘基本格式及注意事项

一．

Dear Mr. XXX，（对买家的礼貌的称呼，不要以sir or madam来开头，这样对对方不够尊重）

Thanks very much for your inquiry dated XXXXX via alibaba.com.

（提醒买家他于什么时候通过哪里看到你公司的产品信息并发送了询盘） Pls find our quotation for XXX as follows:

??（此处为报价内容，如果是初次联系的买家，还要在报价之后加上简单扼要的公司介绍）

We are looking forward to your early reply.（结束前的惯用语，表达对他的重视） Sincerely yours/Yours faithfully,（礼貌的客套话，但商务信函不可不用） XXX Export Manager（专业的签名档：你的姓名、职位、公司名称、联系方式等）

Hangzhou xxx Co., Ltd.

Tel: 0086 571-

Fax: 0086 571- Website:

二．

A. 邮件格式需规范：

1.）邮件应有明确主题，应一件事情一个主题。

如:quotation sheet for cal coolers with full details

2.）邮件正文的每一段中间要空一行，方便别人阅读。 回复注意事项 询盘基本格式

3.）邮件显示的发件人要用英文,也可加上公名．

如：Frank Li(Fastar Ltd)

B. 回复邮件的操作技巧：

1.）回复时间

--- 不要超过24小时

--- 香港、台湾、韩国2个小时内回复

--- 澳大利亚收到后马上回

--- 欧洲下午三点前一定要回

--- 美国下班前回

--- 如果不能回复询盘一定要给客户一个回应，告诉他目前不能回的原因和什么时候能够给客户回复

跟进邮件的发送时间宜选择在星期二到星期五期间，星期六、星期日最好不要进行这样的跟进邮件（特别是主动的业务开发邮件）。因为星期一上班后，客户的邮箱里往往会充满了需要处理的工作邮件，人们常常会没有时间或耐心仔细阅读此类业务开发邮件，机会从而也会大打折扣了。

2.）回复前先建立客户文档，尽量多调查和了解其背景

3.）给客户二次或多次报价时要不断更新报价单

4.）多用请求的语气，少用命令式的口气

“Would you…; Could you…; 而不是Please…;”

5.）买家如果将邮件抄送给其他人你回复的时候要按“reply all” ，而不要只回复发件的那个人

6.）回复买家邮件的时候要最好保留上一次交流的内容

7.）不要用晦涩难懂的缩写，我们不是在发电报． 如receive: rcv等．以免产生误解．也尽量不要用俚语

8.）重要的内容可以用ｂｏｌｄ粗体加粗或者用其他颜色或大写

9.）不要全部用大写字母写邮件正文．如 I AM VERY GLAD TO RECEIVE YOUR INQUIRY DATED ON?，哪怕客人这么做

10.）不要用过多的感叹号，你在一个邮件用了过多的感叹号，效果是和你一个

都不用是一样的

11.）不要一味地发送请求阅读收条

C．外贸新人的十大误区：

1.）我给客人回复了，他就应该给我回复呀

2.）价格都报过了，就听天由命吧

3.）开发新客户才是最重要的

4.）客户是分等级的，事情是分等级的

5.）这是客户的事不是我的事

6.）客户比我们更专业

7.）我们的产品没竞争力所以订单难接啊

8.）我确实很忙所以没时间回复

9.）平台就是用来搜集客户信息的

10.）这个客人跑掉啦还多呢

第二节 询盘筛选

一． 询盘类型及处理思路

1．寻找卖家型

特征：有明确的采购计划，信息全面、专业，问题详尽

（如：指定面料、尺寸、颜色、包装方式、价格范围、数量等，通常会要样品） 处理思路：高度关注，及时、准确、全面、专业地答复，报价要有竞争力

2．准备入市型

特征：新买家/新产品/中间商，信息全面，但专业度差

（如：对自己公司介绍比较多）

处理思路：判断为潜在客户，耐心、专业地回答，培养其对你的信任

3．无事生非型

特征：群发询盘，信息既不全面也不专业，回复后通常不再有任何消息

处理思路：通用格式邮件答复，表达合作意愿，请其更多介绍自己信息

4．信息收集型

特征：技术人员刺探市场及同行信息，十分专业，可能会购买样品，但永远不会成为客户，甚至可能成为竞争对手

处理思路：把握专业的尺度，超出销售的话题礼貌拒绝

5．索要样品型

特征：索要免费样品，来自欠发达国家或地区或韩国，交流中会发现其对价格、质量等不关心

处理思路：回复时多谈价格及质量优势，试探其有无兴趣，坚持让其付样品费和邮费，他会自动远离

6．窃取情报型

特征：竞争对手，刺探信息，信息全面、专业，极难辨别

处理思路：积累互联网经验，多次反复交流，主观甄别

二． 询盘实例：不同优先级判断

1．第一优先级(产品对口、有称呼、简单介绍背景)

Dear Mr Wang,

We are a company located in Huston, U.S. We are now interested in your Hair Dryer. Would you pleased kingly quote us your best CFR Huston price for this product based on 1 X 20”container, and your earliest shipment date. Thanks for you kind attention.

B Regards

Helen

一般我们会把这些有称呼的（有很明确的针对性，这个询盘就是向我们发出的）、有自己公司简单介绍的、有具体指明想采购的产品(包含具体的规格、需求的数

量、交货期等信息）这样的询盘作为第一优先级的询盘来及时专业地处理和回复。

2． 次优先级(没有称呼、无具体所指产品、要报价)

I represent an industrial material supplier in the U. S. and we are interested in purchasing your products. Can you provide us with all your products and prices? Please reply us as soon as possible.

大部分的询盘会是这样，没有具体的所指，没有称呼，也没有具体要采购的产品，往往在邮件中只说希望要你所有产品的报价，这通常是客户的群发邮件，但有时也可能是客户偷懒的做法。优先级较前面的稍低一些。

对于这类询盘的回复，一般可以挑选1－2个自己比较有代表性的产品，先给客户介绍一下，既然客户都没有给你详细的信息，一般不需要报价给他，因为你也不知道他具体的需求在哪里，报价时比较难觉得到底要报什么样的价格是合适的。所以还是先沟通，最后客户能够告诉你他具体的需求在哪里后，再有针对性地报价，这样也可以避免同行来刺探你的报价水平。

另外，我们要从这简单的几句话里找出有价值的信息，例如这个询盘的最后一句话是as soon as possible，从中我们可以看出买家是比较着急进行采购的，那么在回复的时候可以着重强调我们的供货速度。

3． 低优先级（要邀请函、招标合作）

Dears Sirs,

We are leading company in West Africa and we are interested in your products. We would like to have a visit to your company, please give us your invitation letter.

相对来多，如果是来自西非国家的这类询盘，一般普遍质量不是很高。但要区分几种不同的情况：

有些买家如果之前已经联系时间比较久了，或者都有试订单下过来，那么客户要求邀请函，过来考察供应商是很正常的事情。很多买家在最终把大的订单，或长期合作的目标锁定后，都要先过来考察供应商的情况。

但很多的非洲客户可能会在初次或刚开始联系没多久的时候就向我们要求邀请函，一般我们不要承诺给他们。因为过往发生过很多这样的事情，客户拿了我们的邀请函入境后，其实并没有到我们的工厂，然后又逾期不归，非法滞留在我们国内，做一些违法乱纪的事情，这时国家有关部门就会追究向该外商发邀请信的工厂或公司的责任，需要注意。

第三节 询盘回复及跟进模板

初次回复

Dear Ms. Jane Lee,

Thank you for your inquiry dated XXX and your visit our web site from which we find you are interested in our 2-0125*7-1026-Women's underwear. We are glad to send its information to you and hope that it will be helpful to you.

Product No: 2-0125*7-1026-Women's underwear

85% Cotton

15% Lycra

Color: red. pink. white

Unit price: USD.6.03/piece FOB SHANGHAI

Minimum order: 5000 pieces per color

Delivery: 30 days after L/C

Our company is a manufacturer of lady dresses, we have annual production capacity of over XXXpcs per year,Due to our large output capacity, we have exported our products to many international markets including the UK, Southeast Asia and Lebanon.

We can develop new items according to your requirement. OEM orders are welcome.

We look forward to your further reply.

Yours truly,

Xxxxxx Xxxxxxx(签名档)

二次跟进

Dear Ms. Jane Lee,

Good morning!

For several days no news from you. Now I am writing for reminding you about our offer for item of XXX dated XXX according to your relative inquiry via Alibaba.com. Have you got (or checked) the prices or not? Any comments by return will be much appreciated. （可根据客户要求的产品加上自己产品的特色）It will be our big pleasure if we have opportunities to be on service of you in near future.

Looking forward to your prompt response.

Yours truly,

Xxxxxx Xxxxxxx(签名档)

（可将第一次发给客户的邮件内容附在邮件下方以提醒买家第一次邮件回复内容。）

三次跟进

Dear Ms. Jane Lee,

How are you? Hope everything is ok with you all along.

Now I am writing for keeping in touch with you for further business. If any new inquiry, welcome here and I will try my best to satisfy you well with competitive prices as per your request.

By the way, how about your order (or business) with item XXX? If still pending, I would like to offer our latest prices to promote an opportunity to cooperate with each other.

Your early reply will be much appreciated!

Yours faithfully,

XXXX(签名档)

第四节 询盘回复反例分析

案例一

Dear Sir,

Thank you for your inquiry. The quotation is in the attachment, for more detailed information please visit

Betty

不足：没有具体的收件人

没有对方询盘的发出时间

把报价放在附件中

详细信息请见我们的网站

落款信息不是很完整

这五个方面是我们给客户做报价时候的很忌讳的。

详解：

1、一般如果客户那边过来的邮件中有签名，我们要尽量称呼对方的名字，这样给对方的感觉，我们的回复不是像他们发过来的一样是群发的，我们是有针对性地给对方做的回复，给他一个良好的第一印象，也是对对方的最起码的尊重。

2、Thank you for you enquiry dated xxxx, via alibaba.com这样让对方回忆起来他是什么时候，通过什么渠道知道你这个供应商，从而向你发出询价的，而不是你用一些不好的手段获得了该客户的联系信息。一般的买家都非常忌讳来源不明的供应商。那怕是朋友介绍的，没关系，告诉客户是谁介绍了你认识他的，否则有些买家会认为你采用非法手段获取了他的联系信息，对你多的报价再好也不会回复

的。

3、一般我们给客户做报价的时候，不建议大家采用附件的方式，有以下几个原因：一是附件有时会比较大，如果客户端的网络条件不是很好，则很有可能他的邮件收不下来；二是现在很多的病毒是以邮件附件的形式在传播，很多邮件的服务器会自动屏蔽带有附件的邮件，这样你辛辛苦苦做出来的报价可能根本就没有达到客户的邮箱，更加不要说客户的回复了，可能他都没有看到你的报价。三是很多客户对附件比较敏感，不会轻易打开带有附件的邮件，即便打开，也只看邮件的正文，同样不会看到你精美的报价。所以为了能让客户一目了然，建议大家把报价直接放在邮件的正文中，而且要放在非常显眼的位置。

4、如果希望能向客户介绍一下自己的公司，可以在报价的后面以适当的文字来进行，不要给客户一个链接，让他自己去察看，通常客户向我们发询盘是在看了我们网站页面的基础上的，如果你现在没给他做任何介绍，就直接让他参考你的网站，可能很多买家会没有兴趣了。从我们自己的角度换位思考一下，经常是一上网就不知道跑到哪里去了，很多采购商前期会在网上找供应商，一旦确定目标，就会直接跟你联系，不会再反复到网站去看这看那的，除非他自己认为有需要。所以请用最简洁的文字介绍公司和产品的概况。

5、不要忘记邮件末尾的签名。客户经常收到的来自很多供应商的邮件，结果发现想打电话给你详细询问的时候，既没有联系方式，也没有公司名称，只单独一个邮箱的地址，可是很多的问题又是用邮件解释不清楚的。

案例二

Dear Sir,

Thanks for your new enquiry!

From your email, I don't know which models you need, so if it is

possible, pls offer us your more details about these valves, so

that we can offer you our best price.

Pl looking through our web (with our

all information), and pl select.

Waiting for your prompt reply!

Best regards

Ding

不足：除了上面的案例中提到的不礼貌的称呼、没有对方询盘发出的时间、没有专业的签名档落款信息之外，此案例中还有两个缺陷：语气生硬，英语拼写及语法错误。

详解：

1．第二段语气比较生硬，指出买家的做的不够详尽的地方，可能会给阅读者带来不舒服的感觉。不如换成主动给买家介绍自己公司比较有优势的一两款产品，请客户参考选择看是否感兴趣。之后再请他如果想了解更多，可以参考我们的网址，这样就会比较顺利成章。

2．Please的英文缩写错误，应是pls，而非pl

Looking 应该为look

一定要保证英文拼写的正确，不是很有把握的缩写还是写全称来得更好。不然会大大的降低你在买家心目中的专业度。

第五节 报价技巧

报价方式及技巧

一． 报价方式

1．实盘（完整、专业、正式，一旦客户接受不可更改）

包括：货物描述（品名及规格），价格，最低起订货量，交货时间，包装方式，付款方式，报价有效期等

2．虚盘（尺度灵活，有意无意漏掉一些要素，使格式不完整，留下讨价还价的余地）

常见：规定最低订货量，做为以后讨价还价筹码。后面补充说明，上述价格为大概参考价格，根据订货量、交货时间、付款方式不同价格会有很大区别。 重点：留一个尾巴来“钓”客户

二． 常用技巧（适用于讨价还价）

1．低价留尾

报低价，但规定大订货量。勾起客户兴趣，为将来涨价提供顺利成章的依据

2．高价留尾

报高价，规定小订货量，允诺如果订量增加，价格会有折扣，并表示根据付款方式不同可有较大优惠等

三． 建议

1．虚实结合，灵活运用虚盘

2．几个产品组合报价，取盈补亏，相互调剂。（慎用！最好是在确定客户每个产品都会从你这里采购的时候用）

Eg：如果客户在一封询盘里咨询了好几个产品的价格，此时最好不要有的报高价有的报低价，不然客户最后只选了低价的那个产品下订单，会给我们带来不必要的损失）

3．报价可以是虚盘，但到最后确认价格的时候则一定要是实盘的格式

报价实例与分析

报价实例与分析：

实例（一）

PRODUCT: XXXXXX

SPECIFICATIONS:

Appearance: white powder

Purity (GC):99.0%

Min melting point:31℃ Min

PACKING : 50kg iron drum (37cmX37cmX57cm) 12mt/1x20’FCL

PRICE:1,000kgs USD10.10/kg CFR Rotterdam by sea on LCL basis

SHIPMENT DATE：within 40 days after receipt of payment or

PAYMENT TERM: T/T advance or L/C sight

VALIDITY:

这个案例是针对单个产品的报价：

1）、产品的品名，要清晰，型号不放在品名中 original L/C

2）、规格：是跟产品的型号、材质等有关的用来描述产品本身的特征的，如使用的材料，产品的外观，特性（不要把产品的尺寸等放进去）

3）、包装情况：因为很多供应商给客户做报价的时候会用FOB，这样你除了要介绍相关的包装材质以外，还必须让客户了解你产品的包装尺寸，包括单个产品的小包装的尺寸、几个小包装放在一个大包装中，甚至一个集装箱能够装多少的货物情况，都要给客户介绍清楚，因为，客户在拿到一个你的FOB报价后，他也要计算他自己的运输成本，要摊海运费和保险费进去，所以我们给他提供一个详细的包装尺寸，有利于客户做核算，也会让我们的报价在外商眼中更加专业。

4）、价格：报价格要包含四个主要的要素：货币、单价、价格术语、港口。同时很多买家在第一次向我们询价的时候往往不表明他需求的数量，但对很多买家来说，第一次往往又只是一个试订单，数量不会很大，所以针对第一次的报价，我们可以根据不同的数量给客户报两个不一样的价格，通常一个拼箱的价格（最小定量），一个是整箱的价格。

5）、交货期：要根据自己产品的生产情况来定，一般我们的交货期还会和付款方式有很大的关系，比如付款方式采用信用证的时候，为了保证自己能够有充足的时间审证，我们会把交货期定在收到买家开来的信用证多少天内交货，通常会是30－45天的时间，这样既兼顾了生产周期，又顾及到了审证的需要。

6）、付款方式。对于新的客户来说，比较常用的是t/t预付款加尾款的方式，或直接用信用证；不主张用托收，而且最好是即期收款的。

7）、报价有效期：这个是被很多供应商报价时忽略的地方（人民币汇率在升值、出口退税率的调整所带来的利润减少的风险，都可以通过报价有效期很好地进行规避），通常我们会把有效期规定在7－15天是比较有效的，如果太长就起不到作用了。

实例（二）

Re: Our Quotation

Pls kindly note our quotation as following:

Series Specification Unit Price(AC2) Unit Price(AC3) Unit Price(AC4) General joint in white core crystal 1215X195X8.3(mm) US$3.90/m2 US$4.15/m2 US$4.40/m2

Interlock in green core crystal 1215X193X8.3(mm)US$4.10/m2 US$4.25/m2 US$4.50/m2

Interlock in green core embosed 1215X193X8.3(mm)US$4.27/m2 US$4.50/m2 US$4.75/m2

Interlock in green core embosed 1215X296X8.3(mm) US$4.27/m2 US$4.50/m2 US$4.75/m2

V-roove 810X125X12(mm) US$6.35/m2

Remark：

1. all prices based on FOB Shanghai

2. AC2, AC3, AC4 is quality grade

3. all prices including palles packing

4. payment: by 30% T/T in advance and 70% T/T by the B/L or L/C at sight

Of course, We will send full set of catalogues for your check the colors . We will arrange the catalogues within one week.

这个例子是针对一系列产品进行报价的，和前面的区别是，这一系列产品的规格各不相同，但我们要报价给客户的交易条件基本是没有大的区别的，所以可以用表格的方式把前面部分的产品名称和规格、价格单独列出来，其余的交易条件可以合并来做，这样会给客户很清晰的感觉。

实例（三）

Here is some pet clothes for your reference:

Pet Cloth Model Number: Pet1001

Price: US$..(Fob shanghai)

Packing: ..x..x..(cm), ../ctn, ...kg/ctn

Minimum Order Qty:

Delivery Time:

Pet Cloth Model Number: Pet1002

Price: US$..(Fob shanghai)

Packing: ..x..x..(cm), ../ctn, ...kg/ctn

Minimum Order Qty:

Delivery Time:

I can send full set of cataloges to your company. Pls inform us your mail address.

第三个案例是针对一些外观效果比较强的商品的报价，通常我们会附带图片上去，这样报价的效果会更好一些。

但请注意，如果这样做，一定要保证图片充分小，而且要插入报价邮件的正文中，图片太大可能客户接收邮件有问题，用附件可能会被当作病毒过滤掉，而且我们这样放在邮件正文中非常直接的吸引住了买家的视线。

讨价还价实例

分享与客户之间BARGAIN价格等的邮件

（此为实际案例，在语法和语气上会有一些不妥之处，仅为参考了解bargain过程使用!）

客户要去我们展会看看。begin from here.....

dear Water,

sorry for my mistake my boss and my collegue will attent Hong kong fair and not canton fair you will be there ? will you attend Hong kong fair ? if so pls advice your details

Thanking you in advance

BR

tania

Dear Tania,

Glad to know your boss and colleagues will attend the Hong Kong Fair.

Our showroom: Grand Hyatt Hotel Excecutive 1

Wish to see you all there then.

Thanks and regards,

Water

Dear Tania,

If possible, it would be better let us know the exact time for meeting.

We wish to arrange well the schedule and have a better talk with you all.

Thanks and regards,

Water

Dear Water ,

thanks for your kind e-mail

pls be note that my boss and my collegue will come there to visit the fair and meet many and many our suppliers so they are not sure about the time that they can come to your booth , maybe they will wait for you if you are busy

Dear Water when you suppose the goods will be ready to be dispatched ?

Thanks so much for your kind and precious collaboration

BR

tania

Dear Tania,

1) For your reference, enclosed the map to our show room. Wish it could help to arrive there easily.

2) For the time to meet each other. Well noted it is tightened for you. But hope you would fix it if convenient to you.

3) For the goods status, it may complete during the Fair in Hong kong. But I will let you know the accurate time then.

Thanks and regards,

Water

Dear Water ,

thanks very much for your kind information you are really very kind

I'll give the map to my colleague and my boss hoping that you will have a good meeting dear Water when do you suppose that goods will be ready for shipment ? Pls advice I'd appreciate of you

Thanks again

Tania

催货开始了，同时新的ENQUIRY也来咯。。。

Dear Water,

I'm here because we need to buy DVD/DivX players and I'd be very pleased to receive your best quotation + pictures + technical features

Thanking you in advance

BR

Tania

Dear Tania,

Thanks very much for your new enquiry. We are glad to know you have plan to enlarge to DVD/ DivX line. As you know we have many models on this line. Do you have some target models in mind?

For now we have normal size DVD player, middle size and mini size DVD player. Which kind would you prefer? And could you kindly inform us your market and the quantity? More information is better for us to make the best offer for you. Thanks.

Please clarify and waiting for your further information soon.

Thanks and regards,

Water

下面客人确定了她想要的MODEL类型。

Dear Water,

I'm here to ask you if you kindly could show me normal size of Divx and the prices , with display of course !!!!!

Awaiting for your kind reply

BR

tania

但是我们有系列MODEL，其实我是想知道客户更多的信息以及对产品的要求，以方便更详细的报价。同时也给一些必要的信息让他知道我们专业。

Dear Tania,

The size for normal DVD player is: 430*38*260MM. Could you inform us if you have

some interested models in mind? I will quoted you accordingly. At current moment do you wish to import some normal size DVD also?

Could you let me know some more comments about DVD-558A?

客户好几天没回关于这个MODEL的情况了。因为她比较敢兴趣，之前在MSN里就已经谈了好多了。所以来个“催”。。。

Thanks and regards,

Water

Dear Water,

thanks so much for your e-mial.

I'd be very interested in knowing the price for a normal size of DiVx and receive the relative picture !!!

As the licence we have decided to ask for it only in case we need I mean only in the case the customs ask for it !!!!

Pls quote to me another model of Divx with display and normal size

Thanks

Tania

Dear Tania,

How are you? I am trying to call you today, talking about the order DVD-558A. But sorry, failed. And the Tel No. 0039。。。。, seems it is a fax No. Could you let me know your telephone No? and your extension No. ?

Could you convey more information about the order? Thanks!

Awaiting your reply soon.

Thanks and regards

Water

Dear Tania,

Since you said you wish to change forwarder. Please final confirm your new forwarder's contact information. Sorry don't worry I confirm the actual one , I forget that I put it on LC and I cannot changed it . PLS proceed with it

For the license, OK, when you require for it, please let us know a little early. We would arrange it well for you then. Sure I'll keep you posted in time

Here I'd like to update the price for normal size DivX player for you.

DivX Player, US$ 23.8 per set;

Please select your interested items. We also wish to develop business in wide range.Pls be note that I'd like to have mini Divx 558A but pls accept one container 20FT !!!!

Awaiting your further comments.

Thanks and regards,

Water

Dear Water ,

thanks so much for your e-mail !!

Pls see my comment here below 应该是上面的邮件的COMMENTS。。。。

BR

Tania

下面开始谈价格的问题了，MSN里的价格之争。

T：Hi, water, i just receive your email

W: ok

T: pls what do you think for usd22.5, pls :) let me close this order

:)

W: we have calculated tightly, the best price we could do is usd22.8, as you require full functions as normal size dvd player

T: it's a bit high. to be honest i;ve received an offer for 21.5, but i really i'd like to buy it from your company. because i have tested the sample dav 1616, and it's really good. so i trust your company. （ 糖衣炮弹来啦。。。。）

W: thanks for appreciation of our goods

T: and i donot like to risk to buy from another company

W: but for this matter, i maynot help (态度强硬，坚持，顶住。。。。。）

T: i am sorry for that i think i am effort to buy from another company :( (咕哝玄虚来了。。） W: the factory also in mailand china?

T: believe me in Italy competition on divx is so hard, the price is so low on dvd. and with your prrice i risk to be out of market price. pls think about it. as we place order 6/7

containers a year. (太少了吧，我在想。。。哈哈。。。才六七个，每个月还差不多，至少也一个季度七个嘛。。。） and i'd like to have just one supplier for home theater and dvd.

and i'll be very pleased to buy these items from you.

W: also trust me we also export some models to italy, but for mini size 558A , at that price for full functions is really out of our control. just now i consult my manager and explained him how large you are, but sorry the current price best we could do is usd22.8.

这次过招就这样完咯。。。感觉BARGAIN好难，不过有意思啊。。。

Dear Tania,

Thanks for the information. Ok, we will contact the forwarder you designated in L/C then,

I am sorry to tell that now it is really hard for us to process 1*20FCL. The MOQ must 1*40FCL. As you know there is a season now. And many sizable orders rushing in our factory. Please help to increase the qantity to 1*40GP. The model would hit the market then. And it is easier for us to process. Wish we could conclude the deal soon,

Awaiting your further notice then.

Thanks and regards,

Water

价格没搞掂，数量的问题又来咯。。问题接二连三啊。。。

Dear Water,

thanks for your e-mail,

I'm sorry to tell you that I have a bit difficulty to accept 1x40GP because I have already many and many Divx in my warehouse so before I can buy a big quantity of DiVx I need

first to sell off the one I have in my warehouse and also I have Dav 1313 that I 'll get in Dicember .

But I promise you that I'll place you another reapet order in a very short time but I really need first to sell off the previous Divx

Pls be understanding and accept only 1x20container and let us close this deal Sure that you will meet my request

BR

Tania

Dear Tania,

关于数量的BARGAIN，下面的邮件得到嘉许。。。嘻嘻。。。

Good morning!

Sorry to hear that you cannot accept 1*40GP. You must aware that from the very

beginning, we have a negotiation about the price. Considering your sizable order in near future and deep our cooperation, even there is any margin for us about your new order DVD-558A, we do accept the price USD22.5 to show our sincerity. Now please aslo do something at your side to close the deal. Try your effort to increase the quantity.

I believe the deal will close soon upon your efforts and our efforts.

Awaiting your reply soon.

Thanks and regards,

Water

客户要新的产品来咯。之前的小机没谈下。要改MODEL。原因是小机一个柜数量太多了。 所以又一个新的ENQUIRY。

PLS LET ME KNOW IT?S QUITE URGENT !!!

Dear Water ,

pls could you quote the below items :

DVD556

DVD598

DVD595

DVD592

DVD585

DRW2030

DRW2050

Pls quote it with built in DiVx function.

Thanks

Tania

Dear Tania,

Thanks for your new enquiry.

I recommend you the following model.

DivX-592 USD23.5 1*40GP=3500pcs

DRW-2039 USD88 1*40GP=2100pcs

Please ensure that the quantity is 1*40GP, for now we really couldnot accept less than 1*40GP. We struggled many times for the price before. Now nearly everything is fixed. Could you let me know some exciting news from your side?

Awaiting your reply soon.

Thanks and regards,

Water

Dear Water,

I 'm very pleased to receive your e-mail but I'd be very glad if we might close Divx order at the price of 23,00USD .

Pls incourage our long- term relationship meeting my request

As I said to you we need to buy Portable DVD , Home theatre, DVD recorder so if you meet us we will be very pleased to refer only to your company for all this kind of items . Sure that you will meet my request and hoping to go ahead with our relationship BR

tania

MSN对话来啦

T: Good morning . water. how are you today

W: hi,Tania, sorry i am a little busy and go away ( 其实是故意很久才回她。。。哈哈。。）but i have reply you by email. today i am full hands. ( 其实我没有那么忙啦。只是觉得与她在MSN里谈价格的东西太累了）

T: yes

W: :(

T: but my forwarder called me

W:yes? (我知道是货的问题了。我们没有BOOKING啊，但故意装傻。。。）

T: and she havn't your booking .pls tell me when you are ready for shipment.

W: oh. then i must check with my ms. shipping, i have told her to book.

T: you told me on 12 of november, but do the goods ready? pls let me know asap.

W: yes i will

T: as DivX pls accept usd22.00, and close this deal immediately.

W: pls see my email.

T: ok, i saw it, is it ok 1*40GP, but pls accept usd22.50 as agreed for the previous deal. (型号不一样，所以价格不一样了。可能诸位都混淆了吧。不过随便看咯。这不是重点。。呵呵。。）

pls meet me and close everything

W: i must clarify that 558A is mini size not normal size

T: i kmow

W: so the price far out of control

T: normal size is expensive than mini size one

W: then the price is different, and now we quote you best best price and moq

T: come water you are a very great company (糖衣炮弹又来了。。。不过还是很高兴的，客户认可嘛。。。） if you want you can meet my interest

W: thanks for your appreciation.but now for the quantity, i may not do (当然要谢谢人家啦。但保持清醒啊，狠角色。。她狠，我也要绝啊。。。）

T: you know divx in italy are very cheap.

W: also you know our margin is so low now (对仗工整吧。。。不过客人肯定是想谈这个PROJECT的，所以该坚持的还是得坚持）

T: help me to be competitive

W: as a factory we also need to cultivate many workers, could not lose cost to do business, i think you could understand (动之以情呢。。。）

T: i understand your position

W: So come on

T: but ... pls understand my postion, i donot want to go out from Divx market for the high price

W: yes, so we give you the most best price.we have do many for you. so pls do you part

also.

T: for mini size?

W: i strive many time for competitive price, the manager really go crazy...

（哈哈。。。半真假。。。）

T: but i changing the items and pls meet me on the price for this new item.

T: ya... i gave the good price already

T: you have grant us no discount on it

W: oh.. you know at first usd23.8/unit, but now i quote you usd23.5.

T: only 0.03 you took off (晕，，我大方着呢。。。）

W: i think it is 0.3

T: yes, sorry. :) Water it's very hard negotiate with you. tell me what i have to do to make you softter :) （不是吧。。。我有那么严重吗？不过够有意思）

W: i have done much for you. i also wish to do more. but we will bankcrupt. how you wish us to be like that. （ 哈哈。。。自我感觉跟她交锋挺搞笑的。。）

T: at this point i really donot know. i have to talk to my boss. (还是有希望的。。。不过。。。） i think he cannot accept this price. it's really too high for us. i am sorry for that.

好一会她又回来了。。。

T: hi Water. i am sorry my boss says that it is too high we cannot accept. could you decrese the price up to usd22.8?

W: :( sorry my boss couldnot accept the price you gave.

T: donot even 22.8 :(

W: i think we have gave the best price. pls study again. i also think you must compare with other suppliers.

T: i did it.

W: yup we are waing for your exciting news

T: my exciting news is that i'd appreciate very much your divx at the price of

usd22.8. :) i pay you today if you could give me this price. (呵呵。。她明知道我们不会接受，她肯定做LC，奸。。。呵呵。。。）

W: i wish to give you, but my boss will kill me

T: :) i think you could persuade him if you want

.......... 不写啦，然后叫她写邮件过来，我再给她OFFICIAL REPLY。。。。好难谈价格啊。

好继续未完的邮件咯。。。

给客户回复在MSN里的内容咯，有意思的也来了。呵呵。。。。

Dear Tania,

Thanks for your kindly mail. Glad to talk to you by MSN. But still something is open for the deal.

We know that the price is a big issue for an order. As we negotiated many many times. As now you suggest the price USD23 for DivX. Again I have tried to explained your future orders to my manager. But USD23.3 for DivX is the best and final price. See I have done many things for this order. I really wish you also do your part to go forward. Of course I wish we could establish long term relationship together. And consider you as one of our best customers. But without your efforts, we couldnot realize win-win.

Believe you could do this time.

Thanks and regards,

Water

Dear Water,

thanks I appreciate your effort for me and my company

Pls send to me Pi for 1x40GP and also I need you to send the picture + technical features How long do you take for sending out the goods ?

Also pls let me know if you have booked for model DAV 1717 Pls do it very quickly My forwarder needs information from you !!

Thanks

Tania

Dear Tania,

Thanks very much for your great support to me and 。。。. Please find the attachment of the order PI and photo of the unit DVD-592.

Awaiting your comments soon.

Thanks and regards,

Water

Dear Water,

thanks for PI.

Pls let me know how long you take for shipping the goods.

Is ok Letter of credit as last time ? I use the same bank details

Also pls let me know when you have booked for DAV-1313?

Thanks

BR

其实客户还是挺好的，给多些时间我们。。。不过要罚钱啦。。

Dear Tania,

Normally the leading time is 40 days upon artwork and order cofirmed. I'd be very glad if you can ship the goods earlier.

PLease issue the draft for our confirmation first. But I think the L/C is Ok as last time. Well noted I will !!

Now I got the latested reply from factory. The goods may be ready in November 16. Sorry we couldnot catch the vessel closing on 12. I am pushing the factory and explained them the importance of your order. I will keep an eye on your order DAV-1313. It's really late, Christmas is coming and we 'll be without Home teatre , it's a very big loss of money for us.

anyway sice supplier delays are very very frequent we usually charge a panalty of 0,04% per every delay day but in your case we have not use this our regular policy in your

case but I'm really sorry to tell you that my boss has decided to apply it also in your case because unfortunatly Market price of Divx is very instable and if you are very late in

sending Divx we can have a very big loss as it ìs happening with DAV-1313 at this moment . I'll be waiting for your comment on this situation !!!

And keep contact with your forwarder. Our shipping will arrange accordingly.

Awaiting your comments.

Thanks and regards,

Water

Dear Water,

thanks so much for your reply.

Pls see my comment here below.

BR

Tania

Dear Tania,

Regarding your new order, the leading time normally is 40 days. All I could say is we must try best to advance time of shipment.

Well noted your comments for the shipment. For your order DAV-1313, I feel really sorry for the late shipment. But as you know , the time of Christmas is special season for us also. I have checked the order many times and do things to sure you the shipment date. But the production lines are full ordered. And your order will be completed in November 16. I feel sad also for this date. I talked it to my manager for this issue. But really now is a special time for us. Wish you could understand. We will catch the vessle closing on November 19. Thanks for your kind understanding in advance.

Sorry again for the inconveniences caused you.

Thanks and regards,

Water

后面就要谈新单关于PENALTY条款的确定了。。。麻烦事多多。。。

或者客户实在是经历太多DELAY了，所以在确认定单的时候多加了条款，不过是条款都是可以谈，即使是出现了问题，还是可以解决的！ 下面就是客户强调了要具体话罚款的原因！ 其实也是可以理解的。 但，当然自己都要为自己争取最大的好处。看看下面就知道咯 。。。。

Dear Water,

As I explained you here below we need that you confirm that you are available to pay 0,04% of penalty for every day you are late from delivery date you declare on Letter of credit. But I need you that write it down on PI and send revised and signed PI from your side .

Unfortunatly we must be carefully because price of Divx decrease steadly and if you are very late in shipment we will lost much money.

Sorry but we have already had a bad experience like that. I hope you can understand my position. Divx is not is product to handle because of unstable price.

Awaiting for your revised PI and hoping to have your understanding

Best regards

Tania

对于我方，最好的当然是不要规定罚款条款咯，不过客户不会妥协的时候，也还是要继续寻求最大限度的好的处理方法。 不知道下面的方法好不好，我都看的晕晕的，好象表达不清了。。。呵呵。。。还望指正。。。

Dear Tania,

How are you? Wish your weekend was very wonderful.

Regarding delayed shipment, well noted your comments about the terms of penalty. I understand your position, as we would also like to guarantee you the prompt shipment to keep our good and smooth relationship, and enlarge the range of cooperation. For shipment is really a big issue also, as you know at our side, we face many suppliers of accessories, as well as many unstable factors exsit. We value the chance to cooperate with you. And now we suggest that 40 days upon L/C and artwork confirmed. But please allow another a period of tolerance at least 7 days. I think you could understand! And if the shipment delayed more than 15 days upon the designated date. 0.04% interest will be deducted per day from payment.

Awaiting your comments then.

Thanks and regards,

Water

Dear Water,

well noted your comment !!!

Since I need a exact delivery date pls do you agree as date on January 5th ?

Pls give me an exact date to put on LC （当然交货期是从收到正本的LC为开始，他要规定这个时间，算了一下，还是可以接受的。不过她什么时候开信用证 WHO KNOWS？，稍后催咯。。。）

Thanks

Tania

Dear Tania,

Regarding your new order, I'd like to convey another message. Acctually the DVD and DivX price is very stable. Eevn change from time to time, it do be stable for not a short time. Then could you let us know some more information about the DVD order? Could we conclude it?

Awaiting your reply soon.

Thanks and regards,

Water

关于价格的问题，我还是想让客户了解多一点，让他放心！ 其实价格也不是像他说的那样变的那么快，那么严重！ 可能是他的客人逼他太严重了。他就压榨我们了。。。

Dear Tania,

Good afternoon!

The date January 5th is OK to put on L/C. But for this order, we maynot alllow 1% spare parts any more. Because the price USD23.3 for DivX is very good. We couldnot undertake so much burden. We would be lose money for this order if another1% more spare parts. Your other instructions are OK, we must follow them.

So regarding this order, only one thing is open. Sure you could confirm me back for no spare parts.

Awaing your comments soon.

Thanks and regards,

Water

前面客户发了他的新定单的一些要求过来。其中包括1%的备损，客户好精明。他当然想多拿些东西啦。不过我们也聪明啊。本来就为价格争的脸红赤耳--不夸张吧。。。现在他还想备损。。。又一个小风波。。。。

下面的邮件，其实我的PI上本来就没有备损。不过我没有把罚款的条款写上去而已！哈哈。。。但是客户的反映是 NO。。。而且还老在说价格如何风云变换。。。

Dear Water,

pls send to me revised PI in which you cancel order for spare parts but also add that you will engaged to pay 0,04% on the whole amount of the PI per day in case of delay in dispacht the goods.

I'm sorry for that but Divx market is very hard and competitive market in Italy and it's very easy to be out the price because of delays

After you have been revising the Pi I'll send it to you back signed !!

Awaiting for your reply and hoping to have your understanding

BR

Tania

Dear Tania,

Thanks for your exciting reply. Here enclosed the PI for your reference. We wish to process the case soon.

Awaiting your comments.

Thanks and regards,

Water

为免夜长梦多，还是催紧点！

还记得前面的15天吗？哈哈。。。客户也看出来了。。。

Dear Water,

thanks so much for PI.

Pls be note that in according to your writing a rate of 0,04% will be due after 15 days from delivery date on LC but I really sorry to tell you taht I can give you only one week more of delay but not 2 weeks pls revise the PI and write " 7 days from delivery date ......" Pls revise PI !!

I'm very very sorry for our strictness but we have had to many bad experiences in importing DVD or Divx we have always lost money because my previous suppliers supplied the goods to me very late !!!

I really hope that you can understand our position. Anyway I'm sure everything will go very

well and there is no need that you pay for delay shipment

Thanks

Tania

做人要厚道。。。不过。。。哈哈。。。见风使陀咯。。。

Dear Tania,

Sorry for the late reply. As today I went to factory for checking your goods.

要让客户知道你在帮他做事，让他对你信任，觉得你是可靠的人。而且帮自己做事谁都会高兴，你说呢？！） Regarding PI, ok. we will send the revised signed one to you later.

ATTACHED!

Thanks and regards,

Water

最后客人确认回来了！

Dear Water,

thnaks so much for your revised PI. Pls be note that I authorizied it and I have already sent it back by fax .

pls resend it to me signed on your side

Thanks so much for your understanding and support

BR

tania

我们也回签啦。。。一切都OK了，等开LC咯。。。

Dear Tania,

Enclosed the signed PI for your reference. Pls let us know when you will open the L/C?

Awaiting your further comments.

Thanks and regards,

Water