展會一客戶，拿了樣本就走掉。后發(fā)函，來回幾封郵件談過之后。 客戶是貿(mào)易商。對產(chǎn)品感興趣，但沒過這塊市場。選定了兩款感興趣的產(chǎn)品，其中一款自己能，但價格在同行中偏高，另一款價格需要外協(xié)采購加上自己利潤，價格更是比同行高。 他回以下郵件 1.要樣品2.還價3 .需要換成他們的包裝.4.要90天遠(yuǎn)期不可撤銷信用證 Dear Mr. D, thank you for your answer. please, send 2 samples of every product by DHL. our adres is: Kunratice Czech Republic we he interest to take for test 1 container HQ 40‘‘ prices: 1 A USD$ 7,10 1400 pcs. 2 B USD$ 8,40 1540 pcs.please, confirm it. is it enough for quantity of cca 1400 pcs. to deliver the goods in box with our logo and description in czech, slovak and serbian language? please, send the box in decomposed state with text for translation. we propose this way of payment: IRREVOCABLE L/C with 90 days deferred (post poned) payment. If you agree we will come to you as soon is possible to see the production and to do other technical things together.
We are waiting your answer.
Best regards, Z 到此郵件后，根據(jù)客戶每一點(diǎn)要求，回復(fù)如下：
主要闡明的是 1.樣品對您免費(fèi)，但運(yùn)費(fèi)要由您公司負(fù)責(zé)。(平常郵件中也要注意區(qū)分情況使用WE,I,MY FACTORY,MY COMPANY ,YOU,YOUR COMPANY這些詞） 2.我們是工廠。（現(xiàn)今不管是工廠或貿(mào)易公司，一般都是跟客戶講自己是工廠或者自己有工廠，大型貿(mào)易公司除外。說明是工廠這點(diǎn)不論在發(fā)信中或是平時客戶中都很有力量。） 3.價格上面：我們的材料都是超棒的，我們不像有些工廠一次性生意，質(zhì)量差價格低。我們工廠對后的產(chǎn)品的保證和后負(fù)責(zé)。這款產(chǎn)品也在市場上了很多年了，我相信我們產(chǎn)品的價格和質(zhì)量都很有競爭優(yōu)勢。在某某地區(qū)（客戶市場或者相鄰市場地區(qū)）我們也有某某幾個客戶合作了很多年。 4.支付方式上面：分析客戶要求90天信用證，說明兩個問題，一是第一次合作的安全性，二是客戶資金的周轉(zhuǎn)問題。 征對第一點(diǎn)的安全性我回復(fù)我們企業(yè)的歷史榮譽(yù)，客戶群體等。就是說明可靠性！名譽(yù)度！美譽(yù)度！ 征對第二點(diǎn)的資金問題，可以聲明企業(yè)跟別的客戶的支付方式是什么，考慮到第一次合作等等，可以給客戶什么支付方式。這點(diǎn)就要根據(jù)企業(yè)自身?xiàng)l件來回復(fù)。比如你可以說跟別的客戶都是50%預(yù)付，50%發(fā)貨前付清，但其實(shí)你們一直的是30%預(yù)付，余款見提單復(fù)印件。。考慮種種可以跟他50%預(yù)付，50%見提單復(fù)印件。再繼續(xù)一步一步慢慢談，30%，20%預(yù)付，余款發(fā)貨前等等。同時說明信用證的不便或者信用證要多付500刀，不可以優(yōu)惠多少（不排除有部分客戶知曉信用證這一點(diǎn)，提成這付款方式就是為了得到些許的讓利） 只要客戶有誠意，什么都可以談，需要的只是耐心回復(fù)和動腦分析。 5.每個業(yè)務(wù)階段和心情都會影響回信的語言。最近常打給老外電話，偏愛用感情的句子來即時想出來作為結(jié)尾。比起之前固定格式的高語法的詞句結(jié)尾，效果會好很多。 dear Z, nice to see you mail back.
---------I he got you wanted four samples,two for each,It is fine and they are free for you , while the freight charge by DHL should be paid by your company .I he calculated ,it wii be around 320USD, It is much. Do you he the DHL account?
---------It can not be such low price for our factory's 產(chǎn)品 with its quality,as yours 1A- $7.1 ,2B- $8.4 , The best offer for one 40HQ,even ten 40HQs, is 1A- $7.9, 2B - $9, AND as you required changing the color box and your wanting language,the price for each will increase 0.7usd. we all use the raw PPmaterial and we sell as my factory's fame ,we will return and pay if the products with the quality problem when the customer receives. we do not like some factories doing one-time business and selling just by quite poor material called cheap item,from 5USD-7USD. I also believe our products with competitive price and good quality.My factory has been doing such business for dozen years and We he exported for several years for this item . May you consider this.
------------The shape of the two kinds are different,1A is bigger,but the 2B is better in function. IF you want make them mixed,The container can hold between1400-1500pcs,which depends the amount you want for each.
--------About the payment,we are a resonable factory,you can check my factory and find we do Alibaba gold supplier for 產(chǎn)品 ranking 3rd for 6 years.We also do global sources for 2 years,we estblished for 17years. we always do as T/T 30% deposit in advance,T/T 70% to be paid before shipment , Since it may be our first cooperation, we csan do as the terms:T/T 30% deposit in advance,T/T 70% to be paid seeing the copy of BL.it is not so much amount. Sorry that my factory do not receive the IRREVOCABLE L/C with 90 days ,it takes too long time and complexed .
The opinions of mine has been showed,pls kindly tell me yours if possible.Awaiting here. Any questions,do not hesitate to contact me,I will answer in my first time.
網(wǎng)友回答：恩恩??學(xué)習(xí)了? ? 很好的帖子??謝謝樓主??不過我又問題請教一下??其中里面有看不太明白的地方??就是8. 1A model will be in green color in green box + reserve??的 “+reserve”??是什么意思呢??？？？??還有10. also, we would like to know price for reserve mop. Please, send to us few mechanisms for both models, we will need them for settlement of a claim (15 + 15 mechanisms). We calculate we can he 2% of defect, we hope it will not be.??里面提到的“reserve mop”??和 “few mechanisms”? ?“15+15 mechanism” 這些不太明白什么意思？？??先說聲謝謝??哈哈
網(wǎng)友回答：Z回復(fù)后終得到客戶下單郵件，還未成功還需努力，需要細(xì)節(jié)商洽。Dear D,we are sending our first order:1 model 1 Aprice: USD 7,7 - we need this price to be competitive and turn the goods all the time quantity: 750 pcs.2.model 2 Bprice: USD 8,75 - we need this price to be competitive and turn the goods all the time quantity: cca 700 pcs. – to compete the containerWe agree with price USD 4.300,- parity DDU PraqueAddress: KunraticeCzech RepublicContainer: 40" HQWe want your boxes, we like your packing
