《有效處理詢(xún)盤(pán)》

有效處理詢(xún)盤(pán)怎樣看待詢(xún)盤(pán)?-----除了明顯的廣告垃圾信,每個(gè)詢(xún)盤(pán)都是一個(gè)機(jī)會(huì).-----收到詢(xún)盤(pán)首先要篩選分類(lèi),重點(diǎn)放在如何跟進(jìn)高質(zhì)量詢(xún)盤(pán)，分層次跟進(jìn)篩選1.詢(xún)盤(pán)來(lái)源市場(chǎng)2.詢(xún)盤(pán)來(lái)源類(lèi)型:是否systemmatch?3.買(mǎi)家提供的信息

a.買(mǎi)家聯(lián)系信息

b.產(chǎn)品針對(duì)性

c.詢(xún)盤(pán)正文內(nèi)容提醒

買(mǎi)家一般會(huì)給多個(gè)供應(yīng)商發(fā)送詢(xún)盤(pán)，所以回復(fù)最好做到以下幾點(diǎn)：a.回復(fù)一定要快速、及時(shí)、有效b.溝通技巧和專(zhuān)業(yè)度c.客戶管理d.持續(xù)跟進(jìn)，做好服務(wù)第一回合(詢(xún)盤(pán)）Subject:InterestinmobileairconditioningunitsmodelsMT32HiSir,

Allowmetointroducemyself.MynameisTonyEdenandIownandrunanairconditioningcompanyspecialisinginthesaleandrentofmobileairconditioningunitsinUK.

IwouldbeveryinterestedinreceivinginformationandpricesforyourMT32modelsafterseeingthemontheAlibabawebsiteandyourown.Couldyoupleasetellmewhatyoursmallestandaveragevolumeofsaleswouldbe.

IdohopewecandobusinessandIlookforwardtohearingfromyousoon.VaporcoAirConditioningKindRegardsTel:+44(0)1628****72

TonyEdenFax:+44(0)1628****37

ReadBetweentheLineNotabigcompanyInthesamefieldInterestedinspecificitems(MT32)ForUKmarketHadthedesiretobuysoonifmeetdemands第一回合（回復(fù)）Subject:reply

DearTony,iamamanda,gladtoreceiveyourmail.notedyouinterestinourportableairconditoners,ourportableairconditionershavegoodsalereport.i'dliketoknowwhichkindofbusinessyouwanttodowithus?wealsowanttoknowwhatisthequantityandotherdetails.

waitingforyourreply,iwillresponseyousoon.springregards

amanda

amanda@**hong***.comtel.:0086-5**-2*****85/6/7/8/9mobilephone:0086-138****5123

詢(xún)盤(pán)處理技巧（1）規(guī)范的格式（paragraph,capitalization,spelling,grammar…）主題Subject

－點(diǎn)睛之處問(wèn)候語(yǔ)－禮節(jié)、呼應(yīng)有問(wèn)必答－不能回答要給解釋重點(diǎn)突出，意思明確落款－統(tǒng)一規(guī)范，信息完整Salutation&OpeningSentencesSubject: QuotationfromKonstarElectricIndustrialCo.,Ltd.HiTony,IamAmandafromKonstarElectricIndustrialCo.,Ltd.VerypleasedtoreceiveyourenquiryofOct.18thinwhichyoushowgreatinterestsinourproductsMT32.Salutation&OpeningSentencesWehavebeensupplyingmobileairconditioningtoJapanandKoreanmarketandotherforeigncountriesforanumberofyears.Thanksforbeinginterestinginourproducts.MT32haswhiteandredcolorforchoose.Kindlyinformuswhichcoloryouareinterestedinasdifferentcolordifferentprice…Yourearlierreplywillbehighlyappreciated!SignatureBestRegards,AnnieWangSalesManagerKonstarElectricIndustrialCo.,Ltd.8thGaofengRoad,Xinqiao,325000,ChinaWebsite:Tel:

0086-571-88411556Fax:

0086-571-88411335Email:aka888@第二回合（詢(xún)盤(pán)）

Sent:Thursday,March17,20053:55AMSubject:Re:replyDearAmandaThankyouforyourpromptreply.Atpresent,Iwouldliketoknowwhatthelowestquantityofunitsyouarepreparedtosellandthepriceofwhiteone.OnceIhavethisinformation,perhapswecantakeourdiscussionsfurther.

Ihopetohearfromyouverysoonandthankyouagainforyourpromptreplyandregards.

KindRegards

TonyEden詢(xún)盤(pán)回復(fù)技巧（2）專(zhuān)業(yè)報(bào)價(jià)－完整，針對(duì)性專(zhuān)業(yè)圖片－清晰，方便瀏覽和接收向客戶提要求－審慎，tellwhy前瞻性－專(zhuān)業(yè)的最好體現(xiàn)語(yǔ)氣－可能會(huì)影響全盤(pán)第二回合（回復(fù)）HiTony,Wellreceivedyouremailagain.ThebellowisthequotationofMT32inwhitecolorforyou.Wealsoenclosedthefeaturesandcomponentsintroductionforyourreference.Pleaseremembertocheck.

Ifyouhaveanyotherproblemspleasefreetocontactwithus.Thanks!

QuotationSheet詳見(jiàn)附件幾個(gè)回合后（詢(xún)盤(pán)）Dearamanda

Ihopeyouarewell?IamveryinterestedinyourmobileairconditioningunitsandasIpreviouslystated,pleasedthatyoucansell/supplytheminsmallerquantitiesthanmostmanufacturers.IfpurchasingIwouldliketosticktotheFOBprice.MyfreightforwardercanarrangeshippingviaLCL(lessercontainerload).

IhavereadthedetailsoftheunitsonyourwebsitebutIhaveafewotherquestionsthatIfpossibleIwouldlikesomeanswersto.①Firstly,couldyoutellmeiftheunitsaretwinhosed.②Alsoifthehosescomewithawindowkitofsomekind?.

③Ifpossible,couldyouemailmeacopyoftheirinstructionmanual.Thiswouldansweralotofmyquestions.④

AlsowouldtheunitscomewithaUK3pinplug.⑤Andlastly,arethereanycertificatesthataccompanytheyourproduct?.

Itake

itI

canstillpurchaseasampleunitfromyou.Ilookforwardtoyourreplyregardingtheabove.

KindregardsTonyEden詢(xún)盤(pán)回復(fù)技巧（3）客戶有多個(gè)問(wèn)題時(shí)，一一作答，條理清楚客戶提出的專(zhuān)業(yè)問(wèn)題尤其不能避而不答涉及到產(chǎn)品證書(shū)，質(zhì)量等級(jí)的問(wèn)題最好主動(dòng)提及減少郵件往來(lái)的回合，提高效率幾個(gè)回合后（回復(fù)）HiTony,Everythingisok,thanks.Regardingyoursomequestion,Isendtheirinstructionmanualtoyouasattachmentalongtothismail,kindlycheck!wecansupplyplugwithUK3

pin.andproductspass3CandCEcertificate.ifyoubuyasampleatfirst,youalsowanttodoFOBviaLCL?gladtoreceiveyourmailagain,andwaitingforyourearlyreply.thanksandbestspringregards

Amanda

詢(xún)盤(pán)回復(fù)技巧（4）

討價(jià)還價(jià)第一次報(bào)價(jià)適當(dāng)留有空間（如海運(yùn)費(fèi)和匯率等的變動(dòng)）價(jià)格的合理性與競(jìng)爭(zhēng)對(duì)手相比其他選擇方案

Jane，

Howareyou,Iamsorrytotellyouthatthepricesyouhavegivenmearewaytoohigh,Icanbuythe0.5mmhereinAustraliaforXXX.

Andweneedafairbitofitsoon.Ifyoucan'tdoabetterpriceIamafraidIhavetogosomewhereelse.

Iamverysorryaboutthis.

Haveagreatday.

RegardsJohnWolfram

John,

Thankyouforyourinformationandfrankness.Totellyouthetruth,Ilikeyourwayofdoingbusiness.AndIwanttotellyouthat,inourlocalmarket,the0.5mmnickelscreencanbeboughtatalowerpricethenyourUS$***.Butifyouwanttoimportorwewanttoexport,thefreightchargeisreallyabigproblem.Youmustbeclearthatthefreightchargeforthisspecialsizednickelscreenisveryhigh.Wemayhavetouse40'highcontainer.Nowasyourexperience,couldyoutellmehowtoshipthemtoyourport?OrisitpossibleforyoutobookshippingspaceandwegetthedealonFOBcondition?Iamwellacknowledgeofthedifficultyonthisdealbetweenus.Sowhateveryoudecideorsuggest,willyoupleasetellmewithouthesitation?Ican'tfindawayout,sopleasegivemeahand.

Waitingforyourearlierreplywithmuchsincerityandpatience.

詢(xún)盤(pán)回復(fù)技巧（5）

無(wú)法滿足對(duì)方需求語(yǔ)氣+解決方案I’mafraid…

Whatdoesyour“difficult”reallymean?解決方案（asdetailedaspossible)無(wú)法滿足對(duì)方需求（1）

Reno,Thankyouforyouremail.Butthescooteryouneedishardtoproduce.Ifyouneed,wewillchangesomepartsofEC-ES04.Ifyoureallyneed,wecandoitforyou.Butthepricewillbehigh.Douglas無(wú)法滿足對(duì)方需求（2）

Myfriend,Yourmessagehasbeenreceived,Thankyou.Itisdifficulttounderstandyourinquiryof56mm8ohmwaterproofspeakerwhichcanhandle102db,becausethroughourvastexperience,itisalmostimpossibleintechnology.Canyousupplyuswithyoursample?Ifso,itwouldbebighelptothisproject.Hopewecouldworktogether.YoursFaithfully,ChenRong無(wú)法滿足對(duì)方需求（3）Mr.Jones,ThankyouforyourinquirydatedApril9.Regardingtheproductyouarelookingfor,currentlyourfactorydoesn'thavetheexactspecificationasyoumentioned.Wewouldappreciateitifyoucouldsupplyusmoredetailsabouttheproductyouneed,suchasusage,productstructure,material,workingconditionandsoon.Thatwillhelpustoseeifweareabletomeetyourspecifications.Pleasetakeamomenttoreviewsomesimilarproductsintheenclosedcatalog.Theyareallofhighqualityandhavebeenexportedtomanycountriesworldwide.Thanksagainandwearelookingforwardtoestablishingabusinessrelationshipwithyourcompanyinthenearfuture.

Anyofyourearlycommentswillbehighlyappreciated.Bestregards,ChenRong

持續(xù)跟進(jìn)--Don’twaste…

定期發(fā)送你的產(chǎn)品和銷(xiāo)售信息節(jié)假日的問(wèn)候視時(shí)機(jī)詢(xún)問(wèn)對(duì)方的合作意向（call）隨時(shí)保持溝通工具:

客戶管理系統(tǒng)---私人展示廳

IM工具:如trademanager,MSN,facebook等跟進(jìn)也得不到回應(yīng)，還有必要嗎？

答案是：

絕對(duì)必要

絕大部分的成交都來(lái)自

4---11次的跟進(jìn)持續(xù)跟進(jìn)（一）

開(kāi)發(fā)信We

ownyournameandaddresstoWendy,whoinformedusthatyouareinthemarketfor

stainlesssteel

products.Wearea

companywhospecializeinthisfieldforabout15years.Weapproachyoutodayinthehopeofestablishingbusinessrelationswithyouandexpect,byourjointeffects,toenlargeourbusinessscope.Ienclosedsomestainlesssteelproductspicturesforyourreference,Ifyouareinterestedinanyofitems,pleasetellusbyemail.Wewillgiveyouourlowestquotationandtryourbesttocomplywithyourrequirement.Ourcustomersarealwayssatisfiedwithourproductsandtheserviceafterselling.Andwebelievethatyouwillbesatisfiedtoo,afterwedobusinesstogether.Wearelookingforwardtoyourearlyreply.持續(xù)跟進(jìn)（二）

首次跟進(jìn)

Howareyou?Hopeyoureverythinggoeswell!

Enclosed

areour

Aluminumproducts

whichareavailableatpresent.Wewouldbeveryhappytosend

pricetoyouifanyitems

match

yourmarket'staste.You

may

also

browseourwebsite

at

,whichincludes

our

all

product

line.Ifany

of

these

items

be

of

interest

to

you,pleasedon'thesitatetocontact

usatanytime,wewilltryourbesttocomplywithyourrequirementsandprovideyouourcompetetiveprice,thanksinadvance!Yourearlierreplywillbehighlyappreciated!持續(xù)跟進(jìn)（三）

二次跟進(jìn)

Ididn'tgetyourreplyaftersendingaluminumproductsforyourreference,maybethoseitemsdon'tmatchyourmarket!Ichangetosendourseafoodsetforreferenceanditwillbeour

greatpleasureto

serveyou

ifyouareinterestedintheseproducts.

You

may

also

browseourwebsite

at

,whichincludes

our

all

product

line.Ifany

of

these

items

be

of

interest

to

you,pleasedon'thesitatetocontact

usatanytime,wewilltryourbesttocomplywithyourrequirementsandprovideyouourcompetetiveprice,thanksinadvance!Lookingforwardtoyourearlierreply!持續(xù)跟進(jìn)（四）

三次跟進(jìn)

EnclosedareourBarwareset

anditwillbeour

greatpleasureto

serveyou

ifyouareinterestedinanyofthem!Yourcommentsonourproductswillbehighlyappreciatedcausedweknoweverysuccessful

business

got

throughhundredsof

kindlynegotiations...You

may

also

browseourwebsite

at

,whichincludes

our

all

product

line.Ifany

of

these

items

be

of

interest

to

you,pleasedon‘thesitatetocontact

usatanytime,wewilltryourbesttocomplywithyourrequirementsandprovideyouourcompetitiveprice,thanksinadvance!Lookingforwardtoyourearlierreply!持續(xù)跟進(jìn)（五）

新產(chǎn)品發(fā)布跟進(jìn)

Howdoyoudo!Enclosed

areour

updateditems.Itcoversthelatestdesignsandhotsolditemswhichareavailableatpresent.Wewouldbeveryhappytosend

pricetoyouifanyitems

match

yourmarket'staste.You

may

also

browseourwebsite

at

,whichincludes

our

all

product

line.Ifany

of

these

items

be

of

interest

to

you,pleasedon'thesitatetocontact

usatanytime,wewilltryo