詢盤處理技巧-hairren.ppt

1、詢盤處理技巧,中國供應商服務部 蘭海濤,1,詢盤處理技巧,2,你的優(yōu)勢在哪里？,3,誰是你的目標客戶?,4,怎么吸引你的客戶？,5,詢盤處理流程,6,常見 應對方案,心態(tài),對待詢盤,你的心態(tài)準備好了嗎？ 你了解國外人的習慣嗎？ 你足夠熟悉產品了嗎？,7,1,2,詢盤分析,8,買家驗證,有詳細產品詢問,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,買家的公司介紹,My name is Alex Soven from Stevempo Srl Italy, and have been on the business of XX (產品統(tǒng)稱)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,有完整的公司名稱、聯(lián)系方式和網址, XXXXX Purchase manager XXXX (公司名） XXXX （公司地址） TEL： XXXX FAX： XXXX EMAIL： WEB： XXXXXXX 郵箱：典型的國外郵箱嗎？可檢測嗎？,11,買家驗證,1. 通過企業(yè)郵箱，查找到公司網站,Philip_Cadouglas.de,12,買家驗證,不同國家的郵箱后綴,美國： 德國：t-online.de 意大利：libero.it 新西蘭：xtra.co.nz 俄羅斯：yandex.ru 俄羅斯：MAIL.RU 以色列：NETVISION.NET.IL 澳大利亞： .au .

4、au,法國：wannado.fr 蒙古：mail.mn 瑞典：caron.se 南非：vodamail.co.za 希臘：.gr 波蘭： 法國：club-internet.fr 挪威： 埃及： 巴西： 奧地利：eunet.at 沙特阿拉伯：.sa,13,買家驗證,2. 郵箱前綴，是否公司網站,14,買家驗證,3. 搜索詢盤中的電話號碼,15,買家驗證,16,買家驗證,http:/www.who.is,17,買家驗證,用WHO IS 查詢 VANDERLED.COM 的結果,18,買家驗證,4. 識別電話是手機還是座機,19,買家驗證,20,詢盤處理技巧,21,常見 應對方案,1,2,各國買家,

5、22,回復技巧,詢盤回復,了解買家的商業(yè)文化特點,美國 A)貴司的玩具非常漂亮，我們很喜歡，謝謝您。請問 能不能做的更小一些？會不會更精致漂亮？ 法國 B)你的玩具能不能做的更小一些？小一些看上去更富 有情調。 德國 D)這種規(guī)格太大了，我們需要更小的規(guī)格，包裝更精 美，這是我們市場的需要。 日本 E)如果把這種規(guī)格的玩具做的更小一些，它的具體規(guī) 格是多少？貴司有沒有做過更小的規(guī)格？請告訴我 們規(guī)格改變后它的具體參數。,23,郵箱名：wendy.zhaoyalibaba- 主題：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,報價：包括品名、規(guī)格、包裝、最低起訂量、FOB價格、付 款方式、有效期和單證等 If sample is required , we will be very pleased to send you as soon as your confirmation on our price . -提及樣品,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、,用語簡潔 We wish to acknowledge receipt of your letter 可改為 ：We appreciate your letter Enclosed herewith please find two copies of 可改為 ：We enclose two copies of due to the fact that,31,2. 文字得體 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$,總結,1. 標題,2. 名稱,4. 更多推薦,33,3. 正文,5. 結尾,6. 落款,詢盤回復總結,快 準 狠,34,詢盤處理技巧,35,常見 應對方案,詢盤跟進,36,詢盤跟進需要有正確的定位,2%的成交是在第一次接洽后完成 3%的成交是在第一次跟進后完成 5%的成交是在第二次跟進后完成 10%的成交是在第三次跟進后完成 80%的成交是在第4至11次之后跟進后完成!,37,主動,1. 對于沒有任何回復的客戶,周期性的跟進，針對上次的報價 放假通知（做個朋友也好的心態(tài)） 檢查郵箱及發(fā)送時間,38,詢盤洽談,給客人郵件 Apr.09th, 2008 -寫郵件日期 Dear Mr. Soven - 不再寫全名,增加親切感 A nice phone talk with you just now . As per our conversation, we will double check our price based on your order quantit