詢盤的分析與回復(fù).ppt

1、,什么是詢盤?,詢盤也叫詢價(jià)，是指交易的一方準(zhǔn)備購買或出售某種商品，向?qū)Ψ皆儐栙I賣該商品的有關(guān)交易條件。 詢盤的內(nèi)容可涉及：價(jià)格、規(guī)格、品質(zhì)、數(shù)量、包裝、裝運(yùn)以及索取樣品等，而多數(shù)只是詢問價(jià)格。所以，業(yè)務(wù)上常把詢盤稱作詢價(jià),詢盤是從哪里來?,通過參加展會(huì)； 通過電子商務(wù)平臺； 通過搜索引擎； 通過其它的B2B網(wǎng)站； 國外的黃頁和朋友介紹,參加展會(huì),直觀 面對面 費(fèi)用比較高 時(shí)間季節(jié)的限制（每年都有展會(huì)日程，見附件12009年展會(huì)日程,電子商務(wù)平臺,隨時(shí)在線聯(lián)系，7天X24小時(shí) 視頻，語音，文字即刻溝通 客戶集中 費(fèi)用低,使用搜素引擎,通過搜索引擎，主動(dòng)找到相關(guān)的客戶，發(fā)開發(fā)信過去，而獲得詢盤

2、（見附件2使用引擎的技巧） 好用的引擎： , ,使用B2B網(wǎng)站,好用的有網(wǎng)站 , 網(wǎng)站很完善， 印度比較大的一個(gè)網(wǎng)絡(luò)可以發(fā)10個(gè)供應(yīng)信息 給大家介紹一些外貿(mào)人經(jīng)常用的B2B，請見附件3,詢盤的分類,一般將詢盤分為A、B、C、D四類： A類是可以轉(zhuǎn)化為A類客戶的， 需要及時(shí)跟進(jìn)，一般兩周內(nèi)會(huì)成為客戶。 B類是可以轉(zhuǎn)化為B類客戶，每次都要全面答復(fù)客戶的問題，即使不能當(dāng)時(shí)回復(fù)也要給出跟進(jìn)具體時(shí)間，一個(gè)月內(nèi)會(huì)成為客戶。 C類是可以轉(zhuǎn)化為C類客戶，耐心服務(wù)，保持聯(lián)系，可以轉(zhuǎn)化為潛在客戶，也許一年，兩年內(nèi)會(huì)下單。 D類盤一般為虛盤。但我們也要認(rèn)真回盤，抱著練習(xí)的心態(tài)，也許會(huì)無心插柳柳成蔭，也可以當(dāng)做一個(gè)反

3、宣傳的對象。在長期保持聯(lián)系的情況下，非常有可能在多年以后會(huì)成為客戶。,詢盤的發(fā)送方式,詢盤的發(fā)送動(dòng)機(jī),案例,以你詢問一部手機(jī)價(jià)格為例子： 當(dāng)你是一個(gè)使用急需者，你會(huì)到賣手機(jī)的地方，找到自己合適的牌子機(jī)型和價(jià)位，進(jìn)行詢價(jià)。A類 當(dāng)你感覺有購買手機(jī)的需要時(shí)，但并不一定是現(xiàn)在買時(shí)，你也有可能去詢價(jià)，以便以后哪一天購買。B類 當(dāng)你是某手機(jī)經(jīng)銷商時(shí)，為了下一個(gè)季度銷售計(jì)劃，你也會(huì)詢價(jià)為下個(gè)月做準(zhǔn)備。B類 當(dāng)你是手機(jī)生產(chǎn)者時(shí)，你更有可能去詢價(jià)，進(jìn)而去了解自己的產(chǎn)品市場及價(jià)格定位，或者了解對手的生產(chǎn)成本，發(fā)展方向等。 D類 也有的是，偶爾進(jìn)了賣手機(jī)隨便問問而已。D類,詢盤的內(nèi)容,標(biāo)題 稱呼 正文 落款,詢盤

4、的標(biāo)題,What is the MOQ on your Centrifuge( D) Im interested in your Food Hoses (C ) Inquiry about Botou Sun run Trade Co., Ltd （D） Please send me more information on your 3 centrifugal solar pump （B） Enquiry for Mitsubishi Products ( C) To whom it may concern (D) I want to buy the product you are selli

5、ng on A ( D) What is your best price for Solar Pump (C) Im interested in your YX25-205-1050High Speed Roofing Roll forming machine (A) What is your best price for Packing Machine I urgent need your Bells MB05 (A),詢盤的稱呼,Dear manager, Hello, Dear Sir/Madam, Good morning Ms. Liu, Dear Mary Liu,詢盤的正文案例,

6、A類 1） Contact person: Bahrullo phone: (+998 71) 2385026, fax: 2385118 e-mail: bahrullo.babayevxxxx.uz We need your roll forming machine, as following detailsDescription Quantity 1 Breaking pulper 2 sets 2 Extracting machine 4 sets 3 Vacuum filter 1 sets 4 Snapping mill 1 sets 5 Double template jigge

7、r 1 sets 6 Blanking calender 1 sets 7 Squeeze molding machine 1 sets 8 Whirling up 1 sets 9 Chain belt conveyor 5 sets 10 Roll mill lsets Please reply my question to my mail box: . Or fax to me. Fax: 12-3456789 TeL:12-34578945,正文案例 A類 2,DearMary,Im ABC IMPORTER co., LtdcompanyandImveryinterestedin s

8、wimring:-Material:PVC -size:50cmthickness0,2mm-colorfullogoprintonproduct-1pc/poly bag-qty:10000,50000,100000pieces-lowtargetFOBpricePleasesendmedetailsaboutyourproductinbestpromotionalpricesincludingphotos,like:-sampletime-sizeofproduct,material-dimensionsofcarton,-quantitypc/carton,-FOBunitprice-t

9、imeproduction-GWweightImlookingforwardtoyourassoonaspossiblereplyonmybusinessemailbelow.Bestregards,正文案例 A類 3,HiMary,Iwonderifyoucanhelpme.IamlookingforasupplierwhocanquotemeonMetalBicycleBells.PricesneededbackbyTues3rdNovember/Wed4thNovemberattheabsolutelatest要什么，有時(shí)間限制 Qty6,150or12,650BicycleBells數(shù)

10、量Tobesuppliedeithernonbrandedorengraved/printedwitha1colorlogoto1position Pleasecanyouallowtosupplythebicyclebellona4colorprocessbackingcardsizeapprox14x20cmonmaybea550gsmboardWhenquotingpleasecanyouanswerallofthefollowingquestionsotherwiseImaynotbeabletouseyourprices有具體要求1) Costperbicyclebellwithpr

11、int1colorbasedonanorderof6,150units=$2) Bestleadtimefor6,150units3) Costperbicyclebellwithprint1colorbasedonanorderof12,650units=$4) Bestleadtimefor12,650units.17) Confirmqtyperoutercarton18) Cartonsizeincmsso?x?x?cm19) Cartongrossweight有具體問題,正文案例B類 1,Dear Sir or Madam: We are ABC xxx company, We ar

12、e the supplier of bicycle spare parts in india. (與他要問的產(chǎn)品有相關(guān)性)so i need the bicycle bells of both the sizes in cp finish.in bulk. so please give me the quotation as soon as possible so that we can make the deal or you can contact me on +91-9971759108 regards akshay bedi,正文案例B類2,IamrepresentativeofLev

13、oriltdthathasbeenoperatingonGeorgianmarketfor3years.Themainactivityofthecompanyisretailandwholesaleoftoys,glassware,etc. Iaminterestedinpurchasingcoffebottles,onlylittleones(forputting100grcoffeeinit).Socanyoutellmeifyoucanprovidemewithsimilargoods?Andwhatwillbeunitprice?Pleasesendansweronadminlevor

14、i.ge AppreciateyourpromptanswerThanksinadvance. Contact Name: Ms keti chimakadze Company Name: levori Tel : 995-55-405105 e-mail: xxxxxxxx.il,正文案例C類1,We are in need of shovels, please give us your best price list and catalogues. with shipping quantity, packing details, weight etc. Thanks! Shaamlin,正

15、文案例 C類2,Dear Sir, Ive seen your product detail please send more about your product Thanks. Pandya Mahesh,正文案例 D類1,please send me pricing information and how i may recieve a sample thank you,正文案例 D類2,please send product information, price and how it work. thanks best regards Williams Rubio,正文案例 D類3,D

16、ear Sir, please give me full details and price of solar pump. Kind regards,詢盤的落款,發(fā)盤人名字 公司名稱（能否在引擎上找到） 公司網(wǎng)址 郵箱地址（企業(yè)的還是免費(fèi)的） 聯(lián)系電話，傳真 詢盤的IP地址,詢盤的分析練習(xí),客戶國家風(fēng)俗習(xí)慣,歐洲客戶的習(xí)慣： （1）看價(jià)格- （2）看供應(yīng)商的信譽(yù)度- （3）產(chǎn)品對其公司的影響力- （4）進(jìn)一步考察 基本不怎么講價(jià)格，下單及付款很爽快。,客戶國家風(fēng)俗習(xí)慣,北美客戶 Independence-獨(dú)立 Enterprising-進(jìn)取 Open-開放 一般他只顧他自己的問題，不怎么回答你

17、的問題。,客戶國家風(fēng)俗習(xí)慣,中東及阿拉伯客戶 性格急躁 從商精明 ：他們對于任何客戶都表現(xiàn)出他們的友好熱情，待人熱忱，不會(huì)流露出藐視。但是通常他們言語夸夸其談，很會(huì)繞著圈子砍價(jià)。 案例：今年8月，我的一個(gè)印度客戶希望購買幾臺包裝機(jī)械，在短短的2個(gè)月來過3次，每次來都問不同的機(jī)械，問很多價(jià)格，而且都是問的半成品價(jià)格，我的業(yè)務(wù)員都一一給他報(bào)了，最后下訂單后才發(fā)現(xiàn)他要的東拼西湊的部件原來就是兩套設(shè)備，但價(jià)格比正常銷售的價(jià)格要低近40%。,回盤的內(nèi)容,標(biāo)題 稱呼 正文 落款,標(biāo)題,判定是真正的客戶，一定要在我們的郵件標(biāo)題上花點(diǎn)功夫,標(biāo)題,新客戶：1.Sell chainsaw (CE,GS,EPA)

18、2.The best price list for chainsaw ! 老客戶： 1.Quality problems of 2601288 & 2601395 2.To Joe: cover bag quote,稱呼,最好要有對方的名字，禁忌Dear sir, to whom 統(tǒng)稱 DearSbarzella ， Dear Ms Eahan, Dear Mr. Eric,正文開頭,如何使自己的回盤不一樣，請注意你的第一句話， 不要永遠(yuǎn)是 Thanks for your Nice to get your inquire, 想想看，如果你收到的第一封來自國外的郵件不是和你Say Hello,而

19、是寫著“你好”，會(huì)不會(huì)讓你的信任感和新鮮感油然而生呢？如果和巴西的客戶通信，第一句問候語是“Como Vai!”，和印度人交流，立馬兒換成“Namaste！”，看看他們對你的郵件反映如何？大家不防加上他們國家的第一問候，試試。 關(guān)于更多的國見招呼語，請見附件4如何使你的詢盤與眾不同,正文主要內(nèi)容,給自己的公司簡介做重點(diǎn)介紹，突出產(chǎn)品性能和所擁有的各項(xiàng)認(rèn)證巧妙的應(yīng)用電子版的 catalog 和 price list 對于客戶提出的問題要給予全面的答復(fù)，及時(shí)不能當(dāng)時(shí)回復(fù)也要給出跟進(jìn)具體時(shí)間 方法： 1.使用WORD做好內(nèi)容，然后使用WPS文字將WORD格式轉(zhuǎn)化成PDF格式。 2.使用PHOTOSH

20、OP，將內(nèi)容做在一張圖片上，同時(shí)附加背景美化整個(gè)報(bào)價(jià)單。,案例,Dear Elisabet, Buongiorno! Good day! Thanks for your attention to our football horns. According to your mail,I prepared a picture quote list for your reference. we provide several kinds of the horns .Our horns are all sold at a high qualityand competitiveprice. Hope w

21、hat I provide is still helpful to you. OK, any further information you want ,please feel free to contact me. Looking forward to your sooner reply. Sun run /safiya,圖片報(bào)價(jià)單,做公司簡介常犯的幾個(gè)錯(cuò)誤,說不清楚在做什么產(chǎn)品. 夸大事實(shí)和實(shí)際完全不符合. 側(cè)重點(diǎn)不明確或者是沒有側(cè)重點(diǎn). 套用另外一家公司的簡介. 生搬硬套翻譯成英文不知道在寫什么東西. 等等.,回盤的結(jié)尾,正文內(nèi)容寫完之后,最好寫一句讓客戶不得不回你的話,以問句結(jié)尾。 W

22、hat do you think about ? Whats your idea?人們都有一種慣性的做法， 就是在接到提問時(shí)，會(huì)不自覺的就會(huì)回答一下。還有就是提問題會(huì)讓人注意到某項(xiàng)事情，而忽略其他事情。在銷售過程中，你向客戶提問，那么，他首先注意的是你問的，從而就有可能會(huì)忽略他想注意的其它東西，如價(jià)格，質(zhì)量，或與價(jià)格相關(guān)的其它東西。,回盤的落款,落款當(dāng)然也一定要有公司的及個(gè)人的詳細(xì)聯(lián)系信息，以便讓客戶與你溝通方便。 Mary Liu SUN RUN MACHINE GROUP CO., LTDYuhua road, botou City,Hebei province,062150 C E-ma

23、il: MSN:maryliu_Skype: maryliu_0Tel:86-317-8288828 ,8199009Fax:86-317-8288818Mob客戶分類,根據(jù)詢盤的分類，客戶可以分成 A類客戶，已經(jīng)成交客戶； B類客戶，未成交客戶 C類客戶，有過回復(fù)，但中斷的 D類客戶，從未回復(fù)的客戶,案例A類客戶：訂單進(jìn)行中,1） 產(chǎn)品生產(chǎn)情況 Dear Alexa, Nice day. The display has been worked out. Please have a look attached. About the bells , technic

24、ians tried to print small black part on the bell body, while it can not match well. Say sorry. So can provide you bell with small black cap. Please confirm ,then I will send you the displays. Wait for your mail, Alexa. Thanksandbestregards Yourssincerely SUNRUN/Linda,案例A類客戶：訂單進(jìn)行中,2） 發(fā)貨通知并催款 Hello Ta

25、mara, My dear friend, how are you recenetly? do wish you everything goes well. we had shiped your 5000pcs goods on 6th. Nov and left China on 9th. Nov. the attachment are some loading pictures and B/L draft. Please arrange the balance payment to us. After we getting it, we will ask your forwarder to

26、 release the bill to you. I will ask Safiya send your invoice and packing list to you by email late. Have you any other new inquires this month? Maryxxxxxxxxxxx,案例A類客戶：訂單進(jìn)行中,3)貨到跟蹤情況： Dear Carrie, How are you, recently? I had shipped you the machines on 9th. Aug. Now the 28days had past, did you get

27、 the goods? Anything, can I help you? What do you think about my machine? Okay, any question, please dont hesitate to contact with me. I will try my best to service for you. MarySUN RUN MACHINE GROUP CO., LTDE-mail: MSN:maryliu_Skype: maryliu_0Tel:86-317-8288828 ,8199009Fax:86-317-8288818Mob:86-1393

28、0704407,案例A類客戶：訂單完成,案例B類客戶：已經(jīng)報(bào)過價(jià)格的,案例B類客戶：已經(jīng)發(fā)過樣品的,Hello Rubina, I check the DHL tracking No. and find the sample had arrive to your place. Did you have a look on my table cloth sample? Whats your idea? Because I only send you parts of them, please only reference the material and making way. Would yo

29、u please send me a sample and let me quote you a good price based your products? Or you can tell me your target price and need Quantity, I will try to appease your require. Looking for your early reply!Mary SUN RUN TRADE CO., LTD,案例C類客戶：有過回郵，但中斷的,1)有可能沒有收到，換郵箱，或再發(fā)一次， Dear Dan Mortimer, I hadreplyyou

30、r mail on this afternoon. Im afraid maybeyou dont get it. So I have to send youby my MSN mail box. （OR so I try to send you again）If you get it, pleasegive me a reply.Many thanks. sunrun/Mary,案例C類客戶：有過回郵，但中斷的,2)客戶出差或發(fā)生意外情況 Dear Houcem: Good morning!How are you?Maybe you are not in your office last w

31、eek.I send you several email, however, there was none response.I hope everything of your business is going on very well.Now we need the bank name, which you will ask for letter of credit.If your bank is available, we could accept the payment term of L/C.Looking forward to your message.Have a nice we

32、ek! Best regards，Ray Fuxxxxxxxxxxxx,案例C類客戶：有過回郵，但中斷的,3)有附件，被刪除的， Dear Sam, I hadquote you with price list attachment, Im afraid maybeyou dont get it. So I have to send you price on mail, If you get it, pleasegive me a reply. I will send you price list as attachment in my late mail. Many thanks. sunr

33、un/Mary,案例D類客戶，從來都沒有回過的,放假通知，定期關(guān)懷 Dear Regina, How are you my dear friend? Do wish you a good time recently!Long time not to contact with you. Do wish you a good business.Now the autumn is coming in my Country, the cold weather is coming, how about yours? Please help me take good care yourself and n

34、ote the flu. The 1st of Oct is our China 60 years celebration, we will havea holidays from 1st to 8th. Any question, please dont hesitate to email to me. I check my mail box everyday. Have a nice business day!Sincerely,xxxxxxxxxxxx,案例D類客戶，從來都沒有回過的,激將法 Dear Hohn, I look through your website and confirm you are dealing with our products, I send you many time mails to you but without any result. Please do give me a back mail and tell me, if you got those mails.