1.询盘
敬启者：
我们从**网站搜索得知贵公司是各种玩具的大出口商，如电动玩具、充气玩具、毛绒玩具等。我们在本地区是一家玩具的大经销商。
我们现在正寻找一位货源供应商作为我们的长期合作伙伴。我们想请你方寄给我们一本你方的产品目录单或样品单连同价表，同时报给我方你们到纽约的成本加保险费、运费最低价。如果你方具有竞争力，我方将向你方大量订货。
望早日听到您的答复。
保罗?约翰逊 谨上
20xx年5月6日
Inquiry
Dear Sirs:
** We know your site search is a big exporter of various toys, such as electric toys, inflatable toys, plush toys. We are in the region is a major distributor of toys. We are now looking for a source suppliers as our long-term partner. We would like to request you to send us a copy of your product catalog with the price of one single or sample table, and reported to us to New York's cost, insurance, freight lowest price. If you are a competitive side, we will be your large orders.
Hope to hear your reply soon.
Paul ? Johnson move on
May 6, 2009
2 .下面是一篇关于个人电脑的外贸函电询盘范文：
Dear Sirs,
We are pleased to learn from your letter of 1st August that, as a manufacturer of computers, you are desirous of entering into direct business relations with us. This is just our desire, too. We have studied your catalogue and are interested in your IBM CPU 80586 personal computer. Please quote us your lowest price, CIF Guangzhou, inclusive of our 2% commission, stating the earliest date of shipment.
Should your price be found competitve and delivery date acceptable, we intend to place a large order with you.
Please give us your reply as soon as possible.
Yours faithfully,
Notes:
1.Place a large order with you 向你方大量订货
order n. 订单
名词order常与动词make,send,place等连用，如果表示订购某项货物，后接介词“for”，也可接“on”或“of”，但“for”最为普遍。
If your price is in line, we will send you an order for 5,000 sets. 如果你方价格与市价相符，我们将定购5000台。
order v.t. 订购，订(货)
If you allow us 10% discount, we will oder 10,000 dozen. 如果你方给予10%的折扣，我们将订购10000打。
2.be desirous of sth. 想要某物
be desirous of doing sth. 渴望做某事
be desirous to do sth. 渴望做某某事
desire n. 渴望，愿意
3.commission n. 佣金
commission 作佣金讲时一些习惯用法如下：
(1) 一切佣金或各项佣金：
all commissions
(2)百分之几佣金：
a commission of ...% 或 ...% commission
(3)两笔或几笔佣金：
two or several items of commission
(4)你方/我方百分之几佣金：
your/our commission of ...% 或 your/our ...% commission
draw (receive) a commission of 5% on each sale 在每笔生意中抽取(收取)5%的佣金 The above price includes your 2% commission. 以上所开价格包括你方2%的佣金
文章1.是买方通过搜索找到卖方，向其询目录单 样品单 价格表 费用等 文章 2.是买方先收到卖方目录 对某台电脑感兴趣，向其询问最低价格 到货日。
第二篇：询盘知识及模板范文
询盘知识及模板范文
1知识分析
1、应付买家的网上查询：应该要有一个辨伪程序，否则一旦业务做开，你会淹没在电子邮件的海洋里。一般从买家查询的内容，你就能判断出来哪些是实盘，哪些是虚盘。应该重点处理那些针对性很强的、可以称得上是询盘的电子邮件。对于无价值的询盘，要敢于果断舍弃。
如果以为每个询盘都是要向你买货未免过于天真。有的询盘过于空泛，也许只是客户做市场调查的一种手段。如果你不放弃空泛的信息，可能你每天只能做一些处理电子邮件的事了。
二、处理买家的查询一定要注意方法和技巧。要善于透过电子邮件的表象看到深层去，了解询盘者真正的用意。他是否是真正的买家或者中间商甚至是你的竞争对手？他购买的动机是什么？他的购买能力如何？
掌握这些以后，你就可以有高超的回复处理能力，能够抓住客户的心理，让买家更快、更好的了解你的企业及产品。
三、要非常清楚你的产品（包括质量）是否适合目标市场？要设法了解国内其它同行的质量和价格水平。现在获取同行的产品信息是多么轻松啊！
您要明白，一份询盘，国外客户不会只发给你一家，而会同时发给很多供应商。只有你的产品质量及价格优于同行，才有可能最终获得定单。四、电子邮件的使用技巧： 处理电子邮件的八字方针：简单、可信、恰当、快速！
1.简单：语言要简炼，不要罗罗嗦嗦，言之无物。要知道，很多国外商人的耐心是很差的，你浪费他的时间就等于在谋财害命。
千万不要小看处理电子邮件的艺术，我告诉你，很多外贸业务员其实都不懂如何写一封好的电子邮件。
其中的关键就在于你能否很好的把握买家询盘的真正意图，从而给他他最需要的最有针对性的答复。
2.可信：简单并不是要你省略最基本的礼仪，我相信任何一个人都不喜欢不礼貌的回复。和买家开始联系时还要注意，在电子邮件的后面，一定要附上你详细的联系方式，包括你的姓名、职位、公司名、电话、传真、E-mail地址、网址和公司地址等信息内容，给对方一个很正规的印象。有些厂商答复时常常丢三落四，很容易给人留下不良印象。
3.恰当：恰当其实是最不容易的！这里面不仅包含了前二个因素，更重要的，还需要专业。
（1）买家总希望和精通产品的人打交道，如果你在回复询盘时错误百出，一看就是外行，买家会认为你不是真正的生产厂家，或者对产品并不熟悉，很可能就一去不回。所以回复时一定要详细注明产品的规格、包装方式、功用、报价等资料。
（2）充分利用电子邮件传递图片的优势，这样更能说明问题，同时也可以降低成本。
（3）发出邮件之前，要仔细的检查一下，有无拼写或语法错误，尽量把可能给别人的不良印象减到最小。
（4）报价要斟酌，不要留下太大的压价余地，否则会让买家产生怀疑。而且，要细分客户，也就是说根据客户所在不同的国家、地区给出不同的报价。比如欧美客户和南美、中东的客户大多数会在产品档次上要求不同，如果你给南美、中东的客户报欧美市场的价格，很可能会把对方吓跑。
4.快速：买家总希望尽快地得到回复，特别是互联网介入了国际贸易，很多国外买家更乐意应用这种方式，他们应用这种方式更多的原因是低成本和高效率。
如果对客户的查询回复太迟，不仅会失去商机，而且会使对方对你的效率及能力产生怀疑。
即使是不能立即回复的问题，也应该在内部商议后给予明确答复，切忌盲目应承，往往起反作用。
五、要不断地细致跟踪曾向你发过查询的客户。这一点非常关键！！！很多人往往觉得网上信息多、成交少，或者没有成交，就失去了信心，并对收到的查询不再重视，这是非常狭隘和愚蠢的做法。
易位而处，换了你是买家，你会第一次就给一个你不了解的供应商下定单吗？)
更何况现在的市场基本都是买方市场，买家不管是通过电子商务还是传统商务手段，轻而易举就能获得无数供应商。所以，千万不要轻视买家的任何查询！
建议二个跟踪客户的方法：
1.定期发送新产品给客户，这一方式往往会有不可低估的效果；
2.节假日向客户发送问候和节日卡片。
相信你的付出一定会得到回报的！
You will observe that the prices quoted are very reasonable. I confident that we will begin with a happy working relationship.
Our company also manufactures JIS valve and flange. Pls note the
attachment.
Your prompt reply is appreciated.
Thanks & best regards,
Ms Cherry
过了二天，客户回复说，要求发一个样品：
Dear Ms. Cherry,
Thank you for your quote and very good price for us.
Please give me the product specification of Air Vent Head such as material and spec of each component.
Because we have to confirm your product before order or please give me sample 1 pc of 5K-50 and send to me:
**************(address)
Regards,
Praisan
我一看，客户这么快就想要样品，我得先让他确认一下图纸及一些细节问题，毕竟要寄到国外去邮费也不便宜呀（我们做的是阀门一类的铸铁件，都比较重）。于是回复他先传图纸请他确认：
Dear Praisan,
Hope the mail finds you well.
Regarding the product specification I will send you a sample of 5K-50 as well as two drawings by EMS. Pls confirm me if you receive.
I attach two drawings of 5K-50 and 5K-100.You will see the construction of the air vent head according to the drawings.
If you want to learn more details,pls feel free let me know.
Best regards,
Cherry
收到图纸后，客户又发邮件要求说明每个部件的材质：
Dear Cherry,
Thank you for your drawing.
In during waiting the sample, could you please tell me the material of each component because you are drawing not any information about details?
For my order the quantity total about 100 pcs, could you please confirm me for the shipping cost.
Regards,
Praisan
于是，又给客户发了一份每个部件材质名称的组装图，并告知客户 海运 费的情况：
Dear Praisan,
Hope the mail finds you well.
Regarding the material of each component, pls note the attachment. The numbers are according with those exploded figures I have sent to you.
The shipping cost is about 25 USD per stere.
Looking forward to hearing from you soon.
Thanks & best regards,
Cherry
很快，客户又发邮件说要订货。我心里这个高兴呀，主要咱是新手，第一次在网上接触国外的客户，虽然他要的量很小，但心里还是很受鼓舞：
Dear Ms. Cherry,
I have emergency order Air Vent Head each 10 pcs for:
5K-50 10 Pcs
5K-65 10 Pcs
5K-80 10 Pcs
5K-100 10 Pcs
5K-125 10 Pcs
Please confirm with delivery to us (ETD and ETA date???)that I required within 7 days.
About the sample of 5K-50, did you already send?
Regards,
我马上给客户重新报价，并详细询问了发货前的情况：
Dear Praisan,
Hope the mail finds you well.
Pls note the information as follows:
1] The price we quoted to you is FOB .
2] The ship will leave Qingdao on September 18th, 2005. It will take 12 days to Bangkok. The cargo will arrive there on about September 30th, 2005. We should send the goods toyardon September 16th, 2005.
3] Would you pls to remit the payment for goods? We will deliver the goods when we receive the copy of bank receipt.Regarding the total account pls note the attachment.
4] Our bank account is:
*******************
5] If you need insurance? Pls confirm the details.
6] I have sent the sample already and you will receive tomorrow.
Pls confirm if you accept the items above. If you have other questions, pls contact with me asap.
Your prompt reply is appreciated.
Thanks & best regards,
Cherry
本以为单子的事差不多了，谁知道客户突然又想要求我们发65A的几件，还要求发TNT。我赶紧联系TNT，询问好运费后，就请客户确认。没想到，好多天过去了，客户再也没有邮件来，样品也不知道收到没有。9.16号，客户终于回复了：
Dear Ms. Cherry,
I received your sample and now already send to our engineering dept. to check and will inform you soon.
Regards,
Praisan
然后又是好几天没有消息，而且也不提订单的事了。我忍不住又给客户发了一封邮件：
Dear Praisan,
How are you? Hope everything is ok with you all along.
For several days no news from you. Now I am writing for reminding you about your order for 50pcs air vent head according to your relative inquiry. Any comments by return will be much appreciated.
By the way, how about the sample of 5K50? If still pending I would like to supply more details to promote an opportunity to cooperate with each other.
Looking forward to your prompt response,
Thanks and best regards,
Cherry
过了几天，客户回函，又要求报别的阀门的价格：
Dear Cherry,
Sorry for reply late,
Now we are present your product to our customer and got good feed back and right now waiting for order.
Our customer strongly request also for Cast steel valve as details in attached file.
Could you give me the quotation as soon as possible, also required certification for cast steel valve. Please fax or send e-mail to me for the certification.
Regards,
Praisan
于是，我又给客户报价，其中有一种产品我们不生产，我也只能如实相告。客户要求船检证书，我也将证书复印件传真给客户。
Dear Cherry,
I already receive your certificate.
Then, I will forward to our customer and waiting for final confirmation.
Regards,
Praisan
Dear Cherry,
I already receive your certificate.
Then, I will forward to our customer and waiting for final confirmation.
Regards,
Praisan
然后，客户又是好多天再也没消息
到了十月底，我们有个另外的客户要在泰国那边供船，当时我想可以直接让这个客户给供。于是发邮件让泰国客户跟另外的客户联系，没想到双方在价格上谈不拢，最后还是从我们工厂直接发到泰国那边去的，由代理给供的船。虽然没有合作成功，但我一直没有放弃。因为我们的产品比较单一，这个客户虽然一直没下单，但需要的正是我们生产的产品，这个机会可不能轻易放弃。快到元旦了，我又给客户发了一封邮件，问候新年好，顺便介绍了我们的新产品：
Dear Praisan:
Hope everything is ok with you all along.
For several days no news from you, my friend.
Now I am writing for informing you about our new products.
Three days ago you asked me to offer cast steel gate valves, but we can not supply.
Now I am glad to inform you that we can produce cast steel valves such as F7366, F7319, F7320, F7471, and F7472.
Pls note the attached product list.
We believe that you will find some attractive additions to our products. Once you have had time to study the product list, please let us know if you would like to take the matter further.
Any comments by return will be much appreciated.
I would be very happy to have opportunities to be on service of you in the New Year.
Looking forward to hearing from you.
Sincerely,
功夫不负有心人。过了元旦，客户又发来了新的询价：
Dear Cherry,
I have new inquiry as below, please confirm price base on CIF .
1.Globe valve, bronze, 5K-32, 20 pcs
2.Globe valve, bronze, 5K-15, 20 pcs
3.Angle valve, bronze, 16K-25, 20 pcs
4.Globe valve, bronze, 5K-25, 20 pcs
5.Angle valve Screw Down Check, Cast Iron, 5K-200, 1 pc
6.Globe valve Screw Down Check, Cast Iron, 5K-250, 1 pc
7.Angle valve Screw Down Check, Cast Iron, 5K-250, 1 pc
Regards
我还是一如继往地当天给客户报价，到了2006.2.7，客户终于确认了单子，虽然是个试订单，量很小，但我还是很高兴：
原文：（希腊邮件）
Dear Cherry,
Cc Praisan,
I would like to confirm order as below :
>1 Bronze globe valve F7301 5K15 QTY(PCS) 20
>2 Bronze globe valve F7301 5K25 QTY(PCS) 20
>3 Bronze globe valve F7301 5K32 QTY(PCS) 20
>4 Bronze angle valve F7304 16K25 QTY(PCS) 10
>5 "Cast iron globe screw down check valve" F5353 5K50 QTY(PCS) 15 >6 "Cast iron angle screw down check valve" F7354 5K200 QTY(PCS) 1
>7 "Cast iron globe screw down check valve" F7353 5K250 QTY(PCS) 1
>8 "Cast iron angle screw down check valve" F7354 5K250 QTY(PCS) 1
>9 Air Vent Head size 3" 1 Pc (We would like to see it as a sample.)
Could it be a better time than 30 days?
Especially for Air Vent Head, if possible could you please send it as a sample by air. And If the quality is OK. We would like to order from you.
Anyway, Please give me for Performa Invoice as above details.
If you have any problem please let us know.
Thank you very much for your kind support.
然后客户要求做PI，并将以前发的样品的费用加在里面：
Dear Cherry,
Please revise Valve 16K-25 qty. from 20 pcs. to be 10 pcs. as my latest confirmation. So please revise your Performa invoice again. Thank you very much.
And for last sample that you sent to us.
Please add with this lot only payment of Air vent head But for transportation please support us.
After receive P/I, I will payment 30% as you're requested.
Please confirm estimate time ETD China base.
Regards,
Praisan
剩下的事大家都猜到了，很快客户打来30%的定金。货齐后，我给客户发邮件，然后我们收到了其余的70%货款，接着就发货给客户。收到货后，客户很满意。很快地，到了三月份，客户又发了新的询价单。当然，中间也是一波三折。上个月，第二个订单也定下来了。现在客户的款已经全打过来了，船期已经定好。我想，下面第三个第四个慢慢都会有的。
模板部分
Dear sirs
We warmly welcome your enquiry of .and thank you for your interest in our product
We are enclosing our illustrated catalogue and pricelist giving the details you ask for .as for the payment we usually require confirm, irrevocable letter of credit payable by draft at sight,
We fell confident that you will find the goods are both excellent in quality and very reasonable in price With best regards
Yours sincerely
Dear sirs
We thank you for your enquiry of ,and are pleased to send you our quotation for the goods you required as follows:
Commodity
Price
Shipment :
You are cordially invited to take advantage of this attractive quotation ,
We look forward to receiving your order
Yours faithfully
Dear sirs ,
We thank you for your enquiry list and enclose our quotation for the goods,
Yours faithfully,
Enc:
希望以上对询盘处理的一些方法对您外贸业务有所帮助。
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