/thread-1780362-1-1.html
第一封来信：偶发、群发随意发发错
第二封来信：确定感兴趣的产品、被你公司或公司的产品吸引
第三封来信：详细了解产品、商谈交易细节
阿里询盘5例
例1：
Dear Sir,
Please give me your full product list with unit prices FOB China.
Tks
XXX
称呼不针对----群发；
没有介绍自己----可能是小公司；
产品不精确-----不是内行；
没有交易细节----没到采购环节
常见的应对方法，
无视（鄙视）
简单报价（以牙还牙）
详细介绍公司、产品（模板）
转化优势：
买家同样很难得到其他供应商的重视；
买家很小，需要帮助，容易信任；
买家不内行，大供应商的优势减弱；
买家在一个小而封闭的好市场
Way 4. 提问引导、获取信息
Dear xxx,
We produce pens and plastic ball pens. Which one are you interested in?
Also please indicate quantity for us to quote.
Regards
Xxx
买家情况完全未知的判断真实性先
例 2
Dear Sir,
We are a Turkish company located in gemlik turkey. We interest very much in your Kitchen Steel Sinks Series but suitable prices are very important for us. So please send us your prices.
Best regards,
Xxx
询盘重点：特别提到价格要好
反映问题：客户信息是真，但实力有限
如何应对：不报价，尝试了解客户专业度和购买力
可以这样回复：
Dear xxx,
Tks for your inquiry. Have you bought from China before?
Our products have a quite wide price range for different types and different quality requirement. What price level do you think suitable for your market?
Regards,
Xxx
买家纠结价格的先了解专业度
例 3
Hi Sir,
We are the 3rd largest gifts distributor in USA. We now need all Q4 promotional and new year gifts as well as pens and printed materials.
Quote if you are in the very business. Also pictures and details please.
Xxx
提取突破口，寻找应对策略
3rd largest distributor--------价格可以给
Q4、new year 介绍优势产品
Pens and printed materials 表达对市场的熟悉
In the very business 外贸操作的熟练是关键
回复：
Dear xxx,
See our price list in below. You’ll easily find way to sell our new cartoon pens—it is very welcome by US kids between ages 7-15.
Let me know the items you are interested in and the quantity you need. I’ll confirm the lead time and other information for you.
Xxx
买家实力雄厚的，记得体现外贸能力
例4
I am looking for Air Cylinder model: SPWG-26-800
INER DIMETER: 200MM STROK LENGTH: 800 MM Pressure: 10 bar
Material: steel (iron) and painted from inside the piston by Nickel chromium
Qty: 8
Sealing for above cylinder Qty: 20 sets
Condition last date: 17/6/2009
C & F by air (Cairo Airport) and by Sea (Alexandria Seaport)
Technical Catalog with dimension drawing
Delivery time (from you receive your money+ shipping time)
Validity of your price
All documents (shipment documents, packing list, invoice and original certificated) must be send by DHL or FedEx or any quickly post mail after you shipment the motors.
Note:
If you put the goods in wooden box, this wooden must be Fumigation and stamped by the plant of Quarantine in country of origin.
仍然可能是群发，仍然可能是小公司
产品信息详尽----内行
交易细节详尽---采购意向
阿里会员的回复：
Thank for your inquiry. Your needed item code is
Sc200*800, @ USD185.92
Delivery time: 2-3 days,
Payment terms；T/T in advance.
Si200*800,@SUD 287.51…
Also, sincerely we can create opportunity to enlarge the item scope of pneumatic products (……) in 2009 and later years
Welcome you contact us and inquire us anytime, we must do our best to serve you without any delay, thank
1 报价太冒失，数字太精确
2 没有突出公司和产品的优势
3 报价不完整，也没有显示外贸操作的熟练
4 格式细节不规范，中式英语多
5 客套语稍多
让文字真正打动买家
Dear xxx,
Tks for you inquiry. We are exporting 3-5FCL/month of this series mainly to EU and USA, and you may know xxx buys from us. We quote for xxx as below:
USDXXX/set C&F Cairo by air
USD xxx/set C&F Alexandria by sea
Advanced T/T is required for this first trial order. Price could be much better when your quantity grows big.
Regards,
Xxxx
买家非常内行的，我们也要非常内行
例5
Dear Zhejiang xxx Co, Ltd,
We are interested in your products of Socks in large quantities.
Please send us details of your product specifications and price terms for shipment to the port of Seattle, WA USA by the way SEA or AIR.
We look forward to hearing from you soon.
Sincerely,
Xxx
1 有公司称呼，但无人名
2 有产品大类，但不具体
3 有数量规模，但没落实
4 有交易条件，但未确定
买家真实但具体不详的综合运用、灵活发挥
小结
搜索客户信息先
阿三也可能比老美好
分析来盘
每封询盘都有价值
突出优势
专业结合重视
关注客户感受
不轻易报价
不轻易降价
不卑不亢
善于或与信息
第二篇：如何回复询盘
买家在寻找专业、可信赖的供应商！
1． 邮件形式——符合商业习惯
2． 邮件的内容——专业、有针对性
回复邮件形式要求——3C原则
1． Courtesy礼貌
2． Clarity 清晰
3． Conciseness 简洁
1) courtesy-礼貌
1. 及时回复
第一时间回复
邮件密度适当
2. 邮件礼仪
反驳/怀疑
全都大写
模板回复
格式规范
? 称呼Dear mr.gamemian:
? 开始语
? （对询盘表示感谢并提示所针对的目标询盘）
? Thanks for your inquiry dated aug 08 for Women’s slippers SS08 ? 主体（产品介绍：报价 公司介绍 进一步探询需求）
? 结束语
? 结束时，希望该报价能被对方接受
? Hope the above would meet with your requirement and looking forward to your prompt reply.
? 或希望尽快答复Your prompt reply will be appreciated./Waititing for your early reply.
? 表示敬意的结尾（与称呼相对应）
? Yours sincerely/Yours faithlully
? 落款
2) Clarity——行文清晰
? 格式清晰明了（参照对方格式）
? 一事一段，段间空行
? 重要事项粗体/颜色标明
? 表述正确、准确、精确、使买家能准确理解
? 避免CHINGLISH
“巧媳妇”=“cleverest son’s wife”?
价廉物美
避免歧义
短句VS 长句
Clarity——主题清晰
主题明确简短，一事一题
针对性和吸引力
直接把对方询盘主题稍加转换为回复主题稍加转换为回复邮件的主题
便于又方归档
主题最好有编号和双方名称
RE：Quotation No3158 for Item SS09 To NBC Company From CXC garments
Your RELPLS/12345:Our Ref .7800
Clarity——落款清晰
签名/LOGO：独特（不同字体/颜色，加深对方印象）
联系信息完整，便于买家联系
Company name:
Add:
Tel:
Fax:
e-mail:
website:
msn:
3) Conciseness ——简洁
行文简洁，图文并茂
列明条款式
EXCEL/WORD格式
PDF等图片格式报价
Google document
pdf@koolwire.com
回复邮件内容的组织
主旨：解答买家疑问，有针对性地展示综合实力，激发其进一步合作的兴趣
1.
2.
3.
4.
5. 公司介绍 产品介绍 报价 进一步探询买家的需求 后续跟进
1） 公司介绍
针对买家的需求，着重宣传自己的竞争优势
? 生产能力/供货能力
? 品质控制
? 认证
? 出口经验
（切中买家诉求点的筹码越多，越能赢得青睐）
公司介绍
Guaranteed with the reliable quality and after-sale service,you will be delighted to find that imported directly from us is so easy and simple as you buy from your local suppliers but with very
competitive prices and more choice.
产品介绍
EMEshoes
你的产品优势在何处？
吸收学习、不断积累产品/行业知识
1） 维基百科：初步了解行业和产品，如：开发“厨用刀具“
2） 行业杂志、行业网站
3） 生产第一线
每天半小时
同行、客户
报纸、专业网站 商务部 国际商报 路透中文
原材料、汇率等期货交易网站
例：当在alibaba里拿到一个笼统的询盘时
进一步探询需求点
Dear sirs,
We are interested in women evening dresses,we need full infromation about prices,types and minimum quantity.
Please give us a pricelist.
b/rgds.
Tarek
对笼统询盘怎么办？
A． 抛砖：如果市场比较透明，给出两三个卖得最好的、价格最具有竞争力的款式报价
给买家做参考
Our product lines mainly include high quality evening dresses with competitive prices,to give you a reference ,we enclosed a quotation for 3 items which are the most popular in mideast market.
B． 引玉：说明报价会根据定货量、交货期、材料、包装要求的不同而有所区别、探询
买家的实际需求点
Our quotations are usually according to different quantity,terms of payment &delivery time etc.In order to make an accurate pricelist ,would you please give us more details such as the specific material/packing conditions you need for your market?
后续跟进[买家未还盘，四五天内]
Dear Tarch
How are you? For several days no news from you since we quote for item 3211,according to your inquiry No.3 750 dated Aug 3. I will be obliged if you return this message by any comments.(探询买家对报盘的反馈)
We are wondering if there is anything we can do for you?Please don’t hesitate to tell us.(争取主动机会)
PEGGY
[买家回盘已询到别的供应商]
Dear Tarek,
How are you ?Hope everything goes well.We understand your choice and thanks for all your efforts done for us.If you have any new inquiry about our products ,or have some new orders to fill ,you are welcomed to contact us.We will try our best meet your requisition.(长效联系，争取下次机会)
If you visit China,you are welcomed to our factory.
（邀请买家来看厂，增进双方了解和信赖）
Best regards.
PEGGY
买家衡量供应商的标准是什么？
询盘回复形式和内容组织到位否？
供方所能提供的产品/服务和买家的需求区配否？