商务写作范文：如何向客户进行询盘(4)
1. 文体介绍 在对外贸易中，询盘，也叫询价（inquiry或enquiry）是买方或买方对于所要购买或出售的商品向另一方作出的询问。询盘是交易的起点，可以分为：
普通询盘（a general inquiry）:索取普通资料， 诸如：目录（a catalogue）、价目表或报价单（a price-list or quotation sheets）、样品（a sample）、图片（illustrated photo prints）等。
具体询盘（a specific inquiry）: 具体询问商品名称（the name of the commodity）、规格（the specifications）、数量（the quantity）、单价（the unit price FOB… CIF…）,装船期（the time of shipment）、付款方式（the terms of payment）等。
询盘一般多为买方向卖方发出，买方通过询盘信，简明扼要的向卖方了解一般的商品信息。利用E-mail 写询盘信，无须写的过分客气，只需具体、简洁、措词得体。有的询盘信开门见山，直截了当说明订购打算，希望对方给予一定优惠条件；有的询盘信则以征询信息的方式，不许下订货诺言，以避免结果未订购可能形成的日后交易中的障碍 。
2．实用范例 Subject: Enquiry
Dear Sir,
We are interested in buying large quantities of steel screws in all sizes.
We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. It would also be appreciated if you could forward samples and your price-list to us.
We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.
We look forward to hearing from you by return E-mail.
Sincerely,
Xxx
3、参考译文
主题：询盘
亲爱的先生：
本公司有意大量购买各型号钢螺钉，欲知每公斤运抵英国利物浦的成本价运费价格。如蒙惠赐上述报价单，不胜感激。如能惠寄样本和价格表，亦必感激不尽。
本公司素来从其他公司购买此类货物，闻悉贵公司货物质优价廉，故欲与贵公司建立合作关系。
盼复。
你真诚的xxx
4、典型句型
(1) Could you give us some idea about your price? 请介绍贵方的价格好吗?
(2) Do you offer FOB or CIF? 你们报船上交货价还是到岸价？
(3) How long does your offer remain valid/firm/open? 你们的报价多长时间有效?
(4)Will you let us know what your terms of payment are? 能否告知贵方付款条件？
5）Please make us an offer within this month since we have made an inquiry for your products.我们已对你们的产品进行询价，请在本月内给予报盘。
（6）Please send us your best offer by Internet stating payment terms and time of shipment.请用互联网向我们报最优价，说明支付条件和装运期。
（7）Full information as to prices, quality, quantity available and other relative particulars would be appreciated. 请详告价格、质量、可供数量及其它有关情况。
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第二篇：与客户询盘
如何写开发信
主动给买家推荐新样：
Dear ***,
As Christmas/New year/*** is coming, we found *** has a large potential market. Many customers are buying them for resale on
alibaba or in their retail stores because of its high profit margin. We have a large stock of ***. Please click the following link to check them out www.***.com . If you order more than ***pieces in one order, you can enjoy a wholesale price of ***. Welcome you to inquiry more about our items, thanks.
Regards
译文：随着圣诞节/新年/***的来临，我们发现***产品拥有一个大型潜在市场。我们有大量的畅销的***产品。请单击下面链接www.***.com查看它们。如果你一个订单购买***件我们可以给批发价格。欢迎垂询我们更多的产品，感谢您的惠顾。
模板一：
Dear Sirs,
Through ***Business forum（或者其他网站、展会等）,we get your email address that you are in the market for metalwork. We would like to introduce our company and products, in the hope of
establishing business relations with you. We are factory
specializing in the manufacture and export of shoring props,
scaffolding, coupler and protect hurdle. We have profuse designs with series quality grade, and expressly, our price is very
competitive because we are manufacturer, we are the source. You are welcome to visit our website: www.***.com which includes our company profiles, history and something latest designs. Should any of these items be of interest to you, please let us know, We will be happy to give you details. As a very active manufactures, we
develop new designs nearly every month, If you have interest in it, it`s my pleasure to offer news to you regular .
Best regard
模板二：
To Purchase Manager From Date day,month ,year Subject Dear Sirs: I got your name and address from Internet and knew you are one of the largest importers in ***, which is within the scope of our business. Take this opportunity, we introduce our factory, as one of the biggest manufactures of *** . We export large quantity to ***,*** and*** countries, deal to high quality and reasonable price. We are ready to refer you our favourable price and relative samples, for quality evaluation and marketing activities. Should you have
interest of items mentioned above? Kindly let us know by return mail. For getting all the detailed information, you are invited to visit our web site: http:***. Looking forward to hearing from you soon. Best regards. Sincerely,Looking for your reply
***
Add: ***
Tel:+86-***
Fax:+86-***
Email: ***
Website：***
模板三：
TO:***
FROM:***
SUBJECT:***
DATE:***
Dear Sir,
Your name and address has been recommended to us by*** As being one of the most potential importers in your country, and we take the liberty to write you with the earnest desire of having the opportunity to enter into business relation with you . We are one of the leading manufactures of***in *** Ascribed to our excellent
quality control and competitive price, our products have won a good reputation both at home and abroad. Enclosed please find our
company data and web site for yourreference, and we hope you will find some items interesting.We shall be pleased to provide you our best prices and deliveries. For further information you may need, please let us know.Your courtesy and early reply will be
appreciated.
Yours Faithfully,
***
译文：***
收件人：***
寄件人：***
主题：***
日期：***
由***的推荐得知您的名址，贵公司在您的国家一向被尊重为最有潜力的进口商之一，在此我们写信给您诚挚的想要有机会与贵公司建立商务关系。本公司在***(地区)多年来一直是***产品的制造商，基于卓越的品质控管以及具竞争力的价格，我们的产品赢得国内外的好评。随函附上我们公司的资料及网址谨供参考，希望您能找到一些感兴趣的产品。我们将乐于提供您最好的价格及交期。如需更进一步信息，请让我们知道。感谢您的好意，并期尽早回复。
***.敬上
询盘多阶段跟进模板
第一封回盘发出，几天过去了，客户没有回复，建议用下面模板跟进： Dear ***,
For several days no news from you, my friend. I am writing for reminding our offer for items of ***dated on***according to your
relative inquiry, Any comments by return will be much appreciated. It will be our big pleasure if we have opportunities to be on service of you in near future. Looking forward to your prompt response. Best wishes
附上之前的邮件
十天左右过去，客户还是没有回复，用以下模板再跟进：
Dear ***,
How are you? Hope everything is ok with you all long. I am writing for keeping in touch with you for further business. If any new inquiry, welcome here and I will try my best to satisfy you well with
comptitive price. By the way, how about your order with items of ***? If still pending, we would like to offer our latest price to promote an opportunity to cooperate with each other. If there is anything we can help to you, we shall be much than pleased to do so. Looking forward to your prompt response.
Best wishes
(最好把第一次发给客户的邮件内容和客户最初的询盘附在邮件下方以提醒买家。简便方法：可直接转发第一封回复邮件。收件人写明买家的Email.)
如果半个月，三封邮件出去，客户仍然没有回复，可以考虑把宝贵的时间用在跟进新意向客户身上；将这家客户作为储蓄客户，定期推荐新样、展会邀约等。
询盘回复小技巧
1.询盘中重点的地方加颜色加粗。
I can send you a catalog if you need to know well about these items ?
2.问买家要联系方式
I hope you can give me your msn,so we will chat freely about more information.
3.每封邮件的标题都要有针对性
Price about ***(产品或公司名)
Quotation about ***(产品或公司名
)
4.主动介绍库存的款给买家
5.根据不同的数量定制的价格区间也不一致
6.通过的认证以及能提供的OEM服务
7.之前有合作过的***公司（买家当地合作过的公司），了解买家当地对于产品的喜好，拉进与买家的距离
8.主动给买家介绍产品..(根据当地的行情，哪个好卖)
9.买到一定的量，有小礼品赠送
10.附上自己的网站
11.落款真实且专业
泛问所有产品的回复技巧
询盘为泛问所有产品内容大多如下：
We are interested in all your products, could you please send us more information and samples about your products and price list?
注：泛泛咨询时，往往真实购买意图一般，除非其正好需要/感兴趣您现在的产品或您挑选出的主打产品。对能给予继续回复的买家应继续重点追踪，未回复的买家可在转发首次回复邮件基础上询问买家是否有收悉X月X日的回复。 回复模板一：可报价
Dear Sir/Madam,
Thanks for your inquiry at www.***.com. We are professional supplier for ***（产品名）at competitive price, located in*** 贴上几张公司的图片 ，验货间、样品间、生产线等图片. Here is the attachment with some pictures of our products that may suit your requirements, for more, please check our website***, and select the products that you’re interested in.
We have great interest in developing business with you, Could you have any inquiries or comments, we would be glad to talk in details through MSN:***/mails or any way you like.
回复模板二：不报价
Dear Sir/Madam,
Thanks for your enquiry via Alibaba.com. There are too many references on our website (***), could you please review and
precise us your interested products ? We could send you price list accordingly.
Here I would like to show you some popular products as below, which are sold very well for other customers.
贴上适于客户市场或者最近好卖的产品图片
As a professional ***(产品名) supplier located in ***(公司地址), our products have been exported to ***(出口国别或地区) because of high quality and competitive price.
贴上几张公司的图片 ，验货间、样品间、生产线等图片
We are sincerely looking forward to have business with you. Welcome to discuss for details via MSN: ***, mail:*** or ***.