客人询价 1.Will you please let us have an idea of your price? 2.Are the prices on the list firm offers? 3.How about the price/ How much is this? 我们报价 4.This is our price list. 5.We don’t give any commission in general. 6.What do you think of the payment terms? 7.Here are our FOB prices. All the prices in the lists are subject to our final confirmation. 8. In general, our prices are given on a FOB basis. 9.We offer you our best prices, at which we have done a lot business with other customers. 10.Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP? 11.This is the pricelist, but it serves as a guide line only. Is there anything you are particularly interested in? 客人还价 12.Is it possible that you lower the price a bit? 13.Do you think you can possibly cut down your prices by 10%? 14.Can you bring your price down a bit? Say $20 per dozen. 15.It’s too high; we have another offer for a similar one at much lower price. 16.But don’t you think it’s a little high? 17.Your price is too high for us to accept. 18.It would be very difficult for us to push any sales it at this price. 19. If you can go a little lower, I’d be able to give you an order on the spot. 20.It is too much. Can you discount it? 拒绝还价 21.Our price is highly competitive./ this is the lowest possible price./Our price is very reasonable. 22.Our price is competitive as compared with that in the international market. 23.To tell you the truth, we have already quoted our lowest price. 24.I can assure you that our price if the most favorable. A trial will convince you of my words. 25.The price has been cut to the limit. 26.I’m sorry. It is our rock-bottom price. 27. My offer was based on reasonable profit, not on wild speculations. 28.While we appreciate your cooperation, we regret to say that we can’t reduce our price any further. 接受还价 29.Can we each make some concession? 30.In order to conclude business, we are prepared to cut down our price by 5%. 31.If your order is big enough, we may reconsider our price. 32.Buyer wish to buy cheap and sellers wish to sell dear. Everyone has an eye to his own benefit. 33.The price of his commodity has recently been adjusted due to advance in cost. 34. Considering our good relationship and future business, we give a 3% discount. 二.订单 客人询问最小单数量 35.What’s minimum quantity of an order of your goods? 询问订货数量 36.How many do you intend to order? 37.Would you give me an idea how much you wish to order from us? 38.When can we expect your confirmation of the order? 39.As our backlogs are increasing, please hasten the order. 40.Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer? 41.We regret that the goods you inquire about are not available. 客人回答订单数量 42.The size of our order depends greatly on the prices. 43.Well, if your order is large enough, we are ready to reduce our price by 2 percent. 44.If you reduce your price by 5, we are going to order 1000sets. 45.Considering the long-standing business relationship between us, we accept it. 46.This is a trial order; please send us 100 sets only so that we may test the market. If successful, we will give you large orders in the future. 47.We have decided to place an order for your electronic weighing scale. 48.I’d like to order 600 sets. 49.We can’t execute orders at your limits. 感谢下单 50.Generally speaking, we can supply form stock. 51.I want to tell you how much I appreciate your order. 52.Thank you for your order of 100 dozen of the shirts. We assure you of a punctual execution of your order. 53.Thank you very much for your order. 三.交货 客人询问交货期 54.What about our request for the early delivery of the goods? 55.What is the earliest time when you can make delivery? 56.How long does it usually take you to make delivery? 57.When[收起]

模板一： Hi Sir/Madam, Glad to hear that you're on the market for furniture, we specialize in this field for 14 years, with the strength of ERU&USA ANTIQUE FURNITURE, with good quality and pretty competitive price. Also we have our own professional designers to meet any of your requriements. Should you have any questions, call me, let's talk details. Best regards! Leon 模板二： Dear purchasing manager, Hello, this Lily Lee from xxx company, our company is a professional xx manufacturer with years‘s experience. so we want to avail ourselves of opportunity establishing business relation with you. Please link our company web site:............. if you want to know more about our product. By the way, free sample are available. Thank you in advance! Best regards] Xxx Company name: Tel:……. Fax:……. MSN:.......... Skype:……….. 模板三： Subject: XX (products name) you need/ XX factory / xx good quotation Dear Sirs: We glad to get your information posted on xxxxxx. that you are in the market for XXXX. We would like to take this opportunity to introduce our company and products, with the hope that we may work together in future . This is (Name ) from (Company Name ) which is specializing in (Products Name ) for many years. According to your information posted on xxxx, we'd like to introduce this item for you, and its future have XXXXXXXXXXX ( products information)..... If you want to see more items, pls visit our website Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to hearing from you soon. Best Regards, Your name ( position) company date ....(NAME, ADDRESS, WEBSITE, MAIL, TEL AND FAX ETC.) 模板四： Hey guy, XYZ trading here, exporting LANTERNS with good quality and low price in US. Call me, let's talk details. Rgds, Rick Cell phone: *** （这是一个巴西的贸易公司写给陌生的美国公司的开发信） 模板五： Dear Mr. Mound Klamath, Glad to get your contact info from India mart! We supply homogenizers and ice cream freezing machine with good quality and very competitive price. Hope to be a partner of your company! E-catalog will be provided if needed. Email me or just call me directly. Thank you! Best regards, Mandy ******Co., Ltd. Add: *** Tel: *** Fax: *** Mail: *** Web: *** 模板六： To: Purchase Manager Re: Supplier of Deep Groove ball bearing April 29, 2010 Dear Sirs, It is glad to write to you with keen hope to open a business relationship with you. I obtained your company name and email address from the Internet. Ningbo Fenghai Bearing Co., Ltd. is a factory specialized in Deep Groove ball bearing. Our products had adopted ISO9001:2000 Quality System Authorities. For more information, we would like to let you know our company web site as below. Hope to hear good news from you. Sincerely Yours, Sky Export Manager Ningbo Co., Ltd. TEL: FAX: Email: Website 模板七： Hi, purchasing manager. Good day! We are XXXX supplier, and we have researched & designed some new product. If you are interested in, I 'll send you our catalogue. Thanks for your valuable time. Regards. Yours, - XXX(Ms) company name Website: www ADD:XXXXXX TEL:+86 XXXXX FAX:+86 XXXXX 模板八： Hi Kelvin, Glad to hear that you're on the market for flashlight and other promotional items. This is C from *** Ltd in China. We specialized in flashlights and premiums for 10 years, with the customers of Coca-Cola, Craft, Pepsi, etc., and hope to find a way to cooperate with you! Please find the pictures with models and different packaging in attachment. An American guy purchased this model in BIG quantity last year. I would like to try now, if it's suitable for Europe. FREE SAMPLES can be sent on request. Call me, let's talk more! Thanks and best regards, C *** Ltd Tel: *** Fax: *** Mail: *** 模板九：[收起]

基本上超过90%的客户会有还价的要求，怎么面对客户的还价，我做了以下的接招总结，希望可以对各位外贸好朋友一定的帮助。当然在具体的业务操作中还要，具体问题具体分析！ 1. 以退为进：这个价格我们也能做，但是如果按这个价格做的话，质量会有所下降，请客户考虑！ Example : we can also accept price at USD 200 .however , the quality will be lowed than the one I have introduced to you at price USD 220 .pls considerate it ! Besides , I would like to tell you . we can even accept the price lower than USD 200 . it is another model XX. The offer of this model is USD 175 . Only adjudge from the appearance . they are very similar . but they are completely of quality . they difference between the two model are listed as following : 1 2 3 …… the price difference is USD 20 . and we can supply you one year guarantee . So could you tell me what you and your customers should pay the super quality ? what is the result of the 20/360=?????? The reason why I have not introduce the products priced USD 175 originally is that I think the quality is the heart of the products . if your customer would like to do business with you is not depend on the price , just depend on the quality 。if you can search a products of high quality , they will do not care too much about the price . 第一步，明确告诉客户我们也能做这个价格，但质量会有所不同。 第二步，如果可能推荐类似但价格比较低的产品。如果可能要比客户的目标价格低，至少是要等于。 第三步，让他自己考虑选择那一个产品。将两个产品的不同之处罗列出来。可以将差价除于产品的保质期限，那样会得到一个很小的数字，记得，这个数字让客户自己算，他会觉得和你在几个美分上计较很可笑。 第四步，解释一下为什么以前没有把那个低价格的产品介绍给他。尽量让客户感觉你是在为他的长期生意着想。 适用度：基本上对所有的客户合适。 2. 刺激：我们正在和你们国家的最大的该产品的进口商合作.我们给他的也是这个价格。 Example : dear sir , we have already carefully considerated your counter-proposal . however , I am very regret that I can not accept your price . Actually , we have already exported many containers to xx . we have very good cooperation ship with XX company , which is one of the biggest importer of XX products . Now , this company import around X containers from us every month . you are our new customer , and your trial order is not very big . however , you share the same price with this company . I have enclosed the B/L copy of this company’s order , pls kindly check so we hope that you can accept our last offer . I have enclosed the P/I for your confirmation again . pls kindly keep us informed if you have paid deposit payment , so that we can arrange production asap . 分析： 第一步，明确告诉客户我们不能接受这个价格 第二步，我们给某某公司的也是这个价格（确认该公司确实比较大，至少要比还价的这家公司大）。他已经买了很多货了。而你是第一次买，量也并不大（潜台词：我给你这个价格已经够对得起你了，你就别还了）。 第三步，为使对方相信可以将该国大公司的提单COPY件，合同COPY件，或者是OEM的话，产品照片放在附件中。 第四步，将合同付上要求确认。 适用度：该市场上已经有比较大的客户，有一定的局限。 3. 哭穷：原材料上涨，退税降低，利润本身已经很低了…… Example: dear friend , we have already carefully considerated your counter-proposal . however , I am very regret that I can not accept your price . Actually , I have already given you the best offer , it leave us with only the smallest of margins . As you known , now the market is very competitive . 1 the raw material of the XX products has been increased , I think you have already heard from other suppliers . 2 the drawback of the XX products will be 11% instead original 13% . so it is we do not make concession , it is our government can not let us give you concession again . we hope that you can understand our situation clearly , and accept our best offer . 分析： 第一步，明确告诉客户我们不能接受这个价格； 第二步，分析原因； 第三步，希望接受我们的最后报价。 适用度：价格确实已经是不能再降了，有一定的局限。[收起]

分析下原因，一般情况下我会再写封追踪信给他：Hope you are fine, my friend.It is regret that I haven't receive any information from your side. May I have your idea about our offer? We will try to satisfy you upon receipt of your reply. As we don't want to lost a good customer like you!If there is anything we can do for you, we shall be more than pleased to do so. Hope we can build good cooperation with your.如果客人还没有回信,一周后再问客人不回信的真实原因。(一般情况,70%的客人会告诉你他的原因)Glad to contact you again!Have you kindly check my offer? Hope they are workable for your market! Sorry that we still don't receive any information from you. I would apprreciate for your any comment about our offer, including price, quality, sercive. No matter if it is positive answer, It is great help for us to meet your requirement.Waiting for your favorable reply soon!之后的日子里,可以尝试新产品的报价，刺激下客人的神经。 我通常是这样写的：good day!my quotation of digital photo frame you might have received and considerated. could you kindly advise your comments at your earlier convenience?if the products isnot your are expecting,pls advise me your details requirement, i will re-offer asap.i am of service at any time!但是，不同的客人，我会变换着写邮件，让客人知道我们公司，产品的存在．我不会把客人缠得太紧，约十来天给他一封邮件我通常这样回复的：Dear XXX,Wish you have a nice day!May I ask whether you have received my quotation?Now I am sending it again,if you have any other ideas.Please feel free to contact me.We will do much better if you can give any advices to us.I am waiting for your reply ASAP.Best regards Vivian．但是，想成功可不是容易的事情． dear sir have you received our quotation of ..., if you have any further question,please don't hesitate to contact us.we are waiting for you comment about our quotation.we hope that we can establish a good business relationship with you in the nearest future.your prompt reply will be appreciate. 回复A：直接去函敦促 Dear XXX, Wish everything well with you and your esteemed company ! We are in receipt of your letter dated Aug 10 , and as requested was expressed you 3 catalogues for our refrigeration goods . We hope they will reach you in due course and will help you in making your selection . Wish we will promote business as well as friendship! Best wishes ! Vivian 回复B： 先写邮件问清情况。本人觉得先写邮件问清情况，简单的询问，如HAVE YOU RECEIVED MY P/I, IS THERE ANY QUESTION OR PROBLEM WITH YOU? 再问何时开L/C 或汇订金过来.....如客户没回复，那你应该(很有必要)打个电话过去问清情况。是价格问题还是临时发生改变? 客户是中间商，还在等最终客户的确认？还是其它问题？然后根据情况做一些措施看能否挽回这一张订单。 Dear XXX, Good morning! Hope you have got a wonderful weekend! For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of **** dated ** ** ** according to your relative inquiry. Have you got (or checked) the prices or not? ( You can add some words to introduce your advantage of your product or something else to attract the customer). Any comments by return will be much appreciated. It will be our big pleasure if we have opportunities to be on severice of you in near future. Looking forward to your prompt response, Thanks and best regards, Yours Faithfully Vivian 回复C：如果仍然没有回音的话，可以在一、两个月后再写一封信。 Dear XXX, Now 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 comptetitive prices as per your request. By the way, how about your order (or business) with item ***? If still pending I would like to offer our latest prices to promote an opportunity to cooperate with each other. Thanks and best regards, Vivian[收起]

一．询问客户对报价的看法 Dear xxx, Hope everything goeswell with you！ Have you kindly checked my offer? Hope they are workable for your market! It is regret that I haven'treceived any information from your side. May I have your idea about our offer?We will try to satisfy you upon receipt of your reply. If there is anythingwe can do for you, we shall be more than pleased to do so. Hope we can build goodcooperation with you and your company. Best regards 二．追问客户的评价，求回复 Dear xx How are you recently? Several days no newsfrom you have you got my enquiry for xxxx? Fully understand that you are toobusy to reply us. But we are still await for your comments. We need yourfeedback to go ahead. Thank you in advance. Many thanks and bestregards. 三．本着小强精神，保证客户收到了报价，重发报价 Hello, xxx, Wish you have a nice day! May I ask whether youhave received my quotation? Now I am sending it again, if you have any otherideas. Please feel free to contact me. We will do much better if you can giveany advices to us. Waiting for yourfavorable reply soon! Best wishes 四：利用报价的有效期给客户一点压力 Hello, xxx, Hope everything goeswell! It’s Judy. We are in receipt ofyour inquiry dated on xxx and quote you as follow: XXXXXXX . pls kindly checkwhether price is workable ? Becasue price will be invalid on xxxx. Wish we will promotebusiness. Best regards. 好吧， 关于客户的这次询价问了这么多还没有回复的话， 我们最后一次问一下， 然后进行 询盘 的转化吧。 五：最后一次寻求客户对所询价产品的意见，附上产品目录表 Good day! My friends, Judy again. My quotation of xxx you might have received and considered. Could you kindly advise your comments atyour earliest convenience? Enclosed is the E-catalog of Kington, please kindly check! If there is any item you are in needof, please contact me! I’ll be more than pleasure to offer the information youwant. Thanks… I am of service at anytime! BR 这个时候差不多半个月过去了， 我们要学着挖掘客户的其他订单需求了。 六：待客户在目录表中发现适合他们市场的产品 Hello, my friends, Have u received and checkedthe E-catalog send in my last email? Hope they are workable for your market! Ifyou find some product really attractive to you, please feel free to contact us.We are more than pleasure to offer you with more information that you want. If you want to estimatethe products show, yes, sample can be sent for your reference! We hope can establish agood business relationship with you in the near future. Best regards 七：时不时的问下是否有新的询盘或者订单 Dear xx I hope you are doinggood. Have you got any neworders ? pls keep me posted if yes, i will send you our updated price for yourreview. Best regards. 八：对于较大的客户我们也可以主动提出提供免费样品哟 Dear xxx, Free sample can be sentfor your reference if you need. How's your opinion? As our serveralcommunication, I hope that we can build a cooperation between us. Waiting for your reply. Best wishes 九：最后的绝招 Dear xxx, I have sent you email many times before but have not received any reply from you so I am guessing theemails have not reached you. Could you please drop mea short note if you receive this message and also please tell me if you haveany interest in our products? I don’t want to keep bothering you if you don’thave any interest Best regards 十：新产品上市就是很厉害的时候了哦 Dear xxx Good morning ! It is glad to inform youthat we have lanched xxx ,which with xxxx优势特点 such as perfect design, lownoise, light weightxxxx. Attached with xx and xxfor your reference and pls have a try in your market if possible. Best regards. xxxx 我们的报价以及目录表都发过了。 但是我们在工厂做 外贸 的知道， 很多大公司需要的是很长期的跟进的。 这时候我们把我们的价格表微微的调整一下，发给客户。 以价格的调整刺激一下客户。 十一：告知客户价格表的调整 Dear xxx, How are you? Long timeno contact and hope everything goes weill with you. Our products andquotation had updated .Would u pls check our new quotation with new items inattachments ?If have any questions,pls contact me freely. Be[收起]