UnitFour

QuotationandOffer1PPT課件UnitFour

QuotationandOffePrompt&AccurateQuotation

快速準(zhǔn)確的報(bào)價(jià)

不管對(duì)待新客戶還是老客戶，報(bào)價(jià)的時(shí)效性都很重要。尤其對(duì)剛剛接觸的潛在客戶，一旦報(bào)價(jià)的速度慢了，也許客戶就已經(jīng)和你的同行合作了。但在追求速度的同時(shí)，也要注重報(bào)價(jià)質(zhì)量，要快且準(zhǔn)。不要報(bào)了之后發(fā)現(xiàn)算錯(cuò)了，再去saysorry,這會(huì)讓客人覺得你不專業(yè)。2PPT課件Prompt&AccurateQuotation

快速Subject:QuotesheetindetailDearFlora,Thanksformailingmebackandnotifyingusyourrequesteditemwithdetails!Pleasefindthedetailedestimateinattachment.Samplescouldbepreparedonrequest.Kindlycheckandletmeknowifanyotherquestions.Sincerelyyours,JessicaLi3PPT課件Subject:QuotesheetindetailEstimate在郵件具體指什么？Estimate表示初次詢價(jià)所需要的“估價(jià)”。因?yàn)橐婚_始，客戶往往沒有提供各種準(zhǔn)確的信息，沒有確認(rèn)數(shù)量、包裝及各種細(xì)節(jié)，這個(gè)時(shí)候，報(bào)價(jià)往往不是finalprice（最終報(bào)價(jià)），而是給對(duì)方參考的estimate（估價(jià)）。另外detailedestimate并非指準(zhǔn)確的報(bào)價(jià)，而是基于報(bào)價(jià)單里參數(shù)，如貨物描述、材質(zhì)、包裝的估價(jià)，因?yàn)闆]有得到客戶的確認(rèn)，還存在修改的過程。4PPT課件Estimate在郵件具體指什么？Estimate表示初次詢Detailed&ProfessionalQuotation

詳細(xì)專業(yè)的報(bào)價(jià)

對(duì)于老客戶、重要客戶，或者對(duì)詢價(jià)有具體要求和針對(duì)性的客戶，需要及時(shí)準(zhǔn)確地給出報(bào)價(jià)。而報(bào)價(jià)的內(nèi)容要求盡可能詳盡，并突出自身優(yōu)勢(shì)，把能給到得信息一次性給全，這樣最大限度避免“擠牙膏”式的往來郵件，給客戶樹立專業(yè)的正面形象。5PPT課件Detailed&ProfessionalQuotatSubject:Quotationfor71H5BGlassTumblersDearMr.Lee,Thankyouforyourinquiry!Concerningyourinquireditem71H5B,pleasefindourofferasfollows.Alsoattachedthequotationsheetindetailforyourreview.6PPT課件Subject:Quotationfor71H5BGItem:GlassTumblersArt.No.:71H5BSize:12cm(BottomDia.)*26cm(H)Weight:40gLogo:asperyourrequirementPkg:6pcs/set,1set/box,12sets/ctn,Ctnsize:57x34x23cmGW/NW.:18.5/16.5kgsQty/20’FCL:6720setsQty/40’FCL:14796sets7PPT課件Item:GlassTumblers7PPT課件Sampleleadtime:7daysSamplefee:FreeDelivery:30-35daysPrice:$8.4/setFOBShanghaiPaymentterm:30%T/Tprepaid,70%afterreceivingB/Lcopy.Anyquestionswillbeappreciated!Sincerelyyours,Kelvin8PPT課件Sampleleadtime:7days8PPT課件ReplyingtoCustomerBargain

砍價(jià)是每個(gè)業(yè)務(wù)員都會(huì)碰到的，有的客戶根據(jù)產(chǎn)品和數(shù)量的不同砍價(jià)，有的客戶根據(jù)市場(chǎng)定位砍價(jià)，有的客戶根據(jù)以往的采購(gòu)經(jīng)驗(yàn)砍價(jià)。回復(fù)的時(shí)候也要有針對(duì)性，無論降價(jià)還是維持原價(jià)，甚至是漲價(jià)，都需要有合理的理由，有理有據(jù)。9PPT課件ReplyingtoCustomerBargain砍Subject:Re:Re:Re:GreasegunpricingDearClair,I’msosorrythatwecouldn’tmeetyourtargetofUSD5.3/pcwithcolorbox!AsImentionedinmypreviousmail,ourpricewasbasedonthedifferentpackagingmethod.OurfinalpriceisUSD5.50withacolorbox,andUSD5.20withapolybag.Plshelptocheckwithbuyerandadvisethecomments.B.R.10PPT課件Subject:Re:Re:Re:GreasegunPriceNegotiating

多輪價(jià)格談判

初次報(bào)價(jià)以后，來來回回地談價(jià)是很常見的。賣方希望贏得更好的利潤(rùn)，買方希望買到更便宜的產(chǎn)品，這就需要多輪的價(jià)格拉鋸，最后大家在談判和磨合中尋找雙方都能接受的某個(gè)折中點(diǎn)。這個(gè)時(shí)候，郵件的往來必須更加謹(jǐn)慎，不能被對(duì)方猜出自己的底牌。11PPT課件PriceNegotiating

多輪價(jià)格談判

初次報(bào)價(jià)以Subject:FinalofferforgreasegunprojectDearClair,Tobecandidwithyou,wehavenomargintoreducethepricingagain.Infact,thepriceisveryimportanttowinthisorder,butthequalitycountsformuchmore.Wecouldn’tdebaseourqualityleveltoachieveyourpriceaim.I’msorry!Ihavediscussedwithourtopmanagement,anddecidedtoproceedinbelowsuggestions.12PPT課件Subject:Finalofferforgreas1.USD5.50/pc,withcolorboxpackaging,basedon10000pcs2.USD5.20/pc,withsimplepolybagpackaging,baseon10000pcs3.3%willbeprovidedasaspecialdiscount,whenquantityupto30000pcs.B.R.13PPT課件1.USD5.50/pc,withcolorboxFinalPriceConfirmed

最終確定價(jià)格

價(jià)格談判后,一旦雙方達(dá)成協(xié)議,就需要把價(jià)格敲定下來，然后才可以進(jìn)展到下一步的訂單操作或樣品準(zhǔn)備等。價(jià)格一旦確定,是需要書面跟客戶確認(rèn)的,必須拿到一個(gè)準(zhǔn)確的回復(fù),以免未來發(fā)生糾紛。14PPT課件FinalPriceConfirmed

最終確定價(jià)格

價(jià)Subject:PIforgreasegunorderDearClair,VerygladtohearthatyouconfirmedthepriceofUSD5.20/pc.Itisourpleasuretobeonserviceofyouaboutthe7,500pcstrialorder.PleasefindthePIinattachment,withunitprice,packaging,cartoninfo,deliverytime,paymentterms,etc.Ifnoadditionalquestions,kindlysignandstampitandsendmeback.15PPT課件Subject:PIforgreasegunordAssoonaswereceivetheconfirmedPI,we’lldothefinalsamplingatonce.Anyotherquestion,pleaseletmeknow.B.R.16PPT課件AssoonaswereceivetheconfInterpretation接受訂單安裝手冊(cè)維修手冊(cè)備件試訂單實(shí)價(jià)塑料袋17PPT課件Interpretation接受訂單17PPT課件Interpretation接受訂單finalizeanorder安裝手冊(cè)installationguidemanual維修手冊(cè)maintenanceoperationmanual備件sparepart試訂單trialorder實(shí)價(jià)netprice塑料袋polybag18PPT課件Interpretation接受訂單finalizeanUsefulPhrasessubjectto“以…為條件的;以…為有效”E.g.Thisofferissubjecttoourfinalconfirmation.此報(bào)盤以我方最后確認(rèn)為準(zhǔn).19PPT課件UsefulPhrasessubjectto“以…為條infavorof“以…為抬頭;以…為受益人”E.g.WeopenanirrevocableLetterofCreditNO.123infavorofShanghaiXinLianImportandExportCompany.茲開立以上海新聯(lián)進(jìn)出口有限公司為受益人的第123號(hào)不可撤消信用證.20PPT課件infavorof“以…為抬頭;以…為受益人”20PracticalExpressionsWecouldprovideyouabetterpriceifthequantityupto10,000pcs.如果數(shù)量達(dá)到1萬件,我們能給一個(gè)更好的價(jià)格。Wouldyoumindgivingmesomemorephotosaboutyourinquireditem?能否提供多一些關(guān)于您找的產(chǎn)品的圖片?21PPT課件PracticalExpressionsWecouldWouldyouacceptEUR3.50/pcasfinalprice?您能接受每件3.5歐元的最終價(jià)格么?Wecouldgiveyouaspecialdiscountof10%ifthequantityupto1*40’HQ.如果數(shù)量可以達(dá)到一個(gè)40尺高柜,我們可以給您一個(gè)10%的特別折扣.22PPT課件WouldyouacceptEUR3.50/pcaIhavetorecheckthepriceandseeifwecouldmeetyourtarget.我們需要重新核算一下價(jià)格,看看能否達(dá)到您的目標(biāo)價(jià).We’llarrangetheproductionaslongaswereceiveyourapprovalemail.只要收到您的確認(rèn)郵件,我們就會(huì)開始安排生產(chǎn).23