外贸函电报价与还盘Quotation-and-Offer.ppt

2024/1/28 周日1Unit Four Quotation and Offer2024/1/28 周日2Prompt&Accurate Quotation快速准确的报价 不管对待新客户还是老客户，报价的时效性都很重要。尤其对刚刚接触的潜在客户，一旦报价的速度慢了，也许客户就已经和你的同行合作了。但在追求速度的同时，也要注重报价质量，要快且准。不要报了之后发现算错了，再去say sorry,这会让客人觉得你不专业。2024/1/28 周日3Subject:Quote sheet in detailDear Flora,Thanks for mailing me back and notifying us your requested item with details!Please find the detailed estimate in attachment.Samples could be prepared on request.Kindly check and let me know if any other questions.Sincerely yours,Jessica LiEstimate在邮件具体指什么？fEstimate表示初次询价所需要的“估价”。因为一开始，客户往往没有提供各种准确的信息，没有确认数量、包装及各种细节，这个时候，报价往往不是final price（最终报价），而是给对方参考的estimate（估价）。另外detailed estimate并非指准确的报价，而是基于报价单里参数，如货物描述、材质、包装的估价，因为没有得到客户的确认，还存在修改的过程。2024/1/28 周日42024/1/28 周日5Detailed&Professional Quotation详细专业的报价 对于老客户、重要客户，或者对询价有具体要求和针对性的客户，需要及时准确地给出报价。而报价的内容要求尽可能详尽，并突出自身优势，把能给到得信息一次性给全，这样最大限度避免“挤牙膏”式的往来邮件，给客户树立专业的正面形象。2024/1/28 周日6Subject:Quotation for 71H5B Glass TumblersDear Mr.Lee,Thank you for your inquiry!Concerning your inquired item 71H5B,please find our offer as follows.Also attached the quotation sheet in detail for your review.Item:Glass TumblersArt.No.:71H5BSize:12cm(Bottom Dia.)*26cm(H)Weight:40gLogo:as per your requirementPkg:6pcs/set,1 set/box,12 sets/ctn,Ctn size:57x34x23cmGW/NW.:18.5/16.5 kgsQty/20FCL:6720setsQty/40FCL:14796sets2024/1/28 周日7Sample lead time:7 daysSample fee:FreeDelivery:30-35 daysPrice:$8.4/set FOB ShanghaiPayment term:30%T/T prepaid,70%after receiving B/L copy.Any questions will be appreciated!Sincerely yours,Kelvin2024/1/28 周日82024/1/28 周日9Replying to Customer Bargain 砍价是每个业务员都会碰到的，有的客户根据产品和数量的不同砍价，有的客户根据市场定位砍价，有的客户根据以往的采购经验砍价。回复的时候也要有针对性，无论降价还是维持原价，甚至是涨价，都需要有合理的理由，有理有据。2024/1/28 周日10Subject:Re:Re:Re:Grease gun pricingDear Clair,Im so sorry that we couldnt meet your target of USD 5.3/pc with color box!As I mentioned in my previous mail,our price was based on the different packaging method.Our final price is USD5.50 with a color box,and USD 5.20 with a poly bag.Pls help to check with buyer and advise the comments.B.R.2024/1/28 周日11Price Negotiating多轮价格谈判初次报价以后，来来回回地谈价是很常见的。卖方希望赢得更好的利润，买方希望买到更便宜的产品，这就需要多轮的价格拉锯，最后大家在谈判和磨合中寻找双方都能接受的某个折中点。这个时候，邮件的往来必须更加谨慎，不能被对方猜出自己的底牌。2024/1/28 周日12Subject:Final offer for grease gun projectDear Clair,To be candid with you,we have no margin to reduce the pricing again.In fact,the price is very important to win this order,but the quality counts for much more.We couldnt debase our quality level to achieve your price aim.Im sorry!I have discussed with our top management,and decided to proceed in below suggestions.f1.USD 5.50/pc,with color box packaging,based on 10 000 pcsf2.USD 5.20/pc,with simple poly bag packaging,base on 10 000 pcsf3.3%will be provided as a special discount,when quantity up to 30 000 pcs.fB.R.2024/1/28 周日132024/1/28 周日14Final Price Confirmed最终确定价格价格谈判后,一旦双方达成协议,就需要把价格敲定下来，然后才可以进展到下一步的订单操作或样品准备等。价格一旦确定,是需要书面跟客户确认的,必须拿到一个准确的回复,以免未来发生纠纷。2024/1/28 周日15Subject:PI for grease gun orderDear Clair,Very glad to hear that you confirmed the price of USD5.20/pc.It is our pleasure to be on service of you about the 7,500pcs trial order.Please find the PI in attachment,with unit price,packaging,carton info,delivery time,payment terms,etc.If no additional questions,kindly sign and stamp it and send me back.As soon as we receive the confirmed PI,well do the final sampling at once.Any other question,please let me know.B.R.2024/1/28 周日16Interpretationf接受订单f安装手册f维修手册f备件f试订单f实价f塑料袋2024/1/28 周日17Interpretationf接受订单 finalize an orderf安装手册 installation guide manualf维修手册 maintenance operation manualf备件 spare partf试订单 trial orderf实价 net pricef塑料袋 polybag2024/1/28 周日18Useful Phrasesfsubject to“以为条件的;以 为有效”fE.g.This offer is subject to our final confirmation.f此报盘以我方最后确认为准.2024/1/28 周日19fin favor of“以为抬头;以 为受益人”fE.g.We open an irrevocable Letter of Credit NO.123 in favor of Shanghai XinLian Import and Export Company.兹开立以上海新联进出口有限公司为受益人的第123号不可撤消信用证.2024/1/28 周日20Practical ExpressionsfWe could provide you a better price if the quantity up to 10,000 pcs.f如果数量达到1万件,我们能给一个更好的价格。fWould you mind giving me some more photos about your inquired item?f能否提供多一些关于您找的产品的图片?2024/1/28 周日21fWould you accept EUR 3.50/pc as final price?f您能接受每件3.5欧元的最终价格么?fWe could give you a special discount of 10%if the quantity up to 1*40HQ.f如果数量可以达到一个40尺高柜,我们可以给您一个10%的特别折扣.2024/1/28 周日22fI have to recheck the price and see if we could meet your target.f我们需要重新核算一下价格,看看能否达到您的目标价.fWell arrange the production as long as we receive your approval email.f只要收到您的确认邮件,我们就会开始安排生产.2024/1/28 周日23fPrice is important,but quality counts for much more.f价格很重要,但质量更重要.fWe could try a trial order to test the market.f我们可以下个试单来测试市场行情.fDeal!Please send me updated offer sheet ASAP.f成交!请马上发我更新过的报价单.2024/1/28 周日24