加拿大外贸
这个智利客户，联系于2016.8.23，结束于2017.3.7.从满怀希望的跟我们合作，到彻底放弃了从我们公司采购。我尽量做好我的本职工作，但是形势不在我的控制能力范围之内。也可以说是我放任了这种形势的恶化。事情大致是这样的。
2016.8.23，他来邮件询价，如下：
2016-08-23 11:13
We are a company from Chile, Can you quote 108 Pieces 12 m? Precio Cif in Valparaiso Chile.
Have you turnout and switch? Attach drawing
I hope Attentive your comments
答复客户（因为客户来信时间在北京时间11点多，估计他们已经很晚了，所以出于效率，我马上写了邮件），如下：
2016-08-23 11:41
Thank you for your inquiry.
We will check and feedback to you as soon as possible.
报价过去，920/t TR57, 18940/turnout.
客户很高兴我们提供的价格，并询价其他产品。答复，如下：
2016-08-26 11:53
This is very good news for me, remember the rails need standar AREMA and any other certification, with heat treadment and holes
I think we can do good business, I think september travel with my boss for look all your company and products, we need other things for railway like:
{此处省略其他产品列表}
Please tell me how is lead time for last product (attach drawings)
For me is very important the turnouts, is not posible mistakes, you the first suplier that no have question about this. Can you shorten production time?
Can you send me an oficial quote please for show my boss?
答复客户，并将其他产品的报价：
2016-08-26 13:21
The rail is made as per AREMA with certifications, and with heat treatment and holes.
We are very glad to hear that you will come to visit us in the following September with your boss. Our company is closed to Shanghai, less than 100km from Shanghai PUDONG airport.
For the ****, we are checking the drawings and will provide you the quotation as soon as possible.
I will include the lead time for last products.
We will make sure that no mistake will happen for the turnout. The lead time can be shortened to 20 days after payment.
I will draft the formal quotation and send to you soon.
客户答复，收到报价，并说之后一周会有消息。如下：
2016-08-31 13:03
Thanks a lot for the quotations, we like your company, next week I have a news.
Best Regards
客户说计划9月底来中国。如下：
2016-09-7 08:09
Good day, I want to say that we are very happy with their lead time and prices. We thing go to China in september end.
My problem now is the turnouts, I know that your gauge is 1435 mm however in Chile is 1676 mm. I thing that is a problem when I build the turnout here. Can you send me a drawing of turnout, I need see a lot details for I sure that is good for me.
客户之后一个多月没消息，只是偶尔WhatsApp上面聊一聊。直至11月份。如下：
2016-11-1 12:25
I got planes in detail for you building, we need 3 units completes.
When I have dates for my trip, I will send you a message.
答复客户，如下：
2016-11-1 21:28
Well noted with the information.
Thank you.
客户一个多月有没啥消息。这样就到了12月份。如下：
2016-12-5 11:06
I'm sorry I still have no clear date for the trip, I think that in January, we are trapped in a problem of politics between the companies of the state of chile, but please wait calmly that the work we must do the same and I believe that your company is the correct one for me.
-I have a question for you, you still have stock of rails RE115, remember that I need at least 74 tons.
-Another question, the turnouts that you sell me are made by your company?
Thank you for your concern any questions feel free to write to me by watsap.
BR
答复客户，如下：
2016-12-5 11:29
Thank you for your kind reply with updated status about the trip.
Yes, I still remember that you need 115Re steel rail for 74 tons. Right now we still have them in stock, much more than 74 tons.
The turnouts we sell to you are made my state owned turnout factory, and we are one of the authorized reseller of them.
And we will be in touch by whatspp as well.
客户有发来图纸让我们确认报价，如下：
2017-01-2 11:44
Please I need quotation newly I hope to travel in the middle of january to China. Attached list with drawings.
I need all elements with certificate of quality and AREMA standard.
It is important to know if you have stock please Alex.
BR
Wish you a nice evening!
答复客户并提供报价，如下：
Welcome to visit our company! May I have your time schedule, please?
Please check the quotation in the attachment.
Any further question, please let me know.
{略去报价}
评论
客户提出问题，如下：
2017-01-3 12:54
Thanks for you quotation, please I need confirm any things
1-The rails are with holes and heat treatment rigth?
2-Is very important all goods to must have quality certificate. The rails to must have AREMA standard certificate
3-I need all goods to must have FORM F
4-Is posible to short the lead time?
Please can you quote newly with CIF price in Valparaiso Chile? in the previus quotation why is yellow mark and quantity 5000 in anchor and bolt?
This week I buy the ticket to travel, when I have I send you a photo, I think I'm in shangai monday 16
答复客户，如下：
2017-01-3 14:14
Thank you for your kind reply.
Please check the information below:
1-Yes, the rails are with holes and heat treatment.
2-Sure, all goods will be with quality certificate, and the rail will be with AREMA standard certificate.
3-Sure, we can send you Form F for all goods.
4-We can shorten the lead time to 18~20 days.
The ocean shipping costs changes around Chinese New Year. Now the 40GP (can load 22 tons) cost is USD3400.00, 20GP (can load 22 tons) cost is USD2500.
The 115RE rail is 74 tons, so the goods need 4x40GP containers, and 2x20GP containers.
Hopefully, the shipping cost will be lower when you place the order. We will check and let you know then.
The yellow marked anchor and bolt are with MOQ (mininum of quantity) 5,000pcs. Different from you demanded 1950pcs and 702pcs. Could you change the amount to 5,000pcs, please?
Please check the revised quotation in the attachment.
BR
告知客户春节假期，如下：
2017-01-18 17:00
The Chinese New Year Festival is coming soon. We will be on holiday during Jan. 25th to Feb. 5th.
However, you are free to email me with any new inquiry or something on urgent basis, I will endeavor to reply at the soonest time.
客户答复，告知来访的日期，并索要邀请函，如下：
2017-01-20 10:57
I bought a ticket, is not february is in march 6 exactly, I hope it's a good date for you, (I will send tickets Photo in watsap)
I need a process Bussines VISA with the chinese embassy for that we need
-Letter of your company
-Invitation sent from china
I awaits yours comments.
BR
答复客户，如下：
2017-01-20 11:15
Thank you for your confirmation of the flight information. I will be waiting for your photo by whatsapp.
I will prepare a invitation letter with our tittle, and send you for reference.
提供邀请函给客户，如下：
Please check the attached draft of invitation letter, and fill in your information. Or make necessary changes if needed.
Thank you!
{略去邀请函草稿}
客户提供他和他老板的信息以便我们准备邀请函，如下：
2017-01-20 11:31
I sent a photo with backup printer by watsap
Our references
***
ID ***
***
***
Company ***
Arrive To Shangai March 6
If you need other info please tell me.
BR
客户说希望今天拿到邀请函，如下：
2017-01-24 10:01
I sent the photos of our passports by watsap for fill the draft, I hope send me the invitation letters today, thanks a lot.
BR
提供邀请函草稿给客户确认，如下：
2017-01-24 12:41
无正文
{略去邀请函草稿}
客户发来邮件，告知智利中国使馆对要求函的要求：
2017-01-26 11:14
This is what the letter of invitation must say according to the embassy
We just need an invitation letter, I think it's just by email.
Letter of invitation issued by a business partner, a relevant entity or an individual in China. The letter of invitation must contain:
- Applicant information (full name, gender, date of birth, etc.)
- Information about the planned visit (dates of arrival and departure, place or places to be visited, relations between the applicant and the inviting party, etc.) For us 7 march is good
- Information on the inviting entity or individual (name, contact number, address in China, company seals, signature of legal representative or individual)
Thanks for you help
BR
答复客户，告知假期已经开始了，会尽快处理，但是时间会比较慢，如下：
2017-01-26 13:05
I will modify the letter and send to you asap.
Our Chinese New Year holiday has been started, so the process will be a little slower.
But I will send you draft first.
Best regards
评论
2.6告知客户我们已经回公司上班，如下：
2017-02-6 13:53
We are back from Chinese New Year holiday today.
Please check the invitation letter draft in the attachment. The yellow marked dates is what I am not sure, please let me know the correct ones.
If other information should be changed, please let me know.
Looking forward to your kind reply.
之后保持了一定的沟通，通过WhatsApp。直到3.2，客户说3.6他们会到达上海。确认签证没有问题。约定3.7会面。客户问能不能在酒店接他。但是----记住，这里有个但是。。。但是我们老板不愿意去接，而是让客户自己坐动车来，我们到昆山火车站接他。当然，我找了个理由，说我们的牌照不能在上海高架上走，会耽误很多时间，让他坐高铁。
这样就到了3.7，我和仓管兼司机兼质量员去火车站接了客户。
然后来到了公司，其他都比较顺利。但是客户的几个问题处理的不是很好。第一，客户问能不能用信用证付款，老板直接摇头；第二，客户说价格跟他们在美国一家大型公司买的价格差不多，能不能优惠一些。老板说不行，我说既然别人都来了，多少也得优惠一些吧。比如28.35美金，你优惠个0.35美金也是要的吧（我说这个的前提是，我不知道他的空间到底是多少）。最后，他说优惠1%。第三，客户说他着急的产品是2个，可以先买，就让我跑回办公室打印一个。之前降1%的时候，也让我跑了一趟。当天至少让我跑了3趟，打印好了也没啥用。第四，客户要检测报告，老板说下单以后再提供，又是一次当场拒绝了客户的要求。
随着时间的推移，谈判就差不多了，客户说他们一周后回去付款。然后没什么问题了，就准备送客户走。不过刚好到了吃饭的点，于是就带客户去了一家野鱼馆吃中饭。进门吃饭之前，老板让我跟客户说，让他们付点现金把这个单子给定下来。我照他的意思办了。客户拿出来一个美国大型公司的报价单给我看，说我们的价格跟他们是差不多的，并说他们老板说需要回去再考虑一下。我也马上把这个通报给了老板。
吃完饭，老板说把他先送回了公司，我和司机兼仓管兼质量员把客户送去了火车站。快进站的时候，我感觉这次对他们招待太差了，就表达了歉意。然后跟他们聊了一下上海可以逛的几个地方，并画了路线图。
后来继续保持WhatsApp的沟通，他说他最晚2天后，也就是周五会告知他们老板的决定。后来果然，他们选择了其他公司。这个消息是我在周五下班后询问他得知的。我也马上给老板通报了。
过了周末，我又把之前会谈上做的发票（当时给过他们一份），又单独给他们老板发了一份，尝试是否有转机。但是他们老板的答复依然是已选择其他供应商。老板这是告诉了我一个消息，说上游供应商在上周给他打电话说，另外一家我们的同行业给他打电话了，询价的产品品种和数量是一模一样。他说他估计要么那个同行答应了他的信用证付款，要么价格达到了他们的要求。ca。我不知老板心里怎么想的，反正我的7500左右的提成是没了，他至少7万的利润也没了。俗话说，兵熊熊一个，将熊熊一窝。哈哈！
[ 本帖最后由 脖大筋深 于 2017-3-27 15:07 编辑 ]
评论
你老板还是缺乏经验呀
评论
关键的机会没有抓住，让客户没有真正的信任。
评论
是很浪费 老板也估计是看老外自己找上门来了.是没想到老外货比三家去了
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我只能说你的老板不是做生意的料， 迟早会关门的， 一点都不知道接待客户，而且没有服务意识， 如果是我我也不会和他合作。。。
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又是中文有事英文，直接描述下大致情况不就好了。
评论
好资源，没有把握好，真心浪费了啊
评论
不喜欢，请绕道。谢谢！
评论
你好，turnout是说样品吧。这个说法比较常用吗？
看你的描述你老板中间至少拒绝了三次。老板英语溜吗还是你在中间翻译？如果是后者的话，感觉可以在客户面前稍稍变通一下，并尝试去说服老板。
另，看到最后哈哈后面挂着巨大的感叹号，有一种莫名的喜感。
评论
不 作 就 没 事
兄 弟 要 保 重
评论
这位哥在哪个城市厮混哪个产品呢。
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turnout是道岔，就是铁路的交叉口的地方用的Y字形或其他交叉型轨道。一套造价10多万。老板不会英语，我负责翻译。以前因为没有完全按照他的意思翻译给客户，对我抱怨过，所以，他说什么我都按原意翻译过去，不然“钱挣到了不是我的，出了事情全赖我头上”。
业务做到这个地步，也是没谁了。。。哈哈！
评论
嗯，谢谢兄弟。都保重~
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