加拿大外贸
对于这一单我现在已经看得很平常了，以后会好好努力！我是一个新手。就现在来说，在外贸行业里的时间也只有三个月多一点而已。公司是今年四月份刚成立的，规模很小。但是就因为是新手，愿意接受锻炼，就这样怀着与公司一起成长的心愿，走进了这家公司。
初做外贸的我严格根据前辈们的经验要求，每天兢兢业业，很勤奋很用功，很辛苦但是很快了。可是就这样过了一个月，只是偶尔受到一些寻盘，报价后都石沉大海。我想每个新手这时候或多或少会有些挫折感，而且都急于把业务做好做成。可是对我来说每天的重复已经变得毫无生气了。
转眼两个月就要过去了，这时候一个询盘开始了这场拉锯战。
整个过程持续一个月，开始用邮件联系，中间客户来过两次确认样品看工厂，就这样我还是丢掉了这个客户---这个不一般的大客户。这是真的，我可不是危言耸听哦。如果订单下来的话，直到货出完每个月我都会有万元提成的，心动了吧，说实话我还暗自庆幸自己的与你好呢。在庆幸的同时我在很努力的工作工作着……….
为什么联系了那么长时间的客户，来中国考察过两次的客户没有抓住呢？
我在介绍与客户通信联络的过程时会逐步分析总结。附往来信件。这样大家可以讨论商务信函的写作也可以讨论这个过程中的失误及避免的方法.
交易从客户10月29日的询盘开始：
Dear Sir or Madam::
Greetings from Korea, we are requesting an OEM as below.
Please reply to us about these matters.
(客户很认真地给我列出了他们所需OEM产品的详细资料，很有条理，这也许是韩国人做事的作风)
1.Requirement overview
2. Specific requirements （下面还分几条分别列出，再此我不便公布给大家）
check the attatched file for the design that we want.
we would like to have your response by 2005-11-01, Korea Time
从详细的信件内容和最后回复时间上的规定可以看出，客户应该是真正的买家，时间观念很强，想在最短的时间内选择最合适的供应商。不知我的总结对不对，请各位多参加讨论。谢谢！
作出以上判断后，赶快汇报给老板，把产品要求以及福建中的图片要求打印出来，翻译后交给老板，老扳看了也觉得有门，对要求研究了一番让我这样回信。当然老板最关心的还是有多少利润，他让我问有多少量。看看我的邮件那些需要改进的，帮我指出来哦
当然是很及时地回了信，因为我们跟韩国仅有一个小时的时差哦。我的回信：
10.29.2005
Dear **：
very glad to have your letter in the morning. we study the function you offer ,
and we can supply the product you required. the cost and price refer to your
quantity needed,so pls tell your probable quantiy in your next letter , then
i will send our reasonable price, ok?
looking forwad to your kindly reply, hope to deal with you in a long-term
relation.
thanks and with my best regar6ds!
后面要附上公司网址联系方式及必要的私人邮箱。这个很必要，个人意见。
很焦急很焦急的等待客户的回信， 从那天开始这个客户就成了我工作的重心，每天一上班，最高兴的是收到这个客户的回信。感觉像在谈恋爱！！！
[ 本帖最后由 大宝天天见 于 2006-1-19 11:23 编辑 ]
评论
后来呢,楼主 想知道噎
评论
听你这么说,我噎有点怕啊,我现在噎有个算是大客户的在跟,噎过来看厂了,时间噎差不多一个月了亚,真是该小心啊
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关注中。。。。。。。。
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我说过没有时差就是好啊，客户也很敬业。当天就给我回信了，可是我在第二天才能看到哦
客户的回信很简单扼要。如下：
10.29.2005 18:40
Ø Hi,
>> our quantity is 20,000 and the target price that we are thinking is
>
> about $80~85.
>
> I would like to hear from you/
客户没加称呼，后来才知道他联系了几家供应商，如果是公共信息，他就会群发哦。
看了信后我很兴奋的，大家可以算一下，按80美金， 20000台得多少金额啊，我的天真得不敢想象。
把这个数字报给老板，他有点犯嘀咕了---会不会是骗子啊？我也有点不太感相信，听说做外贸要考察客户的资信实力等等条件，我是新手，老业务跟老板闹得不愉快刚走。我就在google里面艘了一下他们的公司，是个咨询广告公司，凭我这简单的大脑就更想不通了，做咨询的需要显示器？但是我们研究了一下先不管它是真是假，根据他的产品要求做了个核算，可能老板看他的量大，就让我报了80美元。
这次报价是老板口头授权，没有让他签字画押，嗬嗬，后来出现的插曲是老板竟然在客户第一次拿了样品比较满意的情况下，说85美金还做不了，狂晕。我说你当时让我报的是80美金啊。他说：“我说的80吗？“ 我说是的，使你说的，可惜没让你签个字，嗬嗬，当然是开玩笑了。
所以后来一个客户要所有产品的样品，所以很有很多报价，我就打出来让老板核算好了，同意后签字。嗬嗬。
评论
下班了，明天继续我的“恋爱“过程。
评论
Dear **：
very glad to have your letter in the morning. we study the function you offer ,
and we can supply the product you required. the cost and price refer to your
quantity needed,so pls tell your probable quantiy in your next letter , then
i will send our reasonable price, ok?
looking forwad to your kindly reply, hope to deal with you in a long-term
relation.
thanks and with my best regar6ds!
后面要附上公司网址联系方式及必要的私人邮箱。这个很必要，个人意见。
楼主,谢谢你的分享!
这封回信整体而言没有什么大碍,只是觉得缺少一点必要礼节方面的东西,你可以把请求写得委婉一些,以下是试着帮你改动一下.
仅供参考哦.
against your request ,it is our appreciated to give you an offer at once.as you know ,the price depends on the quantity ordered,so,please could you tell us the details about the quantity and items you need?and then,it will be useful to us make an offer exactly.thanks for your kindly information.
评论
这可能跟我的性格有关，北方人，喜欢直来直去，可能我的回信中都存在这个问题，谢谢CoCo地提醒，以后一定多加注意。还请你对我以后的信件多加关注哦，谢谢CoCo!
评论
楼主ID好玩。
哈哈
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你比我好一点啊，楼主，我还没有接到别人的询盘呢
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大宝,你又在吊我胃口了,干嘛不一次写完呢? 后来怎样发展的?????????
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希望楼主继续进步！
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楼主赶快写啊，我也想知道
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我也想知道下一回~~~~~~~~~
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谢谢vip把我的帖子加为精华，我会再接再厉。
今天去补牙，明天休息，在家撰稿，后天来跟大家分享。要多多支持我哦！！
续：
我的回信：
>10.31.2005dear sir
Very glad to receive you letter again. we have count the cost refer to your request,
the function you require contains: USB interface, SD card , mmc,ms.(这是我老板根据客户的要求这样理解的，其实不然)
our price is : USD 80 FOB Shenzhen/pc without SD card.（老板让我报价80，这次没有让他签字）
pls feel free to contact me and tell me your opinion about the quotation.（这样写是希望客户在我报假后能够给我回信，您认为如何）
a picture will be sent along the letter, it is our current frame of this model. you
can also get this style.
Looking forward to reading your pleasant letter tomorrow!
Have a good day!
Wish you the best of business!
Yours sincerely
我工作很认真的，每次回信都会把事情解释得很详细，呵呵其实是我的英语不是很棒的缘故。
客户很快就回信了，而且很有礼貌。
10.31.2005 22:40
Thank you for your full support.（确实我做得也很好，想得也很周到，我想服务方面也因该多考虑一些，大陆的老板很多不重视服务，其实很多时候客户真正在意的事你这个人怎么样，在交流的过程中有没有打动他，当然在产品质量过关的前提下）
I would like to confirm if this model is as below
80 USD dollar includes
1. LCD monitor
2. headrest frame
3. CF/SD card player
thank you very much.
I will call u right away after I get the email tomorrow.
From ##
针对客户提出的问题，第二天给客户的答复如下。大家可能会问， 你不是每天一上班就会查收邮件回复邮件吗？怎么11：30才给客户回信呢，这时客户已经等了4个小时了呢，注意韩国跟我们有一个小时的时差，所以会早一个小时。答案是我们老板每天11：00上班，我这个时候回信不奇怪。
11.01.2005 11：30
hello, goog day! refer to your confirmation, i will give reply as follows:
price: USD80 FOB Shenzhen/pc
the product will contain;
> 1. LCD monitor
> 2. Headrest frame
> 3. CF/SD card driver (maybe player in your meaning), without SD card.
Waiting for your confirmation back to me.
Thanks and best regards!!
From Emma
第二天受到了客户的回信
11.02.2005 8:10
we will visit u on Saturday.
.We will be going from Korea, so can u tell your cell number and company phone number?
Also the address, and what time is it convenient for u?
Sincerely,
这个消息相信对每一个做外贸的朋友来讲肯定都是个好消息。我好激动 啊，客户要来中国，参观公司，周六过来，it is great!很及时的回报给老板。
11.02.2005
Dear Jay Lee:
glad to receive your confirmation. first welcome to china and
to visit our company.
now i am writing to confirm the time of your arrival at Shenzhen China.
we will be convenient anytime.
pls reply me if we make a sample on your requirement for you in advance.
pls let me know the exact information today, then we can prepare for your visit.
our contact details are as follows:
Website: tel: Fax: my cell num.: msn :
. hope to hear from you soon. our boss and i are eager to meet you soon.
best wishes!
your sincerely
因为客户没有回信告诉我们到深圳的具体时间，老板也并不确认客户是否会真正过来。所以写了下面这封信，算是试探吧。表明我们准备样品需要时间，这样客户很快就会回信了。有时候这些确认工作很必要的，这样大家的工作都会有条不紊的。
2005-11-03 17:05:02 催信
Subject : waiting for your kindly reply!
Dear
> good day! i am writing to confirm time of your arrival on Shenzhen,china. our boss said
> we must get you exact time of arrival before we prepare the sample according to your require.
> pls reply me with the exact time, thanks for your continous support.
>
> welcome to Shenzhen china and visit our company.
>
> our contact details are as follows:
>
> website: > tel: > fax: >
hope to hear from you soon. our boss and i are eager to meet you soon.
>
> best wishes!
>
> your sincerely
>
终于等到了客户来访的确认函11.03.2005 23:30 11.04早上回信
> Thank u!!
>
> We will arrive at Hong Kong of friday night. And we will be going to shen zhen on saturday...
>
> but we do not exactly know the time for the visit...
>
> so we will call u on saturday morning to confirm the visit...
>
> we have your phone number so...it is possible...
>
> can u tell your working hours on saturday???
>
> Sincerely,
>
11．04．2005 8:30热切盼望客户来深
Dear
great to read your reply! we will work from 8:00 to 12:00 am and 14:00 to 18:00 pm
on Saturday, so pls free free to visit our company during this time.
our exact address is:
our general manager and i are eager to meet you tomorrow.
best wishes and have a pleasant travel!
当然客户要过来最注重的还是产品，因为是oem，所以客户一再强调，我们能否按照客户给出的参数来作出产品。
11.04.2005 12:30
Hello,
This is **
I would like to confirm the meeting. We decided to meet you at the hotel,
the hotel address is below.
**Hotel
address and hotel phone number
and our mobile phone num. 123456789
Things that you need to show us/provide
- *****（我们现在的同型产品）
- card Player
- card(if you can provide for us)
- OEM project flow/the design you will make
- Price of the product
- We need to talk to the sales,engineer together.(English speaking)
we will meet you at Saturday 3:30 PM, at the lobby of the hotel.
Thank you for your support, and confirm us your time.
If it is possible, we would prefer the time that it is mentioned above.
Confirm this email by 5 o’clock today.
Sincerely,
客户写得很详细，对我们的要求也很认真。可是关于时间和样品的确认有点太晚了，第二天就来中国，头一天才告诉我们要提供的产品样品等，有点仓促，也来不及。这时候就出现状况了，
11.04.2005 15:20 很失望，老板很干脆，说明天过来的话没有样板给客户看，问客户能否推迟一周
Dear **
glad to read your confirmation. but i am writing to tell you
that we can't satisfy your request tomorrow. i feel so sorry for that.
i received your connfirmation of visiting Shenzhen this morning,we are
really glad. but we haven't enough time to do the sample out. then tomorrow we
have nothing to exhibit to you.
but i confirm that we can product what you required. pls trust me.
we just need time to prepare the sample.
our manager ask if you can remain us a-week time.we will suplly qualited
sample and demonstrate it to you. if it is possible, pls reply me ,and tell me what
you think about.
pls confirm this email as soon as possible. thanks for your continuous support.
best regards!
yours **
[ 本帖最后由 大宝天天见 于 2005-12-19 10:01 编辑 ]
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