加拿大外贸
定金终于来了，想想，这单真的是来之不易啊，呵呵，除去夭折的那单，这，应该是我的外贸第一单吧！现在来回想一下这单的过程。做个小结，希望各位路过的朋友们能花几分钟看看，指出我的不足，助我成长。一、初次报价
9.01我给他发了封邮件：
Dear **，
Good day!
I am Anna from **, manufacturer and exporter of M.We offer AM and SM with high quality and competitive prices.
Pls advise me your specific requirements so that I can make my best offer. Thanks.
B.RGDS
Anna
9.03回复如下：
Dear Joanna
pleas send me the price for AM. And what is the usualy size of M and what difference should be in the price if we want to cut our exactly size?
with kind regards
当时很难说这是一个比较好的回复，但问到不同尺寸的价格，还是第一次。于是我9.04回复：
Dear**,
Thanks for your email.the standard size is**,and the price is**.
Because the price is related to the utilization of M,I mean,how much we use from the big M when we cut it to smaller.Pls advise me your specific size then I will work it out for you.
Waiting for your early reply.
Best Regards,
anna
我跟他报了一个常规尺寸的价格，并告诉他切的话，价格跟利用率有关，要他告诉我具体尺寸，再跟他报价。
之后就没再理我了，9.13号跟他发了封跟踪信。
Dear**,
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 AM dated 4 September according to your relative inquiry. Have you got the prices or not? As you know,Our M are made of good quality material ,and the price is only for reference,I'll give you our best offer as soon as I receive your size,quantity.
Looking forward to your prompt response.
Yours Faithfully
Anna
还是没理我，9.27号，又跟他发了封邮件，报了个新价，呵呵，其实还是跟以前的一样。
Dear **,
I'm writing for keep in touch with you,and here is our new price with good quality.
Pls feel free to ask me if you have any question.
Best Regards,
Anna
评论
二、sample
样品细节
没想到10.04号他跟我回复了。
Dear Anna
we are still interested in MS. For our needs we would like to use M. We would like to know Your price and basic dimensions for SM and AM. Also we would like to discuss some samples order in first case. Just some small sheets about the A4 paper dimensions to send it by some fedex or UPS agent we will pay all expenses ofcourse. We¨d like to order AM and SM and if You have different colour styles we are interested in it also and would like to get some samples of gold, blue, red and green colour.
i hope You can understand our needs and we can make some soon cooperation
with kind regards
告诉我说他对MS比较感兴趣，原来，这么久的时间，我都是再跟一个对我说的产品没兴趣的人谈生意！难怪他不回我了。AM是我们自己生产的，价格上会有优势些，SM价格很高，但质量很好，MS价格低，质量也要差很多，而且我们自己不生产，得买，于是问了下价格，
10.08号回复如下：
Dear **,
Just come back from the holiday,and sorry for the late response.As the SM is superb,so we only have SFM in very good quality,and here are the prices.
With much cheaper price,so I'm afraid the quality is not as good as the FM.Maybe you can try to order FM someday,I think.
Besides,thanks for sharing the expenses for us,pls kindly advise me your fedex courier account number,address,ph number,so we can arrange the sample earlily.
Waiting for your early reply.
Best regards.
Anna
给他报了两者的价格，并说了后者质量质量比较差，并问他快递账号，说要寄样品。并开始计划着让他换产品了。10.08当天，就给我回复了
Dear Anna
thanks for Your quick reply. About the fedex number we dont have it. You can use any of shipping agent. Company name ***and deliver adress is **. my name ** phone number **. Just tell us Your expenses and we can send it by WU to You
thanks in advance
with kind regards
当时，还真不知道WU是什么意思，后来网上一搜，才晓得是西联的意思，问了下同事，说我们弄不了，于是，我10.09回复：
Dear **,
Thanks for your information,I have contacted my shipping agent, it's much trouble than by express delivery,so how about one or two small pieces(much smaller than A4 paper dimensions) by DHL?I mean just as a sample for your reference if needed.
Besides,we have AFM in low quality,and the price is,would you like it?
By the way, our usual practise of payment is T/T,30% in advance,and the balance upon the copy of B/L.
Looking forward to your early reply.
Best regards,
Anna
告诉他说，通过船公司寄样，会比较麻烦（呵呵，我问过船公司了，要这单啊，那单的，觉得好麻烦，还不如用DHL，快又省事），能不能就寄一两片，供他参考，并顺带说了下我们的付款方式。
10.09当天，他便回复我了
Dear Anna
Ok we confirm sending samples by DHL and should be smaller than A4 dimensions. Pleas send us both types SM and AM to see the differences clearly. Also pleas i You make colour varieties we would like to get some of them also. Red, purple, blue, green, gold we realy appreciate it. Next time pleas tell us the shipping cost. For the payment we can agree. And how about opening L/C at sight are You makeing also this?
thanks in advance and have a nice weekend
with kind regards
没想到，他居然同意了！10.11我回复说：
Dear **,
Really sorry that we can not offer M with variety colours.For we mainly produce FM,we have no samples of AMS now,since it's urgent, I wonder if we could arrange the sample of AFM and SFM with good quality for your reference first,and arrange ASM later when we have.
Pls give me a nearest destination port,so I can ask my shipping agent about the freight.Waiting for your early reply,and we will arrange it as soon as hearing from you.
Thanks and Best regards
Anna
在这封邮件中，我告诉他我们目前不能提供ASM样品，因为我们主要生产FM,并问他，能不能先寄FM,等有了再寄给他，呵呵，其实我们根本就不生产SM,没样品，说以后寄给他，也不过是缓兵之计，万一不行，我只好让别的厂家给寄过来了。也想试试看，能不能给他换个产品。
10.11他回复我说：
Dear Anna
everything is ok we mainly need the original SM or AM other colours and not so serious wanted. The destination port should be. For next time I can tell you all needful informations for PI.
thanks in advance and looking forward your reply
with kind regards
呵呵，没想到这次知道了他的原始目的，还说下次跟我发PI信息，真高兴啊，12号我回复说：
Dear **,
Many thanks for your kindness.The freight this month is,sailing on every Saturday,and transporting in,then to,about days to reach.
As it takes a long time to produce and deliver,if still need the samples,pls kindly confirm the followings,so we can arrange the sample as soon as possible.
1)the samples should be
2)the deliver address is:
Looking forward to your early reply.
Best Regards,
Anna
当时真的很傻，想，生产要一定时间，海上运输也要很长时间，居然问他能不能不要样品！天啦，太幼稚了，后来我觉得，我这是典型的得寸进尺！就仗着客户好说话，每次都能答应我的要求，居然想出了这个鬼点子！唉，太无知了！
估计是客户对我忍无可忍了，于是发邮件说：
Dear Anna
I would like to ask You about the samples if we understand each other. We just want to see small M and send it in small box mazbe by some fedex or DHL or TNT by air and if You can handle it for us and we pay for the air freight.
with kind regards Radek
看到这封邮件时，我知道，我已经触摸到客户的底线了，他，生气了！当时的那个悔啊，恨不得把自己给吃了，好不容易有个潜客户，要是被我这封邮件给埋没了，我岂不是要冤死啊！于是，我马上回邮件说：
Dear**,
ok,we will arrange the sample and pay the freight in advance tomorrow,and then you can pay it to us.
Waiting for your early reply.
Best regards,
Anna
接着，客户就说
dear Anna
pleas let us know the cost and we will pay for it.
with kind regards
呵呵，还好，还理我，不过，可以看出来，他还在生我的气！我马上回他说：
Dear**,
I will tell you about the cost after I send the sample tomorrow.many thanks for it.
Best regards,
Anna
寄样收钱
这就是10.12惊险的过程。13号寄了样品后，跟他发了封邮件，
Dear **,
Glad to tell you that we have arranged the samples of A&S M today,and I will tell you about the express bill number after I got it from our DHL agent,maybe tomorrow.
Thanks and waiting for your early reply.
Best regards,
Anna
16号去一封邮件
Dear **,
Sorry for the late response,I got the bill number just now,and it's.
By the way,the freight is RMB**yuan, about ** dollars,after the discount.you can remit it to our bank accout.enclosed pls find our bank information for remittance.
Thanks and waiting for your early reply.
Best Regards,
Anna
当天，他回复了
Dear Anna
thanks for replying and handling the samples for us. I will send you the money immediately. And by the way which shipping agent You choose and they send the goods door to door or just to airport and we will pick it up there?
thanks for answers
with kind regards
呵呵，看到这封邮件时，我还是蛮开心的，因为从邮件中可以感觉出，他没生我气了。当天，他还发了一封邮件，告诉我说他已经把钱打来了，要我们注意查收。
Dear Anna
now I confirm the payment by TT on my online account. For the payment in USD i choose **I send the amount of USD is it all right? Let me know after You recieve the payment.
> with kind regards Radek
18号跟他发邮件，告诉他是送货上门的。
Dear**,
Sorry for the late response.I sent the samples by DHL,and they will send the goods door to door,maybe you will get it tomorrow or the next day,pls let me know when you get it.
Thanks and waiting for your early reply.
Best Regards,
Anna
并告诉他说收到钱了就通知他。
Dear**,
Yes,our sample is free,and dollars is only the courier freight,and that's ok,thanks for paying for it.I will inform you after we receive the payment.
Thanks and waiting for your early reply.
Best Regards,
Anna
19号，收到钱后跟他发了封邮件，并问他收到样品了没。
Dear **,
We have received the payment of dollars,thanks.By the way,have you got the sample?
Thanks and waiting for your early reply.
Best Regards,
Anna
当天，他告诉我说，收到样品了，今天上班的时候就会给他老板看的。然后我就只有等了。
终于，10.22号的时候，他跟我回邮件了，却又是问我钱收到了没。
Dear Anna
Just want to inform You that the samples we already get and how about the payment did You ale recieve it to Your bank account i want to know if I make it correct?
with kind regards
当时看到这封邮件时，我真是丈二和尚啊，都不晓得他啥意思，收到样品好几天了，而且我老早就跟他说钱到了，咋又问？还不提样品的好坏？于是我23号回邮件说：
Dear **,
Yes,you made it perfect,and I've sent you a mail on 19 Oct as soon as we got the payment.By the way,how about the samples,are they ok?as you have shown them to your boss,could you kindly advise me the comments about it?Thanks and have a nice weekend.
Looking forward to your early reply.
Best Regards,
Anna
再次告诉他，我收到钱了，并问他老板对样品的意见，当天他跟我回邮件说：
Dear Anna
Its glad to hear that. Samples are in all right and I gave them to my boss. I wait his decision and let You know ASAP
with kind regards
评论
三、二次报价
又是要我等，唉，那就等呗，我也没办法啊，27号，他终于出现了：
Dear Anna
please I would like to know loading capacity in one 40HQ container for AM and SM for both? Also I would like to know if You can cut the M for dimensions** and are You able to grind ? If we order this size of M should be the loading capacity in 40HQ same as usualy size? And please quote us the price for our demands above. Can You provide us colour M (gold red blue) and mix the container?
waiting Your soon reply
with kind regards
呵呵，终于提到order了，还是蛮开心的，不过，都两月了，他才告诉我他的具体要求，于是，我又重新合计了个价格。28号给他报了过去。
Dear **,
Thanks for your email,now I'd like to give my answers.
1)the shipping companies usually have a limit about the weight.20'GP:25tons,40'HQ:27tons,it's not worthwhile for you to use 40'HQ for such heavy M,20'GP is ok. Here is the loading capality for a 20'GP.
2)we can cut and grind into your size,but we can not use A,for the utilization rate is too low,about 67.19%,and the price is much higher,so we'll use B,a not general size.Here are the prices.
3)sorry we cann't provide you colour M.
Thanks and waiting for your early reply.
Best Regards,
Anna
在这封邮件里，我针对他提的问题做了个比较详细的解答，并给了他一些建议，可是报价时，我却一厢情愿，忽略了个问题，没问他的grind到底是怎么弄。之后证明，我对这个词的理解，错了。
评论
四、客户消失
之后，就没音讯了。11.02时我发了封信跟踪了下告诉他要涨价了。
Dear **,
For several days no news from you,now I am writing for reminding you about our offer dated 28th,Oct.
I know you're a trustworthy and honest businessman,and always have great sincerity to work with us,so do we.I think you have got my mail,but very busy.For there is a tendency that the price of M will rise recently.so pls kindly let me know your comments for further discussion.
Thanks and waiting for your early reply.
Best Regards,
Anna
去这封信的时候，我是想着，他不回我，肯定是因为价格报高了，后来证明，我又错了。
11.03，工厂来电话，说AM涨价了，于是我又跟客户发邮件说
Dear**,
Sorry to tell you that the price of AM has risen from today.and the new price is,valid in 10days.I'll let you know if the price changes.
Thanks and waiting for your early reply.
Best Regards,
Anna
这里，我犯了个致命的错误，都不知道客户为什么不回我，就又给他涨价了！其实我那会是想借机再跟他发封邮件沟通下的，我同事说这是很不对的，要等客户联系你了，再谈价格！
从上封邮件之后，一直没回我，跟同事说了这事，同事说要我把邮件地址给他，他跟我客户发封邮件问问，他说，有时候，换个人，客户也许会问的，于是，他用公司的邮箱，以经理的身份，给我客户发了封邮件，并给我抄送了一封，却被退回来了，没办法，11.16号时，我又去了封邮件，跟踪：
Dear **,
How are you?No news from you for a very long time,now I am writing for keeping in touch with you for further business.
In fact,I'm very confused about not receiving your reply to the offer dated 28,Oct.I think it over carefully,and wonder whether if you are not satisfied with our sample,the quality,the price,or others?Or there are some other reasons?
I know that you are serious buyer, we are very interested in cooperation with your company. Since that, I will try to fix the problems if you can advise me about them.
Looking forward to your kind reply, thanks a lot!
Best Regards,
Anna
仍旧是没回，当时，真的有些灰心了，心想，难不成，这个样品又白寄了不成？
评论
come on ！
评论
五、客户现身
11.26号，的确是个好日子，对我特别有纪念意义，也就在当天，沉睡了一个月的客户，终于跟我回邮件了
Dear Anna
sorry for my late reply we were on the business trip abroad. Pleas can You quote the price for me. 50x50 SM cutted with **total requirment 2500. 40x15 SM cutted and also **500. And the rest of container 500-800 depends on capacity simple SM
thanks and waiting Your reply
with kind regards
六、三次报价
一次涨价
收到那封邮件时，别提有多开心了，终于又有盼头啦，也就在此时，证明了我对grind的错误理解，于是又按客户的要求再次给报了个价，但这次的价格要比上次的高很多，一是原板涨了，而是加工费高了很多。
当天我便加了会班，核算了价格给报了过去。
Dear **,
So glad to hear from you,and hope you've had a very nice business trip.
As the price of SM rosed from November,I'd like to give you the new price.
Thanks and waiting for your early reply.
Best Regards,
Anna
我只说了价格涨了，却没说加工费的事，这也是一个错误！我应该实事求是，跟客户实话实说的！这里犯得错，导致了我后面在价格上差点无法收场！
客户也厉害，听到我说原板价格涨了，马上回邮件跟我说要我报原板价格，于是乎，我合计合计，又报了过去。
Dear **,
yes, here are the prices.
As we always adhere to the principle of " best quality,best price and best service",so pls feel free to let me know if you have any other requirements or suggestions on products specifications,quality,price,etc.
Thanks and waiting for your early reply.
Best Regards,
Anna
又到月末了，呵呵，上个月客户就是在这个时候消失的，怕他再次消失，我特意强调了下，要他有话就说的，凡事好商量嘛。
果然不出我所料，客户又没回我了，刚好那几天我的邮箱出了点问题，于是我又重新申请了个邮箱，于是乎，11.30号我又用新邮箱借机跟客户发了封邮件。
Dear **,
Very sorry that there is something wrong with my former email,it seems that it has been stolen by someone who use it to send spam to the contact person in my mail.So I applied another mail for business,hope you can kindly understand and then contact me by this mail.
By the way,have you got my mail on last Saturday?I'd like to send you another if not.
Thanks and waiting for your early reply.
Best Regards,
Anna
呵呵，这会他总算回了，不过又是要我给他报原板价格。
Dear Anna
please quote us the price for SM simple sheets in basic dimension about.
waiting Your reply
best regards
随后12.01号时又追加了一封邮件
Dear Anna
please also let us know if You are trading company or manufacturer. So we have a partner in China which can visit You and the company to check the production and make some factory audit before and during the production.
waiting Your reply
with kind regards
问我是生产商还是贸易商，我心想，这下完了，估计没多大戏了，他要的这种产品，我们是找别人买的，所以……唉，还是要回啊
于是，我合二为一，回了以下邮件
Dear**,
Thanks for your mail,here is the price.
To be honest,we are a M manufacturer and G trader,we have AM production lines,and is planning to instal SM production lines in future.so we still work as a trader of SM at present.
Pls feel free to ask me if you have any question.thanks and waititng for your early reply.
Best Regards,
Anna
后来觉得这么回复欠妥，于是我也追加了一封邮件
Dear **,
Pls rest assured about the quality,the SM are from very big manufacturer who can product the M as per your request strictly,and we can guarantee the quality.
Besides,pls fee free to visit us,and if you have any other questions or requirements,just let me know.
Thanks and waiting for your early reply.
Best Regards,
Anna
让他放心，质量绝对没问题！之后几天，又没理我，12.06收到他一封邮件
Dear Anna
please send us your contact information we would like to discuss with our partner in China to visit you and the company to see production materials etc . before placing the first order is better for us. He is Chinese so he will contact you and discuss the details ASAP
we are waiting Your reply
with best regards
要我的联系方式，好啊，来就来呗，来了或许还有戏些，于是，12.07回复，告诉他办公室和工厂的地址。
评论
七、order及PI
12.09时，他给我以前的邮件里发了封邮件，说要下单，让我准备发票，10号上班时，按照他详细的规格，让老板找人给报个价，刚好碰到老板不在，耽搁了一天。10号下午，客户又给我的新邮件里发了封邮件，问我收到了没
Dear Anna
did you get my email about our order?
please confirm and prepair the PI pleas
waiting your reply
best regards
既然我当天报不出价，刚好又是周五了，也只好将计就计了.
Dear **,
Very sorry that I read it just now after got this mail.you've sent it to my former email which I haven't used for a long time.
Now there're something that I need to clarify from the factory.such as the production time,packing,and the quantity per crate,etc.then I can work out a most favorite plan for you.as it's later friday, I'll have to give PI to you tomorrow or next Monday.
Really sorry for the inconvenience that caused to you.
Best Regards,
Anna
后来他又发了封邮件，要追加另各异规格的产品，但数量极少，我们也做不了，
周一时，从上午就跟老板打电话，让他报价，每次打电话都说在算，一直到下午，还没报来，唉，新人就是这样，新人的事，不会太放心上的，于是，隔一个小时催一回，终于拿来报价单了，却发现价格比我跟客户报的要高很多，原板又涨价了，而工厂一直没通知我们，我当时急了，我才跟客户涨完价，现在又要涨，这会真没戏了！！
三次报价（二次涨价）
于是，我仔细核算了价格，给他涨了下价，但没有当天给他报过去，这回，客户急了，13号又催我PI了，
14号，去了封邮件
Dear**,
Very sorry for the late response because of the personal leave yesterday.
Enclosed pls find the PI,if there is something wrong,just let me know.
Also sorry that we have to made some adjustment about the price,as you know,the market is very unstable in China,the SM rose about RMB1.5yuan in the nearly days,if we do as the former price,we'll have a great loss.
From the long contact with you,I know you're very serious businessman,as it's our first transaction,to reach an agreement and establish long business relationship,we made some concession,with the new price,we can only clear our cost.
Pls note that all the prices in PI are worked as per pieces.Thanks for your kind undetstanding,hope you can make an earlier desicion,for this price is valid before 31th,Dec.
Waiting for your early reply.
Best Regards,
Anna
再一次跟他涨价了，邮件发出去了的时候，心里特别没底。随后发了封邮件告诉他，PI已经发了，怕在垃圾箱，要他查收一下。
砍价
15号了，客户回邮件了：
Dear Anna
sorry for my late reply. but we are not in so easy situation now. Last time you send us the final price we have decided between two companies yours and one another. Your price wins the deciding because of all other service and conditions were almost the same. Now as your price raise up we are not sure about placing order because now your price little bit higher then other company which didnt raise up the price in this week. If you can maintain the last price we can accept and place the order immediately.
waiting your reply and keeping the hope
with kind regards
没想到客户会来这一招，这不是明显的砍价么？跟同事一说，我同事说，估计另一个公司是假的，目的就是让你降价，你再核算核算，给他降降吧，于是，又跟老板打电话，核对价格，居然发现价格只涨了5毛，呵呵，这下可以降了额，不过，还是挺自责的，价格啊，没有做到及时的更新！这也是这单过程中的一个致命的错误！
降是可以，但是按原价，已经是不可能的了。于是16号回复
Dear **
Not that we don't want to maintain the last price,just we really cann't,if do,we'll have a great loss.
1)the price was very unstable and rose in the nearly several months due to the raw materials.now it rose again.
2)the last price is worked as a whole container,now the quantity changed,it's much smaller than before,which will increase the cost.
As we have contacted from September,we can see your great sincerity to work with us,for it's our first transaction,to show our sincerity,after talked to our boss,we decide to make a concession.
This is the best we can do,any discount or unexpected cases will make us loss out.so hope you can kindly understand and consider the new price.
Enclosed pls find the new PI,as it's around The Spring Festival,the factory will be very busy,so hope you can make a earlier desicion and allow us to make the goods delivered before the festiaval.
Thanks and waiting for your early reply.
Best Regards,
Anna
跟他来了个情况说明，并再次夸夸他，还催他快点做决定。呵呵，没想到，他这回居然没说什么了，当天回复如下：
Dear Anna
thanks for your helpful reaction on our complain. Also I would like to ask if its not possible to put more inside the container your PI is calculated on about 1700. Is it possible to put more then this quantity?
Please check and if possible put maximum whats possible
with kind regards
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留下 爪印 慢慢看
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怎么没有了？期待中，呵呵！
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八、确认订单
他说让我给再装点，没说价格了，这个好办，跟工厂核对，再多加了一箱，重新改了PI，回了过去。
Dear **,
Thanks for your kind understanding and cooperation.
Now we worked out a best loading plan after contacted with the factory and shipping agent.Enclosed pls find the new PI,now it's about 2100,with a total weight of 25 tons,that's maximum,if more,will be overweight.
Pls feel free to ask me if you have any questions,and we will arrange it immediately getting the advanced payment.
Thanks and waiting for your early reply.
Best Regards,
Anna
呵呵，又一次提到确认订单，之后没理我，20号，发了封邮件，又催了下
Dear **,
Since the Christmas is coming,maybe you will have a two week's holiday,so we suggest you deposit and confirm this order in the nearly days,then we can arrange it during your holiday.If you do it after the holiday,I'm afraid that the products will not be delivered timely after produced just because of our spring Festival.
Thanks and waiting for your early reply.
Best Regards,
Anna
告诉他，快过年了，要他赶快下定金啊！
12月21号，客户发邮件说，定金打了，要我们查收，呵呵，这单也就初步定下来了。
完了，总结后才发现，好像忘跟他说merry Christmas了！
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恩，后续我会把这单的全过程都记录下来的，包括后面的租船订舱啊，等等，呵呵，等以后业务熟练了，来看看，曾经的我，走了多少弯路
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楼主思路好快，打字速度也好快啊，是copy过来的么？
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这个提议很好，强力支持！
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得来真不容易～
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呵呵，我花了大半天时间，整理出来了，然后copy过来的
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