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单击此处编辑母版标题样式,*,PPT课件,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,PPT课件,*,Unit Four Quotation and Offer,1,PPT课件,Unit Four Quotation and Offe,Prompt&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。,2,PPT课件,Prompt&Accurate Quotation快速,Subject:Quote sheet in detail,Dear 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 Li,3,PPT课件,Subject:Quote sheet in detail,Estimate,在邮件具体指什么？,Estimate,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。,4,PPT课件,Estimate在邮件具体指什么？Estimate表示初次询,Detailed&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。,5,PPT课件,Detailed&Professional Quotat,Subject:Quotation for 71H5B Glass Tumblers,Dear 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.,6,PPT课件,Subject:Quotation for 71H5B G,Item:Glass Tumblers,Art.No.:,71H5B,Size:12cm(Bottom Dia.)*26cm(H),Weight:40g,Logo:as per your requirement,Pkg:6pcs/set,1 set/box,12 sets/ctn,Ctn size:,57x34x23cm,GW/NW.:,18.5/16.5 kgs,Qty/20FCL:,6720sets,Qty/40FCL:14796sets,7,PPT课件,Item:Glass Tumblers7PPT课件,Sample lead time:7 days,Sample fee:Free,Delivery:30-35 days,Price:$8.4/set FOB Shanghai,Payment term:30%T/T prepaid,70%after receiving B/L copy.,Any questions will be appreciated!,Sincerely yours,Kelvin,8,PPT课件,Sample lead time:7 days8PPT课件,Replying 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。,9,PPT课件,Replying to Customer Bargain 砍,Subject:Re:Re:Re:Grease gun pricing,Dear 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.,10,PPT课件,Subject:Re:Re:Re:Grease gun,Price 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。,11,PPT课件,Price Negotiating多轮价格谈判初次报价以,Subject:Final offer for grease gun project,Dear 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.,12,PPT课件,Subject:Final offer for greas,1.USD 5.50/pc,with color box packaging,based on 10 000 pcs,2.USD 5.20/pc,with simple poly bag packaging,base on 10 000 pcs,3.3%will be provided as a special discount,when quantity up to 30 000 pcs.,B.R.,13,PPT课件,1.USD 5.50/pc,with color box,Final 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。,14,PPT课件,Final Price Confirmed最终确定价格价,Subject:PI for grease gun order,Dear 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.,15,PPT课件,Subject:PI for grease gun ord,As soon as we receive the confirmed PI,well do the final sampling at once.,Any other question,please let me know.,B.R.,16,PPT课件,As soon as we receive the conf,Interpretation,接受订单,安装手册,维修手册,备件,试订单,实价,塑料袋,17,PPT课件,Interpretation接受订单17PPT课件,Interpretation,接受订单,finalize an order,安装手册,installation guide manual,维修手册,maintenance operation manual,备件,spare part,试订单,trial order,实价,net price,塑料袋,polybag,18,PPT课件,Interpretation接受订单 finalize an,Useful Phrases,subject to“,以,为条件的,;,以,为有效,”,E.g.This offer is subject to our final confirmation.,此报盘以我方最后确认为准,.,19,PPT课件,Useful Phrasessubject to“以为条,in favor of“,以,为抬头,;,以,为受益人,”,E.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,.,20,PPT课件,in favor of“以为抬头;以 为受益人”20,Practical Expressions,We could provide you a better price if the quantity up to 10,000 pcs.,如果数量达到,1,万件,我们能给一个更好的价格。,Would you mind giving me some more photos about your inquired item?,能否提供多一些关于您找的产品的图片,?,21,PPT课件,Practical ExpressionsWe could,Would you accept EUR 3.50/pc as final price?,您能接受每件,3.5,欧元的最终价格么,?,We could give you a special discount of 10%if the quantity up to 1*40HQ.,如果数量可以达到一
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