外贸询盘360°解析

外贸询盘360°解析讲师：曹羚

外贸业务员每日工作流程1练好扎实的基本功2业务操作能力快速提升34主要内容询盘分析及回复的技巧晨会工作计划汇报早间询盘分析会召集业务员将收到最新客户询盘汇总进行询盘的成交意向及询盘质量等级分析针对性地回复客户，以最高效的方式达成快速交易！夕会工作进度总结

汇报当天工作计划完成进度情况，总结当天工作内容，次日继续跟进！

询盘分析遵从原则

先看再听后写买家的国家和买家发送询盘时的IP买家联系信息会员买家年限询盘案例分析-1Date:

2011-11-07,14:47:35Company:ARMCountry/Region:IsraelMessageIP:46.117.147.*

Subject:

I'minterestedinyourDeformedSteelBars,DeformedSteelBars,grade3deformedsteelbarDearsir,

IaminterestingofbuyingTMTsteelbars8/10/12mm.IworkwiththeIsraelibuildingcontractorassociationsandihavemorethan10salesmansellingmorethan100producttothismarketwitharevenueofmorethan10M$ayear.

Pleasesendmeaquoteforthe8/10/12mmTMTsteelbars.

Iconsume1000TonayearofthisTMTbars.

Thankyouverymuchandbestregards,Ofir.

业务员回复案例分析-1DearMr.OfirRemez，Thankyouforyourinquiry.ThisisRicky

fromHenansinocraneTradingSeamlessSteelPipesCo.,Ltd.Weareaprofessionalsteelbarsupplier.Wearegladtodeveloprelationshipwithyou.

Mydearfriend,inyourinquiry,wewanttoconfirmthefollowinginformation,

AreyouinterestedinTMTsteelbars8/10/12mmforHRB400deformedsteelbars?Mydearfrind,couldyoutellusthequantityyoumaypurchaseforonetime,thenwecangiveyouamoreaccurateoffer,whatdoyouthink?

Yourearliestreplywillbemuchappreciated.

Bestregards!RickyOverseassalesDept.HenansinocraneTradingSeamlessSteelPipesCo.,Ltd.Telax:55664433MSN:SCT123@Skype：rickysinocrane客户回复案例分析-1To:SinocraneDate:2011-11-07,19:17:16Subject:Re:interestedinyourDeformedSteelBars,DeformedSteelBars,grade3deformedsteelbarDearRicky,Thefirstorderwillbe25tonandifitwillbeOKiwillorder1000tonayear.Ineedthebarsforbuildingwithconcrete.Ofir.业务员回复案例分析-1DearMr.OfirRemez.

Goodmorning,

thankyouforyourquicklyreply.

Mydearfriend,forthis25ton,could

youtellusthequantity

foreachtype?

Becausethepricefor8/10/12mmis

different.Therefore,Isincerelyhopeyoucantell

us

the

quantityyoudemandforeachone.

Atthesametime,couldyoutellusyourdestinationport?

Whilethelengthofforeachsteelbarisasloneeded,forourconventionalproduct,itwillbe9meter.Soifyouhavenospecialdemandforthelength,wewillsupplyyouthistype.Afterweknowthisquestions,thenwecan

giveyouamoreaccurateprice.

Yourearliestreplywillbemuchappreciated.

Bestregards!Ricky

二等业务员

topsales

不做任何分析，直接报价有条件的报价给客户报当地当时市场上的最有竞争力的价格！如何有效回复询盘的报价三等业务员巧妙报价的要素产品成本利润最大化目标客户价格定位目的性有效报价5/3/2024有效回复询盘的基本点

业务员对客户目标市场的提前深入了解，对所做产品的行业信息的完全掌握，才能做到是否给出一个最有竞争力的报价单，精准把握报价是有经验的老业务员的终极目标！目标市场产品知识有效报价

平时我们都是怎么给国外客户报价的呢？询盘剖析DearMr.JavierLuna,WeweregladtoreceiveyourletteronJune28th,whichyouenquiredaboutsunblockcreamandI'menclosingthepricelistbyattachmentforyourreference.IfyourMOQexceedto1000pcs,ourbestpriceisUS$6.00/PCFOBSHENZHEN,CHINA.Plsfeelfreetocontactmeagainifyouhaveanyquestions.Lookingforwardtoreceivinganorderfromyousoon.Bestregards,Ricky报价案例（G3）

DearMr.JavierLuna，

WeweregladtoreceiveyourletteronJune28th,whichyouenquiredaboutsunblockcreamandI‘menclosingfourofgoodsellingitemsfromourproductsforyourreference.RegardingthecosttoMexcio,ifbyairwillbeinUS$5.20/KG,andthisispresentshippingcharges,whenyoudecidetomakeorder,willconfirmitwithyouagain.(pricelistbyattachment)

SincewearearealmanufacturerandallofourproductshavebeentestedforhavingthelicenseofFDAandGMP,ourownfactorycouldguaranteetoofferthegoodqualityandsteadilyproductionschedule.OurproductssaletoUSandEUmarketover8years,soweareexperiencedandcouldofferbestservicetoyou.Plsfeelfreetocontactmeagainifyouhaveanyquestions.

Lookingforwardtoreceivinganorderfromyousoon.

Bestregards,

Ricky

报价案例（G2）DearMr.JavierLuna,

WeweregladtoreceiveyourletteronJune28th,whichyouenquiredaboutthehotsellingsunblockcream,thisitemisverypopularinUSmarket,sinceyouaretwoneighboringcountriessotheattachedsheetisthedatafortheUSclientssupplyandorderquantity,thisonewillhelpyoutomaketheorderplanninginyourmarket.Meanwhile,I'mverypleasuretooffermoresalesinformationtoyouforcatchingthecompetitivepricebeforethegoodsellingseasonscominginyourcountry.

Thepricelistbyattachmentjustforyourreferencce,when

yourorderquantityconfirmed,Iwillofferthebestdiscountforyou.

Plsfeelfreetocontactmeagainifyouhaveanyquestions.

Lookingforwardtoreceivinganorderfromyousoon.

Bestregards,

Ricky报价案例(G1)报对了价格，成功了一半！继续对客户的订单进行全面跟踪，才能最终达成交易！做外贸的人就是要做完美主义者!

产品专业知识：1、产品结构2、产品功能3、产品属性4、产品使用5、产品售后交易流程知识：1、询盘要求2、报价方式3、付款方式4、运输方式5、风险规避外贸业务员的基本功

1、学会跟客户在谈判的时候分析市场，让客户把当地的市场销售及定价情况告诉你2、然后再根据客户的具体要求制定一个最合理，最有竞争力，最大利润化的报价单！

业务员提高成交率的诀窍善于跟客户沟通的业务员才能够最快掌握目标市场的信息，同时作出相应的价格调整及策略，以便让客户拿到最“

舒服”的价格，才是真正的谈判高手！80%的新业务员的疑惑A)我的英文信写的不够好？B)我的邮件内容太大被客户当成垃圾信件过滤掉了？C)我的报价太高了？D)这些客户都不是真正的买家？如何有效提升与客户的沟通技巧不要老是跟客户搁着一层纱的交流，隔靴挠痒的痛苦带来的只是订单成交率的低迷，有准备的出击是锁定大客户订单的关键所在！充分利用现代网络的交流工具，做到既快速又经济！NO!!掌握跟客户最直接沟通的技巧

电话

业务员如何快速了解产品，对产品的专业知识能灵活运用到实际工作中去，让客户感觉到业务员的专业度？业务员操作能力如何有效快速提升

提升业务员独立操作能力基本要素A)直接在工厂熟悉每一道生产工序，了解产品的整个工艺流程B)专业报价人员给出分解式报价，给出详细的产品成本的分析C)看专业网站的同类产品描述及行业专业数据分析报告