1、我在FOB里看到了一問題，“TAX ID是什么”。我客人現(xiàn)在也有這個(gè)問題。同樣也是墨西哥的。他問我要郵編和 TAX ID。第一次有客人問我TAX ID這個(gè)東西。不過她只是說 FOR HER REFERENCE.以下是客人的郵件。在談的一個(gè)大單。做成了就會(huì)大大的賺一把。偶今年的目標(biāo)相信也快實(shí)現(xiàn)了。Dear WaterPlease send me your zip code and Tax ID for our reference. 前面那帖子有人回復(fù)說，告訴客人HS CODE就好了。我也先這樣發(fā)給客人了，希望OK。不過具體不知道是什么號(hào)碼？希望有人給我給大家指點(diǎn)迷津。多謝FOB的兄弟姐妹！關(guān)于其

2、他問題，等我空點(diǎn)的時(shí)候再來仔細(xì)研究，希望和大家共同進(jìn)步。希望大家都獻(xiàn)謀獻(xiàn)策。“我是一滴水”，如果大家都來為大家，那大家就真的成為一個(gè)家了。希望福步之家，真正能實(shí)惠大家引用Jenny0766的回復(fù)，關(guān)于降價(jià)話題，關(guān)于她的回復(fù)，想說說我的意見。很抱歉，多天之后才來回復(fù)。我有一客戶(我們做了不少生意了)現(xiàn)在要我給他降價(jià).下面我寫給他的郵件.本人英語太差,不知道寫他看不看的懂 這樣是否能讓客戶接受? 請(qǐng)高手指點(diǎn)下.感激不盡.Dear .,we also hope that we can do more business in the future.you can visit our website:

3、HYPERLINK .About the price of EVQAs you know ,recently the exchange rate lower and lower.before:usd:rmb=1:8 now :usd:rmb=1:6.9In fact ,we have already give your discount.before:usd:rmb=1:8 THE PRICE:0.09*8=0.72 RMBnow :usd:rmb=1:6.9THE PRICE:0.09*6.9= 0.621RMB But wealways offer the same price to yo

4、u as we do business longtime.About the payment term,when we buy it from Pansonic ,we must pay totallyandwait 8-12weeks .Then weoffer stock to you.because it take so long time,we cannot do NET 30 ANY MORE.HOPE YOU CAN UNDERSTANDING!這樣的郵件說服力不是很強(qiáng)。1）一連串的數(shù)字，老外不會(huì)喜歡的。很多人根本沒時(shí)間和你玩數(shù)字游戲。要么清晰點(diǎn)，是什么價(jià)就是什么價(jià)。兜來兜去，他只

5、會(huì)把你慢慢的遺忘。因?yàn)楝F(xiàn)在可以提供相同產(chǎn)品的廠家實(shí)在是太多了。你要贏得客戶對(duì)你的認(rèn)可。勢(shì)必需要想些特別的方法，讓溝通變的簡單有效。可能你的價(jià)格會(huì)比其他人高一點(diǎn)點(diǎn)，可是如果他愿意和你合作，他會(huì)說一個(gè)目標(biāo)價(jià)你能不能做到。即使是再高一點(diǎn)點(diǎn)，他也可能和你做的。2）說到PAYMENT TERM。其實(shí)我明白你的意思。可是不知道客人會(huì)不會(huì)明白。3）不是很喜歡看到人家用大寫寫的郵件。所以自己也不會(huì)輕易的寫給別人。我覺得要注意這點(diǎn)。沒有很特別的事情，還是用小寫。這樣看起來舒服。詳細(xì)的分析如下。希望可以幫助你。Dear Sir, we also hope that we can do more business

6、in the future. you can visit our website: HYPERLINK . 做了不少生意就不用再叫別人看你的網(wǎng)站啦。看網(wǎng)站不如給點(diǎn)實(shí)際的甜頭他。沒有人會(huì)CARE你的網(wǎng)站。About the price of EVQAs you know ,recently the exchange rate lower and lower.before:usd:rmb=1:8 now :usd:rmb=1:6.9In fact ,we have already give your discount.before:usd:rmb=1:8 THE PRICE:0.09*8=0.72

7、 RMBnow :usd:rmb=1:6.9THE PRICE:0.09*6.9= 0.621RMB But wealways offer the same price to you as we do business longtime.你可以直接說，美圓現(xiàn)在狂跌，如果按照以前的匯率，總價(jià)是多少。但是按照現(xiàn)在的匯率總價(jià)又是多少。但是現(xiàn)在你們的報(bào)價(jià)還是多少。而且現(xiàn)在石油的價(jià)格也在狂升，F(xiàn)OB成本也在不斷的增加。但是他作為公司的穩(wěn)定的老客人，你們還是愿意大力支持他。所以也請(qǐng)他支持你們。在適當(dāng)?shù)臅r(shí)機(jī)/實(shí)際上時(shí)時(shí)刻刻，你們可以為他做到更好的時(shí)候，你們一定會(huì)全力幫助他的。About the paymen

8、t term,when we buy it from Pansonic ,we must pay totallyandwait 8-12weeks .Then weoffer stock to you.because it take so long time,we cannot do NET 30 ANY MORE.HOPE YOU CAN UNDERSTANDING!可以表述清晰點(diǎn)。你們買貨的周期長，而且要付全款，如果按照正常的情況下，你答應(yīng)他們的那個(gè)交貨期是要推后的。 但你們?yōu)榱烁玫膸椭腿藬U(kuò)大業(yè)務(wù)，現(xiàn)在提供的是庫存，以縮短交貨期。所以請(qǐng)他們多多理解和支持。所以你們的付款方式是。（適當(dāng)?shù)?/p>

9、強(qiáng)調(diào)下，讓客人更清楚你說的是什么。）英文的就不再寫了。要充分發(fā)揮自己的能動(dòng)性。寫完郵件一定要好好的再看看。先回復(fù)lydia47239443，是的，一般情況下，發(fā)銀行資料都是以PI為主。我的理解，JENNY應(yīng)該也是這樣做的，不過可能她沒表述出來吧，可能覺得一定要說附件是銀行資料客戶才會(huì)理解。這應(yīng)該反映出JENNY對(duì)外貿(mào)還不算太熟悉？ 正常情況下，PI會(huì)反映出重要的信息，比如產(chǎn)品名稱，單價(jià)，數(shù)量，總價(jià)，產(chǎn)品主要描述，交易條款，交貨期，付款方式，驗(yàn)貨標(biāo)準(zhǔn)，當(dāng)然很重要的，還有自己公司的詳細(xì)的銀行資料。關(guān)于報(bào)價(jià)要不要帶附件，如果是按照J(rèn)ENNY的客戶，那當(dāng)然可以。因?yàn)槎际抢峡蛻袅恕Ｓ懈郊呛苷５氖虑椤?/p>

10、你的郵件會(huì)在客戶的安全范圍內(nèi)。絕對(duì)放心。如果是新客人，圖片和報(bào)價(jià)單均不會(huì)以附件的形式發(fā)給客戶。圖片可以采取插入的方式，這樣看起來也比較直觀，帶附件的郵件，即使你的郵件客戶真的收到了，他也可能不會(huì)點(diǎn)開你的附件。因?yàn)榇蠹叶枷勇闊矝]時(shí)間。所以采取直接插入的方式會(huì)更好。報(bào)價(jià)。可以直接在郵件里報(bào)，把產(chǎn)品的主要信息寫出來即可。如果客戶感興趣，他當(dāng)然會(huì)叫你發(fā)詳細(xì)的資料和圖片給他。比如：full size, 5.1CH， with display,Fob shenzhen $20 base on MOQ: 1*40HQ (7800pcs)LYDIA還說到以表格的方式報(bào)價(jià)，這個(gè)當(dāng)然也可以。好主意！我以前在第

11、一家公司的時(shí)候，就會(huì)復(fù)制EXCEL的價(jià)格表到郵件了。它直接就是表格了，不用再重新制作。當(dāng)然自己也可以再做。這樣可能費(fèi)時(shí)點(diǎn)而已。客人總有免費(fèi)樣機(jī)的要求，只是你的賣價(jià)本來就很便宜了。已經(jīng)無法提供更多的免費(fèi)樣機(jī)。再加上是幾十美金以上一臺(tái)的產(chǎn)品，貴啊！真的很難抗。所以對(duì)待這樣的客戶。無計(jì)可施，只有和他慢慢磨了。不同意也要讓他同意。既然大家都覺得是一個(gè)機(jī)會(huì)，而且是合適的機(jī)會(huì)。生意總可以談嘛。Dear Simon,Thanks for your kind confirmation. We hope to confrim the deposit soon also. 客戶CONFIRM了PI。自然是高興的，

12、高興的同時(shí)，當(dāng)然還得催錢啊。因?yàn)殄X是訂單最終確認(rèn)的體現(xiàn)。我們都是錢的奴隸! 不容易啊！Regarding samples to ISI for test, we are arranging now. As per the order quantity, we could offer you 2pcs free sample. It is the best we can do.If you wish to send out 2pcs now. So it is no shipping sample any more. Please kindly noted this point.客戶之前CONF

13、IRM的數(shù)量，在真正下單時(shí)，卻縮水了。在樣機(jī)要求上，一直就很苛刻。但是價(jià)格很低了，只能答應(yīng)客人說，試著去爭取更多免費(fèi)的樣機(jī)給他。其實(shí)做測(cè)試用，兩臺(tái)已經(jīng)足以，他的意圖是想給自己留一臺(tái)。一次就獅子開大口，沒門！面對(duì)這些情況，自己要了解清楚狀況，然后部署自己的策略，不得罪客人，也不讓公司難做。對(duì)于客人來說，可能你不夠好，但是還是可以接受的。對(duì)于公司來說，你做到了在正常情況以內(nèi)，而不是例外的，GOOD。此時(shí)，結(jié)果雖然和客人的要求有出入，但是要確認(rèn)的每一點(diǎn)，還是得認(rèn)真的確認(rèn)好。明明白白的做生意嘛。Will keep you informed the sample status any time. Bes

14、t regards,Water HI Waterthe free sample, we have confirmed 3pcs during our meeting.Now changed to 2pcs. Pls double check and confirm. we wouldlike get your good support and go on for more orders.客戶有他自己的要求和希望。他也想得到他希望的，即使情況是可以接受的。在希望還沒有完全破滅前，大家都是一樣的，還是會(huì)爭取。如果希望破滅了，要尋找適合的方法解決問題。Dear Simon, Regarding th

15、e points you mentioned, Please find our reply as below in black color.1/QTY shall be 600+3 FOCWater: Our boss only allow 2 pcs free. 3pcs is beyond our control. As we never allow any free sample for customer. But we can promise you that we can allow you one more piece for your repeat order. Lets do

16、it step by step. We do hope you can help us this time.2.*Water: OK. no problem. 3.*有針對(duì)性的回復(fù)客人的郵件，明確讓他知道結(jié)果。然后自己的希望和告訴自己公司接下來的做法。有些可能是很虛的，但是話要說在前面。因?yàn)榭傄袀€(gè)讓人可以接受的理由，以后要發(fā)生的問題，誰會(huì)知道？就像我們吵架，要和好了，總要有個(gè)可以讓大家下臺(tái)的臺(tái)階根據(jù)JOJO，我也看過了。其實(shí)LYDIA說的很值得學(xué)習(xí)。多用這樣的思路去聯(lián)系成功率也會(huì)高。就jojo369958的回復(fù)，一起來看看。前天收到一客戶的咨詢信件,問我如何購買我們的產(chǎn)品但是沒有給我任何的詳

17、細(xì)信息.Water: 根據(jù)你描述的，首先要“有問必答”。雖然你沒有很多關(guān)于客人的信息，但是一樣可以做到溝通自然。根據(jù)有限的信息去回復(fù)，然后簡單介紹自己的公司和推薦一些產(chǎn)品。有答有介紹，自然少不了問。適當(dāng)?shù)脑賳栃﹩栴}。這樣就有了溝通。自然會(huì)感覺順暢。我的回復(fù)如下:dear XXX:Thanks for your mail.Please kindly tell me the detail of your order. Such as item number and quantity that you are interested .i will make a quotation to you fi

18、rst.If you need to check our sample,we can arrange for you, but you need to pay express charge.,some product maybe need sample charge.Water: 剛開始聯(lián)系，我覺得你這樣說過于急進(jìn)了。緩一下會(huì)好點(diǎn)。這個(gè)時(shí)候最主要的就是你應(yīng)該怎么把你的產(chǎn)品介紹給客戶認(rèn)識(shí)。你是做什么的，你可以提供哪些產(chǎn)品？這些產(chǎn)品都有什么特點(diǎn)？After you confirm your order,the step as follows:1-you need to advance 30% of

19、 total value for deposit, The rest have to be payed before delivery goods.2-after received your deposit,we will arrange produce goods as soon as possible.3-the Package can up to your requirement.but if the order quantity too samll we need to talk over it.4-shipment. you can arrange transport by your

20、self or your agency in China.If you need,we also can help you to arrange transport. this point we can talk bases the fact.Water: 以上這些步驟，如果他是進(jìn)口商，他都肯定清楚的。所以你說這些完全沒有意義哦。而且在第一次聯(lián)系就說這么多，顯然不是時(shí)候。因?yàn)榭腿硕紱]說，他愿意和你合作。等適當(dāng)?shù)臅r(shí)候他問你更詳細(xì)的東西了，你可以告訴他你們的付款方式是什么等。這些細(xì)節(jié)操作步驟也是可以忽略不寫的。We are professional company deal in tattoo p

21、roduct.good quality with reasonable price.we deal with our clients in good credit standing all the time.Water: 過于單薄的描述。要有點(diǎn)實(shí)際的東西支撐你的說法。你這樣說只是簡單的概念，沒有起到很有效的說服。If you get any question,please let me know.it is my pleasure to talk with you by mail.I am expecting your good news.Water: 就像LYDIA說的，你可以借鑒下。你也可

22、以說 We highly appreciated your further product information. That would help us to introduce you the most suitable models and offer you best. BEST WISHES!Water: 不要灰心，加油。慢慢積累和學(xué)習(xí)。每次進(jìn)步一點(diǎn)。一年半載之后你又是一個(gè)精英了。到時(shí)候別忘記Water了。我還等著你請(qǐng)我喝咖啡。最近的一個(gè)客戶。訂單已經(jīng)確定，可是該死的,由于付款方式的問題，訂單又卡住了。現(xiàn)在客人還去度假。不得不羨慕老外的生活。資本主義真是享受！客人去度假了，可是我的日

23、子又要難過了。因?yàn)榭傁Ｍ唵味帱c(diǎn)再多點(diǎn)。這欲望的驅(qū)使！在BARGAIN的過程中，感覺總有些亮點(diǎn)的地方。share with you all. Hi WaterIm ready to launch the 1st trial order to you in this way:A706 item with XXXXXXX, and the normal accessories. at USD 150 enclosed XXXX500pcs XXX brand, in black colour500pcs XXX brand, in silver colourA903 item with USB s

24、lot, at USD 200 enclosed XXXX300pcs XXX brand, in black colour payment term 100% LC 60daysdelivery 40days after the LC openingLooking forward to hearing from you very soon,B.RgdsPS. Consider our office will be closed August 9-24 for summer holidays.Ms. Paola Esposito或者是習(xí)慣了這樣的回復(fù)方式。按點(diǎn)來回復(fù)，覺得這樣清晰明了。容易閱讀

25、。Dear Paola,Thank you for your great support to me. Regarding your order, I would like to reply you as below.1. A706 item with XXXXXXX, and the normal accessories. at USD 150 enclosed XXXX500pcs XXX brand, in black colour500pcs XXX brand, in silver colourWater: OK. Confirmed.2. A903 item with USB sl

26、ot, at USD 200 enclosed XXXX300pcs XXX brand, in black colour Water: Will you consider larger quantity for 9 model this time? Say 500pcs at least would be better. As for OEM and price, it is easier for us to control. I believe you are satisfied with the performace of the sample, and believe there wi

27、ll be fast sale on your market. Hope you can give more support to us in this point. Can we confirm 500pcs?由于數(shù)量太少了，總要努力爭取。3. payment term 100% LC 60daysWater: To be frank, we always do with customers by 30% T/T in advance, and balance T/T before shipment for a sum of payment less than $500,000. As yo

28、u know the bank charges will be higher for L/C opening. For your coming order, the best we can do is L/C at sight. I think it is fair to both of us. Believe you can understand and confirm this point.聽說其實(shí)TT的銀行費(fèi)用也不是很高的。慎用！4.delivery 40days after the LC openingWater: delivery 40 days upon L/C at sight

29、opening.We hope we could confirm the details together before your holiday. And begin some artworks in advance. Awaiting your comments. 2008-08-08Best regards,Water 在此之后，其實(shí)也在MSN里有過一番痛苦的BARGAIN。真的很頭痛，不能得罪客人，又要努力說服。這個(gè)過程真是煎熬！經(jīng)驗(yàn)：在MSN聊天的過程中，有些東西客人一發(fā)信息過來，不要馬上就回復(fù)，因?yàn)楸緛砭褪呛躎OUCHY很難纏很不好解決的問題。給點(diǎn)時(shí)間自己考慮一下，然后隨意的撒個(gè)善

30、意的謊言，說，你去幫客人爭取或者什么理由。或者就說個(gè)SORRY，然后繼續(xù)要說的話題。Dear Paola,Please kindly noted that our booth number in IFA Berlin is XXXX. For the payment term, the best we can do is L/C at sight, really. As I informed you by MSN, we always do by T/T. Regarding your order, you place it with two models. Our boss also car

31、e it very much. I had a hard discuss with my boss,finally she allowed the payment by L/C at sight. But normally she only accepts T/T. I really do my best to move forward the project, believe you also do your efforts to move forward. Can I get your support? Thank you. Welcome your visit to our Berlin

32、 Show.And wish you a very happy summer vacation. Awaiting your comments. 2008-08-08 Best regards,Water 如果客人很容易就被搞定，那我就發(fā)大財(cái)了。Orders dont come easy。這需要細(xì)節(jié)的溝通，彼此尋找合適的平衡點(diǎn)去合作。Water 要加油。Dear Water,thanks for your effort. After the discussion with my boss we can just accept to help you with rates on the 60 d

33、ays. But, we cannot accept LC at sight. If you want to proceed, let me know the total amount rate and I discuss with my boss.Thanks for your attention.Have a nice day.B.RgdsMs. Paola Esposito我一次又一次的努力。希望可以真誠的感動(dòng)她。要不，我真要自殺了。不過要先殺了客戶，我再自殺。哈哈！Dear Paola,Thank you very much for your efforts.Regarding the

34、 comingorder, we really hope you can do more efforts and hope you can support us by L/C at sight for payment term. I can fully understand what you mean by MSN that you have to invest much into three brands in Nola Italy. You must aware that we also have to invest much into materials purchase. If the

35、 payment is tied up for long time. We cannot proceed well for customers. As you know the loader and TFT screen cost much. So L/C at sight is more fair for both of us. Believe we have to support each other for better cooperation.On the other hand, the offer is quite competitive. We cannot afford the

36、US currency loss. Currently we have to stare at the exchange rate carefully. Once the order is firm, we couldnot increase customers price for our cost loss. If I ask for cost up suddenly when I told you the US exchange rate is dropping, and we will lose. That would ruin all business. I dont think yo

37、u would like to see that happen. And it is not business, mutual benefit business. Lets confirm L/C at sight. Come on, Paola. Thank you.Awaiting your comments. 2008-08-11 Best regards,Water 不知道大家有沒有遇到過這樣的情況， HURT。很多時(shí)候自己很努力的去和客戶溝通，可是最后客戶說，他不想和你做生意。或者說他不想和你繼續(xù)溝通。而我確實(shí)經(jīng)歷了這樣的一個(gè)客戶。這個(gè)客戶聯(lián)系有一段時(shí)間了。有些訂單一直都在FORCA

38、ST，只是很多原因，比如樣品客人要免費(fèi)，價(jià)格談不攏，產(chǎn)品不感興趣等。所以一直沒有達(dá)成實(shí)際的合作，終于當(dāng)機(jī)會(huì)合適的時(shí)候，問題又出在我推薦的產(chǎn)品是新的沒生產(chǎn)過的。也是由于這個(gè)原因和其他價(jià)格等原因，在我們之間沒有完全談攏的時(shí)候，或者當(dāng)時(shí)，客戶已經(jīng)和他的買家談成了訂單，而我沒有答應(yīng)他的一些要求，所以客戶覺得我忽悠了他。所以當(dāng)我邀請(qǐng)他去IFA展面談的時(shí)候，他給我回了一封很HURT到我的郵件。Dear Water,After the last lived situation between you and me I am not interesting in working with a company

39、like yours.Thank you for your interest anyway.BR,Javier Aylln在傷心之余，我還是給客人回了一封郵件。個(gè)人覺得還算比較GENTLE的。因?yàn)楹芎唵危蛻羰窃谒Ｆ狻２桓话阋娮R(shí)。如果他下單了，愛怎么說都沒問題。關(guān)鍵是怎么安撫他那顆幼小脆弱的心。不至于一直生我的氣。和他的OFFICE人談到，其實(shí)客人還算GENTLE的，過一陣子就沒事了。希望如此吧。阿門！IFA展要開始了，由于一些原因，偶只能留守中國。祝福去IFA展的朋友們，多拿訂單，多賺錢。Dear Javier, Thank you for your kind reply. I hav

40、e to say sorry. But I am not sure why you will say so. And what happened between you and me or our company? We are doing business base on mutual benefit and we also trust and comply with the idea that the customer make profit and then we can make the profit. 其實(shí)我是故意裝傻，裝無知。博同情。一般別人說：我不知道為什么你會(huì)這么說的時(shí)候，很多

41、時(shí)候人家會(huì)說：算了，賴的和你說，原諒你一次。個(gè)人覺得，偶發(fā)揮了一句經(jīng)典的話“the customer make profit and then we can make the profit.”Ive met Fiona and Lucky several times, your office people in Shenzhen also, ad nice talk with themby phone often. I think there should be some misunderstanding between us. I am quite upset for your negati

42、ve saying. 其實(shí)這段不是很想寫的，不過覺得還是有必要寫點(diǎn)一下。無非也是想說明，自己和他的其他同事溝通良好，和他之間肯定有些誤會(huì)。所以他會(huì)認(rèn)為不想和我/我公司做生意。其實(shí)我原想說，你可以問問你分部的同事關(guān)于我自己和我在的公司的情況。但想想這樣語氣太重了。所以改掉。在這點(diǎn)上，自己還是考慮的比較多的。因?yàn)椴幌Ｍ麆e人看到我的郵件更加火大，這樣就事與愿違了。If you mean the previous case make your worse situation. I appologized for my poor English and cannot make myself unders

43、tood. 裝傻了之后，也要自己反思，清醒一下。適當(dāng)表示一下自己的歉意。No matter what happened before, I hope everything is going fine on your side. And we are really sincerery to invite you to visit our booth at your free time. 希望，肯定是免不了的。Javier, you are nice. I appreciateyour kind attention very much. 2008-08-26 Best regards,Water

44、以上是個(gè)人的經(jīng)歷和處理的方法。當(dāng)時(shí)真的很HURT,不過沒關(guān)系，我相信越挫越勇。希望客戶不計(jì)前嫌，IFA見。繼續(xù)更新第20頁的訂單情況。關(guān)于L/C 60天的進(jìn)展。關(guān)于付款方式BARAIN的郵件，剛好我有一個(gè)客人現(xiàn)在要談L/C60天，我們之間的一番較量，在20頁已經(jīng)和大家分享了。其實(shí)最后我們還是臣服于客戶的要求。本來以為說，在IFA見過之后客戶會(huì)對(duì)我們消除疑慮。因?yàn)橹坝X得客戶會(huì)有擔(dān)憂。殊不知，IFA見面，甚至之后，仍是堅(jiān)持L/C 60天。不過還好，客戶愿意支付一定的利息。這也算是我們談條件的勝利吧。Dear Water,thanks for your effort. After the disc

45、ussion with my boss we can just accept to help you with rates on the 60 days. But, we cannot accept LC at sight. If you want to proceed, let me know the total amount rate and I discuss with my boss.Thanks for your attention.Have a nice day.B.RgdsMs. Paola Esposito展會(huì)之后，客戶還是堅(jiān)持L/C60天。只能做最后的掙扎。要給出一些可選的方

46、法。讓客戶自己衡量得失。Dear Paola,Glad to hear that you visited our booth in IFA Berlin. Believed you got much useful information there. Regarding our cooperation, the payment term, we wish to suggest as below.1) L/C 30 days after the date of B/L, and pay 1% interest of total order value.2) L/C 60 days after d

47、ate of B/L, and pay 3% interest of total order value. 3) L/C at sight for total order value. Awaiting your comments. Best regards,Water以下是MSN里的一些對(duì)話。P: I need to know how much increas the price for each piece of PDVD for LC 60days. how much in money the 3%?W: total amount, 85750*3%= $2572.5P: send me

48、 your offer with price for 2000pcs of 7PDVD and 1000pcs for 9PDVD with payment term LC 60days. so I can show it to my boss and study the offerW: OK, thank you. P: Thank you. I wait for you哈哈，是WAIT FOR ME. 高興。老外說話就是會(huì)讓人開心。他不是說WAIT FOR IT。. P: I got your emailW: Thank you, Is it OK?P: about USD 2.11 mo

49、re for each price. too much. I can accept with USD 1.00 more.anyway, I can pay you max USD 1500 of interest, no moreW: for total interest, say $2000.P: USD 1500, Water. then I can try to discuss to my boss for your PI假裝走開，兩分鐘之后，回復(fù)給客人。W: finally our boss confirm $1500. so i will revise the PI for you

50、P: thank Water有一個(gè)問題，你們的板材，應(yīng)該也是有規(guī)格的吧。硬度是多少，什么長度，用什么料去做等。這些資料應(yīng)該在客戶下單前就應(yīng)該確認(rèn)過的。如果他是專業(yè)的客戶，應(yīng)該是知道什么比例的材料，硬度各是怎么樣的。如果是你和客戶確認(rèn)過，或者是你們這款產(chǎn)品一直都是這樣出貨的，有必要和客戶說明一下，你們這款產(chǎn)品已經(jīng)出貨過很多貨，分別到哪些國家。給他發(fā)的貨也是用一樣的材料做的。（你必須了解自己的產(chǎn)品的材料到底是不是用以前一樣的材料，要了解真實(shí)的情況，這樣好CONTROL）。產(chǎn)品在硬度方面，從來沒有收到過投訴。說明這是適應(yīng)市場需求的。但是你說硬度太硬，這或者和你們的標(biāo)準(zhǔn)有點(diǎn)出入。很抱歉給你造成困擾或者

51、不便。關(guān)于降低硬度，這點(diǎn)我們是完全可以做到的。因?yàn)槟阋彩菍I(yè)的行家，我想你是可以理解的，要做軟一點(diǎn)，我們必須增加相關(guān)的專業(yè)材料，這樣，產(chǎn)品的成本就增加了，在這點(diǎn)上，我希望我們可以盡最大的努力幫助你。以助你擴(kuò)大市場，同時(shí)也加快我們的合作進(jìn)程。經(jīng)過核算，我們的成本是35RMB，但我希望我們也可以承擔(dān)一點(diǎn)，最后我們同意增加30RMB，以達(dá)到你要求的硬度。請(qǐng)你盡快確認(rèn)和安排。以便可以盡快開始生產(chǎn)第二個(gè)柜。你覺得這樣說會(huì)不會(huì)好點(diǎn)？希望可以幫到你。關(guān)于你的郵件，我個(gè)人不是很滿意呢。我只看到了形，質(zhì)的方面還要加強(qiáng)。For the second container, if you dont agree to

52、raise the price but need softer sheets, we cant add more *but onlyimproving the production control, however, we cannot make sure the effect you want.這段寫的太早了。首先你應(yīng)該是探知客戶的反應(yīng)和他的想法之后再想相關(guān)的辦法解決。加錢就做到他要求的硬度，不加錢，又如何，結(jié)果如何等。讓客戶自己選擇，你不要輕易的幫客戶選擇。其他，不多說了。希望你可以盡快解決問題。晚安!客戶一而再，再而三的強(qiáng)調(diào)他的合作方式和訂單的操作方法。強(qiáng)調(diào)訂單量如何豪氣。還經(jīng)常壓價(jià)，要

53、什么價(jià)格才可以推動(dòng)市場，要怎么配合他才可以加快合作，為此，我們做了很多功夫，但就是遲遲沒有下來。不得不說這個(gè)過程真是極度痛苦，簡直要崩潰了。每次看到客戶的郵件，都有想發(fā)火的沖動(dòng)，真想KILL了他。但是人家說，要保持冷靜，動(dòng)肝火，對(duì)身體不好。冷靜之后，也想些犀利點(diǎn)的方法針對(duì)性的轟炸，可是客戶就是沒反映。比什么都韌。猛火狂燒也還是那么韌。累人的過程，真的希望會(huì)有些好結(jié)果。之前在MSN里已經(jīng)初步確認(rèn)價(jià)格，至于數(shù)量還是沒有完全確認(rèn)，只是叫客戶先去談，盡量拿到最多的數(shù)量。我說我可以幫你解決這個(gè)問題，如果數(shù)量不大。后來就沒有給客戶寫郵件核實(shí)價(jià)格和小數(shù)量都是OK的。這個(gè)事情，讓我更加明確他的作風(fēng)。第一，對(duì)任

54、何東西要有絕對(duì)的確定性。或者這樣可以避免很多不必要的麻煩。值得我們學(xué)習(xí)一下。第二，不輕易承諾任何東西。我經(jīng)常說我給你好價(jià)格，你要保證有客觀的數(shù)量支持我。但是他連一個(gè)TRY BEST都沒給我。在沒有確定之前，我不能保證任何東西。這是客戶的回復(fù)。Hello Water,You did not come back to me with the actions as per our MSN agreement on MSN Thursday?Please will you?.I also need to talk to you about other subjects.Thanks,Simon客戶在說

55、我沒有最后確認(rèn)給他，導(dǎo)致他無法拿到訂單。原因：固然了解他的潛在數(shù)量和合作的前景比較明朗，只是一開始的過于遷就，可能會(huì)造成以后合作的艱難。覺得要有張有弛。數(shù)量少，價(jià)格低的訂單，引不起我的興趣，老板也會(huì)抓狂。況且之前也有初步確認(rèn)，在我沒有被催問的情況下，也就沒有給客戶進(jìn)一步的回復(fù)。以為他會(huì)有好消息，數(shù)量少點(diǎn)就少點(diǎn)吧。有得做就好。但事與愿違。或者他的風(fēng)格就是謹(jǐn)慎，在沒有得到確切的確認(rèn)之前，他只能根據(jù)之前確認(rèn)的去談。不知道這是好事還是壞事。不過又讓我學(xué)到了和另一種人做生意的手法。以后會(huì)知道怎么對(duì)付這類人。生意，還是要尋找合適的機(jī)會(huì)合作。Dear Simon,How are you doing. Tha

56、nk you for your kind efforts on the project i550. Really we hope we can confirm some orders soon. Regarding your trial order, we hope to support you now. When can I expect your confirmation?But please please do your best to support us better by larger quantiy.Looking forward to you further comments.

57、Thank you. Best regards,WaterHi Water,As I explained to you on MSN for quite some time the other night mate.I could have got an order on Friday but you failed to come back to me and confimed the $10 !The way retail works is they have a trial order to start with this is for the following reasons:They

58、 need to test the products They need to test the marketThey need to train up there sales team in promoting itThey need to make sure the products has stable quality and not have any recalls or returns.They need to make sure the products has stable quality and not have any recalls or returns.This quote common retail practice with all the top retail stores and all suppliers