和国外客户往来邮件及洽谈过程
本文来自贸易论坛，网友[b]水的影子[/b]上传[b] 编者按：和外国客户在谈贸易的时候既要讲究战略也要讲究战术。
[/b] 在网站上看到这个客人的求购信息，因为不是会员，所以只能看到对方公司的名字。知道该公司求购的产品是我司生产的产品，但具体是什么都不清楚，通过GOOGLE搜索，找到对方网站，获得FAX号码。了解到该公司是一家正规、大型、常年在中国采购的公司关键是他们采购和我们的生产对口。根据他们的FAX NO.发了封传真
My FAX01
March 14， 2006
Dear S，
I get your buying information in http://alibaba.com/
We are now writing you to introduce ourselves as one of large State-owned enterprise integrated in …… and express our wish to enter into business relation with you.
Our business Scope: ……
Our annual production capacity is …… Sales amount is …… realizing the total profit and tax of…… generating export earnings of ……
Please let us know if we may be of further assistance, and we are looking forward to your any inquiries. Best wishes!
Yours sincerely,T
想不到该公司很快就给回复了（传真）
Customer FAX01
March 15， 2006
内容就是一个讯价函件，并注明：PLZ REPLY BY E-MAIL：……
当时，我有了两个猜测1．该公司采购人事有变动。2．该公司与合作工厂出现变动（后来这个猜测正确）
因为象这样常年采购的公司，对于他们采购的主要产品会有固定的供应方。出来讯价就不常见，况且这么积极的回复“建交函件”更是少有。于是，我打起200%的精神，积极与客人沟通。
My E-mail01
March 16，2006
Dear S,
Thanks for your enquiry!
The items` price you asked for is as follow:
……（除非有很多规格和品种，一般的我觉得没有必要做EXCEL表格。）
Have a good day!
Yours sincerely,T
Customer E-mail01
March 17，2006
ATT. MR.T
PLS QUOTE ME YOUR BEST PRICE PER MT.C&F ……
TOP URGENT.
M E02
March18，2006
Dear S,
…… is a inland city. We are not familiar with the transport charges between inshore port and …… port. It will spent us one or two days to get the detailed charges. Is it convinient for you to choose a inshore port instand ……?
C E02
March 18，2006
att. mr. T
……( ……) IS A PORT NEAR ''……'' PORT.
IF YOU PREFER YOU CAN QUOTE ……
RGDS
S
在这里，我和客人在目的港出现了误会。因为客人刚开始说的那个名字不常用，当我去讯运费的时候，很多船代不清楚，说可能是内陆港要转船。在客人第二封E-mail中，他在括号里写了另一个名称，于是我查询到该港的运费，并给客人报CNF价。
M E03
March 21，2006
Dear S,
How are you? I wish you are very well!
The items` price C&F in …… you asked for is as follow:
(THE PRICE IS OFFERED ACCORDING TO BULK PRODUCTION.)
1.……
20'……40'……
C&F in……(NO QUOTAVALUE)
2.……
20'……40'……
C&F in……(NO QUOTAVALUE)
3.……
20'……40'……
C&F in……(NO QUOTAVALUE)
Have a good day!
Yours sincerely,T
发了报价去，客人没有当天回复。
（因为时间差关系，我们这边下午3点，就是那边的上午刚上班时间。一般是我下午2点半写E-mail过去，这样客人一上班就能看到我的E-mail，并马上回复。）
所以第二天，我写封E-mail问问客人收到我的E-mail否，试试口风。
M E04
March 22，2006
Dear S,
Yesterday, I sent a E-mail including the quotation for your inquiry to
you. Have you got it?
Looking forward to your reply.
Have a good day!
yours sincerely,T
客人有反应了。FAX过来。把我的报价E-mail打印出来，在上面标明他们能接受的低价。价格低的没法做！
M E05
March 25，2006
Dear S,
How are you? I wish you are very well.
I have gotton your fax including your maximum price you could pay in March 22, 2006.
I am sorry. I still have not given you the reply.Because those day, I am keeping negotiating with our sales manager,producting direct and skill engineers. We are talking about the botton value of your items.But your price is too low and even is lower than the valve of the goods themselves.(Maybe the quality between your demands and our products is different.)Though there are many problems, I will give you our lowest price C&Fin …….
What I need is please give me more time to negotiating with our skill engineer . We want find a way to reduce the valve of materials while keeping the quality as soon as possible. Meanwhile, I will go to beijing for attending a international appreal&fabric exhibition-2006 tomorrow. When I am back, I will give you reply including our lowest quotation but the goods with best quality.What I need is more time.
Have a good day.
Yours sincerely,
T
接下来，客人又没反应了— —！可能是以为我去北京了吧。但是还是坚持发了封E-mail过去。
M E06
April 7，2006
Dear S,
Maybe you have read my quotation for your enquiry. What do you think about it?Our company has 6700 work-hard people, wise leaders, advanced machines and standard workrooms, so we can guarantee the qualities of our production and the date of the delivery. Maybe we have some problems in the price. But could you make a trial order? I believe you will find our products are so good that they are over the value.I am looking forward your reply!
Have a good day!
Yours sincerely,
T
C M03
April 10，2006
ATT. MR. T,
the price of…… is to high!! courrent price of …… is 1.08. pls ceck and let us know urgently.
rgds
S
C M04
April 10，2006
Dear T
I was very glad to receive your offer. I would like to receive your samples of the requesr articles. after that we can make a trial order container to see your production quality
PLS CONFIRM
RGDS
哈哈，终于有反应了！而且还两封E-mail。
M E07
April 11， 2006
Dear S,
I am sorry to tell you that the price of white is 1.08 and the price of colours is 1.2.
There are two reasons for it. First, this item needs a big quantity of materials(212g/mt2 …… and ……), and meanwhile the price of materials is higher than last year, so the price seems a litter high. Second, the RMB is rising in value more and more. The courrent rate RMB to USD is 8.0192(less 8.02) to 1.I have done my best to reduce the price but keeping the good quality.Looking forward to receiving your reply!
Have a good day!
Yours sincerely,
T
C E05
April 11，2006
wich is your best quotation if you use …… with weight 195-200 gr m2? in this article I need best best price 'couse i use 1.700.000 mt. per year.
pls answer at soonest.
rgds
S
p.s
pls confirm me that you will send samples. — —！
郁闷的是他要的那三个品种我们公司还没样品，不过肯定能做。而我又被派去广交会了。
广交会布展、参会、善后一下子，十来天。回来后，我自己都觉得和那客人没机会了。后来想了想，
不发邮件是一点希望也没有。发了邮件，多少有那么一丁点希望。找什么借口搭讪呢。就推荐个产品吧。— —！
M E08
May 5，2006
Dear S,
For some special reasons, one of our old clients(two Japan companies, one Spanish company) stopes to purchase our item …… So our company startes to seek another company which could sell or use large quantity of item …… and build long-term relation with us.
1．……
PRICE:……
2．……
PRICE:……
I believe that this item producted by our company has a good quality and price. If you have any requiries, please kindly let us to know.
Have a good day!
Yours sincerely,
T
郁闷哦，没反映咯。再发一封吧。
M E09
May 13，2006
Dear S,
Last time, I gave you the quotation as follow.The price of first and third items are similar with your max price.Why don`t make a trial order? I am sure that our good quolity and exact dilivery time will be satisfied with you.
Yours sincerely,
Steven
1.……
C&F in ……(NO QUOTAVALUE)
2.……
C&F in ……(NO QUOTAVALUE)
3.……
C&F in ……(NO QUOTAVALUE)
嘿嘿，客人有反应了哦。：）
C E06
May 13，2006
att. T
pls give me latest quotation that we make a trial 20'' container.
rgds
S
晕，就一句话。什么品种，什么规格也没说。当我神仙啊！
M E10
May 13，2006
Dear S,
I am glad to have received your enquiry.But you only tell me the…… are …… Could you tell me the detail specification? The ……, the ……, the weight and white or coulors.I am looking forward to your reply. And I will give you the latest quotation as soon as possible.
Best regards!
Yours sincerely,
T
C E07
May 15
DEAR T,
your price for …… is ok and your price for …… is ok but your price for …… it is too hight!! so I ask you the price using …… so:
…… weight 195-200 gr m2 pls give me the price so that we can make a trial container.
rgds
T
M E11
May 16， 2006
Dear S,
Thanks for your E-mail.
First,(THE PRICE IS OFFERED ACCORDING TO BULK PRODUCTION.) PRICE：…… C&F in ……（NO QUOTAVALUE) Second, Maybe, you will think the price is high. But please pay attention that the…… is made by ……, not by……I believe that you know the fabic made …… has better quality and delivery time. Third,1, We can promise the quality; Before you put big order to our company, we need to do lab dips for you(generally ……to ……). And those samples goods will send to you for checking the quality. If you are satisified with the quality, then we can arrange the bulk production. 2,We can promise the delivery time.We have ……( including ……) to product, and regular working time. Looking forward to your good news.
Have a good day!
Yours sincerely, T
C E08
May 16，2006
Dear T,
I wolud like to start to work with you, but really the maximum price I can pay for…… is 1.10 for coulors and 1.00 for white. I hope to get your confirmation so that we can make a trial 20'' container with the 3 articles to ceck your quality. After that we can start the real work with 3-4 container per month. you must know that i work with these articles from 8 years, every year same articles same coulors during all the year. so is a continuos work.
唉，在价格上卡住了。不要笨笨的在价格上争执吧。谈的别的先，缓和下气氛。我公司这边再降价格就没利润，解释原因，客人也听不进去。
M E12
May 17，2006
Dear S,
Thanks for your kind E-mail.
Our company is very interested with you and knows that you are a famous company in …… But still we want to know more about you. Could you kindly give us a introduction about your company and may I have your website?
Our company`s website is …… Looking forward to hearing your any news.
Thanks.
Best regards!
Yours sincerely,
T
C E09
May 17，2006
dear T,
We are a group of company ''……'' divided in the follow factory:
…… my factory in wich I buy from china (……) …… per year in only 4 articles with the same coulors from 6-7 yaers. all the article I buy are …… ……my fathar company that buy …… …… my sister company that buy about …… my usband company that buy ready made article for ……in china he use about n. 130, 40'' container of ……from china. Haw you can see we are a big group.you can see my web site that is …… where there is only my company. I HOPE TO RECEIVE YOUR CONFIRMATION FOR …… PRICE SO THAT WE WILL MAKE A TRIAL CONTAINER WITH ALL THE ARTICLE AND THAEN WE CAN START WITH REAL PROGRAMM.
URGENT NEWS
RGDS
S
嘿嘿，轮到客人看我没反应了。他开始找话和我说了。我就猜到，其实我们的价格他们觉得不错了，前面那么多只是一直在压价格！
C E10
May 19，2006
dear T,
I 'm producin in…… 3 special articles and the selling is about……for each article, I know that this articles are special but peraphs your tecnologies can permit you to produce it. …… (but we can import writting …… for quota problems)
rgds
S
我知道他是要勾引我说那个品种的价格问题。但我就是不说，只回答他新品种的事情，西西。
M E13
May 20，2006
Dear S,
According your description about three items, I still do not know what kind of……they are detailly.
If it is possible, you can send three sample in the same parcel of colour cards to me.
And our engineer will analyze them, then I could offer you the exact price.
Best regards!
Yours sincerely,
T
看吧。他果然耐不住了。直接下定单了，嘿嘿。
C E11
May 20，2006
dear T
I'm waiting your news about …… price, in the meantime I would like to confirm you a trial container 20'' of …… usd. 1.25.
pls confirm me so that I will send you coulor assortment and my coulor cards.
rgds
S
M E14
May 20，2006
Dear S,
Thanks for your kind E-mail.
First
Now, our company give the price you asked as follow:
1．……PRICE： (THE FABRIC IS MADE BY……)
2．…… PRICE： (THE FABRIC IS MADE BY……)
Second I am waiting for your colour assortment and colour cards any time. If you need any assistant, please confirm me without delay.Third I should tell you our company has 900…… beside …… including …… Forth I am glad you make a trial order container 20" of …… I think we should do our best to cooperate with each other in this item. And then when we have cooperation relation, I think our company will give better price in other item. Becouse we are not very familiar with each other now. You know, the price of …… and …… is ok, and we only have some problem in the price of …… So we should have some cooporation, and we can know better each other, then we will do better. Looking forward to recieve your good news.
Best regards!
Yours sincerely,
T
C E12
May 20，2006
I SENT TO YOU THE ORDER BY FAX PLS CONFIRM AND GIVE ME YOUR ADDRESS TO SEND YOU COULOR CARDS AND HAND-FEEL SAMPLE. AFTER TAHT WE WOULD LIKE TO RECEIVE YOUR LAP DIPS AND HAND FEEL SAMPLE.
RGDS
S
M E15
May 20，2006
Dear S,
I will make the PROFORMA INVOICE and sent it to you by fax as soon as possible.
Our address:
COMPANY NAME:
CONTACT PERSON:
MP:
Yours sincerely,
T
后面就是谈交期，包装，催他开信用证的事情了。一切顺利。早收到了100% irrevocable L/C at sight
有时间，我再把后面的E-mail整理出来和大家分享！熟悉生产技术、掌握价格底线、坚持不懈沟通、简单沟通英语——我得到第一个外单。希望大家多多指教，共同进步，谢谢！
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