【文章內(nèi)容簡(jiǎn)介】 .Nice to contact with you. This is Echo from CABC (Hong Kong) International Industrial Limited. And it is my great honor to serve you in the future.Our boss Mr. Jason, just came back from the MIDO SHOW, and I learned that you are interested in our swimming products. Here attached our updated price list for your reference. Also, please take your time to visit our website at for pictures and more details.Mr. Jason had quoted you two models in MIDO, and here we list a gain as below for your easy reference.Swimming cap: CAP800 (according to your quantity of 200pcs)Earplug with strap: EP200 USD (including package)Please contact us freely if you have any question. We are looking forward to building business relationship with you in the near future.Best regards,EchoNotes1. 參加展會(huì)時(shí)一個(gè)公司推廣產(chǎn)品的重要渠道。但是公司的投入會(huì)根據(jù)實(shí)際情況而定。一個(gè)公司的業(yè)務(wù)員一般都有兩個(gè)或者兩個(gè)以上，由于國(guó)外展會(huì)的費(fèi)用較高，對(duì)于規(guī)模不是很大的公司，業(yè)務(wù)員參加展會(huì)的名額也是有限的。在展會(huì)之后，公司會(huì)把展會(huì)上取得的名片進(jìn)行分發(fā)，每個(gè)業(yè)務(wù)員可以運(yùn)用自己的方式去聯(lián)系客戶(hù)。2. 文中，首先說(shuō)明信息來(lái)源，并向客戶(hù)表示友好。3. 在展會(huì)上，客戶(hù)或多或少都對(duì)公司進(jìn)行了一番了解。由于自己沒(méi)有直接和客戶(hù)交流，所以要有適當(dāng)?shù)倪^(guò)渡，側(cè)重說(shuō)明自己將會(huì)提供個(gè)性化的服務(wù)，讓客戶(hù)滿(mǎn)意。4. 提出合作期望。Sample 2Dear Marcus,How are you doing? This is Water from ABC Company, Ms. Grace’s colleague. She already left the pany some time ago. It’s been a long time no contact with you and your pany. We are glad to contact you again about external battery pack for Mobile Phone and Notebook.I would like to update you some latest model and new offers for your reference. We hope we can enlarge our business scale. Please find the details as attached.Looking forward to hearing from you soon.Best regards,WaterSample 3Dear Andy,This is Tina, sales representative of ABC Electronic Company. Thanks for Eden’s assignment, I’m pleased to have the opportunity to contact you and take charge of our cases directly. Hope we can set longterm business relationship and expand business it the future.Now I’m taking up your first order2002 (DVD recorder), all the specifications and other details will be followed by me. Therefore if you have any problem, please feel free to contact me.Further to your new order, please refer to the attachments for our quotations, we are waiting for your confirmation. Surely we will get a good delivery date for you.Thank you for your good cooperation and your early reply will be appreciated.Best regards,TinaNotes1. 對(duì)已聯(lián)系或者已合作的客戶(hù)，函電撰寫(xiě)主要體現(xiàn)服務(wù)，不讓客戶(hù)感覺(jué)到突兀。2. 對(duì)暫時(shí)無(wú)合作，曾經(jīng)聯(lián)系密切，有郵件閱讀回執(zhí)的客戶(hù)要保持聯(lián)系，在某個(gè)特定的而時(shí)間提醒客戶(hù)產(chǎn)品的報(bào)價(jià)，以及產(chǎn)品的市場(chǎng)銷(xiāo)售情況等。假如知道對(duì)方公司和自己公司生產(chǎn)的產(chǎn)品相符，要多參考客戶(hù)公司的網(wǎng)頁(yè)，根據(jù)網(wǎng)頁(yè)上的信息，不斷向客戶(hù)展開(kāi)猛烈的“攻擊”。另外，適當(dāng)?shù)碾娫?huà)聯(lián)系也是必須的，或者以傳真的方式，或者直接給客戶(hù)發(fā)郵件。嘗試不同的方式反復(fù)聯(lián)系，提高成功的可能性。5. Contact customer by B2B web informationDear Sirs,I got your business information online. We would like to cooperate with you on CARDS，and bee your good partner in near future.With more than 12 years experience in manufacturing all kinds of PVC cards, paper cards, metal cards and smart cards in China, we’ve grown up into a main supplier in Italy, Germany, Sweden, France, Denmark and New Zealand etc. The daily output can reach millions of cards. Including PVC blank and printed cards, paper cards, scratch cards, magnetic cards, IC cards, game cards, gift cards, member cards, pokers, playing cards, metallic cards, phone cards, irregularshaped cards, ATM cards, IC cards, ID cards, RFID tags etc. We wele your ODM projects. All sizes and thickness can be done here.We wele your enquiries. Please visit our official website at . It will be appreciated that if someone from your pany could contact me freely. My is: water@.Please let us bee partners and start the initial cooperation soon.Looking forward to hearing from you.Beat regards,WaterNotes1. 利用搜索引擎獲取客戶(hù)信息。首先，說(shuō)明信息來(lái)源和目的。要直截了當(dāng)，為客戶(hù)節(jié)省時(shí)間，使客戶(hù)一看便知道自己是做什么產(chǎn)品的，如果客戶(hù)感興趣便會(huì)繼續(xù)看，或者作為考慮的合作對(duì)象，而不是視為垃圾郵件。2. 公司產(chǎn)品種類(lèi)和市場(chǎng)情況的簡(jiǎn)短介紹。表示可以滿(mǎn)足客戶(hù)的需求。3. 第一次聯(lián)系的人也許不是直接的對(duì)口人。提出如果有人聯(lián)系自己，也是一種很好的聯(lián)系方式。4. 最后，提出合作的愿望。167。點(diǎn)石成金一、 第一次聯(lián)系客戶(hù)，無(wú)論是通過(guò)何種方式獲取客戶(hù)的信息，撰寫(xiě)信函的時(shí)候都有一些必須要引起注意的事項(xiàng)。1. 詢(xún)盤(pán)內(nèi)容各異。比如，有些客戶(hù)只是很簡(jiǎn)單地詢(xún)問(wèn)，請(qǐng)把你們的產(chǎn)品價(jià)格單發(fā)給我。針對(duì)類(lèi)似的詢(xún)價(jià)，對(duì)信息需要篩選，不能只是應(yīng)付式地回復(fù)產(chǎn)品的價(jià)格是什么。要主動(dòng)建立溝通的橋梁，可立即回復(fù)一封詢(xún)問(wèn)式的信函，表示已經(jīng)收到對(duì)方的來(lái)信，但有些地方不是很明白。比如你想了解他需求的產(chǎn)品的款式，數(shù)量，具體的要求。有來(lái)有往，形成互動(dòng)溝通之后，后面的業(yè)務(wù)操作就簡(jiǎn)便得多，也更易成功。2. 了解客戶(hù)，可以通過(guò)客人公司的網(wǎng)站了解，或者使用搜索引擎搜索。了解客戶(hù)來(lái)自哪里，公司性質(zhì)，經(jīng)營(yíng)的市場(chǎng)，主要銷(xiāo)售的產(chǎn)品種類(lèi)等。了解這些資訊可以更有針對(duì)性地為客戶(hù)服務(wù)，起到事半功倍的效果。3. 信函回復(fù)。關(guān)鍵一點(diǎn)是報(bào)價(jià)，作為業(yè)務(wù)工作者不是報(bào)價(jià)員，所以不能只是簡(jiǎn)短地報(bào)價(jià)。在溝通中，客人也需要對(duì)供應(yīng)商有一定的了解。在回復(fù)詢(xún)價(jià)時(shí)，有必要對(duì)客戶(hù)關(guān)注的問(wèn)題做一個(gè)簡(jiǎn)明扼要的介紹。比如企業(yè)的基本情況，供貨能力，產(chǎn)品質(zhì)量控制，產(chǎn)品服務(wù)，企業(yè)研發(fā)和創(chuàng)新能力等。二、 個(gè)人素質(zhì)能力。1. 熟知行業(yè)內(nèi)的產(chǎn)品信息，對(duì)市場(chǎng)走向保持敏感性。了解競(jìng)爭(zhēng)對(duì)手的情況。2. 保持一顆斗志昂揚(yáng)的心。心態(tài)決定成敗，堅(jiān)持可以讓一個(gè)人底氣十足。隨著一個(gè)人閱歷的增加，更多的是心態(tài)的較量。3. 工作中保持緊張感。有壓力，必然有動(dòng)力。4. 建立并擴(kuò)大自己的影響力。產(chǎn)品銷(xiāo)售貫穿于每一個(gè)環(huán)節(jié)，包括內(nèi)部與同事和外部與客戶(hù)之間的溝通，建立良好的溝通時(shí)做好工作的關(guān)鍵。5. 讀書(shū)充電，與時(shí)俱進(jìn)。持續(xù)學(xué)習(xí)新思想與快捷有效的工作反方法。Unit 2 Sample Charges樣品費(fèi)用內(nèi)容簡(jiǎn)介樣品在訂單確認(rèn)的過(guò)程中是至關(guān)重要的。做業(yè)務(wù)時(shí)，通常都會(huì)遇到關(guān)于樣品收費(fèi)的難題。比如，有些客戶(hù)根據(jù)他們公司的規(guī)定，只愿意支付運(yùn)費(fèi)，有的甚至連運(yùn)費(fèi)也不愿意支付。對(duì)于業(yè)務(wù)員來(lái)說(shuō)，如果免費(fèi)給客戶(hù)提供樣品，需要在公司內(nèi)部申請(qǐng)并說(shuō)明客戶(hù)情況，還需要領(lǐng)導(dǎo)核實(shí)審批，程序比較復(fù)雜，也有可能會(huì)被拒絕。如果需要向客戶(hù)收取費(fèi)用，有些客戶(hù)比較爽快的愿意支付費(fèi)用。但是有些客戶(hù)卻不愿意支持樣品費(fèi)，所以需要深入溝通。對(duì)于工廠(chǎng)來(lái)說(shuō)，如果給每個(gè)客戶(hù)免費(fèi)提供樣機(jī)，這筆開(kāi)支也是驚人的，有點(diǎn)不切實(shí)際；另一方面也不符合長(zhǎng)期的戰(zhàn)略性的發(fā)展規(guī)則。但是是否收取樣品費(fèi)這個(gè)問(wèn)題，我們要區(qū)別和靈活對(duì)待。第一，如果產(chǎn)品有一定的貨值，要確定樣品都是需要收費(fèi)的，在開(kāi)始聯(lián)系客戶(hù)的時(shí)候就明確表明，努力爭(zhēng)取讓客戶(hù)支付樣品費(fèi)用。第二，根據(jù)對(duì)客戶(hù)的評(píng)級(jí)以及其誠(chéng)意和產(chǎn)品的銷(xiāo)售情況，可以考慮贈(zèng)送一些免費(fèi)樣品。因?yàn)闃悠肥谴蜷_(kāi)大客戶(hù)大門(mén)的第一步。第三，如果樣品的貨價(jià)比較便宜，客戶(hù)要求的數(shù)量較少，可以提供免費(fèi)樣品。值得注意的是，如果客戶(hù)愿意支付樣品費(fèi)用，則體現(xiàn)出客戶(hù)重視彼此間的合作，是非常有誠(chéng)意的表現(xiàn)。這些客戶(hù)的成交率往往也很高，要重點(diǎn)跟進(jìn)。日常郵件是交流和交換信息的主要方式，如果需要和允許，可用電話(huà)和其他即時(shí)溝通工具交替進(jìn)行。對(duì)于那些藥了解樣品之后再開(kāi)始合作的客戶(hù)，英適當(dāng)給予產(chǎn)品的測(cè)試和市場(chǎng)考察時(shí)間。然后，針對(duì)客戶(hù)的反饋，跟進(jìn)訂單落實(shí)的世界。如果客戶(hù)提出改進(jìn)建議等其他要求，要結(jié)合公司的實(shí)際情況，著重分析客戶(hù)的要求，整理出切實(shí)可行的方案，做到胸有成竹，有的放矢！對(duì)收取樣品費(fèi)用這個(gè)難題應(yīng)當(dāng)如何與客戶(hù)溝通？如何引導(dǎo)客戶(hù)，讓客戶(hù)開(kāi)心地埋單？如何讓客戶(hù)感覺(jué)到你的誠(chéng)意和付出？如何讓客戶(hù)覺(jué)得和你合作是很愉快的？本節(jié)將一一分析。Sample 1 Customer ask for samples to send by fedexDear Water,Thanks for your .I’ve been checking with Walmart and I need you send me urgently by FEDEX the following items samples.DVD592 W/DivXDVD558B (They didn’t like the tooling, could you please offer me another?)DIVX602 (They are interested in this one but without the card reader because tell me the price without the card reader?)As soon as all of these is OK, I will send you our FEDEX account’s details so that you could send those and please also tell me when those will be ready to send.It’s very important to know the percentage of RMA you will be sending, for because, for most of the items, Chinese products e with failures and Wa