[询盘案例库]客户要求PI是不是标志着有下单意向了?–[咨询产品细节与贸易条件]

询盘来源国家:巴基斯坦
产品行业:Q345材质的热轧钢板
买家询盘:Please quote your competitive prices the undermentioned items:- Hot rolled plates Q 345 1- size : 4mm x 1500mm x 5800mm 25 mt 2- size : 6mm x 1500mm x 5800mm 25 mt 3- size : 8mm x 1500mm x 5800mm 25 mt 4- size : 10mm x 1500mm 5800mm 25 mt Please quote C&F Karacpakistan & on actual weight bases also note that your prices are without any commission of any agent in pakistan you quote price directly to us. Thanks n best regardsXXXX

供应商回盘:Dear XXX, Many thanks for your inquiry. This is XXX from XXX Co., Ltd. Now I am not in office , I will offer you when I go back this afternoon.Thanks and best regardsXXX

回盘备注:接上,当天下午回办公室查找客户相关资料,了解客户公司相关信息,感觉该公司是一个很有潜力的客户后,回复客户如下: Hello XXX,We are glad to get your inquiry of hot rolled steel plate. I learned that you are a large company in Pre-engineered steel building system, XXX, and XXX and your company are sister concerns. We are very honored to meet the large company like you. This is a chance which we can further understanding of each other and cooperation. In order to express our sincerity to cooperate with you, we give you our best price, please check the attached file. Your early reply will be highly appreciated. Thanks and best regards 备注:报价单以附件的方式发给客户的。 晚上客户回复如下: Dear XXX,Thank you very much for your quotation.Please arrange performa invoice are as under:-1-company name: XXX 2-Company address: Lahore,Pakistan1-HR plate Q345 prime quality size 4mm x 1500mm x 5800mm qty 25 mt 2-HR plate Q345 prime quality size 6mm x 1500mm x 5800mm qty 25 mt 3-HR plate Q345 prime quality size 8mm x 1500mm x 5800mm qty 25 mt 4-HR plate Q345 prime quality size 10mm x 1500mm x 5800mm qty 25 mt total quantity 100 mt actual weightPrice XXX USD mt C&F KARACHI,PAKISTAN100% L/C at sight confirmed30% advance against the total amount of the part of L/C Above importer name is our import division . NOTE: MTC must be required as Q345-ASTM 572-G-50 Please understand we need Q345 material and you mentioned in mtc Q345-astm 572-g-50.Please also in your performa invoice must mention your bank details. 然后我按照客户要求给其发了PI,付款要求我写的是30% ADVANCE BY T/T START PRODUCTION, THE BALANCE(70%) BE PAID BY L/C AT SIGHT CONFIRMED. 并未盖公章,让客户查看无异议后,盖章回传,我再盖章。发了PI之后客户一直未回复,打电话(公司电话,无其个人手机号)是语音状态,隔一天给其发邮件跟踪也未回复。 客户信息如下: 公司名:XX 网址:XX邮箱:XX 公司电话:XX我个人分析,该公司应该是一家挺不错的公司,网上该公司的信息可以搜到很多,我给客户报的价格也不高,可是为啥就没反应了呢? 1.彼此沟通太少原因:难道是进展的太快,才两三封邮件就发PI了。 2.付款方式的原因:客户要求的付款方式,我个人理解是预付款也通过信用证的方式,但是我们没这么操作过,所以按照我们往常的方式回复客户的。请专家老师帮我分析一下,现在是个什么状况呢。 下一步该如何跟踪比较合适呢。
专家点评:沟通内容中客户并没有提到交货期的事项,虽然客户要求发了PI,但也有很多买家是把PI当做报价单的,推测应该是还要经过一个比较和筛选的过程,目前客户没有回复也不表示没戏,只是还需要过程,心态放好。接下来的跟进你主要是跟客户保持联系,告知客户你依然在关注客户的反馈,让客户有最新的消息通知给你,同时也可以尝试问下客户的大概采购时间。客户要求的产品很明确,但其它方面的意向表达得并不多,主动性的技巧在这里效果很有限,很大部分取决于你们公司的产品和价格实力了。。

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