[询盘案例库]不要错过最佳跟进时间-中间商客户

询盘来源国家:Bahrain

产品行业:五金

买家询盘:
Dear **, I’m interested in your product(s) Blind RivetItem: Open End Aluminum Blind Rivet Material: Steel and Aluminum INTERNATIONAL STANDARD we want rivets of size 4 x 12.73x 12.74 x 83x 8 plz give us the quotation ** aluminium View detail

供应商回盘:
Dear Mr. ** Thanks for your inquiry! we produce rivet with different types ,could you please send me a picture? then,i would like to know more information about it. 1)what types package you need? 2)what’s your quantity? Any questions ,pls feel free to let us know ,we will do our best! Looking forward to your prompt reply.

回盘备注:后来客户回我之后给了我具体的数量,材料,包装 而且还要求要佣金。hithanks for the mail. i would like to make some changes in the size i gave u. the size and the colours required are as followingRAL1015 1019 9016 8014 8080 SILVERS NO SIZE QTY [BOX] QTY [BOX] QTY [BOX] QTY [BOX] QTY [BOX] QTY [BOX]1 2.5 X 8 0 0 0 0 0 5002 3.2 X 8 0 0 0 0 0 50033.2 X 12 1000 500 1000 1000 250 10004 4 X 12 1000 1000 1000 1000 100 1000 ONE BOX = 1000 PCS TOTAL BOX 10850 BOX plz give us a quotation for the following. all the rivets should be in aluminium. there should be 1000 pieces in a box. as i am incharge of the purchase i require some commsion. plz tell me how much commision u can give me and include it in the quation price also. thankyou 我把它整理好后,把价格报出去了,但是大概十天之后,客人终于回复说是要样品:原文是这样的:sorry for the delay in reply.; was bit busy for some time. will it be possible for u to send us some samples of rivets.,由于没有到付账号,但是会派人取件,hi we dont have an express account. we will arrange pick up of the samples from your place with aramex couriers and we will pay for the samples. plz tell me whn u can make it ready and give me ur address. plz do it as soon as possible so that we can order soon. as i am the incharge of purchase i require a certain commision for myself. plz also tell me how much u can give. 当时心里很高兴,因为这个单有八万多美金,样品架上没有,就又到工厂去取,正好又赶上国庆,,耽搁了几天.客人要样品要的很急。但是国庆期间快递也放假,所以也没有办法 i got ur mail. im sorry i cant wait till 7th for the samples. i want it very urgently. i will arrange the pick up from u tommorow itself. will u be able to give it tomorow. 客人收到样品之后,立刻回复我说要重新核一下价格,当时说的很急还连发了两封邮件。第一封:i have recieved the samples. plz send me the price details once more. very urgent第二封:plz send me the price list urgently. my manager will leva etomorow morning. i have to show him befor dat. plz very urgent 可是我还是没能及时的回复。因为中东国家星期天也上班,而正好我那时休息了。到了星期一 ,我把新的价格发给他, I’m so sorry for delay in reply,because,I was on my weekend holiday. The price has something change,Cause the cost of raw material has gone up recently and would be continue to rise. hope you can order ASAP . I have enclosed the latest price sheet ,pls kindly check the attachment. 之后就一直没了消息。也不说样品不好,也不说价格高。 都快一个月了, 期间我有打过电话给他,他说有事有用邮件通知我。在这期间邮件我也没断过。。Hello,Mr **Good day to you! Hope everything is gonna be fine with you , There is no news from your side for a long time. So,could you pls give me some information about our new quotation and samples ? About your commission,we promise you can get 3% ,it’s about ** USD , We can give you **USD. If you have any questions,pls don’t hesitate to contact me! I will try my best to satisfy you. Now,I have enclosed the proforma Invoice,pls kindly check the attachment! Looking forward to hearing from you. Thanks& Best regards. 这次我把PI 附上去了。 也不知道自己错在哪里了,,一直都没有回复。。有时候在想是不是佣金给的少了。。希望老师能给 我个提点一下。我还是个新人,还处在学习阶段,真的希望我能早点出单啊

专家点评:这个案例其实很明显,其它方面都没问题,就是最后的价格价格资料没有给到客户。最后两次客户来信的时候说明了时间很紧急,而且客户是中间商,应该是受限于最终买家的条件,所以你这里最后没有及时回复,就失去了最后竞争的机会。另外,你们提供的产品和报价资料这个中间商并不能下定最后的结论,买家同样要在提供报价的供应商中做筛选,假设你后来发的报价对方有提供给买家的话,那最终的结果可能是你们的报价资料没优势,这也应该是买家后来所说的有邮件通知你的内容。这点上,公司给出的价格条件会占很大的比重。经过这个案例,后期需要注意两点,一是重要的客户和订单如果需要,即使节假日也要保证能及时跟客户保持联系,包括提供相应的资料;二是平时多关注市场行情,对于比较有价值的客户,报价要更加准确,避免因为价格导致的不利。

我对这个案例也有些看法,去论坛和大家交流交流!
如果您也需要询盘实例分析指导,请提交

已有 0 条评论