[询盘案例库]巧妙试探客户其他供应商价位

询盘来源国家:UNITED STATES 产品行业:家居用品
买家询盘:
Our company Staples, Inc. is worldwide leader in Office Supplies Distribution with T/O above $ 27 Bn. We operate across 16 countries in Europe in Mail Order and Retail shops. We purchase large quantities of Gifts to offer our customers.
We’d like to receive a quotation in US$ for your ProductsFeatures 2 mixing bowls, 4 measuring cups Material : plasticDimensions :Big bowl : H 9,8 x Diam 25 cm Small graduated bowl: H 7,9 x Diam 21,4 cm capacity 500 ml /20 Floz 4 cups:250 ml/ 1 cup 125 ml / 1/2 cup 85 ml / 1/3 cup 60 ml / 1/4 cup
Please confirm – your compliance to CE and RoHS – your production capacity – your FOB port – packaging size: unit box and master carton in cmQuantities FOB 5000 pcs 10000 pces 40000 pcsOrders by End mid August 13 after sample and Q/C approval. Deliveries by mid December 2013 Please send me your quotation at e-mail below by June 21st Looking forward to starting business with you, Best regards
供应商回盘:
Dear Sir Thanks for your Email,In your enquiry, you said you want 2 mixing bowls, 4 measuring cups.Please see the pic FK. My comprehension is you want the Bowl as 1,2,3,4,5,8. If so, Because of bowl size, the set can’t be packing together. So I was confused, I’d like to confirmed to you.And in the quotation, I have sent you the price for your reference.FOB Ningbo8 Bowl (FK431)6Bowl (FK431-1) Price for 5000(ABS)USD5.85USD2.7 Price for 10000(ABS)USD5.35USD2.4 Note[询盘案例库]巧妙试探客户其他供应商价位P will be cheaper Sample is Ok, Freight cost by you. And you mentioned some questions:Our products : LFGB SAFE, FDA SAFEOur production capacity: 3000 sets one day Our port : Ningbo PortOur packing detail :1set/color box12boxes/carton :Color box size: 28*28*14.3cm Carton Size:56.6*56.6*44.5cmHope your reply soon.Thanks Best regardsJenson
回盘备注:Hello , Many thanks for your E mail. No decision has been made for the moment , I will come back to you in case of question. Many thanksBest regardsChristina Brasseur我们在价格方面的确没什么优势,怎么办?
专家点评:Hello,
【要点分析】 1. 简洁有力的公司介绍,可初步判断是个大咖,可通过google等途径身份验证;客户的产品和市场定位准确。2. 需求明确,切有精准的尺寸规格,每款数量,应该是目前有供货商,比较新价格或者新合作商。
3. 应对方法:
【应对方法】
1. 价格没有优势你要拿什么去争取?如果你也是大咖,请说出门当户对的理由;如果你是小而美的公司,首先亮出最能吸引对方的公司或产品的卖点。
2. 回盘可以把报价在邮件显示,但一定要最简洁最明了。ITEM, PRICE, MOQ即可,其他一切细节和问题可在详细的报价表里体现。
3. 报价要完整且明确,不需要买家再次确认细节。
4. 文字逻辑,对付大公司,越简单越好,每个点只讲一件事情。
Dear ***, thanks for your kind inquiry. As we know, Staples is the worldwide famous brand in office supplies, it is our pleasure to work with you if possible.
Ref to your inquiry on mixing bowls and measuring cups, please find our quotation as attached. (在报价单中,要明确包含客户说要求的数据…对于大客户的初次报价,报价单务必正式,而要在邮件正文中直接报价)
Please find my reply as per your questions:
1. all of our products conforms to CE and RoHS, accordingly the certificates as attachment for your reference.
2. Production capacity:….
3. Package details same as the quotation.
4. Delivery time is acceptable…..
Besides, Could you let me know the following issues:
….(我们可以提出一些关于产品的专业问题和要求,以测试客户对产品是否了解。主要用于试探客户是否已经从其他供应商处获得报价等信息)
—–精彩点评来自陈德慧老师

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