询盘点评案例分析.docVIP

询盘案例一 【客户询盘原文】 -dt` ` ?Im interested in your 2011 special hot sale funiture fabric sofa set(WQ005) fabric sofa set OEM service ).^}AFta ?1.Full dried solid hardwood frame },+wJ1 ?2.High density foam 3.best quality with competitive price?? %h?x!,q Y ?I Want to purchase 50pcs of your product.?? #9-P%%kQ ?SCvVt ?Good day Sir/Madam.?? hd),qoW? ?How are you doing today hope all is well huh? Am Mrs. Carol from London and am into trading I will like to know how much your product can cost me and the terms of payment, Shippment to my country kiddly get back to me so we can start trasaction towards this production okay. liq5}[n ?Take care I await for your fast response you can reach me with this mail blow xxx@?? u/cg|]xT ?Regards Mrs Carol Williams. 0U%f)mG ?v\m ]A1 ?\b%kf99 ?【业务员回盘原文】（业务员外贸经验：不到半年） Ag{iq(X ?Hi,Mrs Williams, boOtl^ ?Thank you ,This is Ema.Im very well.May i know more information about you or your company?Then will offer the price according to your quantity. j@YU|-\qh ?We can supply sofa with good quality and competitve price,in general， our prices are given on a FOB basis.And T/T: 30% deposit by T/T, 70% balance by T/T before shipment. {}3${ ?If you donty have Forwarder Shipping Agent ,we can help you to find in China. E_vq ?cWoPB _ ?jG}B.l=, ?【回盘症结】 vI\ .ED ?产品方面谈的不够好、贸易条款方面谈的不够好、回盘对买家阅读感受不够好 W[Ls|Q ?非常中国式的回盘，而且没有条理，基本上是想到哪说到哪。 rx-_uK* ?9I6aPGDb ?: Zlwp6 ?【点评建议】（点评人：阿里巴巴行业外贸专家） rP|dlV- ?询盘分析：有明确的产品需求，并咨询价格，运输方式，运费，付款方式等问题，并希望快速回复。是个女性买手，喜欢寒暄，典型的英国买家。 #@|f ?买家分析：最近浏览的产品，大部分跟家具有关，但还有发电机等产品，初步判断是贸易型公司。整体而言询盘针对性不错，买家也比较对口，建议重点跟进。 vEJWFoeEFm ?回盘分析： #ZB~ x6i6 ?1， 没有公司介绍，业务员的自我介绍也过于简单。有跟这家公司接触，实际上是实力非常不错的供应商。 |y(Q ?2， 开篇提问May i know more information about you or your company?提问太早，建议先回答买家的问题再提问。同时问题太直接又太泛，让买家比较难回答。 )h7?@wv ?3， 买家关注的信息价格，运输方式，运费，付款方式等问题部分解答，且解答不清晰。建议分点罗列，并补充更多交易条款。 !2ZF(@C / ?4， 买家已经给到需求数量I Want to purchase 50pcs of your product.可以初步报价做参考。 j0oR) du ? 询盘案例二 【客户询盘原文】 3p HI+a ?Im interested in your??home textile deco