出口贸易模拟操作教程第二章 发盘与出口报价核算

Requirements for Writing

Offer

An expression of thanks for the enquiry, if any; State the details of trade terms according to the buyer’s request;
• • • •
价格陷入僵局，是常有的事，不必在客户 一说价格嫌贵，就立马降价。报价应当是 有理有据的，根据具体的描述、包装、数 量来报一个价格，是应该经得起推敲的。 如果客户嫌贵，是否可以考虑适当调整？ 比如修改包装、增加数量、改变某些价格 构成要素，从而达到降价的目的。
C, Pls give me back C&F air Stockholm. Kelvin
Counter-offer
Main contents
Thanks for the offer.
Express regret for inability to accept the offer.
State the reasons for non-acceptance.
Make a counter-offer. Urge the offeror to accept the counter-
一个瑞典客户Kelvin回复邮件如下： Look nice! What about the price?
Enquiry Structure • Begin your letter by telling how you learn the company or its products, and your identity; [ For the first time] • Thanks for their willingness to do business with you; [ Having received a business letter] • Make enquiry depending on your needs in detail or simple; • Wish early favorable reply.
Operating battery: 3* AAA battery (NOT INCLUDED) Packaging:1pc/polybag/gift box/white mail order box Pcs/ctn: 100pcs/ctn Ctn size: 75cm* 40cm* 65cm GW/NW:12kg/11kg Q'ty / 20' FCL: 14000pcs; Q'ty/40'FCL: 28000pcs Payment terms: T/T (with 30% deposit); L/C at sight Loading port: Shanghai/Ningbo Sample charge: FREE Sample lead time: 1-3 days Order lead time: 30-35 days FOB price: EUR2.20/pc Please kindly check and revert at your earlist! Free samples will be sent on request. Comments please, any questions will be appreciated! best Regards, C
C, What change is ok? Will it affect the quality? Kelvin
Dear Kelvin, Pls don't worry about the quality. Price is important, but quality counts for much more! Here is just a little change, the original length of the flashlight is 102mm, and now we just make it short,89mm instead! And then, the total cost will be reduced 3% because of the material saved! All the luminosity and the body look the same! I think it's workable for both of us. Any comments？ Best Regards, C
背景：公司有个意大利客户要找一款铝合金LED手电筒，款 式比较特别，需彩盒包装，外加白色邮购盒。老板让我找工 厂，我找了，公司也投钱打了6个样品，寄了3个给客户，但 可惜的是，客户最终没有下单，剩下的3个样品就一直在我手 里。我想能不能将剩下的3个样品利用起来，去开发其他客户？ 如果其他客户有兴趣，我也有现成的样品可以寄，只要客户 1 能到付运费，我就免费提供样品。我开始在Google上搜索， 因为考虑到最早的意大利老客户指定这款商品，所以这个商 品的外形肯定符合欧洲人的品味。所以我搜索的重心也是其 互联 网 他欧洲客户。经过搜索和筛选，最终把目标锁定在 6个欧洲进 口商身上，他们都是不大的客户，因为网站上可以看到他们 3 2 公司的简介和邮箱，而且他们都是做礼品促销品的，再加上 他们的网站上都有类似的手电筒。目标客户锁定，请接下来 3 写一封开发信。
Dear ***: Glad to hear that you're in the market for flashlight and other promotional items. This is C from *** Ltd in China. We specialized in flashlights and premiums for 10 years, with the customers of Coca - Cola, Craft, Pepsi, etc. , and hope to find a way to cooperate with you. Please find the pictures with models and different packaging in attachment. An American guy purchased this model in BIG quantity last year. I would like to try now, if it's suitable for Europe. FREE SAMPLES can be sent on request. Call me, let's talk more! Thanks and best regards, C ***Ltd Tel: Fax:
Dear C, I'm sure your product holds high quality, but the price was too high as well.Maybe next time. Rgds, Kelvin
ห้องสมุดไป่ตู้
Hi Kelvin, Thank you so much for your kind mail! Sure, our models with top quality, and think all of them meet the quality level in your local market! If the price is not suitable in your price range, could you pls accept to do a little change? The price will be reduced 3%. That is , EUR2.13/pc. Looking forward to your early reply. Thanks. Kind regards, C

Classifications of offers Firm offer (Firm with engagement) Non-firm offer (Firm without engagement) Once the firm offer is accepted by a buyer, the seller cannot revoke or amend it. The offeror can cancel or withdraw the non-firm offer at any time.
the name, price, quality and quantity of the goods the date of delivery and/or time of shipment the terms of payment other terms concerned, such as packaging, discount, insurance, etc.

The period for which the quotation is valid; An expression of hope that the quotation will be accepted.
Hi Kelvin, So pleased to get your prompt reply! Reagarding this model, pls find the details with offer as follows: Model:Promotional 14 LED aluminum flashlight w/gift box Item No. : Bulb: 14* white LEDs Luminosity: more than 15000MCD Size: 39 mm ( dia of head ) * 102mm (length) * 37mm( dia of end) Weight: 95g(w/o batteries); 115g(w/batteries) Color: all accepted, pls give us PANTONE code Photo: pls find the details in attachment Logo: silk printing or heat transfer printing Logo charge: FREE
chapter 2 enquiry offer counter-offer
【外贸第三步：签订合同-交易磋商】
Establish business relation
Enquiry
Sign the contract
1
Negotiation
Offer
Acceptation
3
2
Count-offer
2
【预习作业】
Hi Kelvin, Already checked the freight cost with forwarder, and was informed the air freight from Shanghai to Stockholm would be EUR2.9/kg. That is, EUR0.35/pc will be added on the basic price. Therefore, the C&F cost is EUR2.13+EUR0.35=EUR2.48/pc Please confirm the above details, and I'll send you the proforma invoice. Look forward to your reply! Thanks and best regards, C
offer.
报价出去没有回音，多久跟进合适？ 不要跟的太紧。毕竟大家都很忙，客户也 都有自己的工作，报价后过一阵子再跟进， 留下足够的时间给客户考虑，是很有必要 的。 一般说来，报价以后隔一个星期再跟进， 相对比较合适。但用词必须委婉，不要给 客户催命的不好印象。虽然互动是必要的， 但要掌握好度，以免适得其反。