这个单子历时5个多月，我才搞定。从洽谈还价到下订单，再到催款以及出货等客户付余款，这中间也出了一些事情，还好都给我解决了。呵呵，先从那个询盘说，在今年4月份，网上收到一个询盘。 dear sirs, would you please quote us the best price for one XXX for making size of 3/4" and 5/8". in case we want to see this machine in operation, where can I see it? only in Yi Wu? Can we see it in guangzhou or nearby? best regards, wanchai kanchanabul 我收到以后很快就给客户回复。因为我一开始没太在意，就当一般客户回复了，也没想有什么结果。 Dear Sir, Thank you for your interesting in our machine. If you want to see how the machines operate, please visit our website to download our videos. And for more information, please feel free to contact us through email xxx@xxx. Looking forward to hear from you. Thanks & Best regards, David 然后客户也回复的比较快： Dear David, Many thanks for the information. Unfortunately for some reasons I can not download your video. Moreover I would need some more information in the following. 1. prices of the machine together with technical specifications 2. prices of tooling for 3/4" and 5/8" 3. Do you supply xxx? 4. I understand you are in Ningbo but some of our colleagues are visiting Guangzhou for the Canton fair. Can it be possible to arrange our people to see your machines in operation in your client’s places nearby Guangzhou? Look forward to hearing your response. Best regards, Wanchai 这个客户的回复还是很详细的，由此我也可以感觉到这是个真实的询盘。因为和老板商量了下客户的事情，然后才回复给客户： Dear Wanchai, Sorry for my delay, as our general manager was out for business yesterday. Below is our answer: 1. The price of xxx is USD xxx. Technical data: xxx xxx 2. The price of the mould is USD xxx. 3. Yes, we supply xxx. Would you please tell us the size you want to buy? 4. We have clients in Guangzhou, I’d like to introduce you to them, and you can see our machines there. What’s your idea? Should you have any other questions, please not hesitate to contact us. Looking forward to your prompt reply. Have a nice day. David 因为还对自己的产品报价还不是很清楚，问了同事才给了个报价，所以各位新人还要十分熟悉产品的价格才行啊！ 之后这个老外告知我他们的厂长会来参加这次广交会，问能否安排去看我们的机器。刚好我们同事去那边出差，就同意带他们去参观。 说起来这个老外也是比较精明的，我同事去接他的时候，他住在一个比较差的宾馆。看机器的时候，老外还拿个其它工厂的样品，结果我同事一看这样价格就没报高。 另外我们做业务的不仅要关注自己的产品还得关注整个行业其他公司的情况，尤其是主要对手的情况。 然后我给他们厂长发邮件问他对我们的产品价格怎么看。呵呵，老外就来还价了： Dear, Mr. David As I take to Mr. Wang. He will give me a good price. So, please let me have your quatation again. And now we have 3 suppliers to compare. Best regards, 有3个供应商在比较来压价。算了，跟老板商量了下，给他降价$300吧。 Dear Mr. Prayoon, Thanks for your prompt reply. Firstly, I want to say that we are not winning customers by low-price tactics, but providing customers machines with high quality and competitive price. What’s more, as a buyer, you must be clear that quality should be taken into consideration in most times. Right? As we do want set up a long term business relations with you, we’d like to provide you a more favorable price, that’s xxx. Please consider it and send back your advice. Best regards, David 然后客户又来邮件让我做了个正式的报价单，包括机器以及安装和调试费用等。发过去之后，让我等了一个月，硬就是没回我。我想是不是被他们忽悠了，以为这个单子就算完了。结果5月底他们又给我发邮件来谈付款方式了，我真是蛮吃惊的。 Dear David, With reference to your contact with our Mr. Prayoon, Senior Factory Manager concerning xxx which composed of 3 parts :- 1. xxx 2. xxx 3. xxx according to your catalog. This matter is now passed on to purchasing process. We therefore need to further with another settlement on purchasing, Those are :- 1) Incoterm : we usually contact by CNF Bangkok. 2) Credit term : For machine purchasing we propose to be partially payment :- 2.1) 10% on order confirmation 2.2) 30% on samples material from machine test run approved 2.3) 30% on copy of B/L sent us 2.4) 30% on machine installation complete and test run approved at our premise. 3) Insurance : Please advise your best offer to present your best service and customer friendly. We need to consider this point for further deal on next requirement. In the meantime, please send us your commercial quotation and advise when we can expect the earliest shipment date available. On ordering process, our Ms. Nattanun, Senior purchasing Officer will contact you accordingly. Please advise the neccessary information to place order in due course. Look forward to your prompt attention and response to our requirement. Best regards, Vipa 她的这个Insurance问她才知道是售后服务。 这个付款条件吧，为了让客户放心，我就跟她说我们有几台机器要去曼谷其他公司，你们可以去参观下，不过我想他们同行应该不会给她看，呵呵，不过这就是我稳住客户的一个手段了。 Dear Mr. Vipa, Thanks for your mail. Firstly, please note that the price we gave you is on the FOB base, and it IS our bottom line. As for the credit term, I'm sorry to say that your proposal is not acceptable. Usually, customers who buy machines from us pay 30% on the order confirmation, and 70% before the delivery of machines. This is the company policy. Hope you can understand that. Of course, we understand that your are concerned about the quality of our machines before installation completed and test run approved. We have already delivered 6 of our xxx to xxx in Bangkok, and will send our engineer to install the machines in the beginning of June. So, we invite you to be there to check the whole process. Is that ok with you? For the freight and insurance, we absolutely will provide a most favorable price for you. Enclosed is the commercial quotation, please kindly check it. Looking forward to your comments. Best regards, David 但是客户比较不放心，还说做信用证。而我们公司以前就没做过什么信用证的，老板也怕麻烦。我只好和她说办这个手续比较麻烦拉，还会增加成本拉，希望不用这种付款方式。另外我们的底限是给你留10%余款。 Dear Mr. Vipa, Thank you for your agreement with the incoterm. We'd like to accept your credit term to show our sincerity to cooperate with you. But, considering the extra cost and inconvenience to both of us by opening L/C, we suggest not to adopt this term. Now we are communicating with the xxx to arrange your visiting. The reason we'd like you to visit xxx is that we want to show you the quality of our machines. So, If this is fixed, we hope that you can accept our last proposal, that's 30% on the order confirmation, and 70% before the delivery of machines. Actually, we have more than one customers in Thailand. Our engineer will go to Star Paper on June 8th. He wants to visit your factory and talk with you face to face then. Is that convenient with you? For the machines, we can guarantee nothing, as there is a lot of man-made factors. According to other customers, our machines can run perfectly for 1-2 years. And we can provide free after sales service for 1 year. As for the insurance, we are trying to find a most favorable one, will give to you soon. Waiting for your approval of the credit term. Best regards, David 我先说30%定金，70%发货前付清这个付款条件。不过他们不会同意： 1st 30% on order confirmation 2nd 50% before delivery (shipment date confirmed) 3rd 20% against your engineer finished the installation and machine test run. 我最后说： 1st 30% on order confirmation 2nd 60% before delivery (shipment date confirmed) 3rd 10% against your engineer finished the installation and machine test run. 他们同意了，30%很快过来了，他们等着机器用，所以60%也很快付了。然后我们发货，不过最后的10%，催了很久才付给我们，同志们这个要注意下，客户钱没付完前，是要留一手才行的。 不过总算还是比较顺利，我的第一单也这样搞定了