五、询盘的回复技巧与跟踪　　

　　来自B2B的询盘主要有两类, 一类是买家发布到B2B平台上公布出来的或群发给会员的, 另一类是买家浏览你的B2B子网页后直接发询盘给你的,处理这2类询盘的主要不同点是报价, 第一类是报低或超低价, 第二类报价可以适当的提高报价; 在回盘中除报价外务必要注意的是包含以下几点:　

　　1、产品的详细规格等描述　

　　2、能否做OEM贴牌的描述　

　　3、FOB(具体港口的报价)　

　　4、Delivery Time(交货期)　

　　5、包装材料, 每箱的包装尺寸,重量,容积,箱内放产品的数量,防破损保护,每个20尺柜/40尺柜/高柜的能存放的总的产品数量　

　　6、MOQ　　

　　7、获得的认证证书情况　

　　8、其他重要信息等等.　　

　　大家经常遇到的情况是, 询盘回了一大堆, 但都石沉大海, 100个回盘里能有5-10个在回复的就谢天谢地了, 阿Q式的判断为没回复的买家都是低质量的.其实大家应该好好反省一下自己. 另外在多次回盘后还没回复的, 建议你们跟个电话过去, 和买家沟通一下, 就算买家真的不买, 也可以了解到买家不从你这买的真正原因, 从而有利于调整公司下一步开拓海外市场应当调整的方向.

　　(建议事先拟好打电话的演说词, 英文口语发言和流利度一定要过关啊) 　　

　　附:一个匈牙利采购对中国供应商的建议 !(网上看到的, 深有同感啊!) !　

　　As a sourcing agent and buyer I can tell you what is a good quotation for me: it includes all relevant information! My job is to find a reliable supplier at a reasonable price in the shortest time possible.　

　　It is very possible that I will choose a supplier whose price is a few percent higher but the quotation is complete. That means, it includes:　- FOB (!!!) price, with seaport marked! (I often get FOB quotes without location. Obviously for me in Europe a FOB Shanghai price is higher than a FOB Xiamen price, since shipping rates are different).　

　　- delivery time (so far no Chinese supplier was able to keep the promised delivery time for my projects - 90% delay, 10% early)　

　　- package unit (carton details)!!! Carton weight, size, volume, content, material. It is very important!!! Usually this point is simply left out by suppliers. But I - and most full-time buyers - have just simply no time to beg for any details separately!!! If a quotation misses this, I simply delete it. I have no time to ask for these points, but I can only calculate my shipping cost with this info!!!　

　　- payment conditions must be exactly discussed.　

　　I hope suppliers will consider these points in the future. If you include all relevant information, you can really help your partner in his decision. And for the supplier, it is a job done once, you needn’t work out each detail separately.　　

　　以上就是本人一点小小的心得。因为B2B网站的免费利用确实给我带来了订单，所以决定与各位同仁共享。同时也希望大家收获多多!　

　　欢迎与作者探讨您的观点和看法，电子邮件：desmond5151@126.com

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