当新客的询盘来了时，我们在回盘之前应该要有很多的扎实动作。比如:
1.分析询盘，看看我们有没有优势可以做?
2.分析客人, 看看这是不是我们的目标客人，我们该不该花时间去做?该花多少时间?
3,好好想一个对话策略，看能不能秥住客人，创造多次的对话?
4.查出客人可以买到的市价，
5.算出我们可以进货的最低成本价,
6.试问一些工厂，取得问到的价格，
7.好好决定一个策略，决定我们的初始卖价，
报价时，我们通常会用自己的报价工具来试算，减少很多不必要的计算时间，与可能的错误，多花时间在思考上面。下面有一段很标准的邮件回盘用语。看起来标准，但这里把回盘与对话当中的元素都包括了，并且提出了一些的说明，以后大家也就能懂得去使用，必要时也随机的变化一下......
试试看这个询盘:
Please find attach confirmed quantity's,attach images & details below .
1)velcro catch ball game to be branding with eljaish logo & colour -qnty-3000
2) supertex mesh caps maroon colour with logo printing -10000
3)white colour plastic water bottle with logo - 5000
4)aluminium water bottle maroon colour with eljaish logo-5000
5)wooden pencil sharper with eljaish logo- 5000
6)pens with eljaish logo- 5000
7)funny cap branding with eljaish logo & colour - 4000
8)polo mesh tshirts with white tipping on collor single colour logo on pocket area tshirts - 10000
9) String bags maroon colour 2000
10) white colour paper cups with eljaish logo, website,facebook,youtube,twitter,instagram logo - 50000
11) Qatar National Day Polyester Flags with white polo 60/90 CM- 100,000.
Delivery will be 40 days from our advance payments.
Please quote asap for the confirmations
Thanking you,
标准的报价回复邮件：
Hi, Abiodun:
Thanks for opportunity.
Your quote is below:
For project: Custom Removable Logo Sticker Glasses, LOGO printed on stickers 6" x 6" GD20407-50
$100 setup charge for/within One color imprint film on both lenses.
QTY: 2000
Packing: 78cm * 42cm * 28cm, 300 unit/carton, 13KG/Carton and total: 1 Cubic Meter
$1.643 ea. via AIR EXPRESS volumetric weight, Total Lead Time: 27 Days(calendar) after artwork confirmed.
Total: $3386 US dollar.
All pricing is Duty Unpaid and includes shipping to 1 location in the United Kingdom.
Please let us know if you have any questions.
Thanks again.
回盘前:原则争取多次与客人往来
很多情况下，你都无法立即的回覆客人，比如客人的问题你不够专业，无法立即回答，人不在电脑前，资料取不到。但你必须有礼貎的先回一封邮件给客人，告诉他你收到了，有在处理，约什么时候会有消息.......
有礼貎，我们觉得才是业务员最重要的习惯。其它还有及时反应个性等等。
想要接单，那先创造与客人的对话性，所以尽量创造与客人的对话往来：五次往来是你的目标。
情况1：了解客人需求,但是暂时无法回复的时候
无法一时的回答最新价钱时....
I will send this to our estimator and he will get back to you with the pricing and availability. Do you want them with a logo? Also, I need to know the shipping to address so I can include shipping.
情况2:不了解客人需求，确认细节的时候
搞不清楚客人问的是什么产品?
Do you have an item number? I am having a hard time locating these products.
回盘前:适当拒绝更能拉近关系.
经过短暂的交流,你应该知道了客人要什么，心中对订单的各个方面有了一个大概的评估.
不必硬去做案子，做不到就做不到，不要先把案子强接下来后反而未来让客人对你感冒。但拒绝也要说的好听一些，清楚一点，让客人感觉舒服。
回信的目标一直应该是：让客人记得好印象的你。
I am really sorry we cant do this project for you. The material includes a battery and when items with batteries are shipped to the US there is likely a 2 day review period by Customs and Homeland Security. I think we could make it but it may be to risky to make the 15th.
对特点品牌需要一些额外的permission,
I just saw the artwork and need to make sure Coke have given permission to use their logos. Can you please send me a letter or document that gives permission to use these trademarks, brand marks, logos? Customs will certainly check the shipment.
