阿里培训资料-有效处理询盘

阿里巴巴版权所有1999-2005有效处理询盘李映霞Megie.L阿里巴巴售后服务Megie.l@hotmail..com阿里巴巴版权所有1999-2005阿里巴巴版权所有1999-2005现象询盘回复的回复率低报盘没有回应阿里巴巴版权所有1999-2005可能的原因买家行为产品，价格，市场回复技巧......阿里巴巴版权所有1999-2005怎样看待询盘?-----除了明显的广告垃圾信,每个询盘都是一个机会.-----收到询盘首先要筛选分类,重点放在如何跟进高质量询盘，分层次跟进阿里巴巴版权所有1999-2005筛选1.询盘来源市场2.询盘来源类型:是否systemmatch?3.买家提供的信息a.买家联系信息b.产品针对性c.询盘正文内容阿里巴巴版权所有1999-2005提醒买家一般会给多个供应商发送询盘，所以回复最好做到以下几点：a.回复一定要快速、及时、有效b.沟通技巧和专业度c.客户管理d.持续跟进，做好服务阿里巴巴版权所有1999-2005第一回合(询盘）Subject:InterestinmobileairconditioningunitsmodelsMT32DearSir,Allowmetointroducemyself.MynameisTonyEdenandIownandrunanairconditioningcompanyspecialisinginthesaleandrentofmobileairconditioningunitsinUK.IwouldbeveryinterestedinreceivinginformationandpricesforyourMT32modelsafterseeingthemontheAlibabawebsiteandyourown.Couldyoupleasetellmewhatyoursmallestandaveragevolumeofsaleswouldbe.IdohopewecandobusinessandIlookforwardtohearingfromyousoon.VaporcoAirConditioningKindRegardsTel:+44(0)1628****72TonyEdenFax:+44(0)1628****37阿里巴巴版权所有1999-2005ReadBetweentheLineNotabigcompanyInthesamefieldInterestedinspecificitems(MT32)ForUKmarketHadthedesiretobuysoonifmeetdemands阿里巴巴版权所有1999-2005第一回合（回复）Subject:replyDearTony,iamamanda,gladtoreceiveyourmail.notedyouinterestinourportableairconditoners,ourportableairconditionershavegoodsalereport.i'dliketoknowwhichkindofbusinessyouwanttodowithus?wealsowanttoknowwhatisthequantityandotherdetails.waitingforyourreply,iwillresponseyousoon.springregardsamandaamanda@**hong***.comtel.:0086-5**-2*****85/6/7/8/9mobilephone:0086-138****5123阿里巴巴版权所有1999-2005询盘处理技巧（1）规范的格式（paragraph,capitalization,spelling,grammar…）主题Subject－点睛之处问候语－礼节、呼应有问必答－不能回答要给解释重点突出，意思明确落款－统一规范，信息完整阿里巴巴版权所有1999-2005Salutation&OpeningSentencesSubject:QuotationfromKonstarElectricIndustrialCo.,Ltd.DearMr.MichaelScofield,IamAmandafromKonstarElectricIndustrialCo.,Ltd.VerypleasedtoreceiveyourenquiryofOct.18thinwhichyoushowgreatinterestsinourproductsMT32.阿里巴巴版权所有1999-2005Salutation&OpeningSentencesWehavebeensupplyingmobileairconditioningtoJapanandKoreanmarketandotherforeigncountriesforanumberofyears.Thanksforbeinginterestinginourproducts.MT32haswhiteandredcolorforchoose.Kindlyinformuswhichcoloryouareinterestedinasdifferentcolordifferentprice…Yourearlierreplywillbehighlyappreciated!阿里巴巴版权所有1999-2005SignatureBestRegards,AnnieWangSalesManagerKonstarElectricIndustrialCo.,Ltd.8thGaofengRoad,Xinqiao,325000,ChinaWebsite::0086-571-88411335Email:[e-mail]阿里巴巴版权所有1999-2005第二回合（询盘）Sent:Thursday,March17,20053:55AMSubject:Re:replyDearamandaThankyouforyourpromptreply.Atpresent,Iwouldliketoknowwhatthelowestquantityofunitsyouarepreparedtosellandthepriceperunit.OnceIhavethisinformation,perhapswecantakeourdiscussionsfurther.Ihopetohearfromyouverysoonandthankyouagainforyourpromptreplyandregards.KindRegardsTonyEden阿里巴巴版权所有1999-2005询盘回复技巧（2）专业报价－完整，针对性专业图片－清晰，方便浏览和接收向客户提要求－审慎，tellwhy前瞻性－专业的最好体现语气－可能会影响全盘阿里巴巴版权所有1999-2005第二回合（回复）DearTonyEden,Wellreceivedyouremailagain.TheattachmentisthequotationofMT32inwhitecolorforyou.Wealsoenclosedthefeaturesandcomponentsintroductionforyourreference.Pleaseremembertocheck.Ifyouhaveanyotherproblemspleasefreetocontactwithus.Thanks!阿里巴巴版权所有1999-2005QuotationSheet详见附件阿里巴巴版权所有1999-2005几个回合后（询盘）DearamandaIhopeyouarewell?IamveryinterestedinyourmobileairconditioningunitsandasIpreviouslystated,pleasedthatyoucansell/supplytheminsmallerquantitiesthanmostmanufacturers.IfpurchasingIwouldliketosticktotheFOBprice.MyfreightforwardercanarrangeshippingviaLCL(lessercontainerload).IhavereadthedetailsoftheunitsonyourwebsitebutIhaveafewotherquestionsthatIfpossibleIwouldlikesomeanswersto.①Firstly,couldyoutellmeiftheunitsaretwinhosed.②Alsoifthehosescomewithawindowkitofsomekind?.③Ifpossible,couldyouemailmeacopyoftheirinstructionmanual.Thiswouldansweralotofmyquestions.④AlsowouldtheunitscomewithaUK3pinplug.⑤Andlastly,arethereanycertificatesthataccompanytheyourproduct?.ItakeitIcanstillpurchaseasampleunitfromyou.Ilookforwardtoyourreplyregardingtheabove.KindregardsTonyEden阿里巴巴版权所有1999-2005询盘回复技巧（3）客户有多个问题时，一一作答，条理清楚客户提出的专业问题尤其不能避而不答涉及到产品证书，质量等级的问题最好主动提及减少邮件往来的回合，提高效率阿里巴巴版权所有1999-2005几个回合后（回复）DearTony,everythingisok,thanks.regardingyoursomequestion,isendtheirinstructionmanualtoyouasattachmentalongtothismail,kindlycheck!wecansupplyplugwithUK3pin.andproductspass3CandCEcertificate.ifyoubuyasampleatfirst,youalsowanttodoFOBviaLCL?gladtoreceiveyoumailagain,andwaitingforyourearlyreply.thanksandbestspringregardsAmanda阿里巴巴版权所有1999-2005询盘回复技巧（4）讨价还价第一次报价适当留有空间（如海运费和汇率等的变动）价格的合理性与竞争对手相比其他选择方案阿里巴巴版权所有1999-2005讨价还价（1）DearJoan，Howareyou,Iamsorrytotellyouthatthepricesyouhavegivenmearewaytoohigh,Icanbuythe0.5mmhereinAustraliaforXXX.Andweneedafairbitofitsoon.Ifyoucan'tdoabetterpriceIamafraidIhavetogosomewhereelse.Iamverysorryaboutthis.Haveagreatday.RegardsJohnWolfram阿里巴巴版权所有1999-2005讨价还价（2）Dearsir，Thankyouforyourinformationandfrankness.Totellyouthetruth,Ilikeyourwayofdoingbusiness.AndIwanttotellyouthat,inourlocalmarket,the0.5mmnickelscreenca