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报价表
关于报价表的操作技巧
1，对于以列出来的款号，数量。我们第二封信应该直接做一份PI发给客人，列出价格，交货期，贸易条款以及一些解释。
例如最近的一封回复：
CC407X1
Dear Andrea

As promised I will send the quote today.

Here are some points to you.
1.Yadea 's products not like the one you received 2 years ago.  the quality,material and everything are improved same as italian quality.  we bought originals, set up development and everything. you may get 99% better quality, and less than one 1% issue.  and issue we will all pay for it.
雅帝的产品已经不是2年前可以同日而语的了，不管从质量和材料都提高了档次。我们购买了原版，发展了技术力量。现在你可以收到99%的好货和少于1%的小问题。而且我们也愿意对1%负责。

anything you are confused please see:
http://www.modernclassic.cn/customer_service.htm
请看一看我们的客户服务。

2,The currency have raised 16% ,and also but our cost have raised much at last order.so prices I have already given the lowest rate to you. but if you can offer some pictures of barcelona last time.I will still be responsible for them. I will give you a discount for the last issue.
for example the eames lounge chair is definately different from the one you received.see attached file,
and daybed we changed the birch frame, foam and shape. to make it same as original vintage.
自从上次订货因为汇率上升了16%，所以我们的单价成本可能上升了不少。但是我还是保持比较低的价格给你。而且上一次如果你说还有问题，如果有图片我现在还是负责。我可以给一点点折扣。
不过，我们的产品真的改进了，象CF021已经完全不一样了，我发一张图片给你看。而且床（我报的比以前贵了70美金）已经换成了桦木木架，提高了海绵质量，并且和原版一样薄了。


3,as tough calculation the container is 52 CBM. you can add another 5 CBM to make it full 40ft container. and same as last time you will arrange shipping,that is why the trade term will be before shipping. also to accept this term I already deduct some from unit price for it.and if you ask me to do FOB I will add the additionals.
根据你的计算是52立方，我建议再加5立方来变成一个40尺柜。而且这次如果你来安排运输，我们请求做货前付款或者EXW，而且我想让你接受此条款，我已经减掉了一些价格在附件里，如果您一定要做FOB我会把减掉的再加上去。

4,color options you have not given an idea for me. but too many different colors or extra added order will affect the lead time. so that is why I will tell you in the first time.
你并没有告之颜色的选择，不过太多的颜色或者加单也会拖延交货期。所以我在下单之前要告诉你。

5,when we received the copy of payment we will start production,and the lead time will start then.
当我们收到了水单我们就会立刻生产，不用等他倒帐，而且交货期从那天开始计算。

6,For all products we will pack as international standard. the big furniture will be packed with wooden crates. and this charge I have saved from unit price for you.
所有的包装我们都会按照国际标准，大型家具会打木架。如果你大型家具订得少而且我会尝试去保持现有价格给你。

7,We already done a bar with lem stool CF098 and squarel tables CF824. so you can decorate the bar as fast as you can. we already solved everything in front of your order. so we can cooperate smoothly.last client bought 30tables and 60stools.black and white colors.
我们已经做了类似CF098 和 CF824的工程，所以你可以用她们去装饰你的酒巴。我们已经提前遇到问题并解决所以你可以直接享受解决后的成果。我们已经有一个客人买了30个桌子和60个CF098，黑色和白色的。

any terms are negotiable. to facilitate the order. let me know what you need or want. looking forward to receiving the bar decoration order from you.
你可以对有意义的条款进行商榷来完成此定单，请告诉我你的需要。盼望收到这份装饰定单。

Best wishes for your sports men at 2008 Beijing Olympic games. they did good job.especially at tennis ball and bicycling.
另外对贵国家在北京奥运会上的自行车和网球运动员的出色表现表示祝贺。
（瑞士）

2，价格表的数字应该给客户填写，但是价格表上的服务要体现给客户。尺寸，立方数，价格总数的计算。对于最小订量的限制，10件以上的价格，都可以给客户比较弹性的服务。
价格表不可乱发一气，要有针对性，最好针对于客户感兴趣的产品做一份，然后要客人补充。很少客人等你发了一份报价还会不停的要，可能还会加几个产品，这样你就能把客户的选择区域缩短。
对于要报价表的客人可以将你销量最高的产品给他，最好的办法是做两份报价表，对新客人使用新的报价表，对老客户使用全报价表。
例如：
客人：Can you please send me a pricelist.
我：hello here is the pricelist of 10 top best sellers.

一次发报价表可以说是毫无针对性的，客人很难找到他要的款，而且部分价格如果偏高很可能客人会看不完你的报价，很多次客人向我继续要其实我发给过他的报价已经有的价格。

另外，对于其单款的报价要体现其服务性：
基本上，报价是一种服务，报价必须以服务为本，如果将盈利为本的话成交率会变低。因为在换位思想来看，客人需要你的服务和信心来促成定单，如果你每句话都围绕着自身利益来和客人进行交涉，那么客人得到的感觉就是一种比较冷漠，没有合作意向的感觉。实际上有些客人问很多家，而在你家采购却又更换了很多家进行比较，那么你除了价格高低之外也必须检查一下你的服务性有没有在字里行间体现出来。

那么价格和服务性是如何联系起来的呢，包括你涨价客户不接受，该如何说服呢？
？比如说你报一款沙发，普通的真皮单位沙发报价为200美金左右.
例如：
hello thank you very much for your inquiry,
The item CF009
Price 200USD/pc leather sofa. FOB Shenzhen.
If you require others please log on our website www.modernclassic.cn
Thank you.

而我所说的服务性的报价是如下，当然根据不同情况可以只使用相应的几种，全部就太烦琐了，客人也许都不会看下去.如果可以的话可以分两次来报，第一次可以尝试性询问一下客人要订的数量等等,增加客人的回复几率.
Hello thanks for your mail.
Our sofa CF009 is classics furniture designed in 1919 from Germany.
简单介绍
Retail price is about 4000USD in original vintage shop.
原版价格
Our sofa is made of full Italian leather including pipings and side,back etc.
the density of foam is about 30%.
材料描述
Stainless steel contains 4% nickle that guarantee no rust in 10 years.
the size and packing dimension is ....
材料卖点
Here I send you the related pictures of this product.
1, front
2, side
3, back
4, packing ( we used wooden crate and 3 layers foam to protect the sofa,also with 4 cardboard at each foot)
图片服务

Lead time is about : and if we do balance before shipping we can save 3 days lead time.
交期服务/一举两得抗风险

Leather colours ranged black/red/white/brown. if you need more colours please log on our website

皮色选择
We have 3 years warranty if you have regular orders from us.
We have 3 quality controllers and designers team with this item.
We have very quick lead time for this item if you order only black.
售后服务及卖点

The price is about 200USD and after 10pcs we can do discount.if you can purchase a big qty we will be able to consider a better pricing.
报价及其折扣点

Also if you want us to arrange shipping I checked your nearest port that if you buy with us a C&F term(directly to your port)that price is about 200USD+shipping.
海运服务

As last time I checked the VAT and custom charges is about.... but they buy from another port. so this list can be your reference.
目的港服务

I hope you can import this sofa because there will be a huge market in your area. normally on eBay retail price is about ...USD.
目的市场服务

And if you import few other items to test market. we can also have some additional special encouragement at shipping.
样品服务

报价/

基本上，在成交之前很多东西都让客人有清晰的认识，觉得没有歧义的情况之下做定单。那到了后来你的操作就十分顺畅了，减少了很多和客人的歧义甚至争执。这也是体现外贸工作者的工作效率的一种方式。

3，报价表的视觉性
报价表一般需要填写的地方应该采用醒目的颜色，图片要整齐，清晰，格式小。文字要统一，有美感。价格要有描述，特殊产品要注明。例如灯具需要质检200美金。客人选的款式除报价表之外还要多给一些现场图片。这样的配合会让你的报价表更专业化。越是细节越决定成败，所以这些是一定要注意的。
报价表看起来越傻瓜越好，越傻瓜越带来成交的便利和客户好感。最好是让客人直接在软件里下单是最好的，不过现在还做不到这一点。


4，报价的时效性
因为原材料价格的波动和汇率原因，你的报价要有一个有效期，价格可以在一月以后变动。这样有的好处有三个：
1，        避免汇率和材料波动带来的损失
2，        潜意识里提醒客户提前下单。
3，        可和促销挂钩。有些商场的促销员打着牌子：清货，最后两天；搬迁，最后两天甩卖；优惠日只今天；8月1号到10号充值赠送话费等。实际上最终的目的就是吸引眼球，希望客户即时购买。

报价表的额外批注
报价表的最后应该要注明额外批注，以免客户对成本和最小定量有误解。比如说木制家具必须要加收200美金的质检费。钟需要最小定量，部分产品未达到最小定量要加钱等等。还有某些价格达到数量要求有额外折扣等等。
这些等到真正出现问题的时候你拿出报价表，你也能有理有据。