vanilla

工作了，做外贸业务员少不了要知道基本的外贸知识啊，可是书又看不进，一天都对着电脑不能浪费也，于是每天会翻翻相关的网站，看了一些，差不多刚开始的都是先有自己免费的或收费的B2B平台来接受客户的询盘。或是自己通过平台或是各种黄页主动去找客户，写开发信，所以开发信成了你给客户的第一个印象。

最近也都是在写邮件，不过都是BOSS从展会上带回来的客户的名片及信息，以及对于老客户的跟进，没有碰到过很难得东西。不知道高兴好还是纠结好啊。。。

不过最近在FOB外贸论坛上看到一个加精的帖子，超好，帖好，人也好。。。崇拜中。。。才83年的，由sales转成buyer 现在，。

为了和大家共同进步，现在把帖子的地址放上来，有兴趣的朋友可以去看一下。真的可以学到很多书上学不到。

http://bbs.fobshanghai.com/thread-2664878-1-1.html（另外楼主也开了个如何和卖家negotiating 和 quotation 的帖，也可以看看的）

先附上楼主举例一家巴西公司写给一家陌生的美国公司的开发信，会发现跟学校里学的实在是太不一样了。

Hey guy,

XYZ trading here, exporting LANTERNS with good quality and low price in US.

Call me, let's talk details.

Rgds,

Rick
Cell phone: ***

 然后是我最崇拜楼主的原因出现了，他和客户的一次在线negotiating.

......
Frank: C, that's increadible! Your price is too high!
C: Frank, please, that is actually our best offer! I think it is very competitive in Germany.
Frank: Joking? You quoted me EUR2.35, but my competitor bought from a middle man in Austria, just EUR2.15！
C: Hey, I also wanna support you to expand your market, but the price... Could you pls send me a sample for evaluation? I'll check why their price is too low.
Frank: C, listen! I don't have time! The promotion date is Jul.15th, we have just two months!!!!!!!
C: What about doing a little change? For example, using silk printing instead of heat transfer, and using super heavy duty batteries instead of alkaline ones, the price will be EUR2.05 then. If ok, I'll send you PI right now.
Frank: That's great! But if using super heavy duty battery, the quality maybe weak.
C: Well, just changing the printing, but keep alkaline ones, EUR2.15/pc, okay?
Frank: Please do EUR2.00, I'll give you order! 3,000pcs!
C: Give you 3% discount, EUR2.09/pc, 6,000pcs.
Frank: You killed me! The quantity is too much!
C: OK, keep EUR2.35/pc, 4,000pcs fixed, but we accept the freight to Hamburg.
Frank: Really? CIF Hamburg? But I just can place 3,000pcs.
C: No, C&F, you pay the 1% insurance. 4,000pcs will be accepted.
Frank: OK, 4,000pcs. Pls help me for the insurance...
C: Let me talk with my boss, pls hold on...
Frank: Sure...
C: Confirmed! Please check the mail I sent you 1 min before, pls confirm the PI by return today! We need to arrange the mass production at once!
Frank: OK, I'll confirm soon.
C: Not "soon", today is a must! Because of the tight time for manufacturing. Come on... Free display boxes will be delivered together with goods. I think that's good for your promotion!
Frank: Free PDQ? That's amazing, thank you, C! I appreciate for your kind help.
C: My friend, don't hesitate, sign it right now. We're also pretty busy this month, pls give me plenty of time for mass production.
Frank: Sure, sure, I will... Pls pay more attention to the quality and ETD. Thank you!
C: u r welcome. Bye.
Frank: Nice talking with you. Bye!

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