【外贸代理告诉您，客户的询盘能看出多少东西？】

别被询盘中的那些数字看晕了眼，仔细耐心看下去，你在这封询盘中看到了什么？专家有何分析？

询盘来源国家：新加坡 产品行业：耐磨钢球

买家询盘：Dear XX， I'm interested in your XX Co.， Ltd. Re: Cement Grinding Media We are operating a cement grinding plant in Singapore and wish to invite you to quote for the manufacture supply and delivery of the following grinding balls to our plant. Hardness 60 to 65 1.) 90mm dia = 10 ton s 2.) 80mm dia = 5 ton s 3.) 70mm dia = 5 ton s Hardness 50 to 60 1.) 50mm dia = 33.5 ton s 2.) 40mm dia = 31.5ton s 3.) 30mm dia = 30 ton s 4.) 25mm dia = 29 ton s 5.) 20mm dia = 27 ton s Please provide the following when making your offer， 1.) Price per ton (C&F Singapore ot FOB) 2.) Delivery time 3.) Your proposed hardness and the material composition s 4.) Your tracks record for the most recent projects 5.) Your quote must reach us by email no later than 25th August 2012 (Saturday) 6.) Email: XXX We look forward to your offer soon. Thanks & best regards XX (Assistant General Manager) XXX Ltd

卖家回盘：Dear Mr. XXGlad to receive your kindly letter and with thanks! It`s great honor to service your company， the price of the quotation as follows: QUOTATION DIA of Forged (Hot rolling) ball hardness FOB Tianjin-China USD/MT C&F Singapore USD/MT Chemical composition25mm-40mm 50-60HRC 1032.00 1048.00 C:0.42-0.5 Si: 0.17-0.38 Mn: 0.5-0.8 P/S:0.035max Cr:0.27max Cu:0.03max Ni:0.05max Al:0.0183max50mm-60mm 50-60HRC 1080.00 1096.00 C:0.57-0.70 Si: 0.17-0.38 Mn: 0.9-1.2 P/S:0.035max Cr:0.25max Cu:0.03max Ni:0.05max Mo:0.079 70mm-90mm ① 58-63HRC 0.00 0.00 C:0.70-0.85 Si:0.17-0.37 Mn:0.70-0.80 P/S:0.035MAX Cr:0.4-0.7 Ni:0.01-0.02 Cu:0.03-0.08 Mo:0.063 ② 60-65HRC 0.00 0.00 C:0.70-0.85 Si:0.3-0.6 Mn:0.9-1.5 P/S:0.035MAX Cr:0.9-1.2 Ni:0.04-0.06 Mo:0.089Note:About the 70-90mm grinding ball， we have two materials. And the second material could meet the requirement completely than the first material， but the price could be little higher. Specification s pls find the chemical composition. pls see the note of above form， and kindly tell me your choose， thanks in advance. Packing:1ton/bag， weave bag Delivery time: about 30 days About the record to the cement， we had offer the good for Lafarge cement group which is in Pakistan. If you need any more information pls do not hesitate to contact me. Looking forword to your prompt reply.Thanks & regardsXXX

卖家困惑：老师你好，关于70-90mm，客户要求的硬度是60-65HRC 我给了客户两种选择，1.是硬度在58-63HRC的 2.是硬度在60-65HRC的相比较而言，第一种的价格比第二种稍微便宜点，希望通过这种方式得到客户的回复。 老师觉得这样怎么样？有什么更好的建议。

专家点评:

这次回复基本OK，因为客户的要求非常明确，所以提供专业的产品介绍和报价就是最合适的回复，你所要关注的只是两点：

1，价格。客户的采购量大，而且看他们网站是这块业务方面比较有实力的公司，这代表着客户对这块领域非常熟悉，包括供应商，而且大公司一般对价格压得也都比较死，同时后面有提到一个日期，这说明客户可能是在收集报价，用以做比较核对，所以你们的价格要有竞争力，这就要看你们的成本控制和公司实力了。

2，客户提及的采购种类多，量也很大，这表明客户的筛选供应商会是一个比较长的时间，近期下单的可能性很小，很可能是需要对供应商做全方位的评定和比较之后再下结论，客户的动作表示是想找专业的值得依赖的公司长期合作，所以在时间上你们要做好预期准备。同时竞争也会很大，需要提前把各项工作做细，包括客户可能考量的关于公司资质的任何内容。

给外贸者1）要，直接要，强烈要，要到答案为止，因为订单是要来的；2）先用邮件要，邮件要不到，就用电话直接要；3)不是蜻蜓点水的浅表象要，是深入直接地向客户要；诸如：要问客人究竟有没有订单？要问客人何时给你订单？等直面结果的要；5）坚决拒绝让客户说等待，因为凡是等待的，最终都是等死。

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