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[询盘案例库]技术类询盘的处理

楼主#
更多 发布于:2013-10-31 13:28
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【实战案例库】技术类询盘的处理
询盘来源国家:美国
产品行业:钢圈

买家询盘:
Hello, would your company be able to produce a 12"x3.5" scooter wheel?  we are looking for an OEM wheel supplier for our new electric scooter.  the wheel is similar to teh 12 inch ATV wheel.  Ihave some drawing if you would be interested in viewing them.  thank
   
供应商回盘:
Hello Jeb very gald to get your email and thank you for your interest in our product . Our company fengchi mechanical Co., Ltd. is one of the largest manufactures in steel wheel for 13 years with ISO9001:2008 certificate For the scooter :What kind of scooter will use this steel wheel and how about your quantity demanded . Can you give us  more specification about the scooter wheel and the scooter , for example the scooter wheel 's PCD ,offset etc.  If you have some drawing to show us that is better . We will let our technician to look at whether can do this kind of steel wheel  Waiting for your feedback ! Thanks and best regards !  
基于该询盘的具体问题(客户困惑点):客户回复说是他们研发的新产品说了一点钢圈的规格和订单量 The offset at the lug nuts is 20mm but the wheel will need to dish outward to clear the in-wheel motor.  I do have some drawing but I dont see a way to attach with this message so I will email those directly to you.  what is your minimum order for new wheels?   之后是我的回复thanks for you reply email .  For the drawing pls send to this email address :XXXX@gmail.com  and we want to know 1000 wheels for per year or for per month when we get the drawing we will reply asap  thank you !   客人回复  sorry. looks like i sent the drawings to the wrong address. I used frank@fcmech.com on the site.  I will send those to you now. the drawing is of a cast rim but we are open to using spun alumium or stamped metal. we are looking for around 1000 for the 1st 6 monthes of 2014.   我的回复: Hello Jeb our technology department had already seen the drawings and said can do the rims. we want to know the scooter's tire have inner tube or not we hope you can provide us more detailed size parameter so that the steel wheel design finalization can ive you an exact quotation.之后有好几天没有得到回复我发了一封邮件到他的另一个邮箱,他回复了发了两张图片有一张没有办法打开,还有我要的信息也不全所以我回复过去 thank you for your replied ,  and i can not download and open the second picture "steel rim .sldprt" , can you send again  and we want the steel wheel 'specification such as : offset , P.C.D ,center hole, bolt hole  ,like these data. the more the better.  best regards and hope you have good days ! 我想问的是我上面的回复有什么问题有哪些地方以后要注意的。

专家点评:Hello,
技术类询盘是销售人员的恶梦,但反过来也是很好搞定的询盘。
针对你的回复,这个很难说你的回复有没有问题,首先我讲讲如果是我我会如何处理:第一我会确定这个是不是需要设计或者开模的产品,第二是否有样品,我不知道我们是不是可以图纸就能制作这个产品。你在整个过程中一直在跟客户纠缠一些技术图纸跟要求,因为这些都不是你的强项。所以你要用最简洁的语言告诉客户,你需要什么东西,就可以开展接下来的工作。不要在图纸,参数这个地方纠缠。一般我会让客户寄样给我,这个是最直接的,没有样品客户是否会来中国。或者直接视频沟通。靠语言你们两个是很难讲清楚这个事情的。
所以用最快速的方法,解决问题,在销售过程中掌握主动是我给你最好的建议,包括其他询盘处理,反应一定要快,能见面就见面,能打电话就打电话,能视频就视频,外贸不是邮件营销。
_____精彩点评来自沈珍奎老师
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沙发#
发布于:2014-01-11 15:55
询盘啊
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板凳#
发布于:2014-04-22 16:50
学习了。
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