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  • 0 楼#

    外贸连先生

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    对于业务员来说,在给客户推荐产品到客户要报价,再到客户要求提供样板测试的洽谈过程中,如果样板顺利通过客户的质量测试,合作机率将会是百分之八十以上的事情了。
    As to salesmen, from recommending to quoting, and to negotiation with customers when they required sample test, you may have a more than 80% chance to cooperate if sample test is smooth.


    但是对于供应商来说,样板不符合客户的测试标准,出现外观或者质量的瑕疵也是常有的事。有可能是产品生产过程中出现难以避免的外观瑕疵,零配件采购出现问题,包装设计不合理导致运输出现破损或者每个客户对于产品的检测方式不同,而导致样板测试不通过。然而对于客户反馈样板测试失败时,作为业务员要如何应对呢?
    But as to suppliers, what something common is that samples fail to the test or flaw in appearance or quality. The reasons of test failure may be: inevitable appearance defects appears in the production process; some problems occur on spare parts procurement; the improper packaging design leads to damage in transit or even differences of inspection way for each customer. If your customer tells you that the test fails, what should you do?


    首先心态上,必须要抓紧客户 In mentality, grasp customers


    找到一个做自己产品的客户不容易,开发一个有意向的客户更不容易,况且客户已经到样板测试的环节,离合作不远的时候更需要紧紧把握好。如果因为客户否定样板而失去信心,这是最Low的表现。作为一名业务员的前提是你必须要坚信自己的产品,坚信自己的公司,不能放弃与客户联系,反而加紧跟踪的步伐,这才是优秀业务员明智的表现。
    It’s not quite easy to find a customer who runs your products, and it is much more difficult to develop a customer with high procurement intention. Once he takes your products for test, you are more likely to have chance to cooperate in this step, please grasp him carefully. If you lose confidence due to the failure of sample test, this is badly performance. The premise of a salesman is to have profound faith in products and company, furthermore, do not give up following-up, instead, keep following up the customer closely. And this is a wise salesman.


    了解清楚样板测试失败的原因,对症下药 Get to know the reason clearly and figure out specific way


    样板测试不过关,作为业务员的我们必须要第一时间了解清楚原因,让客户将样板测试报告或者测试图片提供给我们是最好的。这样更利于我们清晰地知道客户否定样板的缘由,从而找到解决的方法。
    Getting to know the reason of failure test immediately is necessary, thus, you’d better ask for the inspection report or picture so that we can find solution as we know the reason clearly.


    1)若样板测试是因为外界原因而并非产品本身质量问题所致的测试失败,那么 我们可以客观地与客户分析这些外界原因。同时表示会竭力配合改进避免这些问题而影响产品质量或外观。
    If the sample test fails by reason of external causes but not  quality problems of product itself, we can analyze these external causes with customers, expressing our willingness of coordination to avoid the same problems.


    2)若样板测试真的因为产品质量被否定时,首先得向客户道歉,同时给出补救方法,尽量向客户再次争取多一次检测样版的机会。这样不但凸显了供应商的合作诚意,也侧面反映了供应商对于产品质量控制的把握认真负责的态度。此时的沟通中,更需要机智灵敏和坚持。
    If the sample test fails because of products quality, first of all, apologize to your customer, meanwhile, provide solutions to get one more chance. In this way, you can show your sincerity as well as your serious attitude of quality control. In communication, to be intelligent and insistent is required.


    业务员与客户由陌生到熟悉到信任,由开发到合作,都是不容易的。如果到了样板测试的阶段,就给自己下定信心,竭尽所能把客户谈下来吧。
    It is quite difficult to become friends with your customers from strangers, from developing to cooperating. If the process comes to a step of having sample test, you ought to be confident to get orders from this customer!


    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!

  • 1 楼#

    哈萨克俄罗斯专线

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    坐沙发啦。。。。。。。。。。。。。。

  • 2 楼#

    cn1518127024nspx

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    客户是上帝。

  • 3 楼#

    cn1518080144ltbd

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    业务员与客户由陌生到熟悉到信任,由开发到合作,都是不容易的。如果到了样板测试的阶段,就给自己下定信心,竭尽所能把客户谈下来吧。

  • 4 楼#

    Abby小姐,快点。

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    我大部分样品客户一收到样品就不怎么理人了,除非邮件的语气稍微重点的时候才回我一句在测试中,有结果会通知我

  • 5 楼#

    fhdhdfh

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    因为你

  • 6 楼#

    一个人

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    继续努力

  • 7 楼#

    fghsdhh

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    随手点赞转发正能量

  • 8 楼#

    fghsdhh

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    随手点赞转发正能量

  • 9 楼#

    dfhgtfd

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    是是是

  • 10 楼#

    dgdfsh

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    嗯嗯

  • 11 楼#

    dfgg

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    点个喜欢

  • 12 楼#

    kjuyuth

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    喜欢

  • 13 楼#

    cn1518127262kmov

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    认真

  • 14 楼#

    cn1518127105sfhj

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    业务员与客户由陌生到熟悉到信任,由开发到合作,都是不容易的。如果到了样板测试的阶段,就给自己下定信心,竭尽所能把客户谈下来吧。

  • 15 楼#

    cn1510844693

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  • 16 楼#

    szqhyw

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    客户收样品不回复是很正常的啦~~和产品有关系,也和客户有关系~

  • 17 楼#

    cn1510921490

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    好不容易磨到客户来我们厂参观,自己在我们要发货的产品中拿了样品回去测,测试结果完全不过关。。。很有潜力的一个客户,郁闷得很

  • 18 楼#

    Yanzifanny

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    赞。

  • 19 楼#

    cn1518186173qvbl

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    非常棒!



  • 对于业务员来说,在给客户推荐产品到客户要报价,再到客户要求提供样板测试的洽谈过程中,如果样板顺利通过客户的质量测试,合作机率将会是百分之八十以上的事情了。
    As to salesmen, from recommending to quoting, and to negotiation with customers when they required sample test, you may have a more than 80% chance to cooperate if sample test is smooth.


    但是对于供应商来说,样板不符合客户的测试标准,出现外观或者质量的瑕疵也是常有的事。有可能是产品生产过程中出现难以避免的外观瑕疵,零配件采购出现问题,包装设计不合理导致运输出现破损或者每个客户对于产品的检测方式不同,而导致样板测试不通过。然而对于客户反馈样板测试失败时,作为业务员要如何应对呢?
    But as to suppliers, what something common is that samples fail to the test or flaw in appearance or quality. The reasons of test failure may be: inevitable appearance defects appears in the production process; some problems occur on spare parts procurement; the improper packaging design leads to damage in transit or even differences of inspection way for each customer. If your customer tells you that the test fails, what should you do?


    首先心态上,必须要抓紧客户 In mentality, grasp customers


    找到一个做自己产品的客户不容易,开发一个有意向的客户更不容易,况且客户已经到样板测试的环节,离合作不远的时候更需要紧紧把握好。如果因为客户否定样板而失去信心,这是最Low的表现。作为一名业务员的前提是你必须要坚信自己的产品,坚信自己的公司,不能放弃与客户联系,反而加紧跟踪的步伐,这才是优秀业务员明智的表现。
    It’s not quite easy to find a customer who runs your products, and it is much more difficult to develop a customer with high procurement intention. Once he takes your products for test, you are more likely to have chance to cooperate in this step, please grasp him carefully. If you lose confidence due to the failure of sample test, this is badly performance. The premise of a salesman is to have profound faith in products and company, furthermore, do not give up following-up, instead, keep following up the customer closely. And this is a wise salesman.


    了解清楚样板测试失败的原因,对症下药 Get to know the reason clearly and figure out specific way


    样板测试不过关,作为业务员的我们必须要第一时间了解清楚原因,让客户将样板测试报告或者测试图片提供给我们是最好的。这样更利于我们清晰地知道客户否定样板的缘由,从而找到解决的方法。
    Getting to know the reason of failure test immediately is necessary, thus, you’d better ask for the inspection report or picture so that we can find solution as we know the reason clearly.


    1)若样板测试是因为外界原因而并非产品本身质量问题所致的测试失败,那么 我们可以客观地与客户分析这些外界原因。同时表示会竭力配合改进避免这些问题而影响产品质量或外观。
    If the sample test fails by reason of external causes but not  quality problems of product itself, we can analyze these external causes with customers, expressing our willingness of coordination to avoid the same problems.


    2)若样板测试真的因为产品质量被否定时,首先得向客户道歉,同时给出补救方法,尽量向客户再次争取多一次检测样版的机会。这样不但凸显了供应商的合作诚意,也侧面反映了供应商对于产品质量控制的把握认真负责的态度。此时的沟通中,更需要机智灵敏和坚持。
    If the sample test fails because of products quality, first of all, apologize to your customer, meanwhile, provide solutions to get one more chance. In this way, you can show your sincerity as well as your serious attitude of quality control. In communication, to be intelligent and insistent is required.


    业务员与客户由陌生到熟悉到信任,由开发到合作,都是不容易的。如果到了样板测试的阶段,就给自己下定信心,竭尽所能把客户谈下来吧。
    It is quite difficult to become friends with your customers from strangers, from developing to cooperating. If the process comes to a step of having sample test, you ought to be confident to get orders from this customer!


    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!



  • 坐沙发啦。。。。。。。。。。。。。。



  • 客户是上帝。



  • 业务员与客户由陌生到熟悉到信任,由开发到合作,都是不容易的。如果到了样板测试的阶段,就给自己下定信心,竭尽所能把客户谈下来吧。



  • 我大部分样品客户一收到样品就不怎么理人了,除非邮件的语气稍微重点的时候才回我一句在测试中,有结果会通知我



  • 因为你



  • 继续努力



  • 随手点赞转发正能量



  • 随手点赞转发正能量



  • 是是是



  • 嗯嗯



  • 点个喜欢



  • 喜欢



  • 认真



  • 业务员与客户由陌生到熟悉到信任,由开发到合作,都是不容易的。如果到了样板测试的阶段,就给自己下定信心,竭尽所能把客户谈下来吧。






  • 客户收样品不回复是很正常的啦~~和产品有关系,也和客户有关系~



  • 好不容易磨到客户来我们厂参观,自己在我们要发货的产品中拿了样品回去测,测试结果完全不过关。。。很有潜力的一个客户,郁闷得很



  • 赞。



  • 非常棒!


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