第一曲：Order Confirmation

财务确认收到定金后，尽管已经提交了生产通知单，还是要再次与客户确认订单需求细节，以防万一返工现象出现。 An e-mail confirmation will sent to your e-mail address within 4 hours. The e-mail confirmation contains all your order details. E-mail confirmations give you a chance to check your order details to see if there is any error. If you find any problem, please contact us right away to have us correct the problem immediately before the order is processed. Below is the order detail: Item:…. Order NO.: Contract NO.: Qty:…. Price: ADD: TEL: FAX: Shipping Terms: Trade Terms: Lead time :

Production Details:

Panel Grade:

Cabinet Model:

First Artwork:

Main-board Functions:

Remote:

Spare parts:

LOGO:

Mark:

Special Package: Please confirm,any changes please let me know.

第二曲: Schedule Producing

做货前，可与主管和厂长沟通，然后给到客户一个生产安排表： Pls find the schedule as follows: 07/28 -- 07/30    order confirmed. 07/31 -- 08/02    customer arrange 30% deposit 08/03 -- 08/09    pre-preparing for mass production 08/10 -- 08/17    pre-preparing finished, production start… 08/18 -- 08/20    Painting… 08/21 -- 08/23    assembly… 08/24 -- 08/25    book the boat… 08/30 -- 09/02    mass production finished, customer arrange 70% balance. 09/03 -- 09/16    ship the goods 09/20 -- 09/25    send document(BL,packing list,commercial invoice etc) 09/25 -- 09/30    goods arrived ---customer clear---get the goods. 10/01            Order finish. 也可以是一分表格：

一切重在用心，换位思考，想客户之所想，做客户之所做。

总之一句话 我们要懂整个外贸的流程和细节，不用等客户问才回答，客户不问你就回答那才是你专业和用心，等客户来催那就是拖延和产生不信任。要想方设法让客户变成婴儿，他只要会输入银行密码，点击确认就可以。

如果经过1-3个月的持续跟踪和追打，客户还是无动于衷，那么就直接打电话过去骚扰，直接问他为什么不回复我们发的邮件？一直追打追问，直到客户说 YES or No

通过以上沟通，基本上可以断定是样品订单还是批量订单？

那么就根据客户的信息和订单的具体需求制作PROFORMA INVOICE，邮件给到客户让客户付款。收到定金后需要提交三个文件

（PI、生产通知单、水单）再五部曲跟踪订单和服务好客户

二、询盘之后

A.当询盘一收到或在线有人给你信息（Trade-manager或官网在线咨询很少等其他第一时间咨询的时候）

1. 在线来的客户

S:Supplier    C:Customer

S:Are you carefully identifying and selecting LED TV Manufacturer in China?

C:Yes

S:Which size do you interested?

C:All Size

S:Perfect,we are the right person you are finding.

C:Price/Quotation/ etc......

S:May we know some information about your company before offered and emailed? Cause we need enter into the CRM System.

Phone Number, Email Address,and Wechat&Whatsapp,Company Name?

C:Okay

概括：

你得第一时间问到客户的电话、邮件、WECHAT、WHATSAPP等能有效随时联系或关注客户的沟通方式，为接下来不搭理你和回复客户邮件之前调查及分析一下对象客户是什么情况。

2. 电话来的客户

第一通电话沟通目的

1.拨通电话前，一定要想清楚这个电话打过去的目的。

What is your goal before calling?

2.了解客户目前发给我们询盘的出发点。

Why do the customer send us the inquiry?

3.了解客户目前找中国供应商的途径

Where do the customer search for chinese supplier?

4.了解客户目前是否己经在中国有稳定的供应商

Wonder if the customer has steady cooperation supplier in china?

5.了解客户目前silicones&rubbers的销售途径，销售量。

How about the sales-channel and sales-quantity?monthly or annually

6.了解客户目前是想找什么的供应商

What kinds of china supplier can be qualified for purchasing requirement?

7.了解客户目前销售silicones&rubbers的难处

What difficulties do you have when you sales in the market?

8.需要我们怎么配合客户的生意才能做的更好。

How can we assist your business will be better?

概括：言简意赅 背熟和相互练习  发音准确  没必要完全听懂客户讲什么，要到你的答案就好。一定要说准客户的名字，然后说准你的名字，然后再说准你是电视工厂（LED TV Factory）。要到客户的邮件或电话号码？这样就要学会如何问到准确的邮箱和号码？

比如：