≡ 询盘分析注意事项

询盘分析

Dear

This is Melissa from Proken marketing,I have some questions regarding an item of yours.

Please keep in mind I need this info asap.

Here is the item and the questions I have about it. I need the price for 3,600 units.

1) What is the price?

2) What is the setup charge?

3) What is the production time?

4) What is the imprint size?

5) From where the shipment will be made?

6) What is the PMS charge?

7) How many units per carton?

8) Can I add a full color logo?

9) What is the box dimension?

10) What is the box weight?

11) The paper proof has any charge or international fee?

12) Do you have an additional charge?

13) What is the freight estimate for all of this quantity since your location to Haiti?

14) What is the shipment time?

I hope that you can respond me as soon as possible because I am very interesting in this item.

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新手分析：

之前刚进公司没多久，我接到过一个询盘，但是当时我有些不知所措，不知要怎么处理。在公司学习培训了一段时间，

也学习了询盘，客户的分析，现在对询盘的处理有了一定的知识了。

1.接到询盘，首先抓住询盘的基本信息：客户是谁，来自哪里；询盘的目的是什么，采购还是询价；要多少数量等等。

把这些信息整理好，然后给客户写回信，告诉他我们收到询盘，会尽快报价。否则客户会以为我们不在意他的询盘而

去找其他的供应商，结果客户就流失了。

2.学会回答这些问题。

1) What is the FOB/C&F/CIF/DDU price?

这是问报价。今天我们组初步学习了FOB，CIF和DDU的报价，平时要多多练习。

2) What is the setup charge?

我知道这个问题是在问某个费用，查了一下，翻译是“安装费”……我的理解是产品的结构设计费，不知道理解的对不对。

3) What is the production time?

这个是问产品的生产时间。生产的时间和产品的数量有很大的关系，还有制作的工艺，印刷等等，这需要和客户洽谈好。

4) What is the imprint size?

这个应该是问印刷的尺寸，有的产品需要印刷，我们需要询问清楚客户的要求，避免不必要的损失。

5) From where the shipment will be made?

货物是在哪里装船的。我们公司的产品一般是在宁波或上海装船运输的，宁波离我们近，但是检验货物比较严格；

到上海的话运费会贵些，但是检验货物的标准比较低，我们要根据产品来选择合适的港口。

6) What is the PMS charge?

这个费用我不是很了解。PMS是标准色卡，是印刷前把PMS的颜色转换成CMYK颜色模式的费用吗？？

7) How many units per carton?

每箱有多少件商品，询问的是包装。每箱能放多少产品，便于后续的统计。

8) Can I add a full color logo?

我能给产品加上一个全彩色的logo吗？客户需要加印logo，我们必须和客户协商好logo颜色，logo的尺寸等等。

9) What is the box dimension?

箱子的尺寸是多少。箱子的尺寸关系到订舱，需要一定的费用，所以要计算好最合适的包装。

10) What is the box weight?

箱子的重量是多少。这个是问单个箱子的重量还是每箱产品的重量？如果是单个箱子，那么就是在算整箱产品

净重时要减掉箱子的重量，减少误差。

11) The paper proof has any charge or international fee?

这一句我不是很明白……paper proof是什么证明书吗？？

12) Do you have an additional charge?

是否有额外附加费。比如说样品费，设计费等等，我们要和客户说清楚。

13) What is the freight estimate for all of this quantity since your location to Haiti?

这个数量的货物，从你们港口到海地，海运费大概要多少？客户询问的是海运的费用，我们可以询问货代，告知客户就可以了。

14) What is the shipment time？

货物运出去后，一定要把海运的日期通知给客户，这是我们对客户在时间上的承诺和信用。

本人分析：

这是我2年前的第一个雨伞的询盘，原文没这么复杂，分析客人先1这个客人问了一堆问题，说明是很严谨的一个人，没了解清楚以前不轻易下单，年纪应该也小了。2当然客人打这么多字一般不只发给你一个人，可能会群发几个，不然会浪费了劳动成果。3当然严谨的客人单子当然是多多。1SET UP CHARGE与打样，开模，印刷有关，我的理解是客人手上拿到一个定制样品带印刷的费用，当然你要加倍，因为经常会改来改去。
2From where the shipment will be made?客人担心费用会增加

3BOX weight请联系上下文就懂了，假如客人承担运费，他需要了解一些箱规.

4Paper proof=digital proof=digital rendition=electronic proof=artwork=.....好多就不打了

Eg.

We will need to get an electronic proof done right away so these can go into production.  You got the business on price and DELIVERY (17 days).  I must have the product in hand by April 20.

老外不想找中国的原因：

But I have never worked directly from China because my clients are high profile like Cisco and Google etc and I can't take a chance on embrassing my self. It seems when working with China there is no contact during process except for email? this makes me nervous if there is an issue. Also i need to get references on customers who have worked with you before directly from the USA otherwise I would be gambling with this order. I do this when working with any new USA company's so for sure you have to expect me to get this with company I'm going to work with in China. I do want the savings and send work but tell me more about how the deal would transpire if I work with you.

thanks

Ramsey

案例2：看看老美回答的问题

Dear Laura,

Thank you for your interests in our product from ASI. Please kindly find our answers in red.

What is the minimum order quantity? For Product MCL xxxx1-39， MOQ is 3,000. If you  require less or more than 3,000, please provide the quantity, and our sales department will provide more detail later today.

Are we able to imprint a color logo or do you only engrave? Please provide the logo, we will check with manufacture and let you know later today.

What are the quantity and price breaks for 1 color imprint (or engraving)? How many are you looking for?

Is there a set up charge? Set up fee is $50.00-$150.00, it is depend on your logo and requirement.

Is there a PMS charge (if able to do color)? Please provide the logo image

Is there an exact quantities charge or is there an over/under %? Please provide the quantity, we will check for you.

Is there a proof charge? Please provide the logo image

Is there a drop ship charge? Please provide the shipping zip code.

Is there a charge to ship on our clients shipping account? Please provide the shipping zip code.

Is there a charge for a random sample?  Yes we will charge for sample, please provide shipping zip code, our sales department will provide more details later today.

Is there a charge for a spec/prototype/pre-production sample? Yes we will charge for sample, please provide shipping zip code, our sales department will provide more details later today.

What is the timing to get a spec/prototype/pre-production sample? please provide shipping zip code.

Is there a cost for a blank sample? Yes we will charge for sample, please provide shipping zip code, our sales department will provide more details later today.

What is the timing for production? It depends on the quantities you ordered, do you have any ideas for shipping date?

If you are able to imprint in color:  Please kindly provide the logo’s color, and we will check with our manufacture.

Can you do more than 1 color imprint? Please kindly provide the logo’s color, and we will check with our manufacture.

If so how many colors? Please kindly provide the logo’s color, and we will check with our manufacture.

Is there a run charge per color? Please kindly provide the logo’s color, and we will check with our manufacture.

Are there additional setup charges for the additional colors? Please kindly provide the logo’s color, and we will check with our manufacture.