外贸英语函电的询盘及回复

外贸人士询盘必看秘籍

在外贸行业里潜伏了这么多年，看了漫天的询盘和外贸技巧，咱是不是就缺1个能系统性一步步教着来更好地回询盘，来抓客户的教程啊？~~机不可失失不再来，小编按照咱们正常的回复流程梳理了一个完整的询盘回复秘籍，希望对大家有帮助哦~~ 尤其是外贸新手，绝对超值！

Step1：识别买家身份

俗话说看什么人说什么话，这是做生意的战术！

而海外买家中，有大买家，也有小买家，主要可分为工厂(原料采购)、贸易商、中间商、终端销售、资本货采购商、个人消费者和其它。

对于外贸新手而言，好不容易收到1条询盘，千万先从该询盘中获取有效信息，看清楚给你发询盘的人是个什么level的，什么类型的，对你绝对有利无害。

如果是个Manager，你就得注意了，身份不对等没事，关键人家Manager没空和你瞎扯淡，于是乎你的回复中至少得把人家要的信息给全了，而且最好能给足150%，把他没想到的部分也给上，比如人家问你price，你把shipping啥的都给上那就无敌了，人家Manager一高兴，好，订单就给你了。

Step2：明确买家需求

主要明确几点：

第一：先理解后报价：对买家的询盘做详细分析，勿急勿躁，快回复抓不住买家的心只有优质回复才行

第二：不问已经告知的问题：仔细看询盘内容，千万不要再问他他已经告诉你的信息

第二：帮买家多走一步：换位思考，思考买家在什么场景问你这个问题，换做你，希望得到什么样的答复

知己知彼百战百胜，如果说和买家的生意往来是一种战役，那么我们在回复询盘的时候千万要记得“看清询盘内容”，不要问买家他已经在询盘中明确提到的问题。就如同小李问小林“我今年26了，你多大了？”而小林反问小李“小李，你多大啊？”你说你是小李你气不气！明显觉得小林没认真听我讲话，还怎么和你继续沟通呢~~所以好不容易拿到的询盘，千万不要因为这样的小错误而让订单从你手中溜走啊~~

这里我给大家贴一些以前买家们反馈的问题：

外贸英语函电询盘范文

询盘，在外贸合作中，是肯定会出现的，因此会用英语写回复也是很重要的。下面是店铺给大家整理的外贸英语函电询盘写作范文，供大家参阅!

外贸英语函电询盘范文篇1

Kiddie Korner，Inc. March 2nd，2000 Datex Trading Co. Ltd.

Lianfang building 666 Huayuan Avenue Dalian，Liaoning China

Dear Sir or Madam，

We were impressed by the selection of sweaters that were

displayed on your stand at the Menswear Exhibition that was held

in Chicago last month.

We are a large chain of retailers and looking for a

manufacturer who could supplyus with a wide range of sweaters

for the teenage market.

As we usually place very large orders，we would expect a

quantity discount in addition to a 20% trade discount off net list

prices，and our terms of payment are normally 30 days bill of

exchange，documents against payment.

If these conditions interest you，and you can meet orders of

over 1000 garments at one time，please send us your current

一 、询盘回复架构一般分为以下几个部分：

1.未付款询盘回复：

这一环节是一个卖家第一次接触买家，有几个注意事项和大家分享一下：

第一主动出击，当买家下单后应及时主动与买家联系，联系内容可以按照先后顺序包括为打招呼，对产品进一步的介绍，并告知请付款以及时查看库存备货，尽快发货。下面一个不错的回复：

Hi dear friend，

First of all，thank you so much for your support and your order placed

in my store。

Pls kindly be noted that all colors and sizes are available in stock and

ready to be delivered in 1-2 days

I have noticed that the order you placed has not been paid please let me

know what I can do for you.

In order to honor the good beginning and establishment of our long term

and reliable business relationship, I will give you some samples for free

for you to test the market.

I am sure that you will be satisfied with our products quality and

competitive price and we are confident to maintain our business

relationship as we are biggest wholesaler which capable of providing

如果客户说有自己的供应商了，可以这样回复：

1）I'm happy that you have a good relationship with your current vendor already. Does

they bring you 100% the results you are expecting or are there still areas where value

can be added?

开门见山，很高兴你们已经和现有的供应商保持良好的合作关系了。他们是否100%符合您期望？还是我们还有什么空间可以补充上的？因为你不知道客户现在是否和他的供应商存在合作痛点？

2）At this point, I'm not asking you to rip anything out. We'd just like the opportunity to

show you how we're different and how we've provided additional value to our clients. I

can present you some case we've done for our other clients. 表达现在没有想从你这拿走什么，只是想能否给予机会展示一些案例，来证明我们公司也很有竞争力，一直在为我们的客户带来价值。

3）Have they ever let you down? Are you looking for a more reliable vendor you can

have confidence in. If possible, we can schedule a follow up call. 如果你的公司特别有实力，并且了解到你们远胜于竞争对手，可以直接自信和客户这么说，请求是否可以电话细谈。

4）Thanks for your information. We'd like to be your backup if you don't mind. Any