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產(chǎn)品行業(yè)：服裝 連體工作服

買家詢盤：Dear Sirs,  Greetings!  Ethiopian Airlines here by invites eligible and standard suppliers to supply different kinds of coverall for Ethiopian technicians for the period of 3 years on contractual base depending on our yearly consumption rate .the coverall is made of 100% cotton.  So interested supplier or manufactures shall send your proposal which includes price, payment terms, company profile, customer reference, delivery point, and minimum quantity order and so on?  Best regards,  Samrawork  This is an urgent purchase. Please reply within three days.   Ms. SAMRAWORK ATRSAW  Free Member 2 nd year (Member since 2011.04.18 GMT-8) Company: ****  Address: *****  Email: **** TEL: ****  FAX: ****8Buyer activities in past 90 days: Linked by Blacklisted by Inquiries Marked as Spam 11 Member(s) 0 Member(s) 0

供應(yīng)商回盤：Dear Ms.Samrawork,   First, thanks for your e mail.   Second, ABOUT US: I am Lisa from **** Co., Ltd Company, China. We made the factory since 2003, we are good at making all kinds of clothes, our slients are mainly from European,South American, bellota from Chile is one of our clients. Few advantages work with us:   1. Our factory is located in BaoDing City, which is near to BeiJing, the traffic is very convenient. 2. Our worker is excllent, the workmanship is good, u can check it through our simple. 3. Our supply ability is suitable to your purchase quantity. 4. We are good at producing  upper out garments, expecially jacket, coat,down jacket for men, women and kids. 5. We are in the NORTH of China, the worker's salary level is lower than other cities, so our price is competitive. Our address is: DaSai Village, FangshunqiaoTown, Mancheng County, BaoDing City. Near 107 National Road.   Third: About the price, i am glad to tell u the exactly price,but there are more points i should konw . Now i just can tell u the range of it: The fob price is about $10-13.  The shell material is Twill 100% cotton,100-320G. I need konw what kinds of material u need.   Forth:infor about others 1  MOQ 800 PCS/color or just give me your quantity.   2 sample  we could make a sample for  to check our workmanship, but the sample fee and delivery fee should be paid in davance, however, we will be pay back after the bulk production.    3  Payment terms  T/T in advance or L/C or Western Union or Credit Card   4  Delivery terms  FOB TianJin or other terms based on certain suitable conditions.   5  Delivery time  about 4-6weeks  after receiving your advanced payment.   6  Packing  pc/ poly bag  , the carton, or depends on your certain requirement.     Best wish to u~^.^ Hope we can cooperate in the future! Wating fot your feedback.   Lisa

回盤備注：該買家是一家航空公司，之后客人回復(fù)了，說想了解尺寸和顏色，我就告訴客戶尺寸和顏色可以由您決定，并給客戶發(fā)了幾款不同的工作服并報價。 已經(jīng)兩天了，客人還沒回復(fù)，想請教老師以后該如何跟進(jìn)客戶，我覺得這是一位不錯的客戶。

專家點(diǎn)評：

在第一次回復(fù)的時候，有幾個地方處理的不好，例如客戶所問的customer reference這里，回復(fù)的時候你說明了有出口到哪些國家，但對于客戶的群體還是沒有做一些特征說明，客戶很在意你們有無此類服裝的生產(chǎn)出口經(jīng)驗。在介紹公司的細(xì)節(jié)優(yōu)勢的時候，看到你有意在使用一些具體的論據(jù)，但還是不夠，例如介紹工人和產(chǎn)品優(yōu)勢的時候，樣品可以證明質(zhì)量，但通常買家是同時在多個供應(yīng)商之間做出篩選，精力和時間都有限，即使是樣品，也要首先選擇中意的供應(yīng)商產(chǎn)品來評測。不過客戶有第一次回復(fù)，還是很不錯的機(jī)會，以后此類情況可以借鑒。

給客戶發(fā)幾款工作服做參考很不錯的做法，但這里有一點(diǎn)，前期工作做的不是很細(xì)致的話可能不能被客戶列為選擇的第一序列。因為這樣的買家很大，但也非常非常重視產(chǎn)品質(zhì)量及供應(yīng)商的資質(zhì)，不排除會有很多專業(yè)的服裝商在跟進(jìn)這家客戶。

此類客戶在篩選供應(yīng)商的時候也會把緯度了解得很細(xì)并且在多家之間做比較篩選，中間耗費(fèi)的時間較長，可能會有一個月甚至更長的時間，所以還是要有心理準(zhǔn)備。

至于價格，這樣的買家可能更在意你的產(chǎn)品質(zhì)量和公司資質(zhì)，價格是次要的，只要能合理地讓客戶接受你的介紹就好。