如何回复询盘的培训资料.pptx

如何把握好每一封询盘 ---Josphen ---2015.02.11 询盘处理的几个步骤 A.分析询盘 1.客户需求是否明确 2.客户需求的侧重点是在哪方面 3.客户背景（公司，国家，购买力，决策权） B.回复询盘 1.主题—如何能够足够吸引人 2.内容—是否切合客户需求，给予侧重点足够的关注度，是否符合三原则 3.是否把握住了2/8原则 3.1 20%的客户的是好客户，是值得你用80%的时间长期跟进的 4.签名—是否有足够的信息，例如：个人名称，公司名称等 5.回复时间—提高你的邮件的曝光率，及时，适时，长时间的回复。 分析询盘-需求是否明确 询盘1 询盘2 Give Me a Quotaion for import sri Lanka My expected order quantity is 100 分析询盘-侧重点 询盘1 询盘2 Hi All, Im looking for crystal USB 50 nos with below specifications , Capacity - 16 GB / 32 GB with gift box send me images / Price delivery asap. My expected order quantity is 50 Nos dear sir , madam we are looking for usb flash drive- Simple USB stick ? design not confirmed Should be straight, angular ? no round shapes, just very simple stick Color: WHITE ? is important!!! With 1c print (just a web address) capacity : 4 GB qty : 10.000 or 20.000 pcs. this is used to save data for the medical records. so must be real 4gb n with good quality . kindly offer for the best price, along with the details n packing n delivery time waiting for your earliest reply. thanks ravi My expected order quantity is 10000 02 20000 pieces  分析询盘-分析客户背景 Hi, we are italian broker that sell usb. Do you have a price list? Best regards. Marco - Myusb ? ? ?Buyer Details: 买家详细信息： Name姓名 ? Mr Marco Bertolini Business Email公司电子邮箱 ? info@mycd.it Company Name公司名称 ? MyUsb Country/Territory国家/地区 ? Italy Phone Number联系电话 ? Tel: (39 0522) 866249Company Website公司网址 ? www.myusb.it Address公司地址 ? Italy  分析询盘-分析客户背景 dear sir , madam we are looking for usb flash drive- Simple USB stick ? design not confirmed Should be straight, angular ? no round shapes, just very simple stick Color: WHITE ? is important!!! With 1c print (just a web address) capacity : 4 GB qty : 10.000 or 20.000 pcs. this is used to save data for the medical records. so must be real 4gb n with good quality . kindl