篇一：询盘回复实例
询盘回复
第一节 询盘基本格式及注意事项
一．
Dear Mr. XXX，（对买家的礼貌的称呼，不要以sir or madam来开头，这样对对方不够尊重）
Thanks very much for your inquiry dated XXXXX via alibaba.com.
（提醒买家他于什么时候通过哪里看到你公司的产品信息并发送了询盘） Pls find our quotation for XXX as follows:
??（此处为报价内容，如果是初次联系的买家，还要在报价之后加上简单扼要的公司介绍）
We are looking forward to your early reply.（结束前的惯用语，表达对他的重视） Sincerely yours/Yours faithfully,（礼貌的客套话，但商务信函不可不用） XXX Export Manager（专业的签名档：你的姓名、职位、公司名称、联系方式等）
Hangzhou xxx Co., Ltd.
Tel: 0086 571-
Fax: 0086 571- Website:
二．
A. 邮件格式需规范：
1.）邮件应有明确主题，应一件事情一个主题。
如:quotation sheet for cal coolers with full details
2.）邮件正文的每一段中间要空一行，方便别人阅读。 回复注意事项 询盘基本格式
3.）邮件显示的发件人要用英文,也可加上公名．
如：Frank Li(Fastar Ltd)
B. 回复邮件的操作技巧：
1.）回复时间
--- 不要超过24小时
--- 香港、台湾、韩国2个小时内回复
--- 澳大利亚收到后马上回
--- 欧洲下午三点前一定要回
--- 美国下班前回
--- 如果不能回复询盘一定要给客户一个回应，告诉他目前不能回的原因和什么时候能够给客户回复
跟进邮件的发送时间宜选择在星期二到星期五期间，星期六、星期日最好不要进行这样的跟进邮件（特别是主动的业务开发邮件）。因为星期一上班后，客户的邮箱里往往会充满了需要处理的工作邮件，人们常常会没有时间或耐心仔细阅读此类业务开发邮件，机会从而也会大打折扣了。
2.）回复前先建立客户文档，尽量多调查和了解其背景
3.）给客户二次或多次报价时要不断更新报价单
4.）多用请求的语气，少用命令式的口气
“Would you…; Could you…; 而不是Please…;”
5.）买家如果将邮件抄送给其他人你回复的时候要按“reply all” ，而不要只回复发件的那个人
6.）回复买家邮件的时候要最好保留上一次交流的内容
7.）不要用晦涩难懂的缩写，我们不是在发电报． 如receive: rcv等．以免产生误解．也尽量不要用俚语
8.）重要的内容可以用ｂｏｌｄ粗体加粗或者用其他颜色或大写
9.）不要全部用大写字母写邮件正文．如 I AM VERY GLAD TO RECEIVE YOUR INQUIRY DATED ON?，哪怕客人这么做
10.）不要用过多的感叹号，你在一个邮件用了过多的感叹号，效果是和你一个
都不用是一样的
11.）不要一味地发送请求阅读收条
C．外贸新人的十大误区：
1.）我给客人回复了，他就应该给我回复呀
2.）价格都报过了，就听天由命吧
3.）开发新客户才是最重要的
4.）客户是分等级的，事情是分等级的
5.）这是客户的事不是我的事
6.）客户比我们更专业
7.）我们的产品没竞争力所以订单难接啊
8.）我确实很忙所以没时间回复
9.）平台就是用来搜集客户信息的
10.）这个客人跑掉啦还多呢
第二节 询盘筛选
一． 询盘类型及处理思路
1．寻找卖家型
特征：有明确的采购计划，信息全面、专业，问题详尽
（如：指定面料、尺寸、颜色、包装方式、价格范围、数量等，通常会要样品） 处理思路：高度关注，及时、准确、全面、专业地答复，报价要有竞争力
2．准备入市型
特征：新买家/新产品/中间商，信息全面，但专业度差
（如：对自己公司介绍比较多）
处理思路：判断为潜在客户，耐心、专业地回答，培养其对你的信任
3．无事生非型
特征：群发询盘，信息既不全面也不专业，回复后通常不再有任何消息
处理思路：通用格式邮件答复，表达合作意愿，请其更多介绍自己信息
4．信息收集型
特征：技术人员刺探市场及同行信息，十分专业，可能会购买样品，但永远不会成为客户，甚至可能成为竞争对手
处理思路：把握专业的尺度，超出销售的话题礼貌拒绝
5．索要样品型
特征：索要免费样品，来自欠发达国家或地区或韩国，交流中会发现其对价格、质量等不关心
处理思路：回复时多谈价格及质量优势，试探其有无兴趣，坚持让其付样品费和邮费，他会自动远离
6．窃取情报型
特征：竞争对手，刺探信息，信息全面、专业，极难辨别
处理思路：积累互联网经验，多次反复交流，主观甄别
二． 询盘实例：不同优先级判断
1．第一优先级(产品对口、有称呼、简单介绍背景)
Dear Mr Wang,
We are a company located in Huston, U.S. We are now interested in your Hair Dryer. Would you pleased kingly quote us your best CFR Huston price for this product based on 1 X 20”container, and your earliest shipment date. Thanks for you kind attention.
B Regards
Helen
一般我们会把这(转载自：www.xiaocaOfaNWen.com 小草 范 文 网:外贸信函对询盘的回复)些有称呼的（有很明确的针对性，这个询盘就是向我们发出的）、有自己公司简单介绍的、有具体指明想采购的产品(包含具体的规格、需求的数
篇二：外贸邮件回复范文
收到客户询盘时的回复：
Dear sir,
We hereby acknowledge receipt your inquiry of XX,(products)and i just got the information from our production department,these standard is available for us.and the now pls check the quotation below:
The specification you required:
The length:
The diameter:
The material
........
The price:XX usd /pes FOB(tian jin)
I hope this is the one in your favor,As a experienced company (ISO9001:2000)in the XX filed for more than 20 years.and we take the opportunity seriously to cooperate with you.if you have any questions ,pls feel free to contact me.i will try my best
Thanks and regards
签名
客户询盘模糊，向客户询问规格
Dear sir,
Thanks for your inquiry of our XX(products).on dec.10th.and we are in XX filed for many years,so we are confident we can do it.but the specifications you given is still lack.such as the diameter,meterial,quantity and so on.....,so pls can you send us the details?the drawing(cad)is ok. After we confirmed,we are happy to provide you with our good quality and competitive price. Look forward your soonest reply,
Thanks and regards
签名
针对客户的讨价还价的回复
Dear sir,
Sorry for my late reply,i discuss with our boss for a long time, but regarding the price,it is near our bottom line,you know the market is changing everyday,and it is hard to cut more on cost as we need the products with best quality.
But we treasure our first cooperation,so we allow you a 2%discount,this is the best i can do for you.
I hope that if you have the will to cooperate,pls don’t just focus on the price,the most important is the quality,i think.
If you any comments ,pls let me know.
Thanks and regards
Angela
这个得针对情况，如果利润真的不太高，就这样写没有关系，如果老板太黑了，就给点折扣，关于价格不是一封两封的邮件可以搞定的，总之灵活点啦
应对客户的迟迟不回复的邮件:
Dear sir,
Did you receive our quotation on dec12th?and no reply from you.i was waiting until all the
colleagues left the office. May be you are very busy.
So pls can you take some time to give me a reply?and kindly give me some advice on XX(products)
Look forward your reply
Thanks and regards
Angela
面对客户迟迟不回复
Dear sir,
How are you these days?I am angela from XX company,hope you still remember me.you sent us a inquiry of XX products.And we quoted for you on dec 12th.
Can you send me a reply which can stated your advice?you know we usually keep our client’s data and advice in the achives,so that we make special and divide plan and schedule for each client.
At the same time we can improve our service according to them,if there’s some fault and in our works.
So pls take a few time to tell me some advice on our business.ok?thanks very much.
针对报价了不回复的
Dear sir or madam,
Hope you still remember me,i sent you quotation for XX(products)on XX(date)，well maybe you are very busy ,and i understand.
I review your websit very carefully, and have much interests to make a start for our cooperation,to provide the best special service.
Could you give me some advice so that we can do better
Best regards
1、therefor we always put the quality as the first consideration
因此我们总是把质量放在第一位的
2、would it too much to ask you to respond my question by tomorrow?
可以请你在明天以前回复吗
3、the price we give is almost reach our bottom line
我们所给的价钱已经接近我们的底线了
4、the validity of the quotation is about the 10days
报价的有效期大概是十天左右
5、moreover we keep the price close to the costs of the production.
再说，我们的价格已经接近生产费用的边缘
1、will you kindly tell the quantity you require so as to unable us to sort out the offers? 为了方便我们报价，你能告知数量吗，
2、you should take the quality into consideration
你必须考虑到质量问题
3、we may reconsider our offer if your order is big enough
如果你们数量足够大的话，我们可以重新考虑价格
4、i ’d like to tell you what i think about that
我想告诉你一些我的想法
5、but consider the quality ,our price is quite reasonable.
但是考虑到质量，我们的报价是很合理的
一些实用英语系列：
收到来信：
1、i have just received your kind letter.
2、i was very happy/glad/delighted/pleased to receive your letter yesterday morning.
3、your kind letter of saturday arrived this morining
久未通信：
1、pls pardon me long in writing to you
2、i must apologize for not having written to you previously
未及时回信
1、i apologize for the delay in my reply
2、i apologize for being a day late with the delay reply to you
3、having lost your last email ,i have not been able to reply sooner
久无音信：
1、i have not heard a word you for a long time
2、there has been no news from you for ages
3、As i have not heard of you for long,i feel anxious
表示歉意难过：
pls accept my sincerest apologies for the inconvenience i fear we caused you
遇到不好的事情
1、i have deeply grieved to hear the death of your father
2、i was most distress to learn from your letter of the illness of your father
谈谈开发信的事情
还蛮感谢大家，我要继续努力啦，不然对不起版主，呵呵
其实我也还是做外贸就10月左右，所以经验什么的都不是很成熟，在总结自己的同时希望帮到比我还新的朋友，前辈不要拍我板砖哦。
发开发信要先找邮箱，至于找邮箱呢，我觉得至今用的比较顺手的是用各国邮箱的后缀（自己搜一下，太长了不好发上来）和一些好的黄页，有些朋友反映用邮箱后缀找不到，那是因为你要分析一下你们的产品在哪里很畅销，用的比较多。比如我们的产品水井管在沙特 等中东产石油的地方用的多，那么就那些国家的公共邮箱后缀，搜出来比较多。
其实我觉得开发信这个东西就像我们国内做电话销售一样，我想每个外贸人都很讨厌每天一大堆的网络推广电话，我想老外和我们应该是一样的心情。所以我觉得做外贸的不容易的，每天辛辛苦苦找邮箱发开发信，而且还被人讨厌，看都没看就删了。有的说喜欢简短的开发信，有的喜欢有点专业性的比较长一点的开发信，至于到底怎么样，我有两种版本经常换着
发，要多多准备几封进行追踪，邮箱最好设上阅读回执，对有阅读回执的邮件进行追踪，几周几个月时不时的骚扰一下。要用不同的版本，要不发一样的，看不看都删了，没什么新意。我开发信的内容很大众化就不贴上来了。呵呵
还有一点是开发信得主题，反正我不喜欢什么how are you，Hi，my friend，什么的，就用产品名称，或者用RE：貌似比较有效果，呵呵，还有可以突发奇想，比如有一天我用的标题是your water need treatment,（我们做水处理过滤产品的）结果发过去一会就有人回复说介绍一下详细catalog 什么的。当然可能是运气什么的
发开发信需要坚持，不要没有效果就放弃然后再抱怨怎么没效果啊没效果啊，因为开发信本身的是一个概率问题，成功率本身就比较低的。所以那句话叫什么来着 广撒网才能网大鱼。前辈的话是有道理的。
有时间我整理一下自己的邮件或者用的好的黄页再分享给大家，呵呵先写到这吧，有时间再写，不能一下午光更新，呵呵
spoken English
）Ｓomething went wrong.情况不妙啊(出了问题/麻烦). 内似的表达有:"There is something wrong with sth".什么出了麻烦/有毛病等. 例如:What ’s wrong with you, you look depressed--你看上去很消沉,发生什么事了
2)You are welcome,you deserve it.不客气,应该的!"deaerve"(v)-应该得,值得.
3)Not necessarily.不见得.这个短语在日常生活中用得较多. 请牢牢记住,很实用的!
4)I am embarrassed to take so many gifts.拿这么多的礼物我真不好意思(意思是--你送我这么多礼物真不好意思. 当然"embarrassed"还可以指"别人给你难堪而感到尴尬的意思".例如:You scolded me in public,I am embarrassed!---你在公共场合训我真让我感到尴尬.
5)I don’t deserve this/I am flattered.我不敢当(意思是你太夸我了)"Flatter"(v)---吹捧,奉承,过分夸奖等.
6)The game came out even.比赛不分胜负."even"扯平的,互不相让的"
7)Ask for a leave/I ask to use a sick leave today.请假/请病假
8)I told you (early).我不是早就告诉你了/我不是早说了!
9)It ’s better than nothing.总比没有好! 这句非常实用,用来安慰别人是非常漂亮的句子!
10)Let’s get down to business.我们谈正事吧/我们转入正题吧!"It’s late,let’s get down to business".---时候不早了,让我们谈正
Hi Lesley:
Hope you still remember me,i sent you quotation for aluminium sulphate on aluminium sulphate,well maybe you are very busy,and i understand.
I review your websit edithsoaps.wozaonline.co.za/ very carefully, and have much interests to make a start for our cooperation,to provide the best special service and price.
Could you give me some advice so that we can do better,The suitable samples can be sent to you for your reference.
Looking forward to your prompt reply.
Best Regards
Yanhuizhang
Shandong Sanfeng Group Co.,Ltd
篇三：外贸询盘回复范本
1.
Dear Edison Bonilla,
How are you? Thanks a lot for your mail and your trust on us.
I noted that you are interested in our products with item BL-88, I think you got the size and specifications from the details from ALIBABA.The price of it is enclosed. Please check. As usual,we use the T/T as payment.And our minimum order quantity is 1000pieces.We separately enclosed our full e-catalogue. Please feel free to ask me,if you have any more question./I kook forward to hearing from you. / I can send samples to you, if you reply to me/I can do for you some special samples, if you reply to me /
Yours,sincere
Star Cheng
Company: Shenzhen Qkie Electronic CO., LTD
Cuntry:China
Add:5/f,Building A,Xixiang haoye Technology park,Fuyong Town,Baoan District,ShenZhen City,China
Tel: 86-755-2751 2960
Cel:+86 13249854876
Fax: 86-755-2751 6546
Gmail:qkiewireless@gmail.com
Website:.cn
2.
建立业务关系
Dear Sir or Madam:
A few months ago we had the opportunity to see a display of your productds at the Guangzhou International Trade Center ,and we were most impressed by the quaity and low prices.
We should like to offer you our service as a trading firm ,and would mention that we are experienced importers of our country ,and are enjoying a good reputation all over the world.
In addition ,we operate our own advertising agency ,and we can use the latest marketing procedures quite efficiently.You will be sure of your sales if you would allow us to promote sales of your products througout China .
Your early reply will be highly appreciated.
Yours faithfully,
1. we are one of the largest importers of ….in…and shall be pleased
to establish business relations with you.
2. we enclose a copy of our catalogue for your reference and hope that
you would contact us if any item is of interest to you.
3. we ,therfore,take pleasure in informing you that we are an enterprise
manufacturing shirts.开发信
4. the products manufactured here have been proved by a scrupulous test
to be sound.严格的质检认证
5. Enclosed are a brochure and a copy of our price list to give you a
general idea of our products available.寄手册
6. We are sending you separately our pattern-book with the price list.随
函附寄
7.We are confident that you can do some profitable business.相信贵方可以获利。
8.We would like to enter into direct business relations with you on the basis of equality ,mutual benefit and exchange what one has for what one need.平等互利的基础上
9．don t remember to tell you then Mexican market is very competitive 市场竞争激烈
10. The designs and colors of all products will almost exactly match your needs询问详细信息
包装和唛头
1． We want you pack the tins in cartons ,each containing 12
tins,separated by corrugated paper dividers.
2． We trust that you will give special care to the parking in order to
avoid damage in transit.
3． Each case should be marked with the following: name of the
commodity, quantity, country of origin, etc.
4． We can do exactly according to your packing instructions.
支付货款
1>Dear Sir or Madam:
We are writing to refer you to our letter dated Jan 11,2004, in which we confirmed the acceptance of your order NO .309.In that letter,we promised that the shipment would be made by the end of March subject to your L/C reaching here by the end of January.
However until now we haven’t received your L/C.Would you please promptly instruct your banker to open an irrevocable L/C at sight in our favor without further delay so that we can arrange for prompt shipment?If your L/C cant reach us within 10 days ,we are afraid that we may be able to ship the order as instructed.
We are looking forward to receiving your early reply.
2>Dear Sir or Madam:
I have received your letter to tell you that I have today through the National Bank established the confirmed,irrevocable Letter of Credit NO.778 in your favor for the amount of Euro 62,000 payable by sight draft accompanied by a full set of the shipping documents.
3．
Hi Mike,
Samples received and already passed to vendor. The material was PP, not ABS. Offer sheet is preparing and will be sent to you soon. By the way, raw material increased these days, pls make a decision quickly to go ahead after price confirmed. We'll arrange the mass production asap.
Thanks and best regards,
C
4．开发信RE:the SECRET how to reduce mouse cost
Hi
Good day.Shenzhen Qkie electronic technology Co.,ltd trading here,
exporting MOUSE / KEYBOARD with good quality and low price in US.
We are pleased to enclose you our ENTERPRISE CULTURE,pls kindly check. Call me, let's talk details.
BR,
Star
Company: Shenzhen Qkie Electronic CO., LTD
Cuntry:China
Add:5/f,Building A,Xixiang haoye Technology park,Fuyong Town,Baoan District,ShenZhen City,China
Tel: 86-755-2751 2960
Cel:+86 13249854876
Fax: 86-755-2751 6546
Gmail:qkiewireless@gmail.com
Website:.cn