外贸谈判案例Word格式.docx

外贸谈判案例Word格式.docx

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放弃？

呵呵，不是我的作风。

马上回信告诉客户，我能找，你先把量和目标价痛快的说出来。

这客户很乖，又很不乖～～～

foryourinfo,wecanconfirmimmediatelyfrom2500upto3000m3boardasfollows;

3.6mm=200m3@$200

…………

thispriceisFOB+$40upto$42/m3freight.

这价格太离谱，差距不是一点两点，产品的规格还不大一样，没关系，生意人嘛，谁还不知道讨价还价这点破事儿，我跟你磨.我回复如下：

Iwillcheckthepricetommorrowwithshippingcompany.andfortheFOBpriceIthinkitisreallydifficultforus.butanywayIwilltrymybesttomeetyourtargetprice.soIwillquoteyouforCFRpricetommorrow.Doyouknowanyshippingcompaniesthatyouaredealingwithnow?

wecancontactthem.

客户给了我他现在用的货代的联系方式，

thecompanieswhichwearedealingwitharethoresen,coscoandhyundai,

butunfortunatelytheyrefusedtoloadthecargofromsouthchinaforthat

werelyonyoutofindasuitableshippingcompany.

经过我联系之后，他们压根没兴趣，因为量太少，根本不值得停靠一次我们的港口，怎么办？

只能多找，多撒网，靠我的劳动来弥补这个劣势。

终于找到三家愿意走货的，但是价格太高，比客户在连云港的高20美金每立方米。

对于几千立方米的货物，这是个很大的差距。

不管如何先报给客户再说，经过几轮讨价还价，最终客户确认了价格：

Reyourofferandphonediscussion,-

Wecanconfirmthefollowing;

3.6NosandingUS$260.00 

about200m3

Kindlyissuesalescontractandsenditback.

貌似该庆祝了吧？

呵呵，definitelyno。

因为还要跟船公司确认运价和运输方式，包装方式也要考虑。

因为包装意味着成本。

再向客户要量，作为价码跟船公司谈，但是客户说有些规格由于我们做不了所以量最多只能这样了。

3000m3oneshipmentisnoproblemifyoucanfollowourmarketstandard

thicknesswhichIexplainedbefore11/14/17/21/24mm.

17mmwecangetabout800m3.

11mmabout500m3.

sowecaneasilymanage3000m3.

butifyoudon'

tdoandwehadtofollowyourthicknessitwillbeaccording

toouryesterdaye-mail.

hopefullyyoureconsiderandrevertwithpositivenewstocanstartnewlong

businessrelationship

我的回复，如下：

1）the9mmsandingboardwequotedtoyouisourbestprice.andaswearesincecelytorunagoodbusinesswithyou.wealawaysquotedyouourbestpricetoyou.alsoasyouknow,ourboardiswithgoodqualityaccordingtosomeothersuppliersinchina..evenso..ourpriceissimilarasthepriceofthem..soIthinkourProductsismorecompetitivethanothersandtheboardinyourcurrentmarket

2）11mm/17mm/,thethicknessaboveisdifficultforustoproduce.andthepriceishigheraswehavequotedtoyou.ifyoucanacceptthepricequoted,,sowecan 

produceforyou.

3）anyway.Iwillcheckthecostagaintoseeifitispossiblefor11/14toreducesomerateforyou.

4）pleasere-advicethequantitycanbeokfor9mm（ifpossible）,12mm,14mm,15mm,16mm,18mm,25mm.

客户对量进行了重新规划：

Reyourbelowmsg,

Youhavetwoalternatives,

A）3.6NosandingUS$260about200m3

…………

ifweadd250m39mm@$240/m3thetotalquantitywillbe=2250m3

B）3.6NosandingUS$260about200m3

Total=3000cbm

Kindlyreconsiderandcfmyourfavoriteoption

鉴于与原来船公司谈判破裂，价格上涨，我的回复如下：

1）for9mm,ok,wedropourprofit,USD245.25perCBM,weonlywanttoaddthisitemtohavethequantitytonegotiatewithshippingcompany,anditisverydifficulttonegotiatewithshippingcompanywiththequantityunder2500.anditisnearlyimpossibletonegotiateunder2000CBM,pleaseconfirmthispriceanddousafavor.

2）aswequotedyoutheCFRpricebasedonfreightpriceUSD55.00.andthisisquotedfromashippingcompany.butnowtheyincreasedthefreighttobeUSD68.00.acrazyrate.

sowemustfindanothershippingcompanyavailableonpriceUSD55.00.itisveryhardtoconfirmthefreightwithshippingcompanynow.andwehavebeeninformedthatnowthefreightmarketishotduetothechineseexportingandoilshortage.

sowewilltryourbesttoreachthefreight,andrunourbusinessasap.butifwefailed,pleaseparticipatethefreightwithus..andifthefreightoutofbearingofbothofus.wesuggesttodeferthisorderwhenthefreightacceptable.pleasecomprehendthispoint:

thefreightisoutofourcontrol......

3）about11/17/21/24mm,,wemayadd0thesethicknessinnextorder,weareconsideringproducethesesizesforyouonly,butwemustrunoncebusinesssmoothlytopersuadeourinverstor.

4）canyouinformmetheMelaminedorveneerorlaminatedpaperMDFyouwant.wecanaddthemintothisquantitytomakeitup

客户也很诚恳的回复如下：

Okwewillconfirmyourpricefor9mm@$245/m3C&

F.Butnowtotalquantitystill2250m3cannotbeincreaseto3000m3unlessyouproduceevenonlyonethickness14/17mmotheroperativetoincreasethisvolume3.6mm/5.5/7.5mmtobesandedI/Onosandingsowecanincreasesomevolumeofthis.Freightincreasmentfrom55to$68istoomuchwecanincreasejust

$2/m3.thiswillbeworkableforyouornor?

?

看来这个运费是无法逾越的障碍

now,wehavereachedagoodpositioninourbusiness.butasweknow..theonlythingisthefreight.thefreightmarketisincreasingnoweveninlianyungang,anditisoutofcontrolforbothofus.wehavenegotiatedwithmanyshippingforwarderthesedays.andgotthefreightfromUSD66-75,stillinnegotiation.sonowwesuggestproceedourbusinessintwowaysfirst,pleaseincreasethefreighttodefiniteUSD60.00perCBM,andwewillresponsibleforthebeyondofthispriceinpractice.second,weacceptUSD57forfreight,butweonlyburdentheriskoffluctuationwithinUSD60.00,butifthefreightisoutofUSD60.00inpractice.itwillbebornbyyourside..kindlyconfirmthispointandinformmeback..thenIcansenduthecontract

客户提出了他的解决设想：

Actuallywecan'

ttaketheriskoffreightfluctuationsasitiscompletelyvagueforus,soweeitherbuyonC+Fbasisandwedon'

tinterfereinthefreightmatteratalloryoushipthecargofromLianyungangalongwithourothercargo.Pleasecheckandrevert.

开始运用话术对客户动之以情，晓之以理，但是我不得不承认，价格，是一个业务员必须倾力付出才能逾越的障碍，而且也是外贸业务员的天生杀手，多少英雄好汉，在这上面折戟沉沙，价格这把双刃剑，浸淫了多少鲜血……多少……（做抒情状@#￥）

thanksforyouremail.wisheverythinggoeswellregardingyour

comments,yes,Idounderstandandagreewithyourideaaboutthefreight

fluctuations.therisksurelycan'

tbetakenbybuyersifinC&

Fterms.

Ontheotherhand,foryourinformation,wehavenegotiatedwithover4

forwardersaboutthefreightthesedays.theyinformedusthatitwon'

tbea

economicalwaytoshipthegoodsfromLianyungangportbecauseitistoofar

fromourfactory.

andforwardersalsotooktheirstrongwilltoshipourcargostoyour

port.butthefreightwasstillfirmlyatUSD66-68-72around.theyhavequoted

theirbestpriceasitisincompetition,soIthinkitmustbeconfirmedat

USD65-66.00perCBM.

otherwise.aswewanttostartabusinessinyourcountry'

smarket,my

quotationarebasedona"

nexttothecost-lineprice"

..wewishourbuyer

couldpromoteourgoodMDFataniceprice,soourbusinesscangrowup

quicklyinyourcompetitivemarket.thisismostimportantthingfora

factorylikeus.,wemustcarveourwayouttosurvive...

Anyway,Inordertoproceedourcooperationassoonaspossible,please

supportthefreighttobeUSD60.00perCBM,thenwebeartheotherUSD5.00

or6.00tosettlethefirstshipmentassoonaspossible.

客户看来是被感动的不轻（自作多情ING），也一起来想办法解决问题，很想促成交易，到此时，客户自己也付出了巨大的精力和劳动，没有特殊原因，他会想办法促成交易的：

PleasebeinformedthatthefreightfromLianyungangtoDamiettaisabout

USD47/CBMandwehaveregularvesselsfromthere,sowecanbuyonFOB

basis,sowecanstartourcooperationtogether.Pleasecommentifitis

possibletoshipfromthere.

但是运费实在是无法谈下来，我开始动包装的心思，把包装去掉。

全部人工搬运，这个方法可以减少很多包装成本的。

但是客户无法接受，开始改用集装箱试试，把最有优势的产品报给他，其他规格都去掉了：

AsItoldyou,ifyoucanaccepttheshipmenttobeinseparatesheets.sowecandividethefreightin20FCLtobeUSD60.wealsocanreduceourpackingcost..

2）butnowtheloosepackingisnotworkableforyourside,sohereIquoted 

youthepalletpackingpricetoyou.pleasefindthequotationattachedandfeedback.asIwastryingonnegotiatingwithdifferentshippingcompanythesetwomonths,butitisveryverydifficult..Iwastied...myfriend..soIquoteyounowin20FTcontainer,whichcanbeshippedatanytime.pleasetellmeyourcomments.pleasenotethatthequtationisbasedonatleast5*20FCL.

客户最终提高了他的目标价格，进入了最后finalbattleround。

哈哈：

Ourbestpricewillbeasfollows;

3.6mm=$265

5/5.5/6=$257

7.5mm=$255

hopeyoucancfmbyreturn

我告诉他我们的最低限度

butpleasekindlybeinformedthatIreallyhasdonemyalleffortstoreducethecost.asIreallywanttoopenthedoorforbothofus.hopingtorunagoodrelationship.sopleasekindlyconfirmthepriceIquoteyouyesterdaybutwithUSD1.00lowerperCBMasIwillpaytheUSD1.00personallyinordertoproceedthisorder.HereIlistasfollows:

3.6mm:

USD270.00

5mm:

USD256.5

6mm:

USD258.00

pleaseconfirmbyfeedbackwithotherdetails:

paymentanddeliverytime

其实我的目标就是其中一个规格，一直在谈所有规格，是避开谈一个规格的焦点效应，太焦点了客户肯定死咬不放，全部一起放出来，必然有一个可以让我给抓住，在后来我让客户先买四个柜子5mm规格的好了，结果客户回复如下：

Youcanmaketheproformafor10containers5MMall.Thepriceshouldbe

USD257/CBMandpleasemaketheroundingofthequantityupto4digitsin

allourdocuments.

哈哈，至此第一笔订单敲定，过了没几天客户便30%TT打过来了。

总结，事实上客户的目标价格大部分都差太多，这笔生意确实很有难度。

但是幸好有两个规格还是有机会的，为此我在工厂做了大量的工作，比如争取到了库存最多的产品，老板答应降价处理，然后再规格上4.9MM由于是正公差，算5mm，这样按立方的话，可以减少成本，在包装方式上创新，减少护板，跟船公司压价，等等等等。

永远要记住：

为客户解决问题，客户才会为你解决问题。

后记：

后来正好有个叙利亚的客户也是船运，有6000立方米，顺便搭载这个客户3000立方米我们走了一批，还有一批用小船驳到连云港走了一批。

再到2007年用火车走了一批2500立方米的货到连云港出了一批。

这个客户总共从我这里走货超过150万美金。

也就是一年的事情。

现在都过去很久了。

我也从事了其他的行业，不过每年大家都会发个邮件问候一下。