序 不走尋常路，十天寫一手漂亮的電子郵件 第一天 前期聯(lián)絡Prebusiness Contact 1.邀請客戶見面Requesting Business Appointment 2.討論時間地點Scheduling Visiting Itinerary 3.取消本次會面Cancelling the Meeting 4.見面后的跟進Following up after Meeting 5.展會后的聯(lián)絡Contacting after Fairs 6.開發(fā)潛在客戶Developing Potential Customer 7.介紹自己優(yōu)勢Introducing Our Advantage 8.突出專業(yè)素養(yǎng)Highlighting Speciality 第二天 商務往來Doing Business Part 1 詢盤處理Dealing with Inquiries 9.回復新客戶的詢盤Counter offer to New Inquiries 10.回復有針對性的詢盤Counteroffer to Specific Inquiries 11.回復語焉不詳?shù)脑儽PCounteroffer to Non-specific Inquiries 12.跟進老客戶的詢價Following—up Inquiry From Current Customer 13.給客戶推薦新產(chǎn)品Recommending New Product 14.回答客戶的各種問題Replying Questions Part 2 如何報價Offer Methods 15.快速準確的報價Prompt&Accurate Quotation 16.詳細專業(yè)的報價Detailed&Professional Quotation 17.回復客戶的砍價Replying to Customer Bargain 18.多輪價格談判Price Negotiating 19.最終確定價格Final Price Confirmed Part 3 細節(jié)處理Detailed Issues Followup 20.給客戶準備樣品Preparing Samples to Customer 21.向客戶詢問到付賬號Requesting the Courier Account 22.請客戶支付樣品費Requesting Sampling Charge 23.詢問樣品是否滿意Asking for Sample Evaluation 24.討論包裝問題Packaging Confirmation 25.討論顏色問題Color Confirmation 26.確認設計稿Artwork Confirmation 27.了解客戶的其他需求Acknowledging Other Requests 第三天 訂單操作Order Followup Part 1 訂單確認Order Confirmation 28.收到客戶訂單Receiving PO 29.付款方式談判Payment Terms Discussion 30.跟客戶交涉修改條款Negotiating Payment Terms 31.收到最終訂單Confirmation for Final PO 32.給客戶形式發(fā)票Sending PI Part 2 產(chǎn)前準備Preproduction preparation 33.準備產(chǎn)前樣Preparing Pre—production Samples 34.下單給供應商Placing Order to Vendor 35.緊急修改包裝Package Re—confirmation 36.重新制作訂單Receiving Revised PO 37.重新制作形式發(fā)票Re—preparing New PI 38.重新準備樣品Re—arranging samples Part 3 生產(chǎn)裝運Production&Delivery 39.告知客戶生產(chǎn)情況Advising the Production Status 40.申請第三方驗廠Applying 3一Party for Factory Evaluation 41.申請第三方驗貨Applying 3“Party for Inspection 42.驗貨未通過Failed in Inspection 43.整改后申請重驗Applying Re—inspection 44.討論裝運細節(jié)Shipping Details Confirmation 45.告知客人裝運和預計到港時間 Keep Customer Informed the Ship Date&ETA 第四天 收款問題Payment Terms 46.提交單據(jù)并向客戶催款Documentary Submission&Payment Push 47.收到客戶付款通知Receiving the Payment Made from Customer 48.請客戶提供銀行水單Asking Bank Receipt 49.發(fā)現(xiàn)付款錯誤跟客戶重新討論Re-discussion for Payment Error 50.告知客戶款項收到Recd Payt Inform 51.請客戶更改信用證Propose Amendment to L／C 52.請客戶接受信用證不符點Propose Acceptation of L／C Discrepancy 53.討論新訂單的付款方式Payment Terms Confirmation to New Order 第五天 處理投訴Claim Settling 54.對于品質的投訴Quality Complaints 55.對于交期的投訴Delivery Time Complaints 56.對于服務的投訴Service Complaints 57.道歉并提供解決方案Apology＆Solutions 58.客戶提出索賠Compensation Claim 59.商量賠款金額Compensation Negotiation 60.申請分批賠付Application for Compensation Installment 61.申請延期賠付Application for Deferred Compensation 62.拒絕客戶的賠款要求Compensation Refusal 63.討論用別的方式代替賠款Compensation Alternatives 第六天 售后跟進Aftersale Service 64.詢問產(chǎn)品銷售情況Inquiring Sales 65.了解最新市場動向Hold Latest Market Tendency 66.討論同類產(chǎn)品Similar Products Discussion 67.針對缺陷提供改進方案Solutions to Defect 68.對于降低成本的建議Cost Reduction Advice 69.給客戶專業(yè)的意見Professional Advice 70.推薦其他同系列產(chǎn)品Other Series Recommendation 71.給客戶最新的產(chǎn)品信息Latest Products Information 72.告知售后服務電話After—sale Service Hotline 第七天 其他日常工作Other Daily Working 73.出差的自動回復Auto—reply for Business Trip 74.通知客戶展會安排Fair Arrangement Inform 75.通知客人新網(wǎng)站完成New Website Inform 76.公司地址變更通知Company Address Change Inform 77.郵箱地址變更通知E-mail Change Inform 78.病假的自動回復Auto—reply for Sick Leave 79.宣布公司的新規(guī)定Announcing New Office Regulations 80.職務調動通知Transfer Notification 81.內部工作調整通知Internal Work Adjustment Notification 82.休假通知Annual Leave Announcement 83.離職通知Resignation Announcement 84.退休通知Retirement Announcement 第八天 私人往來Personal Affairs 85.結婚通知Marriage Announcement 86.請同事們聚餐Inviting Co—workers to Dinner Paay 87.產(chǎn)子通知Announcing the Birth of a Child 88.邀請客戶聚餐Inviting Customer for Dinner 89.跟客戶討論私人問題Private Conversation with Customer 90.請客戶幫忙Seeking for Helping Hand 第九天 特別問候Special Greetings 91.圣誕問候Xmas Greetings 92.新年問候New Year Greetings 93.春節(jié)問候Chinese New Year Greetings 94.感恩節(jié)問候Thanksgiving Day Greetings 95.萬圣節(jié)問候Halloween Greetings 96.長假問候Holiday Greetings 97.祝賀新婚Marriage Celebrating 98.祝賀升職Promotion Celebrating 99.敬祝早日康復Get-well Messages 100.寄送小禮物Sending a Small Girl 第十天 細節(jié)問題Detailed Issues 101.附件的問題Attachment Issue 102.圖片的問題Photo Issue 103.郵件長短的問題Space Issue 104.簽名的問題Signature Issue 105.郵箱地址的問題E—Mail Address Issue 106.格式、行文、空格、空行和標點Format，Writing Manner，Blank Space-BlankLiBe&Punctuation 后記
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