作为外贸从业人员,报价是非常重要的一环。价格谈判是常有的事,如何快速准确地报价并维持利润,是每个业务员都需要掌握的技能。本文将为您详细讲解报价的全流程,并附上实用的英文邮件样本,希望对您有所帮助。

价格谈判陷入僵局是常有的事，业务员不必惊慌。

快速准确报价Prompt \u0026 Accurate Quotation

不管是对待新客户还是老客户，报价的时效性都很重要。尤其是对刚接触的潜在客户，一旦报价速度慢了，机会可能就拱手让人。

但是在追求效率和速度的同时，也需要注意邮件的内容和报价的质量，要快而准，不能报价后发现算错了，再去跟客户道歉，去更新报价单，这只会让客户觉得你不可靠、不专业。

Dear Flora,

Thanks for mailing me back and notifying us of your requested item with details.

Please check the offer sheet in detail with estimated price in attachment. Theaccurate price will be fixed after sampling. I will keep you posted on this！

Your immediate reply will be appreciated.

Regards,

Jessica

Outline提纲挈领

1. mail somebody back：回复某人邮件/信函。

2. notify：通知，通告。

3. estimated price：预估的价格。

4. accurate price：准确的价格。

5. immediate reply：快速的回复。

More Expressions触类旁通

1. Kindly let me know if you need any further assistance.

2. You can be certain that our price is really competitive.

3. Thank you for taking time to send me the inquiry.

4. How does L/C sound?

5. Your prompt reply will be greatly appreciated.

详细专业报价Detailed \u0026 Professional Quotation

对于老客户、重要客户，或者对报价有具体要求和针对性的客户，你需要及时给出准确报价。而报价的内容，要尽可能详尽，并突出自身的优势，把能给到的信息一次性给全，最大限度避免挤牙膏式往来，节省双方时间，也在一开始就给客户树立一个专业的形象。

Dear Clair,

This is Kerry from ABC Trading Inc. According to your inquiry of grease gun, I was wondering if you could accept our pricing USD5.65/pc.

As per our conversation at HK Fair, the estimate USD5.35/pc was based on theneutral poly bag packaging with a barcode sticker only, not the color box as you mentioned in the previous email.

Please check our offer sheet in detail as attached.

Also enclosed the instruction manual \u0026 die-cut of color box for your reference.

Your early reply will be highly appreciated.

Best regards,

Kerry Hu

Outline提纲挈领

1. grease gun：黄油枪。

2. neutral poly bag packaging：中性塑料袋包装。

3. barcode sticker：条形码不干胶。

4. previous email：上一封邮件。

5. die-cut of color box：彩盒设计稿的刀模图。

More Expressions触类旁通

1. We could provide you with a better price if the quantity raises to 10,000 pieces.

2. Our subsidiary in the UK will handle the business with your company.

3. The biggest problem for retail price is namely about packaging.

4. Would you mind sending me some more photos about your inquired item？

5. My customer would enable me to offer the price below 5 dollars.

应对客户砍价Discussion On Pricing Bargain

砍价是每个业务员都会经常碰到的事，甚至每天都要面对新老客户的砍价要求。有的客户根据产品和数量砍价，有的客户根据市场定位砍价，有的客户根据以往的采购经验砍价，还有的客户先乱砍一通，然后再通过货比三家来砍出最低价……

面对客户的砍价需要业务员有丰富的经验和良好的心理素质，不会被客户牵着鼻子走，更不会自乱阵脚。针对不同的客户，应该有不同的手法和应对策略。

Dear Clair,

I'm sorry we cannot accept your target price USD5.35 with color box packaging.

As I mentioned in the previous email, it based on the poly bag only. I take it for granted the 30 cents surcharge is reasonable. We could give you 15 cents off as maximum. That means, USD5.50 is our floor price.

Please help to understand our situation and back us.

Thank you！

Kind regards,

Kerry Hu

Outline提纲挈领

1. take it for granted：坚定地认为……

2. surcharge：额外费用。

3. 15 cents off：减少 15 美分。

4. as maximum：这里表示"这就是最大的让步"。

5. floor price：地板价，用来形容最低的价格、最好的价格。

More Expressions触类旁通

1. Please help to check with the buyer and give me reply soon.

2. Would you accept EUR3.50/pc as the final price？

3. We could offer you a special discount of 10% if the quantity reaches one 40 feet full container.

4. I have to re-check the price and see if we could meet your target.

5. We are desperate to get your price approval to proceed.

多轮价格谈判Price Negotiating

初次报价之后，与客户来来回回就价格问题持续谈判，是很平常的。卖方希望维持一定的利润，买方希望拿到更好的价格，自然会出现多轮价格拉锯。这就需要谈判双方控制自己的情绪和节奏，用一定的技巧去磨合，去寻找一个能让双方妥协让步的折中点。

在这个过程中，邮件的往来务必要谨慎，不能轻易被别人试探出自己的底线。

Dear Clair,

To be candid with you, we have no margin to reduce the pricing again.

I understand the price is awful important to win the order, but the quality counts for much more. We couldn't debase our quality level to achieve your aim.

I'm sorry.

Having discussed with top management, we decide to proceed with below suggestions：

1. USD5.50/pc, with color box packaging, based on 10,000 pcs quantity.

2. USD5.20/pc, with neutral poly bag packaging, based on 10,000 pcs quantity.

3. 3% special discount will be provided when the quantity is up to 30,000 pcs.

Please help to consider and advise which option is better for you. We realize that you have to test your local market and retail price. And we're pleased to go ahead with a trial order in a small quantity to start our business. Maybe 5,000 to 8,000 pcs is workable for you to make a decision, with no price increase.

Kind regards,

Kerry Hu

Outline提纲挈领

1. margin：利润。

2. awful important：非常重要

3. debase quality level：降低品质。

4. aim：目标。

5. top management：最高管理层。

More Expressions触类旁通

1. Price is important, but quality counts for much more.

2. It is not workable for us to place such a big order for the first time.

3. We could place a trial order to test the market.

4. Consumers could only pay for USD9.99 per piece as maximum for this item.

5. 10% discount will be provided if you double the quantity.

最终确定价格Final Price Confirmation

多轮价格谈判后，一旦双方达成协议，就需要对价格进行最终确认。这一步完成后，才可以进展到下一步的订单操作或者产前样准备等。价格的确认是订单谈判的一个关键，必须得到客户的书面同意，拿到一个铁板钉钉的回复，这样才可以避免将来可能发生的纠纷。

Dear Clair,

Very glad to hear that you confirmed the price USD5.20/pc. You are no doubt aware of the neutral poly bag packaging. I'm writing today to send you the PI for running this trial order with 7,500 pcs.

Please help to check the file with unit price, packaging, carton measurement, delivery time, payment term, and so on. If no additional questions, please help to sign back this PI.

As soon as we got your final confirmation, we will do pre-production samples for your evaluation.

Best regards,

Kerry Hu

Outline提纲挈领

1. You are no doubt aware of ：你无疑知道……

2. PI ：形式发票，是Proforma Invoice 的首字母缩写。

3. payment term ：付款方式。

4. carton measurement ：外箱资料。

5. pre-production samples ：产前样，很多时候也会简写成PP samples。

More Expressions触类旁通

1. We will arrange the production as long as we receive your email with approval.

2. Deal ！Please send me the updated offer sheet asap.

3. Your final estimate is 5% higher than your competitors.

4. I could consider doing business with your company if 1,000 pieces workable for the first order.

5. Good price！But we cannot accept your packaging suggestion. I will inform you of our idea later.

文章结束。