快速准确的报价
Prompt & Accurate Quotation
无论是新客户还是老客户，报价的时效性都至关重要。对于潜在客户，一旦响应迟缓，商机极易流失。然而，在追求速度的同时，必须确保报价内容的准确性。若因计算错误导致后续反复更正，将严重损害专业形象与客户信任。
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. The accurate price will be fixed after sampling. I will keep you posted on this!
Your immediate reply will be appreciated.
Regards,
Jessica
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。
触类旁通
1. Kindly let me know if you need any further assistance.
如果您需要任何进一步协助，请通知我。
2. You can be certain that our price is really competitive.
您可以放心，我们的价格是绝对有竞争力的。
3. Thank you for taking time to send me the inquiry.
感谢您抽出宝贵的时间来向我询价。
4. How does L/C sound?
我们做信用证怎么样？
5. Your prompt reply will be greatly appreciated.
若您能尽快回复，我们会非常感激！
深入浅出
Question：邮件里单独的 estimate 具体指什么？
Answer：在商务邮件中，estimate 可作动词或名词，意为“估价”或“大致价格”，与 estimated price 含义相近。在初次询价且缺乏数量、包装、付款方式等确切信息时，提供的往往是参考性的 estimate 而非 final price（最终价格）。
示例：
1. "We ask our supplier to estimate the freight charge."（我们要求供应商估算运费。）此处 estimate 作动词。
2. "Please give me the estimate of your air compressor."（请给我你们空气压缩机的报价。）此处 estimate 作名词。
需注意，detailed estimate 虽包含描述、材质等细节，但若未获客户最终确认，仍属于估价范畴，非最终定价。
详细专业的报价
Detailed & Professional Quotation
针对老客户、重要客户或有具体要求的客户，应及时提供详尽且准确的报价。内容应一次性涵盖所有关键信息，突出自身优势，避免“挤牙膏”式沟通，以节省双方时间并树立专业形象。
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 the neutral 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 & die-cut of color box for your reference.
Your early reply will be highly appreciated.
Best regards,
Kerry Hu
提纲挈领
1. grease gun：黄油枪。
2. neutral poly bag packaging：中性塑料袋包装（无供应商、客户或品牌信息）。
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。
触类旁通
1. We could provide you with a better price if the quantity raises to 10,000 pieces.
如果数量达到 1 万件，我们可以给您一个更好的价格。
2. Our subsidiary in the UK will handle the business with your company.
我们英国分公司会处理您的订单事宜。
3. The biggest problem for retail price is namely about packaging.
（影响零售价格的）最大问题就是包装。
4. Would you mind sending me some more photos about your inquired item?
能否给我多发一些您正在找的产品的图片？
5. My customer would enable me to offer the price below 5 dollars.
我客户只会允许我在 5 美元以内报价。
深入浅出
Question：一旦价格陷入僵局，是否可以强调品质？
Answer：价格谈判陷入僵局时，切忌惊慌或盲目降价。报价应有理有据，基于具体的描述、数量和包装核算。若客户嫌贵，可尝试调整细节（如修改包装、增加数量、变更配件）以实现合理降价。
若细节已确认无法更改，而客户仅不接受价格，业务员需保持良好心态，强调自身在出货稳定性、服务、团队专业性或供应链配合等方面的优势，引导客户综合考量，弱化单纯的价格对比。
应对客户的砍价
Discussion On Pricing Bargain
砍价是外贸业务中的常态。面对不同动机（基于产品、市场定位、采购经验或货比三家）的砍价，业务员需具备丰富经验和心理素质，不被客户牵着鼻子走，针对不同客户采取差异化策略。
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
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：表示这是最大的让步。
5. floor price：地板价，即最低价格。
触类旁通
1. Please help to check with the buyer and give me reply soon.
请跟买手确认（价格），并尽快给我回复。
2. Would you accept EUR3.50/pc as the final price?
您能接受每件 3.5 欧元的最终价格吗？
3. We could offer you a special discount of 10% if the quantity reaches one 40 feet full container.
如果订单数量可以达到一个 40 英尺的整柜集装箱，我们可以给您一个 10% 的特别折扣。
4. I have to re-check the price and see if we could meet your target.
我需要重新核算一下价格，看看能否达到您的目标价。
5. We are desperate to get your price approval to proceed.
我们非常需要您的价格确认，从而推进项目。
深入浅出
Question：报价出去没有收到客户回复，多久跟进合适？
Answer：建议遵循"1-2-4"原则：报价后一周首次跟进，两周后第二次，四周后第三次。避免过度频繁联系给客户造成压迫感。给予客户充分的考虑和研究时间是必要的，掌握好互动的“度”至关重要。
多轮价格谈判
Price Negotiating
初次报价后，买卖双方就价格进行多轮拉锯是常态。卖方需维持利润，买方追求更优价格，双方需控制情绪与节奏，寻找妥协的折中点。在此过程中，邮件往来务必谨慎，切勿轻易暴露底线。
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
提纲挈领
1. margin：利润（商务英语中常替代 profit）。
2. awful important：非常重要（awful 作副词，相当于 very）。
3. debase quality level：降低品质。
4. aim：目标。
5. top management：最高管理层。
触类旁通
1. Price is important, but quality counts for much more.
价格很重要，但品质更重要。
2. It is not workable for us to place such a big order for the first time.
第一张订单我们没有办法把数量提那么高。
3. We could place a trial order to test the market.
我们可以下一个试单来测试市场。
4. Consumers could only pay for USD9.99 per piece as maximum for this item.
这个产品，消费者只会愿意在 9.99 美元单价以下考虑购买。
5. 10% discount will be provided if you double the quantity.
如果您把数量加倍，我们可以给您 10% 的折扣。
深入浅出
Question：客户询价的时候不提供数量，如何报价？
Answer：建议采用梯度报价策略。分别列出 MOQ（最小起订量）、20 英尺柜、40 英尺柜等不同数量区间的价格。若未设置梯度而直接报单一价格，一旦客户需求量小导致亏损再临时涨价，将极大损害信誉。通过预设数量区间，可有效引导客户进入谈判节奏。
最终确定价格
Final Price Confirmation
多轮谈判达成协议后，必须进行价格的最终书面确认，方可进入订单操作或产前样准备阶段。获取客户对价格的明确书面同意（如签署 PI），是避免后续纠纷的关键步骤。
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
提纲挈领
1. You are no doubt aware of：你无疑知道……
2. PI：形式发票（Proforma Invoice）缩写。
3. payment term：付款方式。
4. carton measurement：外箱资料。
5. pre-production samples：产前样（常简写为 PP samples）。
触类旁通
1. We will arrange the production as long as we receive your email with approval.
只要收到您的确认邮件，我们就会安排生产。
2. Deal! Please send me the updated offer sheet asap.
成交！请马上把最新的报价单发给我。
3. Your final estimate is 5% higher than your competitors.
你最终的报价还是比同行高了五个点。
4. I could consider doing business with your company if 1,000 pieces workable for the first order.
如果你可以接受第一单 1000 个的数量，我会考虑跟你们公司合作。
5. Good price! But we cannot accept your packaging suggestion. I will inform you of our idea later.
价格不错！但是我们没法接受你们的包装方案。我晚些时候会把我们的想法告诉你。
深入浅出
Question：客户确认价格后，发现自己价格报错了，如何处理？
Answer：通常有两种处理方式：
1. 订单已确认：应立即坦诚告知客户报错实情及正确价格，并致歉。尝试协商由双方共同承担部分损失以继续执行订单。若客户拒绝，供应商应自行消化损失，坚持诚信第一的原则。
2. 订单未正式确认：若仅口头认可价格但未下达正式订单，可向客户说明情况并更新报价单，同时致歉。虽可能引发客户不满，但在生意场上属合理修正。
此外，若订单金额不大或损失可控，主动提出按原错误价格执行订单，往往能展现供应商的诚意与诚信，赢得客户好感，为未来合作奠定基础。
