核心结论：MOQ 沟通需兼顾 “明确需求 + 灵活协商”，买家聚焦 “降低门槛”，卖家聚焦 “平衡成本与合作诚意”，以下按 “买家询问”“卖家回应（同意 / 协商 / 拒绝）” 分类整理，可直接套用。
一、买家视角：MOQ 询问话术模板（4 大场景）
场景 1：首次询价，直接询问 MOQ
Subject: Inquiry for MOQ & Quotation of [Product Name] Model [XXX]
Dear [Seller Name],We are interested in your [Product Name] (Model [XXX]) after seeing your product catalog. Could you please provide the following information:
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Minimum Order Quantity (MOQ) for this model? -
Unit price based on MOQ, 500pcs, and 1000pcs (FOB [Port])? -
Delivery time after order confirmation?
If the MOQ is higher than our initial needs, could you consider supporting a trial order with a reduced quantity? We hope to verify the product quality and market response before placing a bulk order.
Looking forward to your prompt reply.
Best regards,[Your Name][Your Company Name]
场景 2：希望降低 MOQ（试单需求）
Subject: Request for Reduced MOQ for [Product Name] Trial Order
Dear [Seller Name],Thank you for your previous quotation. We appreciate the product details you provided, but the MOQ of 1000pcs is higher than our current requirement for a trial order.
As a new customer, we plan to start with 300-500pcs to test the market acceptance in [Target Market]. Could you please make an exception to reduce the MOQ to 500pcs? We are willing to accept a slightly higher unit price (e.g., 5% increase) to cover your additional production costs.
If the trial order is successful, we will place a bulk order of 2000pcs within 3 months. We hope to establish a long-term cooperation with you.
Sincerely,[Your Name][Your Company Name]
场景 3：组合采购，要求合并 MOQ
Subject: Inquiry for Combined MOQ of Multiple [Product Category] Models
Dear [Seller Name],We are interested in three of your products: Model A, Model B, and Model C (all [Product Category]). We notice that the MOQ for each model is 500pcs, which is more than we need for each SKU.
Could you consider combining the MOQ for these three models? Our total order quantity will be 1000pcs (e.g., 300pcs Model A + 300pcs Model B + 400pcs Model C). Please provide the combined quotation and confirm if this arrangement is acceptable.
We look forward to your positive response.
Kind regards,[Your Name][Your Company Name]
场景 4：老客户续约，申请更低 MOQ
Subject: Request for Flexible MOQ for [Product Name] Renewal Order
Hi [Seller Name],Hope you are doing well! We have been purchasing [Product Name] from your company for 2 years, and we are very satisfied with the product quality and delivery speed.
For the new order, due to the current market adjustment, our required quantity for this batch is 600pcs (lower than the usual MOQ of 1000pcs). Could you please offer a flexible MOQ for our long-term cooperation? We guarantee that the annual order volume will not be less than 3000pcs as before.
Thank you for your understanding and support.
Best regards,[Your Name][Your Company Name]
二、卖家视角：MOQ 回应话术模板（3 类场景）
场景 1：同意降低 MOQ（支持试单）
Subject: Re: Your Request for Reduced MOQ of [Product Name]
Dear [Buyer Name],Thank you for your inquiry. We appreciate your interest in our products and understand your need for a trial order.
After internal discussion, we agree to reduce the MOQ of [Product Name] Model [XXX] to 500pcs (from the original 1000pcs) as a gesture of our cooperation sincerity. The quotation for 500pcs is as follows:
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Unit Price: $XX/pc (FOB [Port]) (a 3% increase compared to bulk order price) -
Delivery Time: 25 days after receiving the deposit -
Payment Term: 30% T/T deposit, balance against B/L copy
If you place a bulk order of ≥1000pcs within 3 months after the trial order, we will refund the 3% price difference to you. Attached is the updated quotation for your reference.
Please confirm if this meets your expectations. We look forward to starting our cooperation.
Sincerely,[Your Name][Your Company Name]
场景 2：无法降低 MOQ，协商替代方案
Subject: Re: Your Inquiry About MOQ of [Product Name]
Dear [Buyer Name],Thank you for your interest in our [Product Name]. We regret to inform you that we cannot reduce the MOQ of 1000pcs for this model, as the production involves fixed costs such as mold setup and material preparation—smaller quantities would make it difficult to maintain the product quality and reasonable pricing.
To support your business, we offer two alternative solutions:
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Combine with other models: You can mix this model with our other hot-selling products (e.g., Model X, Model Y) to reach the total MOQ of 1000pcs. -
Reserve inventory: We can produce 1000pcs and ship 500pcs first, with the remaining 500pcs stored in our warehouse for 3 months (free of charge). You can inform us to ship the rest when needed.
We hope these solutions meet your needs. Please let us know your thoughts.
Best regards,[Your Name][Your Company Name]
场景 3：婉拒降低 MOQ，强调原因 + 长期福利
Subject: Re: Your Request for Reduced MOQ for [Product Name]
Dear [Buyer Name],Thank you for sharing your order plan. We fully understand your desire to start with a smaller quantity, but we have to stick to the MOQ of 1000pcs for [Product Name] Model [XXX]—here is the detailed reason:
This product uses customized components, and the supplier requires a minimum purchase quantity of 1000 sets for the components. In addition, the mold setup cost for production is relatively high, and the MOQ is set to ensure that we can provide you with high-quality products at a competitive price.
As a token of our willingness to cooperate, we offer the following benefits for your order:
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Free custom packaging with your logo (valued at $XXX); -
Extend the warranty period from 12 months to 18 months; -
Provide a 5% discount on your next order (valid for 6 months).
We hope you can understand our production constraints. If you have any other questions or need to adjust the order plan, please feel free to contact us.
Kind regards,[Your Name][Your Company Name]
三、MOQ 沟通核心词汇 & 短语（中英对照）
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最小起订量：Minimum Order Quantity (MOQ) -
试单：Trial Order -
批量订单：Bulk Order -
组合订单：Combined Order / Mixed Order -
降低 MOQ：Reduce the MOQ / Lower the MOQ -
破例：Make an exception -
模具 setup 费：Mold Setup Cost -
分摊成本：Share the cost / Cover the cost -
库存预留：Reserve inventory -
长期合作：Long-term cooperation
四、沟通技巧（提升成功率）
买家技巧
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说明 “降低 MOQ 的原因”（如试单、市场测试），让卖家感受到合作诚意； -
主动提出 “让步条件”（如接受高价、承诺后续批量订单），降低卖家顾虑； -
老客户强调 “历史合作记录”，增加谈判筹码。
卖家技巧
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拒绝时 “说明具体原因”（如组件采购限制、模具成本），避免客户觉得 “故意刁难”； -
提供 “替代方案”，体现合作意愿，而非直接拒绝； -
试单定价时 “小幅上浮”（3%-5%），平衡成本与客户需求。