外销员

那么采用什么方法呢？那就是到付，并根据具体情况，适当收取样品费。下面是我刚做外贸不久的时候和一个客户有关寄样问题实际来往信件。里面有不少小错误，但是我故意不作修改，以确保原汁原味，供大家阅读参考：

Dear James,We’ve met in Canton fair for 97th. I am interested in to import some of your products.However I need to have some samples for reevaulate the fabrics and to get the right prices on the custom taxes. If you can send me the fabrics which are listed below i will really appreciate it. Thank you in advance,Svs Tekstil,Serdar SevincPs: Unfortunately i haven’t got all the code numbers for the products, so i will just write the type of the fabrics. Also you should have my business card, but incase my address is at the bottom of the page.Fabrics:Embroidery Voile Code # TX-1 P Polyester P Nylon Embroidered Organza Code # MSN 18-1 If its possible in different colorsP Polyester P Naylon Embroidered Organza Code # MSN-15If it is possible in different colors0 Polyester Embroidery Voile Code # TX-6It is very important for me to see the colors of organza which has different color yarn. For example, black yarn to red, or black yarn to blue, or black yarn to yellow.My address is;SVS TekstilYeni Yalova Yolu BUTTIM Is MerkeziA Blok Kat 4 No: 1040 Osmangazi Bursa / Turkey

Dear TekstilThanks for your Email. Sample is no problem, I’ll prepare for you soon. But my company does business in this way with new clients, we give sample free, but you pay the express fee. if we started business, we would pay all the fee our side. So please let me know your Account of express company like DHL, TNT, USP.Your prompt reply is appreciated!Yours sincerelyJames.

Dear James,I am sorry that it took me so long to reply, that because ı was out of town for couple days. I will wire the money to your account by Monday. I don’t remember if ı mentioned but ı also need the sample of embroidery taffeta. It is very important. Also ı am expecting the good price list. Talk to you soon.Sincerely Yours,SVS TekstilSerdar Sevınc

Dear James,Today I went to the bank to wire the money to your account, however i end up not doing it. That’s because it costs me $48 to wire $35 to China. For this time i am going to ask you to pay for the shipment. It is very important for me to receive the samples by the end of this month. Please reply to my request as soon as possible. Thank you in advance,Svs Tekstil,Serdar Sevinc

Dear James,As ı need the samples by the end of this month, I am going to figure out a way for you to send ıt to me. Please make the fabric samples ready. Most probably I will open an express account or ı can use western union. Please inform me about western Union and I wire the money. This way ı don’t need to pay extra money.Thank you in advance,Svs TekstılSerdar Sevınc

Dear Tekstil:Thanks for your cooperation, everything is ready, Waiting for your account number. But for the matter of Embroidery Taffeta, it’s not our business. We don’t have the sample sorry, but if you’re interested in it very much, I can introduce one factory to you. But I have no responsibility for this factory’s credit. Because I’m not familiar too much to this factory, and just for our friendship, provide you information you need. Yours sincerelyJames

Dear James,I am sorry ıt took me a little while to write you back. I will give you my cousins TNT account number. I hope you guys have TNT in China. It ıs the same thing like FedEx or UPS. All you need to do is give the account number and you don’t have to pay for the shipment. It is going to be charged to our account. TNT account Information:Ales BrodeAccount number *********I hope to hear from you soon.Svs Tekstıl,Serdar Sevınc

Dear Tekstıl:Thanks for your reply anyway, the sample will ship today, and you’ll receive 2,3 days later. I hope it’s not delayed.I also hope our business can be started soon, and look forward to meeting you in Shaoxing some time.Yours sincerelyJames.

真正的客户是不会在乎点寄样费的，在乎寄样费的客户一般不会是什么好客户，甚至往往根本就不是什么客户。通过客户愿不愿意付样品费和运费，我们还可以判断这个客户的诚意度。这是一举两得的事，何乐而不为呢？不过有时候一些真客户，有可能也会拿这套理论反过来往我们自己身上套，所以具体情况要具体对待。一般样品超过50人民币，我甚至向客户要求收样品费的。有个客户，光从样品费我就赚了他800元钱，生意还没有做起来，钱已经赚起来了。样品费和运费只要能收，尽量是要向客户收，这是肯定没错的。但是也往往会碰到些“吝啬”的真客户。那么可以和他谈你提供样品，他付运费——如果运费比较便宜那就反一反。再不行，那就说由客户先付一下所需全部或部分费用，等下单了一并退还。如果这样都谈不成，这个客户，要么极其特殊，要么居心叵测。具体怎么对待，大家心里应该清楚的很吧。

那么在展会上我们碰到了寄样的问题，怎么和客户谈呢？就像我前面一直在说的那个被我拉进来的那个土耳其客户，一开始就留了张名片，愁眉苦脸地说时间不多，马上要走，让我以后再和他联系，寄样。在我的劝说之下，他就挨个的挑样品了，花了个把小时，结果挑了200多个品种。这下轮到我犯愁了。这么多样品，寄一下得多少钱！起码好几千！碰到寄样问题，下面这段话马上就可以派上用场了： I’ll prepare samples and send to you. But our practice is we burden the cost of the samples, and you pay for the freight, that means we only send sample by freight collect if you don’t need too many samples. If you need too many samples like now, hundreds of designs, you have to pay for the cost of samples too. This is just for you to take good use of our samples.

当然客户没有那么痛快：

This is not acceptable, I only accept freight collect, I have to spend lot of money to get order. Factory should provide us with free samples, I only need small cutting.

谈寄样时，还要注意一个问题，样品的大小——The size of samples. 对客户而言，样品一般当然越大越好，但是越大就越贵。所以不管是谁付这个钱，这个问题一定也要和客户谈清楚。

Let me find a way out, how about I make the sample as small as possible, like a booklet, but contain one design at least, since you need too many samples, you give me money of the cost of the sample first, after giving me order, I’ll return it to you, ok?

最终我和这个客户谈妥的结果是：当场给我500人民币作为样品费，并且是到付。后来了解到，到付客户付了600美元。一般到付的价格要收全价，而寄方付钱是有打折的，6.5折左右。所以如果样品比较多地话，从为客户着想的角度出发，也可以建议让客户把运费也预付给你。

Because if sent by freight collect, charges more than paid by sender, I advise you give me the freight now too, you can save a lot of money because we can get 35% discount actually.

邀请客户

客户问了价格，谈了样品之后，很多人在展会上，到这一步觉得好像都谈完了，除了bye-bye没什么好说的了。但实际上很可能就因为你这个bye-bye，真的就和他这么bye-bye了。我前面已经强调过，广交会当场下单的新客户是极少的。但是真的马上要下单，一般会要求去看工厂，做进一步了解，进一步深谈。如果他没有对你公司有特别的意向，他不会主动提出来要去看工厂的。有可能在前面的表现上，代表公司的你失了分，那现在当然得趁这最后的机会来得分。所以首先我们要摸清客户的情况。What’s your plan after the fair? 大部分的客户肯定说是马上回国的。如果他说准备到哪里哪里拜访工厂，那就有戏了，他十有八九有单子要下！不过你别高兴，不准备下你那里。如果要下给你，他就会问你工厂在那里，并通知你他要来拜访工厂。可不管他怎么回答，我们应该马上邀请一下：I advice you visit our factory after the fair, so we have more time to select samples, and we can sit and talk over coffee.　并且问清他的日程安排，弄清他没有把你列为重点的原因，根据具体原因对症下药，展会回去后，尽一切可能，提供最好的服务，争取最好的价格，尽量把他拉过来。

展后工作

展览会结束后，马上把所有客户理一理，因为在名片上都有记号，很容易知道哪些客户比较重要。第一优先的是要在最早的时间内把准备来访问工厂和有可能拉过来的客户一一联系好。积极及时勤快主动的业务员，是客户最为

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