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我做的一个独家代理单我是一只外贸路老鸟长期潜水

sigi198273：我做的一个独家代理单
我是一只外贸路老鸟，长期潜水，一直关注外贸路学习他人的经验．现在发个贴子介绍下我在做的一个单子，希望能对大家有所帮助．
（出于商业机密，文中姓名及公司略去．）
今年10月我们去广州参加广交会，其间有位中东客人拿了我们的目录回去，但没有留下任何联系方式．11月底的时候客人发来邮件
Dear My Friend

Hope you are doing well.
MANY THANKS FOR YOOUR BEST HELP AND COOP!
BEFORE , YOU HAVE SENT THE SAMPLES, FOR US, DO YOU REMEMBER?

FOR YOUR INFORMATION:
Dear friend,we are a home appliance and kitchen tools trading company.
WE IMPORT THE MANY MANY ITEMS , OF HOME APPLINECS/HOUSE HOLD/KITCHEN TOOLS/KITCEN WARE, WITH ROTEL/HANRY/SUNBEAM/FUMA/universal/THERMADOR. TRADE MARK TO THE IRAN AND DUBAI.
The activity of our company is about the home appliances and kitchen tools.
ALSO, we import kitchen wares.
We import 15 or 17 containers 40 foot HQ of home appliances and kitchen tools, each month to china and Switzerland and other countries.
We would like to establish a firm commercial relation with you.

MY DEAR FRIEND , PLEASE SEND US THE BEST BEST POSSIBLE PRICE FOR THE FOLLOWING LIST(FOR 15CON40HQ)

ART NO:SSAA1500/1800
ART NO:WHM-0750D11
ART NO:AYM-2500
ART NO:AYS-2500S1
ART NO:NJM-2000/2600

OUR PAYMENT: T/T OR L/C ATSIGHT.
ALSO, WE NEED YOUR FULL NEW CATALOGUE OF YOOUR PRODUCTS, SO PLEASE RUSH SEND US THE FULL NEW CATALOGUE TO OUR ADD.

WE ARE LOOKING FORWARD TO HRAEING FROM YOU PROMPT REPLY!
BEST REGARDS
MR.xxx
我们的产品全部是专门针对中东市场自主设计的，市场上没有太多的同类产品，所以客人会比较感兴趣．
在这里我想提醒大家，做外贸选择行业，选择产品，和选择公司是非常重要的．中国市场上充斥着同质化产品，自主设计的产品往往在短时间内会被大量仿照，短时间内一个富有潜力的新产品就会被做砸．一个优秀的公司应该有自己的研发部门，创新能力是企业生存的关键．
我们很多外贸路朋友总是觉得生意很难做，其实很大程度上并不是个人的原因．这和你做的产品，这个行业的发展情况以及公司是否舍得投资有很大关系．外贸新人总是有段艰难的日子要熬过去的．这段时间做单子不是最重要的，重要的是培养自己的基础能力，收集和整合信息的能力以及关注好的行业的职业嗅觉．
做外贸换行业换公司是很正常的．一个外贸人想要成功有良好的运做平台至关重要．
回来谈谈我这客人，这个客人是iran人，通常iran人比较喜欢吹牛，所以我收到客人寻盘的时候脑子里首先要有个清晰的概念．以下是我的回复
Dear Mxxx,

Good day and hope everything goes well!

This is max from xxxxCo.,ltd and I will take your business and assist you.

Thanks for your mail on Nov.16 for establishing business relationship with us and interest in our products.We are really glad to cooperate with you and hope we could make a good start.

I would like to list the price as you requested as follows:

ART NO FOB Shanghai Price
ART NO:SSAA 1500/1800 usdxx/xx
ART NO:WHM-0750D11 usdxx
ART NO:AYM-2500 usdxx
ART NO:AYS-2500S1 usdxx
ART NO:NJM-2000/2600 usdxx/xx

FOR YOUR INFORMATION:

xxxx Co.,ltd are manufacturer focusing on vacuum flask since 1997 .Now we have around 8 years of cooperation with industry giants such as xxxx etc and we have been business

partner with many customers around the world.

The quality of our products is same asthat of industrial giants while we provide customer with unbeatable price.Our R&D department design and launch several new types of products annually to meet the market demand especially for middle east area.Because of those,we have firm relationship with customers and grow in the market together,

We hope to be partner with your esteemed company cordially.

Besides,we will provide you our latested catalogue once it's finished.
Looking forward to hearing from you soon.

Best Regards,
Max Zhang
和客人初次建立联系，以下几点需要关注：
１）产品价格
客人是属于什么市场的，我们的竞争对手是否有同类产品，该产品价格定在哪个价位比较合理
关于产品价格的了解是一个外贸人能否成功的关键．这需要积累和经验的沉淀．大家平时如果没事情做要尽可能想办法了解产品的价格和市场行情．你了解的越多，你成功的可能性越大．
记的我刚开始做销售的时候，我的老板曾告诉我做生意不是关顾着自己卖产品，你需要了解还有谁和你一起在玩这个游戏．
２）客户市场
刚开始接触客人想要了解客户的规模，客人的实际采购量，客人的信誉是不可能的，那是教科书上的说法．但至少应该了解客人是哪个市场的．不同的市场其价格承受力不同，对产品质量的要求也不同．外贸人对市场的了解也是能否成功的关键，同样需要时间积累．
３）建立信心
你需要帮助你的客人了解你的公司，建立起客户对你的信心．话不需要多，到点子上就行．这就需要你必须了解自己公司，知道公司的优势在哪里．
价格，市场．公司的了解是一个外贸人没事做的时候该做的基本功．做外贸是个厚积薄发的过程，平时做个有心人不段积累，做出成绩是自然而然的．