进进商海感悟栏目

    (来源：福步外贸论坛)

    深圳的气候不年夜好，可是我的表情却非常隔朗。经由了将近两个月的时候我终于完成了我的第一单。数量不多，只要24样产物，30件货，9个方，可是如何说也是我的第一个订单。我想把我的做单原历程，履历，总结一同分享给巨匠，希看能给初学者点一下明灯，给老营业员作一作参考。

    首先，我们是一家有收支口权的外贸公司，专营家具出口，家具货值有年夜有小，体积比较年夜。通俗样品单事后便是柜单，利润关于公司来说也是比较客不雅观，可是因为不是工场，既要逃避工场，又要逃避客户，所以偶尔拼柜都要在深圳公司当地举行，非常费事。价钱又无法和工场竞争，可以说是在夹缝糊口生活，由此我们的客户群就已经无法是老中国大概专业买家。俱我统计，我在网上找到的这些客户，80百分连提单，FOB是什么都不晓得的。可是关于总结性的话题来说，我那时做我这个保加利亚客户的时候并不了解这统统，乃至形成了临时的BALANCE危害。无论若何，我先从认识到商量开始讲起吧。

    那时是来自TRADE BIG的一封询盘：很冗长，可是看得出不是套价客户。

    Pls send us your sales and delivery terms as well as catalogues and price lists.
    B.Regards
    We would you like to know other information

    那时，我没有报价，只是把详细的CATALOGUE发了过往，并且询问了一下对方公司的情况（SORRY I HAVE LOST THE MAIL）提出了一些题目例如最小定量，能否能一次买柜。目标市场是那边，可否接受付款体例。并且把网站给他，要他把感快乐喜爱的ITEM NO通知我。那时客户就给我发了封：

    DEAR Mr LAU,

    REFERENCE IS MADE TO YOUR KIND MAIL DTD 16.08.05 WITH ATTACHED PRICE LIST AND SALES TERMS ABOUT YOUR ITEMS.

    WE ARE A TRADING COMPANY, WHOLESALER AND RETAILER OF VARIOUS BATHROOM FURNITURE FOR THE PAST YEARS NOW.

    WE ARE DEALING WITH WHOLESALERS, HARDWARE AND FURNITURE CHAINS AS WELL AS RETAIL SHOPS. WE HAVE OUR OWN DISTRIBUTION NETWORK FOR OUR OFFERED BATHROOM FURNITURE AND ALONGSIDE WITH THAT TWO RETAIL STUDIOS FOR MODERN FURNISHING.

    FOR OUR ENLARGING OF OFFERED ITEMS WE HAVE DIRECTED OUR INTEREST TOWARDS MODERN FURNITURE OF TRENDY AND MODERN DESIGN ON REASONABLE AND COMPETITIVE PRICES. FOR THIS PURPOSE WE ARE LOOKING FOR MANUFACTURERS WHO CAN SUPPLY US WITH SMALL QTY’S AND BIGGER VARIETY OF FURNITURE ON A REGUALR BASIS.

    OUR TWO PORTS OF DISPATCH ARE NINGBO AND GUANGZHOU. WE ARE ALSO LOOKING FOR READY MADE FURNITURE WHICH CAN BE SHIPPED ASAP.

    AFTER WE CHECKED YOUR WEB PAGE HOWEVER WE WILL NEED FULLER INFORMATION ON OFFERED ITEMS BY YOU SUCH AS COLOUR CATALOGUES AND SMALL SAMPLES OF FABRIC.

    WE WOULD ALSO LIKE TO COMMENT ON YOUR MIN. QTY – ONE 20 “FCL. WE DEAL WITH OTHER CHINESE SUPPLIERS BY COMBINING LOADS IN 20 AND 40 “ CONTAINERS. HOWEVER, AS YOUR FURNITURE IS VERY VERSATILE AND YOU HAVE MANY MODELS IT WILL NOT BE POSSIBLE FOR US FOR FIRST TRIAL ORDERS TO IMPORT FULL 20”. IN OUR LONG-TERM PRACTICE WE PREFER TO BUY SMALLER QTY’S MORE FREQUENTLY TO KEEP UP WITH TREND CHANGES.

    ALSO IN FURNITURE LINE WE WILL JUST BE BEGINNING TO OFFER NEW FURNITURE AND WILL REQUIRE AT LEAST ONE FULL YEAR UNTIL WE CAN BE SURE WHICH MODELS ARE SUITABLE ON LOCAL MARKET.

    ALL THE MORE WE HAVE TO TRY OUT YOUR ITEMS FIRST ON LOCAL MARKET AND SEE DEMAND, QUALITY AND COMPETITIVE PRICE.

    RE: PAYMENT TERMS – YOUR OFFERED PMT TERMS ARE THE SAME AS OUR PMT TERMS 30百分 T/T AND 70百分 BALANCE PMT UPON ORIGINAL B/L SO IT IS OK.

    AWAITNG YOUR FAVOURABLE NEWS AND COMMENTS I REMAIN WITH REGARDS

    然后根据我的那封感快乐喜爱的ITEM NO答复

    Dear Joe,

    After I checked your detailed web page we express initial interest for following models. We will need their FOB Guangzhou prices for our perusal and their packing dimensions:

    YD-SB0007      SOFA    
    YD-SB0015      SOFA
    YD-SB011        SOFA
    YD-6101           MODERN CHAIR
    YD-9458           MODERN CHAIR
    HZ-9455           MODERN CHAIR
    YD-9411           MODERN CHAIR
    YD-9451           MODERN CHAIR
    YD-6067          
    YD-6114
    YD-9456
    YD-9457
    YD-6032
    YD-6036
    YD-FS1010       SOFA
    YD-FS0003
    YD-FS1001
    YD-RP0014      IN WHITE COLOUR
    YD-RP0016
    YD-RP0013
    YD-CF004
    YD-CF009
    YD-CF002        DAY BED

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