一样是同行，报价几近相同，Jobs are the same and the quotations are almost the same, 为什么结果却大不一样？Why are the results different? 有人欢喜，有人愁……Some are happy while some are sad... 自认为报价单做得不错，Someone think that their quotation is good, 买家却不一定这样想哦！But buyers may not think so! 外贸客户：Customers:作为采购代理和买家，对我来说，一个好的报价就是包含所有相关信息！一份好的报价可以使我在最短的时间内，在合理的价格范围内找到一个可靠的供应商。 As a purchasing agent and buyer, for me, a good quotation is to include all relevant information! A good one allows me to find a reliable supplier in the shortest time and within a reasonable price range. 他拍档分析：Analysis from his partner:一定要将客户咨询的全部内容都告知，不可遗漏，若让客户一一询问，那对你的印象就大打折扣了！若有客户联系方式，可事先从多方面了解客户情况，主要从客户的产品经营范围或销售方式，即是否批发/零购/邮购，国家地区、买家的购买能力及习惯等等，然后针对性和实际性地报价，即“个性报价”。 Be sure to inform the customer of all the contents of consultation without missing. If you let the customer ask you one by one, the impression on you will be bad! If you have customer’s contact information, you can know the customer's situation from various aspects in advance, mainly from the customer's product business scope or sales method. That is to say, whether it is wholesale, zero purchase or mail order, country region, buyer's purchasing ability and habits and so on. After that, you can quote properly and practically, that is to say, "Unique quotation". 外贸客户：Customers:我倾向于会选择这样一个供应商：他的价格比同行高出几个百分点，但报价单的内容很完整，包括：离岸价（重中之重）、装运港（我经常性收到没有装运地的 FOB 报价单。对于身在欧洲的我来说，FOB 上海的价格远高于 FOB 厦门的价格，因为海运费用是不同的）。 I tend to choose such a supplier: his price is a few percentage points higher than his peers, but the content of the quotation is complete, including: FOB (the prior), port of shipment (I often receive quotation with no FOB of the shipment place. For me in Europe, the price of FOB Shanghai is much higher than that of FOB Xiamen because shipping costs are different). 他拍档分析：Analysis from his partner:外贸人切记！对于外国人来说，一份完整的报价单一定要含有FOB价格以及海港标记。对于客户来说，选择以FOB价成交，在运费和保险费波动不稳的市场条件下有利于自己，商业风险相对较小。外国人是很在乎每个细节，而且认为这些细节都是必须具备的，你的报价越详细越容易被采纳，否则会让外国人觉得你是个“不专业”的外贸人，根本不懂这个行业。 Foreign trade people must remember that, for foreigners, a complete quotation must contain the FOB price and the harbor mark. For customers, choosing to trade at FOB price will benefit themselves in the market conditions where freight and insurance premiums are unstable, and business risks are relatively small. Foreigners care about every detail very much, and think that these details are necessary. The more detailed your quotation is, the more easily it is to be adopted. Otherwise, foreigners will feel that you are an "unprofessional" foreign trader who knows little about the industry. 外贸客户：Customers:到目前为止，没有一家中国供应商能够准时到货： 90% 的订单延迟，10% 提前。 So far, no Chinese supplier has sent goods on time: 90% of orders are delayed and 10% are advanced. 他拍档分析：Analysis from his partner:外贸人除了要关注价格和质量，也要真正足够地重视交货期。因为大多数外国客户的时间观念非常强！虽然嘴上从来不说，却会把你的交货时间记清楚，若没按时交货，他们极有可能另谋高就。 In addition to paying attention to price and quality, foreign traders must really pay enough attention to delivery time. Because most foreign customers have a very strong time concept! Although they never say it directly to you, they will still remember your delivery time. If you don't deliver goods on time, they are very likely to find another company to cooperate with. 外贸客户：Customers:付款条件必须是经过讨论达成一致的。 Payment terms must be agreed upon through discussion. 他拍档分析：Analysis from his partner:很多的外贸人由于付款方式没有协商好而导致丢失了客户。所以在谈判期间，一定要跟客户清晰明确地协商好如何收付款。可根据客户国籍、信誉、规模实力及合作程度等方面考虑，分配不同的比例来决定付款方式。 Many foreign traders have lost customers because they have not negotiated payment methods well. Therefore, during the negotiation, it is necessary to clearly negotiate with the customer about the ways of paying. Customers ' nationalities, reputation, scale strength, cooperation level, and different proportions decide different payment methods.