相信大家学习过很多的邮件模板类文章，包括开发信以及询盘回复、客户不回复等这类干货内容，包括我之前也分享过这类主题的内容，相信大家都已经有所掌握。今天，aman给大家总结了两个也同样重要的邮件版块，就是报价和谈价两个部分，希望对大家有所助益。
范围报价
什么时候用范围报价?
a.很多时候客户一封邮件过来就问产品报价，可是你对客户的具体需求、数
量等并不了解直接报价过去很冒失也显得不专业，这个时候可以直接先跟客
报一个范围价,再跟客户确认其具体需、订量。
好处:
a这样一来竟回答客户的问题，二来也可以自然过渡你想要确认的东西
b有些客户你跟他确认具体需求时客户就不是很配合一直盯着价格问，这时
候也可以先发一个范围报价过去。
客户询盘：
Hi, What is the price?
Ths
Jim
回盘:
Hello Jim,
Tks a lot for interesting in our silicone.
Here is price range for your reference—
Condensation silicone: 6. 28-12.88$/kg
Addition cured Silicone: 9.88-19.88$/kg
Dear Jim, as we have thousands kinds silicone for different application, in order to recommend you the best suitable one, may I confirm some information with you as follows—
1. XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX
2. XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX
3.XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX
As soon as confirm some information above, more details products specification as well quotation, shipment will be sent for your reference.
Waiting for reply soon
Ths &B.R
aman
精准报价
一个完整的报价组成要素：
1．贸易商术语
2．价格
3．数量
4．付款方式
5．包装方式
6．运输方式
7．交期
9．报价有效期
10．汇率
附加：
1.海关编码
2.产品保质期
3.MOQ
Hi Jack,
Below is our best price for rtv-123
EXW xx$/kg basic on your qty=3000kg
Exchange Rate: 6.3(1USD=6.3RMB)
Package: 25kgs/drum, vacuumed packing
Expiring Time: 12 months storing in a dry & cool place under 25 Celsius degree.
Shipping Terms: By Sea.
Payment Terms: T/T 100% in advance
Delivery Time: Within 5 days after obtaining your bank receipt against the payment.
Price Validity: Within 20 days.
HS code: 39100000
Abt the shipping cost may I know your destination seaport pls? So that we can consult it for your reference.
TKS &B.R
aman
Warm Tips:
精准报价最好做成表格的形式一目了然；同时也非常直观的可以看出不同数量区间的价格对比。
Hi Jac,
Belowing is our best price, pls check it.
[sheet]
Exchange Rate: 6. 3(1USD=6. 3RMB)
Package: 25kgs/drum, vacuumed packing
Expiring Time: 12 months storing in a dry & cool place under 25 Celsius degree.
Shipping Terms: By Sea.
Payment Terms: T/T 100%in advance.
Delivery Time: Within 5 days after obtaining your bank receipt against the payment.
Price Validity: Within 20 days.
HS code: 39100000
Abt the shipping cost, may I know your destination seaports pls? So that we can consult it your reference.
Tks &B.R
aman
报价单式报价
Dear Alexandre,
Tks for your inquiry from Alibaba, I'm glad that you are interested in our Muti-function Bluetooth keyfinder.
Congratulation on you to find the right supplier, we are a leading professional manufacture of electronic gadgets in China, and this keyfinder is our best seller in 2015.
Currently we have two designs, the mainly function is anti-lost, remote shutter, recording voice, location mapping.
1. CV-F12 can be used to track multiple device with single app, which can be workable for Android and Apple System with 3 diffrent languages—Chinese, English, and Spain.
2. CV-F10 is a simple bluetooth finder which use to track device one by one.
Attached is our price list, pls check &confirm it. which one do you like?
Walting for your reply soon.
Tks &B.R
aman
Price lisa
成本报价
1、什么时候用成本报价法?
国际图易中成本报价法一般还是用的比较少的，一般是针对中东、印度等这些经常压价压得特别离谱的国家，或是谈价谈到最后客户还是坚持目标价没有任何让步的余地，用成本报价法是能清楚明了的让客户知道你所报价的合理性。
[sheet]
Dear Kim,
Attached is Cost Quotation, pls check it.
To be honest, we are keen to win this order, however, we have no margin to reduce this price again, and it's really a pretty reasonable price basic on such nice quality. And we can't debase our quality and profit to achieve your target price, sorry!
Surely, as a good friend, personally i don’t want to make you disappointed.
So, i have two proposal for you—
1.
2.
Pls advise your idea abt it, tks in advance!
Sincerely &B.R
aman
[sheet]
2、成本报价法注意事项
1.不要客户一询价就给成本报价
2.成本报价不要随便用,特别是此产品是你们公司的某种专利产品或技术机密的产品
3.工程造价的项目产品可以用
4成本报价不用把所有价格组成项目罗列的十分清楚,只需要一个大概的组成部分即可,以避免被竞争对手获取而造成不必要的麻烦
重心转移式谈价
Warm Tips:
此模板可用于有些客户一直拿着其他家价格来压价,在此之前却没有测试和实际了解你们产品之前，可以先从侧面先转移客户重心，让客户先测试样品，再来谈价。
Hi Janson,
We firmly believe you can get better price from others.
However, what you request price we really don't know how to go head.
Let me show you something different between our company and xxxx company.
1.Firstly: Quality Assrance
Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
2.Secondly: The third party certification
Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
3.Thirdly: International office to support you fast after-sales service
Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
4.Fourthly: photos show you the truth
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx , pls check the attachments.
Dear Janson, we believe that you will be very happy to cooperate with such a company who can take more responsibility, better quality assurance and more convenient service, right?
Last, but most important for you. If you can order 8tons in a time, we can give you an absolutely attractive price and competitive quality. So, could you test our sample at first? so that you can check which one is really better for you, how’s your idea?
Sincerely
aman
价值主导型谈价模板
Warm Tips:
强调价值，谈价值而不是一味的跟客户谈价格，说你的质量好、服务好，具
体化，量化，细化！
Dear Alice,
Tks for kindly to copy Tom’s email to me. Yes, it's not your mistyping. And this is really the best BCD Silicone can support you even without any profit.
coz, they want to win a new opportunity.
But we don’t think it's a long time business relations, no one can do business without any profit forever, for the first or two times that is ok. And stands on this eyes, it's easy to find we really give you our best support.
And yes, this is the truth at moment, comparing to BCD and EFG, our RTV-123 seems the highest price at moment. But my friend, Dear Alice, when you buy a product, the most important for you it's to get its value not just a price, right?
Here, I can make example for you—
BCD Silicone: 20. 12$/kg---> 1500 copy times
EFG Silicone: 20. 25$/kg---> 1200 copy times
ABC Silicone: 20.98$/kg---> 2000 copy times
That mean, if you want to get 6000 copy times, you will take--
80.48$ for 4kg BCD Silicone;
101. 255 for 5kg EFG Silicone;
62.94s for 3kg ABC Silicone;
May we know which one is really cheaper for you?
Further more. below is our unquie advantages:
1)
2)
3)
Dear Alice, you are such wise business man and strong& professional in silicone filed. We think the most important for you is to buy a reassurance &stable quality, especially for chemical products, right?
And I trust you will chose the most suitable &valuable silicone for your market, yeah?
Pls post your idea, tks!
间接让步式谈价模板
Warm Tips:
此谈价法，是本身价格已经无法再降，为了保证长远利益，也为了第一次合作，则可从运费或付款方式上做让步;但是价格坚定立场。
1.有条件的让步
2.从运费或付款方式上让步
Dear Jim,
Yes, FOB Shenzhen 20$/kg is really our bottom price, as nothing is much more important than the practical values that our products can bring your market. Yes? If we could not cooperate just because of the price, we think it is really a big pity for both of us for the long term business relationship.
For us---we will lose a potential &valuable customer.
For you-- you will lose a stable and believable supplier.
As we both of us pay a lot of time and energy to reach the cooperation. So, shall we make a compromise to start the first cooperation?
If you can enlarge your qty from 800kg to 1000kg, we can bear 100$ for the shipping cost and support you this payment terms 50% T/T in advance and the balance against the B/L copy at sight. How’s your idea?
Waiting for your comments soon.
Tks &B.R
aman
直接让步式谈价模板
让步式谈价核心点:
1有理有据
2不卑不亢，友好和谐
3.同时也可留给客户一点紧迫感，促进双方合作步伐
Dear Gehard,
Good Afternoon &Thanks very much for your call in the morning!
Regarding to your worries on the costings, we sincerely understand your position on this tough point. With our communications via phone calls & emails, especially your visit to our factory, I think you and our company are already very good friends. Personally speaking, I do not want to make my customers feel disappointed. As to make a friendly start on our long-term co-op, we'd be happy to reach a compromise on the price for our last further step on negotiation---
FOB Shenzhen xxx USD/KG basic your qty=5tons
Package:
Expiring Time:
Delivery Time:
Validity: 15 days
Currently Exchange Rate:
Dear Gehard, pls kindly believe that the price is really our bottom breaking price.
As you know, we have to protect every customer's interest and meanwhile to avoid the vicious price wars, each company has to fix a local price rule on the products for every single target market, including ours, Yes?
Pls sincerely understand our tough position.
Furthermore, a decision from our board of directors will soonly come into being. Due to the continuous increase on our Chinese Currency, we are going to re-adjust on our dollar-denominated price in the coming December, 2014. Pls kindly be noted. Thank you!
Dear Gehard, Wishing our friendly business talk this time will lead us to final co-op.
However, if bottom price still can't acceptable at your side, and you can find some other suppliers who can offer you cheaper price but satisfactory quality, pls just feel free to let us know. We will also be happy for you, even though it would be a pity for us both sides. As we can be good friends, and we are already good friends since our last friendly meet in our factory, right?
Pls advise your idea. Thanks!
Sincerely
aman
折中法谈价模版
折中法谈价：
1.用客户目标价+我司报价/2
2从视觉和理性的角度给客户一个折中的让步感觉
Dear Gary,
Good afternoon & Thanks veny wk tor your call in the morning!
Regarding to your worries on the costings, we sincerely understand your position on this tough point. With our communications via phone calls & emails, especially your visit to our factory, I think you and our company are already very good friends. Personally speaking, I do not want to make my customers feel dispointed. As to make a friendly start on our long-term co-op, I have try my best effort to apply my company to reach a compromise on the price for our last further step on negotiation—
Since your target price is 20. 28$/kg, while 20.88$ is our best price, right?
(20.18+20.88)$/2=20.53$/kg
So, 20,53$/kg will be the reasonable price to show both side's sincerity for the cooperation.
Pls post your idea. tks in advance!
Tks &B.R
aman
二选一式谈价模板
Warm Tips:
当谈价几个来回之后客户依然坚持，为打破这种僵局可采用多从组合或二选一的方式来促进订单进展。
Dear Sherif,
We totally believe that you can find cheaper price from China, as there are really some new companies showing up. Meanwhile, as for the increasing cost of raw material and labor, and the decreasing exchange currency rate, the rise of the price is a tendency. It means the best quality would need the highest-quality labor, the best equipment and raw material.
And also we definitely believe you would agree that there is no cheap pricing for best product, since there is no deal if there is no profit, right? Just like Dow-corning silicone, who is the famous brand with good reputation & high price in the world, but it's also a perfect quality.
Dear Sherif,
1. As we know your month consumption is 2T/month, right? So, if you can increase the trail order from 1.5T to 2T;
we can support CIF Manila xxx $/kg to start our first cooperation and support you as the experiential marketing, so that you can have enough samples &time to test it.
2.If you stick to YY$/kg, we have another kinds product can meet your requirements, just color and duplication times will be little lower than the first one.
Pls post your idea, tks in advance!
Tks & B.R
aman
客户鉴证式谈价模板
Warm Tips:
1所鉴证客户一定是要不在同一个市场同时跨区域很远
2所鉴证客户最好把客户抬头信息隐藏起来
3.此客户如有签协议是不能用来做客户鉴证的
Hello, Dear Jim,
Honestly, this price is really very reasonable basic on this nice quality silicone. Since you know high quality products need high quality material, advanced equipment, hi-tech talents technical, excellent workers etc. This is why we become more and more popular in the market.
Attached is the Pl &bank receipt from one of our customer who is the 2nd big distributor in USA and he always order from us 8tons/month as the same silicone you wanted. It's easy for you to find which FOB Price is 20$/kg. We know Asia is different from USA market, and you need a better price that customer can accept it.
Jim, my dear friend, our profit is really very low based on your quality, now if you cut 1$/kg, we will no any profit and it will be rejected by our financial dept. coz, it seems no meaning to accept this order, which not only makes our workers tired but occupy capital. If we force ourselves to accept this order, we may have to bring down the quality to average our cost.
So, Dear Jim, 19.58$/kg is already our best price, pls kindly evaluate our price again.
Tks & B.R
aman
借力/换身份谈价模板
Warm Tips：
学会借力,以经理身份跟客户谈价,告诉客户你们最后能给的价格,同时给出一点小技巧让客户尽快确认订单。
Dear Stefan,
Good morning!
This is aman, Ms jesse's manager from ABC Silicone Co, Ltd.
Thanks very much for your kind support to our company and our work!
We feel greatly honored to have the chance to offer you service on RTV-2 Silicone Rubber Material.
Thanks for your good news on the sample test. Nothing is much more important than the practical values that our products can bring your market, right?
Regarding to the Quotation Record Jesse discussed with you on last week—
EXW 20.18xx $/kg basic on your qty=3tons
To be frank, Jesse already did her best to support you. Since the 3rd plenary session of the 18th of Chinese CCP just finished, and there are a very important new policy for us. In order to keep Chinese silicone supply of essential, government will restrict silicone and its export amount from next year. So all export tax rebating os silicone will be canceled. Thus, all the price of silicone raw material will go up on Jan of 2014. In order to survive, we also have no choice to adjust the price from 1st of Jan, 2014, and I think you can find a large scale suppliers relative silicone filed increasing his price under this policy, pls kindly noted.（虚实结合给客户紧迫感）
We know your big holiday Xmas is at hand, so, time is urgently for both of us to confirm this order. Here, as a sales manager, I don’t want to discuss more abt this price with you. EXW 19. 08usd/kg is the bottom price I can give you directly If you can order before23 rd December(有条件的让步)
Pls post your idea, tks in advance!
Warm Tips:
对于一些大客户，一直谈价的，可以总经理的身份、以公司名义给业务员的邮件，制造一种我们内部沟通的假象。让客户相信这个价格真的是最低价，有一种赚到的感觉、一种贏的感觉。
Translation in English
From:”总经办nfo@XXXXX.com”
To: “aman
CC: "Sophie<sophie@xxxx.com”
Sent: “2024010-0211:59:34”
Subject: About the price offer to xxxxx LIMITED
aman
Good morning!
I was heard that you have won the No. 1 Sales team on last month.
Congratulation!
Abt your application of special price to support Sophie's 3A customer xxxxx LIMITED.
I know as a sales manager, you always want to try the best support for your team’s work.
However, it's hard for me to accept this special price even I’m the General Manager.
After much cogitation of all the changeable cost, pls offer XXXXXX LIMITED YY$/KG based on 6 tons. Although it's still a bit far away his target price, but this is best efforts even for 10 tons. (为避免后面客户再次谈价做铺垫)
And explain to Mr. Steven, what we could do better in future is to provide them better quality, better service and more excellent technical supports.
I will close this case for another important meeting with Sam in USA. (给客户紧迫感)
Last,, pls send my best regards to Steven and XXXXXXX LIMITED
Mr. Cheng
General Manager
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