一位曾經(jīng)駐某國領(lǐng)事館的工作人員T，退休后回到國內(nèi)當(dāng)?shù)啬硞€學(xué)校當(dāng)了英語老師。他有時候會收到以前客戶關(guān)于不同產(chǎn)品的詢價，但由于在學(xué)校里負(fù)責(zé)學(xué)生教學(xué)工作任務(wù)比較重，沒有時間處理相關(guān)的報價內(nèi)容。
作為中間商，他找到的供應(yīng)商大多都不會英語，我是他為數(shù)不多的供應(yīng)商中會英語的，所以有時候有些其他供應(yīng)商的報價T會發(fā)來讓我翻譯。
經(jīng)過幾次，我發(fā)現(xiàn)他們的原報價表都非常簡單，就是圖片、尺寸、價格、數(shù)量這幾個信息。T怕增加我的工作量一般都會說按照原來的表格直接翻譯就行，不需要添加其他內(nèi)容。
但其實作為專業(yè)的外貿(mào)業(yè)務(wù)員，報價表是一定要重視的，因為它是你向客戶展示你是否專業(yè)的一面鏡子，而且報價表做得好，能為客戶減少很多工作量，甚至成為客戶是否選擇你的重要條件。
一位專業(yè)的國際買手曾經(jīng)對報價單提出過以下6點喜好：
As a sourcing agent and buyer I can tell you what a good quotation for me : it includes all relevant information! My job is to find a reliable supplier at a reasonable price in the shortest time possible.
It is very possible that I will choose a supplier whose price is a few percent higher but the quoation is complete. That means, it includes: FOB price with seaport marked!( I often get FOB quotes without location. Obviously for me in Europe a FOB Shanghai price is higher than a FOB Xiamen Price, since shipping rates are different).
Delivery time (So far no Chinese supplier was able to keep the promised delivery time for my projects-90% delay, 10% early)
Packing Unit(Carton details), Carton weight, size, volume, content, material. It is very important! Usually this point is simply left out by suppliers. But I and most full-time buyers have just simply no time to beg for any details separately! If a quotation misses this. I simply delete it. I have no time to ask for these points, but I can only calculate my shipping cost with this info.
Payment conditions must be exactly discussed.
I hope suppliers will consider these points in the future. If you include all relevant information, you can really help your partner in her/his decision. And for the supplier, it is job done once, you needn't work out each detail separately.
他提到一份合格的好的報價應(yīng)該包括所有詳細(xì)信息，其中有價格，這個價格可以是EXW, FOB SHENZHEN/SHANGHAI/XIAMEN(這里一定要帶上裝運港的城市名稱，以便客戶查運費)CIF等；交貨期，或者說是到貨期一定要做到準(zhǔn)時，他表示只有10%的供應(yīng)商能做到提前交貨的，這點在跟客戶洽談的時候就要思考好如何回答；產(chǎn)品的包裝信息，根據(jù)不同產(chǎn)品有固定的比如像紙箱包裝的體積重量，材質(zhì)這些，像我們產(chǎn)品不規(guī)則的，在做報價的時候我也會給客戶估算一個大概的體積和重量，以便客戶去核實運費；還有付款條件，也要在報價單里清楚明了地標(biāo)明，因為客戶有可能同時讓幾家供應(yīng)商做報價，他自己也無法記得與你討論的細(xì)節(jié)。
他最后做出選擇也許就是根據(jù)你提供的報價表來，所以做外貿(mào)的我們一定要重視報價單這個細(xì)節(jié)。
更多外貿(mào)干貨知識，請關(guān)注微信公眾號：外貿(mào)原力
