撰写发盘函要关注到巴基斯坦客户特点

巴基斯坦商家产品询价时,以及在进行产品分析时和欧美用户具有显著区别,这一点在信函往来中都能够体现出来,因此如果企业所销售的产品目标用户为巴基斯坦客户,撰写发盘函时就一定要关注到一些重点问题,相关内容要根据巴基斯坦客户特点进行撰写,这样才能够让对方用户有意愿和外贸企业继续交流下去,只有如此外贸企业才能达成销售产品目的。

一些外贸企业工作人员和巴基斯坦客户接触较少,因此在发盘函撰写中依然按照欧美用户习惯撰写,这种状态下出现问题的可能性是非常高的,例如:

Mr. Abbas:

It's a great honor for your company to keep an eye on our products. You have known about our products in the exhibition before, but our products on display in the exhibition are only a small part. In order to enable you to have a deeper understanding of our products, we now send our products and quotations to you. You.

Stainless steel double-deck insulation bucket 176 yuan, champagne bucket 95 yuan, European Dish Set tableware 460 yuan, gas stove oil cushion 25 yuan, 304 stainless steel fruit anvil 70 yuan, kitchen simple baking equipment 45 yuan, 304 stainless steel frying pan 127 yuan, high-quality steel leachate rack 240 yuan, European high-grade water cup 245 yuan, pedal kitchen garbage bucket 24 yuan a. One.

As mentioned above, the various categories of products are also described in detail in the annex. Each category of products has more than 10 styles of appearance, but there is no difference in sales price. For example, if you can purchase our products, you can get the following two kinds of preferential policies for new users in March-May:

When the total price of purchased products reaches more than 1 million yuan, we will give you a 2% discount. When you first purchased the products, the expenses related to land transportation and sea-land transportation of the batch products will be borne by our company. Your company only needs to receive the goods at the port of receipt at the corresponding time. It is important to note that this preferential measure is made between March and May, and the transportation and other related costs of the corresponding products in subsequent transactions will be borne by you.

阿巴斯先生:

非常荣幸贵公司对我公司所生产的产品抱有持续关注度,此前在展销会中贵公司已经对我方产品进行了了解,不过在展销会中我公司所展出的产品只是很小的一部分,为了能够让贵公司对我公司所生产的产品有更深刻的认知,现将我公司生产的产品以及报价发送给贵方。

不锈钢双层保温桶176元一个,香槟桶95元一个,欧式碗碟套装餐具460元一套,燃气灶防油垫25元一个,304不锈钢水果砧板70元一个,厨房简单烘培设备45元一套,304不锈钢炒锅127元一个,优品钢制沥水架240元一套,欧式高档水杯245元一套,脚踏式带盖厨房垃圾桶24元一个。

如上所提到的各类别产品在附件中也有详尽说明,每一类别产品其外观样式选择都多达10余款以上,而在销售价格方面没有差异,如贵方公司能够购入我方产品,在3~5月份的新用户优惠政策中,贵公司可得到如下两种优惠:

购入产品总价达到100万元以上时给予2%的优惠,贵公司初次购入产品,该批次产品陆路运输以及海陆运输等相关费用皆由我公司承担,贵公司只需在相应时间在收货港口接收货品即可。需要注意,这项优惠举措尽在3月至5月之间,此后交易中相应产品的运输等相关费用要由贵方自行承担。

如果仅仅是在书写格式以及在相关说明方面可以看到,这篇信函中归中举,如果是发给欧美用户没有任何问题,不过以巴基斯坦用户为营销目标时,这种做法显然不妥,在这篇信函中存在两个问题,首先是“As mentioned above, the various categories of products are also described in detail in the annex. Each category of products has more than 10 styles of appearance, but there is no difference in sales price.” 欧美用户在交易达成之前较为粗放,会关注到一项一项细则逐条完成,也就是说在信函往来过程中需要花费较多的时间,后期沟通尤为重要,但是巴基斯坦用户则并非如此,这一类型用户对前期沟通是非常在意的,因此对于产品报价以及样式介绍是极为关注的,所以在信函往来中涉及到产品价格以及样式等问题时一定要详细进行描述。

第二个问题在于“For the first time you have purchased the products, the expenses related to land transportation and sea-land transportation of the batch products are borne by our company. You only need to receive the goods at the port of receipt at the corresponding time.” 巴基斯坦商户通常情况下对于价格都非常敏感,产品运输过程中的相关费用是这一类型用户非常在意的问题,如果还没有达成相关贸易往来关系,沟通中尽量规避这一类型问题,这篇信函中明确标注只有在第一次交易过程中该企业才负责产品运输过程中的相关费用,而在此后的交易中,这一类型费用要由用户自行来承担,这会导致用户心理有抵触情绪,因此达成交易的可能性将降低,所以在信函之中只要提到交易中支持产品运输即可,后期的产品运输费用等相关问题则应在此后交易中另行提出。


声明:该文观点仅代表作者本人,邦阅网系信息发布平台,邦阅网仅提供信息存储空间服务。

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