南美客户特点和亚洲客户具有显著差距

在当下国内很多外贸企业和国外用户沟通过程之中,往往会关注到区域性的产品销售,例如早期阶段有一部分外贸企业主打亚洲市场,就会在一段时间之内主要将亚洲市场作为核心要点,将产品销售在韩国越南等一些国家,而后期阶段在拓展国际市场时才会关注到南美客户等,在这种状态之下需要关注到哪些问题呢?

亚洲客户和南美客户的最大区别在于亚洲客户较为含蓄,因此在对待价格问题方面会注意旁敲侧击,而南美客户则直接料到因此在和南美客户进行深入价格沟通时一定要干净利索,不要拖泥带水,否则失去合作机会的概率是非常高的。

Miss Marie

We have had detailed communication before, and you hope to have more preferential performance in terms of price. In this transaction, our company decided by the board of directors to give you 124 yuan for each screw box of warehouse shelf, 5% discount, 49.5 yuan for each bimetal band saw blade, 3% discount, 17.35 yuan for each fixed pipe and carpentry deck, 2% discount and 7.34% for stainless steel tape. RMB, 1% discount per piece. Charging lithium electric drill is 320 yuan per piece, 3% discount per piece, jade carving raw stone peeled diamond grinding stone is 340 yuan per piece, 6% discount, intelligent turbine flowmeter cooling gas is 340 yuan per piece, 5% discount.

It should be noted that the above preferential policy is that you and our company have purchased 1000 items of communication products in violation of discipline before. If the quantity of each item is less than 1000 yuan, it is difficult for us to give preferential treatment to each other.

Previously, the other party hoped to complete the transaction through online payment. Our company supports third-party payment guarantee and quick payment. PayPal, Money Bookers, Ap, Google checkout, LR, cashrun cashpay and other payment methods can be supported by us. In addition, we also support the bank remittance mode. If you want to complete the settlement through other means, you can divide with our company in detail. Tong, in the course of the sale of this product, the transportation cost of the product is borne by your company. Our company is responsible for the transportation of the product to Dalian Port, uploading and other related costs, and insurance. If there is no objection to the above, you can communicate with us in detail. We will fix the delivery date.

玛丽小姐

此前已经有过详细的沟通,贵方希望在价格方面能有更多优惠表现,本次交易之中我公司经过董事会决议,为贵方所派发的仓库货架螺丝零件盒每件124元,优惠5%。双金属带锯条每件49.5元,优惠3%。固定加水管加木工拼甲板,每件17.35元,优惠2%。不锈钢卷尺7.34元,每件优惠1%。充电锂电钻每件320元,每件优惠3%。玉石雕刻原石去皮金刚砂磨石头每件340元,优惠6%。智能涡轮流量计量器每件340元,优惠5%。

需要注意以上的优惠政策是以之前贵方和我方公司沟通后,预计产品购入1000件为基础,如果在每类产品购入数量上不足1000件的状态之下,我方很难给予对方优惠。

此前贵方希望通过网上支付来完成这笔交易,我公司支持第三方支付担保以及快捷支付等方式,PayPal、MoneyBookers、Ap、Google checkout、LR ,cashrun cashpay等支付方式我方即可支持,此外也支持银行汇款模式等,如贵公司希望通过其他方式来完成结算,可详细和我方公司沟通,在本次产品销售过程中产品的运输费用由贵公司自行承担,我公司在将产品运输到大连港,上船后相关费用以及保险等贵公司要自行负责,如对于如上这些没有异议,贵公司可和我方进行详细沟通,我方会确定发货日期。

在该信函沟通之中该外贸企业关注到了两个要点,首先是“We have had detailed communication before, and you hope to have more preferential price performance.”其次是“It should be noted that the above preferential policy is that you and our company have purchased 1000 items of communication products in violation of discipline before. If the quantity of each item is less than 1000 yuan, it is difficult for us to give preferential treatment to each other.” 为什么该外贸公司会关注到这两个要点呢?之所以该外贸公司会关注到这两个要点是因为南美客户特点所致,南美客户在进行产品购入过程之中对于细节关注的范围面较窄,但是却非常关注产品的价格以及在运输中的形势的特点问题。

而且这一类型的用户往往很多时候会含糊其辞,这对于其后期外贸企业销售产品时非常有利的,很多南美客户习惯于在讲价过程中尽量的压低产品价格,模糊产品购入数量,此前给出但订货数量很高,而后期购入产品的实际数量却较少,而且会向后推脱,对于这一类型的问题,外贸企业一定要关注,因此在沟通来往过程中,一定要让其确定购入的产品数量,敲定之后,再给予其相应的优惠,否则的话后期阶段会在产品销售过程中导致对方企业占据太多的优惠,这对于自身而言是极为不利的,和南美客户进行沟通过程中有很多细节要点和亚洲客户都不尽相同,对于这样的问题,外贸企业工作人员一定要格外留意,只有如此在交易过程中才能够确保达成交易的同时让公司获得较高收益。


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