“As a sourcing agent and buyer I can tell you what a good quotation is 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 quotation 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)
保证到货时间(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)。
“Package 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!
“I hope suppliers will consider these points in the future. If you include all relevant information, you can really help your partner in his/her decision. And for the supplier, it is a job done once, you needn’t work out each detail separately.
序号（No.）、货号（Item No.）、型号（Type）、产品名称（Product’sName）、产品图片（Photo） 、产品描述（Description）、原材料（Materials）、规格（Specification）、尺寸（Size）、长度（Length）、宽度（Width）、高度（Height）、厚度（Thickness）、管径（Tube’s Diameter）、口径（Caliber）、形状（Shape）、外观颜色（Colors）、光源类型（Type of Lamp-house）、光源数量（Nos. of lamp-house）、光源颜色（Colors of lamp-house）。
“Dear Clair, To be candid with you, we have no margin to reduce the pricing again. I understand the price is awful important to win the order, but the quality counts for much more. We couldn’t debase our quality level to achieve your aim.I’m sorry. Having discussed with top management, we decide to proceed with below suggestions： 1. USD5.50/pc, with color box packaging, based on 10,000 pcs quantity. 2. USD5.20/pc, with neutral poly bag packaging, based on 10,000 pcs quantity. 3. 3% special discount will be provided when the quantity is up to 30,000 pcs. Please help to consider and advise which option is better for you. We realize that you have to test your local market and retail price. And we’re pleased to go ahead with a trial order in a small quantity to start our business. Maybe 5,000 to 8,000 pcs is workable for you to make a decision, with no price increase. Kind regards, Kerry Hu 多轮价格谈判后，一旦双方达成协议，就需要对价格进行最终确认。这一步完成后，才可以进展到下一步的订单操作或者产前样准备等。价格的确认是订单谈判的一个关键，必须得到客户的书面同意，拿到一个铁板钉钉的回复，这样才可以避免将来可能发生的纠纷。 最终确定邮件参考：
“Dear Clair, Very glad to hear that you confirmed the price USD5.20/pc. You are no doubt aware of the neutral poly bag packaging. I’m writing today to send you the PI for running this trial order with 7,500 pcs. Please help to check the file with unit price, packaging, carton measurement, delivery time, payment term, and so on. If no additional questions, please help to sign back this PI. As soon as we got your final confirmation, we will do pre-production samples for your evaluation. Best regards, Kerry Hu 如果客户的期望价格已经超出你的底线，并且不愿退让的话，那也没必要非拿这单不可。但要让客户明白你有强烈的合作意向，只是客户开出的价格已超出了你的底线，这样不至于彻底关闭以后的合作可能性。 4.误区 客户会选价格最低的？其实，很多时候，客户会把最低价第一轮就过滤掉，尤其是一些大客户。就像打分，去掉一个最高分，去掉一个最低分。价格太低，很多客户会觉得不可靠，为什么他一家价格比别人低很多？可能是因为质量不佳，或者材料廉价.... 客户询价马上就报价？匆忙报价往往会得到一个不好的结果，所以，客户来要价格，不要马上报过去，而是迅速回邮件，告诉客户，谢谢他的询盘，你们很重视同他的合作，你们的工程部门正在核算成本，你们一定会给他一个最好的价格。为了达到这个目的，能否问他几个问题？了解分析客户需求和痛点，你才能报出最贴合客户内心的产品和价格。 总之，要时刻提醒自己，客户找供应商，不是我们想象的找最高质量的，也不是找最低价格的，而是他认为和他最匹配的。 所以优质的报价是成功拿下订单的第一步，但是报价之后还需要各种方式持续跟进，多方面了解客户情况，同时针对不同客户采用不同的优化方案，才能最终达成订单。希望大家积极做好市场调查分析，做好客户背景分析，无论是营销、报价还是跟进，都应是有针对性，拿捏住客户的需求和痛点。
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