Dear Julia,

　I hope you are doing well.

　My name is Marcelo. I represent R&S Corp., from Buenos Aires, Argentina. We met each other at the Las Vegas’CES, last January. At that time we talked about your products. Actually we are WalMart’s Argentina traders, relating to DVD, DivX, DVD Recorder, Portable DVD and LCD TV. I remembered that during our meeting you informed me about some prices that were suitable for us. So, as this moment, I’d like to know your quotation of prices-FOB China-of the following articles, for WalMart’s Argentina.

　DVD 5.1 full size

　DVD 5.1 1/2 size with display

　DivX 5.1 full size

　DivX 5.1 full size with USB

　This request is for WalMart’s order, which will be around 20000pcs of each article. Please, I’ll appreciate you will send me your products pictures and price. If those are different from the catalogue you gave me at the CES, or just let me know which catalogue’s articles you are quoting. Please answer me as soon as possible. Thanks a lot.

　Hope to hear from you soon.

　Best regards,

　Marcelo

　Reply to the above

　Dear Marcelo,

　Thank you very much for your kind enquiry to us. Your detailed company and market information impressed us deeply. Glad to see that there is a chance for both R&S and Mizida in entering into some projects cooperation in near future.

　Further to the enquiry, we would like to make you the offer as below. Photos are as attached.

　DVD 5.1 full size, DVD-592, US$21, if with DivX, US$21.5

　DVD 5.1 1/2 size with display, DVD-558B, US$20

　DVD 5.1 full size with USB, DVD-602/561, US$23

　The whole offer is upon FOB Shenzhen price.

　And base on your potential quantity 20000pcs per item.

　Wish they could meet your request.

　We are ready to provide more information and samples as requested. We appreciate your comments and looking forward to working together with you soon.

　Best regards,

　Julia

　Notes

　1. 展會之后或者是從互聯(lián)網(wǎng)推廣聯(lián)系得到的客戶，在一段時間內(nèi)沒有訂單，一方面說明由于市場銷售和客戶的推廣計劃等原因，在當(dāng)時確實沒有訂單需求;另一方面說明客戶當(dāng)時已經(jīng)有較為穩(wěn)定的合作伙伴。但往往客戶也會將同等的供應(yīng)商列為參考對象，當(dāng)有合適的產(chǎn)品或者新項目的時候，客戶將會主動聯(lián)系。所以需要不間斷地跟進(jìn)，比如價格更新，產(chǎn)品更新或者是信息交流。

　2. 分析客戶的郵件。郵件中客戶陳述說明相識于何處，客戶的公司和產(chǎn)品介紹以及銷售的場所，還有關(guān)于產(chǎn)品的規(guī)格等較為詳細(xì)的要求。這類有實質(zhì)性內(nèi)容的郵件，說明合作計劃往往較大。

　3. 回復(fù)郵件要根據(jù)客戶的市場特征，訂單數(shù)量，價格要求等，推薦最合適的產(chǎn)品，報最有競爭力的價格。客戶也喜歡和實力相當(dāng)?shù)墓竞献鳎枰a(chǎn)品質(zhì)量過關(guān)以及有競爭力的價格。

　4. 報價的內(nèi)容要清晰。比如價格條款，起訂量和相關(guān)的單價，產(chǎn)品的主要規(guī)格或者功能說明等。這些內(nèi)容一定要清晰，不能模糊，以免引起誤解。并附上精美的圖片，讓客戶可以更直觀地選擇。

　5. 期望合作，表現(xiàn)誠意和熱心。