**天 前期聯(lián)絡(luò) Pre-business Contact 1 1．邀請(qǐng)客戶見(jiàn)面 Requesting Business Appointment 2．討論時(shí)間地點(diǎn) Scheduling Visiting Itinerary 3．取消本次會(huì)面 Cancelling The Meeting 4．見(jiàn)面后的跟進(jìn) Follow-up After Meeting 5．展會(huì)后的聯(lián)絡(luò) Contacting After Fairs 6．開(kāi)發(fā)潛在客戶 Developing Potential Customers 7．介紹自己的優(yōu)勢(shì) Introducing Our Advantages 8．突出專業(yè)素養(yǎng) Highlighting Specialties 第二天 商務(wù)往來(lái) Running Business Part 1 詢盤(pán)處理 Dealing With Inquiries 9．回復(fù)新客戶的詢盤(pán) Counteroffer To New Inquiries 10．回復(fù)有針對(duì)性的詢盤(pán) Counteroffer To Specific Inquiries 11．回復(fù)語(yǔ)焉不詳?shù)脑儽P(pán) Counteroffer To Non-specific Inquiries 12．跟進(jìn)老客戶的詢價(jià) Inquiry Follow-up For Current Customer 13．給客戶推薦新產(chǎn)品 Recommending New Product 14．回答客戶的各種問(wèn)題 Replying Multiple Questions Part 2 報(bào)價(jià)處理 Offer Methods 15．快速準(zhǔn)確的報(bào)價(jià) Prompt & Accurate Quotation 16．詳細(xì)專業(yè)的報(bào)價(jià) Detailed & Professional Quotation 17．應(yīng)對(duì)客戶的砍價(jià) Discussion On Pricing Bargain 18．多輪價(jià)格談判 Price Negotiating 19．*終確定價(jià)格 Final Price Confirmation Part 3 細(xì)節(jié)處理 Detailed Issues Follow-up 20．給客戶準(zhǔn)備樣品 Preparing Samples For Customers 21．向客戶詢問(wèn)到付賬號(hào) Requesting The Courier Account 22．請(qǐng)客戶支付樣品費(fèi) Requesting Sampling Charge 23．詢問(wèn)樣品是否滿意 Asking For Sample Evaluation 24．討論包裝問(wèn)題 Packaging Issues Discussion 25．討論顏色問(wèn)題 Colors Discussion 26．確認(rèn)設(shè)計(jì)稿 Artwork Confirmation 27．了解客戶的其他需求 Acknowledging Other Requests 第三天 訂單操作 Orders Follow-up Part 1 訂單確認(rèn) Order Confirmation 28．收到客戶訂單 Receiving PO 29．付款方式談判 Payment Terms Discussion 30．付款細(xì)節(jié)交涉 Negotiating Payment Issues 31．*終訂單確認(rèn) Confirmation For Final PO 32．給客戶形式發(fā)票 Sending Out PI Part 2 產(chǎn)前準(zhǔn)備 Pre-production Preparation 33．準(zhǔn)備產(chǎn)前樣 Preparing Pre-production Samples 34．下單給供應(yīng)商 Placing Order To Supplier 35．緊急修改包裝 Packaging Re-confirmation 36．重新制作訂單 Receiving Revised PO 37．重新制作形式發(fā)票 Making Revised PI 38．重新準(zhǔn)備樣品 Re-arranging Samples Part 3 生產(chǎn)裝運(yùn) Production & Delivery 39．告知客戶生產(chǎn)情況 Advising Production Status 40．申請(qǐng)第三方驗(yàn)廠 Applying 3rd Party For Factory Audit 41．申請(qǐng)第三方驗(yàn)貨 Applying 3rd Party For Inspection 42．驗(yàn)貨未通過(guò) Failed In Inspection 43．整改后申請(qǐng)重驗(yàn) Applying Re-inspection 44．討論裝運(yùn)細(xì)節(jié) Shipping Issues Confirmation 45．告知客戶出運(yùn)計(jì)劃 Keeping Client Informed Of ETD & ETA 第四天 收款問(wèn)題 Payment Terms 46．提交單據(jù)并向客戶催款 Documents Submission & Payment Push 47．收到客戶付款通知 Receiving Payment Advice 48．請(qǐng)客戶提供銀行水單 Asking Bank Receipt 49．發(fā)現(xiàn)付款錯(cuò)誤跟客戶重新討論 Re-discussion For Payment Error 50．告知客戶款項(xiàng)收到 Payment Receiving Notification 51．請(qǐng)客戶修改信用證 Proposing L/C Amendment 52．請(qǐng)客戶接受信用證不符點(diǎn) Proposing Acceptance To L/C Discrepancy 53．討論新訂單付款方式 Payment Term Negotiation 第五天 處理投訴 Claim Settling 54．對(duì)于品質(zhì)的投訴 Quality Complaints 55．對(duì)于交貨期的投訴 Delivery Time Complaints 56．對(duì)于服務(wù)的投訴 Service Complaints 57．道歉并提出解決方案 Apology & Solutions 58．客戶提出索賠 Compensation Claim 59．商量賠款金額 Compensation Negotiation 60．申請(qǐng)分批賠付 Application For Compensation Installment 61．申請(qǐng)延期賠付 Application For Deferred Compensation 62．拒絕客戶賠款要求 Compensation Refusal 63．討論其他方式代替賠款 Compensation Alternatives 第六天 售后跟進(jìn) After-sale Service 64．詢問(wèn)產(chǎn)品銷售情況 Inquiring Sales Condition 65．了解*新市場(chǎng)動(dòng)向 Realizing Up-to-date Market Trend 66．討論同類產(chǎn)品 Similar Products Discussion 67．針對(duì)缺陷提供改進(jìn)方案 Solutions To Defectives 68．對(duì)于降低成本的建議 Cost Reduction Advice 69．給客戶專業(yè)的意見(jiàn) Professional Advice 70．推薦其他同系列的產(chǎn)品 Other Series Recommendation 71．給客戶*新產(chǎn)品信息 Latest Products Information 72．告知售后服務(wù)電話 After-sale Service Hotline 第七天 其他日常工作 Other Daily Working 73．出差的自動(dòng)回復(fù) Auto-reply For Business Trip 74．通知客戶展會(huì)安排 Fair Arrangement Inform 75．通知客戶新網(wǎng)站完成 New Website Inform 76．公司地址變更通知 Updated Company Address Inform 77．郵箱地址變更通知 Email Change Inform 78．病假的自動(dòng)回復(fù) Auto-reply For Sick Leave 79．宣布公司的新規(guī)定 Announcing New Office Regulations 80．職務(wù)調(diào)動(dòng)通知 Transfer Notification 81．內(nèi)部工作調(diào)整通知 Internal Work Adjustment Notification 82．休假通知 Annual Leave Announcement 83．離職通知 Resignation Announcement 84．退休通知 Retirement Announcement 第八天 私人往來(lái) Personal Affairs 85．結(jié)婚通知 Marriage Announcement 86．請(qǐng)同事們聚餐 Inviting Co-workers To Dinner Party 87．產(chǎn)子通知 Announcing The Birth Of A Child 88．邀請(qǐng)客戶聚餐 Inviting Customer For Lunch 89．跟客戶討論私人問(wèn)題 Private Conversation With Customer 90．請(qǐng)客戶幫忙 Seeking For Helping Hand 第九天 特別問(wèn)候 Special Greetings 91．圣誕問(wèn)候 X’mas Greetings 92．新年問(wèn)候 New Year Greetings 93．春節(jié)問(wèn)候 Chinese New Year Greetings 94．感恩節(jié)問(wèn)候 Thanksgiving Day Greetings 95．萬(wàn)圣節(jié)問(wèn)候 Halloween Greetings 96．長(zhǎng)假問(wèn)候 Holiday Greetings 97．祝賀新婚 Marriage Celebrating 98．祝賀升職 Promotion Celebrating 99．敬祝早日康復(fù) Get-well Messages 100．寄送小禮物 Sending Out A Tiny Gift 第十天 細(xì)節(jié)問(wèn)題 Issues In Detail 101．附件的問(wèn)題 Attachment Issue 102．圖片的問(wèn)題 Photo Issue 103．郵件長(zhǎng)短的問(wèn)題 Content & Space Issue 104．簽名的問(wèn)題 Signature Issue 105．郵箱地址的問(wèn)題 Email Address Issue 106．格式、行文、空格、空行和標(biāo)點(diǎn) Format, Writing Manner, Blank Space, Blank Line & Punctuation 再版后記 十、文摘