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如何使用电子邮件跟踪国外客户业务（展后）

展后跟进

跟踪客户，未成交的客户，设置定期跟踪时间，并做好每次记录。

排集体照挂网上，展示企业形象

尽快发一封带有摊位图片的感谢信给每一个客人，让图片唤醒他们的记忆

在展会上承诺过的事情一定要做到

重点客户优先跟进。

名片信息，录入富通天下系统

展会常用话术：

Hi, I am Julie, nice to talk with you.

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销售常见问题答疑

1客户抱怨价格高，或用别厂家的价格压我们的价格

回答原则：

（1）不能主动承认我们的价格高。

（2）解释价格构成，进行价格分解。

（3）推荐多单体组合。

客户：为什么比别家价格高？Your price is higher than other Chinese supplier, why? （通常是采购单体的客户这么问）

泰和：Oh? In this industry, the price of raw material is transparent. As professional manufacturer of water treatment chemicals, we do strictly towards quality and cost cost control. Our price is competitive along with stable quality. May we know where did you get this low price?

We really donot know how do they produce such low product. As you know, the raw material of this product are Price is ；transportation charge and package is around . Taihe always consist in stable quality for more than 10 years, we view product quality as our main responsibility.

In the past, there are also several clients share the same question, but they view product quality as their big concern, in order to prevent the future loss of their customer, they finally choose us and cooperate with taihe in long term.

客户：怎么高那么多呢？降一点吧？ Your price is higher than others, can you give us some discount?

（客户问这个问题，实际是希望你能稍作让步。此时，如果不得不折扣，必须附带条件。）

泰和：This price is already our best price, this is our first cooperation, we had already make discount in this price. By the way, if this product blend with A , the performance will be better. You can think about it.

We can make sure that our product quality continuous stable, if you choose others, you will be worry about the customer, if you choose us, you will feel reaasured.

2客户不考虑更换供应商

泰和：Mr. ___，taking the price into consideration, when there is competition, the price become reasonable. And in order to prevent emergency, if you have more than two suppliers, it will be safe to you. Do you agree with us?

3客户讲不清楚究竟需要哪种药剂，只提到水处理剂

客户：Do you manufacture/produce water treatment chemicals? Pls. quote the price to me.

泰和：Yes, we are professional manufacturer of water treatment chemicals in China for 12years, May we know your application field? Which effect you want?

客户：we use it in circulating system, mainly for preventing scale.(If used as biocide, recommend biocides)

泰和：There are different system water and system material, the chemicals will be added differently according to these different conditions. We have a water survey sheet, once you fill in this form, we can recommend proper products for you.

4客户询问某产品是否外购产品

客户：Do you produce ___________(外购产品)？

泰和：we have richful experience of purchasing this product for our customer. Some of our cooperated customer, they also purchase products which are not in our production range, they have bad experience in China, they once been cheated by others. During our long term cooperation, they trust us, they ask us to help them to purchase chemicals. Currently Taihe had already had several partners, we use our strict test standard to make audit of the supplier and test the product. We had done like this for a long time and solve the doubt of our customer successfully and become the trustworthy partner of our customer..

5客户要所有产品的报价

客户：Can you provide the price list of all your products？

泰和：We have more than 100 kinds of products. Different products can be used in different industrial fields. May we know your business field and which products you have interests in?

客户：We are dealing in__________。(引导客户的问题，然后酌情具体答复。)

泰和：Mr---， concerning your application field, we will make a product list of relevant products and quote the price to you via email.

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如何使用电子邮件跟踪国外客户业务 （展后）

如何使用电子邮件跟踪国外客户业务（展后）