Dear Paola,

　Thank you for your great support to me. Regarding your order, I would like to reply you as below.

　1. OK. Confirmed

　2. Will you consider larger quantity for 9’ model this time? Say 500pcs at least would be better. As for OEM and price, it is easier for us to control. I believe you are satisfied with the performance of the sample, and believe there will be fast sale on your market. Hope you can give more support to us in this point. Can we confirm 500pcs?

　3. Payment term. To be frank, we always do with customers by 30% T/T in advance, and balance T/T before shipment for a sum of payment less than $200000. As you know the bank charges with will be higher for L/C opening. For your coming order, the best we can do is L/C at sight. I think it is fair to both of us. Believe you can understand and confirm this point.

　4. Delivery: 40 days upon L/C at sight opening.

　We hope we could confirm the details together before your holiday. And begin some artworks in advance.

　Awaiting your comments.

　Best regard,

　Water

　Notes

　1. 業(yè)務(wù)往來(lái)中，客戶往往會(huì)采用對(duì)自己比較有利的付款方式，但供應(yīng)商的收款風(fēng)險(xiǎn)就增加了。一般情況下，較常見(jiàn)和常用的付款方式有兩種。第一種是即期信用證，信用證屬于銀行信用。雙方都通過(guò)一家 的銀行來(lái)支付和收取貨款。對(duì)于雙方來(lái)說(shuō)，這種付款方式也比較安全。第二種是預(yù)付訂金。預(yù)付訂金百分之幾，要根據(jù)每個(gè)公司以及產(chǎn)品類型，或者和客戶商談的情況而定，但一般情況下，預(yù)付30%是比較常見(jiàn)的，這對(duì)于供應(yīng)商來(lái)說(shuō)也是一個(gè)保障。因?yàn)榭蛻粼趪?guó)外，而供應(yīng)商采購(gòu)產(chǎn)品物料需要墊付高額貨款。馭手部分訂金，大大降低了客戶取消訂單的可能。同樣，收取余款的方式也要根據(jù)不同的情況而定。比如先付清余款再出貨，或貨物裝船后即付，或客戶見(jiàn)提單復(fù)印件后即付，或貨物到港后即付等。一般情況下，客戶必須在出貨前付清余款，供應(yīng)商才安排出貨。

　2. 文中，分點(diǎn)陳述問(wèn)題的方法值得學(xué)習(xí)和經(jīng)常使用。分點(diǎn)陳述，表達(dá)清晰明了，容易閱讀。

　3. 由于某個(gè)產(chǎn)品的訂單數(shù)量太少，總要努力爭(zhēng)取更多?？赡芡ㄟ^(guò)溝通或者提出一個(gè)更好的價(jià)格，客戶的訂單數(shù)量也許會(huì)有所增加。也因?yàn)橛唵螖?shù)量少，不利于安排生產(chǎn)，工廠成本也比較高。如果能達(dá)到最低訂單量以上，對(duì)于工廠和個(gè)人來(lái)說(shuō)都可以創(chuàng)收。

　4. 客戶采取遠(yuǎn)期信用證付款，對(duì)于客戶的融資有利。時(shí)間越長(zhǎng)，對(duì)客戶越有利。因?yàn)榭蛻粼谝欢〞r(shí)間內(nèi)，可能已經(jīng)賣完所有的產(chǎn)品，貨款也已經(jīng)進(jìn)賬。等于是利用出口商的錢去賺錢。但對(duì)于出口商來(lái)說(shuō)，資金被占用太久，不利于內(nèi)部周轉(zhuǎn)，但有利于增加業(yè)務(wù)量。

　5. 談付款方式，第一步要先運(yùn)用公司的基本原則和客戶談，陳述有說(shuō)服力的理由。因?yàn)楣镜幕驹瓌t一般情況下是不會(huì)改變的，其他情況可以酌情考慮。面對(duì)客戶，作為銷售人員，能和客戶談判也是必備的一種能力。