Reply- 1st round

Date：Dec 8，2009

Dear Justin，

With honor we received your email dated Dec 8, 2009. ②Thank you for your interest in our products ET 26 & ET 32.  They are among our best-seller list，please refer to the attached specs for their details.

①③    It’s glad to find you are running your own business , and really good to know that you are planning to add to your sales side, as we are also seeking to expand our Europe sales channel.

①kindly allow us to briefly introduce ourselves to enhance mutual understanding. As you may noticed, we, Qingzhou Bluesky Air conditioning Co.,Ltd. was established in 1998, and have been specializing in R&D and manufacture of IAQ (indoor air quality)products. （禮尚往來，自我介紹）

The followings are some basic points you may be interested :

         Our key products include portable air conditioner, domestic ,commercial and industry dehumidifiers .

         We have about 100 employees, among which about 30 are professional technicians, and 1/4 of them has experience of IAQ field of over 10 years .（Technical power）  

         We have a throughput of 200 thousand units a year with a complete set of production line and testing equipments.（Production capacity)

②As regard to the prices of ET26 & ET32, may I possibly ask that if you want the standard one for general ref. or have other special requirements?  I will respond soon on your reply. And, in order to introduce the most suitable model for your better ref., I’d like to know to which kind of envioroment you may possibly sell, or in which kind your end-customer may use ET26 & ET32? (針對Justin的需求提問)

②As to the smallest volume of order, we welcome buyers of different size at least at this stage ,  and thus currently have no strict limit on MOQ( minimum order quantity) .

Please kindly note we welcome your further request for more informations. ④ It’s our sincere wish that we can know each other better，and work together in the near future.

Best Regards,

Yours sincerely, Elaine

附： From Justin

Dear Sir, 

Allow me to introduce myself. My name is Justin Eden and I own and run an air

conditioning company specializing in the sale and rental of mobile air conditioning units.

I would be very interested in receiving information and prices for your ET32 & ET26

models after seeing them on the Alibaba website and your own. Could you please tell

Me what your smallest and average volume of sales would be.

It is my intention to bolster my rental fleet and also add a larger variety of products to

the sales side.

I do hope we can do business and I look forward to hearing from you soon.

Reply- 2nd Round

Date: Dec 10, 2009

Dear Justin,

Thank you for your quick reply.

Well, right now we fully understand your current focus ,and sorry for late reply of your No.1 concern.（第一時間示歉意）

Regarding the price, I attached a standard quotation for your reference. Final price will vary with detailed quantity and other requirements (if any)，which I think you understand as a general pratice. Besides, please note that our quotation has a validity period of 3 weeks (by Dec 31,2009) as material cost was fluctuating greatly recently.

As regards the lowest quantity of ET26 & ET32, we have no strict policy on this at present, so , you can ignore this point, at least currently . We will inform in NO time when this changes.

For your further knowledge, as a result of powerful R&D and healthy supply chain maintenance at our end, one of our big advantage above others is we are in a position to adjust or redesign the product on your request at rather favorable condition. （強(qiáng)調(diào)實力） In this case the additional cost will incur , which will depend on your specific requirement.

We would be very glad to futher answer your other questions, hope we can work together in no days.

Warm Regards,

Yours sincerely

Elaine*-*

For ref. Dear Elaine,

Thank you for your prompt reply.

At present, I would like to know what the lowest quantity of units you are prepared to

sell and consequently the price per unit.

Once I have this information, perhaps we can take our discussions further.

I hope to hear from you very soon and thank you again for your prompt reply .

Kind Regards 

Justin Eden

Trace twice by every 2- 3 days

要旨：What can I do for you？

Date: Dec 13, 2009

Date: Dec 16, 2009

Dear Justin,

How are things going at your end? I write to confirm if you’ve receivd my reply dated Dec 10, 2009, which I quoted as follows （引用原郵件） in case it failed to reach your email box.

Dear Justin Eden,

how are you?

we have no min. quantity, first sample, then bigger, then more bigger, sure

is ok. FOB shanghai / ningbo:ET-26 USD153, ET-32 USD173, kindly

check!

if you want to have CNF price, you should kindly let us know your quantity,

i will reply you soon.

we are looking forward to establishing business trip with you.

thanks and best spring regards

If you ‘ve received the above , just kindly ignore my quoting.

My point is that if there is anything I can do at this stage to support you （點明郵件來意） or if you need more information , we will be obliged if you kindly let us know.

By the way, I knew that your big day X’mas day is coming, do you have any plans for holilday? （抓住一切機(jī)會進(jìn)行感情交流） Wish you have big days. Merry X’mas in advance!

Warm Regards,

Your sincerely, Elaine  

   仍然沒有回復(fù)

Make a planned call

要旨：從容應(yīng)對，發(fā)掘真相

Date: Dec 18, 2009

Planned Notes for Calling

1,設(shè)想比較順利的場景

Elaine:  Is that Justin Eden speaking? This is Elaine speaking，Elaine from Bluesky Air conditioning Co., Ltd. I think you may remember me ‘cause we have written each other twice.

Justin: ah, yes , I know it’s you.

Elaine: Thank you. I call to confirm that if you have received my last 3 email of Dec 10th, 13th, and 16th, in which I replied you with our FOB price.

Justin: ah, en, yes

*Elaine: I failed to receive your return message, and not sure if you have missed my email or just have no time to answer it.

*Justin: Er, En…let me put it this way. I received your email, but about 5days later than I should have read. Something wrong with my email box. I don’t know what happened. And then I was on a biz trip for about 4 days until today. *

Elaine: Oh, sorry to hear that. I hope everything goes well at your end . En, Did you have a nice trip, and by the way, are you on trip for the ET26&32?

Justin: ah, yes, and something else. I will tell you the details in my email , ok?

Elaine: Ok , please. So, let me know if there is more I can do to support. I think this is a very friendly exchange of ideas.  I Really appreciate your time and wish we can work together in short time.  “ Merry X’mas in advance.

Justin: Thank you very much, and hope everything ‘s good for you. Bye, see u.

2,Imagine the other way

假設(shè)Justin其他反應(yīng)

*Elaine: I failed to receive your return message, and not sure if you have missed my email or just have no time to answer it.

*a

Justin: Sorry, I didn’t receive your email, or perhaps I just missed it.

Elaine: Ok, I will send another one right after our call, please kindly confirm the receipt, thank you very much.

*b

Justin: Sorry, I’m on holiday for a few days, and haven’t yet check my email box.

Elaine: Really, great, hope you enjoy your holiday. I’ll appreciate it very much if you kindly confirm the receipt of the email.

*c

Justin: Well, I ‘ve got your email, but failed to find your price attractive.

Elaine: Sorry to hear this. But allow me to have different idea. Our prices may not be the lowest, but considering its features and materials, I bet you will agree that ours are of highest price-performance ratio. A double check is worth doing .