（作者：燕山脚下的桂花/来源：外贸论坛）
上午，下班前收到客户的邮件，货已安全到达。终于完成了06年的第一单。回想，从12月23日和客户开始联系，到今天1月13日，前后20天，来往邮件共25封（是不是总和5有缘呢）期间，还打过两次电话，一次是报价时，一次是汇款改名事情。这里把它记下来，自己记录下，也希望大家都指点。
我想，更重要的是，有一天，等我再回过头来看自己当初的这篇贴子的时候，不知道会是怎么想的。我想，应当是比较有意思的吧。或许会笑着说，我当初怎么那么傻呢？当初怎么会那样做呢？或许那时觉得一切都很平凡，但是，那时是否还能够想起今天的我、现在的我是什么感想吗？有些东西，逝去了，远去了，就不知道能否再找得回来。所以，最后是立刻就把它记下来，记在内心的最深处... ...
一封邮件看过来，发现自己发邮件时，还有许多别字，用词太复杂，不够简洁，商务信函能力需要继续提高。对产品的了解还要进一步加强。
期间自己犯过许多错误，还好急时得以补救。今天把它记录下来，今后自己不要犯类似错误，以后越来越顺。
此外，借此感谢在此单期间给予我无限帮助的朋友们。紫晴、七色、瓜瓜、eric、looking…, 以及其他在其他方面给予我支持的朋友们。祝大家新年心想事事成，订单多得做不完：-）
最后，再总结一下，这次能够成交这笔单，应当有几下几个原因：
一、客户是真的需要（他要是不需要，我无论如何也做不成的，我们产品比较特殊，一般人是不需要的：—）
二、和客户关于产品的沟通比较到位，发给他填写的”products information”应当是很专业的，让他对我有一定的信任。要是换了刚来公司时，对产品知之甚少的情况下，做成的可能性非常小。
但现在在想，有些知识还是不足的。（现在和另一个客户沟通就体现出来了，有时，得一连发两三封邮件向他解释一两个特殊的参数。希望早日做成）
三、回复比较及时。（大家可以看到，一天之内，发了六封邮件，第二天就把价格报出去了。
四、价格比较适合。根据他的国情，加上他的情况，报的价格是相对比较低的，客户都没有还价。不过，觉得也还是要结合具体情况报相应价格。希望客人满意，他的这个initial project 能够卖得好。
五、公司、朋友们的支持。
与此同时，有许多不足之处。大家看完了我的邮件就知道了，这里列出一些，希望自己下次吸取教训，同样的问题决不错第二次。
一、考虑事情不够周到；
像客户需要的documents、运输方式、特别是在汇款一事上，花了两天时间来改正错误，前面给客户留下的好印象大打折扣。
二、细节还注意不够。
像邮件中的错字别字、刚才发现传给他的p/i中，型号竟然错了2个字。..
三、商务邮件写作能力不够。
四、综合处理问题能力有待于加强。
第一封
----- original message -----
from: peter gui(activate hardware electronics co.,ltd.)
to: *@*.com
sent: friday, december 23, 2005 9:10 am
subject: re: metal dome(12f-200afoo)
to: instrument ltd., part
attn: somkiat *
re: metal dome(12f-200afoo)
dear somkiat *,
thanks for your inquiry about metal dome (item no. 12f-200afoo) from our website. i’m so sorry for the delay in replying. our website is undergoing some improving these days.
for the item no. 2f-200afoo, we will confirm you some detail. please check attached file, fill out and then revert it to me. thanks in advance!
if you need other item no. please also let me know. further information is available at http://www.adv-cn.com/productlist3.asp?id=3. samples and catalog are available upon request
please let me know if you can learn the above material and lead time that i will send you the price, project forwarder availability in china will be highly preferred. at the same time could you kindly advice me the basic information of you and you company?
waiting for your further news!
best regards
peter gui
activate co., ltd.
enc.
1) product information
2) catalog of metal dome
by the way, merry christmas and happy new year!
第二封
(dec 23, 2005)
dear mr.gui
we are an electronic* maker in thailand.
the product we use in weight indicator.
best regard,
somkiat *
第三封
----- original message -----
from: sales@*.com
to: somkiat*
sent: friday, december 23, 2005 10:17 am
subject: re: metal dome (12f-200afoo)
dear somkiat *,
well note your mail with many thanks!
have you get our e-catalog and product information?
you can check our catalog and find out the most exact one, then fill out the "product information". upon receipt of it, we will quote for you.
by the way, do you have a website?
waiting for your further news!
best regards
peter gui
第四封
(dec 23, 2005)
dear mr.gui
our website www**.com.
best regards,
somkiat *
第五封
(dec23, 2005)
dear somkiat,
well note your mail with many thanks.
for metal dome
1) does it used in electronic weight?
2) if then, is it used in surface of electronic weight or other parts?
as you know, some customers used the metal dome in electronic weight, but metal dome they chose is with higher force. such as 12t-1500dpux, 12t-2000cqux. the force is about 1500~2000g. of course, metal dome are not in the surface of product.
if you put the metal dome in surface of your products (usual in membrane switch or panel), maybe the force of 12-200afoo is a little lower. 300~450 g is recommended.
anyway, the above is my advice. its depend upon the structure of your product. could you kindly send me the drawing of your that products? then we can provide more suitable metal domes for you.
by the way, is the quantities only 100,000 pcs? or is it just your initial project?
have you imported metal dome from china before? or from other country?
waiting for your further news!
best regards
peter gui
activate co., ltd.
第六封
(dec 24, 2005)
dear mr.gui
1) it used in * indicator.
2) we will put in on pcb.
100,000psc is initial project.
we never improted metal domebefore.
we normaly use tact switch but try change using metal dome.
best regard,
somkiat *
第七封 和客户交往第二天地---平安夜 (dec 24, 2005)，给客户报价
dear somkiat,
well note your mail with many thanks!
the attached is our quotation of 12f-200afoo. please check.
waiting for your further news!
best regards
peter gui
activate co., ltd.
by the way, merry christmas and happy new year!
enc.
1) quotation of metal dome
2) product information
第8封 圣诞节刚过 , dec 28, 2005
dear somkiat
hows your christmas day going? i think you must had a wonder day!
on the occasion of the new year, my company and i extend to you and yours our warmest greetings, wishing you a happy new year, your career greater success and your family happiness.
best regards
peter gui
第9封 近2星期，客户没有回复，应当是在过圣诞节与元旦。无论如何，先发封邮件问下客户先。（ jan 5,2006）
dear mr.*,
hows your new years vacation going? have you come back to work?
regarding the price of metal dome (12f-200afoo), ive sent it by an attached file on dec 24, 2005. i donot push, i just want to know whether you get it or not. if you do, then hows your opinion about it? i can send the p/i upon your confirmation. if you didnt get it, please kindly let me know.
waiting for your further news!
best regards
peter gui
06年后的邮件
第10封 （jan. 6,2006）
回邮件了，就告诉我说，一会儿下单，星期一t/t，把我都吓了一跳。连样品都没有确定呢。之后，经理和老总都在问我，有没有寄样。万一不合适怎么办？我现在都不知道这样好不好。可能是感觉和他沟通的还算比较专业，给他提供了许多建议。其实在他确定型号的时候，我前后一直都在问他问题，就是想确定下来。可是是这样，客户知道我为他着想，才会下单的吧。不过，我想，下次，有可能还是让客户先看样吧。
----- original message -----
from: somkiat *
to: peter gui(activate hardware electronics co.,ltd.)
sent: thursday, january 06, 2005 2:39 pm
subject: re: metal dome (12f-200afoo)
dear mr.gui
we already received the files.
we will sent you the p/o today.
can you estimate the shipment date.
(we will t/t 100% on monday).
best regard,
somkiat *
第11封 (jan 6, 2006)
dear somkiat,
well note your mail with many thanks.
for the shipment of metal dome (12f-200afoo), we already have them in the storehouse. so we can delivery them while receiving of your t/t without any delay.
waiting for your further news!
best regards
peter gui
activate co., ltd.
第12封 (jan 6, 2006)
想了半天，才发现由于自己疏忽，还没有问客户产品怎么发给他呢。赶快查和快递公司联系，整个了初步价格出来。下次，这种事情一定要先问清楚。
dear somkiat,
ive get your p/o a few minutes before.
you know, the price is fob dongguan. so the shipment is in your charge. i wonder whether you give me collect account no. of carrier, or we handle it on behalf of you, if then, you can t/t the shipment charge along with the products charge. whats your opinion about it?
the following is shipment charge of different carrier, if we handle it, from our city to your city (bangkok thailand 10160). the charge is based on the weight, which is about 5 kg.
fedex usd 87.50 1.5-2 days
dhl usd 32.00 2 days
ems usd 28.00 2-3 days
waiting for your further news!
best regards
peter gui
