BEC 《本叔的商業英語》7 – 这是真客吗？

你心目中的采购经理是什么模样的？是一副爷的嘴脸，还是口若悬河的雄辩家？有人会说：我的客户很好啊~又有人会说：我的客户跟我私底下还行但人多时就是另一个人了。其实很简单，一个好的采购经理是多面的。有需要时可以哭，可以怒，可以感恩，可以友善。嗯。。我们都是当演员的料。

扯回这次的案例。当我还在500强当采购时，有大规模项目都会正式的用RFQ（request for quotation）。就算是小项目，也很习惯地把大量背景写出来。为什么？因为：

1.??我一次性写出来不用每个工厂都来问我一遍，懒得回答。
2.??我们采购是有责任把正确的信息，尽力清楚，详细地告诉供应商，这叫专业。
3.??最近我看到一些习惯了跪着接单的业务员在评论我文章时说“问那么多，人家客户会觉得你烦啊”之类的话。嗯，只能说你未见过世面。
至于问题有多详细？有点像以下案例这个客户这样。大家看看原文：

Hi BEN叔，
以下是开发信回来的客人邮件，可是我发邮件过去之后就没再收到他的任何信息了，不知道是哪里弄错了。但是一开始我们产品太多也不可能按他要求的给他做完整的价表。

客户邮件：

Hello C,

Thank you very much for attention to this email.

?My name is B? and I’m the Operations Manager for XX.?（比起那些一个电邮只说send me your best price那种屌丝客户，这个礼貌多了。不过，这封电邮有点怪，看下去。

-??We are a large wholesale supplier to the promotional products industry, supplying distributors in the industry and not end users.（啊~?原来做促销品的。这个行业的特点是不停地需要新的供应商。对新供应商友善，是工作的一部分。。。）

-??We have been in business over 16 years, and we are highly respected with our current suppliers and have A+ credit ratings with both our domestic and overseas vendors.（这个A+什么的就不用太认真了，除非他是国际认可的标准，例如D&B。）

-??We have our own company and 2 other associated family businesses both doing very high volumes in the promotional product industry.

-??We advertise through trade organizations very heavily and produce up to 70-75 orders per day, with about 1/3 of these orders being XX items.?（看到这里。。。老外，你又有点太详细了吧？）

-??At the moment we are currently in the middle of a major advertising campaign to build our XX? business further, so we are very serious about our investment in this area.

-??We are very please with our current factory, however we’re researching other factories currently because our business is expending rapidly, and we would like to establish a business relationship with another vendor.（老外你那么老实。。。。我特么不习惯啊。。。仿佛看到一个老好人在后面对你微笑一样。。。又或者。。。奸笑。。。）

-??We’re interested in receiving more information about your factory’s customer service, product quality, lead times, pricing, and shipping costs. Please also advise if your factory provides any rush services on lapel pins or any other products.?（这里明确地列出他的要求了）

-??The majority of our products orders ship directly to our warehouse (zip code XX) via Fedex/UPS priority international as a bulk shipment and then we handle the shipping to our clients from our warehouse.

-??We will provide your factory with camera ready artwork for the proofs. Please kindly advise the turnaround time to receive a proof.（太详细了，不过我也真见过一些过度详细的老外）

-??If your pricing is good, and we continue our discussion about doing business together, we will have to have a valid Price Sheet from your factory.
We simply do to much business to receive pricing from you on a case by case basis.（这句老外也错文法了。。。挺正常的，不要介意。Business English 不看这些。）

-??Please provide us with a shipping quotation if possible, or please advise if your? pricing already includes the shipping costs.

-??It would be great to get set up with you and try out your services.

-??We have a large product range which includes XX. So if there is any other products you can provide us with information on please do so.（看，这是促销品的一贯做法。他们需要很多不同的新产品。）

-??Get back to me as soon as possible and let’s start a dialogue. Thank you
这邮件有点详细得可怕，有点像编出来一样。但我又不觉得他是假的，可能是因为我明白为什么背后要这样做。但如果我是业务员的话，还是会留一个心眼的。

以下是同学仔的回复：

Hello B,

Thanks for kindly introduction on you and your esteemed company.?（又是教科书吧？Esteemed company不算是跪着说话，但用语也是重了点。可以用，但不太建议。）

It’s great to know your main business and we do hope to establish long term win-win business relationship with your esteemed company and become your stable and reliable supplier in China.（赞一个。Stable and reliable了，而不是cheap and best friend in china)

For XX products, we have more advantages of bulk production, quick turnaround and excellent quality guarantee.
?
1) For XXl items, X days for samples and X days for mass production( it will be rechecked based on detailed design & quantity)
??? For X products, X days for samples and X days for mass production( depends on design & quantity as well)
??? Rush lead time on all items are firmly supported without extra charge.

2) For the every beginning stage, we appreciate your detailed design inquiries or trial order for evaluation. For the following cooperation, price list will be arranged corresponding for your regular orders.?

3) Regarding shipment by UPS ( priority service), the rough freight is as below.

???? A.? within 20kg?? US$25/0.5kg+ US$4.30/0.5kg ( e.g 3kg = US$25+ US$4.3? x2.5 x2? =US$46.50)
???? B.?? 21-44kg??? US$6.0/kg
???? C.?? 45-70kg?? US$5.7/kg
???? D.? over 71kg? US$5.40/kg
（以上我都看晕了。强烈建议你列表说明，而不是用文字。）

4) We are always responsible for our customers.
???? 1. X – Keep for 3 years since the last date of shipment
???? 2. Free Artwork services
???? 3. Quality- strictly follow order instruction and approved artwork.???
???? 4. No MOQ for all items
???? 5.? Welcome to visit us once you and your team come to China.

（这也是不错。我看出服务来。）
Looking forward to our next dialogue
?
整体上，这还是个不错的回应。可是，这叫做一问一答。人家问多少，你就答多少。在回文中，可以以一个比例作回应。Says，8成是回答老外的问题（尽量一条一条全部回答。我见过太多太多问三条答一条的供应商了），2成是“策略性文字”。这是什么鬼？你就不想做一个有互动的供应商吗？你就不想很有针对性地说说你究竟有多适合成为他的供应商吗？我指的是“针对性”啊，而不是那种要跟人家establish long term relationship的陈腔滥调。
那么如何针对性？打开他网页慢慢看！既然他是有两三家公司的group了那么很有机会网站有足够的资料让你看。好好了解吧。
今晚就不写范文了。以英文的角度，同学仔写得可以的了。