一位曾经驻某国领事馆的工作人员T，退休后回到国内当地某个学校当了英语老师。他有时候会收到以前客户关于不同产品的询价，但由于在学校里负责学生教学工作任务比较重，没有时间处理相关的报价内容。
作为中间商，他找到的供应商大多都不会英语，我是他为数不多的供应商中会英语的，所以有时候有些其他供应商的报价T会发来让我翻译。
经过几次，我发现他们的原报价表都非常简单，就是图片、尺寸、价格、数量这几个信息。T怕增加我的工作量一般都会说按照原来的表格直接翻译就行，不需要添加其他内容。
但其实作为专业的外贸业务员，报价表是一定要重视的，因为它是你向客户展示你是否专业的一面镜子，而且报价表做得好，能为客户减少很多工作量，甚至成为客户是否选择你的重要条件。
一位专业的国际买手曾经对报价单提出过以下6点喜好：
As a sourcing agent and buyer I can tell you what a good quotation for me : it includes all relevant information! My job is to find a reliable supplier at a reasonable price in the shortest time possible.
It is very possible that I will choose a supplier whose price is a few percent higher but the quoation is complete. That means, it includes: FOB price with seaport marked!( I often get FOB quotes without location. Obviously for me in Europe a FOB Shanghai price is higher than a FOB Xiamen Price, since shipping rates are different).
Delivery time (So far no Chinese supplier was able to keep the promised delivery time for my projects-90% delay, 10% early)
Packing Unit(Carton details), Carton weight, size, volume, content, material. It is very important! Usually this point is simply left out by suppliers. But I and most full-time buyers have just simply no time to beg for any details separately! If a quotation misses this. I simply delete it. I have no time to ask for these points, but I can only calculate my shipping cost with this info.
Payment conditions must be exactly discussed.
I hope suppliers will consider these points in the future. If you include all relevant information, you can really help your partner in her/his decision. And for the supplier, it is job done once, you needn't work out each detail separately.
他提到一份合格的好的报价应该包括所有详细信息，其中有价格，这个价格可以是EXW, FOB SHENZHEN/SHANGHAI/XIAMEN(这里一定要带上装运港的城市名称，以便客户查运费)CIF等；交货期，或者说是到货期一定要做到准时，他表示只有10%的供应商能做到提前交货的，这点在跟客户洽谈的时候就要思考好如何回答；产品的包装信息，根据不同产品有固定的比如像纸箱包装的体积重量，材质这些，像我们产品不规则的，在做报价的时候我也会给客户估算一个大概的体积和重量，以便客户去核实运费；还有付款条件，也要在报价单里清楚明了地标明，因为客户有可能同时让几家供应商做报价，他自己也无法记得与你讨论的细节。
他最后做出选择也许就是根据你提供的报价表来，所以做外贸的我们一定要重视报价单这个细节。
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