爱华网http://blog.sina.com.cn/s/blog_87af214b01011r9i.html
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年华似水匆匆一瞥，时间就这样悄悄溜走；转眼已经工作一年了！在前年还没毕业的二月份就到了现在这家生产包装机械的企业，和许多做其他产品的同学和朋友不同的是，我外贸快一年连一个样品单都没出，一个都没有！在经历了无数次的开发信，无数次的杳无音讯之后在去年年底12月份终于迎来的第一单；真可谓久旱逢甘霖，这种滋味我想在机械行业待过的朋友应该都能了解；平时特别喜欢LinkinPark的歌，特别是LP的My December, 当时为了庆祝12月的拿单，把所有的网名也多改为My December~希望后期都能有像12月一样的运气~
现在想想没有太多幸喜，只有继续学习；今天开始把我和客户的沟通记录在这里贴出来，希望对后期刚从事本行业外贸的同行能够有所帮助！（会连续贴出，请大家多拍砖关注,为了不被上头说，名字等信息就不放上面了）
买家第一封邮件，非常简单；开始以为是个泛泛问价格的，但毕竟不敢确定且手头上没有客户，还是认真回复:
Dear supplier:
Good day.
This is steve from ************ Trade Co. LTD. We are interestedinyour paperpacking machinery.
We are the biggest distributor in our city for packing machinery,so we have steady sale chain.
If your company can provide, offer the price list 、catalog&whatyou can have.
Thanks
Best wishes
Steve
第一次回复，主要是想勾起买家兴趣；在google上查了该国这家买家两个同行，就在邮件中吹嘘了一番，其实我们之前虽然出口国美国但是没有和美国的这两个买家合作过：
DearSteve:
It is good to hear from you and thanks for your inquired. My nameis Sky ***, i'm the paper packing machine sale manager for ourgroup.
You are not the only importer in the USA that has asked us aboutthis products. We have also received inquires from ****** and****** in American. Frankly to say, we are the OEM for the mostfamous auto-packing machine brand"******" .
We are a professional manufacture with 20 years experiences inChina,offering over 100 various kinds of this machine output up toten thousands pieces.We are the best manufacturer that you cantrust in China. As you know ,we have so many types, so it would behelp if you could tell us your detail requests for the paperpacking machine , that we can give you our price list and catalog.Thanks
The following website is one of our factory website *****, you cantake a look first.
I look forward to see your reply! With my best regards.
第一封回盘发过去后，因为比较忙等到第二周的星期三才发现买家还没有回复；这时想起该去封邮件在提醒下买家了
DearSteve:
Have a good day！
Did you received my email which i sent on last Friday asbelow,
It would be help if you could tell us your detail requests for thepaper packing machine, that we can give you our price list andcatalog. I think you can understandthis;As you know,our company is pleased to offer the knight service and high-qualitygoods as we have great research , assemblage and qualitydepartments adopting the advanced management and fixtures
if you have any questions, pls feel free to contact me; and youkindly reply will be highly appreciated.
Sky
发了这封邮件过了两天，买家依旧没有回复，原本以为这个客户就和其他那种发询盘套价格的客户就这样算了，没想到发完第三天的时候买家回邮了，依旧是惜字如金，还不敢确定客户是否真的采购
Dear Sky :
Good day.
Thanks for your conformation e-mail.
Paper packing machine, we need the following stye,if you cansupply, please let us know your price and details. thanks.
Input Power:8.0KW
Input Voltage:110V
cutting size:200 cm x 120 cm
weight: 40/50grperstere
Production Efficiency:1000 bag/min
Weneed 2sets
waiting for your reply...
Thanks a lot...
Faithfully
Steve
买家终于回盘了，通过询盘的类容来看，买家对产品方面还是比较熟悉的；赶紧回邮；从买家邮件看不喜欢啰嗦，所以回邮的时候尽量麻利点
DearSteve:
Thanks for your kindly reply!
About our quotation details, pls see the attached. Also, pls notethe price on the FOB XIN GANGbasisandValidityfor onemonth.
For more about our products, pls browse ourwebsite:***********
Your quickly reply will be highly appreciated. With my bestregards!
Sky
附件放了详细的EXCEL带图片的表格报价单，虽看起来简单，但是经理把这个报价单看了很多遍，让我来回修改了10多次；可惜没法放上来，要不可以给大家看看，我认为做的还是相当的专业美观的~当然这中间也和买家在MSN上沟通了两个多小时，买家详细的问了些产品技术参数和细节方面的东西，感觉买家越来越靠谱；键入佳境啊；果然，买家当天就回邮了！
Dear Sky：
Thanks for your kind reply.
Your information are very important to us. Now we are sure that youare the exact supplier we need.
We will import products from you.
I need to prove your goodqualitytoourbuyer, so please send us two speed control free samples forreference.
Your understanding is high appreciated.
Waiting for your confirmation .
Sincerely
Steve
看完买家的回邮，有点；这么早就提到配件的样品，难道买家是来骗样品的？看起来不像啊？买家要的配件是调速控制器，所有的包装机械上几乎都装有，用来调整设备速度的；虽是个小部件但两个加起来也得近100刀，再快递给买家也得近100刀；买家这么狮子大开口我业务员无法决定，没办法只好去请示经理了
经理分析了买家背景和之前的沟通内容后，觉得此买家是可信的，为表示诚意拍板决定样品免费送的，但是买家必须付运费。（如果我决定的话当然是买家也要附样品费，后来和经理沟通为他为什么同意，他说：查了买家背景资料很真实，买家应该不止问我们一家要样品，其他厂家肯定不愿意免费，如果我们免费到时候买家就不好意思不从我们这拿货了；姜还是老的辣啊）
回得邮件如下：
DearSteve:
It is a pleasure to know of your interest in our products. Thesamples you have requested are now available. As you know ,we are abig group and there are so many customers need our samples, we cansend you the sample by free, but you need to bear the expressfreight. I hope you can understand this.
I have checked, the express freight for twosamplesto youplace is95USD,our bankinformation in the last email attachment.
Also you can tell us you express account No.
We hope you find these samples your killing.We would like toreiterate that we accept customization of products to suit yourrequirements.
Plesse do not hesitate to contact us for any furtherclarification。
Looking forward to reading from you. I hope you have a goodweekend!
Sky
邮件发过去了买家当天回复，不过周末有事我是第二个周一才看到~
Dear Sky：
Good day.
I am happy to know that the samples are available now.
For the express freight,frankly speaking,my boss can't accept thatwe bare all the money. You know ,till now we are not sure aboutyours quality although we appreciate your company.I can feel thatyou are a honest supply, and we are also a real buyer, so we matcheach other.
In order to make sure the benefit of you and us, we share thefreight, ok? That is very fair to you and us, isn't it? This is notaffair about money, but the establitation of trust.
So if you are ok about the freight,please let me know.We can gofurther.
Waiting for your confimation
Yours
Steve
买家比较有实力，但是收到他这样的回复后我是觉得他挺“抠”的；不过还是明白这句话：买卖争分毫；这一点也不假，在任何谈判的时候都要将自己的利益尽可能扩大
DearSteve:
Thanks for you quicklyreply.I canunderstand your situation
As per the summing-up made by our financial department in the lastyear,the statistics showed that we had a very heavy burden onsample cost,During the past years we supplied the small quantitysamples to our customer free of charge,in this way,we not only hadto pay the samples cost in our factory,but also pay for the postageto express courier,such as UPS,Fedex,however,It's a very big costs,Under the above-mentioned situation,we find it is getting difficultto run business in this way.
In order to solve this matter in a reasonable way, we hope ourcustomer could help to bear the cost by paying the postage.
we believe this will do favor to develop the business betweenus,most of our customers is doing in this way now. we sincerelyhope it will be also workable to you. Also, if you have account inthe expresscompany,pls tellus. Thank you foryour cooperation.
Good week.
Sky
和经理商量，结果是不可能再让步了；买家不错，我们又想争取，所以写了这封相当诚恳的邮件，动之以情晓之以理，希望客户能认同
感谢各位楼上的顶贴呵呵，给我在论坛发消息的朋友我都已经回了，以后有相关问题大家可以多保持交流，当然对于此贴有什么疑问和相关建议的话也请随时提出噢，这样我们可以共同进步~
要知道上一封“义正言辞”的回绝邮件开始花了相当的功夫；因为既要保持自己的立场，又要不得罪买家；所以语言组织上和内部的沟通上发挥的相当长的时间；
好在一切的努力没有白费，买家回邮且愿意按照我们的要求承担运费~
Dear Sky：
Glad to receive your kindly reply.
I have to admit you are a very cautious seller...
I have discussed with my boss, and I tried all my best to persudemy boss to accept your request.
The good news is he agree to take all the freight charge,but he isvery strict to product quality.
Hope your products won't let us down.
OK, this is our TNT account No.:******
If everything is ok,we hope to get your samples ASAP.
Yours
Steve
长舒一口气后，下面就是趁热打铁了；其实样品早就准备好了，就等着客户的确认，到了这个点了和买家的沟通就必须快！否则，有可能到嘴的鸭子就飞了~忐忑啊~
HELLO, Steve:
Thanks for your understanding and cooperation. We have set thesample by TNT this morning, and the TNT customer service told usyou will be received in three days. Pls tell us if youreceived.
With my best regards.
Sky
和TNT确认说三天会到米国，但是上面这封邮件发出去之后到了第四天买家仍旧没有任何消息；签名谈得还算不错，不会这个关头真出上面岔子吧？给买家打电话也一直是没有人接，不得不邮件在催促一下了~
Dear Steve,
Havea goodweek~
Did you received our samples？ i have checked online, the TNTwebsite showed that it was endorsed by George*****.
Your quickly reply will be highly appreciated~
Sky
也不知道到底买家对样品是否满意，是否同意下单……
接下来会再告诉大家
上回发完样品后，比较着急买家一直没有回复，等待了快两周后买家终于回邮了；后来在MSN上沟通才知道steve因为个人原因去夏威夷休假了一段时间；这中间他用手机给我的邮箱发过一封提升邮件，我也在MSN和FB上也沟通了很长时间关于相关的细节问题；这些暂且不表，还是直接介绍买家下单时候的邮件ANYWAY，样品没问题后收到买家的订单邮件后是开心的：
Dear Sky：
good day
I am avey glad to inform you that we have received your samples.They are good to us. Our customer like them.
SO finally we decide to give you our order.
As a trial order , we need onesetGZ02*** papercutting &packing machinery.
If ok,send me your PI or Sales contract, so we can go on.
Waiting for your reply...
Regards..
Steve
Waiting for your confirmation .
Sincerely
Steve
每一个做外贸接过单的人应该对下面这个段子深有感触网上调查，你对那句话最没有抵抗力，答案多是“我爱你”，“你真美”，“我们结婚吧”，“乖”...突然有个人回：“We are glad to inform you...” 碉堡啊，瞬间其它答案皆浮云……
我想，做外贸的朋友肯定是希望经常在自己的邮箱中看到这一句：We are glad to inform you...
既然下单当然是皆大欢喜了，接着需要赶紧和买家确认其他细节的信息；客户第一！一切以客户满意为原则……
Dear Steve,
Thanks for your order and we sure that we can have a goodcooperation.
Accordingyourrequirements, we drafted the contract, pls see the attachment; itwould be help if you could tell us more information about thetransportation. After your confirmed , we will arrange theproducing.
With my best wishes~
Sky
发完这封邮件后，买家没多久就回复了，经过他得提示才发现自己忘记发附件了，那个⊙﹏⊙b汗呀，毕竟少犯这种低级错误才能让客户觉得更认真更专业；同时也提醒自己每发一封邮件之前都要仔细检查
Dear Sky：
Good day。
I got your email, but without attachment. I don’t know why, maybethe attachment was spamed.
So if you don’t mind, please send it again, ok?
I will give you more information once I get your contract.
Waiting…
Steve
由于这个时候已经和steve沟通了有很长时间，所有说话各方面比较客气，买家还算很NICE的，也给了个我台阶下~
Hello Steve,
Thanks for your quickly reply , Pls see the attachment again. AndI'm looking forward to your confirmation.
With my best wishes~
Sky
Dear Sky：
Good Day。
This is strange. I don’t know why .There is no attachmentagain.
Could you change another email address to send me the PI？
Thanks for your kind understanding.
Steve
不是吧，怎么会这样，依旧没收到……我这次是真的发了附件啊，难道是邮箱服务器的原因？我查了一下自己的邮箱没什么问题~决定还是向客户表示歉意，毕竟客户现在肯定不爽啊~没办法，我再次发送了邮件和附件
Hello Steve,
It's very strange to hear this, i have never; maybe because thefirewall.
I apologize for the inconvenience.
Pls see the attachment again.
If you still can not receive the attachment, pls tell me your otheremail address. thanks!
Sky
发完这封后，没想到客户又沉默了几天，且MSN什么的都不在线；鉴于上次的经验，也不好意思电话催了，还是发封邮件确认下班；
Hello Steve,
how are you? Did you received our PI, we are waiting for yourconfirmation. Pls note the quotation validity is one mouth.
Your kindly reply will be highly appreciated.
Sky
利比亚：
（一）外贸概况
对外贸易在利比亚国民经济中占有重要地位，政府规定原油、天然气及石化产品由国有贸易公司垄断经营。出口商品主要是原油和石化产品，占总额的95%以上，其他工农牧业产品出口总量所占比重不足5%。
进口商品中，机械设备和交通工具所占比重最大，其次为各类工业制成品、粮食、活畜、原材料、电器、化工以及武器装备等，进口商品构成大体为：食品和活牲畜占17.15%，饮料和烟草占0.36%，非食用原料占2.17%，动植物油和脂肪占1.9%，化工产品占6.46%，按原料分类的制成品占15.92%，机械和运输设备占42.34%，其它制成品占13.58%。
利比亚政府对外贸管理工作十分重视，主要表现为计划管理和政策指导两个方面：进口实行计划管理，每年制定预算并经全国人民代表大会核准后下达给有关公司执行；各外贸公司按预算额度和商品洽签进口合同，申办进口许可证（食品、药品和燃料除外），通过中央银行开证进口。对进口实行政策性指导，禁止奢侈品和国内能够生产的产品进口；优先从阿拉伯兄弟国家、友好国家及同利比亚签有贸易协定和进口计划的国家进口；鼓励易货贸易；具体商品强调从廉价市场和原产地进口。
（二）有关进口禁令和限制
利比亚境内能够生产，且经主管部门认定可以满足自己的商品禁止进口，如柑橘等水果和部分蔬菜和鸡蛋等。由于第三类产品本国生产量不断变化，所以利比亚经常调整禁止进口商品名单。
（三）进口商品所需文件和单证
1、商业发票。发票须注明商品内容、重量及单位、价格等。
2、产地证。产品要有进口国主管部门颁发的原产地证并到利比亚驻外使馆进行认证。如果产品含有一定比例的第三国产品成分，要注明国别及所含比例。同时原产地证一定要注明利比亚进口公司名单。
3、装箱单。要注明托运人的名称、目的港、商品名称、数量、重量等内容。
值得提醒中国出口商注意的是：中国习惯在商品的大包装上注明包装内容，而在小包装上忽视了注明包装内容。利比亚在这方面有严格的包装和标签要求。目前，已有多起因为包装单不符合要求，被要求退回国内重新包装的情况。
（四）利比亚主要商贸习惯
利比亚商人习惯于当面洽谈、看样成交；英语不太普遍，答复函电较少；极少通过函电成交。
利商比较喜欢与工贸一体和产供销一条龙的生产型企业打交道。成交前，他们一般都要派员到产地实地考察；装运前，一般都要派人到工厂或港口验货。长期进口某些商品的利比亚国营公司，一般都用申请注册的办法对供货商预先进行审查、筛选，形成一个供货商名单。一般均按国家年度计划，每年4－5月和9－10月分两次进行招标采购，一般不通过函电零星成交。
禁止与以色列往来
付款条件。一般使用30－90天的远期信用证付款；先付货款的90%，货到检验合格，再付余款10%；信用证的保兑费和境外费用一般由卖方承担，支付货币现多使用欧元。
进口：进口一般以CIF条件成交，由买方办理保险。
发票：在某些交易中，以形式发票代替合同，凭形式发票开立信用证。
佣金：利比亚盛行佣金制度，佣金率3%－10%不等。
苏丹
（一）外贸概况
主要出口商品的农产品，其中以棉花为主，其次是阿拉伯树胶、芝麻、牲畜，等等。进口商品主要是石油及其制品、工业品、机械设备、运输设备和食品。其中石油及其制品是进口大项，其次，工业品和机械设备也占相当比例。
近年来外贸差明显扩大。1990年为避免出现过大逆差，对对外贸易规定进行调整：一是扩大出口，开拓新的商品市场，不采用对等贸易方式。棉花出口采取招标方式。对阿拉伯树胶进行深加工，增加附加值，同时，扩大阿拉伯树胶和诸如绵羊、皮革和矿产品的出口额。二是对进口实行指导，主要进口生产资料和生活必需品如粮食、食糖、燃料和药品等。限制奶粉、茶叶、咖啡豆和大米的进口。
（二）民俗&禁忌
礼节礼仪：苏丹人在社交场合与客人相见的传统礼节是握手和拥抱，同时要进行详细的问候，内容从个人生活到家里状况等，要持续几分钟才能完礼。
信仰忌讳：他们忌讳左手传递食物或东西，认为使用左手是不尊重人的表现。他们忌讳有人随便与他们国家的女人交谈、握手或接触。苏丹妇女忌讳挤奶，因为挤奶是男人的事。苏丹的别扎部落，男人不准提及母亲和姐妹的名字，否则，便被认为没有教养。苏丹人忌用狗作商品的商标。苏丹伊斯兰教徒禁食猪肉和使用猪制品，不吃怪形食物，不饮酒。苏丹人不吃海鲜、虾、触和动物内脏（有人吃肝），不爱吃红烩带汁的菜肴，贝贾人不爱吃鱼和蛋类。
肯尼亚
（一）外贸概况
主要出口商品为茶叶、咖啡、花卉、水泥、剑麻、除虫菊、纯碱、皮革、肉类和石油产品等；主要进口商品为原油、机械、钢铁、车辆、药品、化肥等。
（二）关税及其管理措施
肯尼亚整体关税水平较高，集中在农产品，纺织品，服装及化工，最高关税出现在农产品，其次是面料，服装和床上用品
（三）通关环节壁垒
肯尼亚进口通关程序冗长，办事机构分散，当地海关几乎对所有的货物实施开箱检验。另外，海关估价随意，常导致进口货物的完税价格高估。同时由于质疑期间货物不得入关会产生高额滞期待港费用，故进口商很难对完税价格进行质疑。
阿尔及利亚
外贸概况：
阿尔及利亚是非洲较为发达的国家，阿尔及利亚GDP近年增长较快。阿尔及利亚的进出口贸易总体为顺差，主要出口油气产品。阿农业和工业均处于起步阶段，粮食等农产品绝大部分需要进口。
阿从中国进口的主要产品为不锈钢、工程机械、汽车散件、机械零配件、机电产品、计算机与通讯产品、服装、纺织品、家电、钢铁制品、汽车等。根据阿近年社会经济发展趋势和国家政策导向，基础设施建设和工、农业振兴、信息化建设将是阿国建设的重中之重。因此，可以重点探讨扩大以下产品的出口：
1、机电设备:政府将投资超过2000亿美元用于国家建设，尤其是基础设施建设将继续大力推进。随着这些项目的上马以及中国公司在阿承包工程市场的进一步拓展，将会有更大的机电设备进口需求。
2、汽车和零配件；据阿工业和投资促进部数据显示，中国品牌汽车约占阿汽车市场10%以上。中国品牌汽车价格较便宜，但主要共性问题是质量与欧洲标准、与欧美品牌还有相当差距，售后服务也欠缺。如能提高中国汽车的性能和质量、遵守当地制造标准，尤其是安全和环保标准、建立配套的售后保修服务、加大对当地技术、管理人员的培训，中国汽车在阿将有很大的市场空间。目前，由于阿关税政策仍向整车进口倾斜，故中短期内进入阿市场的主要还将是整车。投资兴建汽车组装厂尚不具备较好条件。
3、信息通讯产品:中国信息通讯产品通过中兴、华为两家企业多年的开拓，在阿已占据一定市场并得到了阿政府部门的认可，进一步加大信息通讯产品的对阿出口大有可为。
4、农副食品：阿短期内不能做到食品类产品自给，故可进一步拓展对阿糖类、茶叶等农副食品的出口。
喀麦隆
（一）外贸概况
喀麦隆出口产品仍以初级产品为主，出口量排名前五的产品分别是原油、可可豆、木材及木材加工品、碳氢燃料和润滑油、原棉和新鲜香蕉。
2010年主要进口产品包括机械设备（占进口总额的10.2%），粮食（占7.7%），电子设备（占6.2%），鱼类及贝壳类食品（占4.5%），盐、硫、稀土和水泥（占3.5%）。与上年相比，2010年机电产品和冻鱼、大米和玉米等食品的进口量有所下降
（二）进出口规定
1.一般需要SGS报告。一般情况下客户为了减少关税费用，会先付一部分订金，剩下的金额要申请SGS检测，
2.喀麦隆海关规定，从2006年10月15日起，所有进出口喀麦隆的货物，包括散货、杂货、集装箱货物、新车、二手车必须一张提单提供一份BESC（BordereauxElectronique de Suivi des Cargaisons）单据，但货物转运或转船运不包括在内。
3.进口货物在船到喀麦隆前5天内或出口货物在船离港五天内未能提供BESC号码，将被处以BESC费用0.5倍的罚金。
埃及
（一）外贸概况
埃及的出口产品中，原油及其制成品约占其出口总额的将近一半，其余为棉花、纺织品、农副产品、铝材、钢材等。
主要进口产品包括机电设备、汽车及零部件、金属制品及材料，占进口总额的1／3左右；小麦及面粉、玉米、食油、奶、糖、蔬菜、肉类等食品，占进口总额近1／4；化工品及原料、木材、纸张，占进口总额近1／5；还有纺织原料、建材和轻工产品等。
（二）进出口规定
埃及对进口产品往往要求严格按照埃及标准实施检验。埃及的进出口法附件中列出了所有必检商品清单，共有135大类，但实际上任何进口产品都面临着被抽样严格检查的处境。进口产品往往发生因为质量规格不符合""埃及标准"，而被""政府拒货""的现象。一旦进口商品被埃及的质检部门认定不合标准，就必须作退关处理，不论进口商是否愿意接受这些产品。
埃及是世界上最大的小麦进口国，此外还进口玉米、食用油和糖但是禁止进口转基因农产品。
自中国进口的工业品在埃及海关清关时必须出示国家质检总局出入境检验检疫局颁发的装运前检验合格证书。
根据埃及法律规定，进口商品清关应满足以下条件：
（1）未经使用的商品、规定目录的二手商品、主管外贸的部长批准的二手商品。
（2）根据主管外贸的部长指令规定，商品应配有国际编码。
（3）进行清关的进口商品应附有写明生产商名称、商标（如有）、地址、电话、传真号码和电子邮件的发票。
（4）除了特殊说明的情况，对于价值超过5000美元的进口商品，应通过在埃及境内运营的银行以任何正规方式支付。
（5）商业进口商品清关时需提供进口商注册卡，进口商品应在该卡注明的商品之列。
（6）进口商品清关须配有经过主管部门认证的产地证明。未配有产地证明的商品，在商品所有者提供根据海关定价填写的无条件保单后可以予以放行。产地证明须在6个月内提供，否则从保单中扣除补偿费用，保单在提供产地证明后返还。生产型或服务型项目进口生产、运营及服务用必需品，无需进行进口商登记。
下面是上次发完催回信后收到的买家很详细回复，关于什么原因晚回复只字未提；老外比较注重隐私，买家不说我们最好别问；
Dear Sky：
Sorry for the late reply.
Finally we received your PI and we read it very carefully. The keywe care is the quality, so we trust you and agree your items inPI.
So, we confirmed the following information:
1.Thequantity istwopieces;
2.Thetotal amount is 18000USD;
3.The destination port is Long Beach, USA.
4.Paymentterm: frankly speaking, this purchase is very urgent, and as weknow L/C will take much longer time to finish than T/T, so based onthe mutual understanding between us, how about 30%T/T advancepayment ,and 70% balance after receiving the copy of B/L;
5.Shipmentdate: 13rd,***; we need to receive the products before22th,****;
6.Theship company we appointed is SITC , please contact them afterfinishing the preparation.
Dear sky, please confirm all these items and let us know yourdecision. Thanks so much for your kind understanding.
We really hope we can finish the trade between us ASAP, so that wecan make sure how to give you the next huge order.
Let me know your answer…
Waiting..
Steve
怎么样付款一直是贸易中头疼的问题，在这个头疼的问题上买家果然提出让我们头疼的选择，买家要先3成前TT，后面见提单复印件附；其他行业可能3成的预付款没问题，但是作为机械来讲，如果订单是按买家要求生产的机器，就算提前收到前3成的钱也是特别没有保障；因为万一后来买家不要，所费的人力，财力物力做好的产品也会成为废品，之前公司就发生过这样的例子；
作为卖家来说，只要是生意，在没有完全受到MONEY前都是有分享的
所以，作为外贸人员我们必须将这种风险降到最小！和经理商量，风险面前无路可让；毕竟沟通了这么久，还是要照顾买家的情绪的，如是有了下面的邮件。
DearSteve,
Thanks for your kindly reply and your confirmation.
About your questions:
We can't accept your payment term, the payment term we have writeclearly in our P/I:100% IRREVOCABLENON-TRANSFERABLEL/CAT SIGHT
If you think L/C is wasteful of your time, you can payment by 100%T/Tin advancebefore the shipment.
OR 70%T/T in advance and 30% balance by after receiving the copy ofB/L
The payment term for all our customers order is by this way, i hopeyou can understand our situation.
We now can offer from our stock, so you need not worry about theproducts. Also, our quality is the top class in China, otherwise wecan't be the biggest ***** in China.
If you can confirm today, we will arrange your order today ASAP.Thanks.
Sky
之前谈到PI的时候就可以判断出买家应该已经下定决心买了，所以，这个时候应该是我们占主动；你们觉得呢？
没想到的是上封表明立场的邮件发过去之后，买家再再次两三天没回复……我勒个去，为啥等待焦急的总是我们？因为我们是卖方市场？！尔等只有发邮件催吧……
DearSteve,
How are you?
How time fly~ we still have not received your confirmation, so it'skindly if you tell us your opinions, thanks.
With my best wishes
Sky
MSN不在线，之间也打过办公室电话，被告知不在办公室~好在沟通这么长时间，心里有点底也有点习惯了买家这样，无奈等待了快一周后，买家终于回复了：
Dearsky:
Goodday.
Sorry for thelate reply. I went out for a four-day holiday. Hope you are stillthere for us.
Dear Sky, forthe payment term, I discussed with my boss and he gave me his finaldecision.
You know we need to receive theproducts ASAP, so my boss only can accept 50% TT in advance, 50% balance afterreceiving the copy of BL.
I have tried andthis is the result I can earn for your company. Please understandme.
So, if youagree, let me know, and we will send you themoney.
Regards
Yours
Steve
买家让步了……悲催的是这样的让我我们还是风险很大，原因之前也依旧解释过；这个时候更不让步；NND，虽说我是卖方市场，但也不能任人鱼肉啊；回邮是改变字体颜色强调立场！
DearSteve,
Thanks for your reply
Thanks for your cooperation and pls understand us.
As youknow, 50% TT in advance, 50% balance afterreceiving the copy of BL this payment term is socomplicated foryou,and100% IRREVOCABLENON-TRANSFERABLEL/CAT SIGHT is convenience for bothofus.
We willing to make aconcession:100%IRREVOCABLENON-TRANSFERABLEL/CAT SIGHT , this payment term is only we can accept
Looking forward to receiving from you~
Sky
有时候想想，外贸过程中很多时候比拼的是心理的忍受度，忍不住的人就会先退步；
要么忍，要么狠，要么滚；只是，你我都难得有这份洒脱吧呵呵
博主暂时更新到这里。。。。。。。。。。。。。。。。
