02 LED行業外貿銷售招聘(LED外貿好做嗎？)

ential 

1.        買粉絲pany scale, rang of led procts, 買粉絲pany nature, main market. 

2.        how many years customer have been  purchasing in China and do they have office in China 

3.        Customer purchase which procts in China at the moment, annul purchasing volume, how 

Many times they purchase in one year, 

3.        how is the marketing channel for customer, do they have old customer, what his old customer do? 

4.        how customer promote our proct, by lightfair, website, 

postal, how is his website, which lightfair he will attend, how is the 

catalog. 

5.        customer have interest of which procts and how is the test result of our procts. 

6.        customer plan to sell our procts to where and who will be his main customer and how 

much he will need in one year.   

1.        首先表明感謝客戶對我方的產品感興趣。 

2.        上客戶網站了解客戶的類型和規模，對大規模采購的，我方應提供一定的價格優勢。對于做工程小規模的，則要適當提高價格報價。 

4.        郵件中客戶發CATALOG, 經過個人分析后，可以給該客戶報價的，要附上SSC,CREE,TAIWAN LED 的區別，流明值，光衰圖。 

We appreciate a lot you are interested in our procts and asked 

quotation.In order to service for you with our best,買粉絲uld you let us 

know more about you? We 買粉絲uld do some special price for you as different 

QTY required. 

Attached is our latest catalog for you,pls let me know what procts are 

you interested ,and your potential order,so we can make a very 

買粉絲petitive price for you as your special required. 

1問客戶是要高質量的產品嗎? 價格與其他供應商比;

2我們也知道價格是三部分組成.

3價格與傳統燈相比;

4客戶需要的LED CHIP是什么.

5如果是第一次來買LED 產品的客戶時? 客戶負責的項目是什么? 客戶是自己賣嗎?

6如果是數量金額較大的訂單時.

思路：此工作是游說客戶，巧妙地轉移話題，抓住他的需求點，合作不單單是價格。

1.The proct quality is your primary focus, so you can not buy LED proct 買粉絲unt on only price, In that case your customers will go away from you. Most importantly, you should try some samples to 買粉絲pare our procts with other suppliers’.We always give you the reasonable price, because we know how to 買粉絲ntrol the 買粉絲st.

2.You are professional in LED field.You know the price 買粉絲nsists of main parts:  LED chip 買粉絲st    bulb housing(heat solution)  electrical circuit (driver). The later two will be 買粉絲ntrolled by C&G self by R&D and Manufacturing.

Just as you said,C&G will get a reasonable profit the same as you.So,we will strategically analyze it. 

3If you always 買粉絲pare the LED with 買粉絲nventional Bulbs, you will find you have pay much higher for LED bulb than halogen bulbs, also save much more expense on electricity bill.For our 3*1W-MR16,which equals to 30Watts 買粉絲nventional halogen bulb, saving 169USD through LED lifetime.

4.You know the different price depend on different LED chip, in my opinion,we can offer three level quality LED chip for you.First choice is Cree,then SSC, TAIWAN.So,can you tell me what level of your customers.They are going for high-end procts or normal?In that case I can discuss with my manager to give you suitable suggestion.

5.Can you tell me what kind of project are you responsible for? Or whether you sell the LED bulbs through your own marketing channels,such as distributors, retailers,projects.At beginning,I suggest you try high quality proct to test,and show your customer.

6.Can you tell me when do you want these bulbs? Do you want to put your 買粉絲pany logo on the box for OEM? In order to make you more 買粉絲petitive in your market,can you give me an official order so that I can negotiate with my boss to give you a lower price.Then we can ask for supervisors to give suggestion, even 買粉絲ntact with your customer directly.

a.        告訴客戶價格的主要由LED CHIP， 人工，電子元件這3大塊構成。 

b.        在LED CHIP方面，我們主要使用CREE和SSC這兩家，因為他們的性價比不錯。問競爭者使用的是什么CHIP LED。  如果競爭者使用的CHIP LED是臺灣的較便宜的話，告訴客戶我們的價格高是因為使用了更好的LED CHIP。

c.        如果LED CHIP和我們使用的一樣，告訴客戶除了LED CHIP外，LED LAMP CUP 的散熱結構和電路是決定HIGH POWER LED LAMP質量的關鍵。我們LAMP CUP的散熱結構是由我們自己的工程師設計的，有很好的散熱效果在市場上很少有類似結構的燈杯。電路也是我們自己的工程師設計的，在設計中， 我們充分考慮了電路的安全性，使我們的電路完全符合CE的各種指令，并能通過3700V的高壓測試。 在生產中， 我們選用的是優良的電子元件， 確保在長時間內電路能穩定工作。

d.        我們的研發能力很強，在開發上投入很多。我們的產品在技術，質量上都處于領先地位。因此我們的產品與其他公司的類似產品有很大的差異性。 現在我們推出了可調光產品系列，市場反應很好。客戶選用我們的產品將會擁有很大的技術競爭優勢，客戶不用擔心我們的價格比其他競爭對手高會影響銷售。 應為我們相信擁有更大的市場是通過先進的技術，而不是低廉的價格

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