中英文對照｜揭秘采購商不回復郵件的秘密！Why Purchasers Don’t Reply E-mail!

　　外貿業務員們有沒有發現采購商不回復郵件的現象呢？如果有的小伙伴就要多多留意啦！其實采購商不回復是有原因的，今天小編就要為你們揭秘采購商不回復郵件的秘密！

　　Do foreign trader salesmen notice the condition that purchaser don’t reply e-mail? If it does exist then you should pay more attention about it! There must be some reasons why they don’t reply, so today let me reveal the secret about it!

　　1、郵件單一，基本上是一樣的

　　Emails are too monotonous that they are almost the same

　　不是說采購商懶，但是面對郵件基本上是一模一樣的情況，采購商是不會有耐心去一封一封看完所有郵件。其實采購商看郵件時有篩選性的。每一封郵件點開，有報價單的郵件留下報價單，沒報價單的郵件暫時不看。

　　I’m not saying that the purchasers are lazy, but they won’t have the patient to read all those emails when facing the situation that almost all the emails are similar to each other. Actually it’s selective when they read the email. When purchasers open the email, those with quotations would be kept and those without quotations would be ignored temporary.

　　2、絕大部分郵件，是一番公司介紹

　　The majority of the e-mail is company introduction

　　就是讓采購商去他們公司的網站看產品，看中了什么再告訴他，他再報價。

　　Just let the purchasers have a look at their product on company’s website then let them offer a price after they have some favorite products.

　　對于采購商來說，在郵件中已經有報價了。所以除非實在不滿意，否則采購商是懶得再去找那些網站看了。所以阿連不建議用這種方法去發郵件。

　　Purchasers won’t go on the website to search the price if the e-mail is already has the quotations. Unless they are really unsatisfied. So I don’t suggest that you send e-mail in this way.

　　3、業務員寫的郵件沒有針對采購商的需求

　　E-mails wrote by salesman are not in purchasers’demand

　　有一些郵件，很明顯那里面的公司介紹部分是事先寫好的，根本沒有針對采購商的需求的部分，然后就是讓他們自己去看網站。連阿連都可以想像得出有些業務員的工作：有人詢盤了，把現成的介紹拷貝-粘貼，然后發送，大功告成。這樣采購商有可能會回復郵件嗎？

　　Company introduction is obviously wrote in advanced in some e-mails, which is not in purchasers’ demand at all, then they just let the purchasers to see it on the Internet. I can even imagine what job the salesmen do: copy and paste some ready-made introductions in e-mail to the people who give an inquiry. Which purchasers will reply to such e-mail?

　　4、報價單需要另存

　　Quotations need to be saved

　　當采購商回復了郵件后，再說報價單。正常情況下采購商是把郵件里作為附件的報價單直接另存，然后去下一封郵件，如果有附件，再另存。結果加起來收到了二十來份報價單。一份一份打開看，絕大部分（大約二十份），報價單里面是沒有公司信息的。這樣的話采購商就難以知道哪份報價單是哪個公司的了。即使報價很低，采購商也就懶得再去費心找出來那最低的一家到底是哪個公司。別以為采購商是只會對價格高低有興趣，他們對業務員的要求也是很高的，所以一份郵件寫得怎么樣就可以體現出業務員的工作態度了。

　　If we’ve got reply from purchasers then here comes the quotation. In the normal case, purchasers just save the quotations directly that attached in e-mail then open another e-mail. At last they’ve got more than 20 quotes. After reading these e-mails, purchasers found that there is no company’s information in most of the quotations (about 20). It’s hard for purchasers to know which one is for which company in such case. Even if the price is low, the purchasers would lose patient to find out which company is the lowest one. Don't think purchasers are only interested in price; their requirements for salesman are also high, so the quality of the e-mail can reflect the salesman’s attitude.