姓名：张荷花案例 1 案例简介介绍：SS, CHILE, 沟通点：客户对中国产品质量存在质疑，如何消除客户的顾虑

案例沟通技巧小结
姓名：张荷花
案例 1
案例简介　
介绍：SS, CHILE,
沟通点：客户对中国产品质量存在质疑，如何消除客户的顾虑
沟通过程
Customer : How will we control the Material Grade ? I know we will have the Material Quality
Mill Certificates. However, can we additionally perform tests to a specimen in the
Pipes，factory as to confirm the quemical and mechanicalproperties?
Joanne ： First, the raw material mill will arrange checmical and mechanical test after
production, once qualified , they will dispatch the material to us. After that, pipe mill will recheck
the raw material and do thetesting again to secure the property. You can peform the test in the
mill during inspection and we can accept any third party inspection. For you better reference, i
have attached our Test and Inspection Plan for this offer for your evaluation
案例 2
案例简介　
介绍：SS, CHILE,
沟通点：客户想知道当地市场的客户联系方式，查实我司的实力
沟通过程
Customer: Can you name us a couple of your clients or projects in Chile market?
Joanne:
For stainless pipe,it normally focuses on Mexico market. we have not shipped to Chile before,
Sincerely wish we can expand Chile market with you together.
案例 3
案例简介　
介绍：SS, CHILE,
沟通点：信跃作为代理商，如何控制价格成本
沟通过程
Customer: Your compa
ny is not the direct mill on this item, how you say your price is best:
Joanne: We are the direct agent of the mill with the selling amount of 10000 tons per year . To
secure our advantage, they have gave us an agent cost lower than the market.Meanwhile , for
the big order, For big qty order, Xinyue will purchase the rawmaterial directly in steel
mill to control the best rate.
案例 4
案例简介　
介绍：SS, CHILE,
沟通点：因交期紧张，客户要求现货，但工厂无现货，如果说服客户接收定做
沟通过程
Customer:
Can you source for the raw material in stock or inventory, so you can improve on theFOB
Delivery time? (Other suppliers are offering about 30 days for FOB). Delivery is the most crucial
aspect for this order, otherwise the client will purchase the pipes in stock here in Chile
(obviously, at a much higher price)
Joanne:
I have checked around 5 steel mill ,there is no stock or inventory material now , the best we can
do is FOB 46days, you can the details as below:
30days
rawmaterial + 10 days production + 6 days for package,booking, transportationto the seaport + 4
0 days from China to Chile
In order to get the order, there may mills accept 30days delivery , but after order, there
isdelay.For our side, we 200% sure the order shipped on time since it is confirmed, no change.
案例 5
案例简介　
介绍：SS, CHILE,
沟通点：客户对货损的处理不明
沟通过程
Customer:
For the Insurance, what would happen if the Vessel with our goods have accident, how will you
handle it? I am aware we are dealing a CIF Contract with you,
however, we need to know if in that case (extreme) you will provide us another batchof pipes or
will you pay us the order amount? in how many days?
Joanne:
Wewill cover CIF 110% value all rises for the cargo andyou will be the beneficiary, accident
happened, in Chileside, you need directly contact insurance agents in Chile, they will check the
situation in the site, In China side, wewill contact our insurance company to settle the claim. The
compensation will directly pay to youraccount by insurance company, you can use it to
importnew pipes. However, theaccident rate is very rarely, it has
not occured in my past 10years export life, Do not worry
案例 6
案例简介　
介绍：SMLS, UAE,
沟通点：客户问你贸易商，还是生产商?
沟通过程
Customer:
Are you a trader or manufacturer?
Joanne:
We are the manufacturer of welded steel pipe , for seamless pipe, we are the agent for the good
reputation mill in China, like TPCO, Valin, Baosteel, Luxing, etc.....
There are many small SMLS mill in China , but the quality is not approved by the oil company in your
market.
We are as agent to secure you both good quality and better price from these approved vendor list of
oil companies.
案例 7
案例简介　
介绍：SSAW, PERU
沟通点：为何 API 证书上面的名字不是 XINYUE
沟通过程
Customer: Why your certificate with the name of Pengzhang , not xinyue ?
Joanne: Xinyue Industrial & Trade is just registered as an export company under our group,
which API certificate only can apply by the factory , can not apply by the export company .
Pengzhang is a ssaw mill under Xinyue Group, and we handle our the export procedure
案例 8
案例简介
介绍：SSAW,Singapore
沟通点: 客户反应太高,但实际不能操作
沟通过程
Customer: Our competitor offer for the OPTION 3。 the Price: US$ 500 x Ton, if you want to get
this order,the price must be lower than this price.
Joanne:
100% assure , i want to get this order, however ,your target price is too low under the market
status, the current HR coil price is around RMB 3800/Ton ( USD 560 /ton), i really can not figure
out how they can work on CIF price under USD 500, crazy really.
If you want to place the order to them , if you trust me , you can give me their company name , i
can help you to check their business record and credit
As you knew ,there is company get the order with lower price , but ask for rising later.
案例 9
案例简介　
介绍：SSAW, COLOMBIA
沟通点：客户来访跟进
沟通过程
Customer: Joanne, i will come to Tianjin next week to see your mill
Joanne:
It is pleased that we can meet soon and we can show our company capacity to you.
In order to make your visiting smoothly, we would like to suggest as below:
1. Route: You can take flight to Beijing and take high speed train from Beijing to Tianjin which
only take 30 minutes, if by car , it will take around 3 hours from Beijing to Tianjin , if no traffic .
2. Visiting arrange:
A. Firstly , we will make an PPT Presentation in our office in the city to discuss our on-going
projects and make introduction of our company
B. 2nd show you around the pipe and coating mill to see our quality control and production line
C. 3rd Have an summary meeting in our office to discuss which part we need improve after the
factory audit
Enclosed, you can refer our detailed visiting schedule.

If you have any comments or other production line do you want to see , pls let me know.
Thank you
案例 10
案例简介　
介绍：SS, CHILE
沟通点：合同跟进
沟通过程
Customer: Joanne, please find our PO and bank slip as attached
Joanne:
Thanks for your order, Enclosed, please kindly find our delivery schedule for your PO.
If you need arrange any third party inspection , please kindly inform us in advance.
Thank you
姓名：April 冯叶
案例 1
案例简介　
（产品，国家，案例沟通重点等）
介绍：镀锌管，南非，合作两年之后一次报高了价格，客户觉得我们的价格越来越高，这一次高出了
很多，很生气的下给了其他的供应商。我诚恳地分析情况，进行挽回，客户态度回温，承诺下次会再
和我们询价。
总结：即便在出现错误，失去这次合作机会的时候也不要放弃沟通，放弃客户。
沟通过程
client：Unfortunately your prices were very out, so we had to look for another factory and we have
already placed the order with our previous supplier / fcatory. Please do remember to check lowest
prices, as your prices increasing too much and we forced to look for another supplier etc.
April:Ichecked again with our production manager with every process costs. I think the reason is the
galvanizing cost, this week the galvanizing cost were reduced a lot, but our production manaegr
didn't updated in our system. I am sincerely sorry, maybe you already too disappointed about our
price, but i still updated the correct/lowest quotation to you.
client:It is quite surprising that you win our business with good pricing then slowly increase price
all the time, till prices are not competitive anymore and we need to then change supplier.
April:I know you need our support with competitive price to fight in your local market. Actually i
never added our profitproportion slowly or one by one order, in our first year we have about 6-7%
profit, but after long term cooperation, this year we only have 2-3% profit now, because during our
cooperation of 2 years, we added the production/process cost three times:
-1. no below tolerance limit of wall thickness, so sometimes we need to bear the more heavy weight
cost.
-2. add the oiled painting process after galvanizing. Of course it's because we had bad experience of
ugly galvanizing surface, but it's real add our cost about USD10/MT.
-3. as your required, can't load not exceed 21.6MT per 20 ft container, it lead to more higher sea
freight per ton.
And since last year, the raw material price continue to go up time to time. When the price go down, i
all updated the price for you in time, just want to help you purchase the high quality stocks in the
low level market price.
I am not try to find the excuses for our uncompetitive price, it real happened and now I need to live
with the consequences. I know maybe you don't trust me anymore, so sad i am not a unqualified
partner. But anyway, i will continue to update you the price movements, you can ignore it if you are
busy, or give me a read message when you free.
Client:I understand, just disappointed when I check your prices with other high quality factory and
the prices they quote me are cheaper, hence I place order with them. If you had given me correct
prices , I would have placed order with you, but now its too late. We will check on next enquiry if
your prices are competitive. Unfortunately the market is very sensitive to pricing at the moment.
April:Thanks,we need to pay for our own mistake. Next time, we won't make such stupid mistakes
again.
案例 2
案例简介　
介绍：镀锌管，南非，客户第一次采购光管，对表面的锈迹无法接受，想要取消订单。与客户沟通其
需求后，免费为其涂油，以减少损失，避免客户取消订单。
总结：了解客户真实需求，提供有效解决方案，双方共赢。
沟通过程
email 沟通问答记录
April:Now three new bare pipes are all finished as 6meter, we will rebound them after cut into
3meter, pls check the attachment with pictures. Now most of pipes are looks good, no rust, but
as i said, after one month shipment, the pipe definitely will have some yellow light rust, even we
spay some light oil outside. Because it's the first time you purchase the bare pipe from us, so i
don't know if you can accept this kind light rust surface.
client：As per the photos, I am worried the rust is too much. I suggest we cancel the black pipes
and only order with galvanised pipes. It is too risky for shipment of black pipes for such long time
at sea from China. Rust will be even more sever by the time it reaches South Africa.
I greatly appreciate your openness and honesty with the rust situation.
Selena: Oh, Edgar, sincerely sorry, we already finished the production now, we really can't
cancel the order now, just because you are our VIP client, so we didn't ask for more deposit, but
we already purchased the raw material, and finish the production, if you don't cancel them, i will
have a big trouble. And we have the solution to solve this problem, we can remove the rust and
do the oil painting, then will be a very good look as attached picture, just need to add some cost.
If you worried about the extra cost, we can take charge of some part
client：Ok, WE UNDERSTAND, BUT PLEASE ADD EXTRA OIL. We have ordered black pipes form
China before (old supplier)and we never had a rust problem like the pictures you have sent. Cannot
understand why your pictures look so bad with rust ? Please add as much oil as possible to protect .
Selena: Thanks, If that kind, they must do more painting for you, not bare pipe. Because all bare pipe
are pure steel pipe, definately will have rust when they meet the rain and air...please feel relax, now I
know your surface requirement, I will remove the rust and do the oil painting for you.
案例 3
案例简介　
介绍：方矩管，加纳，此客户为库存商，喜欢观望价格，喜欢还价，第一轮已答应其目标价格但利润
很薄，但是客户仍然拖了两天未确认 PI，直到价格上涨，客户想以原价确定 PI，告诉其市场行情上涨
幅度，借机涨价，客户反而爽快签订 PI 付定金。
总结：把握时机和客户心态，库存商爱买涨不买跌
沟通过程
Whatapp 沟通问答记录
April:Hi, , the price continue to go up today, the lowest price i can offer is as last week i quote
USD730/MT.
April:And your BOQ are too much of big size, i adjust a little to fit 6*20"GP container, each load
28MT.
client:720 is OK ?
April:USD725,ok? Pls leave a soup for me...
client:Oh
April:When can you arrange the deposit?
April:Because the steel raw material still continue to go up...
client:Rond pipe is 25*0,9mm no 0,7mm
April:Ok
April:Same price.
April:When can you arrange the deposit?
client:You need how pourcent
April:20%
client:10 or 15 %
April: 5555555.。。。。😂😂
client: Pls sorry dear
April: usd 725, 15% , ok?
client: Pls 720
client: 15%
client: Market in Burkina Faso no up 😱😱😱
client: Pls send Pi
client: I will make deposit
April: When can you make the deposit, today?
April: And we can choose the shipping line by ourselves, because I calculate as the cheapest sea
freight.
client: No tommorow
client: I have transfert for other suppliers today
April: Pls don't though the Hongkong bank...😂😂😂
client: No Dubaï bank
April: Ok, I send you PI first.
client: OK thank you very much
April: Give me more orders...
client: Ok i will give if you load this order
April: : Pls check your email.
April: : And if there are no problem, pls sign and stamp it, and send it back.
client: OK thank you
client: Send me to whattssap also
两天之后客户仍然没有回签 PI，然后价格涨了 50 元，借此机会给客户涨了 10 美金。
April: Today we only can offer you the price as USD730/MT.
April: 720 is impossible.
client: Yes i have this informations the Price go up
client:Yesterday you have received my signed?
April:Everyday the price risen by a big margin.
April:No.
client:OKi make
April:No email, and no bank slip. I don't want to push you too hard.
client:725
client:I signed
April:Tomorromow will continue to go up.
April:730 we still break even now.
client: Ok
April:Thanks, pls arrange the deposit today.
April:I will update the PI now.
April:You know i need to use your bank slip to book the material first.
client:OK sure you received
client:If you received slip today you can accept 730?
client:Now if i make deposit today one week you received money
April:One week?
April:Oh my god...
client:In your company account
April:OK,theni can book the material tomorrow morning.
client:Yes sure
April:Buti need the bank slip copy.
April:Today.
client:Ok
client:I will send slip bank today
April:Andpls pay it through the fast DUBAI bank.
client: OK i will make
案例 4
案例简介　
介绍：方矩管，加纳，此客户为库存商，喜欢观望价格，喜欢还价。在其签完第一个合同后，继续更
新大盘走势图给他，告诉其第一个订单下得很好，很便宜，然后价格后期会继续涨，然后客户担心会
涨到 USD800 每吨，立马要求再下一个订单，且数量翻倍。
总结：把握时机和客户心态，库存商爱买涨不买跌
沟通过程
Whatapp 沟通问答记录
April:hahahaha
April:Totally crazy
client:Price ?
April:Em, raw material price.
April:Risen about USD10/MT today.
client:What problem the price go up every days
April:We don't know...
April:Just show you the price movements for your reference.
client:Oh
April:Not your specification, but same price movements.
client:Normalyseptember the price go Dow
client:Soo this year the price go up every time
April:We hope so...
April:Yes, if the price go down to April-May 2017, you can purchase big quantity.
client:Thank you
April:Will continue to update the price movements for you.
client:OK thank you
client:If you know the price go up again inform me i make big orders
April: Ok...
April:In a short time, the price won't go down.
client:OK i will make other orders
April:Ok.
April:Just let me know when you have the plan
client:OK need 12 containers
client:Pls help me
client:To accept 10% deposit 😭😭😭
April:If you finish production i will make 10%
client:Pls
April:within 2 days? After receive my finished products pictures.
April:So we will need this second 10% then can book the shipment. Ok?
client:Yes
client:Ok
April:Ok, pls send me the detailed specifications.
client:OK
案例 5
案例简介　
介绍：美国客户定的钢板，在生产即将完工的时候，说我们定的天津的散货船航期太久，客户接受不
了，要求取消订单，在与其认真沟通，找到解决方案，成功收汇并维持原有利润完结。
总结：了解客户内心真实的诉求，即便花费更大也要尽量帮助客户解决他的问题，才能达成共赢。
沟通过程
电话沟通，无聊天记录，只能整理如下：
由于美国的散货船一直很少，差不多一个半月一艘船，航期不定，且天津是第一个国内收货港，从天
津港出发后还要经过上海，青岛港。由于前期对这个顺序及船期的不了解，觉得只有一个天津港的方
案，其他的港口方案内陆运输太昂贵，无法承担，就告知客户没有办法，只有这个是唯一的船，需要
50 天才能到目的港。谁知道终端无法接受 50 天的航期，由于利润差额很大，美国贸易商宁愿不要
30%的定金了，也想要取消合同。也有可能目的也是想吓我们，让我们为其找更快的方案。然后客户也
主动提出宁愿多花些钱，也要定更快的船。于是我们立马让货代询青岛或者上海的船，有没有更快更
早到目的港的船，加钱走陆运送过去赶船。最终加了 100 元/吨，从天津送到青岛港，赶更早的船，提
前了半个月到港，客户和终端都满意此结果，顺利操作完成。
案例 6
案例简介
介绍：SMLS 和 SSAW，美国,终端客户收到货后对壁厚下差感到不理解。对此引用标准和生产流程进行解
释。
总结：有些客户不了解钢管的常规标准，可以直接和客户解释。
沟通过程
client:: My customer is inspecting the pipes now. We have questions. Can you please send me
the thickness of all the pipes you sent me? I need them by as soon as possible.
April: What do you mean all thickness?SMLS pipes' wall thickness are not very and accurate and
stable, because of the production limit, but all in the tolerance limit of standard requirement.
client:But the thickness contributes to the overall size and weight. There are standards for
thickness that is why we specify schedule on our order.
client:Please send the thickness per your production.
client:Also I need explanation why is not very accurate and stable.
April:Ok, I will send an email after I go to my office later.
Hi , About the wall thickness, there are detailed requirement in standard as below:
ASTM A106 standard
ASTM A53 standard
So according to our detailed test results, are all in the tolerance limit of WT -12.5%. Pls explain
with your client, every specific schedule/specifications all have a allowable variation in Wall
thickness &Outer Diameter & Weight.
And why will have such variation / tolerance of Wall Thickness & Outer Diameter, that’s because
of below production process “piercing” of SMLS STEEL PIPE. It very hard to control every
place or ponit of whole tube to be same thickness. If need very accurate WT, will need to add
more process like cold rolling or precious rolling, but all your specifications & standards are
normal hot rolling SMLS, so we produced as normal SMLS pipes.
And about SSAW steel pipes, the steel coils we purchased from raw material factories also have
some tolerance, it controlled by the steel raw material factories, and also are allowable variation
in steel industry & standards.
Hope you can explain with your client, if they don’t want any minus tolerance of Wall thickness &
Weight, that’s also ok for us, we can sell the actural weight price to you, just the price will be
much higher than theoretical weight price, because we will need to book more thicker WT raw
material&pipes than your required, then can control all pipes are no minus WT than your
required. Hope you can understand.
And you can also check with other steel pipe suppliers about this WT tolerance limit matter, see
if i told you the truth.
April:How about the pipes problems last time?
April:If the client still not understand, we can offer more technical service to explain with them.
client:so far no more questions from the client.
案例 7
案例简介
介绍：澳洲，ERW，客户反馈终端下给了当地的库存商，我对此事的解释。
总结：对于长期合作客户，可以坦白告诉他我们的风险与利润的需求，以此讨论出最有优势的方案。
沟通过程
client:Afternoon Dear April F ,Just spoke with our mate on the current state of play with this
enquiry , sadly we missed out on this one to an offer through a Brisbane trader quoting Huludao
Mill product . The AU$ rates were approx. $ 30 / 40 cheaper than XSG Piping & he had a strong
degree of comfort with the HLD Mill – proven QA & customer preference ?, however I did remind
him of the good work / feedback. As I said earlier , MW thinks we have moved up the scale & will
be on the radar more going forward as to future enquiries both stock & projects .
April:Thanks for your kind feedbacks, if only quote as USD & CIF price, that price will be much
lower than the local price, because this is the first time to quote the AUD & FIS, so i add more
profit than normal USD & CIF price, need to balance the high risks. But next time i know how to
balance the profit and risks more better. Let’s keep in touch looking forward to next opportunity.
案例 8
案例简介
介绍：澳洲，ERW，客户反馈价格高于当地，我对此的解释。
总结：客户反馈价格高了，很正常，但是可以合理的和客户分析价格的区别。
沟通过程
April Fen: Hi Alam, did you receive my quotation of 141.3 Galv pipe yesterday?
Client: yes, many thanks
April Fen: That’s my pleasure. Any other problem, pls feel free to contact me.
Client:: yes, the main problem is your price is too high than what I have received from a local
trader...
Client:: I will come back to you once we get the order from customer. we will advise you with
correct pricing....
April Fen: Higher than the local trader in OZ?
Client:: yes
April Fen: Oh my god, maybe because the sea freight cost, only 17.89T, but need to be loaded
into 1*40”HQ container.
案例 9
案例简介　
介绍：UAE，大直缝库存，报了将近一年的价格，但是最后客户施工方对交期预估不准，到了临近要用
管时才采购，临时找了库存方案提供给他，但是壁厚差异较大，与客户沟通后得到施工方的认可，由
此争取到此订单。
总结：在以为走到绝境的时候，仍然不能放弃寻找其他任何可行的办法。
沟通过程
April Fen: Hi, Good news, we find the enough available stocks of 1420mm LSAW, just wall
thickness has some small difference, we can load the pipes within 10-15days.
Client: How much wall thickness 7
April Fen:: 19mm,22mm,28.7mm
April Fen:: Approximate.
April Fen: And we can sell you still as theoretical weight.
April Fen:When will the client need the pipes arrived?
Client: Let me check with construction team and let you know today
April Fen:Ok, waiting for your feedbacks.
Client: Can you give the final price with fast shipment.
案例 10
案例简介
介绍：UAE，大直缝库存，客户推了很久仍没有回签 PI 和开信用证，所以想尝试给其提供佣金来促成尽
快下单，但是谁知道客户很不喜欢这样，马上进行解释我们这样做的原因。
总结：在提出佣金的时候一定要谨慎，有些很有原则的客户不喜欢这样。
沟通过程
April Fen: The price already include your commission. You can feel free to go ahead.
April Fen: I send you the PI directly, ok?
April Fen:Will include our bank account info.
April Fen: It's 28.7 mm WT, sir. Not 29.7mm.
Client: Dear April, I am not such man you are thinking. I am working in purchase department
since 1989. I can say proudly till now I am not taken any commission. In my company providing
all facilities and reasonable salary. So I don't want to cheat my company. If you can possible to
reduced some special discount, I am very thankful and appriciated.
Client: If you think you mentioned the word commission, then I move fast. That is wrong. When
our MD came back from Moroco, he take little time for finalize.
Client: Wt. 28.7MM correct. Again I made a mistake.
April Fen:Oh, sincerely sorry, I made misunderstanding with you. I express my sincere apologies.
I also don't want do business like that, that's my true words, but sometimes I met some business
men they want that.
April Fen: I will reduce that part directly in the price and send again.
April Fen: Sincerely sorry again. You are very good business men, hope we can be a friend and
keep in touch all the time, whether we can cooperate or not this time.
April Fen:That is ok. If you are in sales department your concept is OK.
姓名：Cassie - 王微
案例 1
案例简介
介绍：产品：LSAW, 肯尼亚新客户首单，客户为肯尼亚公司的印度人，供应商资源多，比价比较严重
总结：让客户告知竞争对手的报价，降低价格成交。
沟通过程
1.圣诞节前给客户发了一封祝福邮件，客户表示感谢并回复说正好有个实单让我们报价
2.收到询盘报价后，客户对交期更为看重，要求必须 2 月 15 号前交货
3.同意了客户的交期要求后，客户说他们收到了河北一家公司的报价，并告知了其他家的价格，价格
比我们的低几百美金
4.跟组长商量后同意已 USD42000 成交
案例 2
案例简介　
委内瑞拉客户，管件订单、
总结：不管客户询盘的产品数量有多少，都要尽量报全，尤其是项目单，对于其他语言的产品描
述，可直接问客户英文表达方式或者直接让客户提供产品图片
沟通过程
客户邮件如下：
Hi Cassie, aside from our initial pipe request we are also looking for pipe fittings. About 90
thousand pieces.
Do you supply this also?

Could you quote them to me?
回复邮件如下：
Dear Jorge:
Greetings to you.
Here is the completed quotation for all the items, it is based on CIF GUANTA Port.
And please pay attention to the highlighted items, we quoted as our specs.
案例 3
案例简介
新西兰客户，产品：脚手架，架子管，扣件，围栏
客户要求提供样品的，可跟工厂询问是否免费提供样品，对于其他非主营产品，尽量在阿里巴巴国际
站上找到供应商给客户报价
沟通过程
1. 客户询问我们是否可以购买扣件样品，我问了下工厂，工厂样品是免费的，因此就跟客户收了点样
品费及运费
2. 给客户寄样品，同时附上了一份扣件的检测报告
3. 客户收到样品之后很满意，想下单，询问是否可以按他们的数量要求包装
4. 询问工厂可以之后同意了客户的要求
案例 4
案例简介
介绍：阿根廷客户，合金管，管件
总结：不管客户的订单多大，都要耐心报价，只要订单有利润，可先接下单，维护客户关系
沟通过程
Hi Cassie,
I hope you are very well. Could you please quote these materials?
If you need more information, please let me know.
Regards,
Hello Domingo:
Good day. Thank you for the warmly greetings and inquiries. Hope everyting goes well with you
too.
Please kindly see the attachment for the price. For fully use the container and reduce the cost,
we recommend to combine these two inquiries together for quote.
And we hope to make clear some points:
1. For the Alloy pipes, the length is not fixed with seamless technics.
2. For the Flange, as we check the standard, we can not make 14" flange with 2500LB, if to
achieve 2500LB, the largest size is 12", pls kindly see the attached size sheet.
So we quoted based on 14" with 1500LB, pls see if it is acceptable, or you can tell me your
advice.
3. The price is based on CIF BUENOS AIRES port, shipping cost included. We can also arrange
ship to BAHIA BLANCA and CAMPANA port, pls see which one is more convenient to you.
4. Since we are not so familar with Spainish, we are sorry about that, pls confirm whether the
English description matches with your original Spanish description.
Please review our price, any question, pls be free to contact us.
案例 5
案例简介
介绍：摩洛哥客户新单，规格比较多，客户比较每个规格的价格
总结：告诉客户有些规格价格的确比其他家贵，但每家都有其价格有优势的规格，让客户告知总价的
目标价
沟通过程
DearWang ,
Have a nice day.
Please review the prices of the followings pipes:
Price of another chine’s suppliers
Dear Mr Mohamed Bousmer:
Good day to you. Thanks very much for your feedback to us.
We appreciate you can tell us other supplier’s price, but this only part of the whole RFQ, that means
other sizes, our price is cheaper than them, right?
As there are so many sizes, each company has their own advantages of sizes, for now, we only
provided our best price. We can not guarantee to offer best price for each size.
If you are interested, please tell us an honored target price for the whole order, then we can re-
evaluate.
Best regards & Thanks

案例 6
案例简介
介绍：沙特客户新单，无缝管，客户对中国市场比较了解，懂行情，比价多，并询问是否可以提供佣
金
总结：新客户尽量用较低的价格吸引，佣金可等信用证承兑后付到客户的私人账户
沟通过程
Dear Cassie,
Greetings of the day, thanks for your quick offer and prompt response I am attaching the sheet with the offer
we are getting from other supplier and were you price is a big on the higher side kindly if you can work out on
it and revert with a better revised offer to accommodate you as our supplier for future buying of buttweld and
pipes ahead.
Thanks.
Awaiting your response.
With Regards,
Whatsapp 回复客户答应降低 5 个点
客户对交期要求比较紧，每周更新生产进度给客户，告知哪些规格已完成生产，哪些在喷标，哪些已
打包，喷标照片发给客户确认是否合格
因为 ETA 有可能为客户的斋月，发货后每周更新 ETA 给客户参考，让客户提前做好清关准备，以免产生

额外费用。
案例 7
案例简介　
介绍：N80 无缝管，沙特新客户首单，客户对信用证交单文件有疑问，认为 CONSIGNEE 应该写客户的公

司名，而不是银行
总结：对我们已经严格按照信用证要求交单的，只需跟客户解释清楚
沟通过程
Dear Cassie,
We BRC is the consignee apart from L/C Clause, did the bank is going clear the goods?, in the
eventuality of demurrages I’ll hold you responsible and get my claim as well, the behavior of your
shows far experienced in exporting?
DearBala:
Good day.
The enclosed is the telex release of the original BL, if you haven't got the DO, also can clear and
take the container by it.
Any other questions, pls let me know.
案例 8
案例简介
介绍：巴西新客户，无缝管，暂未成交，客户需要我们保证 1 个月价格有效期
总结：因为客户暂时也还没拿到单，对于价格有效期先同意，等有实单再重新核算
沟通过程
Dear Cassie,
Firstly I want to thank you for the prompt reply.
But I have some questions to discuss:
1) the standard has to be tubes ASTM A-106/API5L Gr. B
2) You need to make an offer for tubes carrying in CONTAINERS, CIF/SANTOS.
3) payment is ok 100% LC at sight, but the acceptance of the application shall be subject to the
will "agree" in the Proforma Invoice, because here in Brazil the import permit and the letter of
credit takes around 20 to 30 days to be issued.
In this way, I hope there's acceptance and I will do everything so that we can start negotiations.
Best regards
Dear Celio:
Thanks very much for your reply.
1. The price is for ASTM A106/API 5L Grb seamless steel pipe.
2. The price is based on CIF Santos container, bulk shipping price is only for your reference.
3. Do you mean you need 20-30 days to apply for import permission and issue LC? Then we
need to keep this price for 20-30 days, right? If so, we can keep it to make a good start of
business of us.
If everything is ok, pls let me what we can do for you to apply import permission.
Cassie
案例 9
案例简介
介绍：厄瓜多尔客户首单，产品：无缝管，不锈钢管，管件，第一次报价客户同意了，但是下单时价
格已涨，客户只能申请那么多货款，最终通过增加单价，减少产品数量达到总价保持不变
总结：当客户下单时价格已过有效期，可告知客户实际行情。
沟通过程
案例 10
案例简介　
介绍：阿根廷客户第二单，产品：螺旋管，管件，客户安排了 TUV 第三方检测，第一次检测第三方提出
了很多问题，客户询问原因，回复是因为第三方现场未要求，同时跟第三方沟通，并让他们以后检测
时多跟我们的同事沟通
总结：当第三方检测报告出问题时，尽量不要谈是产品本身问题
沟通过程
Cassie, attached is the TUV report regarding PO 192.
We need you to check the non conformities and let us know how(and when) are you going to
replace the failed pieces.
Also notice that for us is an extra cost to send a new TUV inspection.
Wait for your answer
Thanks
Edgar
Here is our solution:
1. The inspector didn't request us to submit any documents, here we can send the MTC for your
reference. If inspector requested us to provide any documents, we would do
2. As you know the pipes and fittings are all of large diameter, it will be of no packing, pipes will
be loaded into the container one by one, and all fittings will be loaded in a seperated container.
And since it is only for inspector, so the pipe was not put protection ring for the inspector to do
bevelled angle testing. When you confirm to make shipment, we will put protection ring.
3. You didn't requested us to print MADE IN CHINA on the pipe, if you really need, we will mark
on it, it is quite easy.
4. The dent was occurred in the welding process, actually it is unavoidable in the inside of the
fittings, we have repaired it. so now it is of good apprearance both outside and inside.
5. For the OD dimension out of tolerance, that is because of the uneven surface of the raw
material. But we have solved this problem, now the OD dimension is within the satisfactory
range.
Actually the above non confirmaties are little problems, it is only out apprearance defect, not
chemical or mechanical problems, we are not sure why TUV will regard them as problems.
Please confirm to us whether our solution above is acceptable, or if you need us to provide the
repaire image to prove, we will do.
姓名：周莹-cici
案例 1
案例简介
介绍：美国，油套管，及时回复客户，即便有时差
总结：客户加价比较多的情况下会影响成交，要跟客户沟通，说服客户降低他的利润，另外尽量缩短
交期，促成成交
沟通过程
client：We already quoted including a 5% commission in this case, so our price offered was
11.91 US$feet/Cif Venezuela Port. But we received an email confirming that our price is very
high comparing three other China mills: 2 in the price of 11.19 and 1 in the price of 11.14 $/Feet.
Of course we do not have prove of those but we do not know if there are some little mills with the
possibility to decrease their prices, and also considering the bad and low actual market.
In this case, the only way to get this order in formal condition is if we can offer them a price of
10.61 US$ CIF plus our 5% commission, we can set and quote in 11.14 US$/feet, and we can
get the order of 8260 MT in this case. They also comment that they will have two other orders in
the same quantity and they want to give us the opportunity to set the orders at that price thru to
our quality and professional experience in the past.
Cici: I think most of problem is from your 5% commission, under such bad economic condition
and tough competition, that is really too high. Our most of customer work only 1-5 dollars per ton,
some are better 10 dollars that depend on each case different situation.....
We sold a lot of last year for this size, according to the strict quality requirements, our price is
really pretty, others from small mill is not qualified material.....
client：Once again, we want to close this deal, it will be very good to try other orders, but please
analyze again the details and try to do n effort to get the following:
1) Price of 10.71 US$/Feet CIF Guanta Port.
2) our 5-8 US$/MT commission
3) 45 Days delivery
4) 25% Advance - 75% with copy of the Bill of Lading.
Cici: After meeting with mill and our management, pls note:
1. Price: We guess there is some one doing Vicious competition....Even if that is so hard, but we
know you urge to get this job, so , ok, go ahead with price CIF GUANTA PORT, 10.71$/feet, and
with your commission 5$.
This already is the lowest breakdown of mill and us,to keep the same quality as all our previous
order.
2.Delivery date: patial shipment start from 45 days after order confirmed.
3.Payment: 25% advance payment, balance 75% against inspection certificate or report before
loading.
Pls negotiate this issue with customer, all our before big project with PDVSA are this way, or we
can accept 75% by LC at sight.
Because if by draft of B/L, that means we already booked the vessel space,and should pay
100% freight charge to shipping company.
client：Thanks for your email.
1. As I remember in the API that they showed us, it was a company like steel union pipe or
steel pipe, ltd or some of those combination, but we saw the quotation with 10.71 US$/feet and
they also mentioned that they bought material in the past. They extend us the opportunity till
tomorrow to see if we can match the price and close the deal. Lets go together, because it
seems that we can do some other, hope in much better condition and we think this is just the
opening.
2. Delivery, Very good.
3. Payment, the 25% is ok, so let me check how we can change and handle the 75% before
shipment or if there are any LC to consider. If we do not get that, once we get the inspections
ready, we can do a BL draft (before do the booking) and collect the partial balance payments on
each case. Let me review this carefully and reconfirm to you tomorrow.
Cici:As our conversation on whatsapp, pls find my draft P/I.
And 10.611$/feet is our net price, which has deduct 5$/ton for you.
Pls keep me posted if any news from customer about the balance payment.
Client:Please see attached our PO CT-705, of our recent negotiation and according to your PI
HNXY160115CZ001-PI(WX). Earlier we sent you copy of the advance wire transfer made in your
account as a formal set of this PO.
案例 2
案例简介　
产品，国家，案例沟通重点等
介绍：秘鲁， lsaw，
总结：报价之后紧密跟进，告知客户我们在秘鲁市场有非常丰富的做项目的经验，另外客户提出其他
付款方式比如 oa 的时候，表示我们能够接受，展示实力,另外缩短交期也很重要。
沟通过程
Client: I need dsaw and delivered in 15 days

Cici: Further to my bellow email, I would inform you:
1. we have these two size in stock, just as the steel grade is API 5L X52, so the price is much
higher, the lead time could be very short, 7-10 days. If you could accept, I can update the offer
to you.
2.If you can't accept X52, for ASTM A53 GR.B, we have to produce, due to qty is too small
especially size 48", we may need to wait other orders to launch production together, so the lead
time 15 days is hard....
3.Meanwhile, 24" STD for DSAW is too thin, we only can book material 10mm, so cause the cost
of amount for this size will be higher.
pls take above into consideration and advise me your comments freely. We sincerely hope to
take this chance to work with you and your esteemed company.
Client:1.the pipe 48 in Is a53gr b
2. Is dsaw The pipe 48
3.inclued certifícate Mtr and origen
3.1 delivered time 15 days
4. The payment i propuse 1. 30% advance .60% before shipment 3.balance when arraive
material to Perú
5 .the pipe has coated 3 Pc
5. 1 The pipe have protección End w cap plastic
6. Can you discount give me
Cici: Good day to you!
Thanks very much for the message which you sent to me on WhatsApp.
According to that, I would confirm you as following:
1. Material is ASTM A53 GR.B
2. 48" is DSAW
3. 3.1 type MTC and Certificate of origin will be presented once pipes are ready
4. The payment issue what I re-offerd as the attachment is based on 30% in advance, 70%
before shipment, but you could send TPI like SGS etc to do inspection, after they confirm the
quality is conformity with the order, then you pay us.
Another way, if you insist 10% after the pipes arrive to Peru, our price should increase 5%, can
you accept that?
5. What we offered the coating is normal black painting, pls refer to the attached picture.
6. The end will be with protector caps or ring, do we need to bevel end or just plain? if plain, no
need protector.
7. Discount: I have double checked, as our local currency RMB raised near 2%, meanwhile you
request 15 days for delivery, we have to pay extra for the immediate material, so sorry I can't
give you any discount, but price have to increase some, pls find the attached revised new
prices... And I mentioned on point 4, if payment way should be 10% after pipes reach to Peru,
this price should add 5%.
8. The last delivery time could be 15 days that all pipes are ready for loading.
Client: OK. I AGREE
PAYMENT
30% ADVANCE, IN 15 DAYS BALANCE PAYMENT BEFEORE TO SHIPMENT W/
INSPECCION
TODAY I SEND THE ORDER FOR YOU AND YOU SEND ME PI
案例 3
案例简介
介绍：美国，erw 管
总结：老客户的谈判，主要就是价格，尽量满足价格和交期。
沟通过程
Client: Hi Ceci, please send us the API Certificate of the mill just in case the customer request it.
It suppose we have good price and delivery, but this is a new customer so there are some
untrust at the beginning thats why i send them your web page.
Cici:Kindly pls find the attached certificate for the mill TPCO & TISCO, this is a subsidiary mill
under TPCO group.
Good quality and we have good relationship, just the certificate which I sent you was invalid, they
should have new one, but the guy we contacted was out of country, once he was back, we will
request and send you for update.
Client:Today we contacted the customer and they replied that have a better quotation in the
amount of 51.9 $/meter so we need to check if this price could be workable to you as a reoffer
and also which could be the cost of an inspection. Please analyze that and lets try to offer it just
for 1 day to see if we can earn the PO.
Cici: I have double checked.
No matter from Heibei mill or other cheapest mill, $51.9 CIF term is totally unworkable, maybe
what customer got is FOB Tianjin term?
If FOB tianjin term, we can work with $51.9 with 3% profits....
Since this is 406mm OD, total is 686 ton but with 1322CBM, so the freight you could calculate
how much for that....
Finally the best price for today we can offer is CIF Guanta $57.7/m, pls try to prove to customer
what they got $51.9 is really not workable under CIF term.
Waiting for your news tomorrow.
Client: I already sent you our PO, but please take note the PO number that the customer need to
add in the marking of the pipes, documents and also tags.
案例 4
沟通过程
Client: Golam is on holiday this week.
Could you please give us a quote for 190 x SB970CR static bollards? I think you already have
the drawings, but let me know if you don’t.
Cici: Kindly pls find attached our quotation for this size, 190 pcs.
Based on CIF Felixstowe by 20ft container and payment term is 50% in advance, balance 50%
by open account 45 days after bill of lading date. This price has not include the bar welding
because of we have no details or drawing for the welding.
Client:Yes, all received thank you.
Please see attached drawings for the bar.
Could you let me know the price with the bar welded please?
Cici: Thanks for the mail and drawing....I have forward to our technical dept for reviewing, and
they need time to check that. I will confirm you once I get solution from them.
But now the most of important thing is that the price of steel here is increasing, today our price
need to be $810/ton, CIF term.
So maybe you could secure the pipe order firstly, then we will double check for the bar welding, if
we could do, we can discuss details and offer you welding cost later, if our technical dept confirm
that we can't do, you could take them back to do that at your workshop in UK, now for saving
your cost, we suggest you to confirm the pipe order at first
Client: Please see attached order. The quantity has reduced to 188.
Can you send over the proforma invoice for the deposit and we will get this processed asap?
Could I also ask that you try to reduce the lead time as much as possible please?
案例 5
案例简介
介绍：南非，螺旋及弯头
总结：耐心跟进客户，从报价到成交历时一年，客户的任何要求保证第一时间回复,即便非常生僻的专
业问题也要给客户一个答复，还有客户不是很专业的时候，我们要给出专业的建议。
沟通过程
Client:I urgently need the specifications on the 3PE as DIN30670 N-n(3.0mm) as well as the process that
you will be using to apply it to the pipe.
We are in the process of finalizing the design of the pipe and need this info urgently.
I also need the following:
1. Allowable bend angle at spigot and socket joints in the 900mm pipe
2.Darcy-Weisbach friction factors for the spigot and socket pipes and epoxy lining. 900mm Pipe.
Cici: thanks for your email and inquiry again.
Kindly pls find the quotation as the attachment, two option for the thickness and coating way, you
could compare in my offer sheet.
Also I have sent a few pictures for your reference from our old orders......
As our option, if the usage is for transportation water, it is better to have lining, otherwise the
pipes will be very easily heavy rust and will reduce the service life of pipeline.
But we have supplied some pipeline which were without lining before for the water power plant to
transport sewage, also we have sold 800 ton SSAW bare pipe(no inside and outside painting) to
Uganda on last Dec for sewage transportation too.....
So you could evaluate it and make decision by yourself if need lining or not.
Client:Thanks for the speedy reply Cici, mush appreciated.
Cici: Based on our conversation by WhatsApp, here I would send you our draft P/I.
Pls check that, and note:
1. Shipment: by bulk vessel
2. Payment: T/T like 30% in advance and balance before shipment or 100% by irrevocable L/C
at sight
Other terms， p'ls review my invoice, and if any questions, pls revise and market in other color
Client: Please assist with the following:
1 How do you determine the coating thickness required for a specific application?
2 In our case, is the 300um inside Epoxy lining sufficient for our application?
3 Did you base it on our specification or is it an industry norm?
Cici: About you questions, I here would reply:
1. According to the usage of these pipes(transportation waters), we suggest you to use epoxy
coating 300um to extend the service life of the pipes, if only bare inside, the pipes will be easily
heavy rust and can't use longer time for the pipeline.2. 300um epoxy lining could meet the
application of the pipes (transportation drink water)
3. And we will do the epoxy lining according international American norm AWWA C210, and do
3PE outside coating as standard DIN 30670, here I would attach these two norm for your
reference.
Client:Please find attached our order terms and conditions to follow.
案例 6
案例简介
介绍：南非，螺旋及弯头,翻单
总结：
沟通过程
Client:Could you please price the attached as preliminary quantities.
Also would the rate be the same for a wrapper plate instead of Bell and spigot. See attached
drawing if you don’t understand please ask in order for me to explain. Also ensure that your rate
include the PVOC for these order.
Cici: Good day to you!
Thanks very much for your email, kindly pls find the attached proforma invoice for this order.
Pls kindly send me your PO ASAP, cuz here the material increased very crazy, from yesterday
afternoon to now, that increased 30$ per ton, for express our sincerity, we keep the same price
for you to just balance our cost even without any profits....
Once we received your PO, we will book material immediately, so pls send me your PO today or
latest tomorrow if possible.
Sorry, that is hurry, sometimes the market can't wait any more.
---Client:Herewith our order for the 1000mm diameter pipes
The order for the 1000mm diameter x 10mm elbows (bends) will follow shortly
Please remember that the 1000mm diameter pipes under the first order will form part of this
delivery。
案例 7
案例简介
介绍：中国， LSAW
总结：分析客户只关注质量，价格不太敏感，可以借机做高利润。
沟通过程
Cici:Thanks for your call.
Kindly pls find the RMB price as the attachment, price based on theoretic weight.
Client:Nice talk with you.
Pls check enclosed photos of Welded Flanges.
Cici:pls see the revised quotation as the attachment
Any comments, pls feel free to inform us.
[09:51, 2017 年 4 月 7 日] +86 138 7591 7215: 恩，这个是有些粗糙
[09:51, 2017 年 4 月 7 日] +86 138 7591 7215: 可能要上车床去打磨，手工打磨不行
[09:51, 2017 年 4 月 7 日] Ms Gao: 是的，要用工具打磨
[09:51, 2017 年 4 月 7 日] +86 138 7591 7215: 客户这个照片看起来管子和法兰就是一个整体了
[09:51, 2017 年 4 月 7 日] +86 138 7591 7215: 没有焊接的痕迹
[09:52, 2017 年 4 月 7 日] Ms Gao: 是的
[09:52, 2017 年 4 月 7 日] +86 138 7591 7215: 恩，懂了
[09:52, 2017 年 4 月 7 日] Ms Gao: 好的
[09:53, 2017 年 4 月 7 日] Ms Gao: 就是焊接的时候，法兰在外面，管子在里面，然后焊接在一起，再把多
余的焊丝用车床磨掉
[09:53, 2017 年 4 月 7 日] +86 138 7591 7215: 工艺是想通的
[09:53, 2017 年 4 月 7 日] +86 138 7591 7215: 只是客户对打磨要求比较高
[09:54, 2017 年 4 月 7 日] +86 138 7591 7215: 我在发给技术确认一下。。。
[09:54, 2017 年 4 月 7 日] Ms Gao: 是的，好的
[09:54, 2017 年 4 月 7 日] Ms Gao: 你把所有照片都给他看下
[09:54, 2017 年 4 月 7 日] Ms Gao: 最终效果图
[10:07, 2017 年 4 月 7 日] +86 138 7591 7215: 高小姐，能提供一个正面照片么
[10:07, 2017 年 4 月 7 日] Ms Gao: 我找找看
[10:08, 2017 年 4 月 7 日] +86 138 7591 7215: 好的
[10:14, 2017 年 4 月 7 日] Ms Gao: 没有更近的了
[10:14, 2017 年 4 月 7 日] Ms Gao: 反正就是光滑
[10:14, 2017 年 4 月 7 日] +86 138 7591 7215: 好像比较锈
[10:14, 2017 年 4 月 7 日] Ms Gao: 嗯
[10:15, 2017 年 4 月 7 日] Ms Gao: 这个倒还好
[10:15, 2017 年 4 月 7 日] Ms Gao: 客户收到后没说什么
[10:15, 2017 年 4 月 7 日] +86 138 7591 7215: 好的，我懂了
[10:15, 2017 年 4 月 7 日] Ms Gao: 好像不是锈，是黄沙什么的弄上去的
[10:16, 2017 年 4 月 7 日] +86 138 7591 7215: 好的。。
[10:16, 2017 年 4 月 7 日] +86 138 7591 7215: 您稍等一下，技术部再确认
[10:16, 2017 年 4 月 7 日] Ms Gao: 好的
[11:23, 2017 年 4 月 7 日] +86 138 7591 7215: 高小姐，我确认了一下。这个就是要上车床打磨
[11:24, 2017 年 4 月 7 日] +86 138 7591 7215: 是可以做的。。。就是单片费用要加 30 块钱，225/片
[11:24, 2017 年 4 月 7 日] Ms Gao: 是的
[11:24, 2017 年 4 月 7 日] +86 138 7591 7215: 您评估一下把
[11:24, 2017 年 4 月 7 日] Ms Gao: 给点优惠吧
[11:24, 2017 年 4 月 7 日] +86 138 7591 7215: 这个都是成本价了，我们自己车间还没这么大的车床，要拉
到外面去打磨
[11:25, 2017 年 4 月 7 日] +86 138 7591 7215: 所以还有这个倒腾的运费成本。。。
[11:25, 2017 年 4 月 7 日] +86 138 7591 7215: 这个焊接费真的一分钱没加的。。
[11:25, 2017 年 4 月 7 日] Ms Gao: 那不如把机床借到你们车间了？
[11:25, 2017 年 4 月 7 日] +86 138 7591 7215: 机床哪能那么容易移动啊
[11:25, 2017 年 4 月 7 日] +86 138 7591 7215: 呵呵，是固定了的设备
[11:26, 2017 年 4 月 7 日] +86 138 7591 7215: 不是手动，可以提得走的东西
[11:26, 2017 年 4 月 7 日] Ms Gao: 之前那公司说他们是借的机床
[11:26, 2017 年 4 月 7 日] +86 138 7591 7215: 恩，我们这个不远。。。
[11:27, 2017 年 4 月 7 日] Ms Gao: 好吧
[11:27, 2017 年 4 月 7 日] +86 138 7591 7215: 几块钱一吨的运费吧
[11:27, 2017 年 4 月 7 日] Ms Gao: 对了
[11:27, 2017 年 4 月 7 日] Ms Gao: 公差是多少啊
[11:27, 2017 年 4 月 7 日] Ms Gao: 管子的壁厚
[11:27, 2017 年 4 月 7 日] +86 138 7591 7215: -0.5MM 吧
[11:27, 2017 年 4 月 7 日] +86 138 7591 7215: 理算的话一般是这个标准
[11:27, 2017 年 4 月 7 日] +86 138 7591 7215: 这种管子不能太多的
[11:28, 2017 年 4 月 7 日] Ms Gao: 一般不是 0.25-0.3mm 以内吗？
[11:28, 2017 年 4 月 7 日] +86 138 7591 7215: 如果您是管线的高钢级的话是这个
[11:28, 2017 年 4 月 7 日] +86 138 7591 7215: 普通的是-0.5MM
[11:28, 2017 年 4 月 7 日] Ms Gao: Q345B 不是吗？
[11:29, 2017 年 4 月 7 日] +86 138 7591 7215: 不是
[11:29, 2017 年 4 月 7 日] +86 138 7591 7215: 一般是 API 5L PSL2 级别的
[11:29, 2017 年 4 月 7 日] Ms Gao: 可以做到 0.3mm 吗？
[11:29, 2017 年 4 月 7 日] Ms Gao: 客户的要求
[11:29, 2017 年 4 月 7 日] +86 138 7591 7215: 0.3MM 的话要加些钱
[11:30, 2017 年 4 月 7 日] Ms Gao: 还要加钱...
[11:30, 2017 年 4 月 7 日] Ms Gao: 多少钱啊
[11:30, 2017 年 4 月 7 日] +86 138 7591 7215: 我算下啊
[11:32, 2017 年 4 月 7 日] +86 138 7591 7215: 加 20 一吨吧
[11:34, 2017 年 4 月 7 日] Ms Gao: 好吧，你把报价帮我更新下吧，材质上写成 Q345B
[11:34, 2017 年 4 月 7 日] +86 138 7591 7215: 好的
[11:39, 2017 年 4 月 7 日] +86 138 7591 7215: 已发
[11:39, 2017 年 4 月 7 日] +86 138 7591 7215: 昨天的报价单好像忘记求和了。。总价是 160W 度一点
[11:40, 2017 年 4 月 7 日] Ms Gao: 啊
[11:40, 2017 年 4 月 7 日] Ms Gao: 不是 155W 吗
[11:40, 2017 年 4 月 7 日] +86 138 7591 7215: 不是昨天法兰焊接那项没求和进去
[11:41, 2017 年 4 月 7 日] Ms Gao: .....
[11:41, 2017 年 4 月 7 日] +86 138 7591 7215: Sorry
[11:44, 2017 年 4 月 7 日] Ms Gao: 还没有收到邮件
[11:44, 2017 年 4 月 7 日] +86 138 7591 7215: 要不您可以考虑用 Q235B
[11:45, 2017 年 4 月 7 日] +86 138 7591 7215: 价格可以便宜 100 一吨
[11:45, 2017 年 4 月 7 日] Ms Gao: 不能用这个
[11:45, 2017 年 4 月 7 日] Ms Gao: 给客户签的是 345B
[11:45, 2017 年 4 月 7 日] +86 138 7591 7215: 哦
[11:45, 2017 年 4 月 7 日] +86 138 7591 7215: 好的
[11:45, 2017 年 4 月 7 日] +86 138 7591 7215: 因为我看了下，以往我们做的 Q235 屈服强度一般都在 280
以上
[11:46, 2017 年 4 月 7 日] +86 138 7591 7215: 但是也许这次定的料就低点也说不好
[11:46, 2017 年 4 月 7 日] Ms Gao: 不用了，答应客户的是 Q345B
[11:47, 2017 年 4 月 7 日] +86 138 7591 7215: 好的
[11:47, 2017 年 4 月 7 日] +86 138 7591 7215: 邮件收到了马
[11:47, 2017 年 4 月 7 日] +86 138 7591 7215: 我刚刚重新发了一份，第一份材质没有修改
[11:47, 2017 年 4 月 7 日] Ms Gao: 还没有
[11:48, 2017 年 4 月 7 日] +86 138 7591 7215: REV3- 085- April 7th, 2017 人民币 Price LSAW steel pipe +
flange from Tianjin Xinyue.xls REV3- 085- April 7th, 2017 人民币 Price LSAW steel pipe +
flange from Tianjin Xinyue.xls59 kB
[11:49, 2017 年 4 月 7 日] Ms Gao: 你发到我 ng 的邮箱的？
[11:49, 2017 年 4 月 7 日] +86 138 7591 7215: 是的
[11:51, 2017 年 4 月 7 日] Ms Gao: 帮我还是写成 Q345B 吧，另外就是公差麻烦也标上
[11:51, 2017 年 4 月 7 日] Ms Gao: 我刚刚收到了
[11:51, 2017 年 4 月 7 日] +86 138 7591 7215: 好的，公差可能会有一点点初入
[11:51, 2017 年 4 月 7 日] +86 138 7591 7215: 但是大致会在这个范围
[16:12, 2017 年 4 月 17 日] Ms Gao: hello
[16:13, 2017 年 4 月 17 日] Ms Gao: 我们现在在做合同修改
[16:13, 2017 年 4 月 17 日] Ms Gao: 一会发给你们
[16:13, 2017 年 4 月 17 日] Ms Gao: ok 的话
[16:13, 2017 年 4 月 17 日] +86 138 7591 7215: 好的
[16:13, 2017 年 4 月 17 日] Ms Gao: 明天汇款给你们
案例 8
案例简介
介绍：荷兰， lsaw
总结：想办法达到客户的心里价格和交期,当客户因为交期达不到要取消订单时，还是不要轻易放弃，好好
找找解决方案，然后跟客户磨，双方都让一些步。
沟通过程
Client: Just got feedback from customer.
How fast can you deliver to le Havre or Rotterdam ?
Cici: hanks for your email.
The sailing time from Tianjin to Le havre need about 42 days, and production time is 30 day,
total about 75 days.
But price here has increased much from last week to now, due to new round limitation policy
were imposed by government.
Clent: I think I will cancel the PO, since it’s impossible to wait this long.
Sorry.
Cici:Thanks for the prompt reply.
Sorry for the condition, if they are normal size, that will have fast delivery, out of control, I think
current price can't go ahead too.
Let's focus on further business.
Client: I’m very disappointed that nobody is helping me here.
As I understand ,I’m only interesting for bigger orders.
In Holland the prices are too high, but companies enough who can produce these pipes in 1
week or less for me,
only it’s more expensive than what we are getting from the customer.
I see no other way but to cancel this order from a new customer, which is very damaging for us
and gives us a bad name.
Cici: I am very nervous to see your bellow words.
I always cherish your each order no matter it is big or small, as long as we can do, I always tried
all our efforts to assist you and I also very cherish for our relationship, we have worked from
2011 or 2012. I really feel heart hurted that you thought I am such kind of people who only
interested in the big order.
Due to the size 640/650 is very abnormal, and that is impossible to have stock...Now we are
willing to launch production for these only 4 pipes specially, but the lead time of material S355J
need a few days, also the workshop have to check their production plan to get a suitable time to
make production.
Now if only price problem, I can try my best to talk with our team to keep the same price not
change even if we will lose some, we are willing to maintain the same price, but for the producing
time, really the best best we could reduce is 5 days only, that need around 25 days at least...
About the sailing time, that is decided by the shipping line, I will check with my agent and your
agent tomorrow to see if there is any shorter line or not, also will check to Rottoerm port to see
what sailing time.
How do you think above?
Client: Client says that if we can have the goods in Rotterdam or Le Havre before April 10th, we
can continue,
otherwise he cancels the PO.
Cici: Good morning!
I have double double checked for the production and sailing schedule, now the best we can do
is:
1. Production time for bare pipe is about 20 days(lead time of material is 15 days), then 5 days
for the bitumen coating, total 25 days.
2. The direct vessel from China to Rotterdam is 35 days, this is the fast one.
So total that need over 60 days, if you confirm the order now or next monday, the approximate
date which customer receive the pipes will be around April 20th-25th.
If no need for bitumen coating, that can reduce a few days.
Even if here the price has already increased $50/ton than last time offer, we still would keep the
original price not change for you, but for the delivery time, we have done our best, because really
these two size in China are seldom to be produced....
Actually customer have wasted a few days from Feb 1st till now...If they could make decision
earlier, they can receive a little fast.
Anyway, pls evaluate it and let me have your decision.
Client: Client finally agreed. Please proceed as offered.
Cici: After checking, price here of the material has increased some again, but still we would
support you to finish this job since this is a new customer for you.
Kindly pls find the attached proforma invoice, pls check it and confirm back with your signature or
stamp. And pls send us the advance payment today.
After we receive your confirmation, we will book material today for securing the price and save
time.
Client: Thanks. 100% confirmed now.
Down payment will be made today.
Please start production.
案例 9
案例简介
介绍：沙特，方矩管
总结：当跟客户目标价相差比较大时，注意沟通技巧，让客户接受适当的加价。
沟通过程
Client: ence please find below our bid price for your acceptance:-
Final bid Price : Usd 480/MT CFR Dammam.
Grade of material : ASTM A36
Shipment : Mid June 2017.
Payment : Lc 90, days from B/L date.
[14:33, 2017 年 5 月 18 日] +86 138 7591 7215: Good morning, Mr.Anil
[14:34, 2017 年 5 月 18 日] +86 138 7591 7215: I have sent you the revised quotation sheet, did you
receive that?
[15:23, 2017 年 5 月 18 日] 沙特: Very high price
[15:23, 2017 年 5 月 18 日] 沙特: Pls give 500/mt
[15:25, 2017 年 5 月 18 日] +86 138 7591 7215: 510$ we can go without profts
[15:25, 2017 年 5 月 18 日] +86 138 7591 7215: current market here is high...
[15:25, 2017 年 5 月 18 日] +86 138 7591 7215: 😭
[15:26, 2017 年 5 月 18 日] 沙特: Make it 500
[15:27, 2017 年 5 月 18 日] 沙特 I will send u order now
[15:27, 2017 年 5 月 18 日] +86 138 7591 7215: this afternoon price
[15:27, 2017 年 5 月 18 日] +86 138 7591 7215: if you could accept 510 and send me PO today, I could
apply for to book material to secure the price not change
[15:28, 2017 年 5 月 18 日] +86 138 7591 7215: and you can open LC as your schedule
[15:28, 2017 年 5 月 18 日] 沙特: Price will come down next week
[15:28, 2017 年 5 月 18 日] +86 138 7591 7215: how do you know?
[15:28, 2017 年 5 月 18 日] 沙特: : No demand in the market
[15:28, 2017 年 5 月 18 日] +86 138 7591 7215: it is the truth
[15:28, 2017 年 5 月 18 日] +86 138 7591 7215: but problem for us is the stricter policy to output
[15:28, 2017 年 5 月 18 日] 沙特: Lc I will arrange before 26.05.17
[15:28, 2017 年 5 月 18 日] +86 138 7591 7215: now all our workshop sitll closed
[15:29, 2017 年 5 月 18 日] +86 138 7591 7215: can't produce, the goverment don't allow to produce
[15:29, 2017 年 5 月 18 日] +86 138 7591 7215: we only can produce secretly and put someone to see on
the door
[15:30, 2017 年 5 月 18 日] +86 138 7591 7215: so it is the reason price here increase even if no too much
demand
[15:30, 2017 年 5 月 18 日] +86 138 7591 7215: can you pls check with your team? $510 really our cost
balance
[15:31, 2017 年 5 月 18 日] 沙特: 500 last
[15:33, 2017 年 5 月 18 日] +86 138 7591 7215: 😭😭
[15:36, 2017 年 5 月 18 日] +86 138 7591 7215: Dear, 505$ is really the best
[15:36, 2017 年 5 月 18 日] +86 138 7591 7215: we already lose
[15:36, 2017 年 5 月 18 日] +86 138 7591 7215: and PO should be received today
[15:37, 2017 年 5 月 18 日] +86 138 7591 7215: tomrrow price much be higher, if you confirm, we will book
material right now....
[15:41, 2017 年 5 月 18 日] +86 138 7591 7215: waiting for your reply, time is really hurry, dear
[16:04, 2017 年 5 月 18 日] +86 138 7591 7215: Sorrry, the connection is not good
[16:05, 2017 年 5 月 18 日] 沙特: Ok
[16:05, 2017 年 5 月 18 日] +86 138 7591 7215: because we have material plan from other orders, and
going to book, so waiting for your final confiramtion
[16:05, 2017 年 5 月 18 日] +86 138 7591 7215: maybe tomorrow different price since market is going up
continuous
[16:05, 2017 年 5 月 18 日] 沙特: Ok I will send u order
[16:05, 2017 年 5 月 18 日] 沙特: Because of u
[16:06, 2017 年 5 月 18 日] +86 138 7591 7215: Thanks very much
[16:06, 2017 年 5 月 18 日] +86 138 7591 7215: I will check the Saudi arabia oil and gas exibition
[16:06, 2017 年 5 月 18 日] +86 138 7591 7215: and going to attent that and visit you
[16:06, 2017 年 5 月 18 日] +86 138 7591 7215: 😀
[16:10, 2017 年 5 月 18 日] +86 138 7591 7215: I will send you PI right now, pls check and confirm to send
me back with your signature, then we could book material together
[16:26, 2017 年 5 月 18 日] +86 138 7591 7215: Just I have sent you P/I, can you pls check now and send
me back with your signature and chop?
[16:26, 2017 年 5 月 18 日] +86 138 7591 7215: we have 1 hour rest to be off, and the material mill is
waiting for us....
[16:26, 2017 年 5 月 18 日] +86 138 7591 7215: very sorry to push you, but market can't wait
[16:50, 2017 年 5 月 18 日] 沙特: Already sent
[16:50, 2017 年 5 月 18 日] +86 138 7591 7215: Received
[16:50, 2017 年 5 月 18 日] +86 138 7591 7215: and now running the order
案例 10
案例简介
介绍：科威特， erw
总结：还是价格问题，客户强行要一个价格下 po，不妨接了再想办法
沟通过程
Client: we need price 5.45

Cici: sorry, the last price is 5.52, and validity only till tomorrow
Client:Good Day!
Kindly sign and stamp the Purchase order mentioned in the subject in the attachment..
And also forward us receipt of the same..
姓名：CURTIS-刘长城
案例 1
案例简介　
介绍：镀锌管缩径打孔英国客户缩径打孔加工严重不合格
总结：按照实际情况总结问题并快速给出解决方案。最后客户接受了我们的处理方案。
沟通过程
Whatapp or email 沟通问答记录(要求 word 方式)
client：
I have sent your email and photos to Justin Potter and Richard Bowen for them to look at
urgently and see what options we have
We will get back to you as soon as possible Celia
CURTIS:
Good day! sorry for this. but as your supplier, i need to be honest to you and i
have responsibility to let you know and solve this for you.
Please check the attached photos showing the swage are not qualifiedmost are
20mm, but also some are 18mm,15mm or even 30mm). and also some are not in
good condition.
So could you help me to confirm if we can cut it and swage and holes again ?
Its urgent, because we shall delivery the pipes by tomorrow if no feedback from
you.thanks
Best regards
client：
This is dreadful news, you are already late sending goods.
How many lengths are faulty?
Please send photos of problem swage
Thanks
Celia
Curtis:
We inspected the pipes and swage.
All pipes tolerance are ok, but for the swage, there are some pipes are not
good.
So if you can accept little short length for these pipes ?(Because i
think we need to cut the unqualified swage ends and swage again)
Best regards
案例 2
案例简介　
LSAW 荷兰/德国掐准时间跟进成功案例（在 6 月中旬果然客户订单有了进度，并在 7 月份给了我
PO）
沟通过程注释
Thank you for your mail. 客户邮件中提到 6 月中旬有结果，所
有我在准确的时间跟进客户并妥善
We can give you the following feedback concerning your 处理价格更新等问题。最后拿下合同
quotations:
WPO2017_068 /Revision – we quoted and we will receive a

feedback mid of June
Project La Porte – Please update your quotation with costs

for CFR Houston or DDP Houston. We think all pipes >16”
are without anti-dumping. Is this correct?
We look forward to receive your feedback.

案例 3
案例简介
LSAW 荷兰/德国当订单出现技术漏洞和问题处理案例
沟通过程注释
Hi Curtis, 由于很多文件欧洲客户要求严格，
还有第三方检测，所以需要很多
In reply to your e-mail message yesterday, please note, in 技术的沟通和工厂的配合，在多
order of your points below: 次沟通和协调下，最后还是帮客
户处理了技术的问题。又因为交
1. Martin has checked the WPS/PQR for for 货期紧张最后客户对我们有一些抱
circumferential weld. Here are his comments; please 怨，利润有点损失，但是最后还是
amend accordingly and re-submit: 基本上处理好了客户的顾虑和问
题。并获得新单的机会。所以
1.This WPS/PQR is still not according ASME IX (QW codes 提高客户维护意识是很重要的。
missing).
2. Examiner/Assessor/Editor/dates/signatures still missing on

front sheet as in other WPS/PQR, see example below.
3.Still no HT after c-weld and still US instead of X-ray
2.Just a picture of the recorder is not sufficient, Curtis. When I

released production, I did so under pressure of your
production schedule, but I also told you that you had to help
me with the documents to make sure the end customer has
confidence in your products. So, for the WPS/PQR for
longitudinal welds, customer has asked to submit the
underlying test reports for the PQR. You have sent us these
reports: HQW201703-001 RE and HQW201703-002 RE.
Now, specifically for these specific reports, customer has
requested: 1. PWHT record of test plate, 2. base material
certificate of test plate, and 3. test certificate of weld filler
used to make the test plate. So the documents & records
requested must be specifically from the testing done for the
PQR. Please submit.
3.See under 2.
4.Thank you for confirming MT as agreed; please confirm

method, machinery, operators etc., and make sure MT testing
will be done in the presence of the BV inspector.
5. Items 1 + 2: noted. As for payment, I am prepared to

consider this, provided we receive the requested documents
etc. a.s.a.p.
Rgds,
案例 4
案例简介
钻杆产品美国长期价格支持和资源拓展解决客户的问题
沟通过程注释
由于这个客户是美国客户，做 PDVSA 的石油天然气的贸易产品。

大多为油套管。也有不少的竞争对手。
对于这个钻杆产品的订单，本不是我们优势资源的产品，但是
我按照客户的要求拓展供应商找到方案。最后成交客户。
案例 5
案例简介
SSAW 阿尔及利亚低价拿单客户
沟通过程注释
这个客户是阿尔及利亚的客户，
有一些供应商，每次都是低价取
hello 胜，所以对他的单子我一般都是最
how are y 低价格给客户，帮助客户拿单，才
this is the totale qtt of tander 有成交的概率，所以不同性质不
chech to do beter price to get this order 同的客户报价谈判方式必然不同
对待。
案例 6
案例简介
脚手架产品乌克兰脚手架产品图纸和照片确认
沟通过程注释
CLIENT:
Dear Curtis, 这个客户都是做脚手架的，刚开始
This is drawings of component of scaffolding elements. 成交是因为我给客户提供产品图纸
I can inform you that: 和照片确认客户认可我们的专业
- main tube at the frame is 48.3x3mm 也经验所以才有了后面的几个订
- tube at the horizontals must be +/-33x2mm 单。
- tube at the diagonals must be +/-42x2mm
CURTIS:
Good day!
Please check the 1.7m-3m props price. wait for your
confirmation as soon, because the price is keep getting high
day by day.
Best regards
CLIENT:
Dear Curtis,
Can you offer me scaffolding frame like in pictures. (i will
need galvanized).
案例 7
案例简介　
焊管南非客户很多询盘，库存现货成交
沟通过程注释
CLIENT: 这个客户很多大的项目但是付款
Hi Curtis 方式大多是赊销，抓住一个数量
Sorry but the 20” pipe will be ordered from Local Mill direct by 少的客户要库存现货的单子突破了
our client 并成功获得订单
We will be going only for the 32” pipe
As discussed we are looking for 3.5 % discount on the the pipes
Please advice
Regards
Anil
案例 8
案例简介
脚手架管阿尔及利亚老客户长时间不下单催单案例
沟通过程注释
CLIENT:
这是老客户，为了催他下单，我
Dear Curtis, 一般是一个月催促一次，一般是
说价格合适了可以给他价格参考，
In my previous mail I said OK! Now we’re starting import 然后报价之后过几天告诉客户价格
process!! 有上涨趋势，催促下单。并成功
延续合作。
Best regards,
CURTIS:
Dear Annane
Good day!
So could you confirm this order as soon as possible ?

because the raw material price is begin to getting high today,
please check the attached trend of raw material, its getting
RED.
Best regards
案例 9
案例简介
方矩管罗马尼亚在港口装货的时候下雨浮锈一下子明显，客户的朋友监装看到了，表示要
拒绝这票货。沟通并处理之后最后顺利发货。
沟通过程注释
CLIENT: 在港口装货的时候下雨浮锈一下子
明显，客户的朋友监装看到了，表
Dear Curtis, 示要拒绝这票货。沟通并处理之后
最后顺利发货。处理方式是想到先
Its ok i hope it wont cost more after delivery. We wait the 发货，让客户在目的港找除锈方
invoice and the rest of the documents in copys. 案，我们承担部分除锈加工费。并
把所有下雨的管子集装箱都加干燥
Best Regards, 剂减少湿度。
CURTIS:
Good day!
I just talk to our management, and after i hard

talk to them. we agree to cut the cost amount
of 2000usd(80*25=2000) from balance
payment for help you to remove the rain rust
and dust on the pipes. i hope we could have
long term business relationship.
As you know. all pipes are very very good, Mr.

anton know this. and he checked. and we also
checked on the truck. and i checked the
weather forecast, all this week are sun day or
cloudy, no rain.
Its my pipes for my client, i dont want to be
rain and wet also for sure. i dont want this
also, but no one can control the weather.
Its because the steel dust is oxidated and
when raining, and then to be like yellew, the
steel self is good. so if you use for yourself, it
will not effect your use, if you are for sell, you
need to remove the yellow rust dust on the
pipes.
And i have to show you , only the big OD
pipes on the surface and some small size on
the surface and upside is like yellew, others in
middle is ok and very nice as the same.
And at the first time i buy DRYING AGENT for
control the container to be dry. i hope all my
support will be help our cooperation.
As i said i do as i said, and i try as i can for

my client.
Any new inquiry, i hope you could send me.

thanks
Best regards
案例 10
案例简介
SMLS INDIA 外径壁厚不合格处理成功案例
沟通过程注释
CLIENT: 由于是老客户的订单，
客户反应外径壁厚不合
All pipes are segregated and status is in table. 格，我首先摆正态度和
负责的服务，跟客户解
Our Remarks: Mention observation is re-verified and found to same as 释并给出处理方案。把问
table . 题确认清楚并同意赔偿并
给出以后的合同控制方
Observation 案。客户很满意并延续
Toleranc
Dimen Size 合作。
e 18 nos 06 nos 02nos
sional
Between
Wall ±5.0% Between Between
20 15.5
Thickne Tole. 19mm to 17.5mm
mm mm to
ss (±1.0) 22mm to 22mm
20 mm
Outer ±0.0075D
445 445~44 443~44
Diamete Tole. 446~448
mm 7 4
r (±3.34)
It can be used
1- pipes can’t be
conditionally. If
used.
any rejection
Remarks during process
2-Supplier to confirm
entire machining
disposition action.
cost will also be
debited .
Please confirm the corrective/replacement action at the

earliest.
CURTIS:
thanks for your reply for this information.
For the 6nos, you said the wall thickness is 17.5mm to 22mm. could you
let me know if these are from one pipe, or from all 6pcs pipes ?
These are full length not a cut piece
I mean, if one pipe is 17.5mm to 18mm, and another one pipe is 19mm
to 21mm, then the another one pipe also can use.
Both end verified, Variation 17.5 to 22 mm within same length
and in all 06 nos . Thease 06 nos stand rejected.
And also if one pipe one size is not ok, another size is ok, then you can
cut part of the pipes for usage, as the pipes is multiple length.
And we took inspection also, the numbers are like following:
(445*20)
OD：445mm 445mm 446mm 445.3mm 446mm 444mm 445mm

446mm 450mm 446mm 447mm 446mm 446mm 446.3mm
WT：19.56mm 19.45mm 18.93mm 17.89mm 19.68mm 19.71mm

19.8mm 18.95mm 19.2mm 19.27mm 19.19mm 20.55mm 21.1mm
19.93mm 20.6mm 21.1mm 20.44mm 20.23mm 20mm 20.95mm
Thats the inspection data we from our inspector.
So i hope you can consider my advices above, and then give me a final
number as total METER.For 18 nos pipes ,we will definitely take due care
to salvage maximum quantity so that minimum cost is debited to you.
I just want to lower our company cost, we are sure we will take
responsibility if there is pipes are not possible for usage. but i also want
to try to lower the cost. i hope you can understand.
Best regards
姓名：Ellen 陆玲玲
案例 1
案例简介
（方矩管，美国，收到询盘到追踪客户付款）
总结：依据行情变化时，催促客户下单。
沟通过程
Whatapp or email 沟通问答记录
client：here is a new inquiry, please offer
Ellen: The quotation are in the attachment for your reference. one is container price and the
other is break bulk price..
How about the progress of this order, the material price in China recently is unstable and on
the increasing day by day.
So the prices keep valid just for 2 days. and i want to get more about information about this
order so that i can give you best service and solution.
If you have any questions ,pls contact me at any time, and i think keeping in touch will make
us establish good business relationship and solve any problems.
Best wishes and looking forward to your reply.
client：This is our first order with you if you can accept the following firm bid:
Total value to be $ 57,000.00/MT CIF LO AA
Please note that the bundles must have a minimum of 4 steel strappings. Please let me know
your bundle weight.
Please send your contract.
Ellen:Accept,pls sign back the contract and arrange the payment ASAP
client：Here is the signed contract. We will arrange for the wire transfer right away.
Ellen: I have received your payment today. Thanks a lot and we have already arranged for the
production.
案例 2
案例简介
方矩管，美国，钢管生产完成后客户要求包布喷标与客户协商涨价事宜）
沟通过程注释
client：pls arrange for the pvc package and marking on each
pipe.
Ellen:We can mark accordingtoyour photo, but it will increase
our extra cost 1140USD.Because the steel pipes have been ti
ed up in bundles already ,we should untie the bundles, re-
arrange marking each pipe on our production line again and r
epackagein bundles at last. Will you be willing
topay for the extra cost?
Best wishes and looking forward to your reply
client：OK, we accept
案例 3
案例简介　
方矩管，美国，关于钢管壁厚太薄重制与客户协调船期事宜）
沟通过程
Ellen: All specifications of your first order have been finished today, After testing the most are ok but
the wall thickness of the following three specifications
is a bit thinner than we wanted, so i need to ask for your advice and confirmation.
1: can you receive our actual WT? As the shipping day is approaching, we need to arrange marking and
packing for loading.
SPECIFICATIO
Order WT Our about actual WT
STANDTARDANDGRA N
PRODUCTS
DE OD WT WT
MM MM MM
Square tube ASTM A500 GR.B 75x75mm 2.00 1.75
The above i need your help to make confirm today .

And the second order,we will strictly produce according to the standard to avoid the occurrence
of this situation again.
client：This is the first order for tubing from this big customer who is planning to buy 600-700 mt
every month. I want them to have the best tubing and kindly ask you to make it right, it will be
worth it.
Ellen：1：In order to ensure the best quality to you, our factory has decided to re-produce the
following three specification again. but the shipping date of our first order is on 15.Dec.
If produce again, maybe we will not catch the shipment on schedule but we will try our best.
That's what i'm worried about. If not , I need your help to coordinate the delivery date .
So pls make confirmation whether the three specification ship with our second order will be ok? i
think we can work together to solve this problem.
2: The other specifications of our first order will ship on about15.Dec.
3: About the second order ,we have already produced strictly with standard in order to give you
the first-class.
Client：We confirmed shipment by latest December 31 to our customer so that you should have
enough time.
案例 4
案例简介
方矩管，美国，询盘到客户下单及时跟新与追踪）
沟通过程
client：Please offer on March 16th.
Ellen: The quotation is in the attachment for your reference.

Appreciate your reply
B.wishes
Ellen: How about the progress of this order?
Client: Not decide yet.
Ellen：Ok, i know, as recently the steel material price is a little fallowing down,so i update the
price for you. If you have any progress,you can contact me at any time
Client: Dear Ellen, sorry it took a little longer but we have now received a form bid for these 654
mt at $ 573.00/MT C&F LT AA.
Please let me know on Monday whether you can accept.
Ellen：I will check and reply to you ASAP.TKS

Ellen：As recently the steel pipe price is a little falling down, after checking we finally accept the
price at $573 to this order .
We update the quotation with the specification in the attachment, the size is a little different from
your inquiry.
Normally we exported to the south American with such specification, so i need your help to
discuss with your customer,
if OK,we can accept at your target price.
After April 15th the price may be increasing ,and also The Belt and Road Summit will be
held in Beijing In May , many
factory will limit the production so it will lead the price on the increasing.this is the good time to
purchase ,so i advice you
make confirmation of order ASAP.
If have any questions,pls contact me and i will support you.
Appreciate your decision.
B.wishes
Client:OK, please book the order and confirm.
Our customer may increase the order on Monday but then he expects a lower price.
Ellen:The contract of 763 MT is in the attachment,pls sign back ASAP.
i suggest we confirm this contract in advance,as the price will be increasing next week.
and pls arrange the pre-payment ASAP in order that our factory can book the raw material first
and to fix the price for you.
If your customer want to increase the quantity next Monday, if the price not increase rapidly,i will
try my best to keep the same price for you.
Client：Please find the signed contract attached
Ellen:We received your pre-payment.
案例 5
案例简介
（镀锌圆管，美国，根据行情适时更新价格答应客户目标价）
沟通过程
client：Please offer
Ellen:The quotation is in the attachment for your reference.
all the pipe will be packed as we shipped before.
waiting for your reply.
B.wishes
Ellen:The updated quotation is in the attachment.
if you have any questions,you can contact me .
B.wishes
client：Our customer has given us a firm bid at $ 147,900.00 for the quantity of 244.48 mt as per
your offer. They have another offer from China which expires today, Wednesday, 8 pm my time
which is 11 am your time.
Please confirm by 10:30 am your time !!!
I'm going to be out of the office but I have my phone/e-mail with me.
Ellen: After checking and i agree your target price.

should i send the contract to you
client ： Thank you for accepting our firm bid. Attached is the signed contract and technical
specification of our customer.
Ellen:I have received your payment today.
案例 6
案例简介
（镀锌圆管，美国，签完合同客户给出技术文件与询盘锌层不符谈判涨价事宜）
沟通过程
Ellen：I quoted to you is the Pre-galvanized erw's price, and the thickness of zinc coating is
40-80g/m2
but the attached technical documents is in the following.if pre-galvanized with 120gr/m2 we can
do,but the price is increase US$24 per ton.
and the customer need the hot-dipped galvanized with 120gr/m2. the price will be big big
difference .(as the thickness is thin and also need do hot-dipped ,the price is very expensive)
pls confirm and appreciate your feedback
B.wishes
Client:We should have clarified the coating before booking the order but I don't want to cancel
the order now.is a big customer and this is our first order with them from you. Before we had
booked with other suppliers.
Please arrange for the pre- galvanized at 120 gr/m2 but please try to charge only $ 16.00/MT.
Please confirm.
Ellen：so i double checked the price. if we do 120g/m2 galvanization, the price normally need to
be 24usd/ton higher. (The best i can do 22USD/TON higher for you as you are our priority client.)
We are long term business partner already, we give you always the reasonable price close to
bottom.
And the raw material price is not stable these days, so i hope you can confirm this as soon, so i
can send you the updated PI for confirming this order and fix the price.
Waiting for your esteem feedback and reply.

Your early reply will be appreciated.
Client：OK
案例 7
案例简介
（方矩管，美国，关于第三方验货困难作业与客户协调抽检事宜）
沟通过程
Ellen:1:Today i have been with the inspector all day , We tested about 23 items of our both
order, the result shows all are good.
(these items have not done the oil painting and marking ,but we will finish in two days)
2: But now we face a big problem for inspection, the other items are all ready, so it packaged
and put together like the picture
i sent to you in the attachment. it is very difficult for us , we should take down each bundles and
put in another space to open
the package to let inspector test one by one. after testing, we should repackage again. so i
think it will waste a lot of times and
maybe influence our shipping time.
3: My suggestion: For some packed steel pipe,We can cut the package to test out diameter
,thickness and length. but the other
packed steel pipe are put in the behind and inspector can not get in to test because no space.
Is it possible for us not to test for this part?
if need to test all, i think it will take at least 5 days or more. so i need your help to discuss this
problem with customer, if you have better ideas,
you can tell me. also the inspector will explain this situation to the end user,we hope we can get
confirmation today in your time so that tomorrow
we can continue the inspection.
client ： After discussion with AA they understood the situation explained by you below and
accepted your suggestion, but please try to inspect as much as bundles possible.
Ellen: Thanks for your understanding and support,and i will do my best.
案例 8
案例简介
（ERW，新加坡，各项资料积极配合提供让客户认可我们资质）
沟通过程
Whatapp or email 沟通问答记录(
client：Our telecon refers.

Please also provide
- API5L & ISO certificates
- Sample certificate on 26" pipes that previously produced by XinYue Steel.
- Quality Assurance/Quality Control Procedures Document on ERW pipes
- Name of QA/QC Manager & contact numbers/email address for our
customer to contact him directly inevent they need to clarify on
technical questions.

- Commercial issue - Only discussed between Mid-Continent and XinYue Steel.

I require all above doucments by Monday 27 Feb 2017 before noon.
Ellen: All the documents you need are in the attachment for your reference.
if this project have any updated news,you can contact with me.
i hope we can have cooperation soon.
B.wishes
client：Nice talking to you.
I have send all technical documents to customer for review and mill qualification process.
Hope our recommended TTPCO can be approved and listed in their approved mill list for 26".
Will let you know the result and looking forward to have business opportunities
with you and TTPCO in event TTPCO passed the mill qualification.
client：Hi Ellen,
Our customer (CHEVRON) requested for more documents listed below from TTPCO.
·Quality manual
·Personnel training matrix
·KPI
·Material handling procedure (Receiving, Storage, Preservation)
In addition, please ask them to fill in attached questionnaire for our qualification process.
PLease submit above documents by May 12,2017.
Ellen:the documents are in the attachment, pls find it.

Client：Dear Ellen,
Good news. TIANJIN TPCO & TISCO WELDING PIPE CORPORATION
is qualified to supply 26" ERW linepipe 0.375" and 0.625" THK for Chevron Thailand.
Please convey to TTPCO.

We appreciate and thank you and TTPCO for the effort in preparing the mill documents
for qualifications.

The next challenge is to quote competitively for upcoming 26" tender.
Make sure we are better than Europe and Japan pipes in both price and quality.

Will submit inquiry to you at time we receive Chevron tender on 26"
案例 9
案例简介
（镀锌圆管，美国，关于出货数量也许与客户下单数量不一致提前协调事宜）
总结：依据行情变化时，催促客户下单。
沟通过程
Ellen: There is one thing i need your help about our this order.
As we purchase steel raw material by roll(one roll is about 4-5tons), so we will make all the steel
raw material into steel pipe.
But it may produce more pieces(about 1-2tons one specification) than order, As the zinc
thickness of of this order is higher and
special,we shall not keep these pipes in stock. so i need your help to confirm with your
customer will it be ok or acceptable for customer
if we delivery with more pieces than our order,
appreciate your confirmation.
client：Please send me a list of the items which you are asking to add…
Ellen:the quantity is not sure but 2 tons for each specification at most.
so i need your help to discuss with your customer if adding 2 tons for each specification, will it be
acceptable for customer.
client：Customer accepts but please send revised packing list.
案例 10
案例简介
（方矩管及圆管，美国，关于材料出现问题与客户协调分批出货）
沟通过程
Ellen:
1: I face a big problem and need your help to confirm with customer whether they can accept
partial shipment.
The following three specifications have not been produced yet as the steel raw material did not
finish the production.
As the 13th National Games will be held recently and government pays special attention to the
environmental protection leading to the raw material factorylimited the production. Although we
have already pushed the raw material factory,but they answered me they need about 25 days.
2:So i need your help to coordinate with customer the next three specification ship on next vessel,
and next time we will take good control of the time.
client：We have advised customer accordingly.
Waiting (and hoping) for their acceptance of partial shipment.
Will revert back to you
姓名： Jamie
案例 1
案例简介　
HDG PIPE,VIETNAM,如何把握第一次报价
沟通过程注释
体现专业度，留下很好的第一印象
注重跟客户的第一次报价，留下专业的第一印象
BL SAMPLE,CATELOGUE,PICTURES 发一些做参考
更容易促成成交
Hi Mr.Hoa,
Thanks for your patience.
Pls find our offer in attachment,also enclosed the documents
as below:
1.Company catelogue
2.Company project list
3.BL Sample that we export to Vietnam before
4.The photo we offered before about black and galvanized
pipe.
I am mainly focus on Vietnam market and have rich
experience in this area.
If you need any support,no matter in technique or price,be
free to let me know.
I am sure we can give you best service,hope we can do
business in the near future
案例 2
案例简介　
SQUARE TUBE,AUSTRALIA，如何追索样品
沟通过程注释
不懈坚持，客户也会体会到你的诚
意
Hi Jamie
I am wanting a long term supplier for the future. I want our
supplier to be set up correctly and the product we purchase to
be good quality.
If you can offer this then I do not mind paying around $3.00
I would like to send you a sample and have a sample made
by you. If you offer me a good price and quality and I am
confident with purchasing off you, then I will send you an
order.
If you are happy with this, please send me your full delivery
address details.
Kind regards
Ross
客户注重质量追求长期合作提出寄来样品让我们对照做一个
但是客户很忙，样品迟迟未寄出，隔一段时间提醒一下，但是不
要太频繁。
Hi Ross,
Hope the mail finds you well.
Several days no news from your side,now,i just offer the BL that we
exported to Australia before,
hope it can give you a reference.
Anything i can do for you,be free to let me know.Thank you
发提单，骚扰一下
Hi ROSS，
Hope the mail finds you well.
It's such been a long since heard from you last time.
How about the sample issue? Can you offer the tracking
number so that we can
check whether it come to China.
Looking forward to hearing from you soon.Thank you
继续问
Hi Jamie
The sample has been sent.
Tracking number is EJ213731295AU
Kind regards
Ross
客户最后成功寄样过来
案例 3
案例简介　
SMLS,EYGPT，如何取得客户信任
沟通过程注释
满足客户需求，必要情况下提成线
客户不相信产品质量，为打消疑虑发了大量仓库和管子的照片上交流
Hi Willian,
Thanks for your feedback.
We are the first class agent of TPCO which is the government
mill in China.
And do you have any target buying price? If yes,pls tell
me,we will try our best to push our first cooperation.
By the way,i just offer a BL that we export to Egypt
before,hope it can give you a reference.
Looking forward to hearing from you soon.Thank you
客户回复希望在线沟通
Dear Jamie
Thanks for your reply
About you agent how can I trust your products?
And if u have WhatsApp number pls send to me
案例 4
案例简介
ERW,瑞士，如何对待怎么都不回的客户
沟通过程注释
客户多次发邮件问进度都不回复，直接一个电话过去。在客户反复不理人的情况下，可能
是客户太忙了，直接电话过去比较
Hi Mr.Hans Uhlmann, 直接
Thanks for your inquiry from Alibaba.
Pls find our offer as per attached.The quote is based on

DDU Bishkek station,shipment by train.
For cable grooves ,to give you accurate quote,pls offer us the

drawing to review.
电话过后得到了客户的回复
Dear Jamie,
thanks for your offer and your phone call.

Can you be so kind to offer the same with pipes 168x8mm
please as customer changed specification!
with my best regards

Hans Uhlmann
案例 5
案例简介
VIETNAM 老客户，如何对老客户进行维护
沟通过程注释
最近行情很不稳定，客户不仅仅只采购钢管类产品，及时给老客
户一些行情的指导，会让他们对你更有印象，再采购的时候就会对于老客户的维护是日常必须做的
先想到你。工作，客户能体会到你的用心。有
Client：can you let me know the status of China market 需要的时候会想到你。
today?
going up/down or stable?
Jamie：continuously going up
Client：Why like that？
Jamie：it will hold NATIONAL GAMES on the middle of
August in Tianjin,so keep the fresh air,most of the steel mill
are required to stop or limite production now
Client： Thanks for your kind sharing jamie
Jamie: It’s my pleasure.
案例 6
案例简介
SSAW 越南如何跟第一次进口的客户交流
沟通过程注释
客户在发询盘之前首先问了是否有当地货代的联系方式，说明不首次交流体现专业度，给客户合适
常常进口，对此不是很了解。的帮助
Hello Jamie,
Will business between our companies be dealt with directly,
or through our shipping partner?
对症下药，提出建设性帮助
Hi Mr Thanh,
Thanks for your kind information.
We are involved in Vietnam market many years and have
reliable shipping partner in your local area.
Pls find their contact details as below:
AT ASIA Co., Ltd - Ho Chi Minh Branch
Add: 02 Floor, 20 Phan Dinh Giot Str,
Tan Binh Dist, Ho Chi Minh City, Viet Nam
Tel: +84 8 39975123 | Fax: +84 8 39975122
Phone: +841662808518 (Ms Hoa)
Email : sales15.hcm@atasia.vn | Web: www.atasia.vn
Any inquiry,be free to send me.Looking forward to hearing
from you soon.Thank you
案例 7
案例简介
SSAW 越南如何有技巧的回答客户的问题
沟通过程注释
回答问题有条理性，尽量用不同字
体，鲜明
客户首次沟通对公司及产品不信任，所以问了如下问题
Hello Jamie,
We'd like to ask a few questions about the pipes:
What is the tolerance, in milimetres, of the wall thickness?
What specifically is the material of these steel pipes?
And how much would it cost to coat the pipes in anti-rust
coating?
Thanks and best regards.
逐条回答，并把问题抛出去，获取更多信息
Hi Mr.Thanh,
Pls find our answer as below:
What is the tolerance, in milimetres, of the wall thickness? As
the requirement of ASTM A53 GR.B
What specifically is the material of these steel pipes? What's the
meaning of you ? This is for carbon steel pipe and the
manufacturing standard is ASTM A53 GR.B
I just enclosed the documens of ASTM A53 standard,hope it can
give you a reference.
And how much would it cost to coat the pipes in anti-rust
coating?
Which anti-rust coating you want? If for black painting,it need
add usd 9 per ton.
案例 8
案例简介
Ssaw PIPE,VIETNAM,关于交货期问题如何协商
沟通过程注释
有时候客户的问题不要急于回答，
客户觉得我们报价的交货期 40 天太长了，想让我们缩短交货期。学着把问题抛出去
Furthermore, the shipping time mentioned in the quote is 40

days. As we are in urgent need for these pipes, could the
process be any faster?
Thank you
此时不要着急给客户一个更短的交货期，而是反过来问问客户，
是否心里有目标交货期，再在他目标的基础上谈，这样会更节省
时间
Hi Mr.Thanh,
Do you have any target shipping time? Pls let me know so
that i can discuss with our production dept.
Thank you
案例 9
案例简介
Ssaw PIPE,VIETNAM,如何在提供客户所要产品之外，推荐配套产品
沟通过程注释
客户询价螺旋管，经过沟通发现客户是做流体输送项目的，那么适当的推荐，可能有更多合作的机
必然客户还需要配套的管件，实时的营销一波会。
2. As per the need for our other projects, we require welded
elbows, cones, cast steel pipes standard SCH80 and
accessories (for our main steam line) and 12Cr1MoV pipes? Is
your factory able to manufacture these products?
For steel fitting ,we can offer matched one.Any inquiry,be free
to send me.
此时客户立马来了兴趣，发来了管件的询盘。
Hi jamie
The welded elbows are 90 degrees, and we need about 30 to
35 of them.
Thanks and best regards.
案例 10
案例简介
架子管，中国，对于中国客户如何有效沟通
沟通过程注释
收到客户一个架子管的询盘，客户公司在中国，但是通过判断，对于中国人直接的电话沟通最为直
这个管子是英国进口最常规的尺寸，而且客户透露是马上要定的接，能了解到很多信息。
单子，所以为了节省时间，直接打电话过去。
Please quote
Galvanised
1000t 48.3mm x 4.0mm x 6.40m - EN39 - S235
1000t 48.3mm x 3.2mm x 6.40m - EN10219 - S355J0H
CE Marked
CFR Liverpool
Thanks
电话具体对话如下
Jamie： John 你好，我这边收到你的询价，想跟你了解下项目
具体情况，方便提供更好的服务
JOHN: 你好请讲
Jamie：这个单子现在是什么进度，是否有目标价呢，如果有的
话，不如直接告诉我，这样更节省彼此时间
John：我们公司在 UK 有 office，这是他们委托采购的单子，
但是最近中国行情大涨，所以我们想跟 UAE 的价格做个对比，再
做决定，目标价暂时没有
Jamie：好的了解了，我们稍后会给你报价，争取给你最好的
支持
通过电话沟通直接了解到这么多信息，比邮件来的有效率
姓名：Josie
案例 1
案例简介　
无缝，印度客户, 前期细节跟进到位，建立相互信任
沟通过程注释
Mr. Himadri: 最开始的时候，要对客户的每个点
Madam, 认证对待，客户提出的问题要逐一
Thank you for your offer. Now kindly confirm the below points: 回答，不能有任何的遗漏，在初期
1. From your HS Code, it seems to be a Cold Drawn Pipe. Kindly 这样有利于建立与客户之前的相互
confirm the what method of manufacturing you have 信任，促成订单。
considered? (Hot Rolled / Cold Rolled / Cold Drawn)
2. Kindly confirm the Exact Tolerance Range both in ID and in
Thickness. As mentioned, ID is important for us. We can do little
machining if the ID is in lower side. But we can not accept Tubes
if the ID goes beyond 150 mm and 186.9 mm respectively.
3. Suppose for Item 1 your ID tolerance is 2-3 mm, then kindly
keep ID as 146 or 147 mm as ID so that it should not go above
150 mm and thickness will also come near to our requirement.
Kindly confirm.
4. Kindly attach your all International level Certifications
5. Kindly attach few PO copies of these type of items from your
international customers
Josie:
Dear Mr. Himadri,
Sorry for replying you so late. Please kindly check as below:

1. Updated HS Code as attached PI.
2 & 3. Our stockist will make sure ID is less than 150mm and
187mm as you required. Basic wall thickness is 4.5 & 5.5, but
may increase a little to meet ID requirement, tolerance is within
10%.
4. API as attached, please kindly check.
5. Sorry we cannot provide PO, while PI as attached.
Looking forward to hearing good news from you soon.
Best Regards.
案例 2
案例简介
无缝，印度客户, 对于所有客户要求的尽力做到最好，给到最好的服务
沟通过程注释
Mr. Himadri: 有的单客户会要求填很多的资料，
Madam, 第一这是考验业务员细节处理的能
Thank you for your overall support. Now kindly find the 力，要给到客户完美的答卷，二
attached file for our Vendor Registration Form. Kindly 是我们不能只输入不输出，对我们
arrange to fill it up, sign & stamp it and send it to us with your 需要详细了解的内容我们要适时询
all bank details. 问客户，这样会给客户一种我们注
We are not Negotiating on rates. But we are proposing the 重细节，专业的印象，也是初期利
payment terms as "100% by irrevocable LC with usance 于达成订单的。
period of 90 days from BL Date". This way both Buyer and
Seller will be secured. Once the Business will be done in full
swing, we will consider other payment terms. Kindly confirm.
We request you to kindly supply the materials on 6 meter per
piece basis. Kindly confirm.
Regards,
Josie:
Dear Mr. Himadri,
Attached with Vendor Registration Format, please kindly find
it.
BTW, there are some point I don't get, what does PAN NO. &
MSMED REG NO. mean?
Does TRIAL REQUIRED means picked sample needed?
I'll feedback to you after I get your confirmation.
Thanks a lot.
BR.
Looking forward to hearing good news from you soon.

Best Regards.
案例 3
案例简介
无缝，印度客户, 付款方式洽谈
沟通过程注释
客户最开始是倾向于做 LC 90 天
Mr. Himadri: 的，后来跟客户洽谈，说明这个单
Madam, 本来吨位就不大， LC90 天不适合，
We will come back to you regarding the Vendor Registration 给到客户选择， LC 或者 TT，由于
Form later. But kindly arrange to confirm the below two points. 客户要货比较着急，客户内部付款
We are not Negotiating on rates. But we are proposing the 流程繁琐，最终以 TT 付款方式下
payment terms as "100% by irrevocable LC with usance period 单。
of 90 days from BL Date". This way both Buyer and Seller will
be secured. Once the Business will be done in full swing, we
will consider other payment terms. Kindly confirm.
We request you to kindly supply the materials on 6 meter per
piece basis. Kindly confirm
Regards,
Josie:
Dear Mr. Himadri,
Thank you so much and attached with updated postal code
Vendor Registration Format.
Payment terms various depends on different orders. LC and TT
are both acceptable here in Xinyue.
6M per basis is OK for us, please kindly note.
BR.
案例 4
案例简介
无缝，印度客户, 客户要求无法达标时，跟客户洽谈，并给出合理建议。
沟通过程注释
Mr. Himadri: 客户最开始 193.7 的规格是要求 3.4
Kindly find the attached Drawing for Seamless Tube and 个厚的，在这个厚度本身就是不大
arrange to send your Lowest Possible Techno-Commercial 可能实现的，跟客户洽谈说明事实
Offer as per below points: 基础，给到客户建议什么样的规格
Ø Item 1: OD - 159 mm & ID - 150 mm (4.5 mm 是可行的。
thickness) = 200 meter
Ø Item 2: OD - 193.7 mm & ID - 186.9 mm (3.4 mm
thickness) = 200 meter
Ø Specification as per IS 9295
Ø Material: ASTM A-53 Grade B
Josie:
Dear Mr. Himadri,
Good day.
Please kindly find attached Quotation for steel pipe with ERW
and Seamless technique.
Per our phone conversation, please kindly note that as 3.4 mm
for 193.7 OD is not workable, so for both solutions are with
5.5mm WT.
Looking forward to your reply.
Best Regards.
案例 5
案例简介　
无缝，印度客户, 适时知道客户的底线，促成订单。
沟通过程注释
Mr. Himadri: 客户最开始的时候说了对外径和壁
Madam, 厚的要求，基于现在的个工艺是很
This was the same old requirement where we have mentioned 难达到的。就一直跟客户聊，商量
that ID is very important for us. So 193.7 mm OD with 5.5 mm 解决方案，最后客户给到，他只是
Thk is not workable for us. Like previous case, kindly confirm 要去内径不超过 150/187 就行。这
that ID in both cases should not exceed 150 mm and 187 mm 个是客户的底线，我们对外径和壁
respectively. Thickness may vary. 厚是可以自己把握的，有利于我们
Also kindly confirm the tolerance range. 提供方案给到客户，促成订单。
As requested earlier also, can you do the OD and ID machining
and provide tubes as per our required dimension only?
Can we get these sizes on regular basis?
Josie:
Dear Mr. Himadri,
Good day.
Please kindly find attached quotations for ERW and Seamless
steel pipe.
We can assure ID won't exceed 150 & 187.
ID Tolerance range is ±0.5 mm.
Yes, you can get these sizes on regular basis.
Looking forward to your good news.
Best Regards.
案例 6
案例简介
无缝，印度客户, 194*4 规格无法做到无缝，给客户结果和解决方案
沟通过程注释
Mr. Himadri:
Madam,
Kindly confirm the dispatch status of the smaller ID Seamless 194*4 的规格我们在最开始接单的
Tube and as discussed kindly send us the scanned copies of 时候是准备做无缝化处理给到客户
the documents. 的。但工厂无缝化处理完了之后还
Also kindly courier hard copies at the below mentioned Head 是可以看到焊缝，不可行。为了避
Office address. 免到目的港后客户索赔，我们及时
For bigger size, we are confirming you the next course of 告知客户技术条件做不到，并给
action. Kindly confirm whether our required size can be 到响应的解决方案供客户选择。无
available in seamless or not. 论什么时候，对客户，我们都要给
Regards, 到问题的解决方案，不能只是抛出
问题。
Josie:
Dear Mr. Himadri,
Good day.
Our cargo has been delivered to port last Tuesday, ETD
suppose to be today. But just now I check with our forwarder,
she reply that the ship hasn't arrive at Tianjin Port yet. So
there maybe some delay due to vessel schedule. Will inform
you once we have confirmed ETD. You can also check info
by yourself, vessel info: COSCO ASHDOD /025W.
Scanned copies and hard copies will send to you once we got
them.
As for bigger size, per our Whatspp conversation, required
size is not available for any SMLS technique, currently we
only have two solutions.
A: 194*4 ERW solution. But we'll do some heat treatment on
welding seam, and this one is instock. We'll update this item
on ERW price for you.
B: SMLS 203*8.5 can meet your 186-187 ID requirement. But
as this one will be a refined one and quantity need to add up
to 1224 meters. This one is the best we got for SMLS
solution. But as this one need to prepare from raw material,
lead time will be 40 days.
Waiting for your confirmation.
案例 7
案例简介
无缝，印度客户, 到港客户说目的港收费太高，拒绝提货
沟通过程注释
到港客户说目的港收费太高，拒绝
Mr. Himadri: 提货。我们这边首先做的是和货代
Why this is so high? More than Material value. We can 核实目的港收费是不是合理的。让
not afford. 客户当地问问有没有什么方法可以
Josie: 减免费用。站在客户的角度，想这
Dear Mr. Himadri, 个问题需要怎么去解决。学会换位
Please kindly note that per your attachment, this is charge is tax 思考。
charge to India, maybe shipping line can't help in this, but
anyway, I'm checking with them right now.
Could you please kindly check with your local customhouse and
see if there's any solution? Will changing HS code help ?
We don't want this one to be our last consignment for us.
Josie:
Dear Mr. Himadri,
After checking with forwarder, they provide Calcutta local charge
standard as attched.
Forwarder says the 7th point, Congestion CHG should be $5/RT
instead of INR 1200/RT, local agent will change it for you, and
you can also feedback this point to them.
Does this high price has anything to do with your local port
strike? Heard there are strike since end of April. Can you check
this in your local port?
案例 8
案例简介
无缝，印度客户, 客户拒绝提货，开始硬式处理
沟通过程注释
Mr. Himadri: 最开始跟客户签订的条款就是
Madam, LCL，目的港收取的也是正常的
Kindly go through the below mail. As per regular LCL 费用，跟客户讲道理客户不
practice/statutory norms, we have to pay only point no. 1 and 2 听，不得已采取强硬措施，客户如
(THC & DO) of attached charges. We have never 果不提货就目的港弃货，并给到截
confirmed about any other charges nor you have 止时间。最终客户妥协，出了费用
communicated to us about these additional charges. We never 提货。
paid INR 1.25 lacs for a 3.5 MT consignment. Now theDO
charges are more than the material cost. This is one type of
non ethical practice.
Hence once again you are requested to take up the matter with
your Forwarder. We are not going to lift the materials and
want to see the end of it.
Also as it is a disputed case, we are not going to bear any
demurrage charges if occurred.
Kindly take up the matter with top most priority and talk with
Forwarder/Shipping line. Otherwise it is going to be the last
transaction with you and we will take up the matter up-to
next level.
Regards,
Josie:
Dear Mr. Himadri,
After checking with forwarder and agent , all charges on
attachment are what you should pay. Those are regular
charges.
We also don't know about those until you send me, as it is
charged by shipping Co, not us. So we won't take any charge,
including demurrage charges.
Please pay the bills and list the cargo asap to avoid any more
cost.
BR.
Josie:
Dear Mr. Himadri,
Will you pay the bill and lift cargo?
As cost increase everyday, if you don't pay the bill, we'll have to
abandon the cargo.
Please kindly confirm back before Friday. Otherwise, we'll
abandon this weekend.
案例 9
案例简介
无缝，印度客户, 194*4 规格取样问题，要敢于拒绝客户的无理要求
沟通过程注释
Mr. Himadri: 194*4 的规格，客户妥协，说先寄
Madam, 样 1.5m 做测试，测试 OK 即提
1. Finally we have decided to lift the smaller OD Seamless tube 货。跟客户协商样板费用问题。客
with extremely high DO charges but it should not happen in 户要求我们承担。对于客户提出的
future. 无理要求，我们要敢于李阿敏拒
2. Now in addition to the below discussion and attached 绝。最终客户愿意从客户在我们这
Inspection Report, we are planning to bring one Sample of 边的款项扣除费用
1.5 meter of this ERW tube by Air Fright on CIF Kolkata
Airport basis. We will do some Assembly related Testing at our
end and if find OK, we will lift this ERW tubes as per our PO.
Kindly confirm urgently.
Regards,
Josie:
Dear Mr. Himadri,
After checking with air freight, total cost from factory to Tianjin
airport to Kolkata airport will be $400.
As third party inspection fee is not included from first beginning,
so please arrange payment of $400 and I'll arrange the air
freight to you for inspection.
BR.
Mr. Himadri:
Madam,
Kindly arrange to bear the Air Freight cost and send the sample
to us immediately.
Regards,
Josie:
Dear Mr. Himadri,
Please kindly note that we won't bear this cost.
From the first beginning, third party inspection was not
included.
If you must perform inspection in your side, then you need to
arrange $400 air freight fee.
But I wonder what items you need to inspect exactly? if we can
arrange it here in China, total cost (inspection fee and air
freight) will be less.
BR.
案例 10
案例简介　
无缝，印度客户, 194*4 规格样管涨费问题
沟通过程注释
Josie:
Dear Mr. Himadri, 最开始询空运价格的时候，货代没
Because air freight forwarder inform me that wooden box 有告知我空运管子必须要木箱包
container is a must for steel pipe air freight, total cost including 装。后来合适需要木箱。木箱本
wooden box container is $700. 身承重重，成本费加起来，客户理
So please kindly confirm above cost and I'll arrange it 解并答应支付涨价金额。
accordingly.
Dear Mr. Himadri,
After checking with air freight, total cost from factory to Tianjin
airport to Kolkata airport will be $400.
As third party inspection fee is not included from first
beginning, so please arrange payment of $400 and I'll
arrange the air freight to you for inspection.
BR.
Mr. Himadri:
Madam,
kindly air freight the materials at the earliest. Whatever
charge is applicable will be adjusted from the Advance lying
with you.
简而言之：
客户一般情况下是讲理的，只是无论出现什么问题，我们这边要及时跟客户沟通，并给到对应的解决方
案。万一当客户有提出无理要求的时候，要果断拒绝。要设身处地站在客户的角度想问题，给到最可行
的方案给客户。
姓名：Kelly-陈林科
案例 1
案例简介　
介绍：GI SSAW, Philippine,介绍卸货的方法，打消客户顾虑促成下单。
总结：当客户对卸货没经验，想客户详细说明卸货方法，让客户觉得我们很专业，从而更加信赖我
们，促成下单
沟通过程
跟客户 SKYPE 沟通时，客人询问了很细的装运和卸货方面的问题，
由于是大口径的镀锌管，怎么样最好的的保护镀锌层一直是客户担心的，
为了打消客人顾虑，我们特意做了一份卸货说明，
用图片和文字的方式向客户详细说明，给客人一个很专业的印象，
所以客人果断下单了。
案例 2
案例简介　
介绍：GI SSAW, Philippine,装运方法，解答客户问题，促成下单。
总结：客户下单前，反应别的供应商提出一个柜子装不了 8 支大管（）1117 口径和 1016 口径），询
问我们是怎么装运，是否有草图可以看。
做了一份详细的 container schedule 给客户，并附上草图，
沟通过程
案例 3
案例简介　
产品，国家，案例沟通重点等）
介绍：GI SSAW, Philippine,翻单时客户砍价
总结：客人 17 年准备翻单，但是行情已经不再是 14 年的行情，客人想要维持原价下单，但是原价根本
做不下来，跟客户分析了行情，解释原因，合理合情跟客人解释清楚
沟通过程注释
邮件沟通如下
文字，图表，有理有据跟客户说明涨价的原因
1.第一次报价客人觉得贵了，我用原材料价格上涨的图表给客户说明，客人回复相比 14 年的价格涨太
多。
2，17 年行情相比 14 年行情，原材料涨了 3%-4%
3.数量没达到 MOQ,订料不好订，生产的时候需要频繁调口径，导致价格上涨。
4.数量太少，又亏吨严重，也导致了价格上涨
案例 4
案例简介　
介绍：GI SSAW, Philippine,质量投诉 1
总结：当客人对生产工艺不够了解时。我们需要耐心跟客户讲解生产工艺
沟通过程注释
邮件沟通如下
案例 5
案例简介　
总结：客人收到 1/4 的第一个订单货物是，发现镀锌表面斑点，锌粒，粗糙，内壁有生锈等等问题，
经过内部讨论，针对客人提出的每个质量问题点我们做了一份详细的调查分析报告给客户，用报告的
形式显示出我们的专业度。
沟通过程注释
案例 6
案例简介
总结：客人收到 2/4 第一个订单的货品，还是有发现镀锌表面颜色深浅不一，斑点，
认定是质量问题，需要我们做个质量保证，保证这个质量不影响这个水电工程项目的使用。
沟通过程
案例 7
案例简介
介绍：方距管，泰国，散货船装运
总结：出货前，客人想了解我们散货怎么装运，想要看图片，做了一份散货出运的说明，附上了大量
图片，客人很是满意
沟通过程
案例 8
案例简介　
介绍：ERW, 新加坡，客人对 MTC 不理解，给回更详细的说明
总结：我们出具的 MTC 通常会有 PASS 字眼，客人觉得不是很详细，怎么样才是 PASS，我们另做了一
份详尽说明
沟通过程
邮件沟通如下
案例 9
案例简介　
介绍：GI SSAW, Srilanka,询问涂层 FBE 和 3LPE 的区别
总结：做相关资料详细说明，显示专业度
沟通过程
邮件沟通如下
　
案例 10
案例简介　
介绍：RHS ， AUSTRALIA, 进度更新
总结：下单后需要更新客人生产进度，做好生产进度表给客户
沟通过程
邮件沟通如下
姓名：Lisa-马丽莎
案例 1
案例简介
ERW20 吨开发到一位澳洲客户，因为客户从未进口过，所以有质疑，沟通了 3 个月，客户下了 20 吨样

品单
沟通过程注释
客户试探性问价格，不愿意透露太
Client：can you give me a price for 88.9x4.5mm 114x4.5mm 多细节，看客户的态度，因此决定
114x6.0mm 给客户一个最低价格（基于大吨
Me :Pls find attached sample quotation based on current raw 位）吸引客户，并查客户公司附近
material price, the price is just for your consideration. 的港口，报了 CIF 和 FOB 价格对比
案例 2
案例简介
ERW20 吨开发到一位澳洲客户，因为客户从未进口过，所以有质疑，沟通了 3 个月，客户下了 20 吨样
品单
客户产生了兴趣，但是从未进口
Client：Thank you for your phone call, as discussed can you 过，打电话时能看出来客户不太知
please forward a quote for 350 grade structural steel and 道怎么走海运，因此找货代要了目
mille certification to confirm the grade testing. I will call you 的港货代联系方式，让客户主动联
tomorrow, thank you for your time. 系，减少工作。
Me: I will prepare the quotation(C350) based on FOB and CIF
so that you can compare, and also the contact information of
foreign forwarder agent, you can call them directly about the
shipping method, it will make it more easy. Besides, mill test
certification will be sent as well so that you can see the
chemical composition and the mechanical property. Any
question will be highly appreciated!
案例 3
案例简介　
HSS 美国和客户刚联系时，客户有过进口失败的经验，因此比较谨慎
沟通过程注释
Client:Do not worry, it didn’t bother me. Perhaps we can engage 客户因为之前在中国购买失败的经
in something in the future. My one concern though Ms. Ma is 验，所以对质量非常担心，因此寄
the quality. Please note we’ve bought Chinese product in the 出很多证据来证明我们有出口很多
past and the product has resulted defective, with a huge 年，并且支持过大工程，也发过
financial consequence. The only way I can see us buying is to
get personal feedback from companies that have purchased
your products. MTC 等
Me: Thanks for your honesty, we totally understand that, quality
is the essence of an company, we always put quality in the first
place, that's why we have many chances to support big projects
and have regular clients all over the world, if you are interested ,
I can send you our project list for a look, which includes major
projects we have supported during past several decades.
Due to the contract, sorry that we cannot inform you the
customer's names, but I can show you the previous BL which we
exported, you will see we have rich experience in this.
As to the quality, All pipes we delivered will be seriously
inspected during production, and it will enclose Mill test report, If
you are still concerned about the quality, we can accept any TPI
before shipment or during production, with the serious SGS or
any third party inspection report, you can trust the quality totally
we believe.
Sincerely hope that we can have chance to cooperate in the
near future, and we will cherish any business chance with you!
Any reply will be highly appreciated!
案例 4
案例简介　
HSS 美国客户是实单，报了价，客户需要 15%discount
沟通过程注释
Client:In regards to the attached quote, please note in
order for us to stand a chance at landing the
business , we’d need a 15% discount. This applies
to the CIF Caldera option. Please advise by our 客户需要的折扣很大，有点难达
opening. 到，而且客户进口很多年，了解钢
市的不稳定性，因此把国外关于中
Me:Pls find attached revised quotation and also the 国环保新闻链接发给客户，并解释
previous CO which prove that we have rich experience in 了原因，降了 5%给客户
export such HSS tubes , we are really looking forward
to cooperate with you soon, however, with current raw
material situation, the price of raw material increases
everyday because of government policy of pollution
control, it's really hard to decrease 15%, we made a
discount for you ,pls see the details in the quotation,
we will assure you the material and the good quality,
hope you will be content with it.

案例 5
案例简介　
HSS 美国客户上个 HSS 单子一直没进展
沟通过程注释
Client:I’m good and yourself? Although I haven’t heard from my 发给了客户本周钢价格趋势报告，
client, I’ll try to obtain feedback. 解释了钢价格一直上涨，后来打电
Me:Good morning~ How's it going recently? Hope everything 话给客户说了，下个月价格可能会
goes well. 完全不同，让客户去解释给客户
Today is the last day of this month, we'd love to send you the
weekly report of the changes in Chinese Market, also I have
listed the current price for the HSS you enquired the other
day.Pls check it as attached.
案例 6
案例简介　
ERW 缅甸客户 220 吨，40 多个规格
沟通过程
Client:Price are little higher with market price. For my stock ,it’s
no problem but this time supply to others so they compare with 客户量少规格多，因此拿数量来作
market price. 为谈判的重点，需要折扣高于市场
Me:I totally understand your situation, but to be honest, the 价，因此和客户谈条件，增量减价
price I offered is lower than any other of my clients’price
,because we really want to start our first cooperation. I believe
you know Chinese market well, the price is unstable and the
raw material price is always increasing because of pollution
control, also our usual MOQ for such spec is around 20 ton, but
I made exception for you only, sorry that I cannot decreae
anymore unless you increase the quantity.
案例 7
案例简介　
SMLS 澳洲客户，犹豫不决，不放心进口
沟通过程注释
Client:OK，I will consider. 客户不放心质量，死活不肯，犹豫
Me: thanks for your reply, I just called you but without any 不决，因此提议第三方检查，我们
reply, I know it’s the first time for you to import, you have 自费
concerns, but we can accept SGS inspection before shipment,
after it’s qualified, you can pay. We will even carry the fees for
you.
案例 8
案例简介　
SMLS 澳洲客户，犹豫不决，不放心进口（二）
沟通过程注释
Client:I will let you know if we decide 对于非常有潜力的客户，不得已需
Me: Here is the second choice, we can accept 10% deposit 要使用 OA 战术
90% OA 45days, but the unit price will be much higer, you will
receive the goods before you pay, after checking the quality, you
can pay us, we are confident about our quality
案例 9
案例简介
SSAW 上海客户
沟通过程注释
Client:之前被湖南的钢管厂骗过，收了钱不肯付佣金，导致要不抓住客户在乎的要点，然后在
回账，损失了很多 care 的点上面做文章
Me:我知道佣金对于这个订单很重要，我们公司做钢管生意很多
年，您可以去天津打听下，您可以找到我们公司的，另外我向财务
咨询过，佣金可以 7 个工作日付出，超时我们会负责，可以签署佣
金协议（附上了我们公司的员工照，我和主管的照片）这是我们办
公室的照片，我和我主管的照片，请您查看。
案例 10
案例简介
SSAW 上海客户 DDU
沟通过程注释
如果是有经验，对客户来说就是定
Client:你们之前走过 DDU 吗？有没有合作过的货代？记录有吗？心丸
Me:这是我们之前 DDU/DDP 的 CO，我们合作的货代有很多，给
您推荐一家，价格是透明的，另外给您列了一个之前的 DDU 流程
表，您可以看到每一步流程。
姓名：Nicole
案例 1
案例简介　
HS,德国，客户要求做 bank guarantee 付款方式
沟通过程注释
Customer: 客户回绝我方 TT 跟 LC 的建议，坚
We could only give you a bank guarantee. TT OR LC 持做 bank guarantee，我们在跟
payment is no option for our company. So if we don´t find a 银行、信保学习了解这种新付款方
possibility with the bank guarantee, we have to forget the 式的同时，查验客户资信，核实可
order. 操作性。
根据风险情况，更新价格，客户理
Nicole: 解并同意后，签订订单。
Thanks for reply. Concerning your payment term, find below
our feedback:
1. Please send us your bank details once you got it from your
account department.
We need to check if your bank is accepted by the China bank,
if our account department confirmed that your bank is
accepted by the China bank, then I will try to apply this
payment term to our boss. Or we may can't take further step if
your bank is not accepted by the China bank.
2. Price needs to be updated.

As we always stated on our quotation sheet or PI, all of our
price are based on the payment term of TT, and you also put
it on your PO, now you're changing to bank guarantee, there
would be another cost and we need to update price
accordingly.
Mutual understanding is the first step of a cooperation. We'll

do our best to start cooperate with you, we also highly
appreciated your understanding.
案例 2
案例简介
HS,德国，货到港后拖柜出现问题
沟通过程注释
Customer: 德国内陆运输有限重，事先不
here the actual situation for your information: 情，发货前也没有确认，出现问
The total combination of truck and container with load will be 题后表示愿意承担我方部分的费
too high. 用。客户对此表态满意。
We are not allowed to ride in Germany with this weight.
The only option I can think right now is to drive to our

warehouse, unload 1 piece and drive to destination.
Nicole:
We should have confirmed this problem before shipping.
We're willing to undertake our responsibility to pay part of the
extra cost on this delivery problem.
Kindly contact me if there is anything we can do to help
solving this problem.
案例 3
案例简介　
HS,德国，开箱后，卸货困难
沟通过程注释
Customer: 客户反馈卸货困难，建议管子底部
Hello Nicole, 应加木块，积极回复，表明理解其
It's difficult to unload the pipe from the container as 要求后，以后会先确认再按照要求
there's no timber under the tube. 执行。客户随即主动表明付款日
Nicole: 期。
Sorry for this problem, you're right that there should be
a timber under the tube, but the size of this section is
too large to handle this, or we may can't load all these
tubes into only 2 containers.
Anyway, it's our fault to make you facing such problem,
next time we will confirm with your first about this
point.
Please inform me if there's any needs.
Customer:
Hello Nicole,
payment will be made tomorrow.
案例 4
案例简介　
HS,德国，对整个售后问题给出总结并问及客户反馈
沟通过程注释
Nicole: 给出我们的态度及方案，同时留些
I've shared the information & photos on our meeting, all of our 余地让客户提要求，最后客户表示
management are pay highly attention on your case. 愿意付款，并无索赔，后续继续跟
We admit problems are caused by our side and we sincerely 进问题的发展。
apologize for all troubles we've made for you. Here is our
response for your problems:
1. Damaged pipe end
We think it's caused by manual operational errors during
loading, we've sent these photos to our shipping agent and
informed them our situation, we request them improving
loading procedure and we'll inspect the whole loading
processing next time.
2. Surface
According QA department, for large size tube like 500*500mm
with a thin wall in 10mm in 12meters length, it's not easy to
keep the perfect surface during loading & delivery. We'll use
sling on each pipe to decrease manual damage & can be
more convenient for your discharge.
3. Delivery
Now we're realized the weight limit on your domestic road
delivery, we'll confirm an appropriate weight with you before
loading.
4. Package
We usually use steel hollow sections on the bottom of each
bundles on two sides for small sizes, as picture shows, to
help customer discharge the cargo.
But for large size, it's not convenient to process.
Customer:
Hello Nicole,Thank you for your statement. We have noticed

your efforts.
At this moment we can´t sell the material to our customer,

because there is no demand.
We also will try to sell it otherwise in the market.
I will keep you informed when it was successful.
案例 5
案例简介
ERW, LSAW/SSAW 美国，客户收到报价后，反馈比其他供应商价格高。
沟通过程注释
Customer: 客户对第一次的报价反馈比其他供
HI Nicole, 应商高出太多，不能接受。我们再
thanks for the reply, i look forward to your support as we try to 根据客户的价格推算合理性，并给
generate some business together. 出我们 3 种货运方式的建议及价格
对比，同时给出近半年中国的原料
Thanks of the LSAW prices, but they seem very high at the 价格走势图以说明中国价格与韩国
moment and will not work compared to other offers I receive 持平的原因。
from Korea.
I will wait to hear from you on the shipments to Seattle via 45’
container and the bulk to Everett WA.
Nicole:
Hi Ron,
Thanks for the info. May I know what's price your Korean
suppliers offered?
Kindly find our updated quotation sheet in attachments.

I've try my best to offer you our competitive price to hope we can
earn the opportunity to start a good relationship with you.
As you know, steel material keep growing fast since May,
attached the market trends of steel material recently for your
reference.
About the shipment problem, according to shipping company,
there's a vessel per month for LA OR LB ( long beach )
OWNER'S OPTION
, but for Everett WA, there's little bulk vessel to this port, shipping
agent offer a high freight cost as our quantity is not enough to
get an discount price, also about a vessel per month for Everett
port.
I've quoted 3 options shipment for the ERW pipe for your
reference. Kindly check the quotation sheet for details.
案例 6
案例简介
ERW,美国,依据实际情况合理建议我们的库存跟长度
沟通过程注释
Nicole: 客户要求 12.19 米长，不好装柜，
We have the size of ERW in stock at present, if you're hurry 于是建议是否能接受 12 米的现
on delivery time we can offer these pipes for you. 货。客户表示可以接受。
The length is 12Meters, not 40fts/ 12.19meters as you
requested, as you know, 12meters is the max length that can
be loading in the 40" container. kindly confirm if it's
acceptable.
Customer:
My customer has indicated he can use the 12m length, so the
pipe you offered which you have in stock is acceptable to him.
below are the PO details.
案例 7
案例简介
ERW,美国,反馈反倾销政策问题
沟通过程注释
Customer: 客户目前市场都在等国家关于中
Hello Nicole, 国钢管反倾销的政策决议，再根
As you know the US import steel market is awaiting an 据结果决定。
announcement on the Section 232 decision, so I would like to 随即告知客户我们的库存数量
issue our PO to you on the 20” contingent on getting a 不多，时间太长无法保量，保
favorable announcement in the next few days . Once the 价。
announcement has been made we can issue the TT payment
against the order . If the announcement is unfavorable, then
we will have study the details to see if it is possible to
continue with the purchase. I hope you can understand our
position.
Nicole:
Thanks for your info. Hope we can get a good result on
this announcement so that we can start our first cooperation
successfully.
Yes, I just confirmed with our stock manager, we have about

120 pieces of 20" pipes in stock at present. If your customer
can accept stock pipe, you may need to confirm it as soon as
possible as you know stock items' quantity changes
frequently, we can't assure you these pipes won't be sold in
these days. I can update you the exact stock quantity, also
will offer you the pipe's picture for your confirmation after you
confirmed the purchasing.
Customer:
Understood.
案例 8
案例简介　
产品国家，案例沟通重点等
ERW,美国, 尽量满足客户要求
沟通过程注释
Customer: 客户要求验货后会定金，按要求
Hi Nicole 发 PI 并告知注意有效期。
this is a confirming email of our intent to purchase the 100
pieces of API 5LB 20” x .250 x 12m CFR Seattle from your
company. We need to perform an inspection of the pipe at
the soonest possible time, once the inspection is completed
we will send our TT payment for the 30% deposit required.
Please let me know if you are able to hold the quantity of pipe
we wish to purchase from your stock until the inspections
complete and the TT is sent.
Nicole:
Hi Ron,
No problem for the inspection. Here is the PI for your
PO3687, kindly have a check and send it back with your
signature & stamp for our furthering processing.
Please note our validity as price is keep growing at present.
案例 8
案例简介
ERW,美国, 发 PI 后，一直没有回签
沟通过程注释
Nicole: 客户老板不回签 PI, 但是安排验
We are waiting for your signed & stamped PI for our stock 货的第三方已经到天津准备验
department next processing. 货，同意让客户先验货，并提供
Kindly send it back A.S.A.P , thank you for your 照片再催回签 PI.
understanding & cooperation.
Customer:
I have explained the owner of the company the need to get
the PI signed and stamped but have not gotten his
cooperation yet . I will let you know as soon as it is done.
Hi nicole
I need to know if you are able to hold the pipes I want to
purchase for the inspection? If you cannot hold I cannot
proceed with inspection or purchase .
Nicole:
Just took some pics for the stock pipe's details while
inspecting with Raymon, kindly find attachments.
We're still waiting for your signed& stamped PI. Thank you.
Customer:
thank you for the pictures, that will be good for the customer
to see. It is good to hear Raymond is inspecting the pipe so
we can get a third party opinion on the quality and feel
assured we will not have any issues on the pipe with the
customer.
案例 9
案例简介　
ERW,美国, 发 PI 后，一直没有回签
沟通过程注释
Nicole: 客户老板不回签 PI, 但是安排验
We are waiting for your signed & stamped PI for our stock 货的第三方已经到天津准备验货，
department next processing. 同意让客户先验货，并提供照片再
Kindly send it back A.S.A.P , thank you for your 催回签 PI.
understanding & cooperation.
Customer:
Not yet he gets into the office in an hour to review documents.
But I will send an email to push him along for the signed PI
Hi nicole
I need to know if you are able to hold the pipes I
want to purchase for the inspection? If you cannot
hold I cannot proceed with inspection or purchase .
Nicole:
Just took some pics for the stock pipe's details while
inspecting with Raymon, kindly find attachments.
We're still waiting for your signed& stamped PI.
Thank you.
Customer:
thank you for the pictures, that will be good for the
customer to see. It is good to hear Raymond is
inspecting the pipe so we can get a third party
opinion on the quality and feel assured we will not
have any issues on the pipe with the customer.
I have explained the owner of the company the need
to get the PI signed and stamped but have not gotten
his cooperation yet . I will let you know as soon as it
is done.
案例 10
案例简介　
ERW,美国, 客户与老板闹僵，订单停滞
沟通过程注释
Nicole: 客户与老板闹僵，订单停滞，一再
did your boss signed the PI? 跟进，客户表示会继续跟进终端，
并以香港公司的名义操作订单后续
Customer: 事宜。
The only thing to be done on the pipe would be markings, but
until the inspection is completed we can't do the TT. The
first step is to get the PI to you which I am waiting for right
now. The owner of the company had a couple of questions on
the terms such as the claim notification period being short.
I told him to sign the PI and final terms like that can be agreed
on when making the TT. inspection or purchase .
Nicole:
Still No update ?
Customer:
No I am afraid not. I do not think I will see it now until
Monday. He seems to be taking his time in responding which I
am not happy about and will discuss it with him very soon.
So in the meantime if your company has a sale for the pipe, It
will be our fault.
If you do sell the pipe , please contact Raymond to let him
know the inspection will not be necessary.
Nicole:
Ok, So what's your plan now?
Customer:
I am still pursuing the purchase of the pipe. I need to forward
some pictures to the customer so they can see the pipe.
Once I hear back from him and he likes the quality, then I will
get the Contract to you.
When we get the deal completed Raymond will likely visit

again to inspect loading of pipes .
Nicole:
Did you get feedback from the owner or customer ?
Customer:
Hi nicole, no feedback from the customer, but the owner and I
are in a big argument over this deal. He does not like the
claim notification terms or the Risk of Section 232. So he is
not going to proceed.
Nicole:
Sorry to hear that.
Customer:
Sorry this is taking so long for a small amount of pipe. But the
owner of MS is being a jerk. I will get it done though if the
pipe is still available
Nicole:
It's understood on my side, business man can't against the
government.
Customer:
I may have 3wins sign a PI and Proceed that way. I shall let
you know soon. If anything changes on the quantity available
just let me know. I should have an answer for you soon .
Nicole:
I really appreciated for your trust and your efforts.
姓名：NIKI-范玉叶
案例 1
案例简介　
介绍：产品：LSAW, ERW，泰国新客户首单，要求我们延长价格有效期，我说服客户加价
总结：依据行情变化时，适当要求客户加价。
沟通过程
Skype 沟通问答记录
client：the 10% deposit will transfer within this week, if u extend for the valid date
NIKI：Actually , my boss agreed the price is based on confirming the order today, and then you
arrange 10% deposit tomorrow, if so we can arrange raw material and then start production on
Wednesday
Client：It can't be because we are both new for each other, it doesn't mean that we are not trust
u at all but this is a simple way for our business.
NIKI: Because we are afraid that the price of raw material will increase after our holidays
client：Plz understand us and tell your boos about this point.，ut we are not force you to accept,
it depend on you
NIKI: I know that, if so I hope you can accept the previous price 92,000 ok? We can extend that
price within this week
client：Niki,my boss said we will accept for 92,000 and at least we will transter 10% to u on next
Monday, because we need to wait for 3rd party report.
案例 2
案例简介
泰国客户，客户要求合同签订到港日期，让客户接受货好日期而不是到港日期
总结：根据经验知识说服客户
沟通过程
Dear Niki,
Refer to your quotation, please see following requirement and reply us asap.
1. PRICE: Total US$ 92,000 with CIF BKK PORT.
2. Quantity tolerance : +/-0%.
3. Delivery: To arrive BKK port within 45 days after ordered.
4. Payment: 10% T/T down payment.
90% T/T against B/L within 3 days.
5. 回复邮件如下：
Dear sir,
Good day!
As discussed, attached please find our final price for subject steel pipes, i applied for special
discount with boss, which is the lowest price that we can operate right now, hope you can accept
it.
For the delivery, we will speed up the production and finish the goods within 25 days, and then
arrange the customs declaration, so we can ensure to load the pipes on board before 30 June if
you can send us the deposit before 31 May, 2017, the goods will be arrive in BKK around 15 July
according to our schedule, but the sailing time is out of our control, sorry we can not give you
100% guarantee, normally it needs about 15- 18 days from Tianjin to Thailand, please kindly
understand.

We sincerely hope to establish business relationship with you and your esteemed company from
this order.
Looking forward to favorable reply from your side soon.
Thank you。
案例 3
案例简介　
UAE 客户，产品：scaffolding,
说服客户修改信用证
沟通过程
Dear David
Good day!
We received the LC amendment today, thank you very much for your help.
But it seems the bank forgot to revise the item #6: Clause 47A 2. we hope you can remove the
word of "ONLY" because some documents are dated both in English and Chinese, not only
English.
47A 2.please change to "ALL DOCUMENTS MUST BE DATED, PREPARED IN ENGLISH AND
MUST BEAR OUR L/C NUMBER DULY SIGNED BY ISSUER"
Please kindly arrange the bank to amend this item.
Your prompt action will be highly appreciated.
Thank you.
Hello Niki,
We submitted to our bank all your request amendment, maybe they interpreted the clause is
same.
Base on our bank don’t put focus on chinese language since like in UAE the letterhead have
always English and Arabic.
In case there is discrepancy on this regard we assure you that we will accept it without delay.
案例 4
案例简介
介绍：SMLS,巴拿马客户，让客户增加订单数量
总结：跟客户解释量少 item 多的备料困难，说服客户加量
沟通过程
HiAlba，
Could you reduce the items by half? Since the MOQ is 5 tons for each item. The qty is too small
to produce according to the following qty in your email.
And is it possible to make the total qty around 25 tons to fit one container for the first order? So
we can keep the same price to you, now your qty is only 18.66 tons less than a container result
in the freight on the high side.
Kindly confirm.
Thank you.
Niki
Niki,
I dont understand.
Do You want I reduce the ítems by a half? But also Do you want I increase the quantites until
25 ton?
I don’t understand what I must to do.
Hi Alba,
Sorry to make you confuse.
1. It is better if you can order five or six items this time, since the MOQ is 5 tons for each item,
the current qty is too small to arrange production.
2. In order to keep the previous price to you, we hope that you can make the total quantities
around 25 tons to fit one container to balance the sea freight, as you know the price of raw
material is going up these days
Hope is clear to you now, please feel free to contact me if any questions.
Hi Niki, sorry but I still not understand.
1. Do you want I order 5 or 6 items...ok…so you mean I must to choose just 5 or 6 pipes
diameters ?
2. Ok I will try.
Hi Alba,

Thanks for your prompt response.
Yes, as you informed that your boss only allowed a small amount for the first order, so we hope
that you can choose 5 or 6 items urgently need at a total 25 tons this time, Because the current
quantities you sent are 11 items, too many items, but the quantity is too small for single item,
which is very difficult for us to prepare raw material and production.

Hope you understand now.
Thanks in advance for your help.

Regards,
Niki
Niki,
Good news.
We are going to buy the 48k according with the file attach.

Niki this is the first big purchase, we usually don’t do that with a new vendor so I need you
please be very careful with quality of the pipes.
Every pipes must to have it’s quality certificate.

We need photos before you shipped the goods and if you made test on the pipes also we need
this documents.

Niki, I am trusting on you.

Waiting for your response.

Best regards.
案例 5
案例简介　
介绍：ERW 产品，新加坡客户，关于质量问题的处理
总结：坦诚面对客户的担忧，并作出保证
沟通过程
Dear Niki,

Good morning to you.

Firstly, thank you for making the necessary arrangements for the visit to both your factory and
collar factory during my visit to Tianjin last week.

I would like to highlight some concerns that are very important for your attention.

I had visited your pipe factory and I am pleased with the pipe quality but there is a major
concern with your collar factory.

This factor that does the collars and welding is the same factory that our previous two supplier
used.

We had very bad experiences with the with regards to the quality of the welding as well as the
packing and loading of the goods.

When the pipes were shipped to us, quite a number of them were damaged.

The welding quality was also poor. The pipe started leaking from the welding joint when they
were used.

We faced many problems on site with our customers who rejected the pipes.

After this incidents, my managing director decided to stop ordering pipes from the 2 suppliers
with immediate effect.

Please take note to ensure that there is tight control over the quality of the welding , the
packing and during the loading of the pipes.

My managing director is very strict on this matter.

He has clearly indicated that if we face the same problems with the quality, it would be very
difficult for us to further cooperate with your organization.

Please take note and ensure that all is done well.

Dear sir,
Good afternoon.
We are really appreciate your honesty and below email.
We will pay great importance to this issue and control the welding quality strictly, this morning
we had a meeting for this. Our people will inspect all pipes before shipment.
We hope that the goods of this order will make you satisfied, we are looking forward to long-
term cooperation with you and your esteemed company.
If any further conerns or questions, please do not hesitate to contact me.
Thank you.
案例 6
案例简介　
介绍：ERW 产品，卡塔尔客户，催促客户付尾款
总结：有理有据催促客户按照约定时间付款
沟通过程
快要放假前第一次提醒客户付款：
Dear Sir,

Good morning!
For the shipment, the ETA to Doha is around Sep 30, please kindly send us the balance
payment of USD 30,564 as soon as you can, and then we will send the original documents to
you by DHL once got the payment for customs clearance on your side.
By the way, we will be off from Oct 1 to Oct 7 for National holidays.

Thank you.
客户无回复，两天后邮件再次催促：
Dear Sir,
Good day!
As our conversation on skype, I know you are on holidays now, but I have one important issue
need to be highlighted.
Please kindly arrange the payment rapidly as the vessel will be reached Doha port soon. As
told on previous email, our national holidays start from Oct 1 to Oct 7, if the payment can not
reach our side before Sep 30, we will not have enough time to send you the original
documents.
Once the vessel arrived at the destination port, if you do not arrange customs clearance in time
and take goods from the port, I am afraid that there will be some demurrage occurred, which
will be charged from your side, hope you can note and understand.
Your prompt action will be highly appreciated.

Thank you.
4 天后客户终于付款：
Dear Niki,
Please find the attach payment transfer slip for your record.
Now pls send the shipping documents by tomorrow early morning.
Thanks,
案例 7
案例简介　
介绍：seamless，UAE 客户，针对客户产品滞销投诉处理
总结：站在客户立场协助解决问题
沟通过程
Hi Niki
You will find this mail Quit strange !!
You know I have joined recently, and we have been thru Transition period ( Eng. Omar left , and
then I’ve joined , with some time to absorb the responsibilities around )
Then, when I started running after marketing and selling the Pipes order we have got from you . I
have noted that the Pipes supplied by You are of API approval ( and there is No Schedule 40
being Imprinted on the pipe .. !!) as well as no “BM” marks there …
Checking out more.. I can see the entire shipment is not complying with the Specs and Marks we
had asked for … !!! Truly , as Fire and MEP contracting service provider .. it is very difficult to
do business with “ API “ approval ( which referring to OIL and GAS ) ..
Please note here attached our LPO with the TERSMS and CONDITIONS … as well as A picture
of the Marks at One of your Pipes in the store !!
Please look into this matter Deeply .. and shall wait your reply at the earliest of what will do !
Hi Sir,
Thanks for your email, i can understand your situation.
For the previous order of seamless steel popes we have shipped to you, which were produced
according to Standard of ASTM A53 as you required on the PO, the reason we put the API
showed on the marking is that we need to get tax refund for the pipes to keep best price for you,
since API is necessary as the China Customs policy, hope you can understand.
For the logo of your brand "BM", please try to add it in front of current marking, and then let us
know the cost.
if any other questions kindly contact me freely.
Thank you.
案例 8
案例简介
介绍：LSAW，阿曼客户，因付款方式更改适当跟客户涨价
总结：
沟通过程
Dear Sir,
Good morning!
Many thanks for your efforts and supporting to get good credit for our company.
Per your information, please kindly find our reply as following:
1. As for the quantity, can you place the order of 100 tons? Since the high grade for subject
LSAW pipe, we have no inventory of steel plate to roll the pipe, we have to order the raw
material from steel factory, the MOQ is 100 tons. If it is a common material of API 5L GR B, this
number is absolutely no problem. Please double confirm your order quantity, we can catch your
delivery if the quantity is possible.
2. About the payments term, let's make a compromise on 30days L/C from B/L, we are generally
do L/C at sight for our regular clients.
3.We believe that our product quality will meet your client's demands,Please don't worry about
the quality problem. Our factory can accept any third party or client engineers to check goods,
and the pipes are produced & tested strictly according to clients' requirements.
Kindly confirm.
Dear Niki,
At present client needs this much quantity only and not possible to increase quantity to 100 ton.
If quantity is 100 ton then again there will be many competitors and client has to float public
tender.
This is our first co-operation and it takes 4 weeks to reach material to Muscat by Sea and
another 2 weeks for port clearance & transportation to site. Hence we really can’t work on 30
days L/C. If you are worried about credibility of our company then we can give you very
reference in China and also your payment is assured under L/C.
Client has other offers also but due to our relationships they are still waiting and they wish to
place order in this week only. T6hat means they have today and tomorrow only to place order.
So please expedite your response.
Thanks.
Dear Sir,
Thanks for your quick response.
we can operate on 90days L/C, but the price will be slightly higher on the basis of this payment
term, please kindly understand.
The leadtime need about 60days as I told you on previous email due to small quantity since the
factory have to wait for other customers' order to arrange mass production together. We will try
our best to expedite our production.
I really hope that we can establish cooperation from this project.

Your prompt feedback will be highly appreciated.
Have a nice day!
案例 9
案例简介
介绍：SMLS，卡塔尔客户，客户拖欠尾款好几个月，催促客户付款
沟通过程
Dear Sir,
Good day!
I really do not want to bother you.
To be honest, I treat you as my friend all the time, and we had a nice time when
you visited our factory on July, I really hope to establish long-term business
relationship with you and your company.
Now i need your support urgently, since we have not received the balance yet for
the seamless pipe, you promised that you would sent it on Nov 12th, but i am
sorry no news from your side.

The goods are ready for 5 months, I am waiting for your payment after you
handled the things inside your company, but now 5 months past, I was urged for
many times by my boss and production department to ship out the goods, please
kindly arrange the balance within this month (before December). Otherwise I'm
afraid that the goods will be sold at a lower price, because we have to get back
some cost and clear up our warehouse by the end of the year, your deposit will be
as compensation for our loss, please kindly understand.

Finally, as the saying goes, remain friendship even if the business fails. Please
contact me freely if any need help from our side.
Thank you.
Dear sir,
We are processing the payment on sunday.
Thanks & regards,
案例 10
案例简介　
沟通过程
发现客户把谈好的 LC90 天开成了 120 天，写邮件问客户：
Thanks for your prompt response.
Actually the price of raw material has increased about USD 50 per ton, and our PI was sent to
you on Oct 20, 2016, normally our PI valid for 3 days, but now 11 days passed, it is really
difficult for us to keep that price based on LC 120 days.
Thank you.
客户不肯更改：
Ok please cooperate this time as it’s our first order.
再次要求更改：
I discussed with out management, I do apologize that we can not accept it as the
price increased so much after we sent the PI on Oct 20, we would accept if it's a
bit of a loss, but this loss is too big which we can not bear.
Now i am afraid that we have to update our PI according to the current price in the
market, payment terms LC 120 days as you required, please kindly check the enclosed
file and confirm it at your earliest convenience.
Thank you.
客户退让了：
Ok we will open the LC 90 days
姓名：Serena
案例 1
案例简介　
国家：尼日利亚 ANTOINIE
产品：无缝钢管
介绍：数量少，建议客户做常规尺寸。
总结：了解清楚情况，抓紧时间报价，促成订单
沟通过程
沟通方式:发短信
client：need to find urgently smls API 5L PSL2 X65 0.812 WT pipe : 3 meters in 20 inches and
6.5 meters in 24 inches. Thanks to find these pipes and make me an offer EXW china
Serena: the length is not normal, if it is 6m or 12 m for one piece, maybe we can have a try
client：let's do this so Serena. Thanks
Serena: is it an order or inquiry
client：It's an order we have in hands
案例 2
案例简介　
国家：尼日利亚 ANTOINIE
产品：钢板
介绍：客户要做赊销，前后信保查资信大概花了 3 周，客户在等信保查询资信的结果表现不耐烦
总结：如果给不到客户想要的答案，也要告诉他最新的进展，证明你有在尽心做这件事情，尽量安抚
客户。
沟通过程
client：I need your final feedback and approval today..
Serena: I pushed and get news that it will take 7 working days to check, but I will push them
everyday to get the results asap
client：I’m getting tired of waiting for your financial inquiry on our company
Serena: We get the update news from insurance company that Aveon no records before, so it
will takes some time to check
client ： I don't understand, tell me WHEN I will have your feedback concerning this financial
inquiry??
Serena:
because abroad is checking aveon financial and reputation details, insurance company is not sur
e now, but may be the fastest will be next week
client：Sorry Serena, but I won't wait again till next week
案例 3
案例简介　
国家：尼日利亚 BEN
产品：脚手架
介绍：询价是一个 tender,客户没有拿下订单，给了一个目标价，想拿着目标价去竞标。
总结：核实了行情给了一个我们能够做的价格给客户，客户拿着我们的目标价去竞标。
沟通过程
沟通方式:SKYPE
client：MY contact in the company said a company in china bestatube.com quoted 17.2 USD
CIF
Serena: as i know, it's impossible 17.2USD, as in steel pipe industry we don't have to much
profit
client：please do , time is of the essence , do not want to loss this job due to high price. I will
add custom clearing and profit. another 30% - clearing cost in Nigeria for the material is 25%,
3% transport and 2% profit. I am not makking much dear
Serena: if new for galvanized scaffolding pipe, it's impossible to get this price, this is today steel
raw material increasing(截大宗上涨图)
client：prices fluctuates for sure, up and dowm
Serena: customer confirm the quantity or not，then i will check it how to do will be better,when
the tender will be results?
client：they said very soon ,the quantity is still the same 10,000 piece and same is applicable
to the Tank.Time is of the Essence, we are delaying too much, 17.2USD is our preferred offer
wire transfer to your nominated account
Serena:But for the price, the best we can do is 19.6USD/PC , if its ok to confirm this order ?as
the raw material price is not stable these days. you know that
so i hope you can give me your feedback about this, so i can consider to talk to our boss and
consider to fix the price for you if you can confirm
client：ok thanks, take care
案例 4
案例简介　
国家：英国
产品：消防管和法兰
介绍：客户反馈消防管没有价格优势，法兰价格还行。
总结：试着说服客户先下法兰的订单，跟紧客户后续反馈
沟通过程
沟通方式：SKYPE
client： we've looked at the steel tube and it probably isn't very cost effective at this volatile time
compared to buying in the U.K. The flanges look good at a glance but we have still to compare all
sizes
Serena: right now the steel pipe we don't have lots of advantage, but if the steel raw material is
decreasing, i will deduct the price to u,
for the flange maybe we can try the order first if it's possible
client：That might be a possibility but we will have to see what the weight is as I'm not sure it will fill
a container
Serena: all right, pls check the quantity, then we will update the new prices
Serena 过了几天: if u want to import flange at first, maybe we can have a try
Client: I'm still to fully check out the old flange price as we were awaiting prices from our current sup
plier. I will take a look when I can to see about that but the steel tube had increased a lot since the p
revious quote
Serena: OK, if you have any update results, pls let me know
案例 5
案例简介　
国家：美国
产品：焊管
介绍：谈付款方式。
总结：说服客户数量少走，T/T,下单可以再商量付款方式
沟通过程
沟通方式：邮件　
client：Can you work on delivering material with duty paid?
Payment terms should be letter of credit for the entire amount paid upon arrival of
material to the port and clear it from customs.
Serena: As the US custom policy is not stable now and quantity is small, we would like
to make CIF price and T/T 30% deposit and balance after inspection, next time we can
discuss this issue, hope you can understand it, thanks
案例 6
案例简介　
国家：巴基斯坦
产品：ERW
介绍：客户让我们签独家代理
总结：说服如果下订单后，数量达到一定量可以签独家代理
沟通过程
沟通方式：邮件
client：Your email has been acknowledged. Unfortunately, our higher management has a
policy of doing business only on exclusive basis with foreign partners in order to
ensure complete transparency.
Serena:Could we do like this way? we sign as your agent in Parkistan for one year now
and if the quantity are good and then we will discuss later as your exclusive agent
client：We are pleased to accept your proposal as your agent in Pakistan for a period of
one year. Later, if you get this order for you then you will appoint us as Exclusive
Agent for minimum period of one year. Please confirm and send your authorization letter
to proceed further accordingly
案例 7
案例简介　
国家：巴基斯坦
产品：ERW
介绍：客户让我们签独家代理
总结：说服如果下订单后，数量达到一定量可以签独家代理
沟通过程
client： Bid bond equivalent to two percent (2%) of the total bid value, in favor of Sui Southern
Gas Company Ltd, shall be provided by the manufacturer in the form of Pay Order, Demand
Draft, Call Deposit Receipt or a Bank Guarantee. The bid bond shall remain valid for 120
days unless specified otherwise. Bids without bid bond will not be considered, so please confirm
that you will furnish this bid bond
The bid bond will be returned to the manufacturer along with the letter of intent, which will be
issued to the successful bidder for submission of PBG which is to be submitted within 15 days
from receipt of LOI. Please confirm that you will provide this instrument as well. The successful
bidders shall submit a performance bond in the form of pay order or bank guarantee issued by a
scheduled bank in Pakistan, for an amount equivalent to 10% of the total value of the Purchase
Order or as specified, in the letter of intent. The performance bond unless specified otherwise,
shall remain valid till 12 months from the date of satisfactory delivery.
Serena:As this is our first time to cooperate, we would like to make performance bond once we
get the order, pls kindly understand it
client：Since this is our first time collaborating together, our Board of Directors have agreed that
we will furnish the bid bond on your behalf.
案例 8
案例简介　
国家：尼日利亚 ANTOINE
产品：无缝钢管
介绍:客户给了目标价，讨价还价。
总结：最后让步达到客户最终目标价，看客户是否有实力拿下订单
沟通过程
client：In order to help you win this PO, the global amount of your offer shall not be
over 1 750 000 USD Max. If so, then you will be awarded
Serena:i checked that if DRL price will be lower, if you're sure to get the order or the order is in
hand, i can apply company to give you discount for my best, hope you can understand it
client：of course Serena, you have to apply for the target price to your management, I'm waiting
for your confirmation to confirm also to my client, then he sends me the PO.
Serena:because from my side i hope both win the order to try my best to support you, did you
know there is other competitors with your side? i mean the end user have other suppliers and
options, i want to know more details and then i can try my best to appy the good price for you in
my company
client：no Serena, I'm the only one, now I've sealed the deal with the client, that's why I know
the target price, because we have a final deal already
Serena:Antoine, one more thing, can you give me a reasonable target price? as there is a big
difference
client：I don't have any other target than what I gave you
Serena:if we can get this target price and shall we final the order immediately? then i will try my
best to apply, thanks
client：Once I get your confirmation offer of 1 750 000 USD, then I confirm to my client. Then I
will get the PO this week and send yours also right away
Serena:if it's ok, i will update the price to you
client：no my dear...it's not enough, and you know it!
Serena:my friend, this is the best we can do now, pls try to get this offer to discuss with end user,
any feedback you can share with me, it will be highly appreciated
today later I will update the price to you, thanks
client：Ok my dear, I called the client, and they would be ok to increase a little bit their budget of
1 750 000 USD; the max they could accept in the end, is a price of 1 775 000 USD for your PO
Serena:Thanks for your target price, but we checked the updated price is best we can do now, at
the mean time the steel raw material is still increasing, pls kindly check it as attached, pls try to
confirm asap, If you have any feedback, pls share with me, thanks a lot
client：If you confirm me your price at 1 800 000 USD, then I will do all my best to give you the
PO
Serena:I can try to apply the target price of 1,800,000, while now I try to apply the price several
times in my company, can we sign the invoice at first, if I can apply this price? also as you know
the steel raw material is stilling increasing and the exchange of dollar is decreasing, also not
stable, the validay only 1 day, pls confirm soon
client：Please, I just need your offer for 1 800 000 USD confirmation now, to confirm it to my
client, then within a few days I can issue your PO and proceed for your DP..
Serena:We confirm this price now, but are you sure we can win the offer? the steel raw material
is not stable, if there is any changeable, I will update to you
Can we sign the invoice firstly to get this price ?
client：Please once again, I do need your quote for 1 800 000 USD with 3 days Validity.
And Yes, I have a deal with the client since my meeting with them on last Friday, that's why we
have to hurry up to conclude officially all this with the PO for me from the client, and by then right
after the PO for you.
Serena: ok
案例 9
案例简介　
国家：约旦
产品：不锈钢钢卷
介绍：客户说我们价格高，核了客户的目标价做不到。
总结：客户最后没有拿下订单，终端下给了迪拜公司
沟通过程
client：Quoted price is too high pls review
Serena:May I know your target price please?
client：USD 1.9/2.4 KG SS 304/316 RESPECTIVELY.
Serena:When the inquiry will be have results?
I will kindly check it and try to get back to you soon
client：This week
案例 10
案例简介
国家：意大利
产品：钢卷
介绍：追客户确认订单，客户同事负责中国这边采购
总结：客户不愿意提供他同事的联系方式，导致没法继续谈，下次会尽量要到联系方式，促成订单
沟通过程
client：Please let me know fast because next monday 03 july 2017 we need order 10 tons
Serena:Pls kindly check the quotation as attached, as the steel raw material is increasing day by
day now, pls try to confirm the order asap
client：i was thinking my own director call you but he didn't!
Serena: pls let him contact with me or send his phone to me
client：he will contact with you
姓名：周莎莎
案例 1
案例简介　
大直缝，卢森堡，沟通信用证改证相关问题
沟通过程注释
Shelly:
We have placed order to the mill and we still hope that we 充分理解客户的立场，给出客户我
can cooperate. If today you can confirm the solution, we can 们能接受的解决方案。
guarantee delivery time for you.
1. change L/C to T/T. Yes, T/T means telegraphic transfer. we
can accept 30% deposit payment in advance, and 70%
balance payment before delivery.
2. Ok, if you use another company company. but we suggest
not to use "......', because we worry about that banch
company of ..... will also in the black list . please kindly send
us the company name and address to check credit status
firstly to avoid this problem happened again. Thanks.
Client:
In the short term we will transact this deal through a

third party (details below). XXX will raise their LC
within a couple of days, the LC terms will mirror those
we have previously agree
案例 2
案例简介　
大直缝，卢森堡，工厂延期，告知客户
沟通过程注释
对工厂的延期深表歉意，并解释
Shelly: 原因。讲明工厂最快生产好的时
We just heard from the mill that 400 ton steel plate has been 间，并让客户做好改证的准备。
finished and the other 713 ton is still on the production because 其他工作也在陆续安排，让客户
one steel plate production line has been stopped because of 放心。
machine problem. Estimated time for the plate all produced
well is on 7th July. And then pipes will be produced well on
about 17th July or later.
We are really sorry for this delay happened and we are pushing
mill to take some effective action to guarantee our delivery time
before 25th June.
Client:
This is our first time and it has been difficult from the start. We
are at least two weeks late and I have no real evidence to show
my client materials are even in production or that guarantees
pipes complete by 15 July
Do you have a vessel targeted ..??
Can you advise the vessel name !
Shelly:
Send him vessel name
案例 3
案例简介　
大直缝，卢森堡，货代未订到船，要求客户改证
沟通过程注释
由于货代原因，未能订到 7 月 24
号的船，改到 30 号的船。写了很
长的邮件，客户没有生气，然后答
Shelly：应了改证。有一部分原因也是因为
I am really sorryto tell you this, but I really should inform you 客户在度假吧。邮件中道歉了很多
honestly and ask for your kindly help. 次，确实是觉得对不住客户。
As we talked on Monday by what's app, we have booked
vessel on 24th July. And we keep chasing shipping company
to offer us vessel name. They told that they will give us if they
get the container release bill from shipowner. We just got the
news from our shipping company they didn't able to book any
containers on 24th July. We feel very angry about them but
since it's end of month, containers is very hard to get. We are
really sorry about this. I don't know how to say this. I really
hope that each time I can bring you good news by email while
since this order is really not easy for both of us.
Client：
I have seen your mail - it seems that we have a further delay.
This is pushing me towards being late for my client.
I will see if we can extend the latest shipping date - otherwise
we will need to accept it as a discrepancy of the LC.
案例 4
案例简介
大直缝，卢森堡，工厂二次延期，告知客户
沟通过程注释
对工厂的二次延期深表歉意，并解
Shelly：And we are sorry to inform news that we got from 释原因。客户已经改证，讲明工厂
Haiqianwei on last Friday and we already find the best 最快生产好的时间，并确保管子在
solution for this. 信用证最晚装船期前运出去
Today loading still not begin and it will begin from 18 to
20 July for 29 containers(297 pieces pipes) . We have
also inform this with the third party.
Client：
What guarantee do you have the plate will be ready by 24 July –

1 week from now (the initial batch took nearly 8 weeks to
complete) ?
What guarantee do we have that the mill can produce

acceptable plates for the remainder ?
How did it take the pipe mill to highlight that the plate were not
suitable / why did the plate mill not identify this themselves ?
What quality procedures does the plate mill operate to ?
案例 5
案例简介　
大直缝，比利时，信用证小单沟通
沟通过程注释
Client：客户发现我们提交银行的不是主
please send us the master Bill of Lading. 单，努力跟客户解释情况。
We cannot receive the goods from MSC with this house bill
of lading from your agent.
We have contacted MSC and sent them the copy of the
current document.
They confirmed this is not acceptable, only the MSC shipping
line Bill of Lading is acceptable.
Shelly：
MLSY Container Line is our shipping agent company name
and the carrier is MSC. Our shipping agent only gave this BL
to us. (This is what they always operate) You can just take
this document to get the DO and then you can receive the
goods.
Bank has no right to refuse these documents. All these
progress conform to the international laws. You can also
check the carrier name and vessal number to see whether
the vessal leave the Chinese port. If we don't delivery goods,
there is no bill of lading.
案例 6
案例简介
大直缝和 ERW，塞尔维亚，价格上涨，催促订单
沟通过程注释
Shelly：价格在上涨，催促客户赶紧定下
We will lock the price USD 33069 for you by Thurseday. Once 来。
received your order confirmation, we will prepare raw material
procurement for you since steel market is not stable these
days.
Client：
I will have order in hand today, latest tomorrow morning.
Will inform you asap I receive it.
案例 7
案例简介　
无缝和扣件，斯里兰卡，价格上涨，催促 LC 草稿件
沟通过程注释
Shelly: 分享大宗价格，价格在上涨，催促
May we know is there any new progress for LC draft? For 客户赶紧讲 LC 草稿件发给我们。
your information, today raw material price has increased. If
we can can't receive LC draft from you this week, we wonder
we need to update price to you.
Client：need several days to proceed

案例 8
案例简介
无缝，印度，谈价格
沟通过程注释
讲明其他供应商给出的价格可能是
不含 NACE 实验的，并给出我们的
最好的价格。
Shelly:
After discussion with our management, we can give you best
price 49.5 USD per mtr.
Other suppliers may agree you that they can do with USD 45
USD per meter, but we can sure that their pipes is normal
seamless pipes which conform to A106.
Client:
Thank you so much for your mail, we would like to inform
you that our final target price will be 46 USD Per Mtr, kindly
do your best to get this job.
Kindly also confirm that you will provide us seamless
material.
Shelly:
After discussion with our management, we agree the price US
D46PerMeterfor seamless pipe. Please send us order and dep
osit payment next week.
案例 9
案例简介　
无缝，UAE，跟进进展，催促下单
沟通过程注释
Shelly: 随时与客户保持联系，问询询盘进
We already backed from CNY holiday last Friday. Any 展，及时跟进。
assistance you need from us, just feel free to contact us.
And as for Seamless OD 508mm, thickness 9.53 mm L=6M,
is there any progress from your customer? What's their
purchasing plan and target price? Any feedback from you will
be appreciated.
Client:
It was
not accepted. Were told it must be as per spec.
increasing again... no matter from us or from other suppliers,
buy earlier, save more for customer..
Client:
Thank you for the offer.
Please revise your offer to CIF Johannesburg, South Africa

bond store.
Also, we need to know the delivery time from factory to

destination.
姓名：Star
案例 1
案例简介：客户第一次来看厂，没确定时间，那天来看厂，前一天晚通知我明天来，临时什么也没准
备，第一次接待客户。
ERW, 阿曼，耐心，耐心，加耐心。
沟通过程注释
客户：从学校出来这是第一次接待客户，
2017-05-04 而且是在有一个中翻译的情况下，
Dear Mr. Star wan：去接代客户的前一天一万担心的没
有睡着，接到客户后，客户对我比
Thank you for your courtesy to help us. 较冷漠，不怎么说话，而且是印度
The main objective of my travel is to attend per schedule meetings 的人，所以说话的口音很重也挺不
with two other manufacturers of other firefighting items. We 怎么清楚。在无比尴尬与郁闷中
were interested to meet Pipe manufacture as well. We will be 过完了第一天。
there in Shanghai on 9th to 13th may 2017.
Please let me know how far is your place is from Shanghai. I may
need your support for travels from Shanghai to your home town.
Please brief me about the travel arrangements you can offer.
2017-05-09
Star：Hi, Have you decided which day to visit our factory?
Client： Not yet, i will let you know later.
2017-05-10
Client: Hi, Star. We buy the ticket to Tianjin tomorrow. I will let
Cherry send you the train number.
Star: You will go alone or....?
Client: Three people, me, my colleague and Cherry.
Star: Who are Cherry?
Client: Cherry is a china women, we buy light from their company.
Star: Ok, i get it.
案例 2
案例简介：第一个单，由于在客户来看厂之前报得价格比较低，当时也正是行情下跌的时候，所以之后
个客户报价，客户一直觉得太高，无法接受。最后基本上的没利润接下的这一个单，但是刚刚跟客户签
了 PI 行情一直的上涨。客户一直没有安排好定金。所以很有可能亏本做不下来。跟客户一直沟通，解
释中国行情。
ERW,阿曼，时间安排，注意方式。
沟通过程注释
Client:I think you price maybe low than last time your 中间还很多的次的关于价格的沟
quote.But actually your quote is high than last time. 通，和解释中国的行情，但是可
Star:It is in this situation,the raw material of steel pipe is keep 会最终还是同意了我们的价格。
increasing this several days.So the price of pipe is keep 并签了 PI.
increasing.
Client: I do not understand. Our market the steel pipe price is
not change.
Star: Here attached the Chinese steel market today is price
and the movement of price for your references.
Client：I can not understand it. Let me think of it.
Star:I know this is the first you import from China,so you do
not know the Chinese steel market. But no Chinese supply can
offer you
A price keep one 15days or more. If someone offer you this
price, it must be higher than our price. For our first order, we
have offer you our lowest price for you. Pls think about it.
Client:Ok, i will discuss this with our senior and get back to
you.
Star:Ok.
Client: Pls sen me the PI.
案例 3
案例简介：第二单，同一个客户，付款沟通，签完 PI 后客户迟迟未付款，因为
自己不太会跟经客户所以在催客户付款的时候天过于着急催的客户发脾气了　
阿曼，ERW,SMLS，注意不要催之过急。
沟通过程注释
催客户催的太急，导致客户心烦。
签完 PI 第二天早上
Star:Hi,have you arrange the deposit already?
Client:No
签完 PI 第二天下午
Star: Good afternoon, have you arrange the deposit, the raw
material is keep increasing.
Client:I have send it to our senior will arrange the deposit as
soon as possible.
签完 PI 第第三天早上
Star: Here attached the raw material movement for you
references. We only can buy the raw material of pipe after
received your deposit. Under this situation, we will bare a loss.
So pls,pls,pls
.....
Client: I told you that i have send it to our senior and arrange
the deposit.
Star: I know that if we can’t get the bank swift today.We will
bare the loss.Pls help us.
Client：Do you mean to improve the price again? Last time
you said to improve ten dollars, we agree that, now you
change again? If you keep like this. We will find another client.
Star: Sorry to plush you so hard, i do not mean to increasing
the price again. Sincerely sorry, i do not know your purchasing
schedule, could pls let me know your purchasing schedule.
Then we will offer you more exactly price.
案例 4
案例简介：第二单，SGS 检测　
ERW,阿曼，时间安排，流程安排注意方式。
沟通过程注释
Client: Hi, Star, i need this certificate, Can you offer it?
Star: Wait, i will check with certificate company and answer SGS 证书问题
you later.
Star: Hi, I have checked with this certificate company, their can
not offer the certificate for steel pipe. They provide this kinds
certificate for electric products.
Client:What about this one?
Star: Can you acceptable the SGS certificate? This is the
sample.
Client：Wait me a while. I will check it with our clients.
Star: Ok
Client: We need to change this this ion our name.Pls check is
it acceptable?
Star: Ok. I will check with the SGS company and let you know
later.
在客户确认这一个 SGS 的模板可以之后：
再跟 SGS 沟通的时候，出现很多问题，管子做不了水压怎么办，没
有工厂愿意给我们做水压怎么办，康泰龙的管子没完成， SGS 检测
产品不合格，康泰龙的喷标错误。
姓名：杨润宇
案例 1
案例简介　
无缝管，泰国
总结：满足客户目标价格同时，为自己争取一些有利条件
沟通过程
Client：
For example order please see enclose files. Kindly offer me for a very special price.
Please inform that all pipes's length must not be less than 6 m.
You have to issue us a FORM E for my reference.
Susan:
How are you!
Glad to get your promtly reply.
All pipe length will be no less than 6 meter.
We are serious with do business with you.. And would like offer 1% discount for you.
Attach is offer sheet with more detailes.
Concerning to the storage, our fanical department will keep the storage once get the deposit or original
LC.
Would you accept to pay for 10-15% deposit for it, so that we would keep the storage?
And for LC , it common take aound 1 weeks .
Looking forwards to your comments.

案例 2
案例简介
无缝管， UAE
总结：　客户表示价格高了，不可以接受，列出合理涨价愿意，打消客户顾虑
沟通过程
Client:
Thank you for your offer.
I have checked and found that you have again increased the price.
This is not acceptable.
Please revise and send us your earlier price as we cannot sell to the market with these prices.
I await your amended offer.
Susan:
Good day.
Thanks for your comments.
And sorry it is very hard to reach the eariler price.
Current the USD exchange rate is sharply down a lot..

And raw material price have a lot of rise since April and it is rising trends as follow:
Anyway, please freely touch me if there are other needs or comments.
案例 3
案例简介　
无缝管，泰国
总结：不能满足客户时候，给出备选方案给客户参考，体现专业度，为客户着想。
沟通过程
　
Client:
There is no problem for a minimum at 20 tons. For the first order we would like to see your pipes and
try your quality, so could you please give us for a minimum less than 20 tons?
About ST37 how's the prices will be and could you give me a specification sizes and give me a price for
an example?
Please inform us ST52 prices and ST37 for my decision.
Susan:
Good day.
This is Susan from Tianjin Xinyue Steel.

Enclose is our offer sheet for ST 37 & ST 52 price list.
Kindly note there are storage for ST37, but the length is not fixed.
And for ST 52, the min quantity is 20 Metric tone still. because the raw material mill have such need.
It would be ok to product fixed lenght as you want if quantity reach 20 MT.
What do you think about it?
Hope to get your comment soon
案例 4
案例简介　
ERW ，泰国
总结：　坚持自己底线，合情合理，赢得客户尊重
沟通过程
Client:
I do not want to bargain too much but our team is struggling to put this price through. And we still want
to corporate with you.
I understand it is tight for you as well. Can you please at least make it -10USD per/MT?
Hope you understand our situation as well.
Susan:
Good day.
Thanks very much for your trust.
We regret that it’s hard to meet your target price.
Please note that the material cost rising still.
The exchange rate float from 6.83 to 6.34 during last two months
We believe we can be good partners each other, but we really need a health start of cooperation and
keep that long-term.
Hope to get your understanding and support.
Client:
We decided to take the latest offer as presented in attachment. Let's make this a healthy start for our
road in business.
案例 5
案例简介　
ERW ，泰国
总结：　客户表示拒绝时，不放弃客户，试探客户实情，适当给出自己诚意。
沟通过程
Client:
We are sorry to say that we cannot proceed this deal if we need to add extra cost without condition being
met.
Our condition sent earlier is our common request to other manufacturer we are dealing.
If we accept this deal we could have dealt with our other manufacturers who are offering us deals with.
We wanted this inquiry to be a start as part of our big journey in business, unfortunately we cannot settle
the deal.
Into the future, when we have our purchasing plan set out, I hope we could corporate again.
Hope you understand our situation.
Susan:
Susan again.
Thanks for your comments.
Conerning to the adding items, the cost is actual coming. We are honest businessman.Our offer price is
based on our quotation sheet, and we have double to check and offer you bottom price in order to
establish business with you.
Anyway, I am focus on building business with you. And I make application for it. Regarding to adding part,
what we boss agreed is USD15/MT for each size. Dear. It is what best I would support you.
Looking forwards to your comments soon, because it is still rising trends now.
Client:I'm sorry to say that after our recent meeting our decision is not to increase overall price but for
vessel it can be 'KLINE' as and option.
案例 7
案例 6
案例
案例简介 8 　
案例简介
案例简介
案例 9
SSAW 沙特
SSAW 　
案例简介
套管 UAE
总结：　客户沟通同时，询问项目进展
总结：　及时回复客户，得到客户认可
套管 UAE
总结：及时回复，询问项目情况
总结：从客户角度出发，给出客户多选方案和建议
沟通过程沟通过程
沟通过程
沟通过程
Client:
Client;provide us your best price quotation with the best delivery time for the following item:-
Kindly
Client;
Client;
案例
Thank 10you for your kind mail,
Break
We would bulk like
is fine.
to invite you to quote your best bare bottom price for the supply of Casing Pipes.
案例简介
Please also
Ø Carbon send your APIwelded,
certificate for30" ,
reference and your experience
mm list/project 6supply list.
Please
扣件
Susan: 英国 confirmSteel Pipe
the price includes freightDia. chargesThickness
or not, andSTD 9.53
please reduce ,the
Length
delivery Meter
time as, Qty.
the
shipment 167
总结：客户表示价格太高， Ea
also ( 1002
need 01Meter
month ) for the freight.
直接询问客户高出多少，虚实探寻客户的目标价格
Good
Pleasemorning.
quote your best CIF price for the supply of Casing pipe 9 5/8” CASING PIPE API 5CT,
We
36ppf, would like to enclose our quoatation for FOB price as attach.
K55, BTC, R3 – 10000 MTRS CIF Muscat.
沟通过程
Susan:Thanks for your promptly reply.
Kindly
Your noteis there
immediate are the
no ship to be
Sultan Qaboos port now, As our forwards to say, this port is changed
Our price
Delivery point : ourresponse
included will
yard atfreight
Dammam much
charge toappreciated.
Damman.
- abqiq high way , in front of second industrial city
Client;
as tourism port.
What is the lead time will you want to have?
He
We said
would
Susan: that
likehetowould not pay
offer your anyfreight
ocean more than the trial
to Sohar container
if your that wethis
client accpet have on
port.
order.
Prices from India are still low and he has
Good day. day.Thanks very much for your interested in our pipes. offers from 2 Indian producers
Susan:Good
Client：Thank
We
Many are lookingglad
thanks you
for for your
forwards
your quick
to your
inquiry reply,
forcomments
casing by return.
pipes.
This is Susan, to have a chance to serve you.
Susan:
　
Would
Wouldyou youmind giveof ourshowing
comments whatisthe usage
it an foror
inquiry this pipes?And
firm order, and what
whenis steel gradetotoconfirm?
this order need?
Good day.
There are helical and longitudinal welded pipes, which one will you want?
Would you know how much higher than india suppier's price?
Meanwhile, when will you have needs to use those pipes?
Client ：I need to pay
Client：Thank you for your quick reply,

　

姓名：张荷花 案例 1 案例简介 介绍：SS, CHILE, 沟通点：客户对中国产品质量存在质疑，如何消除客户的顾虑

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姓名：张荷花 案例 1 案例简介 介绍：SS, CHILE, 沟通点：客户对中国产品质量存在质疑，如何消除客户的顾虑

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案例沟通技巧小结

Enclosed, you can refer our detailed visiting schedule.

Do you supply this also?

If you need more information, please let me know.

And we hope to make clear some points:

Have a nice day.

Please review the prices of the followings pipes:

Price of another chine’s suppliers

Dear Mr Mohamed Bousmer:

Best regards & Thanks

Awaiting your response.

因为 ETA 有可能为客户的斋月，发货后每周更新 ETA 给客户参考，让客户提前做好清关准备，以免产生

介绍：N80 无缝管，沙特新客户首单，客户对信用证交单文件有疑问，认为 CONSIGNEE 应该写客户的公

Firstly I want to thank you for the prompt reply.

But I have some questions to discuss:

1) the standard has to be tubes ASTM A-106/API5L Gr. B

2) You need to make an offer for tubes carrying in CONTAINERS, CIF/SANTOS.

Cassie, attached is the TUV report regarding PO 192.

Wait for your answer

Here is our solution:

Best regards & Thanks

Client: I need dsaw and delivered in 15 days

Client: we need price 5.45

WPO2017_068 /Revision – we quoted and we will receive a

Project La Porte – Please update your quotation with costs

We look forward to receive your feedback.

2. Examiner/Assessor/Editor/dates/signatures still missing on

3.Still no HT after c-weld and still US instead of X-ray

2.Just a picture of the recorder is not sufficient, Curtis. When I

4.Thank you for confirming MT as agreed; please confirm

5. Items 1 + 2: noted. As for payment, I am prepared to

由于这个客户是美国客户， 做 PDVSA 的石油天然气的贸易产品。

So could you confirm this order as soon as possible ?

I just talk to our management, and after i hard

As you know. all pipes are very very good, Mr.

As i said i do as i said, and i try as i can for

Any new inquiry, i hope you could send me.

Please confirm the corrective/replacement action at the

thanks for your reply for this information.

These are full length not a cut piece

And we took inspection also, the numbers are like following:

OD：445mm 445mm 446mm 445.3mm 446mm 444mm 445mm

WT：19.56mm 19.45mm 18.93mm 17.89mm 19.68mm 19.71mm

Thats the inspection data we from our inspector.

Square tube ASTM A500 GR.B 75x75mm 2.00 1.75

Square tube ASTM A500 GR.B 75x75mm 2.50 2.25

Square tube ASTM A500 GR.B 75x75mm 3.00 2.75

The above i need your help to make confirm today .

client：Please offer on March 16th.

Ellen: The quotation is in the attachment for your reference.

Client: Not decide yet.

Please let me know on Monday whether you can accept.

Ellen：I will check and reply to you ASAP.TKS

all the pipe will be packed as we shipped before.

waiting for your reply.

Ellen:The updated quotation is in the attachment.

if you have any questions,you can contact me .

Please confirm by 10:30 am your time !!!

Ellen: After checking and i agree your target price.

pls confirm and appreciate your feedback

Waiting for your esteem feedback and reply.

we can continue the inspection.

姓名：张荷花案例 1 案例简介介绍：SS, CHILE, 沟通点：客户对中国产品质量存在质疑，如何消除客户的顾虑

姓名：张荷花案例 1 案例简介介绍：SS, CHILE, 沟通点：客户对中国产品质量存在质疑，如何消除客户的顾虑

由于这个客户是美国客户，做 PDVSA 的石油天然气的贸易产品。

ERW20 吨开发到一位澳洲客户，因为客户从未进口过，所以有质疑，沟通了 3 个月，客户下了 20 吨样

HSS 美国客户是实单，报了价，客户需要 15%discount