总结人：刘墨玉

1.问：你公司报的管子价格比其他公司高，请看看能否降到我们接受的范
围？
答:贵多少呢？少少的折扣我这边可以尽量去跟我们老板申请，但如果您要
的折扣太大那就没办法了。毕竟一分价格一分货，谁也不可能赔本做生意的，
如果您选择我们，我们会让你物有所值的。
2.问：合同上的交期太长了，能短些吗？这批货很紧急的。
答：我们合同签的是我们把握这批货肯定交出去的，工厂有工厂的排产计
划，我们会找我们的生产部门进行协商，然后尽量把您的这批货往前排，提前
给您交货。但是合同上的日期我们就只能给您这么定了。
3.问：最终客户说非常着急需要这批管子，对于客户下订单还在犹豫，现
在还不知道什么时候能给回复。
答:您现在需要的是现货，现货是很畅销的，如果确认晚了，这批现货很可
能就会被我同事给售罄，另外管子的价格是几乎每天都在涨，早确认价格还能
便宜点。
4.问：你们也有除了生产管子，还生产钢板和钢卷之类的吗？
答：管子是我们自己的工厂生产的，钢板这些型材之类的我们是贸易，这
些一般是大钢厂才会生产的。我们有合作很好的钢厂能给我们最低的价格，前
不久我们刚出了一批 800 多吨的钢板到伊朗。
5.问：现货查出来了吗？我们需要的有吗？
答：你这个尺寸有点多，我们需要花费一些时间去库存查，另外我还看了
我们的排产如果近期有你要的尺寸的也可以给你预留。
6.问：您给我的货表面这么多锈，我从来没见过这么多锈，而且尺寸跟我
想要的尺寸相差也很大。我必须去处理然后重新购买，对我来说是巨大的损失。
必须给我们赔偿。
答：首先您的这批货我们也是受害者，我们也是被贸易商坑了，他们告诉
我有现货，结果我们下单子的时候他们却告诉我们没有了，您从客户那里接到
订单，我们又不好给您退单，我们深知退了单之后您以现在的价格肯定是买不
到货的，然后这么少的数量在国内根本没有钢厂给你生产，唯一的办法就是找
现货，我们付别人更多的钱才把这批货给您凑齐。对于这些给您造成的损失我
们也很抱歉，您在这次的订单中所损失的，我们会在下一次您下单的时候给您
把这些钱扣除的并给予折扣的。
7.问：我们就想要 3.5 米的管子，你这价格比之前报的高啊？
答： 首先我们生产管子都要有最小起订量的，之前给你报的价格你没有标
明数量，是按最小起定量报的。您这量少的我们只能找库存，库存的长度是 6
米的，您要 3.5 米的我们只能从 6 米的管子上截，然后剩下的都浪费了，然后
我们没法卖只能折合到成本里面。
8.问：为什么要改信用证上的交期，我们的钢板是不允许分批交货的，另
外改信用证的装船港我们是要额外付很多费用的。
答：我们经过检验武钢的部分货不满足发货条件，一些性能达不到要求，
我们又知道您这边对这批货物比较着急，所以想先把合格的部分先发走，先使
用着，不满足的部分我们是不会给您发货的，另外装船港之前我们定的是天津
这边的钢厂生产，经过我们这边考察和技术部门的确认，他们并不能达到这些
性能。所以我们选择南方的钢厂。这个装船港也是要改的。
9.问：为什么产品的标签跟我们要的尺寸不一样呢？
答：由于钢厂那边这个材质的这些壁厚只能做上差，而你方要求的重量是
只能少不能多，如果按你要求的尺寸订货，交货的重量肯定是会超要求的，而
我们为了满足你们的要求，再您要求的壁厚稍作下差，这样他们生产出来的重
量就会满足要求。但产品是符合标准的。
10.问：您昨天给我报的价格，今天找你来要点折扣，一点也不给优惠？
答：您是老客户了，首先我给您报价的时候我们给的都是优惠价，其次现
在赶上特殊时期，现在的价格一天一个价，昨天上午给您报完，下午就涨，今
天又涨，我们的利润本来就特别薄，我们已经 hold 不住原价了，不给您涨就不
错了，我们只能保持原价，一点也不能优惠了。能给我们肯定就给了。

总结人：刘婷
 1.问：I need sheet specifications table data dimension, tolerance
for material square tube Gr.A500 Gr.B ERW.Because we and team want
know radius material.
我需要 ERW Gr.A500 方管材料的规格数据表以及公差，因为我和我的团队
想知道半径材料及 R 角。
答 ： I just discussed with our technician. He told me that The
Radius 1t(thickness)< R<2.5t (thickness).
我刚刚和技术人员简单了交流了一下，他告诉我方管半径材料的 R 角范围
是 1t（壁厚）<R<2.5t 壁厚
2.问：I need just your advice how many pieces pipes we can load
per wagon the volume I need.
我需要你给出你的建议一个车皮能装多少管子？
答 ： I will check for you. Usually one rail wagon can load 60
tons. The Wagon sizes: 12.4*2.75*2m Then I should calculate the
volume for all details by email.
我马上核算给你，通常我们一个车皮可以装 60 吨的管子，车皮的尺寸是
12.4*2.75*2 米，我核算后所有尺寸细节，然后邮件发给你确认。
3. 问 ： Cindy,Can you improve your delivery lead time? Please
advise asap.
你能调整你的发货时间吗，请尽快给出建议。
答 ： 30 days is our usually delivery lead time, In fact we will
delivery earlier  than contract's time. I should discuss with our
factory manager about 20-25 days, it is Ok.
通常我们的发货日期是定金确认后 30 天，实际上，我们平常的发货日期比
合同商定的日期要早，我和工厂经理沟通一下，20-25 天也是可以的。
4.问：Could you please also send us information from who do you
have raw material? And what is the purchasing price of raw material?
你能告诉我你们是从哪里购买的原材料，然后你们的采购原材料价格是多
少？
答 ： Happy to get your reply. For the material, we purchase it
from China's bigest steel mill-Dalian and Daye (Hubei) steel mill for
different sizes. As for the price, our factory manager didn't inform
me, sorry, which is our company principle- Factory and Sales
department is cooperated but separated. they just inform us the
finished product price.
很高兴看到你的回复，关于原材料，我们主要从中国最大的钢厂-大连钢厂
和湖北的大冶钢厂购买不同尺寸的原材料。谈到价格，我们工厂的经理没有告
诉我，很抱歉，这是我们公司的规定，工厂和销售部既是相互合作又是独立分
开的，他们只会告知我们成品价格。
5.问：I have already given discount 5% just pass on your offer to
my clients, At this stage,let's confirm the order 1st.
我已经在你报价的基础上给我的客户降价了 5%，眼下，让我们把确认订单
放在第一位。
答 ： How is his feedback?as we quote you the lowest price, I am
afraid there is no profit even will be lost。but like you said ,the
order first,Waiting for your good news.
您的客户怎么回复的呢？因为我们给您报了最低的价格，我恐怕我们不仅
没有利润，反而要亏损，不过像你说的，成单最重要！等待你的好消息。
6. 问 ： how many containers you need to transport pipes 609x4.5
3LPE total length 2780 m?
For 40 HQ?
请问一个 40 英尺集装箱能装多少 609*4.5 3 lPE，总长度是 2780 米？
答 ： I will check,Just wait a minute, 19 or 20.The total
quantities is 236, each container is 12 pieces.Send our picture for
your check.
我需要计算一下，稍等，19 或者最多 20 个集装箱，总的数量是 236 支，每
个集装箱是 12 支，我给你看之前的装柜照片。
7.问：Did you give the price to other companies ? or only to us?
What about your competitors? Do you know their price?
你有把这个相同的价格发给其他的公司吗？还是只是给我们。你的竞争者
呢？你知道他们的价格吗？
答 ： Only to you. I am not sure, but Our price always be
competitive.and you could see the recommend letter from our client
and business record.
我只发给你了，我不确定其他人的价格，但是我们的价格一直有竞争力，
你可以看到我们客户给的推荐信以及我们的销售记录。
8. 问 ： With this product, before you usually use what material?
what GR B? how about seamless?
这种产品，你们通常使用什么材料，Gr B 是什么材料？那无缝管又是怎样
的？
答 ： Usually we use ASTM or API 5L standards, When our clients
purchase steel pipe. Grade B is the normal choice. It is kind of
carbon weld tube. Seamless is higher price compare to weld steel
pipe. Usually with 2 technical cold drawing and hot rolling .
Seamless no welding line.
通常我们使用 ASTM 和 API 5L 标准，我们客户在购买这类产品时，一般都
是用 GR B,这是一种常用的焊管材质。 无缝管相比较与焊管，价格高一些，通
常采用冷拔和热轧，无缝管没有焊缝。
9.问：Maybe 610 and 508 mm combination is possible?
610 和 508 毫米能套管装吗？
答："Pipe in pipe"no problem for the size 610 and 559,But it has
coating 3Lpe,we are worried about the coating damage when nesting。
对于 610 和 559 毫米可以套管装，但是你需要外表涂层是 3LPE,我们担心在
套管时会损坏涂层。
10.问：Can you tell me how you calculate the price of pipe?
你能告诉我你是怎么计算钢管的价格吗？
答 ： Last time you mentioned that, the material cost, Shipping
cost,labor cost,profit, Ocean Freight then minus the tax refund.
上次你有提到过，原材料价格，从工厂到天津港运费，工人人工费，海运
费，利润等然后减去退税。
总结人：耿倩
1.问：我从其他供应商处采购过，对质量满意，你们的报价与我目前的供
应商价格差不多。
 答：我们公司一直是把质量放在第一位的，所以我们的报价也是根据目前
合理的市场行情计算出来的，相信您在选择供应商方面也是非常谨慎的。
2.问：几次谈价后，客户仍说报价比其他供应商高，此价格无法进行采购。
答：为了达成我们的首次合作，我这边已经跟领导申请了最优价格。 领导
格外重视我们的合作，也给了我 100%的支持。我们想要提供给贵司的不仅是最
优的价格，同时还有最优的产品质量，不想仅为了满足最低的价格，而降低我
们产品的质量标准。
3.问：客户提出交期过长，需要缩短交期。
答：我们市场上可以找到库存，但是库存产品堆放时间过长，表面已生锈，
怕会影响到客户的销售。 建议客户多等几天，我们会生产全新的管子，相信他
的客户会更愿意采购他销售的产品。
4.问：客户反馈收到的产品有生锈的情况。
答：第一个订单的数量未达到排产的起订量，所以我们是发的库存。
这次新的询盘数量已经满足了我们的起订量要求，所以会生产新的管子给
他。并可以将此条款写进我们的合同里。
5.问：客户需要 20 吨钢管，有了采购意向并给出了偏低的目标价。
答：建议客户调整采购数量至 25 吨，这样可以更好的利用集装箱的空间，
并且降低每吨货物的成本。
6.问：客户询问资质证书上的工厂名称为什么不相符。
答：我们与该工厂同属一个集团，我们作为集团的外贸窗口，主要负责集
团的出口业务。
7.问：客户频繁发询盘，但是未有实际订单下单。
答：如果您那边一直未拿到订单，请与终端客户沟通询问下他们的具体需
求。我们需要更多的了解终端客户需求, 以便尽最大的力量支持您。如果您那
边已经拿到了订单，希望您可以支持我。告诉我问题出在哪里，我会争取改进。
8. 问：客户首次下单，担心质量问题
答：可以接受贵司安排的发货前的任何检验。我们的第一个订单可以从一
个集装箱开始作为试订单，相信您会对我们产品满意，期待长期合作。
9.问：客户之前从中国采购过产品，但是被供应商欺骗，如何让我相信你
们公司？
 答：我们公司是专业生产和经营钢管产品的，产品销往全球很多国家。附
件为我们的销往你们国家的的出口记录， 我们的产品在你们当地销量很好，质
量也得到了所有客户的认可。
10.问：客户为贸易商，终端客户直接付款给你们，如何保证在交易完成后
我们可以得到我们的利润？
答：我们公司可以与贵司签署佣金协议， 佣金协议模板可以由你们公司提
供。我们与很多客户都是通过付佣金的方式进行合作，而且我们追求的是长期
合作，这个客户的所有业务都会通过你们公司完成，保证不会直接联系你的客
户。

总结人：周晓鹏
1.问：你们的壁厚偏差可以控制在±5%吗？
答：我恐怕不可以，因为您也知道有一部分是库存。我们不能更改库存的
偏差。但是新生产的规格，我们尽力控制。你觉得怎么样
 结果：客户同意
2.问：价格可以降一点吗？
答：尽管我们的利润已经很低了，但是为了长久的合作，我们愿意给您一
个折扣，3 美金/吨。
结果：客户让做 PI
3.问/原始情况：客户需要 15 天内所有规格一块运走。
答/处理方案：由于其中一个规格为 216mm 外径，没有库存，新生产。建议
客户用 219 的代替，并告知客户如果尺寸换成 219 的，那价格不变，并且交期
可以保证。（交期和价格客户都比较看重，投其所好）。
结果：客户将尺寸改成 219，并下单
4.问/原始情况：客户要 ERW 管，并告知用途是打桩用
答/解决方案：整理 ERW 钢管的报价给客户，并且建议价格更合适的 SSAW
钢管。并告知客户很多时候打桩管都是用的 SSAW（须根据壁厚和外径）
结果：客户接受了 SSAW，并且给了订单
5.问/原始情况：根据我们的报价，客户让我们做出一系列的让步。（客户
让我们让步的是在我们可控的范围内），在做出多次让步后客户又提出了壁厚
偏差的事情。（这个是不可以让步的。）
答/处理方案：直接否掉客户的要求。告知客户，我方为了促成这个订单已
经做了很多的让步，希望客户也能做出哪怕一点点的让步，让我们达成一致，
并重申我方能做的壁厚范围。
结果：客户同意我方给的壁厚范围
6.问/原始情况：客户通过贸易公司买货，但是贸易公司想压我们的海运价
格（跟客户报价时，海运价格确实高）
答/解决方案：告知贸易公司，现在的海运价格是很低，但是货代已经说了
海运价格要涨（具体的消息贸易公司也有所闻），如果你们坚持按现在的海运
价格，我们同意。但是如果到时海运价格上涨，（超过了我们报价时的海运价
格）那超出的部分由你们来承担。
结果：贸易公司同意按照我之前报价给客户的海运价格
7.问/原始情况：客户通过贸易买货。此公司为国外的其他公司在中国的办
事处，（称此公司为 A），最终客户跟我方谈的是 20%TT 预付。A 坚决不同意，
开始是 100%信用证，后来谈到 10%预付。
答/解决方案：跟 A 说这是我们跟最终客户已经谈好的条件，现在市场价格
上涨很快。只有 20%的预付才能锁定价格。你们如果一直坚持不同意，那我只
好跟客户讲了。
请客户出面。因为既然客户跟我定的这个条件，那跟你们肯定也是沟通好
的。
结果：A 让按我方的要求出 PI
8.问/原始情况：客户说他的同事告诉他中国产的钢管镀锌不太好。
答/解决方案：先告知客户是有些中国产的确实不太好，但是那只是少数。
我们工厂的质量很好并且价格也不错，发了一些产品的照片给客户。建议客户
下试订单先试试质量如何。
结果：最终客户下了试订单
9.问/原始情况：跟客户价格和交期等等都谈好了，但是客户还是不太放心。
答/解决方案：告知客户我司在他们当地有客户，并经过当地客户的同意给
了联系方式给此客户。客户终于放心了
结果：来访并下订单
10.问/原始情况：客户嫌价格高。
答/解决方案：先分析，此客户为贸易商，另外一个客户通过此客户做过好
几个订单。告知客户我们的质量很好，并且交期也不错。你们可以去找 B（B 为
通过他们买我们货的客户）问问。
结果：在我方的价格水平较高的情况下，客户下单给我们。

总结人：排娅娇
1. 问 ： Customer: Unfortunately it seems that there is are very
significant antidumping rates for seamless pipes from China.
答 : Thks for your eamil. I am wondering whether there is the
antidumping for welded pipes? Is that welded pipes acceptable by your
side?
2. 问 ： Customer: It is a huge project and we are expecting more
discounted prices from you.
答： Considering the steel price is increasing, we would like to
propose you to consider our best price quoted for you as your
reference. And we would like to update the price when it is close to
the openning date for this tender. Could you inform us of the
openning date for this tender? Thks
3.问：Customer: Our client will order EN 10210 S420 NH which they
understand is hot formed and corners / radius are 1..5t externally &
1.0t internally and at this stage we all need to be clear of what we
are getting therefor if you cannot meet the requirements above we
have to inform the client we cannot supply exactly to EN 10210.
答：Most importantly, It will be easy broken if the corners are
too small. 1-1.5t is too small for 120mm, 150mm and 180mm square
tube.
Kindly try to use these points to convince the client to accept
our proposal . I believe the client will understand. Because it is
impossible for anyone to find such seamless square tube to meet 1-
1.5t for the corner in China.
4.问：Customer: I don’t have a reply about the 219od as yet.
Other offers , many orders I have missed out on as my price has
been USD20-35 higher.
答：Thks for your kind reply!
I understanding that the marketing is slow and the competition is
stiff. Today, I have checked that the steel price is around USD 10
tons down. Hope this news could be helpful for your projects. Waiting
for good news from you!
5.问：业务员: Good time!
We have prepared the sample of 48.3mm*3.2mm scaffolding tube. And
we would like to know when you need that. Could you please send us
your air transportation details?
Waiting for your early response!
答：Customer: You may please send ,Do you wants us to pay courier
charges ? 
业 务 员 回 复 : Yes dear Biju, according to our company rule, we
need you to pay the freight charge for the free sample. Hope for your
kind understanding.
答：Customer: OK, we shall pay.
6.问：Customer: Good day
Please kindly send the quotation to us by next week , basic CNF
Yangon, total have Three(3) tenders sent to you.
Thank you
答：业务员: Thks for your kind reminder. Please see the revised
offer on attachment. 
And dear, please ask your colleague to take care about your
margin. As I knew, there are many trading companies and mid-clients
are working on these projects. 
Hope we will have a chance to start cooperation with you!
7.问：业务员: Thank you for your time on the phone.
Regarding on the AZ 25 sheet pile order, I am afraid we could
only supply you the most similar type as AZ26 at present, because our
mold for AZ 25 was is broken.
Kindly see attached quotation and make comments back for us. Thks
答：Customer: Dear Michelle Pai.
Received with thanks . We will be in a touch with you once we
received the response .
 8.问：业务员: Moring!
Kindly also confirm the size and the shape, or the picture of ZED
PURLINES with your client.
 After your confirmation, please let me know. Thank you!
答：Customer: The dimensions given for the ZED Purlines are 50 x
50 x 2mm with weight 3.65KG/M.
I have requested if the client can provide a drawing/photograph
of the purline required and that the dimensions given in the tender
document (50 x 50 x 2mm with weight 3.65KG/M) is correct.
 9.问：业务员:How are you? And how about your business recently?
Would you like to place an trial order to us this year?
答：Customer: I'm fine and what about you.
Business is not so bad. 
we will be in touch with you for trial order
10.问：业务员:
Good news!
We, Xinyue Steel Group, has rent a new work shop for the coating.
And it will be operated next month. So we could meet the requirement
to do the coating indoor. Hope we could have another chance to invite
your engineers to come to inspect.
答：Customer: 客户验厂不合格。

总结人：刘金金
1. 客 户 ： the steel coil pirce has some fall down right?can u
discount me?
答: Yes dear. A little fall down today
客户：can u give me discount
答:If we could confirm the order today, we will provide usd8/ton
discount
 客户：pls accept the order confirm file
2.向客户索要尾款
Hope you are doing well.
I am writing to ask for the balance payment.
Our financial department had informed me that if could not
receive the balance payment this Friday, they will charge the
financial interests for the balance payment.
Please make the balance payment as soon as possible. We had share
almost 10days extra for you.
Please also understand us.
客户回复：
Thank you and hope you are doing well too.
Payment will be processed tomorrow morning and I will send you
the proof of transfer.
3.客户要求尾款提供折扣
客户：You have the order because you looked after us very well,
other companies also offered those pipes. I would like to have just a
very small discount of $500 as a good gesture from your company. You
understand that paying for metal that is not there is not great
business.
I’m sure you will accept my compromise
答：Thanks for your trust to me.
I just want to supply the best service to you.
I am sorry I had applied the discount when finalized this order.
As you know, Chinese market increased much this week.
We really could not provide any more discount for you.
But for you, I promise will apply a big discount for the next
order.
Please understand that our top management and financial
department do not approve any discount after the order confirmed.
 4.客人想先检验，看完检测报告再付预付
说明：
The inspector could come to inspect the pipes any time.
We also hope the inspection could finish early.
If the stock run out, of course you could go to other suppliers.
And if the price increased during this period, every supplier in
China will increase the price.
客户回复：Do you think you can keep the same price until Friday
30th, after the inspection is completed?
Since the vessel is booked on the 9th of July, when do you think
you can load the container? Give us a date so we can confirm with the
inspection company.、
答：
I must tell you the truth, I do not think could keep the price
valid to June 30th.
For the loading schedule, I need the detailed information for the
vessel first.
最终客户当天付预付
5.客人目标价太低
客人：
As I told with my email dated 06th July, the target price is
around USD 1,000,000.00 so if you can please reconsider your offer
because our customer will finalize the order at the lowest price for
the goods.
答：
We had discussed this order with our top management.
Your target price $1000,000 is too low, which means the unit
price is $411/ton.
It is impossible!! The unit cost of raw material is $580/ton.
Please understand.
 6.预付款比例
客人：the acceptable payment situation for us is 20% in advanced
is it acceptable for you?
答：I need to apply with the financial department
30% is our regular payment
第 二 天 告 知 客 人 ： For the 20% deposit, I had applied with our
financial department yesterday. They approved
客人：that is great
答：But for the balance payment
need to be paid before shipment
客人: after inspection
and before shipment
no matter
7.问：镀锌钢管的每米重量为什么这么高，重量不对
答：那个重量是黑管的理论重量，镀锌管的重量应该是黑管的重量加上锌
的重量
8.问：可以给折扣吗？这个目标价可以做吗？
答：我们的价格是实重的。如果能接受标准规定的壁厚偏差，可以达到目
标价。
最终客人同意标准规定壁差
9.问：你们有没有出口过埃及？你知道单据的特殊要求吗
答：有出口埃及，知道。发票需要埃及大使馆认证
客户相信了
10. 问客户每天的工作
客人 Are you looking to hire me??
答： HAHA If I was the boss, definitely will.
客人: Simply I am into all types of water related products, such
as pipes, fittings, valves.
从而得知客户的主要需求
总结人：李华华
1. 问 ： Thanks for your cert, But why it is different with your
company name . Are you factory?
答: Absolutely we are factory , But In china , based on the
special tax policy , our export department has different name , The
cert is for our own factory Please don’t worry
2.问: Why it is that when we are purchasing the the prices go up
答 : The price is keep increasing form this month, a little
crazy ,

But don’t worry , suffering more , gain more . Next order , The
price would be at bottom. Hhh.
3.问:我看了您的邮件，所以是要几时付款？不是拿到您的 b/l 我们才付款
吗？
答:您 PO 上写的是 100% 见提单副本付清， 但是您之前跟我确认的是发货
前付清， 发货前付清是指在货物离开工厂之前付款，时间点是不一样的
4.问:
Hello Elena, and thanks for the clarification.
I mentioned before that this file pertains a tender announced by
local refinery.
If your offer received the approval of our management, we will
bid for this tender using your offer. We can't estimate an exact time
when the result of this tender round may be announced.
Being a procurement engineer, my duty is to obtain as much
quotation as possible in order to allow the management to choose the
most technically completed and financially effective offer.
I would like to inform you that your priced exceeded the
quotations I have received so far.
I would be grateful if you could apply a discount not less than
10%.
I'm looking forward to receiving your final offer.
答:
Thanks for your share about the order 
But about the price , I am ensured that my price is compentitive
with the good quality , 
In ordert o show our sincerity , We addded very little profit on
the cost .
The steel material price in China is keep increasing day by day ,
It is better for you to give a quick decision , and my price is out
of validity , If you need the updated price , I would like to offer .
For 10% discount. It is much beyond our ability , Becasue we
will be in very very big loss. Please kindly understand .
5.问:How do you load 6050mm long in 20 foot container.
My other supplier loads it diagonally. Will you be able to do
that.
The material is it black annealed
To start IL only order a mixed container start. E.g......
How do you package the steel to prevent rust. Can you oil it
答:Glad to receive your mail .
The 6050mm length can be loaded diagonally  and we also can make
oil to prevent rust  ,Please don't worry.
When you purchasing next time , Please kindly contact me for
price ,
6. 问 : Elena , Could you please surrender the BL in advance we
need it , I have a financial problem , I will give you the money
later
答: Sorry patel . I am sorry for your suffering , But as the rule
of our company , the BL just can be released after your payment , I
cant obey , Hope you can understand me .
7.问: If you factory are in Hebei , How could I trust you are the
factory .
答 , As I have told you before , We have four factory ,3 in
Tianjin and the seamless in Hebei , So our office is in Tianjin ,
Instead of Hebei , Please rest assured that we are factory , You are
welcomed to visit our company
8.问: 请问你们能够提前给我提供材质单么
答：材质单一般是生产完之后才可以提供给您的， 我们每一个流程都是环
环相扣，紧密联系的，您需要的话我可以先发给您之前我们出口的类似产品作
参考， 请谅解
9. 问 ： Government of Pakistan, tendered for your shipment of
subject stores and if agreed you may please consider bidding FOB
basis along with Bid Bond @2% which is Mandatory.
We foresee a wonderful opportunity of business for your company
and shall be taking good care of your interests here as your agents,
if agreed.
Kindly consider and revert on priority so that we furnish all
details of Governmental Tender Enquiry sooner for your thorough
review and bidding.
Should you need any further information please contact and we’ll
revert on priority and in the meanwhile we remain with
答 ： Many thanks for your inviting . I am interested in it very
much ,
But as the rule of our company , We are not allowed to directly
participate in the tender with bid bond  . Please kindly
understand, 
If it is acceptable for you . please kindly confirm the
destination port and the details about the coating ( coating type and
thickness )
I also attached our project list in the attachment, Please kindly
check . we are very experienced in pipe project, and we can offer you
technical support .
10. 问 : Could you please kindly give me more 5 usd discount ,
Because out customer cant buy with higher price .
答 Tran. You said you can confirm the order soon and In order to
show our sincerity, I have give you 10 USD discount .The price is
increased today , and based on my current price ,we have very little
profit , Sorry that I cant offer more discount , Otherwise , we will
be in loss. Please understand.
总结人：傅程
1.埃及
 埃及客户
一直在询问市场价格趋势，让我给适当的建议。
经后期解释： 客户决定先等市场价格稳定后，再开始采购计划。几乎每日
都给出价格趋势分析。
2.哥伦比亚客户
开始要求我们给出 3%-5%的佣金。
后经解释 因为我们现在市场行情不好，而且每天涨价。所以我们只能给到
1.5 的佣金。后期订单增多时，可以做适当调整。客户答应
3.样品
客户要求我们提供样品，并不支付运费
后经解释： 我们可以先行提供样品，并且承担运费。一旦订单成立，客户
会承担样品费用。
4.交期延期
客户邮件抱怨为什么交期延长了将近一个月的时间
后经解释： 由于现在政府正在 解决环境污染问题，所以强令停止镀锌厂
的生产，并日夜监察。是否有违规行为，如有 会被带进监狱。 政府的强令禁
止行为 已经超乎我们的想象。所以我们不得不将交期延长，请客户谅解。 并
在可行范围之内，尽快交货。
 5.海运费上涨
客户抱怨由于你交期延长 导致我们的海运费暴涨，所以我们只能等价格下
降再定船。
后经解释： 由于政府严查环保问题，所以交期延长，给您带来不便，实在
抱歉。
弥补措施： 给客户提供解决方案，寻找当时海运费的最低价格，弥补过失 ，
尽快按时出运。后期重新签订合同，顺利将问题解决。
6.澳大利亚客户
之前做过一个方管的订单。产品质量出现了问题。
后经解释： 因为我们的产品都会在出厂前做产品检测，是不会大范围尺寸
及产品质量问题的。应该是在装箱过程中，管子出现了问题。弥补措施：在后
续订单中，多给客户折扣。
最终客户接受了
7.伊朗客户
客户要求 我们做 10%预付，后 90%尾款。
后经解释： 因为您是我们的新客户，所以我们公司的制度是 首单必须收
到 30%预付，70%尾款。不然财务审核会行不通。所以请谅解。
后期与客户成功谈妥 30%预付款项
8.为什么我付的预付款你们迟迟未有确认？
因为昆仑银行操作时间长，而且由于国情原因。国家对其审核制度较为严
格。所以我们未能及时确认预付款项。导致给您带来不便，请谅解。
后期将预付款，原款退回。及时得到了客户谅解，至今还在保持联络。
9.为什么我这么有诚意买你的产品，你却一点折扣都不给我?
因为中国钢材市场极度不稳定，而且价格每日都在上涨。所以我们已经提
供了最优价格给你。并维持 2 天的有效期。我们已经尽全力达到你的价格水平
了。请谅解。
后期客户同意涨价，与我们签订了合同
10.为什么价格与之前价格差距这么大？
因为您之前对产品的要求只是裸管，而且装箱的方式也不同。我们做加工
都会不得不加上生产成本，所以刷漆会加上一部分费用。由于刷漆，我们不能
采取套管的装箱方式。所以集装箱数量增多，我们的价格也随之增高了。
后期客户理解了我们的涨价理由。