29 回盤前---客人要求的数量太少了(MOQ)，怎么回应比较好？外贸业务员必备技能：如何正确回答客户关于MOQ的问题？
回盘前--- 必须要求MOQ时，外贸业务员必备技能：如何正确回答客户关于MOQ的问题？
MOQ是指最小订单量。为什么会有最小量的要求呢？因为这样更经济实惠。那么，这对哪些人更划算呢？从工厂、物流和销售的角度来看，都有不同的考虑因素。
就重要性而言，大多数产品只要能卖出去，就比较有操作的意义。
在生产方面，工厂会考虑到数量或规格的特定要求，例如购买原材料一吨一吨计算，染色一缸一缸计算，印刷需要上机费等。因此，这些费用摊到少量购买时，每个单价就会变得很贵。
在物流方面，基本数量要求也存在。快递在20公斤以内很贵，100公斤以内有一点点贵，而超过200公斤的运费摊提下来，每个产品的单价才会慢慢显得有优势。
在海运运输方面，基本单位都是按立方公式计算。只有两个立方以上的费用摊提，每个产品的单价才会慢慢显得有优势。
随着电子商务的发展，人与人之间的接触变得越来越容易，因此小数量需求的散客客户数量也越来越多。这些客户大多不了解国际采购中的相关知识，这种趋势只会不断增加。因此，他们也不了解MOQ的原理和限制，这会导致小数量产品的单价变得很贵。
这些客户只会让我们忙了半天，报价半天还嫌我们贵。我们的回答如果不够清楚明白，就会引起误会让客户觉得我们骄傲。因此，当我们不能符合客户的采购数量需求时，或者我们认为不划算时，我们会选择不去做。但是我们需要小心回答，以免引起误会。
例如，客户要100个，我们说最小起订量是1000个，这容易让客户误会我们小瞧他们。有时候客户还会反过来说，你怎么知道我没有能力买大数量呢？还会说，就算要买也不会跟你们这种厂家买。
总之，业务员的语言表达需要小心谨慎，用正确的英语表达，避免引起误会。
如果说的好，在很多情况下客户都会调整他的需求。
先要求数量
Very sorry we don't have any stock here. Any of them need minimum quality order to produce it at 500 qty. See if you can work on it.
需求数量少
Sorry, Our items show FOB China price on website. They send direct from China with a minimum quantity. Please note…..
数量少运费划不来
We are China factory outlet and minimum quantity is 500 to save shipping cost. It means you can get the better pricing.
How many do you need?
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数量太小无法做
Very sorry, our MOQ for this item is pretty firm. Or the price is not good direct purchasing from China. How many were you looking to do? If under 350 I do not think we can help you.
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I am sorry we are wholesaler and our MOQ is 3000 per style. We can not do under minimums on this product. Thanks for the opportunity though…
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How many quality do you need? If under 1000 I do not think we can help you with this project. Thank you however for the opportunity.
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HI, I am sorry we are wholesaler and the MOQ is 5000 and the under minimum is 2500. 100 pieces is a bit too low for us. Thanks for the opportunity
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I am sorry but the quantity you want is to much below our minimum order quantity. Thanks for the opportunity.
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these quantity of stuffs is hard to make. They need to buy stocks. Very sorry…..
想开公司的客户
有时候客人想要开公司，一定没有底气买多，比如，选了不适合的眼镜询盘。
Sorry our minimum is 500 per style. It is not a good idea to go starting……Other items might be workable…..
找不到客人需要的货或数量太小无法做
Sorry this is not something we can do for you at this time.
需要先确定客人是否为目标客时
Q: I need 1000 of you sun glasses with printing on lens
A: I'd be happy to provide the quote. Please send your contact info, including company name and ASI number.
想办法调低数量的说法，MOQ
Sorry for the delay, just got slammed.. Our minimum is 600, so we can do 300 white and 300 red to get to the minimum…
List quality is minimum demand at general situation that suppose we don't have all the parts and materials of your spec.. We have to purchase individual material at MOQ then.
Can get less quantity possibility only before the moment of placing orders. Maybe one week before. I can review the in stock materials and parts at that time.
Please note.
无法满足客人的美工时的说法
To do the art as you have sent it we would need to do the pin hole glasses or sticker glasses. The print on glasses, we can only do solid colors no gradients. Maybe there is another version of the art?
客户产品有没有侵权？
You can send the sample to us. As far as the patent is concerned is it still in force or is it off patent? If it is still in force you will need to buy it from their manufacturer unless you have a licence to use the design. Let us know.
需要更多信息时的问法
尽量少只问题，先给个基本报价信息做个交换比较好。提供的信息，目的也是要吸引对方更多的兴趣。
Without really knowing what you need it is hard to quote. Are the logos multi colors or one color? What size? Do they need the led lights inside or will they be used with candles?
I have attached a standard hanging lantern quote and the Minimum Order Quantity.
If you could give us more detail we could quote this for you for Monday.
这里列标准报价
xxxxx
要客户logo
In order to give you an accurate quote on this item we need to have your logo and requested design so we can price it accurately. If you want to print on the walls we need that artwork. The price below is only for the canopy top being printed:
Your quote is below:
xxxxx
顺便提一下，问工厂的产品不要只问客户需要的数量，必须补上其他数量信息，这样才好与客户讨论。这个叫做price break。
- 工厂库存布有哪些？了解常用的颜色布。
- 工厂常规的MOQ 与价钱。
- 工厂最优惠价钱的数量。
- 最后才问客户需要的数量。
找货时不要只找到你要的价格答案就好。应该要同时多找找，务必要了解到行情价，同时与客户要的这次需求做对比，以便了解我们这次的提案。也就是说在问货的同时，要了解到一般货品的行情价与本次客户的个性价之间的差异。也了解这次客户的询盘，是不是一个特殊个性价。
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