Dear Water,

　Please send me revised PI in which you cancel order for spare parts, but also add that you will engage to pay 0.04% on the whole amount of the PI per day in case of delay in dispatching the goods.

　I’m sorry for that but Divx market is very hard and competitive market in Italy and it’s very easy to be out the price because of delays.

　After you have been revising the PI I’ll send it to you back signed.

　Awaiting for your comments.

　Thanks and regards,

　Water

　Notes

　1. 客戶也肯定了訂單沒(méi)有備品。這也符合一開(kāi)始談?dòng)唵螘r(shí)的情況。談判比較順利!有些客戶比較難纏，不是很干脆，如果碰到這樣的客戶，有時(shí)候也沒(méi)辦法，也只能同意客戶的要求。因?yàn)樾《骰萃ǔＲ矔?huì)讓客戶歡喜不已。來(lái)日方長(zhǎng)，求的是以后更多的訂單，更大的合作。

　2. 客戶也陳述了當(dāng)?shù)氐母?jìng)爭(zhēng)非常激烈。行業(yè)競(jìng)爭(zhēng)無(wú)處不在，同行業(yè)的出口商也多如牛毛。至于怎樣在行業(yè)里取勝，除了優(yōu)惠的價(jià)格，上乘的質(zhì)量，還需要細(xì)致的服務(wù)和一點(diǎn)人情味。用心培養(yǎng)一個(gè)客戶，認(rèn)真對(duì)待一個(gè)客戶，無(wú)論是對(duì)于公司或者自己來(lái)說(shuō)，都是值得投資的。

　3. 訂單落實(shí)之后，一定要快速跟進(jìn)訂單的細(xì)節(jié)，以免節(jié)外生枝。引起客戶重視，也是工作的基本態(tài)度。