## 3.10.1 运输方式与报价 / Shipping Methods & Quoting
| 运输方式 | 英文名称 | 范围 | 时效 | 特点 |
|---|---|---|---|---|
| 快递 | Express (DHL/FedEx/UPS) | 门到门不含税 (DDU) | 5-10天 | 按国家报价（偏远地区除外） |
| 空运 | Air Freight | 机场到机场不含税 | 5-10天 | FOB/CFR/CIF，客户自行提货 |
| 海运 | Sea Freight | 港到港不含税 | 20-45天 | FOB/CFR/CIF，客户自行提货 |
| 空派 | Air DDP | 门到门双清含税 | 12-15天 | 客户只需在家收货 |
| 海派 | Sea DDP | 门到门双清含税 | 35-45天 | 客户只需在家收货 |
| 铁派 | Train DDP | 门到门双清含税 | 35-45天 | 客户只需在家收货 |
| 卡派 | Truck DDP | 门到门双清含税 | 视路线而定 | 邻国陆运 |
关键认知 / Key Insight：六大运输方式中，没有任何一种需要知道客户地址才能报价。快递看国家、空运看机场、海运看港口、空派/海派/铁派看国家。
策略1：推荐更便宜的运输方式 / Recommend Cheaper Options
If you were not in a hurry of the goods, you can try to ship by Sea DDP which would be much less cost, it is around $xxx total, door to door delivery including tax and everything, it would take around 35-45 days.
策略2：拆单运输 / Split Shipment
If you don't mind, we can try to split the shipment. We can ship 200pcs by DHL, only $xxx. The rest 300pcs will be shipped by Sea DDP, only $xxx. So the total shipping cost is: $xxx+$xxx=$xxx.
策略3：逆向思维（最便宜时客户仍嫌贵）/ Reverse Thinking
When most of the importers stop importing because of the high shipping cost, the market would have the supplying gap very soon, this supplying gap would offer you the chance to gain more market and higher profits when you have enough stock to fill the gap. Please do trust the shipping cost is the same for all of us and your competitors, we didn't get any profits from the shipping cost.
不要分开报！将产品价和运费合并为一条总价：
The best price I can offer to you is $8268 total including shipping by DHL door to door delivery.
I am very sorry but please share your best understanding that this kind of DDP shipping is: 1. Our forwarder would ship the goods by Air/Sea to your local airport/port first. 2. Our forwarder would clear the custom. 3. Only after custom clearance the local UPS/DHL would pick up the goods then. 4. That means the Tracking Number would not have update until the local courier picks up the goods, this period would take around 10-12 days. So please share your best patience which would be highly appreciated.
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## 3.10.2 运费报价与拆价应对 / Freight Quoting & Price Breakdown Requests
客户要求拆价时，按以下递进策略应对：
| 轮次 | 客户说 | 回复策略 |
|---|---|---|
| 第1轮 | 运费多少钱？ | 抱歉，报价已含运费 |
| 第2轮 | 就想知道运费和产品分开多少 | 因数量较少，我们只做含运费销售 |
| 第3轮 | 我一定要知道分开的价格 | 公司只给我们"含运费价格" |
| 第4轮 | 不拆就不下单了 | 最重要的不是分开与否，是您能否接受总价并获利 |
| 第5轮 | 价格太贵了 | 这是测试订单，双方目标都应是未来更大的订单 |
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## 3.10.3 交期管理 / Lead Time Management
用 Ready-to-ship 代替 Stock（Stock 对欧美人意味着卖不出去的便宜货）：
As long as you confirm the order and arrange the payment then we can arrange the delivery in 3-5 days and offer you the Tracking Number/Shipping Documents.
It would take around 25-30 days to finish the production after we confirm the order/we receive your deposit/payment.
拖短交期（7-10天）：
I am very sorry but please share your best understanding that now it is the rush season which caused some delay of the raw material delivery and production period, this would cause probably around 7-10 days, anyway now your order has been prior scheduled by production department, as long as I have the update then sure I will update to you in the first minute.
拖长交期（30天及以上）：
I am very sorry but please share your best understanding that when we did the inspection to our raw material of the [Non-Critical Part] and we found it couldn't meet our quality standard, so we have to return the [Part] to our supplier, sure we also already ordered the new part which could meet our quality standard, this is the main reason why we have to delay another 25-30 days, please do trust we have to make sure we would only offer you the right product with right quality even we have to delay the shipment, so at this moment your understanding and supporting would be highly appreciated.
拖交期大忌 / Critical Mistake：一拖再拖。要一次给足时间裕度，避免反复延期。
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