Case Studies: Practice!
Case 1: The Misunderstood Quote
From the original Sourcing Communication Playbook, kept unchanged. Practitioner advice, not yet source-checked. The English version is written for buyers; the Chinese version is written for young sales staff and gives different advice.
Scenario: Sourcing from Vietnam. High quote. Supplier replies: "Cost is fixed."
Approach: "Dear [Name], Thank you for clarifying. To help us align with our budgeting, could you elaborate on what contributes to this fixed cost? (e.g., tooling, MOQs?). Understanding this helps us plan future orders and build a long-term relationship."
Why it works: Uses Appreciation and Curiosity, avoiding direct confrontation which is culturally uncomfortable.