拜访客户或写英文询盘回复前，用这一组问题过一遍。未知项全部记录下来交给售前，现场不要主观拍板。

1. 工件 Workpiece材质、重量、尺寸、表面状态、是否允许损伤？每分钟几件？Material, weight, size and surface finish of the part? Is any marking allowed? How many parts per minute?
2. 工艺 Process上下料 / 焊接 / 打磨 / 装配 / 码垛？精度与力有什么要求？Which process: machine tending, welding, grinding, assembly or palletizing? Any accuracy or force requirements?
3. 节拍与换型 Cycle time & changeover目标节拍？一天做几种产品（SKU）？换型由谁来做？Target cycle time? How many SKUs per day, and who handles changeover?
4. 环境 Environment油污、粉尘、温度、洁净室、防爆？Any oil, dust, high temperature, cleanroom or explosion-proof requirements?
5. 人机协作 HRC是否人机同场？现有围栏 / 安全标准？Will operators share the workspace? Which safety standards apply on site?
6. 上下游 Upstream / downstream来料是否一致？如何定位？已有 PLC / MES 吗，品牌和协议是什么？How consistent is the incoming material? Which PLC/MES and protocol do you use?
7. 成功标准 Success criteria验收看节拍、良率还是替代人数？预算与决策链？How will success be measured—cycle time, yield or labor saving? What is the budget and who decides?
8. 边界 Scope夹具、视觉、集成、培训各由谁做？样件能否外借测试？Who provides tooling, vision, integration and training? Can you send sample parts for testing?
9. 电源与认证 Power & compliance现场电压、频率？需要 CE / UL 等认证吗？文件需要什么语言？What is the site power supply (voltage/frequency)? Which certifications and documentation languages are required?
10. 交付与验收 Delivery & acceptance期望交期？用哪种贸易术语？FAT / SAT 怎么安排？Expected delivery date and Incoterms? How should FAT and SAT be arranged?