这 100 个问题里，直接问"谁是好供应商"的只有 20 个；其余 80 个问的是规格怎么定、供应商怎么比、工厂怎么验、钱怎么付、认证怎么办。这意味着：在 AI 采购时代，你的品牌被提到的机会，大部分不在"推荐名单"里，而在买家做判断时 AI 引用的那些"依据内容"里。本文给出完整的 100 问清单，和每类问题对应的内容准备清单，可直接复制用于自测。
一、为什么"买家问什么"本身值得一篇文章
Forrester 在 2026 年 1 月的调查中发现，94% 的 B2B 买家在最近一次采购中使用了 AI，55% 用它比较供应商。
这带来一个此前不存在的麻烦：买家的问题从搜索框搬进了对话框，而对话框里的查询没有任何工具能看到。 做 Google SEO 时，你至少能从 Search Console 看到买家搜了什么词；买家在 ChatGPT 里打了什么，没有任何平台会告诉你。
所以先把话说清楚：这份清单不是"搜索量统计"——那种数据不存在，任何声称拿到了 AI 采购对话查询量的说法都值得警惕。 这 100 问是按采购旅程四阶段框架构造、用中国真实出口品类填充的问题集，也是我们正在执行的海外平台实测所用的同一套构造规则——实测数据发布后，两篇互为对照。它的价值不在"频次排名"，而在三件事：
- 覆盖完整：从需求定义到付款合规，买家旅程每一步都有对应问题；
- 可直接测：每个问题都可以原样丢进 ChatGPT、Perplexity、Copilot，看 AI 提没提你；
- 可反推内容：每类问题背后，都对应一类你官网上该有、但多半没有的内容。
二、清单结构：四个阶段，一张地图
| 阶段 | 买家在想什么 | 问题数 | 你的内容目标 |
|---|---|---|---|
| 需求定义 | "我该买什么规格的" | 20 | 成为 AI 解释规格与标准时引用的依据 |
| 供应商发现 | "谁在做这个东西" | 20 | 进入 AI 点名的供应商名单 |
| 比较筛选 | "这几家怎么选、价格什么水平" | 20 | 在对比框架里占据有利位置 |
| 验证决策与条款合规 | "这家靠不靠谱、钱怎么付、证怎么办" | 40 | 让买家的尽调在你可控的内容上完成 |
验证决策与条款合规合计 40 问（行业内 20 问 + 跨行业通用 20 问），是四个阶段里问题最多的一块——买家在 AI 里问得最细的不是"买什么"，而是"怎么不被坑"。 这恰恰是绝大多数外贸官网内容为零的区域。
三、跨行业通用 20 问：每个品类的买家都会问
3.1 验证与风控（5 问）
- How do I verify a Chinese supplier is legitimate before paying?
- What are the red flags when sourcing products from China?
- How can I audit a Chinese factory remotely without visiting?
- Is it safe to buy directly from a factory on Alibaba, or should I use a sourcing agent?
- How do I check if a Chinese company is a real manufacturer or just a trading company?
内容准备： 这组问题 AI 给出的答案通常是一张核查清单：营业执照、出口记录、认证证书、工厂实拍、第三方验厂报告。你要做的是让自己成为"能被逐项核查通过"的样本——官网放出可核验的工商信息与认证证书页、可访问的工厂实拍与产线视频、真实的出口案例。老外贸公司手里这些资产最齐全，但几乎都没上网，具体改造方法见《外贸独立站 GEO 完整指南（2026 年 8 月版）》。
3.2 付款与条款（5 问）
- What payment terms are standard when importing from Chinese manufacturers?
- Is 30% deposit and 70% balance before shipment a normal payment structure?
- How does a letter of credit work when buying from a Chinese supplier?
- Which is safer for a first order from China: T/T, L/C, or a trade assurance service?
- What clauses should be in a purchase contract with a Chinese manufacturer?
内容准备： 买家问付款，是在找"什么是正常的"。官网加一页付款条款 FAQ——你接受哪些方式、首单惯例、定金比例、什么情况可谈——用定义句直接回答。这类页面几乎没有同行做，却正好落在 AI 检索的靶心上。
3.3 物流与交付（5 问）
- FOB vs CIF vs DDP: which incoterm should I choose when importing from China?
- How long does sea freight from China to the US West Coast take in 2026?
- How do I calculate the landed cost of products imported from China?
- Should I use my own freight forwarder or let the Chinese supplier arrange shipping?
- What does EXW mean and when does it make sense for a small importer?
内容准备： 一页"交付与物流说明"：你常发的港口、常规品类的参考交期区间、你支持哪些贸易术语、landed cost 里买家常漏算的项目。给出具体数字区间（带"截至 2026 年"的时间标注），AI 才有可引用的东西。
3.4 合规与认证（5 问）
- What certifications do Chinese products need to be sold in the EU market?
- What is the difference between CE marking and FCC certification?
- How do current US tariffs on Chinese goods affect import costs in 2026?
- What documents do I need to clear customs when importing from China?
- Do I need FDA registration to import kitchen products from China?
内容准备： 按你的产品线做一张"目标市场 × 所需认证"对照表，注明你已持有的证书编号与查询方式。认证对照表是典型的"AI 爱整段搬走"的内容形态：结构化、事实性、别处很难抄到你的版本。
四、机械设备与工业品 16 问
覆盖产品：CNC 加工件、注塑机、光纤激光切割机、螺杆式空压机。
需求定义（4 问）
- What specifications should I check when sourcing custom CNC machined parts?
- What tonnage of injection molding machine do I need for small plastic housings?
- Fiber laser cutting machine power guide: what wattage for 10mm stainless steel?
- What air compressor capacity does a mid-size workshop need?
供应商发现（4 问）
- Who are the leading CNC machining suppliers in China?
- Best injection molding machine manufacturers for export markets
- Which Chinese companies produce fiber laser cutting machines at industrial scale?
- Recommend reliable rotary screw air compressor manufacturers
比较筛选（4 问）
- How do Chinese CNC machining services compare to those in Vietnam and India on quality and price?
- What is the price range for a 250-ton injection molding machine from Chinese factories?
- Chinese fiber laser cutters vs European brands: what is the real difference?
- Trading company vs factory: which is better for buying air compressors from China?
验证决策（4 问）
- How do I verify the quality of a Chinese CNC machining supplier before mass production?
- What are common risks when importing injection molding machines from China?
- What after-sales support should I expect from a Chinese laser cutter manufacturer?
- What certifications should a Chinese air compressor factory have for the EU market?
这个品类 AI 拿什么回答： 机械类问题的答案里，参数对照表和选型公式占很大比重——这正是工厂最有、也最容易结构化的内容。把产品页的参数表改造成"应用场景 → 推荐配置"的问答结构（做法见《产品页 GEO 改造：把参数表变成 AI 可引用的答案》），比堆"厂家实力"文案有用得多。供应商名单类问题则大量取自第三方榜单与行业目录，投放路径见《第三方媒体投放在 GEO 中的作用与投放清单》。
五、化工与原材料 16 问
覆盖产品：金红石型钛白粉、环氧树脂、PVC 树脂、食品级柠檬酸。
需求定义（4 问）
- What grade of titanium dioxide should I use for exterior architectural coatings?
- What specifications matter when sourcing epoxy resin for electronics encapsulation?
- What K-value of PVC resin is right for rigid pipe extrusion?
- What purity standards apply to food-grade citric acid?
供应商发现（4 问）
- Who are the major titanium dioxide producers in China?
- Best epoxy resin suppliers for industrial buyers
- Which Chinese companies export PVC resin in bulk?
- Reliable food-grade citric acid manufacturers with export experience
比较筛选（4 问）
- Chinese vs Western titanium dioxide: is the quality gap still real in 2026?
- What is the current export price range for epoxy resin from China?
- How do I compare PVC resin suppliers from China, the US, and the Middle East?
- How to shortlist citric acid suppliers for a food manufacturing business?
验证决策（4 问）
- How do I verify the REACH compliance of a Chinese chemical supplier?
- What are the risks of buying bulk chemicals from China without third-party inspection?
- What shipping and storage requirements apply to imported epoxy resin?
- What documentation should a Chinese citric acid supplier provide for FDA compliance?
这个品类 AI 拿什么回答： 化工买家的问题里合规权重最高（REACH、FDA、MSDS/SDS、CBAM）。答案高度依赖"谁把法规讲得清楚"，而不是"谁的工厂大"。把每个产品的合规文档清单、SDS 下载、目标市场法规对照做成独立页面；CBAM 相关的获客打法见《CBAM 之后：化工、原材料与钢铝出口企业的合规获客打法》。
六、家居与消费品 16 问
覆盖产品：户外庭院家具、记忆棉床垫、不锈钢厨具、陶瓷餐具。
需求定义（4 问）
- What materials last longest for outdoor patio furniture?
- What density of memory foam is best for a mid-range mattress line?
- What grade of stainless steel should cookware be made of?
- What safety standards apply to ceramic tableware sold in the US?
供应商发现（4 问）
- Who are the top outdoor furniture manufacturers in China?
- Best memory foam mattress factories for private label
- Which Chinese suppliers make high-quality stainless steel cookware for export?
- Recommend ceramic tableware manufacturers for a homeware brand
比较筛选（4 问）
- Outdoor furniture sourcing: China vs Vietnam vs Indonesia in 2026
- What is the FOB price range for queen-size memory foam mattresses from China?
- How do I compare stainless steel cookware suppliers on quality?
- Handmade vs industrial ceramic tableware suppliers: which fits a DTC brand?
验证决策（4 问）
- How do I check if a Chinese furniture factory can handle container-volume orders?
- What certifications should a mattress supplier have for the EU market (fire safety, chemicals)?
- What quality tests should I require for stainless steel cookware before shipment?
- How do I verify lead and cadmium compliance for ceramic tableware from China?
这个品类 AI 拿什么回答： 消费品的买家分两种——批发采购商问的是上面这些，终端消费者问的是"哪个牌子好"。后者的答案大量来自测评、榜单和社区内容，主战场在站外。品牌侧的打法（测评矩阵、社区口碑、榜单准入）见《跨境电商与消费品牌的 AI 推荐位争夺战》；采购侧则把"产能、认证、验货流程"三件事在官网写到可核查。
七、3C 与消费电子 16 问
覆盖产品：TWS 蓝牙耳机、氮化镓快充、便携智能投影仪、机械键盘。
需求定义（4 问）
- What specifications should I compare when sourcing TWS earbuds for private label?
- What safety features matter in a GaN fast charger?
- What brightness (ANSI lumens) do I need in a portable projector for my market?
- What switch types and layouts sell best for mechanical keyboards in Europe?
供应商发现（4 问）
- Who are the leading TWS earbuds manufacturers in Shenzhen?
- Best GaN charger OEM factories in China
- Which Chinese companies make portable smart projectors for export?
- Reliable mechanical keyboard manufacturers for custom orders
比较筛选（4 问）
- How do I compare TWS earbuds suppliers on sound quality and defect rates?
- What is the wholesale price range for 65W GaN chargers from Chinese factories?
- Chinese portable projectors vs established brands: what do buyers give up?
- MOQ and tooling costs for custom mechanical keyboards from China
验证决策（4 问）
- What certifications do wireless earbuds need for the US and EU markets?
- How do I verify a Chinese charger factory's safety testing capability?
- What are common quality risks when importing projectors from China?
- What IP protection should I set up before sharing a keyboard design with a Chinese factory?
这个品类 AI 拿什么回答： 3C 是认证密度最高的品类（FCC、CE、UN38.3、KC……），也是"参数表 → 答案"转化最直接的品类。深圳供应商同质化严重，AI 点名时高度依赖第三方信源里谁被反复提到——榜单、行业媒体、Reddit 技术社区的讨论都算。英文内容按语种独立发生引用，中文官网做得再好也帮不上英文提问，多语言策略见《多语言 AI 可见度：为什么英文内容做得再好，德语、日语、西语的 AI 回答里依然查无此人》。
八、光伏、储能与电力设备 16 问
覆盖产品：光伏组件、户用磷酸铁锂储能系统、混合逆变器、交流充电桩。
需求定义（4 问）
- What efficiency and warranty should I expect from solar panels in 2026?
- What capacity of LiFePO4 home battery system fits a typical European household?
- Hybrid inverter vs string inverter plus separate battery inverter: what should I stock as a distributor?
- What charging power (7kW vs 11kW vs 22kW) should home EV chargers have for my market?
供应商发现（4 问）
- Who are the top tier-1 solar panel manufacturers in China?
- Best LiFePO4 home energy storage manufacturers for import
- Which Chinese hybrid inverter brands are gaining market share in Europe?
- Recommend EV charging station manufacturers with OEM services
比较筛选（4 问）
- How do second-tier Chinese solar panel makers compare to tier-1 on price and bankability?
- What is the price per kWh for home battery systems from Chinese factories in 2026?
- How do I compare hybrid inverters on certifications and grid compliance?
- AC vs DC fast chargers: cost and use-case comparison for a charging network startup
验证决策（4 问）
- How do I verify the real cell supplier behind a Chinese battery storage brand?
- What certifications does a home battery need for the German market?
- What warranty terms are standard for Chinese solar inverters, and are they enforceable?
- What should I check before signing an exclusive distribution agreement with a Chinese EV charger brand?
这个品类 AI 拿什么回答： 新能源买家的问题几乎全部围绕"可信度"展开——tier-1 名单、bankability、认证、质保可执行性。这类答案 AI 严重依赖行业机构名录与认证数据库，官网单打独斗最吃力，必须把行业协会收录、认证机构数据库、专业媒体报道一起做。项目型获客路径见《光伏、储能与电力设备出海：项目型客户的开发路径与决策链拆解》。
九、怎么用这 100 问自测：三步
- 挑 10 问：从你所在品类的 16 问里挑 8 个，再从通用 20 问里挑 2 个与你最相关的；
- 测 3 轮：在 ChatGPT（开联网）和 Perplexity 上各问 3 轮，每轮间隔一天、用新会话——单次提问的结果有随机性，不能作为证据，原因见《答案层实测：用 prompt 抽样量化「AI 到底引不引用你」（含可复现审计模板）》；
- 记两件事：AI 点名了谁（有没有你、有没有竞品），引用了哪些域名（有没有你的官网、有没有你能进入的第三方平台）。
不想手动做这件事，可以直接用我们的免费检测入口 geocheck；自查和付费报告各能看到什么，见《免费 AI 可见度自查 vs 付费检测报告：差别到底在哪》。测完你会得到一个很具体的结论：在买家旅程的哪个阶段，你是缺席的。
FAQ
问：这 100 个问题是"最常被问的"吗？ 答：不是，我们也建议你不要相信任何这样声称的清单。AI 对话查询量没有公开数据源。这份清单的构造逻辑是"采购旅程四阶段 × 真实出口品类"，目标是覆盖完整、可直接复测，而不是频次排名。
问：为什么全部是英文问题？ 答：目标场景是海外买家的真实行为，且 AI 的引用按语种独立发生——英文提问检索英文信源，中文内容基本不参与。中文市场的问题集我们在国产平台实测里单独构造。
问：这些问题会用来做实测吗？ 答：会。我们正在用同一套构造规则执行海外平台实测——统计这些问题在 ChatGPT、Perplexity 等平台上到底点名了谁、引用了哪些域名。实测数据发布后会与本文互链，本文的问题清单就是那份报告的题库来源。
问：我的产品不在这五个品类里怎么办？ 答：套用结构自己构造：四个阶段各写 4–5 问，产品名用你实际出口的具体品名（不要用泛称），然后按第九节的三步自测。构造句式直接套用本文各品类的四阶段结构即可。
本文由妙蛙 GEO 研究团队撰写。文中 Forrester 数据引自其 2026 年 1 月发布的 B2B 买家调查；问题清单由妙蛙 GEO 按公开构造规则编制，不代表任何平台的查询量统计。清单可自由复制用于自测与研究，引用请注明出处。
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