1、lease do not hesitate to contact us immediately.Yours faithfully,Tony SmithChief Seller外贸函电：错运货物的回复（中文版）先生:五月二十日有关第645号定单的来信收到。得知错运货物，本公司感到抱歉。正确的货物已安排空运，应于一周内运抵。有关文件将加函寄上。烦请暂存错运给贵方的货物。如有任何疑问，欢迎与本公司联络。对于是次错失，谨再次表示歉意。销售部主任托尼.斯密思谨上2000年5月20日外贸函电英语范文1. 主动联系采购商Dear Sirs: May 1, 2001Inquiries regarding ou
2、r new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.Yours faithfully2. 提出询价Dear Sirs: Jun.1, 2001We received your promot
3、ional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon.Truly3. 迅速提
4、供报价Gentlemen: June 4, 2001Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we a
5、re working to capacity to meet the demand. We look forward to the opportunity of being of service of you.交易的契机4. 如何讨价还价 Gentlemen: June 8, 2001We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared
6、to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.Yours truly5-1 同意进口商的还价Dear Sirs: June 12, 2001Thank you for your letter of June the 8th. We have accep
7、ted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down. Since
8、rely 5-2 拒绝进口商的还价Dear Sirs: June 12, 2001Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best di
9、scount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.Truly6. 正式提出订单Gentlemen: June 15, 2001We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided
10、 you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date. Truly7. 确认订单 Gentlemen: June 20, 2001Thank you very much for your order of June 15 for
11、 200 Deer Mountain Bikes. We will make every possible effort to speed up delivery. We will advise you of the date of dispatch. We are at your service at all times.Sincerely8. 请求开立信用证Gentlemen: June 18, 2001Thank you for your order No. 599. In order to execute it, please open an irrevocable L/C for t
12、he amount of US$ 50,000 in our favor. This account shall be available until Sep. 20. Upon arrival of the L/C we will pack and ship the order as requested.Sincerely9. 通知已开立信用证Dear Sirs: June 24, 2001Thank you for your letter of June 18 enclosing details of your terms. According to your request for op
13、ening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed.Sincerely10. 请求信用证延期Gentlemen： Sep. 1, 2001We are sorry to report that in spite of our effort, we
14、 are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.Sincerely11. 同意更改信用证Gentlemen: Sept. 5, 200
15、1We received your letter today and have informed our customers of your situation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Please keep us abreast of any new development.Sincerely三、外贸几类主要函电范文1、 如何表达在涨价前订货Thank you for your l
16、etter of October 10 for business copiers. We are now sending you our price-list and catalog of the newest types that are under production and we can supply at once from stock.We want to notice you that prices of copier parts and components have gone up steadily since the second half of the year. Tho
17、ugh we have tried hard to keep our quotations down, we are afraid the margin for keeping on going like this will not long. Therefore, we suggest that you will let us have your order before further rises in costs, which will lead to a raise in prices very soon unavoidably.感谢贵方10月10日关于商用复印机的询函。现随函奉送本公
18、司正在生产的、并有现货供应的最新型号的产品清单和价目表。我方想告诉贵方，自下半年以来，复印机的零、部件价格一直不断增长。尽管我方尽量压低报价，但恐怕有此余地的时间不会太久。因此，建议贵方在零、部件再次涨价，并不可避免地引起成品涨价之前便向我方订货。2、 要求及时供货We understand that you are the agent for the White Tiger ties. We enclose our order for 1000 dozens of the White Tiger ties. Please note that we need these goods rathe
19、r urgently as Christmas is drawing near. If you could supply goods timely for seasons, we would make repeated orders, provided prices are reasonable. Payment for the enclosed order will be made on a draft at sight under our letter of credit opened in your favor on receipt of your confirmation that t
20、he goods are sent out, and can be delivered before 1, December, 2000.获悉贵公司为“白虎牌领带”的代理商。兹附上1000打白虎牌领带订单一份。请注意，由于 圣诞节在即，本公司急需这批货物。如果贵公司能够及时供应时令货品，而且价格公道，我方将继续订货。此票订单之货款，待确认贵方已于2000年12月1日前发货之后，本公司即向贵公司开出见票即付的 信用证。3、要求代理商报价We have read in China Daily that you are the exclusive agent for Hi-Fi Corporatio
21、n of Africa and Asia. Would you please send us price-lists and catalogues of all the Hi-Fi wireless products and terms of payment. Please advise if you would grant special terms for an annual trade over 1 million U.S. dollars. A visit of your representative would be appreciated. Perhaps he could bri
22、ng the newest samples of the 999 hand phone, an item of growing interest here.我方从中国日报上获知，贵公司为高保真公司在非洲和亚洲的独家代理商。请惠送该公司所有无线通讯产品的目录、价目表及付款条件，并请告知，如果每年交易额达100万美元以上，是否可获得特别条件。敬请贵方派代表来与我们洽谈，并携带最新999型手机样品，该产品在此地销路看好。4、回复 询盘 告知无货Referring to your letter of 5 June, we very much regret that we are unable to m
23、ake you an offer for the goods you demand. The reason is that the product you need has been out of stock. Whats more our manufacturers have declined orders because of shortage of raw materials.We shall, however, file your inquiry and cable you our offers as soon as we have got supplies.我方收到贵公司6月5日来函
24、，但非常遗憾，我方无法对贵方所需产品报盘。其原因是，此货品在我处已经脱销。而且，由于原料短缺，生产厂家已经拒绝了我方订单。我方已将贵方询函备案，一经有货，我方将以电报报盘。5、回复 询盘 ，量大折价We are pleased to receive your letter of 5 July and enclose our catalogue and price list. Also by separate post we are sending you the samples of our products. Our catalogue contains items and their sp
25、ecifications of our supplies. Through comparing our prices with those of other suppliers, you will appreciate the moderate prices of ours. For a total purchase of not less than 100,000 and not more than 200,000 American dollars, we would allow a discount of 10% and for a purchase larger than 200,000
26、 American dollars, we would allow a 20% special discount.很高兴收到贵公司7月5日来函。现寄上产品目录与价目表。同时另封寄去样品，请查收。所寄产品目20110831号一、团购经验分享1、 找对关键人，可先认识客户公司内部人员，再通过该人介绍认识公司的采购酒水的人员。2、 树立积极乐观的工作态度，用“玩”的精神对待工作。3、 要灵活对待客户，对于一些高端的客户，如厦门海关，可以和海关客户说我们公司给的是“海关价”，让客户觉得得到重视和优惠。对于某些客户，可以将零售价报高一些，让客户觉得团购价很优惠，增加其购买的欲望。4、 对于公司的活动方案
27、也灵活告知客户，例如，今年的中秋活动是博思酒庄酒买一件送蜜合花酒庄酒一瓶，建国在拜访A客户的时候，客户表示想买一件博思酒不知有没有活动优惠？建国告知客户有活动优惠，是买6件博思送一件蜜合花，A客户之前只想买一件，但是听到该活动方案动心了，问建国可以买三件送三瓶么？建国表示可以回去帮忙申请，客户非常感谢，最终成交了三件的博思酒庄酒。5、 和客户介绍公司的服务信息时，可强调送货上门服务，可以用pos机刷卡，可提供建发酒业的发票，让客户觉得我们的服务是专业的，周到的。6、 拿到一份商会或者公司的内部通讯录后，要细心查询出其中每家企业的地址、法人代表或老总的名字、公司的经营情况等有个大概的了解，然后再
28、逐一电话拜访，电话联系的同时，要准备好纸和笔记录下谈话过程中的重要信息，如电话中客户提及的用酒需求、购买力、近期活动，甚至通过电话沟通判断该客户是否有意向购买等信息也要记录下来，方便以后跟进。7、 有一次建国回访客户时，该客户告知其有一位朋友上次聚会的时候喝了我们公司的葡萄酒，觉得口感很好，也想带几件回去，想让我司物流将酒送到他朋友那，建国欣然答应，过后建国亲自开车送酒到客户的朋友家，并递上自己的名片，告知该款葡萄酒的正确饮用方式，为对方提供专业的葡萄酒知识讲解，取得了客户的信任。这个例子告诉我们，客户的朋友们也是我们的潜在客户，俗话说物以类聚，能消费酒水的客户，其周围的朋友也一定会有酒水需求
29、的人，因此开拓客户的时候应注重从老客户的周遭人群切入。8、 关于优惠活动的通知，公司的优惠活动一般有5-6中品项，但是我们在告知客户活动方案的时候应该灵活一些，先分析好客户的需求，分析其适合哪些品项的活动，对于一个客户重点说两种优惠品项，不宜过多，否则客户容易有眼花缭乱的感觉。9、 根据二八法则，应该将80%的时间和精力用来经营20%的重点客户，因为这20%的重点客户可以为你带来80%的利润。10、 我们在拜访客户的时候，不要让客户觉得我们是小业务员，要表现的大气，尽量将自己的级别说高一些，如团购经理、主管等，与客户的交流应该是朋友式的交谈，一进门就开始介绍酒水产品的销售员是最低级别的销售。1
30、1、 聪明的销售人员会让客户成为你的推销员，借助老客户转介绍新客户效果好。二、实例一：顶级庄酒经验分享JS建设集团有限公司是王为长期维护的老客户，2011年这家客户的顶级酒庄购买金额已达到了公司的列级庄游奖励的标准，我对王为如何维护好这家客户并促成列级庄销售很感兴趣，问其缘由，王为娓娓道来：有的人会认为一下子出一个大单是一件很幸运的事情，但我并不这么认为，突然遇到大单砸到头上的情况确实是有，但是这必须具备以下几点缺一不可：1、客户刚好有用酒需求。2、我们刚好有客户需要的产品。3、我们的价格正好符合客户的预期。4、客户认同我们公司以及销售人员。综合了以上好几种必然和偶然的因素才能促成突然的大单。
31、不然，我们销售人员只有靠慢慢积累，一步一步积攒起来，最终积累的高度可以让我们把产品递到客户的手里。尤其是针对列级庄这样的高端客户，需要长时间的努力维护与积累才能产生稳定的持续购买的客户资源。1. 找对关键人，建立信任关系说起JS建设集团有限公司的成功出单经验，王为的思绪将我们带回到2009年年初，那时候经朋友介绍，王为认识了该公司的老板黄总，当时的王为就深知对于企业客户来说，购买的决定权在于公司领导人的手中，因此挖掘一家公司的潜在购买力最关键的是找对人，与企业老总建立良好的信任关系至关重要。2. 多次拜访，打好情感基础俗话说“见面三分情”，经常拜访客户，能够有效加深客户对你的印象，王为对于客户维护的重视和耐心让人感触颇深，从认识陈总后每次的拜访，王为都会花心思吸引客户的注意力，例如经常带一些样品酒让客户看一看，品一品，交谈中有意无意谈及公司的产品，让客户慢慢接受认可我司的产品，后来黄总也开始尝试购买一些我司的酒水品尝。3. 培养客户的消费能力，普及酒水知识一个成功的销售人员给自己的定位绝不只是销售层面，我们还有讲解葡萄酒知识，提升客户对葡萄酒的认知能力的责任和义务，经常给客户熏陶葡萄酒知识，包括葡萄品种、产地、
