客戶開發(fā)
交易的第一步
1. 向顧客推銷商品
Dear Sir: May 1, 2013
Inquiries regarding our new product, the DeerMountain Bike, have been coming in from all parts of the world. Reports fromusers confirm what we knew before it was put on the market - that it is thebest mountain bike available. Enclosed is our brochure.
Yours faithfully
2. 提出詢價
Dear Sir: Jun.1, 2013
We received your promotional letter and brochuretoday. We believe that your would do well here in the U.S.A. Kindly send usfurther details of your prices and terms of sale. We ask you to make everyeffort to quote at competitive prices in order to secure our business. We lookforward to hearing from you soon..
Truly
3. 迅速提供報價
Dear Sir: June 4, 2013
Thank 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 modeltogether with the catalog and price list. After studying the prices and termsof trade, you will understand why we are working to capacity to meet thedemand. We look forward to the opportunity of being of service of you.
交易的契機
4. 如何討價還價
Dear Sir: June 8, 2013
We have received your price lists and have studied itcarefully. However, the price level in your quotation is too high for thismarket, If you are prepared to grant us a discount of 10% for a quantity of200, we would agree to your offer. You should note that some price cut willjustify itself by an increase in business. We hope to hear from you soon.
Yours truly
5-1 同意進口商的還價
Dear Sirs: June 12, 2013
Thank you for your letter of June the 8th. We haveaccepted your offer on the terms suggested. Enclosed our will find a specialprice list that we believe will meet your ideas of prices. You should note thatthe recent advances in raw materials have affected the cost of this productunfavorably. However, for your order we have kept our prices down.
Sincerely
5-2 拒絕進口商的還價
Dear Sirs: June 12, 2013
Thank you for your letter of June the 8th. We regretthat we cannot meet your terms. We must point out that the falling market hereleaves us little or no margin of profit. We must ask you for a keener price inrespect to future orders. At present the best discount offered for a quantityof 200 is 5%. Our current situation leaves us little room to bargain. We hopeyou will reconsider the offer.
Truly
6. 正式提出訂單
Dear Sir: June 15, 2013
We have discussed your offer of 5% and accept it onthe terms quoted. We are prepared to give your product a trial, provided youcan guarantee delivery on or before the 20th of September. The enclosed orderis given strictly on this condition. We reserve the right of refusal of deliveryand/or cancellation of the order after this date.
Truly
7. 確認訂單
Dear Sir: June 20, 2013
Thank you very much for your order of June 15 for 200Deer 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 alltimes.
Sincerely
8. 請求開立信用證
Gentlemen: June 18, 2013
Thank you for your order No. 599. In order to executeit, please open an irrevocable L/C for the amount of US$ 50,000 in our favor.This account shall be available until Sep. 20. Upon arrival of the L/C we willpack and ship the order as requested.
Sincerely
9. 通知已開立信用證
Dear Sir: June 24, 2013
Thank you for your letter of June 18 enclosingdetails of your terms. According to your request for opening an irrevocableL/C, we have instructed the Beijing City Commercial Bank to open a credit forUS$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when theorder has been executed.
Sincerely
10. 請求信用證延期
Dear Sir： Sep. 1, 2013
We are sorry to report that in spite of our effort,we are unable to guarantee shipment by the agreed date due to a strike at ourfactory. We are afraid that your L/C will be expire before shipment. Therefore,please explain our situation to your customers and secure their consent toextend the L/C to Sept.30.
Sincerely
11. 同意更改信用證
Gentlemen: Sept. 5, 2013
We received your letter today and have informed ourcustomers of your situation. As requested, we have instructed the Beijing CityCommercial Bank to extend the L/C up to and including September 30. Please keepus abreast of any new development.
文章來源：萬貓外貿(mào)之家
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