如何写好外贸函电-袁庆平

1、讲师：袁庆平讲师：袁庆平如何写好外贸函电如何写好外贸函电 国际贸易中，贸易的双方往往是远隔国际贸易中，贸易的双方往往是远隔千山万水，千山万水，90%的沟通是通过互联网。的沟通是通过互联网。 网络沟通有多种方式，如：电子邮网络沟通有多种方式，如：电子邮件，件，MSN，SKYPE， YAHOO通，通，TRADE MANAGER。 与普通信函和电话相比，与普通信函和电话相比，“电子邮件电子邮件”以它快捷，经济和安全等特点而成为目以它快捷，经济和安全等特点而成为目前在国际贸易中最普遍应用的沟通方式。前在国际贸易中最普遍应用的沟通方式。一一. 写好外贸函电的基础写好外贸函电的基础良好的良好的_基础基础基

2、本的沟通，专业术语的掌握基本的沟通，专业术语的掌握-“过犹不及过犹不及”对公司和产品的熟悉对公司和产品的熟悉二二. 写外贸函电的步骤写外贸函电的步骤 _ 电子邮件电子邮件 1. 逐字逐句的读；逐字逐句的读； 2. 不放过任何不放过任何“不明白的句子不明白的句子”和和“不认识不认识的单词的单词”； 3. 注意句子的注意句子的“主语主语”和和“宾语宾语”， 明白他们所指代的对象。明白他们所指代的对象。“歧义句歧义句”二二. 写外贸函电的步骤写外贸函电的步骤 整理整理_ 1. 英语不是我们的母语，我们很难做英语不是我们的母语，我们很难做到到“下笔如有神下笔如有神”。如果事先将自己要。如果事先将自己要

3、表达的几点列一个表达的几点列一个_，再下笔的时，再下笔的时候思路会非常的清晰，而且不会有遗候思路会非常的清晰，而且不会有遗漏；（漏；（电话沟通电话沟通） 2. 思路清晰的邮件会给客户留下良好思路清晰的邮件会给客户留下良好的印象。的印象。二二. 写外贸函电的步骤写外贸函电的步骤 写写邮件邮件 _邮件邮件 1. 对邮件进行瘦身简化；对邮件进行瘦身简化； 2. 检查是否有拼写错误，数字是否正确；检查是否有拼写错误，数字是否正确； 3. 表达的意思是否明确、清楚、完整；表达的意思是否明确、清楚、完整； 4. 检查收件人、检查收件人、_是否正确。是否正确。二二. 写外贸函电的步骤写外贸函电的步骤 发送发

4、送邮件邮件 1. 邮件邮件“标题标题” 简洁、清楚的标题可简洁、清楚的标题可以引起客户的注意，吸引客户阅读；以引起客户的注意，吸引客户阅读； 2. 清楚的清楚的“标题标题”便于自己日后查找相便于自己日后查找相关内容；关内容； 3. “签名档签名档” 内容完整、有序。内容完整、有序。邮件标题举例：邮件标题举例：“ ALK Supplier of Plastic Machinery, China”“ David 15 new designs of vase”“ 10% discount of leather gloves, stock available! ”写外贸函电的几点原则：写外贸函电的几点

5、原则： 准确性准确性 内容的准确性内容的准确性 比如：报价比如：报价 - 计算的准确计算的准确 - 角色的转换角色的转换 拼写和语法拼写和语法 收件人和抄送人收件人和抄送人写外贸函电的几点原则：写外贸函电的几点原则： 简洁、明了简洁、明了例：第一封回信例：第一封回信 Dear Carol, We are very interested in your T shirts, could you give me a quotation and supply several pieces of samples for free? Best regards, Alice Williams Manager

6、 of xxxDear Ms. Williams,Its a great pleasure for us to receive your inquiry dated on Jan.24, 2011.We are very glad to make use of this rare chance to establish our business relationship with you! Besides of T shirts, we also have a lot of good sales products, we would like to introduce them to you

7、too. I believe you will be very satisfied with them too. The quotation of our t-shirts is US$2.85/pc. Our price is very competitive, I believe you will be satisfied with this price, and have very big sale in your market. Your prompt reply will be highly appreciated! We are looking forward to receive

8、 your early reply! We will establish a long-term business relationship with our good quality and good price!Your sincerely,Carol WangDear Alice,Very glad to receive your inquiry!Happy to know you are interested in our t-shirts. Before I quote you the price, I need know your target qty and finishing

9、method. Would you buy Natural color or Dyed ones? Our normal MOQ for t-shirts is 500pcs per color, total 2,000pcs per order. Our companys policy dont allow us to supply samples for free. But if you can supply your courier A/C no., I would like to send several samples for your reference after other d

10、etails were confirmed.Waiting for your early reply!By the way, I have listed my contact info below. If you have any other questions, please add my MSN or Skype. I will be very glad to discuss with you.Best regards,Carol WangGarment Dep. SalesE-mail: MSN: SKYPE: xxxxxxTel: 86-532-1234567Fax: 86-532-7

11、654321写外贸函电的几点原则：写外贸函电的几点原则： 简洁、明了简洁、明了 1. 用简单、熟悉、常用的词，尽量不用生用简单、熟悉、常用的词，尽量不用生词或者连自己都搞不通的词；词或者连自己都搞不通的词； 2. 尽量用尽量用_，不要用，不要用_； 3. 坚决删掉与主题无关的内容，如客套、坚决删掉与主题无关的内容，如客套、寒暄等。寒暄等。写外贸函电的几点原则：写外贸函电的几点原则： 条理清晰条理清晰 完整完整 专业专业 量化量化 例：一封邮件包含多项事情例：一封邮件包含多项事情Dear Carol,Thanks for your hard work recently and hope ever

12、ything is going fine there! Here we have some requests on the on-going things.For t-shirts, when can you supply me the color samples, and when can I receive the size sample? Do you have any idea of the delivery time after we confirmed everything? Some of our customers urgently need some fabrics of o

13、ur last order, could you send 2 rolls by air first? I also need the quotation of the below fabrics, A. & B. I need your price to confirm the order with my customer. I can probably arrange some payment of our last order.Take care, AliceDear Alice,Yes, everything is going fine here, dont worry. Pl

14、ease check my reply below:For t-shirts, when can you supply me the color samples, and when can I receive the size sample? Do you have any idea of the delivery time after we confirmed everything?Carol: Both color samples & size samples will be finished within 2 days, I will send them by FedEx as

15、soon as I got, and inform you the tracking no.After you confirmed all the samples, we can finish the whole order within 2 months as we quoted you before.Some of our customers urgently need some fabrics of our last order, could you send 2 rolls to me by air first? Carol: Yes, no problem we can send 2

16、 rolls first. How about around 150m? Send to LA still? The freight cost will be around US$600 for 150m. I can send them out within 3 days after you confirmed.I also need the quotation of the below fabrics, A. & B. I need your price to confirm the order with my customer. Carol: MOQ for both fabri

17、cs is 500m. A price is : FOB QINGDAO, US$xxxB price is : FOB QINGDAO, US$xxxPlease inform me after you get confirmation from your customer.I can probably arrange some payment of our last order.Carol: Great News! How much you can arrange? Please send bank receipt after you wired. Thanks!Best regards,

18、CarolTake care, Alice写外贸函电的几点原则：写外贸函电的几点原则： 条理清晰条理清晰 根据客户的问题或内容，将客户的邮件根据客户的问题或内容，将客户的邮件分为几段。然后分别在客户的邮件下以分为几段。然后分别在客户的邮件下以不同的不同的_或或_回答。回答。写外贸函电的几点原则：写外贸函电的几点原则： 完整完整 比如报价：比如报价： 报价不仅仅是一个价格，还有其相报价不仅仅是一个价格，还有其相对应的数量，包装方式，运输方对应的数量，包装方式，运输方式，付款方式，质量要求等等式，付款方式，质量要求等等写外贸函电的几点原则：写外贸函电的几点原则： 专业专业1. 尽量使用专业术语，即尽量使用专业术语，即“行话行话”；2. 专业精神：诚信，细致，严谨；专业精神：诚信，细致，严谨；3. 风险的防范。风险的防范。写外贸函电的几点原则：写外贸函电的几点原则： 量化量化 能量化的东西尽量都量化，不要用能量化的东西尽量都量化，不要用一些一些_的形容词的形容词 例如：例如：as quickly as I can, soon, big, high要写成：要写成：within 2 hours, tomorrow afternoon, reach 2000metersDear