《外贸英语函电》模块二 建立业务关系

外贸英语函电EnglishCorrespondenceforInternationalTradeModule2

EstablishingBusinessRelations模块2建立业务关系Learning

Goals01Knowthekeypointsofwritingemails

topotentialclientsinthehopeofestablishingbusinessrelations.02Getfamiliarwithwords,expressionsandsentencepatternsusefulforwritingtoestablishbusinessrelations.03Beabletowriteeffectivesaleslettersandfollow-upletterstoestablishbusinessrelations.Task1WritingaSalesEmailTask2WritingtoFollowupTask3CommunicationLaboratory目录Situation:

You’reasalesperson.NowyourbossasksyoutodevelopbusinessrelationsintheSouth-Americanmarket.Youunderstandthatyoumaywriteemailstopotentialclientshopingtoestablishbusinessrelationswiththem.Questions:1.Whatshallwedobeforestartingtowritetothepotentialclient?2.Whatshallwementionintheemailstoattractrepliesfrompotentialclients?3.Ifwedon’treceiveanyreplylongaftersendingthefirstemail,howshallwewritetofollowup?Situation项目情景01Task1

WritingaSalesEmail子目录Guidelines1Samples2CorePhrasesandSentencePatterns3Section1GuidelinesWhatisaSalesEmail?1.1PreparationsbeforeWriting1.2ImportantComponentsofaSalesEmail1.3“

Topenuporexpandamarketandpromotesales,companiesneedtoestablishbusinessrelationswithnewcustomers.Writingsalesletters(nowadayssalesemails)isthecheapestandoneofthemosteffectiveways.Nocustomer,nobusiness.WhatisaSalesEmail?salesemail:anemailwrittenbythesellertothebuyerinthehopeofestablishingbusinessrelations.

writtenintheaimofpublicizing(宣传)andsellingaproductoraservicemeantforgeneratingbusiness目的是开发业务aformofadvertising一种广告形式

PreparationsbeforeWritingtoEstablishBusinessRelationFindoutawaytocontactthepotentialclient.AnalyzingthepotentialclientStep2

Step

1

Step1:FindoutaWaytoContactthePotentialClient.TheCommercialCounselor’sOffice(商务参赞处)ChamberofCommerce(商会)ChinaCouncilforthePromotionofInternationalTrade(CCPIT中国国际贸易促进会)governmentorganizations/offices:开发外贸客户的渠道WaystoFindPotentialClientsTraditionalSourcesofclientinformation：ChamberofCommerce商会TheCommercialCounselor’sOffice

商务参赞处

CCPIT（中国国际贸易促进会）tradefair交易会

advertisements广告salesagentsabroad国外的销售代理

oldclientsorfriends老客户或朋友theInternet网络MoreCommonSourcesofClientInformationWaystoFindPotentialClientsbyUsingtheInternet获取外贸潜在客户信息的渠道

.au

(Australia)

(America)www.virgilio.it

(Italy)www.ypag.ru

(Russia)www.wlw.de

(Germany).pk

(Pakistan)searchenginesExportHubECplazaB2BWebsites$$$$FacebookTwitterLinkedInPinterestInstagramYoutubeLineTumblr

etc.SNS（社交媒体推广）1（SocialNetworkingServices）Step

2:AnalyzingthePotentialClientQuestionstoaskourselvesbeforewriting1.

Whoareyousellingto?

-Whoareourpotentialcustomers?

Whydotheyneedourproductorservice?Researchtheprospecttoknow:its

businesspositioning(定位)&itsproductline;itssize;itsmarketsmainsellingpointsandbenefitsofourproductswhichmaybestsuitthepotentialclient.Remembertoputusintheirshoesandthinkabouttheirneeds.2.

Howcanwebestmotivatethemtorespond?

-Ourgoalisto

leadtherecipienttowanttoopen,read,andreplytotheemail.Step

2:Analyzingthepotentialclient市场调研致函客户，表达建交愿望获取客户信息客户回复,同意建交1Writingtoestablishbusinessrelations销售邮件的撰写原则：AIDA原则AIDAPrincipleforWriteaSalesEmailmaketheclientimpressedwithourcompany&products.motivateclientstoread&replyouremailObjectivesofWriting：toadvertiseAIDAPrincipleA=attentiongettheattentionorcuriosityoftheprospectI=interestarouseinterestD=desire

mentionthebenefitsofproductsorservicestoinspirethedesireoftheprospecttobuytheproductsorservicesA=actionencouragetheprospecttotakeactionsuchasreplyingtoouremailorplacinganinquiryStructureofaSalesEmailOpeningBodyClosingthesourceofinformation（信息来源）abriefcompanyintroductionaproduct/serviceintroductiontourgeactionandattractreplySubjectLineDrawattentionArouseinterestExampleSubject:PatentedMountainBikes&RoadCars/ClientofG&K/10YearsExperienceDearMr.Picker,Gladtoknowfromthe

thatyouarealeadingwholesalerofbikesinEurope.

ThisisAlisafromWeichiCo.,Ltd.,awell-establishedmountainbikeandelectricscootermanufacturerinGuangzhou,China.5Wehavemorethan10yearsexperienceintheindustryandhavebeenasupplierofG&Kfor3years,helpingitexpandmiddle-endmarketinEurope.Ifpurchasingfromus,youwillhave:-anexclusivedistributionrightinyourmarket;-astablemarket,asweprovideCEcertifiedqualityproductswithtrendynewdesignsatcompetitiveprices;-professionalmaintenanceandafter-salesservices,aswehaveapoolofexperiencedengineersWithatalentedR&Dteamofmorethan30people,weareabletodesignandreleasenewmodelseverymonth,andanyofourbikesandscootersarepatented.WealsoofferOEMandODMservices,aswellascustomizationservicesforpackagingandlogo.Welcometovisitourfactoryortestoursamples.Pleasereply“Yes”ifyouwouldliketohaveourcataloguesandproductvideos.Bestregards,AlisaChenasubjectlinethesourceofinformation（信息来源）

abriefcompanyintroductionaclosingtourgeactionandattractreplyaproduct/serviceintroductionImportantComponentsofaSalesEmail客户开发邮件的重要组成部分HowtoWritetheSubjectofaSalesEmail?

如何写开发邮件的主题2.11Howimportantisthesubjectline?accordingtoasurvey:69%peoplereportanemailasspam(垃圾邮件)basedonthesubjectlinealone!Situation:Ourcompany:DEFCo.,LtdSpecializein:solarlightBiggestclient:ITALYAIRPORTRecommendedSubjects:Re:GoodQualitySolarLightfromDEFofChinaRe:SolarLight/ItalyAirport'sSupplier/DEFCo.,LtdRe:SolarLight-UNIQUEMODEL/ItalyAirport'sSupplier中间用斜杠或逗号隔开，也可以整合成短语或短句。Situation:Ourcompany:DEFCo.,Ltd.Specializein:solarlightBiggestclient:ITALYAIRPORTToabigcompany(e.g.ADFInc.):

Re:toADFInc./ItalyAirport'sSupplier/DEFCo.,Ltd.Toprice-sensitiveclients(价格敏感客户）:

Re:15%discountforSolarLightfromDEF（discount:折扣）Toaretailer(零售商)whomaywanttoplaceasmallordertotestthemarket:

Re:***USDsolarlight/MOQ:***pcs/DEFCo.,Ltd.(MOQ:MinimumOrderQuantity最小订货量)differentsubjectsfordifferentclientsSALEMoreSamplesBigSeptemberSaleends10pm（限时抢购）FlashSale:BlackRhinosBook50%OffPay$1.99foranewbundleof6STEAMgames(78HOURSONLY!)Increaseyourprofitby25%如何提及信息来源2

HowtoMentiontheSourceofInformationWhydowementionthesourceofinformation?helpfultoconvinceourclientsthatweareawell-establishedcompanyandareliablesupplierinthebusinesscircle.让客户相信，我们是一家信誉卓著的公司，是可靠的供应商。

SupposewemetourpotentialcustomerattheDentalShowandwriteasalesletteraftertheshow,youmaybegintheletterwith:GladtomeetyouintheDENTALSHOW!Dearsirs:

FromGooglesearch,wegetyourcompanyname.WhatIwantisjusttoseethatifwehavethechancetocooperationinthenearfutureornot.

……

……Yourssincerely

JackBetter:understatetheinformationchannelifwejustgettheemailaddressbysearchingtheInternet.

如果只是通过网络搜索获得客户信息，信息来源可模糊化处理。Wesimplysay:

Gladtohear/know/learnthatyouarelookingforsuppliersofleatherbags.GladtoknowthatyouarealeadingwholesalerofbikesinEurope.如何介绍公司3HowtoIntroducetheCompanybusinessscope,history/experienceetc.qualitycontrolprocessR&D(ResearchandDevelopment)capacityproductioncapacity产能tradecapacity(businessperformance)IntroducingtheCompanydistinguishedclients如何介绍产品4HowtoIntroduceProducts?Emphasizebenefits,new/unique/featuredproducts,qualityandservicesconvincetheprospectwithproof:saveupto15%costimproveproductivityby10%haveaproductioncapacityof210,000pcs/month重要信息用粗体字（boldletters）.....................................各要点可用项目编号的形式列出：敦促行动，吸引回复5Urge

ActionandAttractReplyuse“please”,“wouldyouplease…?”tourgereactionoraskquestionstoattractreplyWewillsendyousamplesforfreeifyouwishtohavesamplesforevaluation.WouldyouliketohaveourFREESAMPLEforevaluation?Pleasereply“Yes”tothisemailifyou’dliketohaveourFREESAMPLES.Compare:Section2SamplesSample11Sample22Sample33Sample44样信1Samples1Subject:PatentedMountainBikes&RoadCars/ClientofG&K/10YearsExperience

DearMr.Picker,

Gladtoknowfromthe

thatyouarealeading

wholesalerofbikesinEurope.

ThisisAlisafromWeichiCo.,Ltd.,awell-establishedmountainbikeandelectricscootermanufacturerinGuangzhou,China.5Wehavemorethan10yearsexperienceintheindustryandhavebeenasupplierofG&Kfor3years,helpingitexpandmiddle-endmarketinEurope.

1.在电子邮件的“主题”处，用词组的形式列出我司产品的主要优势或特点，体现我司实力的关键点，我司的主要产品或特色产品或提供的折扣等，吸引客户打开邮件并阅读；中间用斜杠或逗号隔开，也可以整合成短语或短句。2.尽可能找出收件人姓名，这样可使称呼更亲切，尽量不要用“DearSir/Madam”。陈述信息来源（如某某组织机构、交易会、展览会、广告、国外代理商、客户或朋友、跨境电商平台或网站），以佐证我司的可靠性及实力。4.写出写信人名字、公司的简称、所在省或市和/或其在中国的地理位置。用几句话简要介绍公司，列出关键信息以及能体现公司优势的要点，如公司业务范围、历史、主要产品、生产能力、销售业绩、主要市场、研发能力和重要客户等。Ifpurchasingfromus,youwillhave:-anexclusivedistributionrightinyourmarket;-astablemarket,asweprovideCEcertifiedqualityproductswithtrendynewdesignsatcompetitiveprices;-professionalmaintenanceandafter-salesservices,aswehaveapoolofexperiencedengineers

WithatalentedR&Dteamofmorethan30people,weareabletodesignandreleasenewmodelseverymonth,andanyofourbikesandscootersarepatented.WealsoofferOEMandODMservices,aswellascustomizationservicesforpackagingandlogo.

Welcometovisitourfactoryortestoursamples.Pleasereply“Yes”ifyouwouldliketohaveourcataloguesandproductvideos.5.简明列出与我司合作可带给客户的收益，介绍我司的新产品或特色产品、独家的设计、样式或型号以及我司的产品质量、销售情况、所获的质量认证、客户满意度和/或我们可提供的特色服务。这些内容可用项目编号的形式一一列出重要信息用粗体。6.结尾可邀请客户验厂，提出可以提供产品目录、产品视频、折扣或免费样品等，以吸引收件人的注意；在本封邮件中，发件人提出收件人只需简单回复“yes”即可获得我方的产品目录和视频，意在提升客户开发邮件的回复率。leadingadj.领先的wholesalern.批发商releasev./n.公布；发布R&D:ResearchandDevelopment研发manufacturern.生产商、制造商 distributionn.分销、经销maintenancen.维护、维修customizationn.定制catalogue(catalog)n.产品目录middle-endmarket

中端市场exclusive

adj.专有的，独有的exclusivedistributionright

独家经销权

scooter

n.（儿童）滑板车CoreVocabularyOEM原始设备制造商,指由委托方设计或制定规格，由被委托方生产产品。（OriginalEquipmentManufacturer）ODM（OriginalDesignManufacturer）原始设计制造商。指生产方根据委托方要求，提供从研发、设计到生产、维护的全部服务，即生产方有设计能力，从设计到生产都由生产方自行完成。样信2Samples2Subject:SupplierofSDM&STARmats/15%discountDearMr.Crajicek,Gladtoknowthatyouarealeadingwholesaleroffiberglass.ThisisJackfromHuirongCo.,Ltd.inTianjin,acityinNorthChina.Wehavebeenengagedinexportingfiberglassproductsfor7years,supplyingmatwithsuperiorquality&reasonableprices.WehavepassedISO9001andallourproductsareCEcertified.OurdistinguishedclientsincludingSDMandSTARMATSarequitesatisfiedwithourproducts.Ifyoupurchasefromus,youwillhavethefollowingbenefits:-savingcostforupto10%comparedwithproductsofthesamekind.-on-timedelivery,aswehaveaproductioncapacityofupto210,000pcs/monthWewouldliketoextendaspecialofferforyourfirstsampleorder,witha15%discount(forthefirstcontainer).Pleaseletusknowifyou’dliketohaveourFREESAMPLES.Thanks&bestregards,JackLibeenengagedin从事（某一业务).......certified获得......的认证distinguishedadj.重要的；尊贵的productioncapacity产能containern.集装箱CoreVocabularymiddle-endmarket中端市场exclusiveadj.专有的；独有的exclusivedistributionright独家经销权 ExtendedVocabulary样信3Samples3Subject:VendorofWal-Mart/13yearsexperience/manufacturerDearMs.Drabarangs,Gladtolearnyou'reinthemarketforPPEproducts.We,AnduSafety,areoneofthemajormanufacturersandsuppliersofpersonalprotectiveequipmentinGuangzhou,China.With250workers,30,000m2dust-freeworkshopand13yearsexperience,wehavebeenavendorofWal-Martfor4yearsandhaveestablishedstablerelationswithourglobalclients.OurmainproductscovermostPPEindustryproductsandourfeaturedproductsarealltypesofsafetyvests,whichareISO&CEcertified.Pleasetellusifyou’dliketohaveourpricelistandsamples.Bestregards,RockySample3vendorn.卖主；供应商inthemarketfor...求购...workshopn.车间CoreVocabularyPPEpersonalprotectiveequipment个人防护用品coveralln.罩衣vest

n.马甲ExtendedVocabulary样信3Samples3Sample4Subject:topjewelryOEM/ODMmanufacturer/MOQ:30pcsHiMr.Dantini,ThisisJessiefromKATTEJEWELRYCOMPANY,oneofthetopprofessionaljewelryOEM/ODMmanufacturersinSouthChina,supplyinganddesigning925silverjewelryandfashionjewelryinbrassandalloy,whichareoffashionabledesignsandmadeofsafematerials.Foratrialorder,weacceptasmallMOQofonly50pieces.FREESAMPLESareofferedfortestingthequality.Anyquestions,pleasecontactmedirectly.Bestregards,在邮件正文中插入图片，若要观感较好，图片尺寸一般建议介于600px-800px之间。若插入多张图片，注意需要统一尺寸和明亮度。MOQminimumorderquantity最小订单量；起订量jewelryn.珠宝；首饰trialorder试购；试订单CoreVocabularybrassn.黄铜alloyn.合金ExtendedVocabularyCore

PhrasesandSentencePatterns1.StatetheSourceofInformationorWhatWeKnowabouttheProspect例句gladtoknow/learn(from......)that...1Gladtoknowfromthatyouareanimporterofmechanicalproducts.Gladtolearnthatyouarelookingforsuppliersofleatherbags.22Welearnfromthatyouareexperiencedintheimportofengineeringequipment.例句learnfrom...1Welearnfromthatyouarelookingforsuppliersofleatherbags.例句inthemarketfor1Gladtoknowthatyouareinthemarketforelectricsaws(电锯).2Wearegladtolearnthatyouareinthemarketforcartools.2.Introduce

theCompany例句mentionbusinessscope&historyWeareoneoftheleadingmanufacturersofvariouskindsofleatherbagsinChina,havingbeenengagedinthislinesince1997.Wearealeadingsupplierofelectricmotorsinawiderangeofspecifications.Wehavebeenaprecisiongear(高精度齿轮)manufacturersince2001.Wehavebeenspecializedinexportingheavytrucksandrelatedpartsandcomponentsfor10years.例句Mentionproductioncapacity,businessperformanceandR&Dcapacity:Ourproductioncapacityofweldingmachine(焊接机)reaches60,000sets/year.Our

gross

salesreachedUS$1billionlastyear.WehaveaprofessionalR&Dteamofover30

seniorengineers.OurannualrevenueisaroundUS$50million.Coca-Cola,Nestle,DisneyandPepsiareamongourdistinguishedclients.WehavebeenavendorofWal-Martsince2005.OurLEDlightswereusedatthe2012SummerOlympicGames.例句Mentiondistinguishedclients,pilotprojects(样板工程),etc.:linen.行业；业务范围specificationn.规格bespecializedin...专注于......gross

sales总销售额annualrevenue年营业额CoreVocabulary3.IntroducetheProducts例句Emphasize

benefitstotheclientYouwillhavethefollowingbenefits:savingupto15%cost.on-timedelivery,aswehaveaproductioncapacityof210,000pcs/month.OurtrainingApp.willhelpyoureducerecruiting(招聘)andtrainingcost.例句Mentionnew/unique/featuredproducts,designs,stylesormodelsUpto5newsmartphoneaccessoriesarereleasedmonthly.WesupplyLEDTVandvideowallswiththelatestdigitaltechnology.例句HighlightqualityofourproductsOursmartwatchesareCE,ROHSandFCCcertified.ThetoysmeetCE,ASTMandCPSIAstandards.Ournotebookcomputerfeaturesalongbatterytime,withpowerconsumption5%lowerthanproductsofitssamekind.例句MentionserviceswecanprovideWeprovideOEM&ODMservicesforracingcartoys.Customizationserviceisprovidedforitspackaging.Ourexperiencedengineerswillprovideprofessionalmaintenanceandafter-salesservices.full12-yearwarrantyisprovidedforthesolarpanel(太阳电池板).4.UrgingActionandAttractReplyWouldyouliketohaveourFREESAMPLEforevaluation?For......,please......ForafreeconsultationaboutourApp.,pleasereply“OK”tothisemail.Formoreinformation,pleasereply“OK”.Wouldyouliketo......?例句例句If......,please......Ifyou’dliketohaveourFREESAMPLES,pleasereply“Yes”tothisemail.accessoryn.配件；配饰latest adj.最新的digitaltechnology 数字技术meet......standards 达到......标准feature n.特色；特点

v.以......为主要特点powerconsumption 耗电量warranty n.保修guarantee n.担保consultationn.咨询CoreVocabulary02WritingtoFollow-upTask2子目录Guidelines1Samples2CorePhrasesandSentencePatterns3GuidelinesIfwedon'treceiveanyreplylongaftersendingasalesletter,whatshallwedo?Theansweristofollowup.Followingupisanimportantstepinoureffortstoestablishbusinessrelationswithpotentialclients.Whenfollowingup,wedrawtherecipient'sattentionbymentioningourpreviousemail:“InmyemailofOct.20,I......”.Ifwehavemettheclient,weshouldremindhim/herbywriting“Wemetat......”.

What'smoreimportant,itissuggestedthatweusesomethingmoretocatchhisattention.Forexample:bestsellersanewproductlaunchedaproductpromotionwiththespecialofferinvitingtherecipienttovisitourboothatatradefairinvitingtherecipienttovisitourcompanyorfactoryholidayregardsSamples

Subject:Re:Patented

mountainbikes&roadcars

/clientofG&K/10yearsexperience1DearMr.Picker,Meagain,AlisafromWeichi.DidyoureceivemyemailofOct.15?2I'dliketorecommendoneofourBESTSELLERStoyou.Itiswell-receivedintheEuropeanmarketandwehaverepeatedordersfromourclients.Wouldyouliketohaveatryinyourstate?Attachedarethephotosandspecifications.FREEsamplesofimportantcomponentsusedinourbikeswillbesenttoyouuponrequestKindregards,AlisaSample1followupafterasalesemail4.吸引收件人回复我们的邮件。1.可选择回复前一封客户开发邮件（选择“全部回复”），这样显示“Re:”字样，让客户知道我们之前有写过邮件，同时前一封邮件的内容就能显示在邮件下方。可保留前一封客户开发邮件的标题；也可以另拟标题，突出本跟进邮件的主要内容）。2.提醒客户我们之前写过邮件。3.推荐热销产品或促销产品，以吸引收件人的注意；或者邀请收件人在贸易展览会上参观展位、参观公司或工厂等。单词CoreVocabularyrecommend v.推荐bewell-received反响很好，受到欢迎repeatedorder续订单，续订Subject:Re:NewDesignofMountainBikesfromWeichiDearMr.Picker,Meagain,AlisafromWeichi.InmyemailofOct.20,Irecommendahotsaleitem.Areyouinterestedinit?Wealsodevelopanewdesignformountainbikesrecently.We'regladtotellyouthatabigorderforthenewmountainbikewasjustplacedbyaclientfromSouthAmerica.Attachedisthephotoofthenewdesign.Anyadviceonit?Bestregards,AlisaSample2thesecondfollow-upemail1.在邮件主题中，用“新设计”这个点来吸引潜在客户。2.为公司新设计的产品寻求潜在客户的意见。如果客户打开图片看并发来一些改进意见，我们就有了进一步跟进的理由。Subject:Re:CantonFairInvitationfromWeichi,Oct.31toNov.4,GuangzhouChinaHiMr.Picker,Goodday.It'sme,AlisafromWeichi.WillyouattendthecomingCantonFairfromOct.31sttoNov.4th,2019?Ifyes,you'rewelcometovisitourbooth.

BoothNo.:16.2H37

CompanyName:WeichiCo.,Ltd.

Date:Phase3,Oct.31sttoNov.4th,2019Attachedisaninvitationletterfromus.Lookforwardtomeetingyou.Ifyouneedanyhelporhaveanyquestions,pleasecontactme.AlisaSample3inviteaclienttoattendatradefair1.在邮件主题里写出所有重要信息：写信目的（邀请参加广交会）、广交会时间及地点、邀请方公司名称。即使收件人没有打开邮件，重要信息也一目了然。另外，公司的名字也写出来，即使收件人没有打开邮件，只要收件人扫了一眼邮件主题，推广我方公司的目的也达成了一部分。2.在正文写出所有收件人参加展会所需的信息，并附上邀请函（邀请函里列出更详细信息并为潜在客户提供更多指引）。单词CoreVocabularyCantonFair广交会boothn.展位phasen.阶段；时期Subject:CustomizedMountainBikes(AlisafromWeichi/WeMetToday)HiMr.Picker,Niceevening.ThisisAlisafromWeichi.Wemettoday.Pleasecheckourphotoonthebooth.Aboutthemountainbikesthatyou'reinterestedin,pleasefindtheattacheddatasheetandpictures.Pricemaydifferslightlyfordifferentspecificationsanddifferentsizesoforders.Formorerequirements,justinformorvisitus.SincerelyAlisaSample3inviteaclienttoattendatradefair1.

潜在客户白天参观了我们的展位后，我们当天晚上发出了跟进邮件。在邮件主题写明与客户在展会上见过，唤起客户的记忆。2.客户一天可能去了好多个展位参观，附上展会时与收件人的合影，有助于进一步唤起客户的记忆。CoreVocabularydatasheet 数据表

inform v.告知单词Core

PhrasesandSentencePatterns例句I'dliketorecommend......I'dliketorecommendoneofourBESTSELLERStoyou.I'dliketorecommendouruniquemodel.例句Attachedis(are)......Attachedarethephotosandspecifications.Attachedisourlatestcatalogue.例句.......willbesentuponrequest.Freesampleswillbesenttoyouuponrequest.Adetailedquotationsheetwillbesenttoyouuponrequest.Tips

业务点津03如何写客户开发邮件？1.语言简洁

客户开发邮件：是一种广告营销邮件，因此要非常注重其营销功能。比其他类型的函电更强调简洁性，只在邮件里写入能够有助于推销我们公司及产品或服务的内容，其他内容尽量不要放。下述这封客户开发邮件的很多地方可以删减及修改：DearKatherine:ThanksfortakingthetimetoreadmyEmail.Iknowyou’reverybusy.

ThisisCattyfromDEFCo.,Ltd.inShenzhen.Verygladtowritetoyouhere!It'smypleasuretobeonserviceofyouifpossible!

IcangiveyoutheCSMinverycompetitivepriceandhigherquality.Ifyouneedmoreinformation,pleasegotoourwebsite:.

Iwonderifyouneedthisproduct;ifyouareinterestedinourproducts,pleasekindlyreturnthismail.Maybenowyouhaveregularbusinesspartner.ifso，pleaseleavemymessageinyouremailbox,maybesomedayitwillbeuseful.Welcometovisitourcompanyifyouhavetime!We'llarrangethecartopickyouupfromtheairport.

It'sconvenienttovisitourcompany,just50kilometersfromtheairport!

YourssincerelyCattyDEFCo.,LtdTel:***Fax:***Mail:***Website:

邮件要注意选择送达时间，需留意时差以及对方上班时间及节假日安排。例如：欧美基本上礼拜六天不上班；阿拉伯和穆斯林国家礼拜五不上班等。

跟进潜在客户切记过于频繁，令人厌烦；最重要的是找准客户的潜在需求。若客户一直没有回应，可一个月或两个月跟进一次，重点是让客户记住我们，知道我们公司主要做什么产品，主要优势是什么。

2.发送时间及频率3.注意避免被判定为垃圾邮件（spam）

发客户开发邮件，最怕被判定为垃圾邮件而导致被邮箱拒收。一般来说，如下情况被判定为垃圾邮件的机率比较高：1.未经收件人允许的一段时间内，发送频率过快，内容重复度过高；2.对方未订阅但发件人发送附件；3.邮件中含有spam高频词。

因此，第一封开发信尽量不要使用附件(attachment)，如果带附件，一般不超2M。

以下为与销售有关的spam高频词。如果你的开发信被退回，可尝试修改，去掉这些spam高频词：

free,discount,opportunity,win,winner,cheap,deal,price,rate,profit,save,merchant,stock,actnow,callnow,subscribenow,opportunity,compare,check,cash,bonus,credit,buydirect,getpaid,ordernow,specializing,specialized,offer,pleaseread,don'tdelete,specialpromotion.04CommunicationLaboratory

业务训练I.VocabularyFillineachofthefollowingblankswithaproperword/wordsgiveninthebox.Changetheformwherenecessary.1.FYI(foryourinformation),thePPEproducts_______inEurope.2.Wearea_________manufactureroftop-classdigitalitems,suchastabletPCs,mobilephonesandaccessories.Wehavea__________R&Dteamandareableto________atleast5newmodelsmonthly.3.Wearedevotedtodeveloping,producingandsellingtop-classdigitalitemsat___________prices.4.

Ourproductioncapacity_____30,000setsmonthly.5.

Iwouldliketo_________ourlatestitemNo.CA77T.6.

Asa

major

auto

manufacturer,wekeeponimprovingour

after-sale

services,includingextendingthe________

period.

reachreasonablesellwellprofessionalleadingreleasewarrantyrecommendsellwellleadingprofessionalreleasereasonablereachesrecommendwarrantyII.Translations(fromChinesetoEnglish):1.很高兴从贵司网站上了解到贵司是机器人玩具的主要经销商(dealer)之一。2.我司是广东省领先的体育用品生产商，从2003年起从事该行业。3.我司的月产能是两百万台户外太阳能（solar）LED灯。4.我司的大客户有LLA,