如何写好外贸函电-袁庆平.ppt

如何写好外贸函电如何写好外贸函电 讲师：袁庆平讲师：袁庆平 国际贸易中，贸易的双方往往是远隔千国际贸易中，贸易的双方往往是远隔千 山万水，山万水，90%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：电子邮件，网络沟通有多种方式，如：电子邮件， MSNMSN，SKYPESKYPE， YAHOOYAHOO通，通，TRADE TRADE MANAGERMANAGER。 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” ”以它以它 快捷，经济和安全等特点而成为目前在国快捷，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。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 良好的英语基础良好的英语基础 基本的沟通，专业术语的掌握基本的沟通，专业术语的掌握 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 读读 电子邮件电子邮件 1. 1. 逐字逐句的读；逐字逐句的读； 2. 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“ “不认识的不认识的 单词单词” ”； 3. 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，明白他们 所指代的对象。所指代的对象。 二二. . 写外贸函电的步骤写外贸函电的步骤 整理整理思路思路 1. 1. 英语不是我们的母语，我们很难做到英语不是我们的母语，我们很难做到“ “下下 笔如有神笔如有神” ”。如果事先将自己要表达的几点。如果事先将自己要表达的几点 列一个提纲，再下笔的时候思路会非常的列一个提纲，再下笔的时候思路会非常的 清晰，而且不会有遗漏；清晰，而且不会有遗漏； 2. 2. 思路清晰的邮件会给客户留下良好的印思路清晰的邮件会给客户留下良好的印 象。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 检查检查邮件邮件 1. 1. 对邮件进行瘦身简化；对邮件进行瘦身简化； 2. 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. 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. 4. 检查收件人、抄送人是否正确。检查收件人、抄送人是否正确。 二二. . 写外贸函电的步骤写外贸函电的步骤 发送发送邮件邮件 1. 1. 邮件邮件“ “标题标题” ” 简洁、清楚的标题可以引简洁、清楚的标题可以引 起客户的注意，吸引客户阅读；起客户的注意，吸引客户阅读； 2. 2. 清楚的清楚的“ “标题标题” ”便于自己日后查找相关内便于自己日后查找相关内 容；容； 3. 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 ALK Supplier of Plastic Machinery, China Supplier of Plastic Machinery, China” ” “ “ David David 15 new designs of vase 15 new designs of vase” ” “ “ 10% discount of leather gloves, stock 10% discount of leather gloves, stock available! available! ” ” 邮件标题之邮件标题之4 4忌：忌： 1.1.忌空白标题；忌空白标题； 2.2.忌中文标题；忌中文标题； 3.3.忌长话标题；忌长话标题； 4.4.忌问候标题；忌问候标题； 写外贸函电的几点原则：写外贸函电的几点原则： 准确性准确性 内容的准确性内容的准确性 例：报价例：报价 1. 1. 是否是客户需要的产品；是否是客户需要的产品； 2. 2. 其他附加条件是否已经考虑在内；其他附加条件是否已经考虑在内； 3. 3. 价格计算是否准确。价格计算是否准确。 写外贸函电的几点原则：写外贸函电的几点原则： 准确性准确性 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,Dear Carol, We are very interested in your T shirts, could you give me a We are very interested in your T shirts, could you give me a quotation and supply several pieces of samples for free?quotation and supply several pieces of samples for free? Best regards, Best regards, Alice Williams Alice Williams Manager of xxx Manager of xxx Dear Ms. Williams,Dear Ms. Williams, Its a great pleasure for us to receive your inquiry dated on Jan.24, Its a great pleasure for us to receive your inquiry dated on Jan.24, 2011.2011. We are very glad to make use of this rare chance to establish our 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 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 too. I of good sales products, we would like to introduce them to you too. I believe you will be very satisfied with them too. The quotation of our tbelieve 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 -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. be satisfied with this price, and have very big sale in your market. Your prompt reply will be highly appreciated! We are looking forward Your prompt reply will be highly appreciated! We are looking forward to receive your early reply! We will establish a long-term business to receive your early reply! We will establish a long-term business relationship with our good quality and good price!relationship with our good quality and good price! Your sincerely,Your sincerely, Carol WangCarol Wang Dear Alice,Dear Alice, Very glad to receive your inquiry!Very glad to receive your inquiry! Happy to know you are interested in our t-shirts. Before I quote you the Happy to know you are interested in our t-shirts. Before I quote you the price, I need know your target price, I need know your target qtyqty and finishing method. Would you buy and finishing method. Would you buy Natural color or Dyed ones? Our normal MOQ for t-shirts is 500pcs per Natural color or Dyed ones? Our normal MOQ for t-shirts is 500pcs per color, total 2,000pcs per order. color, total 2,000pcs per order. Our companys policy dont allow us to supply samples for free. But if you can 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 supply your courier A/C no., I would like to send several samples for your reference after other details were confirmed.reference after other details were confirmed. Waiting for your early reply!Waiting for your early reply! By the way, I have listed my contact info below. If you have any other 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 questions, please add my MSN or Skype. I will be very glad to discuss with you.you. Best regards,Best regards, Carol WangCarol Wang Garment Dep. SalesGarment Dep. Sales E-mail: E-mail: MSN: MSN: XXXXXXXX SKYPE: XXXXXSKYPE: XXXXX Tel: 86-532-1234567Tel: 86-532-1234567 Fax: 86-532-7654321Fax: 86-532-7654321 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. 1. 用简单、熟悉、常用的词，尽量不用生词用简单、熟悉、常用的词，尽量不用生词 或者连自己都搞不通的词；或者连自己都搞不通的词； 2. 2. 尽量用短句，不要用长句；尽量用短句，不要用长句； 3. 3. 坚决删掉与主题无关的内容，如客套、寒坚决删掉与主题无关的内容，如客套、寒 暄等。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,Dear Carol, Thanks for your hard work recently and hope everything is going Thanks for your hard work recently and hope everything is going fine there! Here we have some requests on the on-going things.fine there! Here we have some requests on the on-going things. For t-shirts, when you can supply me the color samples, and when For t-shirts, when you can supply me the color samples, and when I can receive the size sample. And do you have any idea of the I can receive the size sample. And do you have any idea of the delivery time after we confirmed everything? Some of our delivery time after we confirmed everything? Some of our customers urgently need some fabrics of our last order, could you customers urgently need some fabrics of our last order, could you send 2 rolls to me by air first? I also need the quotation of the send 2 rolls to me by air first? I also need the quotation of the below fabrics, A. & B I need your price to confirm the order below fabrics, A. & B I need your price to confirm the order with my customer. I can probably arrange some payment of our with my customer. I can probably arrange some payment of our last order.last order. Take care, Take care, AliceAlice Dear Carol,Dear Carol, Yes, everything is going fine here, dont worry. Please check my reply Yes, everything is going fine here, dont worry. Please check my reply below:below: For t-shirts, when you can supply me the color samples, and when I can For t-shirts, when you can supply me the color samples, and when I can receive the size sample. And do you have any idea of the delivery time receive the size sample. And do you have any idea of the delivery time after we confirmed everything?after we confirmed everything? Alice: Both color samples & size samples will be finished within 2 days, I Alice: Both color samples & size samples will be finished within 2 days, I will send them by FedEx as soon as I got, and inform you the tracking no.will send them by FedEx as soon as I got, and inform you the tracking no. After you confirmed all the samples, we can finish the whole order After you confirmed all the samples, we can finish the whole order within 2 month as we quoted you before.within 2 month as we quoted you before. Some of our customers urgently need some fabrics of our last order, Some of our customers urgently need some fabrics of our last order, could you send 2 rolls to me by air first? could you send 2 rolls to me by air first? Alice: Yes, no problem we can send 2 rolls first. How about around 150m? Alice: Yes, no problem we can send 2 rolls first. How about around 150m? Send to LA still? The freight cost will be around US$600 for 150m. I Send to LA still? The freight cost will be around US$600 for 150m. I can send them out within 3 days after you confirmed.can send them out within 3 days after you confirmed. I also need the quotation of the below fabrics, A. & B I need your I also need the quotation of the below fabrics, A. & B I need your price to confirm the order with my customer. price to confirm the order with my customer. Alice: MOQ for both fabrics is 500m. Alice: MOQ for both fabrics is 500m. A price is : FOB QINGDAO, A price is : FOB QINGDAO, US$xxxUS$xxx B price is : FOB QINGDAO, B price is : FOB QINGDAO, US$xxxUS$xxx Please inform me after you get confirmation from your customer.Please inform me after you get confirmation from your customer. I can probably arrange some payment of our last order.I can probably arrange some payment of our last order. Alice: Great News! How much you can arrange? Please send bank receipt Alice: Great News! How much you can arrange? Please send bank receipt after you wired. Thanks!after you wired. Thanks! Best regards,Best regards, AliceAlice Take care, Take care, CarolCarol 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 1. 1. 分段，每件事情分一段；分段，每件事情分一段； 2. 2. 根据客户的问题或内容，将客户的邮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件分为几段。然后分别在客户的邮件 下以不同的字体或颜色回答。下以不同的字体或颜色回答。 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，还有其相对报价不仅仅是一个价格，还有其相对 应的数量，包装方式，运输方式，付应的数量，包装方式，运输方式，付 款方式，质量要求等等款方式，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. 1. 尽量使用专业术语，即尽量使用专业术语，即“ “行话行话” ”； 2. 2. 专业精神：诚信，细致，严谨专业精神：诚信，细致，严谨 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，不要用一些能量化的东西尽量都量化，不要用一些 模棱两可的形容词模棱两可的形容词 例如：例如：as quickly as I can, soon, big, highas quickly as I can, soon, big, high 要写成：要写成：within 2 hours, tomorrow within 2 hours, tomorrow afternoon, reach 2000metersafternoon, reach 2000meters Dear Alice,Dear Alice, We got your information from xxx, knowing you are a We got your information from xxx, knowing you are a famousefamouse wholesellerwholeseller of of babywearsbabywears. . We are a leading manufacturer in Childrens wear in China, our products have We are a leading manufacturer in Childrens wear in China, our products have been exported to customers all over the world, such as been exported to customers all over the world, such as xxxxxxxx. You can learn . You can learn more info about our company through the website I listed below.more info about our company through the website I listed below. Please dont hesitate to contact us if you have any questions, and we will be Please dont hesitate to contact us if you have any questions, and we will be very happy to establish a long term business relationship with you in the very happy to establish a long term business relationship with you in the near future. near future. Waiting for your early reply!Waiting for your early reply! Best regards,Best regards, Carol WangCarol Wang Garment Dep. SalesGarment Dep. Sales E-mail: E-mail: Website: www. Website: www. AA MSN: MSN: XXXXXXXX SKYPE: XXXXXSKYPE: XXXXX Tel: 86-532-1234567Tel: 86-532-1234567 Fax: 86-532-7654321Fax: 86-532-7654321 跟进邮件跟进邮件 已成交客户已成交客户 催款催款 备货情况及时沟通备货情况及时沟通 发货后的及时通报船务信息发货后的及时通报船务信息 后期跟踪到货情况后期跟踪到货情况 催促客户翻单催促客户翻单 其他产品的推介其他产品的推介 Dear Mr. Field,Dear Mr. Field, Due to rising price in the world-wide Garments market, from Due to rising price in the world-wide Garments market, from October 1, price for our products will increase by 10%. Since you October 1, price for our products will increase by 10%. Since you are a valued customer of long standing, we wish to give you the are a valued customer of long standing, we wish to give you the opportunity to beat the price increase by ordering now at the opportunity to beat the price increase by ordering now at the current prices.current prices. In addition, we are willing to give you a discount of 5% on all orders In addition, we are willing to give you a discount of 5% on all orders of more than US$ 30,000.of more than US$ 30,000. We believe that you will see the advantages of this arrangement, We believe that you will see the advantages of this arrangement, which will save you at least 15% on Childrens Wear purchases in which will save you at least 15% on Childrens Wear purchases in the coming months.the coming months. We look forward to your early reply.We look forward to your early reply. Best Regards,Best Regards, AmyAmy 从未回复的客户从未回复的客户 定期关怀定期关怀 特价或有新产品时及时通知特价或有新产品时及时通知 寻找新的合作点寻找新的合作点 把握把握“ “度度” ” Dear Mr.Dear Mr. Gary,Gary, How are you? Hope everything is OK with you all along.How are you? Hope everything is OK with you all along. Now we are writing for keeping in touch with you for further Now we are writing for keeping in touch with you for further business. If any new inquiry, welcome here and we will try our business. If any new inquiry, welcome here and we will try our best to satisfy you well with competitive price as per your best to satisfy you well with competitive price as per your reques