全套外贸流程邮件.docx

主题: 全套外贸流程邮件1. 向顾客推销商品 Dear Sir: May 1, 2001 Inquiries regarding our 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 Sir: Jun.1, 2001 We received your promotional 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. 迅速提供报价 Dear Sir: June 4, 2001 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 model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are 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 Dear Sir: June 8, 2001 We 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 to grant us a dis_countof 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, 2001 Thank you for your letter of June the 8th. We have accepted 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. Sincerely5-2 拒绝进口商的还价 Dear Sirs: June 12, 2001 Thank 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 dis_countoffered 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 Dear Sir: June 15, 2001 We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided 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 Dear Sir: June 20, 2001 Thank you very much for your order of June 15 for 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, 2001 Thank you for your order No. 599. In order to _execute it, please open an irrevocable L/C for the amount of US$ 50,000 in ou* *vor. This ac_countshall 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 Sir: June 24, 2001 Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in you* *vor, valid until Sep. 20. Please advise us by fax when the order has been _executed. Sincerely10. 请求信用证延期 Dear Sir： Sep. 1, 2001 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 ou* *ctory. 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, 2001 We 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交易的进行12. 抱怨发货迟延 Dear Sirs: Sept. 25, 2001 Concerning our order No. 599 for 200 mountain bikes, so far you have shipped only 50 bikes against the shipment. We are notifying you that we reserve our right to claim on you for the shortage, if it is confirmed. We have given our customers a definite assurance that we would supply the goods by the end of September. We hope you will look into this urgent matter.Yours faithfully12a. 处理客户的抱怨 Gentlemen: Sept. 30, 2001 In response to your letter of Sept.25, we regret your complaint very much. Today we received information from Hong Kong that the remaining 150 bikes were on a ship that developed engine trouble and had to put into port for repairs. The trouble was not serious, and the vessel is now on her way. She would arrive at your place tomorrow or the next day.Truly14-1 取消订货 Dear Sirs: Oct. 2, 2001 We are sorry that causes completely beyond your control have made it impossible for you to keep the shipment date of Sept. 30. Since you have failed to uphold your end of the agreement, we find it necessary to cancel our order. Unfortunately, our buyers cannot wait indefinitely for the units. We are sorry that it is necessary to take such a drastic step. Sincerely14-2 谅解迟运原因 Gentlemen: Oct. 2, 2001 We have received of your notice of delay of shipment due to mechanical troubles on the ship. We are pleased that the order is now on its way. Thank you for the notice. We are eagerly awaiting the ships arrival. Yours faithfully交易的尾声15. 货物损坏报告 Dear Sirs: Oct. 4, 2001 Upon arrival of your shipment, the ships agents noticed that case No. 5 was damaged and notified us. The number of articles in the case is correct according to the invoice, but the following articles are broken: (List of articles) As you will see in our survey report and of the ships agents, that these units are damaged and quite unsaleable. Please send us replacements for the broken articles; we await your reply in due course. Sincerely16-1. 拒绝承担损坏责任 Dear Sirs: Oct. 8, 2001 Thank you for informing us of the damaged shipment. Since the units were packed with the best of care, we can only assume that the cases were handled roughly. We therefore urge you to lodge your claim with the insurance company. Sincerely16-2. 承担赔偿责任 Gentlemen: Oct. 8, 2001 As soon as we got your letter we got in touch with the packers and asked them to look into the matter. It appears that the fault lies with the packaging materials used. We have since corrected the mistake. We apologize for the oversight, and are sending a new delivery immediately. Sincerely交易花絮17. 催要逾期货款 Dear Sirs: Nov. 30, 2001 It has come to our attention that your payment is one month overdue. The units ordered were delivered to you on September 26 and were invoiced on September 30. Payment is due on October 30. We look forward to seeing your remittance within a week. Sincerely18. 付清逾期货款 Dear Sirs: Oct. 3, 2001 We have looked into the cause of the delay in payment and have found that our accounting department made an oversight in * your remittance. We are sorry for the inconvenience. The sum of US$ 20,000 has been sent to you by Telegraphic Transfer and should reach you sometime tomorrow. Sincerely主题: 六大典型外贸教训,新人牢记!教训一： 刚入外贸行业，特别希望很快成交自己的第一单，这时最容易出错和被骗 . 由于对产品的不熟悉，以及对外贸的很多东西都是一知半解，在碰到客户时很容易上当受骗。我一个朋友就是这样：他碰到的第一单产品是水泥，客户是菲律宾的，客户很爽快，出的价格也还可以，当时水泥并不好卖，这样的好事很难遇到。由于不了解水泥的特性，客户提出用信用证即期付款，他同意了，结果货到港口，客户有意拖时间不到银行拿提单，而水泥放在港口品质标号随时在降低，这下就没办法了，客户最后提出降价，只得认了。因此，在你作任何事时请多想几个为什么。教训二：和一个老客户作了近十年，由于关系很好，且非常了解客户的资信情况，但事物是变化的，作事千万要有一个底线，别越过自己的底线。我原来所在的公司有一同事和一客户作了近10年，一次他和客户签了一批工具出口合同，付款方式是T/T30预付，余款提单日后10日内付款，由于客户是东南亚的，货很快就会到港，这时客户提出说：他在美国，不便付款，让我们同事将提单正本先寄给他，由于原来也曾这样做过，我同事就又冒险了。最后的结果是：由于客户经营不善，当时已近破产，银行里早没钱了。一个字：亏坚持自己的底线是防止风险的第一法宝.教训三：同行是冤家。做外贸的过程中会结识很多的朋友，但工作和友情要仔细分清，尤其是在你有了客户，但还不够稳定时，千万不要炫耀，让同行有机可乘。我原来做铁合金出口时就碰到过，在参加广交会时认识了另外一家公司的同行，由于刚入行不久，不懂，就在和其聊天时告诉了他客户和自己同他做业务的一些商业秘密，没过多久，客户就不从我这里定货了，后来才知道客户已和我那位朋友在做了，当时很后悔，但也没办法，谁教我没有守住自己的秘密呢。教训四：客户是上帝，但你要