如何写好外贸函电-袁庆平.ppt

如何写好外贸函电,讲师：袁庆平ecogoing,国际贸易中，贸易的双方往往是远隔千山万水，90%的沟通是通过互联网。网络沟通有多种方式，如：电子邮件，MSN，SKYPE，YAHOO通，TRADEMANAGER。与普通信函和电话相比，“电子邮件”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。,一.写好外贸函电的基础,良好的英语基础基本的沟通，专业术语的掌握对公司和产品的熟悉,二.写外贸函电的步骤,读电子邮件1.逐字逐句的读；2.不放过任何“不明白的句子”和“不认识的单词”；3.注意句子的“主语”和“宾语”，明白他们所指代的对象。,二.写外贸函电的步骤,整理思路1.英语不是我们的母语，我们很难做到“下笔如有神”。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清晰，而且不会有遗漏；2.思路清晰的邮件会给客户留下良好的印象。,二.写外贸函电的步骤,写邮件检查邮件1.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；3.表达的意思是否明确、清楚、完整；4.检查收件人、抄送人是否正确。,二.写外贸函电的步骤,发送邮件1.邮件“标题”简洁、清楚的标题可以引起客户的注意，吸引客户阅读；2.清楚的“标题”便于自己日后查找相关内容；3.“签名档”内容完整、有序。,邮件标题举例：,“ALKSupplierofPlasticMachinery,China”“David15newdesignsofvase”“10%discountofleathergloves,stockavailable!”,邮件标题之4忌：,忌空白标题；忌中文标题；忌长话标题；忌问候标题；,写外贸函电的几点原则：,准确性内容的准确性例：报价1.是否是客户需要的产品；2.其他附加条件是否已经考虑在内；3.价格计算是否准确。,写外贸函电的几点原则：,准确性拼写和语法收件人和抄送人,写外贸函电的几点原则：,简洁、明了例：第一封回信DearCarol,WeareveryinterestedinyourTshirts,couldyougivemeaquotationandsupplyseveralpiecesofsamplesforfree?Bestregards,AliceWilliamsManagerofxxx,DearMs.Williams,ItsagreatpleasureforustoreceiveyourinquirydatedonJan.24,2011.Weareverygladtomakeuseofthisrarechancetoestablishourbusinessrelationshipwithyou!BesidesofTshirts,wealsohavealotofgoodsalesproducts,wewouldliketointroducethemtoyoutoo.Ibelieveyouwillbeverysatisfiedwiththemtoo.Thequotationofourt-shirtsisUS$2.85/pc.Ourpriceisverycompetitive,Ibelieveyouwillbesatisfiedwiththisprice,andhaveverybigsaleinyourmarket.Yourpromptreplywillbehighlyappreciated!Wearelookingforwardtoreceiveyourearlyreply!Wewillestablishalong-termbusinessrelationshipwithourgoodqualityandgoodprice!Yoursincerely,CarolWang,DearAlice,Verygladtoreceiveyourinquiry!Happytoknowyouareinterestedinourt-shirts.BeforeIquoteyoutheprice,Ineedknowyourtargetqtyandfinishingmethod.WouldyoubuyNaturalcolororDyedones?OurnormalMOQfort-shirtsis500pcspercolor,total2,000pcsperorder.Ourcompanyspolicydontallowustosupplysamplesforfree.ButifyoucansupplyyourcourierA/Cno.,Iwouldliketosendseveralsamplesforyourreferenceafterotherdetailswereconfirmed.Waitingforyourearlyreply!Bytheway,Ihavelistedmycontactinfobelow.Ifyouhaveanyotherquestions,pleaseaddmyMSNorSkype.Iwillbeverygladtodiscusswithyou.Bestregards,CarolWangGarmentDep.SalesE-mail:xxxxxMSN:XXXXSKYPE:XXXXXTel:86-532-1234567Fax:86-532-7654321,写外贸函电的几点原则：,简洁、明了1.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；2.尽量用短句，不要用长句；3.坚决删掉与主题无关的内容，如客套、寒暄等。,写外贸函电的几点原则：,条理清晰完整专业量化例：一封邮件包含多项事情,DearCarol,Thanksforyourhardworkrecentlyandhopeeverythingisgoingfinethere!Herewehavesomerequestsontheon-goingthings.Fort-shirts,whenyoucansupplymethecolorsamples,andwhenIcanreceivethesizesample.Anddoyouhaveanyideaofthedeliverytimeafterweconfirmedeverything?Someofourcustomersurgentlyneedsomefabricsofourlastorder,couldyousend2rollstomebyairfirst?Ialsoneedthequotationofthebelowfabrics,A.&B.Ineedyourpricetoconfirmtheorderwithmycustomer.Icanprobablyarrangesomepaymentofourlastorder.Takecare,Alice,DearCarol,Yes,everythingisgoingfinehere,dontworry.Pleasecheckmyreplybelow:Fort-shirts,whenyoucansupplymethecolorsamples,andwhenIcanreceivethesizesample.Anddoyouhaveanyideaofthedeliverytimeafterweconfirmedeverything?Alice:Bothcolorsamples&sizesampleswillbefinishedwithin2days,IwillsendthembyFedExassoonasIgot,andinformyouthetrackingno.Afteryouconfirmedallthesamples,wecanfinishthewholeorderwithin2monthaswequotedyoubefore.Someofourcustomersurgentlyneedsomefabricsofourlastorder,couldyousend2rollstomebyairfirst?Alice:Yes,noproblemwecansend2rollsfirst.Howaboutaround150m?SendtoLAstill?ThefreightcostwillbearoundUS$600for150m.Icansendthemoutwithin3daysafteryouconfirmed.,Ialsoneedthequotationofthebelowfabrics,A.&B.Ineedyourpricetoconfirmtheorderwithmycustomer.Alice:MOQforbothfabricsis500m.Apriceis:FOBQINGDAO,US$xxxBpriceis:FOBQINGDAO,US$xxxPleaseinformmeafteryougetconfirmationfromyourcustomer.Icanprobablyarrangesomepaymentofourlastorder.Alice:GreatNews!Howmuchyoucanarrange?Pleasesendbankreceiptafteryouwired.Thanks!Bestregards,AliceTakecare,Carol,写外贸函电的几点原则：,条理清晰1.分段，每件事情分一段；2.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不同的字体或颜色回答。,写外贸函电的几点原则：,完整比如报价：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，付款方式，质量要求等等,写外贸函电的几点原则：,专业1.尽量使用专业术语，即“行话”；2.专业精神：诚信，细致，严谨,写外贸函电的几点原则：,量化能量化的东西尽量都量化，不要用一些模棱两可的形容词例如：asquicklyasIcan,soon,big,high要写成：within2hours,tomorrowafternoon,reach2000meters,Expressyourgratitude,Providingtheinformationthattheclientrequest,Recommendotherproducts,Self-introduction,Stateyourwishes,StructureofBusinessLetterWriting,DearAlice,Wegotyourinformationfromxxx,knowingyouareafamousewholesellerofbabywears.WearealeadingmanufacturerinChildrenswearinChina,ourproductshavebeenexportedtocustomersallovertheworld,suchasxxxx.YoucanlearnmoreinfoaboutourcompanythroughthewebsiteIlistedbelow.Pleasedonthesitatetocontactusifyouhaveanyquestions,andwewillbeveryhappytoestablishalongtermbusinessrelationshipwithyouinthenearfuture.Waitingforyourearlyreply!Bestregards,CarolWangGarmentDep.SalesE-mail:xxxxxWebsite:www.AMSN:XXXXSKYPE:XXXXXTel:86-532-1234567Fax:86-532-7654321,跟进邮件,已成交客户,催款备货情况及时沟通发货后的及时通报船务信息后期跟踪到货情况催促客户翻单其他产品的推介,DearMr.Field,Duetorisingpriceintheworld-wideGarmentsmarket,fromOctober1,priceforourproductswillincreaseby10%.Sinceyouareavaluedcustomeroflongstanding,wewishtogiveyoutheopportunitytobeatthepriceincreasebyorderingnowatthecurrentprices.Inaddition,wearewillingtogiveyouadiscountof5%onallordersofmorethanUS$30,000.Webelievethatyouwillseetheadvantagesofthisarrangement,whichwillsaveyouatleast15%onChildrensWearpurchasesinthecomingmonths.Welookforwardtoyourearlyreply.BestRegards,Amy,从未回复的客户,定期关怀特价或有新产品时及时通知寻找新的合作点把握“度”,DearMr.Gary,Howareyou?HopeeverythingisOKwithyouallalong.Nowwearewritingforkeepingintouchwithyouforfurtherbusiness.Ifanynewinquiry,welcomehereandwewilltryourbesttosatisfyyouwellwithcompeti