各种销售信件的书写

1、Sales promotion推销信推销信的三种类型：nSales letter 推销信nReviver 振兴信nFollow-up letter 回访信或随访信推销信与振兴信常用“通函”形式撰写。Sales Letter(推销信推销信) is used to find new customers, to persuade the reader to buy the sellers product so as to expand business. A good Sales Letter should be able to:a) arouse interest（引发兴趣）b)create de

2、sire（造成欲望）c)carry conviction（说服购买）d)induce action （导致行动）A Revivier(振兴信振兴信)is another kind of business letter which is to retain or regain old customers. It usually contain the following elemnets:a)review proveious good cooperation;b)add a favourable comment on the goodsc)offer a generous discountd)l

3、ook forward to receiving a new order A Follow-up Letter (随访信随访信)is to discreetly enquire into the reason why the offeror has not received an order from the offeree. Such letters should include the following aspects:a) refer to the buyers inquiry and the sellers quotation / offer;b) express regret th

4、at no order has been received and enquire into the reason;c) point out some new selling-points and arguments, and add a favorable comment on the goods;d) repeated the hope to receive an order from the buyer.撰写“通函”(Circular Letter)时需遵循的规则：n信要短，否则人们可能不愿看n在开头一段就得抓住读者的兴趣n信的外观要有吸引力，并且尽可能使它的口气象私人交往Vocabul

5、ary(课后有的）nPay 值得Study hard, it will pay.nResidue 剩余We have a residue stock of 307 sets bicycles.nNext 次于Next newestnGenerous 慷慨的We will allow you generous discount.Generosity 慷慨Thank you for your generosity.nPreclude 阻止某人做某事=prevent Preclude sb from doing sthLetter-8(1)(A Sales Letter)1. fail their

6、expectationtheir expectation doesnt realizeMany cases prevented their expectation to be realized.fail sb.: not to do what sb. has trusted you to doI feel Ive failed my children by not spending more time with them.我觉得我使孩子们失望了，因为我没能多化些时间陪伴他们。2. infantvery young child or baby婴幼儿infants: children in sch

7、ool in Britain between the age of 4 and 8 学童（复数）adv. infant industry 新兴产业， infant company初创的公司3. teenager(American informal) someone who is between 13 and 19 years old 少年 4. make a point (of doing sth. / to do sth.)decide, treat sth. as essential5. pay合算，值得，有利，有好处If a particular action pays, it mean

8、s that it brings a good result or advantage for youCrime doesnt pay.犯罪不会有好结果。It usually pays to tell the truth.讲真话通常有好处。6. proposition主张，观点，见解a statement that consists of a carefully considered opinion or judgmentMarx accepted several of the key propositions developed by Adam Smith.马克思采纳了亚当斯密斯阐述的几个主

9、要观点7. to ones satisfactionto make sb. feel pleased使感到满意Finally we got the furniture arranged to her satisfaction.我们终于把家具布置得令她满意。Letter-8(2)(The Riviver)residue stock库存剩余库存剩余stock1) n.a.存货，单复数皆可，复数为多存货，单复数皆可，复数为多Spot stocks are insufficient to meet demand.现货不够满足需要。现货不够满足需要。Our stocks are running shor

10、t.我们的存货日渐我们的存货日渐减少。减少。Stock are light with active demand.需求活跃，需求活跃，存货不足。存货不足。b. stock in / of +具体所存商品具体所存商品At the moment, we have only a limited stock in / of linen goods.我们目前仅有有限的我们目前仅有有限的亚麻制品存货亚麻制品存货。c.储存，不可数，常与介词搭配储存，不可数，常与介词搭配in stock / out of stock / from stock (ex stock) ready stock现货现货We have

11、 at present only 50 metric tons of walnutmeat in stock.我们目前只有我们目前只有50吨核桃仁现货。吨核桃仁现货。Only Type 12 is in stock. Type 28 is out of stock.仅仅12型有货型有货,18型已卖完。型已卖完。We have run out of stock.我们的存货已卖完。我们的存货已卖完。We can supply this quantity from stock (ex stock).我们可以从现货中供应此数量。我们可以从现货中供应此数量。2) v.有存货有存货,备有备有We are

12、well stocked with mens shirts of different sizes.我方备有充足的各种尺码的男式衬衫。我方备有充足的各种尺码的男式衬衫。Letter-8(3)(A Follow-up Letter) command ready sales畅销畅销command: deserve and get 应得并获得，博得Dr. Young commands a great deal of respect as a surgeon.作为一个外科医生，扬博士赢得极大的尊敬。“Supermodels” can command extremely high fee.“超级模特”能获

13、取巨大报酬。Sale n.销路Bicycles command a ready sale in the US market.自行车在美国市场很畅销。Is there any sale for this article?这一商品有销路吗？Words & PhrasesnAdvantage (n)有利有利1.Take advantage of We have decided to have an agent in Kenya in order to take advantage of the growing demand there for our products.2.This type of

14、metal has the advantage of being substantially cheaper.3.We dont see any advantage in signing the contract right now.4.To sbs advantage/to the advantage of sth/sb To our mutual advantage nAdvantageous (adj.)有利的This trade agreement is advantageous to both countries.nInterest (n.)1.兴趣 We have interest

15、 in a few items in your catalogue. Meet ones interest2.利益 We think that it would be to your interest to have an agent in the north as well as in the south.3.利息 The rate of interest has gone up as high as 12% per annum.nInterest (v.)引起兴趣 Your price are too high to interest buyers in making counter-of

16、fer.nInterested (adj.)有兴趣的 If you are interested in any of our products, please let us know your detailed requirements.nInteresting (adj.)有意思的 This book is interesting.answer 1.Under separate cover, we have airmailed samples of our new articles for your reference. These new articles are moderate in

17、price and excellent in quality. We think it will be to your interest to promote sales of them at an early date. 2.Since the required articles are not available, we would like to recommend the under mentioned (following) products which can be supplied from stock for prompt shipment. This recommendati

18、on is made to the interest of both parties. 3.Thank you for your letter of Nov.We regret that your electric fan Art.2112 is difficult to promote sales as your price is too high to induce buyers to make a count-offer. 4.Regarding your application for attending the Guangzhou Fair, we are contacting th

19、e relevant authorities and shall inform you as soon as the application is approved. 5.To support your sales, we have specially prepared some samples of our poplin together with a price list, which are enclosed for your consideration. Owing to its superior quality and reasonable price, our poplin is

20、popular and command ready sales in most European countries. We think it is to your advantage to buy this article for sale in your market.振兴信 （Reviver）的模板：nLooking through our record we note with regret that from xx to xx/last year/2 months ago you bought a large quantity offrom us. But recently, we

21、didnt have the pleasure of an order from you.nWe think you may be interested to know that we have a residue stock of 307 sets of which you bought from us in substantial quantity previously. We are prepared to clear the stock by allowing you a generous discount, sayon the current price ofThis offer i

22、s subject to your reply reaching here OrnWe think you may be interested in some of our new products, which you can find in the enclosed catalogue. If any of the items illustrated in the catalogue interest you, please do not hesitate to let us know. We will make you offers upon receipt of your detailed requirements. We sincerely hope to conclude some satisfactory transaction with you in the near future.随访信（Follow-up）的模板：nWe wrote you on xx in reply to your enquiry for However, up to the present writing, we ha