外贸基础及函电 9

情境十五：建立长期合作Situation15:StrengtheningLong-termPartnership建立信任，创造价值——共赢合作之路BuildingTrust,CreatingValue—ThePathtoWin-WinCooperation外贸英语函电/BusinessEnglishCorrespondence目录CONTENTSCONTENTS/目录01教学目标LearningObjectives02背景介绍BackgroundInformation03写作指南WritingTutorial04样信1：长期续订SpecimenLetter105样信2：推送定制方案SpecimenLetter206样信3：申请独家代理SpecimenLetter307拓展与实操Expansion&Practice08总结与作业Summary&Assignment教学目标LearningObjectives知识目标KnowledgeObjectives掌握长期合作函电格式要素Mastertheformatelementsoflong-termcooperationcorrespondence熟悉合作形式与表达策略Familiarizewithcooperationformsandexpressionstrategies了解长期合作战略意义Understandthestrategicsignificanceoflong-termpartnership能力目标SkillObjectives能撰写续订/定制方案/代理申请类函电Draftcorrespondenceforrenewals,customizedproposals,andagencyapplications能运用价值前置技巧提升说服力Applyvalue-firsttechniquestoenhancepersuasiveness能设计定制化合作方案Designcustomizedcooperationschemes素养目标ProfessionalQualities养成诚信沟通的职业操守Cultivateprofessionalintegrityinhonestcommunication树立互利共赢的合作理念Establishtheconceptofmutualbenefitandwin-wincooperation培育长远战略思维Developlong-termstrategicthinking背景介绍BackgroundInformation定义Definition进出口商基于多次交易、信任与共同目标建立的稳定互利协作关系。意义Significance■对出口商：锁定订单、降低获客成本■对进口商：保障供应、获得优惠条款、降低供应链风险常见形式CommonForms定期续订定制化采购方案区域/独家代理长期供货协议战略合作伙伴利润分成寄售写作指南WritingTutorial01开篇引入Introduction礼貌问候，回顾过往合作基础，铺垫友好氛围。02核心论证CoreArgument用具体信息证明合作方案合理性，体现合作价值。03合作诉求PartnershipRequest清晰列明合作条件，释放诚意，说明后续举措。04结尾展望FutureOutlook展望合作前景，期待对方回复。样信1：长期续订原文SpecimenLetter1:Original背景介绍Background浙江食品进出口公司的牛肉罐头在福佩尔兄弟有限公司市场反响极佳，后者采购经理致函提议长期续订。DearLiQiang,Subject:Long-TermRenewalofCannedBeefOrderWearewritingtoexpressourfullsatisfactionwiththeCannedBeefArt.No.2680underOrderNo.790.Theirstablequalityandproperpackaginghaveearnedpositivefeedbackfromourendcustomers,andtheentire1,000cansweresoldoutwithintwoweeksofarrival.Giventhissatisfyingcooperation,wewouldliketoproposealong-termrenewalarrangementforthisproduct.Weplantoplacearecurringorderof1,000cansofthesamespecificationonamonthlybasis,andhopetoexplorefixedmonthlyshipmentdates.Attachedpleasefindthedraftofthelong-termrecurringorderagreementforyourpreliminaryreview.Wehighlyvaluethereliablepartnershipwithyou.Couldyoupleaseconfirmthefeasibilityofthisplanbythe8thofthismonth?Onceconfirmed,wewillissuethefirstrecurringorderandopenthecorrespondingL/Cimmediately.Bestwishes,RyanCooperPurchasingManager样信1：长期续订中文翻译SpecimenLetter1:Translation亲爱的李强：主题：牛肉罐头订单长期续订/Subject:Long-termRenewalofBeefCannedOrder我们致函以表达对第790号订单项下货号2680牛肉罐头的完全满意。其稳定的品质和恰当的包装赢得了终端客户的积极反馈，全部1,000听货物到货两周内即售罄。鉴于此次愉快的合作，我们希望就此产品提出长期续订安排。我们计划每月定期订购1,000听相同规格的货物，并希望探讨固定每月装船日期以适应我方长期供应链规划。随函附上长期定期订单协议草案，供贵方初步审阅。我方高度重视与贵司的可靠合作关系。请于本月8日前确认该计划的可行性。一旦确认，我们将立即发出首份定期订单并开立相应信用证以确保下一批货物。诚挚祝愿，瑞安·库珀采购经理样信1：重点解析SpecimenLetter1:KeyAnalysis结构逻辑Structure&Logic1开篇说明合作成果Statecooperationachievementsatthebeginning2提出续订方案Proposetherenewalplan3明确时间节点Specifythetimenodes/deadlines4表达合作期待Expressexpectationsforfuturecooperation核心词汇KeyVocabularyrenewanorder续订订单endcustomers终端客户recurringorder定期订单feasibility可行性样信2：推送定制方案原文SpecimenLetter2:Original业务背景/Background艾薇家居贸易公司此前采购藤编收纳筐反馈良好，福建惠安家居用品进出口公司销售经理致函推送定制化合作方案。Subject:CustomizedPlanforRattanStorageBasketsArt.No.RT-501DearMr.Luford,ThankyouforyourfeedbackonthetrialorderNo.HJ-2024-031.Wearegladtherattanbasketsarewell-receivedinyourmarketandvaluethepotentialoflong-termcooperationwithyourcompany.Basedonyourcommentthat"lightweight,durablebasketswithlocalizedpackagingsellbetter",we'vetailoredacustomizedplanforyouasfollows:Material:Finernaturalrattan(15%lighter,loadcapacityupto8kg);Packaging:Recyclablekraftboxeswithbilinguallabels;Colors:Add2trendyoptions;MOQ:500units/color;UnitPrice:USD8.50/unit,FOBXiamen;QuantityDiscount:3%offformonthlyordersover1,000units;Delivery:Fixedshipmentonthe15thofeachmonth.Allothertermsremainconsistentwiththetrialorder.Wewillprovidefreemarketingmaterialsandfreereplacementfortransportation-damagedproducts.PleasereviewtheplanandshareyourthoughtsbyMay15th.We'rehappytoadjustdetailstomeetyourneeds.Lookingforwardtoawin-winlong-termpartnership.Bestregards,ZhangWeiSalesManager样信2：推送定制方案中文翻译SpecimenLetter2:TranslationBUSINESSCORRESPONDENCE/商务信函主题：货号RT-501藤编收纳筐定制方案亲爱的卢福德先生：感谢您对试订单HJ-2024-031的反馈。我们很高兴藤编收纳筐在贵方市场反响良好，并珍视与贵司长期合作的潜力。基于您“轻便耐用的收纳筐搭配本地化包装销售更佳”的反馈，我们为您量身定制了如下方案：材质更精细天然藤条(减重15%,承重8kg)包装可回收牛皮纸盒(英/西双语标签)颜色与起订量新增米/灰流行色；每色500件单价每件8.50美元，FOB厦门数量折扣：月达1,000件及以上享3%折扣交货：确认后每月15日固定装运其他条款均与试订单保持一致。为支持贵方市场推广，我们将免费提供产品图片和视频等营销材料，并在质量保证范围内免费更换运输途中损坏的任何产品。请于5月15日前审阅方案并反馈意见。我们乐意调整细节以满足贵方需求。期待建立共赢的长期合作伙伴关系。诚挚问候，张伟销售经理样信2：重点解析SpecimenLetter2:KeyAnalysis结构逻辑Structure&Logic1感谢反馈ExpressGratitudeforFeedback2基于客户需求提出定制方案ProposeTailoredPlanBasedonNeeds3列明增值服务ListValue-addedServices4柔性邀请反馈SoftInvitationforFeedback核心词汇KeyVocabularytrialorder试订单tailoredacustomizedplan量身定制方案quantitydiscount数量折扣qualityguarantee质量保证样信3：申请独家销售代理原文SpecimenLetter3:Original业务背景/Background英国伦敦家居用品进口分销企业致函浙江格雷斯进出口公司，申请成为其纺织品伦敦地区独家销售代理商。Subject:ApplicationforExclusiveSalesAgencyofYourTextileProductsinLondonAreaDearSirorMadam,,WehaveengagedwithyourbrandviaboththeofflineCantonFairanditsonlineexhibitionplatform,andaredeeplyimpressedbythehighquality,trend-aligneddesignandcompetitivepricingofyourtextileproducts.OurmarketresearchshowsthatthehometextilecategoryinLondonhasanannualgrowthrateof8%,withstronguntappeddemand.Wearealeadinglocalimporteranddistributorwith12yearsofexperienceinhomegoods.Ourstrengthsinclude:DigitalmarketingsystemcoveringInstagram(120k+followers)andAmazonUK(top50seller);Partnershipswith60%ofmajorlocalhomeretailers;Proventrackrecordofboostingnewbrandlocalsalesby40%within6months.ArecommendationletterfromHarrisonHomeTextilesLtd.isenclosedforyourreference.WeherebyrequesttoactasyourexclusivesalesagentinLondon.Wearewillingtoaccepta3-monthtrialagencyperiodwithaquarterlysalestargetof5,000units,andwillprovidemonthlydigitalsalesreports.Attachedareourverifiedfinancialstatementandchannelcoveragelist.Ifappointed,wewillleverageourchannelstomaximizeyourmarketsharehere.Welookforwardtoyourfavorablereply.Bestregards,ZhangWeiSalesManager样信3：申请独家销售代理中文翻译SpecimenLetter3:Translation信件主题申请成为贵司纺织品伦敦地区独家销售代理商BUSINESSCORRESPONDENCE尊敬的先生/女士：我们通过线下广交会及其线上展览平台与贵品牌建立了联系，对贵司纺织产品的高品质、潮流设计及有竞争力的价格印象深刻。我方市场调研显示，伦敦及英格兰东南部家居纺织品品类年增长率为8%，我们确信贵司产品在该地区有强劲的未开发需求。我方是本地领先的进口分销商，在家居用品领域拥有12年经验。我们的优势包括：数字营销系统覆盖Instagram（家居装饰领域12万+粉丝）及亚马逊英国站（储物纺织品品类前50卖家）；与本地60%的主流家居零售商有合作关系；曾在6个月内助力新品牌实现本地销量40%增长的实绩。随函附上HarrisonHomeTextilesLtd.的推荐信供参考。特此申请担任贵司在伦敦地区的独家销售代理商。我方愿接受为期3个月的试代理期，季度销量目标为5,000件，并将提供每月数字销售报告。随附伦敦城市银行核实的近期财务报表及渠道覆盖清单供贵方参考。如获委任，我们将利用数字和线下渠道最大化贵司在本地的市场份额。期待您的肯定回复。此致史蒂夫·弗兰克市场部经理样信3：重点解析SpecimenLetter3:KeyAnalysis结构逻辑Structure&Logic核心词汇KeyVocabularyexclusivesalesagent独家销售代理untappeddemand未开发的需求proventrackrecord已验证的业绩记录trialagencyperiod试代理期1说明认知渠道ChannelofAcquaintance2展示市场潜力MarketPotential3列明自身优势OwnAdvantages4提出代理条件AgencyTerms5表达合作期待CooperationExpectations沟通技巧CommunicationTips价值前置VALUEFIRST用具体数据、渠道资源、成功案例具象化展现合作价值，快速吸引关注适配需求MEETNEEDS结合客户实际需求设计合作方案，让对方感受到被理解和重视柔性协商FLEXIBLENEGOTIATION明确诉求的同时释放协商信号，守住底线的同时为后续沟通留空间职业操守ProfessionalIntegrity诚信传递IntegrityDelivery以事实为依据介绍自身实力时必须以事实为依据，杜绝夸大与虚假陈述。赢得长期信任真实可信的表述才能赢得长期信任，奠定外贸合作的基石。尊重边界RespectingBoundaries双向赋能与利益平衡长期合作是双向赋能，提出条件需平衡双方利益，寻求共赢方案。为未来留有余地即使本次未能达成一致，也要保持职业风范，为未来的合作留有余地。实操练习TryYourHand情境Situation您的角色Role杭州华贸进出口有限公司外贸业务员公司优势Strengths深耕对英家居纺织品出口10年，具全链路品控与稳定产能最新进展Progress已向英国BrightHomeLtd.寄送样品，对方反馈贴合本地需求任务Task撰写英文邮件提议长期订购合作(Writeanemailtoproposelong-termcooperation)1感谢反馈2突出核心优势3表达合作意愿4询问对方需求语气真诚可信课堂总结Summary1长期合作的意义与常见形式Significance&CommonFormsofLong-termPartnership2长期合作函电的四段式写作结构Four-stageWritingStructureofCorrespondence3三类长期合作函电样信解析AnalysisofThreeSpecimenLetters:Long-termRenewal,CustomizedSolution,Exclusive