外贸基础及函电 15

Situation3:HandlingSamples情境3：样品处理MasteringSampleCommunicationtoWinCustomerTrust掌握样品沟通，赢得客户信任课程：外贸英语函电(InternationalTradeEnglishCorrespondence)目录CONTENTSCONTENTS01教学目标LearningObjectives02样品基础知识SampleBasics03写作指南WritingTutorial04样信学习SpecimenLetters05能力拓展CompetencePromotion06实操与总结Practice&Summary教学目标|LearningObjectives知识目标KnowledgeObjectives01掌握样品函电标准格式Masterstandardformatsandcoreelementsofsamplecorrespondence.02熟悉业务流程Familiarizewithsamplerequesting,sending,andconfirmingprocesses.03了解样品分类与处理Understandsampletypesandhandlingindifferentscenarios.能力目标SkillObjectives01AI高效撰写UseAItoolstoefficientlydraftandoptimizecorrespondence.02沟通与转化Applycommunicationskillstoimprovesampleconversionrates.03场景化撰写Writetargetedsamplecorrespondenceforvariousscenarios.素养目标ProfessionalismObjectives01工匠精神Cultivatearigorous,meticulous,andexcellentcraftsmanshipspirit.02风险与保密Establishawarenessofriskpreventionandbusinessconfidentiality.03诚信与尊重Fosterculturalrespect,honesty,andprofessionalintegrity.背景介绍|BackgroundInformation样品定义|SampleDefinitionEN:Asamplereferstothearticleselectedfromabatchofgoodstorepresentthequalityofthewholelot.ZH:样品是指从一批货物中选出能够代表一整批货物质量的实物。样品作用|FunctionsofSamples1.用于展示与推广宣传，让买方清晰了解产品。Fordemonstration,promotion&productdisplay.2.凭样买卖时，交货品质须与样品一致。Deliveryqualitymustmatchthesample.样品分类|ClassificationofSamples•宣传样&参考样Advertising&Reference•测试样&修改样Testing&Modified•确认样&产前样Approved&Pre-prod.•生产样&出货样Production&Shipment关键问题|KeyIssue:样品费用和运费由谁承担？Whobearsthesamplecostandfreight?应根据不同情况灵活对待|Handleflexiblybasedonsituations写作指南|WritingTutorial索样函SampleRequestLetter1信息来源SourceofInformation2写信意图PurposeofWriting3自我介绍Self-Introduction4合作期望ExpectationsofCooperation寄样函SampleDispatchLetter1快递单号TrackingNumber2起订量(MOQ)MinimumOrderQuantity3价格与支付方式Price&PaymentTerms4复样要求RequirementsforDuplicateSamples确认样函SampleConfirmationLetter1确认收到复样AcknowledgingReceiptofDuplicates2质量与工艺评价EvaluationofQuality&Workmanship3后续步骤说明InstructionsforNextSteps任务1：索要样品|Task1:AskingforSamples背景BackgroundParks玩具（泰国）有限公司进口部经理JohnSmith，写信向宁波（F.T.Z。）DAC工艺品有限公司索要样品。JohnSmith,ImportManagerofParksToy(Thailand)Co.Ltd.,writestoNingbo(F.T.Z.)DACArts&CraftsCo.Ltd.toaskforsamples.DearSirs,Re:RequestingCataloguesandSamplesforPlushToysWelearnfromtheCantonFairthatyoudealintoysandarewritingtoyouforthepurposeofestablishingbusinessrelationswithyou.Asoneoftheleadingimportersinthislineformanyyears,wehavewidebusinessconnectionswithreputedwholesalersanddistributorsatourend.Wefeelsurethatwecanselllargequantitiesifyourgoodsarefavorableinpriceandexcellentinquality.ItwouldbehighlyappreciatedifyoucouldsendussomecataloguesandsamplesofPlushToyssothatwecangainabetterunderstandingofthequalityandhandcraftofyourproducts.Wearelookingforwardtoyourearlyreply.Warmregards,JohnSmithImportDirector任务1：索要样品|Task1:AskingforSamples（中文翻译）尊敬的先生们：样信译文事由：索取毛绒玩具目录及样品我们从广交会得知贵公司经营玩具业务，特此致函以期与贵公司建立业务关系。作为本行业多年的主要进口商之一，我司与本地信誉良好的批发商和分销商有着广泛的业务联系。我们确信，若贵方产品价格优惠、品质优良，我们可大量销售。如蒙惠寄毛绒玩具目录及样品，以便我们更好地了解贵公司产品的品质和工艺，将不胜感激。期待您的早日回复。诚挚问候，约翰·史密斯进口部经理任务1：索要样品|Task1:AskingforSamples（课堂讨论）讨论问题|ClassDiscussion1写信人从哪里了解到卖方的信息？Wheredoesthewriterlearnabouttheseller?(Whatisthefunctionofmentioningthesourceofinformation?)2这封信的目的是什么？是单纯的索样吗？Whatisthepurposeofthisletter?Isitsimplytoaskforsamples?3写信人如何展示自己的实力和合作价值？Howdoesthewriterdemonstratetheirstrengthandcooperationvalue?4"Ifyourgoodsarefavorableinpriceandexcellentinquality"—这句话传递了什么信号？Whatsignaldoesthesentence"Ifyourgoodsarefavorableinpriceandexcellentinquality"convey?重点词语|KeyWordsdealin经营forthepurposeof为了……目的leadingimporters主要进口商atourend在我方/本地reputedwholesalers信誉良好的批发商favorableinprice价格优惠handcraft手工艺任务1：索要样品|Task1:AskingforSamples（结构分析）SubjectLine(主题)"RequestingCataloguesandSamplesforPlushToys"→清晰说明信件主题Condition(合作条件)"...ifyourgoodsarefavorableinpriceandexcellentinquality"→明确合作前提Source(信息来源)"WelearnfromtheCantonFairthatyoudealintoys"→表明获知渠道，体现针对性Request(具体请求)"...senduscataloguesandsamplesofPlushToys"→清晰说明需求Purpose(写信意图)"...forthepurposeofestablishingbusinessrelations"→直接表明建联目的Closing(结尾)"...lookingforwardtoyourearlyreply"→表达期待，礼貌收尾Introduction(自我介绍)"Asoneoftheleadingimporters...widebusinessconnections"→展示实力与渠道优势WritingTip(写作要点)Clearstructure,politetone,andprecisedemands.→结构清晰、语气礼貌、诉求明确任务2：寄送样品给买方|Task2:SendingSamplestoaBuyer（样信原文）Background/背景：WangLi,SalesExecutiveofNingbo(F.T.Z.)DACArts&CraftsCo.Ltd.,sendsthesamplestoParksToy(Thailand)Co.Ltd.(宁波DAC工艺品有限公司销售主管王丽向泰国Parks玩具公司寄送样品。)DearMr.Smith,Re:FreePlushToySamples&CatalogueAttachedBUSINESSLETTERThankyouverymuchforyourinterestinourproducts.Yourwishofestablishingbusinessrelationswithuscoincideswithours.WearegladtoinformyouthatsamplesforPlushRacingCarTigerFamilyToy(TPKT0179),PlushToyCat(TPKT0495),PlushAnimalMeeting(TPTT0061),PlushToyHappyBunny(TPTT0086)willbesenttoyoufreeofchargetomorrowbyexpressairparcelpost.Theyaresupposedtoarriveatyourcityintwoweeks.Wehopethesesamplescanfulfillyourrequirement.OurMOQis1,000piecesperitem.Weusuallydealona5%tradediscountbasiswithanadditionalquantitydiscountforordersover5,000piecesforeachitem.Attachedareourlatestcatalogueandpricelistgivingthedetailsyouaskedfor.Ifanyoftheitemsisofinteresttoyou,pleaseletusknow.Welookforwardtodoingbusinesswithyou.Bestregards,WangLiSalesExecutiveNingbo(F.T.Z.)DACArts&CraftsCo.Ltd.任务2：寄送样品给买方|Task2:SendingSamplestoaBuyer（中文翻译）SAMPLES亲爱的史密斯先生：事由：免费毛绒玩具样品及随附目录非常感谢您对我们产品的关注。您希望与我们建立业务关系，这与我们的愿望不谋而合。我们很高兴通知您，以下样品的将于明日通过航空快递包裹免费寄出：毛绒赛车虎家族玩具（TPKT0179）、毛绒猫玩具（TPKT0495）、毛绒动物聚会（TPTT0061）、毛绒快乐兔玩具（TPTT0086）。预计两周内抵达贵市。我们希望这些样品能满足您的要求。我司起订量为每款1000件。我们通常给予5%的商业折扣，每款订单超过5000件可享受额外数量折扣。随函附上最新的产品目录和价目表，详细列明您所询问的信息。如您对任何产品感兴趣，请告知我们。期待与您合作。诚挚问候，王丽销售主管任务2：寄送样品给买方|Task2:SendingSamplestoaBuyer（课堂讨论）讨论问题|ClassDiscussion1"coincideswithours"—这种表达有什么效果？2卖方为何主动提出"免费寄送"（freeofcharge）？3信中提供了哪些具体信息来促进客户下单？4为什么要同时寄送多款样品？重点词语|KeyWordscoincideswithours与我们的（愿望）一致freeofcharge免费expressairparcelpost航空快递包裹MOQ起订量tradediscount商业折扣quantitydiscount数量折扣beofinteresttoyou令您感兴趣任务2：寄送样品给买方|Task2:SendingSamplestoaBuyer（结构分析）SubjectLine主题行FreePlushToySamples&CatalogueAttached→突出"免费"和"目录"两大关键信息感谢与回应Thankyou...coincideswithours→回应对方兴趣，表达合作意愿附加信息Attachedcatalogueandpricelist→提供完整信息寄样通知samples...willbesenttomorrowbyexpress→明确时间、方式、产品型号行动号召Ifanyitemsisofinterest,pleaseletusknow→低门槛引导客户反馈商务条款MOQ:1,000pcs;5%discount;extradiscount→清晰的商务条款，便于客户决策结尾Lookingforwardtodoingbusiness→表达合作期待任务3：寄送样品给卖方|Task3:SendingSamplestoaSeller（样信原文）Background:Mr.FredJohnsofKiddieKomerInc.inVancouverissendingsamplestoMr.WangofZhejiangGarmentsImport&ExportCompany,askinghimtoduplicatethem.背景：位于温哥华的KiddieKomer有限公司的FredJohns寄送样品给浙江服装进出口公司的王先生，要求制作复样。Subject:Re:RequestforDuplicatingSamplesandQuotationViaFedExDearMr.Wang,WearepleasedtoinformyouthatwehavesentyouoursamplesforBoysDenimPantsincludingArt.No.4578andArt.No.4579byFedExtoday.ItstrackingNo.is.873300787902PleaseduplicatethesamplesandquoteusthebestpriceinUSD/PConFOBbasis.Theminimumorderquantityforeacharticleandearliesttimeofshipmentarealsorequired.Wehopeyouwillsendthemtousforourapprovalatanearlydate.Yourpromptattentionwillbehighlyappreciated.Allthebest,FredJohnsImportDirector任务3：寄送样品给卖方|Task3:SendingSamplestoaSeller（中文翻译）Background:Mr.FredJohnsofKiddieKomerInc.inVancouverissendingsamplestoMr.WangofZhejiangGarmentsImport&ExportCompany,askinghimtoduplicatethem.背景：位于温哥华的KiddieKomer有限公司的FredJohns寄送样品给浙江服装进出口公司的王先生，要求制作复样。Subject:Re:事由：请求制作复样并报价ViaFedExDearMr.Wang,我们很高兴通知您，我们已于今日通过联邦快递向您寄送了男童牛仔短裤样品，包括货号4578和货号4579。快递单号为873300787902。.请制作复样并以美元/件（FOB价）报最优价格。同时请告知每款的最低起订量和最早装运时间。我们希望您能早日将复样寄回供我方确认。如蒙及时处理，将不胜感激。Allthebest,FredJohnsImportDirector任务3：寄送样品给卖方|Task3:SendingSamplestoaSeller（课堂讨论）讨论问题|ClassDiscussion1.这封信与样信1（索样函）有什么本质区别？WhatistheessentialdifferencebetweenthisletterandSample1?2.买方为什么要求卖方"制作复样"？Whydoesthebuyeraskthesellerto"duplicatethesamples"?3.信中要求了哪些具体的商务信息？Whatspecificbusinessinformationisrequestedintheletter?4.为什么要在信中提供快递单号（trackingNo.）？Whyisitnecessarytoprovidethetrackingnumberintheletter?重点词语|KeyWordsduplicatethesamples制作复样Art.No.货号trackingNo.快递单号onFOBbasisFOB价minimumorderquantity最低起订量forourapproval供我方确认promptattention及时处理任务3：寄送样品给卖方|Task3:SendingSamplestoaSeller（结构分析）1SubjectLine(主题行)RequestforDuplicatingSamplesandQuotation→清晰表明双重意图：复样+报价2寄样通知(Notification)sentyouoursamples...byFedExtoday→明确物流方式和寄送时间3快递信息(TrackingInfo)trackingNo.is873300787902→提供单号便于查询，体现专业度4核心要求(CoreRequest)duplicatethesamplesandquotethebestprice→明确要求对方复样并提供最优惠报价5补充要求(AdditionalRequest)MOQandearliestshipmenttime→索要起订量及最早装运期，提供完整决策信息6时间要求(TimeFrame)sendthemtousatanearlydate→表达时效性要求，促使对方尽快处理7结尾(Closing)Yourpromptattentionwillbehighlyappreciated→礼貌催办，表达对对方及时处理的谢意写作要点(KeyTakeaway)结构清晰·信息完整·表达得体确保寄样通知与核心诉求（复样+报价）形成完整闭环。任务4：确认复样|Task4:ConfirmingDuplicateSamplesBackground:Mr.FredJohnshasreceivedtheduplicatesamplesmadebyMr.WangofZhejiangGarmentsImport&ExportCompany.Nowheismakinghisconfirmation.背景：FredJohns先生已收到浙江服装进出口公司王先生制作的复样，现正传真确认样品。DearMr.Wang,Re:ConfirmationDuplicateSamplesforBoysDenimPantsWearegladtoconfirmthereceiptofyourduplicatesamplesandwishtoexpressourfullsatisfactionwiththeirqualityandworkmanship.Thankyouforyourpromptandefficientfollow-uponoursamplerequest.Wehavealsoreceivedthecorrespondingquotationsheetfromyou.Atpresent,weneedtoconductacomparisonandevaluationofthequotedpricewithothersuppliers,andwewillreverttoyouassoonaswehaveadefiniteresult.Welookforwardtofurthercommunicationwithyouandhopeforapleasantcooperationinthefuture.SpecimenLetter|样信原文Bestwishes,FredJohnsImportDirector任务4：确认复样|Task4:ConfirmingDuplicateSamples（中文翻译）亲爱的王先生：事由：确认男童牛仔短裤复样我们很高兴确认收到贵方的复样，并对样品的质量和工艺表示非常满意。感谢贵方对我方样品要求所做出的及时、高效的跟进。我们同时也已收到贵方相应的报价单。目前，我们需要将该报价与其他供应商进行比较和评估，一旦有明确结果将立即回复贵方。期待与贵方进一步沟通，并希望未来有愉快的合作。诚挚祝愿，弗雷德·约翰斯进口部经理任务4：确认复样|Task4:ConfirmingDuplicateSamples（课堂讨论）讨论问题|ClassDiscussion1买方对复样的评价是什么？用了什么表达方式？Whatisthebuyer'sevaluationoftheduplicatesampleandwhatexpressionsareused?2买方说"需要与其他供应商比较和评估"——这意味着什么？Whatdoes"needtocompareandevaluatewithothersuppliers"imply?3为什么要在确认样品的信中提及"收到报价单"？Whymentionthereceiptofthequotationintheconfirmationletter?4这封信给卖方传递了哪些信号？Whatsignalsdoesthislettersendtotheseller?重点词语|KeyWordsconfirmthereceipt确认收到expressourfullsatisfaction表示非常满意workmanship工艺promptandefficient及时且高效corresponding相应的comparisonandevaluation比较与评估reverttoyou回复您任务4：确认复样|Task4:ConfirmingDuplicateSamples（结构分析）SubjectLine主题行ConfirmationDuplicateSamplesforBoysDenimPants明确确认复样的主题确认收到Acknowledgementconfirmthereceiptofyourduplicatesamples正式确认收到复样质量评价Qualityfullsatisfactionwithqualityandworkmanship积极正面的样品评价感谢服务Appreciationpromptandefficientfollow-up肯定卖方跟进工作现状说明Statusreceivedquotationsheet,conductingcomparison说明当前决策阶段未来承诺Commitmentreverttoyouassoonasdefiniteresult承诺及时回复展望合作Partnershiplookforwardtopleasantcooperation表达合作意愿词汇拓展|VocabularyBuilder样品相关词汇|Sample-relatedTermssample样品duplicatesample复样originalsample原样countersample对等样品advertisingsample宣传推广样referencesample参考样testingsample测试样modifiedsample修改样approvedsample确认样pre-productionsample产前样productionsample生产样shipmentsample出货样常用业务词汇|GeneralBusinessTermsduplicate复制coincide一致handcraft手工艺approval认可catalogue产品目录pricelist价目表enclose随函附上line行业confirm确认MOQ起订量DHL/UPS/FEDEX/EMS快递公司underseparatecover另邮AI赋能|AIAssistance1.提升沟通转化率BoostConversionRatesAI生成个性化索样函、智能润色非母语邮件Generatepersonalizedsamplerequestsandpolishnon-nativeemails.2.同步物流信息SynchronizeLogistics自动关联物流单号、实时跟踪物流状态Automaticallylinktrackingnumbersandtracklogisticsstatusinrealtime.3.助力数据分析EnhanceDataAnalysis分析历史寄样数据、预测高转化率样品类型Analyzehistoricalsampledataandpredicthigh-conversionsampletypes.重要提示|ImportantNoticeAI生成的函件需人工核对关键信息，注入个性化沟通，数据分析结论仅供参考。AI-generatedlettersmustbemanuallyverified.Personalizeyourcommunication,andusedataanalysisforreferenceonly.沟通技巧|CommunicationTips主动索样AskingforSamples明确用途+暗示批量采购+主动承担运费Clarifythepurpose+Hintatbulkpurchase+Offertobearfreightcost寄样清晰SendingSamplesClearly明确物流方式+快递单号+验收标准Clarifylogisticsmethod+Providetrackingnumber+Defineacceptancecriteria及时跟进FollowingUpPromptly签收后24小时内跟进+温和引导反馈Followupwithin24hoursofreceipt+Gentlyguidefeedback职业操守|ProfessionalIntegrity三大职业原则|ThreeProfessionalPrinciples1.工匠精神CraftsmanshipSpirit树立"样品即形象"的意识，恪守细节至上原则。Establishtheawarenessof"sampleasimage"andadheretotheprincipleofdetailsfirst.2.风险防范RiskPrevention树立样品保密意识，严防知识产权纠纷，明确样品性质。Establishsampleconfidentialityawareness,preventIPdisputes,andclarifysamplenature.3.文化尊重CulturalRespect尊重不同市场的文化差异，提前规避禁忌。Respectculturaldifferencesindifferentmarketsandavoidtaboosinadvance.大胆尝试|TryYou