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22. 范文:

Hi Kelvin,

Glad to hear that you're on the market for glass furniture table and other promotional items.

This is C from *** Ltd in China. We specialized in glass furniture table and dining room table chairs for 10 years, with the customers of Coca-Cola, Craft, Pepsi, etc., and hope to find a way to cooperate with you!

Please find the pictures with models and different packaging in attachment. An American guy purchased this model in BIG quantity last year. I would like to try now, if it's suitable for Europe.

FREE SAMPLES can be sent on request. Call me, let's talk more!

Thanks and best regards,
客戶回復(fù)：Looks nice! What about the price?      
Hi Kelvin,

So pleased to get your prompt reply! Regarding this model, pls find the details with offer as follows:

Model: Promotional glass furniture table, dining room table chairs
Item No.: *****
Dining room table: *****
Luminosity: more than 15,000MCD
Size: 39mm(dia of head)*102mm(length)*37mm(dia of end)
Weight: 95g (w/o batteries); 115g(w/batteries)
Color: all accepted, pls give us PANTONE code
Photo: pls find the details in attachment (我提供了3張圖片在附件)
Logo: silk printing or heat transfer printing
Logo charge: FREE
Packaging: 1pc/polybag/gift box/white mail order box
Pcs/ctn: 100pcs/ctn
Ctn size: 75*40*65cm
GW/NW: 12kg/11kg
Q'ty/20'FCL: 14,000pcs; Q'ty/40'FCL: 28,000pcs
Payment terms: T/T(with 30% deposit); L/C at sight
Loading port: Tianjingi/
Sample charge: FREE
Sample lead time: 1-3 days
Order lead time: 30-35 days
FOB price: EUR2.20/pc

Please kindly check and revert at your earlist! Free samples will be sent on request.

Comments please, any questions will be appreciated!

Best regards,


23. 郵件改稿前后對(duì)比賞析：

菜鳥(niǎo)原稿：Hi Chris,

Glad to hear that you are on the market for stainless steel spinning parts.

xxxCo.Ltd is professional at glass furniture table chairs for nearlly 10 years ,our products covering dining room table, dining room chair etc. i writing this message of  hoping to establish the business relationship with you in the near feture.

For more information, pls visit our wedsite as follows: www.xxx.com.

Any comments , pls don't hesitate to keep us informed. Thanks in advance.

Best regards.
Yours
xxxx

xxx  Co., Ltd.
老鳥(niǎo)校對(duì)之后：Hi Chris,

Glad to hear that you are on the market for stainless steel dining room table chairs.

We, xxx Co. Ltd, is professional in glass furniture table chairs for nearly 10 years, covering dining room table, dining room chair etc. Hope to establish business relationship with you!

Should you wanna know more about our company, pls visit www.xxx.com.

Any comments, that'll be appreciated! Thanks.

Best regards,
xxxx
xxx  Co., Ltd.

24.
"with the strength of ...", 指的是“我們的優(yōu)勢(shì)在于……”，
We manufacture plastic items for several years, with the strength of dining room table, dining room chair etc.
我們生產(chǎn)塑料產(chǎn)品多年，在儲(chǔ)物盒、促銷品、旅行水壺等方面有優(yōu)勢(shì)。（這里面，你的優(yōu)勢(shì)指的是產(chǎn)品，因?yàn)榍懊嬉呀?jīng)提到了我們生產(chǎn)塑料產(chǎn)品，很顯然后面的幾類產(chǎn)品是塑料做的，讓客人一下子就明白，你們工廠的主線產(chǎn)品是什么?。?br /> 再看一句：
We supply glass furniture table chairs to US for several years, with the strength of cooperating with big customers, such as Wal-mart, Target, Home Depot, etc.
我們的塑料產(chǎn)品供美國(guó)市場(chǎng)多年，有和大買家合作的經(jīng)驗(yàn)，比如*** （這里的優(yōu)勢(shì)指的是經(jīng)驗(yàn)和能力。）
25. 只要你做sales，價(jià)格永遠(yuǎn)是一個(gè)繞不開(kāi)的話題。老外永遠(yuǎn)都會(huì)嫌貴，做生意的老手更懂得如何一輪一輪砍價(jià)，為自己爭(zhēng)取最大利益。
我以前聽(tīng)到這句話，總會(huì)笑笑，然后對(duì)老外說(shuō)，“I think so, that's a little expensive, but...” 先同意他的觀點(diǎn)，表示價(jià)格的確有那么一點(diǎn)點(diǎn)貴，但是……。請(qǐng)注意，他說(shuō)too，我說(shuō)a little，這樣一來(lái)，你一同意他的觀點(diǎn)，你們之間的談判氛圍就會(huì)略微不那么緊張。然后等你轉(zhuǎn)折以后，你要做的就是“讓他有贏的感覺(jué)！”你可以解釋給他聽(tīng)，我們的產(chǎn)品為什么要賣這個(gè)價(jià)錢，差別在哪里，優(yōu)勢(shì)在哪里。如果他嫌貴，你可以在改動(dòng)某些材料、配件甚至包裝的情況下把價(jià)格降下來(lái)，但是你不希望他采購(gòu)這樣的產(chǎn)品。
然后你可以給他適當(dāng)?shù)恼{(diào)整一些細(xì)節(jié)，換一套方案，然后給他有贏的感覺(jué)。
價(jià)格談判的核心就在于雙方都要有贏的感覺(jué)。對(duì)方感覺(jué)自己賺到了，訂單就會(huì)給你了。如果你讓他覺(jué)得吃了很大的虧，那你絕對(duì)不是一個(gè)談判高手！
唉，留一個(gè)真實(shí)的案例吧，我以前在skype上和一個(gè)老客人的聊天記錄，大家看看：
......
Frank: C, that's incredible! Your price is too high!
C: Frank, please, that is actually our best offer! I think it is very competitive in Germany.
Frank: Joking? You quoted me EUR2.35, but my competitor bought from a middle man in Austria, just EUR2.15！
C: Hey, I also wanna support you to expand your market, but the price... Could you pls send me a sample for evaluation? I'll check why their price is too low.
Frank: C, listen! I don't have time! The promotion date is Jul.15th, we have just two months!!!!!!!
C: What about doing a little change? For example, using silk printing instead of heat transfer, and using super heavy duty batteries instead of alkaline ones, the price will be EUR2.05 then. If ok, I'll send you PI right now.
Frank: That's great! But if using super heavy duty battery, the quality maybe weak.
C: Well, just changing the printing, but keep alkaline ones, EUR2.15/pc, okay?
Frank: Please do EUR2.00, I'll give you order! 3,000pcs!
C: Give you 3% discount, EUR2.09/pc, 6,000pcs.
Frank: You killed me! The quantity is too much!
C: OK, keep EUR2.35/pc, 4,000pcs fixed, but we accept the freight to Hamburg.
Frank: Really? CIF Hamburg? But I just can place 3,000pcs.
C: No, C&F, you pay the 1% insurance. 4,000pcs will be accepted.
Frank: OK, 4,000pcs. Pls help me for the insurance...
C: Let me talk with my boss, pls hold on...
Frank: Sure...
C: Confirmed! Please check the mail I sent you 1 min before, pls confirm the PI by return today! We need to arrange the mass production at once!
Frank: OK, I'll confirm soon.
C: Not "soon", today is a must! Because of the tight time for manufacturing. Come on... Free display boxes will be delivered together with goods. I think that's good for your promotion!
Frank: Free PDQ? That's amazing, thank you, C! I appreciate for your kind help.
C: My friend, don't hesitate, sign it right now. We're also pretty busy this month, pls give me plenty of time for mass production.
Frank: Sure, sure, I will... Pls pay more attention to the quality and ETD. Thank you!
C: u r welcome. Bye.
Frank: Nice talking with you. Bye!
26.
唯一我有疑問(wèn)的是你的title，你寫的是sales executive，我不知道你想表達(dá)的是業(yè)務(wù)主管呢，還是業(yè)務(wù)總監(jiān)？因?yàn)榈氐赖挠⒄Z(yǔ)當(dāng)中應(yīng)該沒(méi)有這個(gè)說(shuō)法，executive通常會(huì)放在title的前面，比如我上個(gè)月見(jiàn)的幾個(gè)美國(guó)客人，其中一個(gè)是senior merchandiser（高級(jí)采購(gòu)），他的頭兒是merchandise director（采購(gòu)總監(jiān)），再大一級(jí)就是executive merchandise director，再上面就是executive vice president，這個(gè)職位其實(shí)就屬于executive officer的級(jí)別。再上去就是大家都熟知的chief executive officer，也就是CEO。
所以executive在老外看來(lái)，突出的是“執(zhí)行”，比如說(shuō)我們公司，vice president和executive vice president是完全不一樣的！能做到EVP，通常都是60歲左右的了。在銷售方面，一般如果是30多歲，即使你是整個(gè)公司的業(yè)務(wù)總監(jiān)，你的名片上最好還是寫sales director，或者marking director，盡量別出現(xiàn)executive的字樣，即使你能力很強(qiáng)很強(qiáng)，客人還是會(huì)因?yàn)槟挲g而覺(jué)得你不靠譜。
27. 我不喜歡加附件報(bào)價(jià)單，喜歡把所有的信息都放在郵件里面寫清楚。那時(shí)因?yàn)榭紤]到很多客人可能比較懶，懶得去打開(kāi)附件的word或excel，所以僅僅在附件里添加了幾張圖片，包括產(chǎn)品單獨(dú)的圖片，帶包裝的圖片，還有一張效果圖，上面標(biāo)注上尺寸重量之類的重要信息?。?！
28. 郵件改稿賞析：
菜鳥(niǎo)原稿：Hi Mr. xxxx,
How are you?
Glad to hear that you will come to China and visit our factory.
Regarding the offers you inquired, to save you time and give you more exact & reasonable price, could you please offer us more details of your dining room table ? such as the materials, dimension, design, pics, quantity etc.
How about the arrange you come to China?
Anything we can do, email me or just call me directly at anytime. My mobile:  86 1366xxxxxx.
Hope to get good news from you. Thanks!
B. RGDS.
Michael Zhang
老鳥(niǎo)校對(duì)之后：Dear Mr. ***,
Welcome to visiting our factory. It's our pleasure!
Regarding the dining room table you interested, could you pls give us some more details? Such as material, dimension, design, etc. It will be very useful for us to quote the CORRECT price!
Please give me your time schedule before your visiting. We'll arrange to pick you up from the airport. Please call my cell phone if urgency: +86-136-****-****
Thanks & best regards,
Michael Zhang