外貿英語函電EnglishCorrespondenceforInternationalTradeModule2

EstablishingBusinessRelations模塊2建立業務關系Learning

Goals01Knowthekeypointsofwritingemails

topotentialclientsinthehopeofestablishingbusinessrelations.02Getfamiliarwithwords,expressionsandsentencepatternsusefulforwritingtoestablishbusinessrelations.03Beabletowriteeffectivesaleslettersandfollow-upletterstoestablishbusinessrelations.Task1WritingaSalesEmailTask2WritingtoFollowupTask3CommunicationLaboratory目錄Situation:

You’reasalesperson.NowyourbossasksyoutodevelopbusinessrelationsintheSouth-Americanmarket.Youunderstandthatyoumaywriteemailstopotentialclientshopingtoestablishbusinessrelationswiththem.Questions:1.Whatshallwedobeforestartingtowritetothepotentialclient?2.Whatshallwementionintheemailstoattractrepliesfrompotentialclients?3.Ifwedon’treceiveanyreplylongaftersendingthefirstemail,howshallwewritetofollowup?Situation項目情景01Task1

WritingaSalesEmail子目錄Guidelines1Samples2CorePhrasesandSentencePatterns3Section1GuidelinesWhatisaSalesEmail?1.1PreparationsbeforeWriting1.2ImportantComponentsofaSalesEmail1.3“

Topenuporexpandamarketandpromotesales,companiesneedtoestablishbusinessrelationswithnewcustomers.Writingsalesletters(nowadayssalesemails)isthecheapestandoneofthemosteffectiveways.Nocustomer,nobusiness.WhatisaSalesEmail?salesemail:anemailwrittenbythesellertothebuyerinthehopeofestablishingbusinessrelations.

writtenintheaimofpublicizing(宣傳)andsellingaproductoraservicemeantforgeneratingbusiness目的是開發業務aformofadvertising一種廣告形式

PreparationsbeforeWritingtoEstablishBusinessRelationFindoutawaytocontactthepotentialclient.AnalyzingthepotentialclientStep2

Step

1

Step1:FindoutaWaytoContactthePotentialClient.TheCommercialCounselor’sOffice(商務參贊處)ChamberofCommerce(商會)ChinaCouncilforthePromotionofInternationalTrade(CCPIT中國國際貿易促進會)governmentorganizations/offices:開發外貿客戶的渠道WaystoFindPotentialClientsTraditionalSourcesofclientinformation：ChamberofCommerce商會TheCommercialCounselor’sOffice

商務參贊處

CCPIT（中國國際貿易促進會）tradefair交易會

advertisements廣告salesagentsabroad國外的銷售代理

oldclientsorfriends老客戶或朋友theInternet網絡MoreCommonSourcesofClientInformationWaystoFindPotentialClientsbyUsingtheInternet獲取外貿潛在客戶信息的渠道

.au

(Australia)

(America)www.virgilio.it

(Italy)www.ypag.ru

(Russia)www.wlw.de

(Germany).pk

(Pakistan)searchenginesExportHubECplazaB2BWebsites$$$$FacebookTwitterLinkedInPinterestInstagramYoutubeLineTumblr

etc.SNS（社交媒體推廣）1（SocialNetworkingServices）Step

2:AnalyzingthePotentialClientQuestionstoaskourselvesbeforewriting1.

Whoareyousellingto?

-Whoareourpotentialcustomers?

Whydotheyneedourproductorservice?Researchtheprospecttoknow:its

businesspositioning(定位)&itsproductline;itssize;itsmarketsmainsellingpointsandbenefitsofourproductswhichmaybestsuitthepotentialclient.Remembertoputusintheirshoesandthinkabouttheirneeds.2.

Howcanwebestmotivatethemtorespond?

-Ourgoalisto

leadtherecipienttowanttoopen,read,andreplytotheemail.Step

2:Analyzingthepotentialclient市場調研致函客戶，表達建交愿望獲取客戶信息客戶回復,同意建交1Writingtoestablishbusinessrelations銷售郵件的撰寫原則：AIDA原則AIDAPrincipleforWriteaSalesEmailmaketheclientimpressedwithourcompany&products.motivateclientstoread&replyouremailObjectivesofWriting：toadvertiseAIDAPrincipleA=attentiongettheattentionorcuriosityoftheprospectI=interestarouseinterestD=desire

mentionthebenefitsofproductsorservicestoinspirethedesireoftheprospecttobuytheproductsorservicesA=actionencouragetheprospecttotakeactionsuchasreplyingtoouremailorplacinganinquiryStructureofaSalesEmailOpeningBodyClosingthesourceofinformation（信息來源）abriefcompanyintroductionaproduct/serviceintroductiontourgeactionandattractreplySubjectLineDrawattentionArouseinterestExampleSubject:PatentedMountainBikes&RoadCars/ClientofG&K/10YearsExperienceDearMr.Picker,Gladtoknowfromthe

thatyouarealeadingwholesalerofbikesinEurope.

ThisisAlisafromWeichiCo.,Ltd.,awell-establishedmountainbikeandelectricscootermanufacturerinGuangzhou,China.5Wehavemorethan10yearsexperienceintheindustryandhavebeenasupplierofG&Kfor3years,helpingitexpandmiddle-endmarketinEurope.Ifpurchasingfromus,youwillhave:-anexclusivedistributionrightinyourmarket;-astablemarket,asweprovideCEcertifiedqualityproductswithtrendynewdesignsatcompetitiveprices;-professionalmaintenanceandafter-salesservices,aswehaveapoolofexperiencedengineersWithatalentedR&Dteamofmorethan30people,weareabletodesignandreleasenewmodelseverymonth,andanyofourbikesandscootersarepatented.WealsoofferOEMandODMservices,aswellascustomizationservicesforpackagingandlogo.Welcometovisitourfactoryortestoursamples.Pleasereply“Yes”ifyouwouldliketohaveourcataloguesandproductvideos.Bestregards,AlisaChenasubjectlinethesourceofinformation（信息來源）

abriefcompanyintroductionaclosingtourgeactionandattractreplyaproduct/serviceintroductionImportantComponentsofaSalesEmail客戶開發郵件的重要組成部分HowtoWritetheSubjectofaSalesEmail?

如何寫開發郵件的主題2.11Howimportantisthesubjectline?accordingtoasurvey:69%peoplereportanemailasspam(垃圾郵件)basedonthesubjectlinealone!Situation:Ourcompany:DEFCo.,LtdSpecializein:solarlightBiggestclient:ITALYAIRPORTRecommendedSubjects:Re:GoodQualitySolarLightfromDEFofChinaRe:SolarLight/ItalyAirport'sSupplier/DEFCo.,LtdRe:SolarLight-UNIQUEMODEL/ItalyAirport'sSupplier中間用斜杠或逗號隔開，也可以整合成短語或短句。Situation:Ourcompany:DEFCo.,Ltd.Specializein:solarlightBiggestclient:ITALYAIRPORTToabigcompany(e.g.ADFInc.):

Re:toADFInc./ItalyAirport'sSupplier/DEFCo.,Ltd.Toprice-sensitiveclients(價格敏感客戶）:

Re:15%discountforSolarLightfromDEF（discount:折扣）Toaretailer(零售商)whomaywanttoplaceasmallordertotestthemarket:

Re:***USDsolarlight/MOQ:***pcs/DEFCo.,Ltd.(MOQ:MinimumOrderQuantity最小訂貨量)differentsubjectsfordifferentclientsSALEMoreSamplesBigSeptemberSaleends10pm（限時搶購）FlashSale:BlackRhinosBook50%OffPay$1.99foranewbundleof6STEAMgames(78HOURSONLY!)Increaseyourprofitby25%如何提及信息來源2

HowtoMentiontheSourceofInformationWhydowementionthesourceofinformation?helpfultoconvinceourclientsthatweareawell-establishedcompanyandareliablesupplierinthebusinesscircle.讓客戶相信，我們是一家信譽卓著的公司，是可靠的供應商。

SupposewemetourpotentialcustomerattheDentalShowandwriteasalesletteraftertheshow,youmaybegintheletterwith:GladtomeetyouintheDENTALSHOW!Dearsirs:

FromGooglesearch,wegetyourcompanyname.WhatIwantisjusttoseethatifwehavethechancetocooperationinthenearfutureornot.

……

……Yourssincerely

JackBetter:understatetheinformationchannelifwejustgettheemailaddressbysearchingtheInternet.

如果只是通過網絡搜索獲得客戶信息，信息來源可模糊化處理。Wesimplysay:

Gladtohear/know/learnthatyouarelookingforsuppliersofleatherbags.GladtoknowthatyouarealeadingwholesalerofbikesinEurope.如何介紹公司3HowtoIntroducetheCompanybusinessscope,history/experienceetc.qualitycontrolprocessR&D(ResearchandDevelopment)capacityproductioncapacity產能tradecapacity(businessperformance)IntroducingtheCompanydistinguishedclients如何介紹產品4HowtoIntroduceProducts?Emphasizebenefits,new/unique/featuredproducts,qualityandservicesconvincetheprospectwithproof:saveupto15%costimproveproductivityby10%haveaproductioncapacityof210,000pcs/month重要信息用粗體字（boldletters）.....................................各要點可用項目編號的形式列出：敦促行動，吸引回復5Urge

ActionandAttractReplyuse“please”,“wouldyouplease…?”tourgereactionoraskquestionstoattractreplyWewillsendyousamplesforfreeifyouwishtohavesamplesforevaluation.WouldyouliketohaveourFREESAMPLEforevaluation?Pleasereply“Yes”tothisemailifyou’dliketohaveourFREESAMPLES.Compare:Section2SamplesSample11Sample22Sample33Sample44樣信1Samples1Subject:PatentedMountainBikes&RoadCars/ClientofG&K/10YearsExperience

DearMr.Picker,

Gladtoknowfromthe

thatyouarealeading

wholesalerofbikesinEurope.

ThisisAlisafromWeichiCo.,Ltd.,awell-establishedmountainbikeandelectricscootermanufacturerinGuangzhou,China.5Wehavemorethan10yearsexperienceintheindustryandhavebeenasupplierofG&Kfor3years,helpingitexpandmiddle-endmarketinEurope.

1.在電子郵件的“主題”處，用詞組的形式列出我司產品的主要優勢或特點，體現我司實力的關鍵點，我司的主要產品或特色產品或提供的折扣等，吸引客戶打開郵件并閱讀；中間用斜杠或逗號隔開，也可以整合成短語或短句。2.盡可能找出收件人姓名，這樣可使稱呼更親切，盡量不要用“DearSir/Madam”。陳述信息來源（如某某組織機構、交易會、展覽會、廣告、國外代理商、客戶或朋友、跨境電商平臺或網站），以佐證我司的可靠性及實力。4.寫出寫信人名字、公司的簡稱、所在省或市和/或其在中國的地理位置。用幾句話簡要介紹公司，列出關鍵信息以及能體現公司優勢的要點，如公司業務范圍、歷史、主要產品、生產能力、銷售業績、主要市場、研發能力和重要客戶等。Ifpurchasingfromus,youwillhave:-anexclusivedistributionrightinyourmarket;-astablemarket,asweprovideCEcertifiedqualityproductswithtrendynewdesignsatcompetitiveprices;-professionalmaintenanceandafter-salesservices,aswehaveapoolofexperiencedengineers

WithatalentedR&Dteamofmorethan30people,weareabletodesignandreleasenewmodelseverymonth,andanyofourbikesandscootersarepatented.WealsoofferOEMandODMservices,aswellascustomizationservicesforpackagingandlogo.

Welcometovisitourfactoryortestoursamples.Pleasereply“Yes”ifyouwouldliketohaveourcataloguesandproductvideos.5.簡明列出與我司合作可帶給客戶的收益，介紹我司的新產品或特色產品、獨家的設計、樣式或型號以及我司的產品質量、銷售情況、所獲的質量認證、客戶滿意度和/或我們可提供的特色服務。這些內容可用項目編號的形式一一列出重要信息用粗體。6.結尾可邀請客戶驗廠，提出可以提供產品目錄、產品視頻、折扣或免費樣品等，以吸引收件人的注意；在本封郵件中，發件人提出收件人只需簡單回復“yes”即可獲得我方的產品目錄和視頻，意在提升客戶開發郵件的回復率。leadingadj.領先的wholesalern.批發商releasev./n.公布；發布R&D:ResearchandDevelopment研發manufacturern.生產商、制造商 distributionn.分銷、經銷maintenancen.維護、維修customizationn.定制catalogue(catalog)n.產品目錄middle-endmarket

中端市場exclusive

adj.專有的，獨有的exclusivedistributionright

獨家經銷權

scooter

n.（兒童）滑板車CoreVocabularyOEM原始設備制造商,指由委托方設計或制定規格，由被委托方生產產品。（OriginalEquipmentManufacturer）ODM（OriginalDesignManufacturer）原始設計制造商。指生產方根據委托方要求，提供從研發、設計到生產、維護的全部服務，即生產方有設計能力，從設計到生產都由生產方自行完成。樣信2Samples2Subject:SupplierofSDM&STARmats/15%discountDearMr.Crajicek,Gladtoknowthatyouarealeadingwholesaleroffiberglass.ThisisJackfromHuirongCo.,Ltd.inTianjin,acityinNorthChina.Wehavebeenengagedinexportingfiberglassproductsfor7years,supplyingmatwithsuperiorquality&reasonableprices.WehavepassedISO9001andallourproductsareCEcertified.OurdistinguishedclientsincludingSDMandSTARMATSarequitesatisfiedwithourproducts.Ifyoupurchasefromus,youwillhavethefollowingbenefits:-savingcostforupto10%comparedwithproductsofthesamekind.-on-timedelivery,aswehaveaproductioncapacityofupto210,000pcs/monthWewouldliketoextendaspecialofferforyourfirstsampleorder,witha15%discount(forthefirstcontainer).Pleaseletusknowifyou’dliketohaveourFREESAMPLES.Thanks&bestregards,JackLibeenengagedin從事（某一業務).......certified獲得......的認證distinguishedadj.重要的；尊貴的productioncapacity產能containern.集裝箱CoreVocabularymiddle-endmarket中端市場exclusiveadj.專有的；獨有的exclusivedistributionright獨家經銷權 ExtendedVocabulary樣信3Samples3Subject:VendorofWal-Mart/13yearsexperience/manufacturerDearMs.Drabarangs,Gladtolearnyou'reinthemarketforPPEproducts.We,AnduSafety,areoneofthemajormanufacturersandsuppliersofpersonalprotectiveequipmentinGuangzhou,China.With250workers,30,000m2dust-freeworkshopand13yearsexperience,wehavebeenavendorofWal-Martfor4yearsandhaveestablishedstablerelationswithourglobalclients.OurmainproductscovermostPPEindustryproductsandourfeaturedproductsarealltypesofsafetyvests,whichareISO&CEcertified.Pleasetellusifyou’dliketohaveourpricelistandsamples.Bestregards,RockySample3vendorn.賣主；供應商inthemarketfor...求購...workshopn.車間CoreVocabularyPPEpersonalprotectiveequipment個人防護用品coveralln.罩衣vest

n.馬甲ExtendedVocabulary樣信3Samples3Sample4Subject:topjewelryOEM/ODMmanufacturer/MOQ:30pcsHiMr.Dantini,ThisisJessiefromKATTEJEWELRYCOMPANY,oneofthetopprofessionaljewelryOEM/ODMmanufacturersinSouthChina,supplyinganddesigning925silverjewelryandfashionjewelryinbrassandalloy,whichareoffashionabledesignsandmadeofsafematerials.Foratrialorder,weacceptasmallMOQofonly50pieces.FREESAMPLESareofferedfortestingthequality.Anyquestions,pleasecontactmedirectly.Bestregards,在郵件正文中插入圖片，若要觀感較好，圖片尺寸一般建議介于600px-800px之間。若插入多張圖片，注意需要統一尺寸和明亮度。MOQminimumorderquantity最小訂單量；起訂量jewelryn.珠寶；首飾trialorder試購；試訂單CoreVocabularybrassn.黃銅alloyn.合金ExtendedVocabularyCore

PhrasesandSentencePatterns1.StatetheSourceofInformationorWhatWeKnowabouttheProspect例句gladtoknow/learn(from......)that...1Gladtoknowfromthatyouareanimporterofmechanicalproducts.Gladtolearnthatyouarelookingforsuppliersofleatherbags.22Welearnfromthatyouareexperiencedintheimportofengineeringequipment.例句learnfrom...1Welearnfromthatyouarelookingforsuppliersofleatherbags.例句inthemarketfor1Gladtoknowthatyouareinthemarketforelectricsaws(電鋸).2Wearegladtolearnthatyouareinthemarketforcartools.2.Introduce

theCompany例句mentionbusinessscope&historyWeareoneoftheleadingmanufacturersofvariouskindsofleatherbagsinChina,havingbeenengagedinthislinesince1997.Wearealeadingsupplierofelectricmotorsinawiderangeofspecifications.Wehavebeenaprecisiongear(高精度齒輪)manufacturersince2001.Wehavebeenspecializedinexportingheavytrucksandrelatedpartsandcomponentsfor10years.例句Mentionproductioncapacity,businessperformanceandR&Dcapacity:Ourproductioncapacityofweldingmachine(焊接機)reaches60,000sets/year.Our

gross

salesreachedUS$1billionlastyear.WehaveaprofessionalR&Dteamofover30

seniorengineers.OurannualrevenueisaroundUS$50million.Coca-Cola,Nestle,DisneyandPepsiareamongourdistinguishedclients.WehavebeenavendorofWal-Martsince2005.OurLEDlightswereusedatthe2012SummerOlympicGames.例句Mentiondistinguishedclients,pilotprojects(樣板工程),etc.:linen.行業；業務范圍specificationn.規格bespecializedin...專注于......gross

sales總銷售額annualrevenue年營業額CoreVocabulary3.IntroducetheProducts例句Emphasize

benefitstotheclientYouwillhavethefollowingbenefits:savingupto15%cost.on-timedelivery,aswehaveaproductioncapacityof210,000pcs/month.OurtrainingApp.willhelpyoureducerecruiting(招聘)andtrainingcost.例句Mentionnew/unique/featuredproducts,designs,stylesormodelsUpto5newsmartphoneaccessoriesarereleasedmonthly.WesupplyLEDTVandvideowallswiththelatestdigitaltechnology.例句HighlightqualityofourproductsOursmartwatchesareCE,ROHSandFCCcertified.ThetoysmeetCE,ASTMandCPSIAstandards.Ournotebookcomputerfeaturesalongbatterytime,withpowerconsumption5%lowerthanproductsofitssamekind.例句MentionserviceswecanprovideWeprovideOEM&ODMservicesforracingcartoys.Customizationserviceisprovidedforitspackaging.Ourexperiencedengineerswillprovideprofessionalmaintenanceandafter-salesservices.full12-yearwarrantyisprovidedforthesolarpanel(太陽電池板).4.UrgingActionandAttractReplyWouldyouliketohaveourFREESAMPLEforevaluation?For......,please......ForafreeconsultationaboutourApp.,pleasereply“OK”tothisemail.Formoreinformation,pleasereply“OK”.Wouldyouliketo......?例句例句If......,please......Ifyou’dliketohaveourFREESAMPLES,pleasereply“Yes”tothisemail.accessoryn.配件；配飾latest adj.最新的digitaltechnology 數字技術meet......standards 達到......標準feature n.特色；特點

v.以......為主要特點powerconsumption 耗電量warranty n.保修guarantee n.擔保consultationn.咨詢CoreVocabulary02WritingtoFollow-upTask2子目錄Guidelines1Samples2CorePhrasesandSentencePatterns3GuidelinesIfwedon'treceiveanyreplylongaftersendingasalesletter,whatshallwedo?Theansweristofollowup.Followingupisanimportantstepinoureffortstoestablishbusinessrelationswithpotentialclients.Whenfollowingup,wedrawtherecipient'sattentionbymentioningourpreviousemail:“InmyemailofOct.20,I......”.Ifwehavemettheclient,weshouldremindhim/herbywriting“Wemetat......”.

What'smoreimportant,itissuggestedthatweusesomethingmoretocatchhisattention.Forexample:bestsellersanewproductlaunchedaproductpromotionwiththespecialofferinvitingtherecipienttovisitourboothatatradefairinvitingtherecipienttovisitourcompanyorfactoryholidayregardsSamples

Subject:Re:Patented

mountainbikes&roadcars

/clientofG&K/10yearsexperience1DearMr.Picker,Meagain,AlisafromWeichi.DidyoureceivemyemailofOct.15?2I'dliketorecommendoneofourBESTSELLERStoyou.Itiswell-receivedintheEuropeanmarketandwehaverepeatedordersfromourclients.Wouldyouliketohaveatryinyourstate?Attachedarethephotosandspecifications.FREEsamplesofimportantcomponentsusedinourbikeswillbesenttoyouuponrequestKindregards,AlisaSample1followupafterasalesemail4.吸引收件人回復我們的郵件。1.可選擇回復前一封客戶開發郵件（選擇“全部回復”），這樣顯示“Re:”字樣，讓客戶知道我們之前有寫過郵件，同時前一封郵件的內容就能顯示在郵件下方。可保留前一封客戶開發郵件的標題；也可以另擬標題，突出本跟進郵件的主要內容）。2.提醒客戶我們之前寫過郵件。3.推薦熱銷產品或促銷產品，以吸引收件人的注意；或者邀請收件人在貿易展覽會上參觀展位、參觀公司或工廠等。單詞CoreVocabularyrecommend v.推薦bewell-received反響很好，受到歡迎repeatedorder續訂單，續訂Subject:Re:NewDesignofMountainBikesfromWeichiDearMr.Picker,Meagain,AlisafromWeichi.InmyemailofOct.20,Irecommendahotsaleitem.Areyouinterestedinit?Wealsodevelopanewdesignformountainbikesrecently.We'regladtotellyouthatabigorderforthenewmountainbikewasjustplacedbyaclientfromSouthAmerica.Attachedisthephotoofthenewdesign.Anyadviceonit?Bestregards,AlisaSample2thesecondfollow-upemail1.在郵件主題中，用“新設計”這個點來吸引潛在客戶。2.為公司新設計的產品尋求潛在客戶的意見。如果客戶打開圖片看并發來一些改進意見，我們就有了進一步跟進的理由。Subject:Re:CantonFairInvitationfromWeichi,Oct.31toNov.4,GuangzhouChinaHiMr.Picker,Goodday.It'sme,AlisafromWeichi.WillyouattendthecomingCantonFairfromOct.31sttoNov.4th,2019?Ifyes,you'rewelcometovisitourbooth.

BoothNo.:16.2H37

CompanyName:WeichiCo.,Ltd.

Date:Phase3,Oct.31sttoNov.4th,2019Attachedisaninvitationletterfromus.Lookforwardtomeetingyou.Ifyouneedanyhelporhaveanyquestions,pleasecontactme.AlisaSample3inviteaclienttoattendatradefair1.在郵件主題里寫出所有重要信息：寫信目的（邀請參加廣交會）、廣交會時間及地點、邀請方公司名稱。即使收件人沒有打開郵件，重要信息也一目了然。另外，公司的名字也寫出來，即使收件人沒有打開郵件，只要收件人掃了一眼郵件主題，推廣我方公司的目的也達成了一部分。2.在正文寫出所有收件人參加展會所需的信息，并附上邀請函（邀請函里列出更詳細信息并為潛在客戶提供更多指引）。單詞CoreVocabularyCantonFair廣交會boothn.展位phasen.階段；時期Subject:CustomizedMountainBikes(AlisafromWeichi/WeMetToday)HiMr.Picker,Niceevening.ThisisAlisafromWeichi.Wemettoday.Pleasecheckourphotoonthebooth.Aboutthemountainbikesthatyou'reinterestedin,pleasefindtheattacheddatasheetandpictures.Pricemaydifferslightlyfordifferentspecificationsanddifferentsizesoforders.Formorerequirements,justinformorvisitus.SincerelyAlisaSample3inviteaclienttoattendatradefair1.

潛在客戶白天參觀了我們的展位后，我們當天晚上發出了跟進郵件。在郵件主題寫明與客戶在展會上見過，喚起客戶的記憶。2.客戶一天可能去了好多個展位參觀，附上展會時與收件人的合影，有助于進一步喚起客戶的記憶。CoreVocabularydatasheet 數據表

inform v.告知單詞Core

PhrasesandSentencePatterns例句I'dliketorecommend......I'dliketorecommendoneofourBESTSELLERStoyou.I'dliketorecommendouruniquemodel.例句Attachedis(are)......Attachedarethephotosandspecifications.Attachedisourlatestcatalogue.例句.......willbesentuponrequest.Freesampleswillbesenttoyouuponrequest.Adetailedquotationsheetwillbesenttoyouuponrequest.Tips

業務點津03如何寫客戶開發郵件？1.語言簡潔

客戶開發郵件：是一種廣告營銷郵件，因此要非常注重其營銷功能。比其他類型的函電更強調簡潔性，只在郵件里寫入能夠有助于推銷我們公司及產品或服務的內容，其他內容盡量不要放。下述這封客戶開發郵件的很多地方可以刪減及修改：DearKatherine:ThanksfortakingthetimetoreadmyEmail.Iknowyou’reverybusy.

ThisisCattyfromDEFCo.,Ltd.inShenzhen.Verygladtowritetoyouhere!It'smypleasuretobeonserviceofyouifpossible!

IcangiveyoutheCSMinverycompetitivepriceandhigherquality.Ifyouneedmoreinformation,pleasegotoourwebsite:.

Iwonderifyouneedthisproduct;ifyouareinterestedinourproducts,pleasekindlyreturnthismail.Maybenowyouhaveregularbusinesspartner.ifso，pleaseleavemymessageinyouremailbox,maybesomedayitwillbeuseful.Welcometovisitourcompanyifyouhavetime!We'llarrangethecartopickyouupfromtheairport.

It'sconvenienttovisitourcompany,just50kilometersfromtheairport!

YourssincerelyCattyDEFCo.,LtdTel:***Fax:***Mail:***Website:

郵件要注意選擇送達時間，需留意時差以及對方上班時間及節假日安排。例如：歐美基本上禮拜六天不上班；阿拉伯和穆斯林國家禮拜五不上班等。

跟進潛在客戶切記過于頻繁，令人厭煩；最重要的是找準客戶的潛在需求。若客戶一直沒有回應，可一個月或兩個月跟進一次，重點是讓客戶記住我們，知道我們公司主要做什么產品，主要優勢是什么。

2.發送時間及頻率3.注意避免被判定為垃圾郵件（spam）

發客戶開發郵件，最怕被判定為垃圾郵件而導致被郵箱拒收。一般來說，如下情況被判定為垃圾郵件的機率比較高：1.未經收件人允許的一段時間內，發送頻率過快，內容重復度過高；2.對方未訂閱但發件人發送附件；3.郵件中含有spam高頻詞。

因此，第一封開發信盡量不要使用附件(attachment)，如果帶附件，一般不超2M。

以下為與銷售有關的spam高頻詞。如果你的開發信被退回，可嘗試修改，去掉這些spam高頻詞：

free,discount,opportunity,win,winner,cheap,deal,price,rate,profit,save,merchant,stock,actnow,callnow,subscribenow,opportunity,compare,check,cash,bonus,credit,buydirect,getpaid,ordernow,specializing,specialized,offer,pleaseread,don'tdelete,specialpromotion.04CommunicationLaboratory

業務訓練I.VocabularyFillineachofthefollowingblankswithaproperword/wordsgiveninthebox.Changetheformwherenecessary.1.FYI(foryourinformation),thePPEproducts_______inEurope.2.Wearea_________manufactureroftop-classdigitalitems,suchastabletPCs,mobilephonesandaccessories.Wehavea__________R&Dteamandareableto________atleast5newmodelsmonthly.3.Wearedevotedtodeveloping,producingandsellingtop-classdigitalitemsat___________prices.4.

Ourproductioncapacity_____30,000setsmonthly.5.

Iwouldliketo_________ourlatestitemNo.CA77T.6.

Asa

major

auto

manufacturer,wekeeponimprovingour

after-sale

services,includingextendingthe________

period.

reachreasonablesellwellprofessionalleadingreleasewarrantyrecommendsellwellleadingprofessionalreleasereasonablereachesrecommendwarrantyII.Translations(fromChinesetoEnglish):1.很高興從貴司網站上了解到貴司是機器人玩具的主要經銷商(dealer)之一。2.我司是廣東省領先的體育用品生產商，從2003年起從事該行業。3.我司的月產能是兩百萬臺戶外太陽能（solar）LED燈。4.我司的大客戶有LLA,