【文章內(nèi)容簡介】 ight to rescind the contract without further notice.”The goods you ordered have been ready for quite some time and the demand of late has been so great that we find it hard to keep them for you any , in consideration of our friendly business relations, we are prepared to wait for your L/C, which must reach us not later than October 5, we again fail to receive your L/C in time, we shall cancel our Sales Confirmation and ask you to refund to us the storage charges we have paid on your cooperation in this respect will be ，L、修改信用證Dear :We have received your L/C $19,720 covering 1,600 dozen Men39。s reviewing the L/C, we find that transshipment and partial shipment are not direct steamers to your port are difficult to find, we have to ship via Hong Kong more often than to partial shipment, it would be our mutual benefit because we could ship immediately whatever we have on hand instead waiting for the whole lot to be , therefore, are writing this afternoon, asking you to amend the L/C to read: “TRANSSHIPMENT AND PARTIALSHIPMENT ALLOWED”We shall be glad if you see to it that amendment is cabled without any delay, as our goods have been packed ready for shipment for quite some ，M、延期信用證的期限D(zhuǎn)ear :We thank you for your L/C for the captioned are sorry that owing to some delay on the part of our suppliers at the point of origin, we are not able to get the goods ready before the end of this a result, we sent you a cable yesterday reading: L/C1415 PLSCABLE EXTENSION SHIPMENT VALIDITY 15/31 MAY RESPECTIVELY LETFOLLOWS It is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it on s/s “Fanyang” sailing from Dalian on or about 10th are looking forward to receiving your cable extension of the above L/C thus enabling us to effect shipment of the goods in thank you for your ，N、拒絕對方做獨家代理商的要求Dear :Thank you for your letter of 15th we are now only at the getacquainted stage, we feel it is too early to take into consideration the matter of sole our opinion, it would be better for both of us to try out a period of cooperation to see how things , it would be necessary for you to test the marketability of our products at your end and to continue your efforts in building a larger turnover to justify the sole agency enclose our latest pricelist covering all the products we handle within the framework of your specialized look forward to hearing from ，O、指定對方為獨家代理商Dear :We have received your letter of the 15th and are impressed with the proposal you are pleased to tell you that we have decided to entrust you with the sole agency for our Embroideries in the territory of Agency Agreement has been drawn up for a duration of one year, automatically renewable on expiration for a similar period unless a written notice is given to the you will find a copy of the go over the provisions and advise us whether they meet with your shall do all in our power to assist you in establishing a mutually beneficial ，P、處理對貨損的投訴Dear :We have received your letter of 18th July, informing us that the sewing machines we shipped to you arrived in a damaged condition on account of imperfectness of our receipt of your letter, we have given this matter our immediate have studied your surveyor39。s report very are convinced that the present damage was due to extraordinary circumstances under which they were transported to are therefore not responsible for the damage。but as we do not think that it would be fair to have you bear the loss alone, we suggest that the loss be divided between both of us, to which we hope you will ，Q、處理對貨物品質(zhì)的投訴 Dear :We very much regret to learn form your letter of 2nd March that you are not satisfied with the dress materials supplied to your order From what you say it seems possible that some mistakes has been made in our selection of the materials meant for you and we are arranging for our to call on you later this week to pare the materials supplied with the samples form which your ordered it is found that our selection faulty, then you can most certainly rely on us to replace the any case, we are willing to take the materials back and, if we can not supply what you want, to cancel your order, though do this reluctantly since we have no wish to lose your ,第四篇：回復(fù)詢盤樣本及點評Dearbuyer:,?,UniversalCoLtdinBrazil,?Weareaprofeionalbambooproductsmanufacturewith14yearsexperiencesinChina,offeringover1,(astheattachedphoto)youinquiredasfollowing:FOBXXX,:2,000,Price:,DelieveryTime:!買家您好,很高興再次收到您的查詢：您在去年9月15日曾向我們查詢過竹籃，那時我們曾寄過公司目錄給您，如您需要我可再寄一次給您。您并不是巴西唯一向我們查詢過竹籃的進(jìn)口商，我們也曾收到來自巴西ABC、Universal等的進(jìn)口商的查詢，但他們總是查詢另一種竹籃，如您有需要，我可以向您介紹那一類的竹籃，您是否希望我為您的巴西市場做些特別的樣品給您？我們是有十四年專業(yè)竹制品經(jīng)驗的中國制造商和提供超過1,500種多樣的竹制品，月產(chǎn)量達(dá)五百萬個，是您最值得信賴的中國竹制品供應(yīng)商。您詢問的產(chǎn)品如附圖資料如后：XXXXXXXXXXXX。我明天會寄一份目錄給您，若您能提供您的快遞帳號，我們將把樣品一同寄給您！期待盡快收到您的回復(fù)。點評：（1）給買家提供最初查詢您產(chǎn)品的回憶參考點，這樣有助于買家回憶起他是在什么時候，通過什么方式，對什么產(chǎn)品產(chǎn)生了什么樣的興趣或問題。因為固有的熟悉感會增加買家與您合作的興趣與信心。買家一天中會發(fā)出許多查詢，如果您的回復(fù)與其它回復(fù)相比無任何出眾地方，只能陷于一大堆無聊的產(chǎn)品報價，不會吸引買家。這種回憶的參考點有時間，事件或物件等。在本例中，供應(yīng)商使用的是時間和事件：“您在去年9月15日曾向我們查詢過竹籃，那時我們曾寄過公司目錄給您”；（2）給買家適當(dāng)?shù)脑黾有┰S壓力。目的在于促進(jìn)買家回復(fù)的速度與認(rèn)真程度，有些目的甚至在于迫使買家不得不進(jìn)行采購行為。在本例中，供應(yīng)商告訴買家你的競爭對手或同行正在與我取得聯(lián)系，并且我一直協(xié)助你的同行搶占你的巴西市場。如果供應(yīng)商原先的合作客戶是A級買家，那么對這位新買家就具有帶動作用；如果是同級，這位新買家就會更加迫切的進(jìn)入競爭狀態(tài)中來；當(dāng)然你不能告訴你的買家“我們原先一直和比你規(guī)模小的買家合作”，這樣會使他覺得對你的信心不足。原句是：“您并不是巴西唯一向我們查詢過竹籃的進(jìn)口商,我們也曾收到來自巴西ABC,Universal等的進(jìn)口商的查詢”；（3）告訴買家作為供應(yīng)商你是做什么產(chǎn)品的？你能做到如何？買家憑什么完全的相信你？這就是企業(yè)介紹與實力規(guī)模證明。在本例中，供應(yīng)商用一系列數(shù)據(jù)證明了自己的規(guī)模與實力，如：“十四年專業(yè)竹制品經(jīng)驗”、“提供超過1,500種多樣的竹制品”、“月產(chǎn)量達(dá)五百萬個”；（4）不是我要向你索取什么，而是我能為你做什么。切記服務(wù)理念。在本例中，供應(yīng)商熱忱與負(fù)責(zé)的服務(wù)態(tài)度使買家能夠感受到與其合作的良好基礎(chǔ)。如：“如您需要我可再寄一次（目錄）給您”、“如您有需要,我可以向您介紹那一類的竹籃”、“您是否希望我為您的巴西市場做些特別的樣品給您?”；（5）主要問題：所答即所問，所答非所問；很多供應(yīng)商認(rèn)為網(wǎng)絡(luò)營銷首先就會遇到一個問題，即樣品寄送的問題。其實到目前為止我們也沒很好的辦法解決這一問題，但這位供應(yīng)商就很聰明。買家要樣‘品’，那我就免費寄一份樣本’給你看，也算所答即所問。但樣‘品’呢，怎么說？反正供應(yīng)商沒表示是否免費寄送，只要你給了快遞帳號，我就會一同寄送，如果你要不給快遞賬號呢？我也沒說不送（但后來，他告訴筆者，還是送了，輕工藝品，不看樣品不成）。這也算所答非所問吧。（6）不寄樣本行不行？行！網(wǎng)絡(luò)溝通無極限，雖說樣品不能電子傳送，但樣本總歸是能夠電子傳送吧，而且方便，快捷，成本較低。我們說不僅是回復(fù)時可以傳送樣本，而且平時就應(yīng)該使用這種方式做推廣。在本例中，加上上面附的圖和后來附的資料，就是一個完整的產(chǎn)品樣本。如果你還有其它樣口可以推薦，也完全可以一并附上。（7）記住：吸引買家回復(fù)你的回復(fù)