商務(wù)英語(yǔ)書信之詢價(jià)及報(bào)價(jià)-wenkub.com
2025-04-03 12:49 本頁(yè)面
【正文】 通常這招“I39。m sorry I couldn39。m afraid we are fully booked for tonight”(今晚的席位恐怕已經(jīng)訂滿了。在保證期發(fā)生故障時(shí) 售出的商品在保證期限內(nèi)故障時(shí)，當(dāng)然得享受免費(fèi)修理的服務(wù)。更進(jìn)一步，把目的帶入問(wèn)句中，“What about this one?”(這個(gè)怎樣？)以誘導(dǎo)顧客的想法。如何做好完善的售后追蹤 “追蹤一個(gè)顧客，勝過(guò)開發(fā)十個(gè)顧客”是盛行于推銷界的名言。ll give you a new one.”如何強(qiáng)調(diào)售后服務(wù) 強(qiáng)調(diào)完善的售后服務(wù)，是幫助顧客下決定的主因。如何因品質(zhì)不良向顧客道歉 推銷員感到最尷尬的，莫過(guò)于出售本身吹噓推薦的商品之后，卻因品質(zhì)不良而遭顧客質(zhì)問(wèn)的。尤其在百貨公司或餐館里，常會(huì)接到要找客人的外線電話，如果廣播叫他來(lái)聽，它卻不在，您就要把他有禮貌地要求留言：“May I have the message?”如何迅速成交談生意提及錢，就離成交不遠(yuǎn)了。m most pleased if you would like to see them, whether you are going to buy or not”(您只要參觀看看就可以了，不管您買不買，我都覺(jué)得很高興)就萬(wàn)事OK了。 “Judging from past sales”(根據(jù)我的銷售經(jīng)驗(yàn))是一句很好的開端，接下來(lái)說(shuō)：“I39。如何幫顧客分別寄送 推銷者的服務(wù)是隨時(shí)隨地的，因此當(dāng)客人的物品要分別寄送到兩地時(shí)，您當(dāng)然得說(shuō)：“I39。如果顧客要您have it operated(請(qǐng)您操作一下)時(shí)，您就可以立刻派上用場(chǎng)：“Now you see how interestingly it works.”(現(xiàn)在大家可以看看，它轉(zhuǎn)動(dòng)得多有趣。ll exchange it, of course.”(當(dāng)然，我們會(huì)幫您換)如何保證修理 信譽(yù)良好的廠家對(duì)于所售的商品都有足夠的保證，因?yàn)樯獠皇侵蛔鲆粫r(shí)，而是長(zhǎng)久的，因此您會(huì)用到：“The guarantee provides for free service and parts.”(保證免費(fèi)修理)。您喜歡用Salem來(lái)代替嗎？)這種持續(xù)維持積極銷售的態(tài)度，才是制勝的不二法門。如何說(shuō)明本國(guó)制造或是國(guó)外進(jìn)口 人們基本上都有喜歡外國(guó)貨的心理，這是，推銷人員可以分別介紹之，“This is made in China, but that isn39。完成推銷后，可說(shuō)： “Now, what about something else?”或者“What next?”（還要些別的嗎？）常常能收到意想不到的效果。至于PLAYBOY、issey miyake、LACOSTE、Christian Dior等世界級(jí)名牌，只要知道牌子的名字就行了，甚至根本用不著推銷。ll make a concession.”（我們一般要賣115元，但您可以優(yōu)惠）如何給新顧客打折 對(duì)新顧客可以說(shuō)：“I can manage to give you a discount of ten percent, deeming it as a kind of expenditure for advertisement.”（給您9折，當(dāng)作是宣傳費(fèi)吧）如何說(shuō)明價(jià)廉物美 “It39。找錯(cuò)錢了怎么辦 誰(shuí)都有出錯(cuò)的時(shí)候，這時(shí)態(tài)度一定要誠(chéng)懇：“I39。t reduce the price, sir.”（很抱歉，我們沒(méi)辦法降低價(jià)格）如何說(shuō)分期付款 如今分期付款很流行，所以要學(xué)會(huì)說(shuō)：“You can buy them by installment”如何解釋分期付款 還要會(huì)解釋：“You pay a downpayment of five hundred dollars, and then, within a year, one hundred for each an every month.”（可以先付訂金500元，然后在一年內(nèi)，每月付100元）如何收取貨款 如果是當(dāng)場(chǎng)付清貨款，就可能用到這個(gè)句子：“Could you pay at the Cashier39。m afraid the minimum charge for any first order is ￥100”（我們的最低消費(fèi)是100元），而不能說(shuō)：“菜單上有，您不會(huì)自己看呀？！”如何拒絕降價(jià) 顧客討價(jià)還價(jià)幾乎是不可避免的事情，直接說(shuō)no的推銷員估計(jì)很少，所以你應(yīng)該充分解釋“We make so little on this line！”（這方面的東西我們沒(méi)***）如何拒絕小費(fèi) 如果店鋪規(guī)定不能收取小費(fèi)，你可婉拒顧客：“It39。m sorry we won39。如何說(shuō)明注意事項(xiàng) 買賣的同時(shí)，應(yīng)該將注意事項(xiàng)向顧客交待清楚，免得日后發(fā)生糾紛事小，影響商譽(yù)事大。如何附送贈(zèng)品 附送贈(zèng)品是經(jīng)久不衰的推銷手法，因此，像“That includes an extra pair of shoelaces and a bottle of polish”（附送鞋帶一對(duì)及鞋油一瓶）這類的說(shuō)法是能討顧客歡心的。如何推薦特賣品 一般而言，每家商號(hào)都自己的特色或特制品，這句“It’s our specialty”（這是本店的特制品）要用得很嫻熟。所以，把“Its durability will be an agreeable surprise to you.”（它的耐久性將讓您吃驚）常掛嘴邊是必要。如何讓顧客試穿 展示商品的下一步就是顧客試穿了，可以說(shuō)“Please try on whichever you like.”（隨便試）或“Would you like to try it on?”（要不要試穿一下？）如何說(shuō)明用途 商品要買得好，推銷員對(duì)商品必須有足夠的了解，說(shuō)明使用方法的簡(jiǎn)易及商品的來(lái)用性，往往有利于顧客下決心購(gòu)買，所以一句“Well, the selffilling device is simple.”（這種自動(dòng)充墨裝置十分簡(jiǎn)單）對(duì)您的推銷術(shù)有舉一反三之效的。不能單單只看價(jià)格，質(zhì)量也應(yīng)列入考慮的范圍之內(nèi)。 此致敬禮Letter 4: Counteroffers （還盤） Dear Sir, From your letter of November 22, we are disappointed at learning that you find our offer unacceptable because other suppliers are offering lower prices. We are not in a position to accept your countoffer because our price is reasonably fixed. Regarding the qualities of the goods offered by others, we are rather doubtful whether they are similar to or parable with those of ours. Please call the attention to this point and convince that not only price but also quality should be taken into consideration.We hope to hear from you before long. Yours sincerely您好！從您11月22日的來(lái)信，我們很失望地獲知您認(rèn)為我們的報(bào)價(jià)難以接受，因?yàn)槠渌╀N商能提供比我們更為低廉的價(jià)格。 此致敬禮Letter 3: Counteroffers （還盤） Dear Sir, Thank you for your letter dated October 20. As regards your countoffer, we regret we are unable to accept it because our current price has already been proved workable by many orders received from other buyers. However, in order to meet you on this occasion, we are prepared to grant you a special discount of 2% on condition that the quantity of the order is no less than 1000 pieces.We hope this will enable you to enjoy
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