【正文】 tter 2: Offers and Quotations （報(bào)價(jià)） Dear Sir,Thanks for your letter of 19th May.Our “.” (raincoat) range is particularly suitable for warm climates, and during the past years we have supplied this range to dealers in several tropical countries. This range is popular not only because it is light in weight, but also because the material used has been specially treated to prevent excessive condensation on the insider surface.For the quantities you mention, we are pleased to quote as follows:………Payment: by irrevocable L/C at sightShipment: Shipment will be effected within three or four days after receiving the L/CThis offer is subject to our final confirmation. We feel you may be interested in our other products and enclose some pamphlets for your reference.We are waiting for your early orders. Yours sincerely您好！感謝您五月十九日的來信。過去的幾年里，我們已和多個(gè)熱帶國(guó)家的經(jīng)銷商建立的業(yè)務(wù)關(guān)系。根據(jù)您需要的數(shù)量，我們報(bào)價(jià)如下：。我們認(rèn)為貴公司可能對(duì)我方其他產(chǎn)品感興趣，隨函附上宣傳小冊(cè)以供參考。 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 the benefit of our special discount. Yours sincerely您好！感謝您10月20日的來信。但是，在這種情況下，我們還是打算給2%的特別折扣以滿足您的要求，條件是，訂單數(shù)量不能少于1000。 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。至于您說的那些比我們報(bào)價(jià)還低的供銷商，我們懷疑他們產(chǎn)品的質(zhì)量是否能比得上或者類似我們的產(chǎn)品質(zhì)量。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)。致辭敬禮生活買賣中實(shí)用的巧答如何接受電話預(yù)定 除非是熟客，雙方足夠信任，否則，餐館、旅店通常的電話應(yīng)對(duì)方式是“What time can we expect you ?”（您幾點(diǎn)來？）如何給客人菜單 餐廳里，引領(lǐng)顧客落座后通常遞上菜單“Good evening, sir. Here‘s the dinner menu”捎待一會(huì)，再詢問“May I take your order ?”（您要來點(diǎn)什么？）如何引客人入座 可以先詢問“How many people, please ?”（請(qǐng)問幾位？）以及“Do you have a reservation ?”（您訂位了嗎？），接下來就應(yīng)該“Where would you prefer to sit ?”（您喜歡坐哪？）而引客人入座了如何針對(duì)多人游說 女性購(gòu)物常常成群結(jié)隊(duì)，所以您要多角度揣摩消費(fèi)者喜好。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“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，說明使用方法的簡(jiǎn)易及商品的來用性，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?？梢哉f“This is our newest product.”或“This is our most recently developed product.”（這是我公司最新產(chǎn)品），甚至還可以強(qiáng)調(diào)“They are of the newest patterns that can be obtained in town”(這個(gè)款式目前在市面上絕無(wú)僅有)。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。如今的顧客已不是因?yàn)樾枰?，或是因?yàn)槿狈Χ?gòu)買衣物，而是為了搭配原有物品，比如西裝配領(lǐng)帶，上衣配褲子等等。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。如何提出保證 保證有很多種，如保證期（warranty）、耐用性（durability）、新奇度（novelty）、價(jià)格低（reasonable price）等等。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）這類的說法是能討顧客歡心的。像“How do you like this one?”（您覺得這件如何？）或“Will you not try that one?”（試試那件怎么樣？）這類話語(yǔ)往往是討論的