交易的第一步
1.向顾客推销商品
Dear Sir: May 1, 2001
Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts ofthe world. Reports from users confirm what we knewbefore it was put on the market – that it is thebest mountain bike available. Enclosed is ourbrochure.
Yours faithfully
2.迅速提供报价
Dear Sir: June 4, 2001
Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on themodel together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunityof being of service of you.
交易的契机
3.如何讨价还价
Dear Sir: June 8, 2001
We have received your price lists and have studiedit carefully. However, the price level in yourquotation is too high for this market, If you areprepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.
Yours truly
4-1.同意进口商的还价
Dear Sirs: June 12, 2001
Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials haveaffected the cost of this product unfavorably. However, for your order we have kept our prices down.
Sincerely
4-2.拒绝进口商的还价
Dear Sirs: June 12, 2001
Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must pointout that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At presentthe best discount offered for a quantity of 200 is5%. Our current situation leaves us little room tobargain. We hope you will reconsider the offer.
Truly
5.正式提出订单
Dear Sir: June 15, 2001
We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give yourproduct a trial, provided you can guarantee deliveryon or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right ofrefusal of delivery and/or cancellation of the order after this date.
Truly
6.确认订单
Dear Sir: June 20, 2001
Thank you very much for your order of June 15 for200 Deer Mountain Bikes. We will make every possible effort to speed up delivery. We will advise youof the date ofdispatch. We are at your service at all times.
Sincerely
7.请求开立信用证
Gentlemen: June 18, 2001
Thank you for your order No. 599. In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000 in our favor. This account shall be available until Sep. 20. Upon arrival of theL/C we will pack and ship the order as requested.
Sincerely
8.通知已开立信用证
Dear Sir: June 24, 2001
Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed.
Sincerely
9.请求信用证延期
Dear Sir： Sep. 1, 2001
We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment.Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.
Sincerely
10.同意更改信用证
Gentlemen: Sept. 5, 2001
We received your letter today and have informed ourcustomers of your situation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Pleasekeep us abreast of any new development.
