第一篇：Marketing letter
Marketing letter 开发信
High Imitation Edge Banding Machine from KDT(Shandong HICAS
Machinery(Group)Co., Ltd)开发信：
Dear Santi，How are you doing?
We are a manufacturer and trading company specializing in edge banding machine, sliding table panel saw and other machines for more than ten years.Now I am writing to you because previously you have interested in our machine on Alibaba.We have enclosed the catalog which includes our latest new design machine.Please have a check.Moreover, we sincerely invite you to visit our exhibition Wood Mac China 2015 in Shanghai held from 11-14th March.Our booth number is E2 C-21.Welcome to visit!Should any of these machine will be of your interests, we will be happy to give you more detail information after receive your requirements.Your reply must be appreciated.Thanks and best regards.Amy/Summer
Dear Senziwa, Goodday，This is Amy from Qingdao Hicas Machinery Group.We are a manufacturer and trading company specializing in sliding table panel saw, edge banding machine and other woodworking machines for more than ten years.We have enclosed the catalog which includes our latest new design machine.Please have a check.Should any of these machine will be of your interests, we will be happy to give you more detail information after receive your requirements.Your reply must be appreciated.Thanks and best regards.Amy/Summer
1.开发信写法：运用现在时，过去式，现在进行时 2.整箱运费大于拼箱。
3.We will be pleased to know that....更为客气。4.4C: Clearness, Conciseness, Correctness, Courtesy 5.5 comments:(1)Tell the recipient where you get their information.(2)Introduce yourself
(3)State your purpose
(4)Reference to your further contact
(5)The finish(Signature签名档)
Example:
Dear Mike Smith，This is xxx from ABC Co.,Ltd.We are pleased to know you and your esteemed company from Alibaba.com.We have supplied/are manufactures for/ xxx to xxx for xx years, and know you are in search of the better products to further gain an edge(分得一杯羹)in the market.Hope to cooperate with you!
Feel free to contact/call me for any question or free samples.Thank you!
Best regards.Summer ABC Co., Ltd
xxx
Dear Senziwa, Goodday，This is Amy from Qingdao Hicas Machinery Group.We are pleased to know you and your esteemed company from Alibaba.com.We are a manufacturer and trading company specializing in sliding table panel saw, edge banding machine and other woodworking machines for more than ten years.Should other type machines will be of your interests, we will be happy to give you more detail information after receive your requirements.Your reply must be appreciated.Your success is our business
Sincerely Yours.Amy/Summer
Your success is our business.(can be write in signature)换位思考，NOTE: introduce some main products and pay attention to the courtesy.2.分析回复询盘。
A.友谊采购型：信息全面，目标明确
B.信息全面，目标明确，询问不太专业
C.无明确目标型：信息全面，目标不太明确，询问不太专业
D.信息收集型：信息不全面，目标明确，询问专业
E.索要样品型和邀请函型：
3.回复邮件（看客户的信息是否全面）
A.介绍写信背景
B.直接介绍写信的目的C.内容listing（简明扼要）
D.结束语（激励型的）
针对信息不全面的客户回复模板：
Examples: Dear Mr.Amir，Many thanks for your inquiry dated(of)xxxx from alibaba.com.In order to let us make more correct quotation accordingly, please kindly tell us the exact model number you prefer after checking our website xxxx.Besides, to help us offer the best price, pls also introduce your company as many as you can.such as your company foundation time, how many workers, major product lines, company website and last year’s sales turnover if possible.More details better price.Waiting for your reply.Best regards.Summer Reply sample:
Dear xxx，So glad to receiving your inquiry for our xxx from alibaba.com dated xxx.Thanks a lot.We are a leading manufactures in xxx in china and our products have been expected to customers all over the world such as xxx.The xxx in the most popular style in our factory, selling fast.However, detailed price list for the skirts and long pants will be sent to you based on your specific further product description such as color, specification, special design requirements etc.PLS check the following styles photo which should be suitable for your Indian market and tell us more requirements on the exact and long pants.Pls do not hesitate to contact us if any questions and we are waiting for your reply.Best regards.Summer NOTE:不要直接给客户报价，如果客户想要，他好会继续给你回复邮件的。
PI: Proforma invoice 形式发票
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 of the world.Reports from users confirm what we knew before it was put on the market-that it is the best mountain bike available.Enclosed is our brochure.Yours faithfully
2.提出询价
Dear Sir: Jun.1, 2001 We received your promotional letter and brochure today.We believe that your would do well here in the U.S.A.Kindly send us further details of your prices and terms of sale.We ask you to make every effort to quote at competitive prices in order to secure our business.We look forward to hearing from you soon..Truly
3.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 the model 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 opportunity of being of service of you.4.如何讨价还价
Dear Sir: June 8, 2001 We have received your price lists and have studied it carefully.However, the price level in your quotation is too high for this market, If you are prepared 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
5-1 同意进口商的还价
Dear Sirs:
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 have affected the cost of this product unfavorably.However, for your order we have kept our prices down.To Sincerely
5-2 拒绝进口商的还价
Dear Sirs:
Thank you for your letter of June the 8th.We regret that we cannot meet your must point out 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 present the best discount offered for a quantity of 200 is 5%.Our current situation leaves us little room to bargain.We hope you will reconsider the offer.Truly
6.正式提出订单
Dear Sir:
We have discussed your offer of 5% and accept it on the terms quoted.We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September.The enclosed order is given strictly on this condition.We reserve the right of refusal of delivery and/or cancellation of the order after this date.Truly
7.确认订单
Dear Sir:
Thank you very much for your order of June 15 for 200 Deer Mountain Bikes.We will make every possible effort to speed up delivery.We will advise you of the date of dispatch.We are at your service at all times.Sincerely
8.请求开立信用证
Gentlemen:
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 the L/C we will pack and ship the order as requested.Sincerely
9.通知已开立信用证
Dear Sir:
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
10.请求信用证延期
Dear Sir：
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.30.11.同意更改信用证
Gentlemen: Sept.5, 2001 We received your letter today and have informed our customers of your situation.As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30.Please keep us abreast of any new development.Sincerely
12.抱怨发货迟延 Dear Sirs: Sept.25, 2001
Concerning our order No.599 for 200 mountain bikes, so far you have shipped only 50 bikes against the shipment.We are notifying you that we reserve our right to claim on you for the shortage, if it is confirmed.We have given our customers a definite assurance that we would supply the goods by the end of September.We hope you will look into this urgent matter.Yours faithfully
12a.处理客户的抱怨
Gentlemen: Sept.30, 2001
In response to your letter of Sept.25, we regret your complaint very much.Today we received information from Hong Kong that the remaining 150 bikes were on a ship that developed engine trouble and had to put into port for repairs.The trouble was not serious, and the vessel is now on her way.She would arrive at your place tomorrow or the next day.Truly
13-1 取消订货
Dear Sirs: Oct.2, 2001
We are sorry that causes completely beyond your control have made it impossible for you to keep the shipment date of Sept.30.Since you have failed to uphold your end of the agreement, we find it necessary to cancel our order.Unfortunately, our
buyers cannot wait indefinitely for the units.We are sorry that it is necessary to take such a drastic step.13-2 谅解迟运原因
Gentlemen: Oct.2, 2001
We have received of your notice of delay of shipment due to mechanical troubles on the ship.We are pleased that the order is now on its way.Thank you for the notice.We are eagerly awaiting the ship's arrival.Yours faithfully
14.货物损坏报告
Dear Sirs: Oct.4, 2001
Upon arrival of your shipment, the ship's agents noticed that case No.5 was maged and notified us.The number of articles in the case is correct according to the invoice, but the following articles are broken:(List of articles)As you will see in our survey report and of the ship's agents', that these units are damaged and quite unsaleable.Please send us replacements for the broken articles;we await your reply in due course.Sincerely 15-1.拒绝承担损坏责任
Dear Sirs: Oct.8, 2001
Thank you for informing us of the damaged shipment.Since the units were packed with the best of care, we can only assume that the cases were handled roughly.We therefore urge you to lodge your claim with the insurance company.Sincerely
15-2.承担赔偿责任
Gentlemen: Oct.8, 2001
As soon as we got your letter we got in touch with the packers and asked them to look into the matter.It appears that the fault lies with the packaging materials used.We have since corrected the mistake.We apologize for the oversight, and are sending a new delivery immediately.Sincerely
16.催要逾期货款
Dear Sirs: Nov.30, 2001
It has come to our attention that your payment is one month overdue.The units ordered were delivered to you on September 26 and were invoiced on September 30.Payment is due on October 30.We look forward to seeing your remittance within a
week.Sincerely Toxue_com
17.付清逾期货款
Dear Sirs: Oct.3, 2001
We have looked into the cause of the delay in payment and have found that our accounting department made an oversight in making your remittance.We are sorry for the inconvenience.The sum of US$ 20,000 has been sent to you by Telegraphic Transfer and should reach you sometime tomorrow.Sincerely
点击咨询 