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EstablishingBusinessRelations建立贸易关系1.SelfintroductionDearSirs,ThisisWaterfromSHVCompany.I’vebeenworkinginDVDfieldformorethanfiveyears.HopethatIcanserveyouwithmyprofessionalexperiencefromnowon.Pleasefeelfreetostudyourofferasbelow.Firstofall,Iwouldliketointroduceyousomeinformationaboutourfactory.SHVCompanyisaprofessionalmanufacturerinproducingPortableDVDPlayer,covering7’,8.5’,9’,10.2’.AndSHVgotthesupportsasbelow.StaffNumber:over300Productionlines:fourlinesMonthlycapacity:60,000pcsQualitycontrol:FCC,CE,EMC,CCC,RoHSFactorymanagement:ISO9001InternationalQualityManagementSystemandISO14000InternationalEnvironmentManagementSystemMarkets:xxxfromSpain,xxx,xxxfromItaly,xxxfromGermany,xxxfromUkraine,xxxfromBulgaria,xxxfromRussia,xxxfromIsrael,xxxfromIran,xxx,xxxfromIndia,xxxfromMiddleEast,xxxfromParaguay,xxxfromPanama,etc.NowIwouldliketoofferyouthefastsaleitemwithbestpriceforyourreferencefirst.Model:ItemA701,7’swivelscreenwithTVtuner,USB＆CardRenderOffer:FOBShenzhenUS$50MOQ:1000pcsSamplesandmoreinformationareavailableforyourstudyanytime.Weappreciateyourkindreplysoon.Wearelookingforwardtoourcooperationinnearfuture.Bestregards,WaterNotes1.第一次主动联系客户，介绍自己在行业内的经验和成绩。让客户产生信心。2.介绍公司的产品和实力，以增加客户信心。3.根据客户所在国家目前销售产品的情况，向客户推荐适当的产品。4.报价时要包含产品的重要信息。比如产品的主要功能，报价条款，价格，订单起订量等。5.最后，提出合作的愿望。2.ContactcustomerafterthefairSample1DearSirs,Thankyouforyourkindvisitatourbooth3.2F18duringCantonFairs.ThisisWaterfromSHVCompany.IhopeyoucouldfeelfreetostudyourofferaboutPortableDVDPlayer.SHVCompanyisaprofessionalmanufacturerinproducingPortableDVDPlayer.TheproductsarespreadingthecountriesandregionsincludingAsia,EuropeandAmerica,productscovering7’,8.5’,9’,10.2’.We’vebeeninvestingUS$38milliontosetupahigh-techindustryzonenamedSHVTechnologyCo.,LtdinZhejiangProvince,whichcovers82000squaremetersand200000squaremetersofbuilding.WithourstrongR＆Dandworkmanship.Believewecanbecomeyourgoodpartnerandfriend.AccordingtothememoduringCantonFair,wewouldliketolistthefollowingoffersforyourrecord.Model:ItemA903,9’swivelscreenwithTVtuner,USB＆CardReaderOffer:FOBShenzhenUS$50MOQ:1000pcsSamplesandmoreinformationareavailableasrequested.Weappreciateyourkindideasaboutourcooperation..Wearelookingforwardtoourinitialcooperationsoon.Bestregards,WaterNotes1.参加展会是很多公司选择推广产品的一种很重要的方式。在展会之前，通常都要向所有的老客户和潜在的客户发邀请函。这也是向客户展示实力的一次机会。通常邀请函都会做成图片的形式，方便发送给用户参考。内容包括：参展公司名称，参展日期，展位号，主展产品等重要信息。2.展会之后，联系客户时提及展位号，客户更容易忆起自己。3.开门见山地说明自己销售的产品，容易抓住日理万机的客户的注意力。4.简短的公司和产品介绍可以让客户在短时间内熟知自己的实力和优势，以拉近合作的距离。5.根据展会上的笔记，总结并正式向客户报价。6.最后，提出合作的期望。Sample2DearClaus,ItwasnicetomeetyouinHongKong,andhopeyouhadagoodtrip.Thanksforyourkindvisittoourshowroom.It’salittlepitythatyourscheduleissotight.Ifpossible,we’dliketoinviteyoutoourofficenexttimeandshowyouaroundourthreefactories.Thefollowsareourmeetingmemoforyourreference.·For5.1CHstandardDVDplayer,US$21·DivXversion,addUS$1perset·Nerofunction,addUS$0.5persetForDVD-TandnewprojectMD-2720,itisstillunderconsummating.Whenitiscompleted,we’llinformyouimmediately.Alsowe’llarrangeDVD-591/DivX-592sampleforyourtest.Eventhoughwemetalotofproblemsbyfirstcooperation,nowit’sOKandthesecondcontainerwillbedispatchednextweek.Ithinkwecanrunmoresmoothlybythefollowingdays.Bothsidesknoweachotherbetter.Andalsowelearnalotfromyourprofessional,cautiousandseriousworkingstyle.Idohopeyoucouldsharesomeofyourproposalsofournextstepcooperation.Yourideasforourwholeyearplanwillbehelpful.Pleasetrytooffermesomeminds,we’dhopewecouldexpandourbusiness,workmorestrategically,andsupportyoubyourbestservice.Bestregards,AaronNotes1.客户通常都会参加展会，一方面是考察现有的供应商，面谈为了订单的计划，落实新订单的价格或者跟进进行中的订单情况；另一方面获取更多的产品信息，包括市场新价格，同类产品新的供应商等。2.展会后，对与客户面谈的内容进行总结，主动给客户发会议记录。3.再次提及洽谈的内容，更为详细地说明这些内容的具体情况。特别死关于样品或者订单进行的时间等方面的确定。4.进一步充实内容。包括对彼此之间合作的评价以及对未来的展望，还有对客户的操作方式的了解等。对问题点到即可，重点是展望合作和服务质量的改进。5.提出自己的希望，同时也提醒客户，随着合作的深入，将来可以为客户提供更优质的服务，以增强客户的信心，这样可以加深合作。3.EnquiryfromcustomerSample1DearJulia,Ihopeyouaredoingwell.MynameisMarcelo.IrepresentR＆SCorp.,fromBuenosAires,Argentina.WemeteachotherattheLasVegas’CES,lastJanuary.Atthattimewetalkedaboutyourproducts.ActuallyweareWalMart’sArgentinatraders,relatingtoDVD,DivX,DVDRecorder,PortableDVDandLCDTV.Irememberedthatduringourmeetingyouinformedmeaboutsomepricesthatweresuitableforus.So,asthismoment,I’dliketoknowyourquotationofprices-FOBChina-ofthefollowingarticles,forWalMart’sArgentina.DVD5.1fullsizeDVD5.11/2sizewithdisplayDivX5.1fullsizeDivX5.1fullsizewithUSBThisrequestisforWalMart’sorder,whichwillbearound20000pcsofeacharticle.Please,I’llappreciateyouwillsendmeyourproductspicturesandprice.IfthosearedifferentfromthecatalogueyougavemeattheCES,orjustletmeknowwhichcatalogue’sarticlesyouarequoting.Pleaseanswermeassoonaspossible.Thanksalot.Hopetohearfromyousoon.Bestregards,MarceloReplytotheaboveDearMarcelo,Thankyouverymuchforyourkindenquirytous.Yourdetailedcompanyandmarketinformationimpressedusdeeply.GladtoseethatthereisachanceforbothR＆SandMizidainenteringintosomeprojectscooperationinnearfuture.Furthertotheenquiry,wewouldliketomakeyoutheofferasbelow.Photosareasattached.DVD5.1fullsize,DVD-592,US$21,ifwithDivX,US$21.5DV