商務(wù)英語書信-之-詢價和報價.doc

商務(wù)英語書信 之 詢價和報價Business English -Enquiries and Quotations內(nèi)容提要：詢盤如何開始如何回詢盤詢盤常用的句子報價常用的句子關(guān)于價格表達(dá)詢盤、報價、還盤的例子生活買賣中實用的巧答How to start: We are(想買入)interested inin the market forlooking for (Name of the products) Please send us We shall be obliged/grateful if you could send us We would like to have We trust that you will make an effort to quote us We would appreciated your sending details information your latest catalogue/sample (如蒙惠予商品目錄/樣品，不勝感激)pattern/quotation/pricelist (如蒙惠予貴方樣品/報價單/價目表，不勝感激)full details of your (如承賜示商品完整詳情，不勝感激)your lowest quotation for (請向我方報的最低報價)your favorable terms for big quantities （我方相信，對于大宗訂貨，貴方會給予優(yōu)惠的報價條件）on CIF prices, discounts, and delivery schedule （如能獲悉貴方CIF價格/折價/交貨時間表，將不勝感激）How to reply:Dear Sir or Madam: We are pleased to have We have received We acknowledge receipt ofyour inquiry/letter dated. （收到您.日期的來信/詢盤） Thank you for your letter We thank you for your inquiry of感謝您(日期)的來信/詢盤 As requested In reply/answer to your request/letter of we enclosedwe are pleased to send youwe are sending you here withour samples 隨函附上我方的樣品catalogue 隨函附上我方商品目錄pricelist 隨函附上我方報價表Useful sentences in enquiries (Enquiries) 詢盤常用的句子 We have seen your advertisement in the . Would you please send us patterns and prices of quality cotton piece goods? Id like to have your lowest quotations C.I.F. China. We wish to place an order with your corporation for. Please let us have the information on the price and quality of the goods. We want to know what you can offer in this line as well as sales, such as mode of payment, delivery, discount, etc. Will you please send me a copy of your catalogue and pricelist of desktop computers? Will you send us some your samples with the quotations. Please put us on your best terms. Kindly favor us with the lowest cash price for the goods. Please quote us the lowest price for. Will you please let us have a list of items that are imported by you? If your prices are favorable, I can place the order right away. When can I have your C.I.F. prices, Mr. Li? How long does it usually take you to make delivery? Can you make prompt delivery? Can you tell me which kind of payment terms youll choose? Do you take special orders? Please send us a catalog of your together with terms of payment.？Your prices are too high to be accepted. We hope we can do business with you in this line。 To know more your products, we need some technical details. Please send us literatures, brochures, or leaflets dealing with your products. We are satisfied with the quality of your samples, so the business depends on your price. 我們看到你們在。上刊登的廣告，如能寄來優(yōu)質(zhì)布匹的報價單和樣品，將十分高興。我想請你們報中國到岸價的最低價格。我們希望向貴公司訂購。請告知該商品的價格和質(zhì)量。我們想了解一下你們在這方面的供貨能力、付款、裝運(yùn)和折扣等銷售條件。請寄我一份臺式計算機(jī)的目錄本和價目單，或者任何說明小冊子?敬請惠寄報價單和樣品可否? 請?zhí)峁┳詈玫?優(yōu)惠)條件。敬請告知該貨以現(xiàn)金支付的最低價格。請對報最低價格。請將貴公司的進(jìn)口商品目錄寄來為荷。如果價格優(yōu)惠，我們可以馬上訂貨。李先生，什么時候能得到你們到岸價？你們通常要多久才能交貨？可以即期交貨嗎？能否告知你們將采用哪種付款方式？你們接受特殊訂貨嗎？請給我們寄來一份。（商品名）的目錄，連同告訴我們付款方式。你的價格太高，我們不能接受。我們希望能和你們展開貿(mào)易來往。為使我們了解貴公司的產(chǎn)品，我們需要一些技術(shù)方面的細(xì)節(jié)。請寄有關(guān)產(chǎn)品的說明書，小冊子或者活頁目錄。我們對樣品的質(zhì)量很滿意，因此交易的成敗取決于你們的價格。(Quotation) 報價常用的句子 We hope the enclosed brochure will be helpful to you. What about having a look at sample first? Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer? Reliability is our strong point. We will allow you 10% discount if you purchase 5000 dozens or more. I think they will find a ready market in Malaysia. Our products are very good in quality, and the price is low. Our offers are for three days. Our quotation is subject to change without notice. Because this is the first deal of us, please understand that this is an exceptional treatment, and we cant drop for you any more. Here are our F.O.B. price lists. The final prices are subject to our confirmation. What do you think of the payment terms? If you can raise your order to we can offer you a better price. Our manager has visited the material company many times, we have tried our best. Your target price is not realistic, we find it intolerable because ours is the best possible price if you take the quality into consideration. Our price is our minimum we refuse to lower it any more. Your price is not quite realistic. No business can be done at your level. We are prepared to make a 2% reduction if your order is big enough.我們希望附寄的小冊子對您有所幫助。先看一看樣品吧？謝謝你詢價。為了便于我方提出報價，能否請你談?wù)勀惴叫枨髷?shù)量？可靠性正是我們產(chǎn)品的優(yōu)點。如果你方能訂購5000打或5000打以上，我們將給予10%的折扣。我覺得它們在馬來西亞會很有銷路。我們的產(chǎn)品質(zhì)高價低。我們的報盤三天有效。我方報價如有變更不另通知。鑒于我們第一次合作，請明白，這已經(jīng)是一個破格待遇，我們不能再降。這是我們離岸價的價目單,最后價格以我方確認(rèn)為準(zhǔn)。對支付條件有何看法？若你公司能提高訂購數(shù)量到。我們可以提供一個更好的價格。我方經(jīng)理已多次與原料公司協(xié)商，我們已經(jīng)盡力。你們的價格目標(biāo)太低，是難以接受的，因為如果考慮到商品的質(zhì)量，我方價格已屬最低。這是我們最低價，我們拒絕進(jìn)一步降低。你們價格太不現(xiàn)實，按照你們的價格不能達(dá)成交易。如果你們訂貨數(shù)量大，我們準(zhǔn)備減價2%。About Prices 關(guān)于價格表達(dá)Your price inacceptable (unacceptable).Your price is feasible (infeasible).Your price is workable.Your price is realistic (unrealistic).Your price is reasonable (unreasonable).Your price is practicable (impracticable).Your price is attractive (not attractive).Your price is inducing (not inducing).Your price is competitive (not competitive).The goods are (not) competitively priced.Business is closed at this price.Business is possible if you can lower the price to.The best we can do is to reduce the price by 2%.We cannot take anything off the price.Weve already cut down our prices to cost level.There is no room for any reduction in price.Can you cut down the price for me? 你方價格可以（不可以）接受。你方價格是可行（不可行）的。你們出價可行。你方價格合乎實際（不現(xiàn)實）。你方價格合理（不合理）。你方價格是行得通的（行不通）。你方價格有吸引力（無吸引力）。你方價格有吸引力（無吸引力）。你方價格有競爭力（無競爭力）。此貨的定價有（無）競爭力。交易就按此價敲定。你方若能減價到，可能成交。我們最多能減價百分之二。我們不能再減價了。我們已經(jīng)將價格降到成本費的水平了。價格毫無再減的余地了你們可以降低價格嗎？Examples: 詢盤、報價、還盤的例子Letter 1: Enquiry (詢盤) Dear Sir,We are in the market for Melon Seeds of the first grade and second grade and should be appreciated if you let us have your offers with some representative samples. When offering the seeds, please state the earliest possible time of shipment and quantities available. Your faithful您好！我們有意采購甲級以及乙級西瓜子。如蒙惠賜貴方樣品及報價，將不勝感激。報價時，請注明可提供的數(shù)量以及最早裝運(yùn)期。 此致敬禮 Letter 2: Offers and Quotations （報價） Dear Sir,Thanks for your letter of 19th May.Our “D.D.” (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。我們的DD型雨衣特別適用于暖熱氣候的區(qū)域。過去的幾年里，我們已和多個熱帶國家的經(jīng)銷商建立的業(yè)務(wù)關(guān)系。DD型雨衣之所以受到歡迎，一方面因為重量輕；另一方面雨衣內(nèi)表層由一種特殊材料制成，可以防止過多的水汽。根據(jù)您需要的數(shù)量，我們報價如下：。支付方式：不可撤銷即期信用證裝運(yùn)時間：收到信用證三到四天內(nèi)安排裝運(yùn)此報盤以我方最終確認(rèn)為有效。我們認(rèn)為貴公司可能對我方其他產(chǎn)品感興趣，隨函附上宣傳小冊以供參考。期待您的佳音。 此致敬禮Letter 3: Counter-offers （還盤） Dear Sir, Thank you for your letter dated October 20. As regards your count-offer, 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。很遺憾，我們無法接受您還盤的價格，大多訂我們貨的買家都認(rèn)為此價格是可行的。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。希望我們此次的特別折扣能給您帶來實惠。 此致敬禮Letter 4: Counter-offers （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 count-offer 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 comparable 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)為我們的報價難以接受，因為其他供銷商能提供比我們更為低廉的價格。我們無法接受您回盤的價格，我們的價格十分合理的。至于您說的那些比我們報價還低的供銷商，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。請您務(wù)必要注意到這一點。不能單單只看價格，質(zhì)量也應(yīng)列入考慮的范圍之內(nèi)。期盼您的佳音。致辭敬禮生活買賣中實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)對方式是“What time can we expect you ?”（您幾點來？）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. Heres the dinner menu”捎待一會，再詢問“May I take your order ?”（您要來點什么？）如何引客人入座 可以先詢問“How many people, please ?”（請問幾位？）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多人游說 女性購物常常成群結(jié)隊，所以您要多角度揣摩消費者喜好。在嘰嘰喳喳的意見中，找出主要購買者，對她說“Please insist your taste and need.”（請堅持您的品位和考慮實際需要）如何應(yīng)付挑剔的顧客 挑剔的顧客主管意識極強(qiáng)，所以要避免正面爭論，實在不行，記得說句“Im very sorry we couldnt help you, sir.”（很抱歉，我?guī)筒簧鲜裁疵Γ?。如何讓顧客試?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，推銷員對商品必須有足夠的了解，說明使用方法的簡易及商品的來用性，往往有利于顧客下決心購買，所以一句“Well, the self-filling device is simple.”（這種自動充墨裝置十分簡單）對您的推銷術(shù)有舉一反三之效的。如何介紹新產(chǎn)品 優(yōu)秀推銷員除了要有說服力、自信心和洞悉顧客心理的能力外，還要能經(jīng)常介紹公司的最新或最暢銷的產(chǎn)品?？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”(這個款式目前在市面上絕無僅有)。如何說明產(chǎn)品特色 面對令人眼花繚亂的產(chǎn)品，特色是顧客考慮的要素之一。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。如何幫客人搭配 推銷致勝的關(guān)鍵是要懂得搭配之道。如今的顧客已不是因為需要，或是因為缺乏而購買衣物，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。因此， “The gray one suits you well”（灰色比較適合您）之類的句子，就成了流行的推銷用語。如何推薦特賣品 一般而言，每家商號都自己的特色或特制品，這句“Its our specialty”（這是本店的特制品）要用得很嫻熟?？傊瑹o論是推銷的商店，還是推銷本身都要風(fēng)格獨具，才能立于不敗之地。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）、價格低（reasonable price）等等?？梢允褂谩癐t has a five-year guarantee against mechanical defects”（機(jī)件保用五年）之類的語句。如何附送贈品 附送贈品是經(jīng)久不衰的推銷手法，因此，像“That includes an extra pair of shoelaces and a bottle of polish”（附送鞋帶一對及鞋油一瓶）這類的說法是能討顧客歡心的。如何討論款式 與顧客討論款式，既能對顧客表示尊重，又能抓住顧客的實際需求。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？）這類話語往往是討論的前奏，如果能加上“This style is quite elegant, I think youll like it.”這句話，則交易更易成功。如何說明注意事項 買賣的同時，應(yīng)該將注意事項向顧客交待清楚，免得日后發(fā)生糾紛事小，影響商譽(yù)事大。因此，像“You can exchange it provided its clean”（如果還是干凈的，可以要求退換）或“Im sorry we wont refund you.”（很抱歉，我們概不退款）一定要表述清楚。如何電話拜訪 電話拜訪也是必備手段之一，同樣也需注意禮節(jié)和態(tài)度。一般先要詢問對方此時聽電話是否方便，然后再說明來意“Ill do my best for you”（我會盡最大努力來達(dá)成您的心愿）如何說最低消費 盡管菜單都已標(biāo)明最低消費，除非想被炒魷魚，否則顧客問起來，還是得畢恭畢敬地回答“Im afraid the minimum charge for any first order is ￥100”（我們的最低消費是100元），而不能說：“菜單上有，您不會自己看呀？！”如何拒絕降價 顧客討價還價幾乎是不可避免的事情，直接說no的推銷員估計很少，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*）如何拒絕小費 如果店鋪規(guī)定不能收取小費，你可婉拒顧客：“Its so kind of you, sir. But we cant accept your tips”（先生您太好了，不過我們不能收取小費）如何說明高/低價位 一分錢，一分貨。如果顧客抱怨價格太高，您可以說：“We have cheaper products if you want. But value depends on expense”（如果您愿意，我們有更便宜的商品，但是價值完全取決于價格高低）如何謝絕討價還價 如果沒有議價的余地，態(tài)度雖然要堅定，但口氣仍要十分委婉：“We have but one price, sir.”（我們不二價的）或“Sorry we cant reduce the price, sir.”（很抱歉，我們沒辦法降低價格）如何說分期付款 如今分期付款很流行，所以要學(xué)會說：“You can buy them by installment”如何解釋分期付款 還要會解釋：“You pay a down-payment 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)場付清貨款，就可能用到這個句子：“Could you pay at the Cashiers Desk?”（請到收銀臺付款）如何找零 下列句子要活學(xué)活用：“Thirteen dollars and twenty cents from one hundred dollars leaves eighty six dollars and eighty cents. You might see if thats all right, sir.”（收您100元，減去13元2角，應(yīng)找您86元8角，請點下數(shù)目）如何開立發(fā)票、收據(jù) 東西賣出后，并非萬事大吉，開發(fā)票、給收據(jù)、找零錢是一貫作業(yè)，一句“Heres your receipt”過后，別忘了說聲謝謝。找錯錢了怎么辦 誰都有出錯的時候，這時態(tài)度一定要誠懇：“Im very sorry for the mistake”，然后再說：“Heres the right change.”（這才是要找您的零錢數(shù)）標(biāo)準(zhǔn)買單方式 當(dāng)顧客問你：“How much will this be”（多少錢？），你可以說“Just a moment, please. Ill calculate that for you.”（請等一下，我算算看）解釋稅率及服務(wù)費 顧客的疑慮多針對服務(wù)費service charge（在國外還有稅率tax rate），您的說明一定要明白無誤：“A 10% service charge have been added to your bill.”（賬單已經(jīng)加了10%的服務(wù)費）如何議價 如果愿意降價，可以使用however來轉(zhuǎn)折語氣：“However,., we can give you a discount.”（然而，由于，我們可以給您打折）如何優(yōu)待熟客 對熟客可以說：“Ordinarily we sell them for one hundred and fifteen dollars, but Ill 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 對新顧客可以說：“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)作是宣傳費吧）如何說明價廉物美 “Its indeed two-pence colored”（真是價廉物美）這句流行用語可是中外皆宜如何解說免稅商品 免稅商品的標(biāo)簽通常會注明“Its tax-free”，當(dāng)然，您首先要確認(rèn)顧客是否屬于觀光客，可以說：“May I see your passport, please?”如何介紹名貴產(chǎn)品 名貴產(chǎn)品通常價格不菲，所以“A good product will always sell.”（貨好銷路好）要比一直強(qiáng)調(diào)“pretty good”更具說服力如何收取首付款 分期付款與收取其他貨款并沒有多大不同，后者除手續(xù)稍微復(fù)雜一點外，前提是“May I have some money as a deposit?”（您可以付部分訂金嗎？）支票付款時 當(dāng)今，顧客逐漸習(xí)慣使用支票（check）或信用卡（credit card）付款，面對這種情況，您要會說：“Of course you can pay by check.”如何說明折扣 方式有多種多樣，不過千萬不要認(rèn)為“15% discount to you.”是打一五折！(八五折)如何利用大甩賣這可是您大展身手的好機(jī)會，“You may not have the same chance again.”（請勿錯失良機(jī)）是使用頻率最高的一句話如何說明免費修改 衣服的改短（shorten）及改小（take in）多半是免費的，你可以向顧客說清楚“We dont charge for this.”如何廉價傾銷 告訴顧客，其購買量的大小決定折扣的高低：“If you buy more than four pounds, we can allow you ten percent discount”（如果您購買4磅以上，可以打9折）如何推介品牌 優(yōu)秀的推銷員應(yīng)該懂得在適當(dāng)?shù)臅r機(jī)，向顧客推銷名牌產(chǎn)品，像“Are you interested in a particular brand?”（您有沒有感興趣的品牌？）之類的介紹性開場白，要很熟悉。至于PLAYBOY、issey miyake、LACOSTE、Christian Dior等世界級名牌，只要知道牌子的名字就行了，甚至根本用不著推銷。如何證明質(zhì)地 有些特定商品，要證明其品質(zhì)，有其特別的鑒定法：如果是羊毛(pure wool), 您說：“l(fā)et me prove it”(讓我證明給您看)。接下來要做的是strike a match and burn a thread of it(劃根火柴，燒一條毛線)就明白了。如何附帶推銷 一個成功的salesperson除了要充實自己個方面的知識能力之外，還必須熟悉各種推銷手法，附帶推銷就是及其關(guān)鍵的一項。完成推銷后，可說： “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。如何找出妨礙銷售的主因 “推銷是由被拒絕時開始的”，這句話是拉人壽保險業(yè)績居全球之冠的E.G雷塔門所說的名言。所以，被拒絕時應(yīng)如何突破妨礙銷售的主因是推銷員必須多加訓(xùn)練 的課題。買東西的人常常都喜歡在購物時征詢對方意見，因此，您必須點明“Maybe you must rely on the opinion of your family.”(也許，您必須要靠家人來做出決定)然后，顧客就會說出真正的原因何在了。如何說明本國制造或是國外進(jìn)口 人們基本上都有喜歡外國貨的心理，這是，推銷人員可以分別介紹之，“This is made in China, but that isnt.”（這是中國造的，那個是進(jìn)口的）。如何請顧客改換別的樣式 沒有顧客指定要購買的物品時，千萬不要到此為止，必須迅速反應(yīng)：“Sorry, we havent got that. Do you prefer Salem?”(抱歉，我們沒有那個。您喜歡用Salem來代替嗎？)這種持續(xù)維持積極銷售的態(tài)度，才是制勝的不二法門。如何勸顧客定制 如果顧客在成衣柜上找不到合適的服裝，您不妨建議他定制一套，同時向他說明定制的優(yōu)點：“They are fitted to the body, and are much more carefully finished”(特別合身，手工也比較精致)如何說明貨物可換 一般而言，貨物出門，概不退換。但是，如果商品確實有瑕疵，通?？梢栽谝欢〞r間內(nèi)更換。這時您要說：“Well exchange it, of course.”(當(dāng)然，我們會幫您換)如何保證修理 信譽(yù)良好的廠家對于所售的商品都有足夠的保證，因為生意不是只做一時，而是長久的，因此您會用到：“The guarantee provides for free service and parts.”(保證免費修理)。如何保證合用如果對自己推銷的產(chǎn)品有足夠的信心，您當(dāng)然可以拍著胸脯對顧客說：“If they do not fit perfectly, I will have another suit made for you.”(如果有一點點不合身，我可以為您另外做一套。) 推銷員保證合用的話，極易說服顧客，因為正面的保證必然是令人滿意的。如何實地操作現(xiàn)場實地操作產(chǎn)品的功用，對于推銷者來說，是十分必要的訓(xùn)練。如果顧客要您have it operated(請您操作一下)時，您就可以立刻派上用場：“Now you see how interestingly it works.”(現(xiàn)在大家可以看看，它轉(zhuǎn)動得多有趣。)如何列明購物清單客人大批量購買時，您最好能為其列明一張清單，然后征詢顧客意見，重復(fù)一遍才算大功告成：“I will give you a bill listing all of them”(我會給您一份列明所購物品的賬單)如何散裝零買像餐具之類的東西，大都要成套購買比較合算，推銷人員通常會說：“It must cost more if you just want a single cup”(如果您只買一個杯子，價格會比較貴)基于貪小便宜的心理，顧客大多會成套購買的。如何包裝成禮品 顧客為送禮而購買的商品，絕對注重包裝。因此，您最好在得知顧客是要送禮之后，用這句：“Gift-wrap it for you”(讓我替您包裝成禮品吧)主動、積極常能讓您立于不敗之地。如何幫顧客分別寄送 推銷者的服務(wù)是隨時隨地的，因此當(dāng)客人的物品要分別寄送到兩地時，您當(dāng)然得說：“Ill send them for you separately.”(我會替您分別寄送的)從交易的細(xì)節(jié)中，可以考驗出一個推銷者的應(yīng)變能力。如何確認(rèn)商品知識 知己知彼，才能百戰(zhàn)不殆。推銷員必須知道，銷售的原動力主要在于您的推銷術(shù)，而不是商品本身；因此，你的商品知識與經(jīng)驗，相形之下就顯得格外重要。 “Judging from past sales”(根據(jù)我的銷售經(jīng)驗)是一句很好的開端，接下來說：“Id say youll never have to call on your guarantee”(您永遠(yuǎn)都無需拿它來修理)。如何感謝熟客 對于熟客，推銷員不用太過于恭敬客氣，像這樣說一句“Im 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，我都覺得很高興)就萬事OK了。如何說明便利快速的服務(wù) 推銷與廣告是一體的，因此Ill do my best as soon as possible.”(我會盡快為您提供最好的服務(wù))這句話要時時刻刻掛在嘴上，才能有效開展推銷工作。如何說明營業(yè)時間 說明營業(yè)時間是保證生意上門的前提，因此，“Our business time is from 10:00 AM to 9:00 PM”(我們的營業(yè)時間是從早上10點到晚上9點)這類話幾乎天天都用得到，推銷員應(yīng)該倒背如流。如何替顧客留話現(xiàn)代商場上，電話應(yīng)對是相當(dāng)重要的一項。尤其在百貨公司或餐館里，常會接到要找客人的外線電話，如果廣播叫他來聽，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。推銷員處理錢財?shù)姆绞奖仨毭骺旃麤Q，只要價格合理、顧客滿意、推銷員就要手腳敏捷，馬上接口說“Take you sixty dollars, sir”(收您60元，先生)交貨找零，一次OK如何拒絕退換 拒絕顧客是一門學(xué)問，要采取委婉的聲東擊西法；譬如顧客要退錢、換貨等事項時，您只要說：“Im sorry, its our store rule.”(對不起，這是我們的店規(guī)概不退換)不但能輕松解決問題，還能樹立良好的店風(fēng)行規(guī)。如何因品質(zhì)不良向顧客道歉 推銷員感到最尷尬的，莫過于出售本身吹噓推