如何寫好外貿(mào)函電-袁慶平

1、講師：袁慶平講師：袁慶平如何寫好外貿(mào)函電如何寫好外貿(mào)函電 國際貿(mào)易中，貿(mào)易的雙方往往是遠(yuǎn)隔國際貿(mào)易中，貿(mào)易的雙方往往是遠(yuǎn)隔千山萬水，千山萬水，90%的溝通是通過互聯(lián)網(wǎng)。的溝通是通過互聯(lián)網(wǎng)。 網(wǎng)絡(luò)溝通有多種方式，如：電子郵網(wǎng)絡(luò)溝通有多種方式，如：電子郵件，件，MSN，SKYPE， YAHOO通，通，TRADE MANAGER。 與普通信函和電話相比，與普通信函和電話相比，“電子郵件電子郵件”以它快捷，經(jīng)濟和安全等特點而成為目以它快捷，經(jīng)濟和安全等特點而成為目前在國際貿(mào)易中最普遍應(yīng)用的溝通方式。前在國際貿(mào)易中最普遍應(yīng)用的溝通方式。一一. 寫好外貿(mào)函電的基礎(chǔ)寫好外貿(mào)函電的基礎(chǔ)良好的良好的_基礎(chǔ)基礎(chǔ)基

2、本的溝通，專業(yè)術(shù)語的掌握基本的溝通，專業(yè)術(shù)語的掌握-“過猶不及過猶不及”對公司和產(chǎn)品的熟悉對公司和產(chǎn)品的熟悉二二. 寫外貿(mào)函電的步驟寫外貿(mào)函電的步驟 _ 電子郵件電子郵件 1. 逐字逐句的讀；逐字逐句的讀； 2. 不放過任何不放過任何“不明白的句子不明白的句子”和和“不認(rèn)識不認(rèn)識的單詞的單詞”； 3. 注意句子的注意句子的“主語主語”和和“賓語賓語”， 明白他們所指代的對象。明白他們所指代的對象?！捌缌x句歧義句”二二. 寫外貿(mào)函電的步驟寫外貿(mào)函電的步驟 整理整理_ 1. 英語不是我們的母語，我們很難做英語不是我們的母語，我們很難做到到“下筆如有神下筆如有神”。如果事先將自己要。如果事先將自己要

3、表達(dá)的幾點列一個表達(dá)的幾點列一個_，再下筆的時，再下筆的時候思路會非常的清晰，而且不會有遺候思路會非常的清晰，而且不會有遺漏；（漏；（電話溝通電話溝通） 2. 思路清晰的郵件會給客戶留下良好思路清晰的郵件會給客戶留下良好的印象。的印象。二二. 寫外貿(mào)函電的步驟寫外貿(mào)函電的步驟 寫寫郵件郵件 _郵件郵件 1. 對郵件進(jìn)行瘦身簡化；對郵件進(jìn)行瘦身簡化； 2. 檢查是否有拼寫錯誤，數(shù)字是否正確；檢查是否有拼寫錯誤，數(shù)字是否正確； 3. 表達(dá)的意思是否明確、清楚、完整；表達(dá)的意思是否明確、清楚、完整； 4. 檢查收件人、檢查收件人、_是否正確。是否正確。二二. 寫外貿(mào)函電的步驟寫外貿(mào)函電的步驟 發(fā)送發(fā)

4、送郵件郵件 1. 郵件郵件“標(biāo)題標(biāo)題” 簡潔、清楚的標(biāo)題可簡潔、清楚的標(biāo)題可以引起客戶的注意，吸引客戶閱讀；以引起客戶的注意，吸引客戶閱讀； 2. 清楚的清楚的“標(biāo)題標(biāo)題”便于自己日后查找相便于自己日后查找相關(guān)內(nèi)容；關(guān)內(nèi)容； 3. “簽名檔簽名檔” 內(nèi)容完整、有序。內(nèi)容完整、有序。郵件標(biāo)題舉例：郵件標(biāo)題舉例：“ ALK Supplier of Plastic Machinery, China”“ David 15 new designs of vase”“ 10% discount of leather gloves, stock available! ”寫外貿(mào)函電的幾點原則：寫外貿(mào)函電的幾點

5、原則： 準(zhǔn)確性準(zhǔn)確性 內(nèi)容的準(zhǔn)確性內(nèi)容的準(zhǔn)確性 比如：報價比如：報價 - 計算的準(zhǔn)確計算的準(zhǔn)確 - 角色的轉(zhuǎn)換角色的轉(zhuǎn)換 拼寫和語法拼寫和語法 收件人和抄送人收件人和抄送人寫外貿(mào)函電的幾點原則：寫外貿(mào)函電的幾點原則： 簡潔、明了簡潔、明了例：第一封回信例：第一封回信 Dear Carol, We are very interested in your T shirts, could you give me a quotation and supply several pieces of samples for free? Best regards, Alice Williams Manager

6、 of xxxDear Ms. Williams,Its a great pleasure for us to receive your inquiry dated on Jan.24, 2011.We are very glad to make use of this rare chance to establish our business relationship with you! Besides of T shirts, we also have a lot of good sales products, we would like to introduce them to you

7、too. I believe you will be very satisfied with them too. The quotation of our t-shirts is US$2.85/pc. Our price is very competitive, I believe you will be satisfied with this price, and have very big sale in your market. Your prompt reply will be highly appreciated! We are looking forward to receive

8、 your early reply! We will establish a long-term business relationship with our good quality and good price!Your sincerely,Carol WangDear Alice,Very glad to receive your inquiry!Happy to know you are interested in our t-shirts. Before I quote you the price, I need know your target qty and finishing

9、method. Would you buy Natural color or Dyed ones? Our normal MOQ for t-shirts is 500pcs per color, total 2,000pcs per order. Our companys policy dont allow us to supply samples for free. But if you can supply your courier A/C no., I would like to send several samples for your reference after other d

10、etails were confirmed.Waiting for your early reply!By the way, I have listed my contact info below. If you have any other questions, please add my MSN or Skype. I will be very glad to discuss with you.Best regards,Carol WangGarment Dep. SalesE-mail: MSN: SKYPE: xxxxxxTel: 86-532-1234567Fax: 86-532-7

11、654321寫外貿(mào)函電的幾點原則：寫外貿(mào)函電的幾點原則： 簡潔、明了簡潔、明了 1. 用簡單、熟悉、常用的詞，盡量不用生用簡單、熟悉、常用的詞，盡量不用生詞或者連自己都搞不通的詞；詞或者連自己都搞不通的詞； 2. 盡量用盡量用_，不要用，不要用_； 3. 堅決刪掉與主題無關(guān)的內(nèi)容，如客套、堅決刪掉與主題無關(guān)的內(nèi)容，如客套、寒暄等。寒暄等。寫外貿(mào)函電的幾點原則：寫外貿(mào)函電的幾點原則： 條理清晰條理清晰 完整完整 專業(yè)專業(yè) 量化量化 例：一封郵件包含多項事情例：一封郵件包含多項事情Dear Carol,Thanks for your hard work recently and hope ever

12、ything is going fine there! Here we have some requests on the on-going things.For t-shirts, when can you supply me the color samples, and when can I receive the size sample? Do you have any idea of the delivery time after we confirmed everything? Some of our customers urgently need some fabrics of o

13、ur last order, could you send 2 rolls by air first? I also need the quotation of the below fabrics, A. & B. I need your price to confirm the order with my customer. I can probably arrange some payment of our last order.Take care, AliceDear Alice,Yes, everything is going fine here, dont worry. Pl

14、ease check my reply below:For t-shirts, when can you supply me the color samples, and when can I receive the size sample? Do you have any idea of the delivery time after we confirmed everything?Carol: Both color samples & size samples will be finished within 2 days, I will send them by FedEx as

15、soon as I got, and inform you the tracking no.After you confirmed all the samples, we can finish the whole order within 2 months as we quoted you before.Some of our customers urgently need some fabrics of our last order, could you send 2 rolls to me by air first? Carol: Yes, no problem we can send 2

16、 rolls first. How about around 150m? Send to LA still? The freight cost will be around US$600 for 150m. I can send them out within 3 days after you confirmed.I also need the quotation of the below fabrics, A. & B. I need your price to confirm the order with my customer. Carol: MOQ for both fabri

17、cs is 500m. A price is : FOB QINGDAO, US$xxxB price is : FOB QINGDAO, US$xxxPlease inform me after you get confirmation from your customer.I can probably arrange some payment of our last order.Carol: Great News! How much you can arrange? Please send bank receipt after you wired. Thanks!Best regards,

18、CarolTake care, Alice寫外貿(mào)函電的幾點原則：寫外貿(mào)函電的幾點原則： 條理清晰條理清晰 根據(jù)客戶的問題或內(nèi)容，將客戶的郵件根據(jù)客戶的問題或內(nèi)容，將客戶的郵件分為幾段。然后分別在客戶的郵件下以分為幾段。然后分別在客戶的郵件下以不同的不同的_或或_回答。回答。寫外貿(mào)函電的幾點原則：寫外貿(mào)函電的幾點原則： 完整完整 比如報價：比如報價： 報價不僅僅是一個價格，還有其相報價不僅僅是一個價格，還有其相對應(yīng)的數(shù)量，包裝方式，運輸方對應(yīng)的數(shù)量，包裝方式，運輸方式，付款方式，質(zhì)量要求等等式，付款方式，質(zhì)量要求等等寫外貿(mào)函電的幾點原則：寫外貿(mào)函電的幾點原則： 專業(yè)專業(yè)1. 盡量使用專業(yè)術(shù)語，即盡量使用專業(yè)術(shù)語，即“行話行話”；2. 專業(yè)精神：誠信，細(xì)致，嚴(yán)謹(jǐn)；專業(yè)精神：誠信，細(xì)致，嚴(yán)謹(jǐn)；3. 風(fēng)險的防范。風(fēng)險的防范。寫外貿(mào)函電的幾點原則：寫外貿(mào)函電的幾點原則： 量化量化 能量化的東西盡量都量化，不要用能量化的東西盡量都量化，不要用一些一些_的形容詞的形容詞 例如：例如：as quickly as I can, soon, big, high要寫成：要寫成：within 2 hours, tomorrow afternoon, reach 2000metersDear