22. 范文:

Hi Kelvin,

Glad to hear that you're on the market for glass furniture table and other promotional items.

This is C from *** Ltd in China. We specialized in glass furniture table and dining room table chairs for 10 years, with the customers of Coca-Cola, Craft, Pepsi, etc., and hope to find a way to cooperate with you!

Please find the pictures with models and different packaging in attachment. An American guy purchased this model in BIG quantity last year. I would like to try now, if it's suitable for Europe.

FREE SAMPLES can be sent on request. Call me, let's talk more!

Thanks and best regards,
客户回复：Looks nice! What about the price?      
Hi Kelvin,

So pleased to get your prompt reply! Regarding this model, pls find the details with offer as follows:

Model: Promotional glass furniture table, dining room table chairs
Item No.: *****
Dining room table: *****
Luminosity: more than 15,000MCD
Size: 39mm(dia of head)*102mm(length)*37mm(dia of end)
Weight: 95g (w/o batteries); 115g(w/batteries)
Color: all accepted, pls give us PANTONE code
Photo: pls find the details in attachment (我提供了3张图片在附件)
Logo: silk printing or heat transfer printing
Logo charge: FREE
Packaging: 1pc/polybag/gift box/white mail order box
Pcs/ctn: 100pcs/ctn
Ctn size: 75*40*65cm
GW/NW: 12kg/11kg
Q'ty/20'FCL: 14,000pcs; Q'ty/40'FCL: 28,000pcs
Payment terms: T/T(with 30% deposit); L/C at sight
Loading port: Tianjingi/
Sample charge: FREE
Sample lead time: 1-3 days
Order lead time: 30-35 days
FOB price: EUR2.20/pc

Please kindly check and revert at your earlist! Free samples will be sent on request.

Comments please, any questions will be appreciated!

Best regards,


23. 邮件改稿前后对比赏析：

菜鸟原稿：Hi Chris,

Glad to hear that you are on the market for stainless steel spinning parts.

xxxCo.Ltd is professional at glass furniture table chairs for nearlly 10 years ,our products covering dining room table, dining room chair etc. i writing this message of  hoping to establish the business relationship with you in the near feture.

For more information, pls visit our wedsite as follows: www.xxx.com.

Any comments , pls don't hesitate to keep us informed. Thanks in advance.

Best regards.
Yours
xxxx

xxx  Co., Ltd.
老鸟校对之后：Hi Chris,

Glad to hear that you are on the market for stainless steel dining room table chairs.

We, xxx Co. Ltd, is professional in glass furniture table chairs for nearly 10 years, covering dining room table, dining room chair etc. Hope to establish business relationship with you!

Should you wanna know more about our company, pls visit www.xxx.com.

Any comments, that'll be appreciated! Thanks.

Best regards,
xxxx
xxx  Co., Ltd.

24.
"with the strength of ...", 指的是“我们的优势在于……”，
We manufacture plastic items for several years, with the strength of dining room table, dining room chair etc.
我们生产塑料产品多年，在储物盒、促销品、旅行水壶等方面有优势。（这里面，你的优势指的是产品，因为前面已经提到了我们生产塑料产品，很显然后面的几类产品是塑料做的，让客人一下子就明白，你们工厂的主线产品是什么！）
再看一句：
We supply glass furniture table chairs to US for several years, with the strength of cooperating with big customers, such as Wal-mart, Target, Home Depot, etc.
我们的塑料产品供美国市场多年，有和大买家合作的经验，比如*** （这里的优势指的是经验和能力。）
25. 只要你做sales，价格永远是一个绕不开的话题。老外永远都会嫌贵，做生意的老手更懂得如何一轮一轮砍价，为自己争取最大利益。
我以前听到这句话，总会笑笑，然后对老外说，“I think so, that's a little expensive, but...” 先同意他的观点，表示价格的确有那么一点点贵，但是……。请注意，他说too，我说a little，这样一来，你一同意他的观点，你们之间的谈判氛围就会略微不那么紧张。然后等你转折以后，你要做的就是“让他有赢的感觉！”你可以解释给他听，我们的产品为什么要卖这个价钱，差别在哪里，优势在哪里。如果他嫌贵，你可以在改动某些材料、配件甚至包装的情况下把价格降下来，但是你不希望他采购这样的产品。
然后你可以给他适当的调整一些细节，换一套方案，然后给他有赢的感觉。
价格谈判的核心就在于双方都要有赢的感觉。对方感觉自己赚到了，订单就会给你了。如果你让他觉得吃了很大的亏，那你绝对不是一个谈判高手！
唉，留一个真实的案例吧，我以前在skype上和一个老客人的聊天记录，大家看看：
......
Frank: C, that's incredible! Your price is too high!
C: Frank, please, that is actually our best offer! I think it is very competitive in Germany.
Frank: Joking? You quoted me EUR2.35, but my competitor bought from a middle man in Austria, just EUR2.15！
C: Hey, I also wanna support you to expand your market, but the price... Could you pls send me a sample for evaluation? I'll check why their price is too low.
Frank: C, listen! I don't have time! The promotion date is Jul.15th, we have just two months!!!!!!!
C: What about doing a little change? For example, using silk printing instead of heat transfer, and using super heavy duty batteries instead of alkaline ones, the price will be EUR2.05 then. If ok, I'll send you PI right now.
Frank: That's great! But if using super heavy duty battery, the quality maybe weak.
C: Well, just changing the printing, but keep alkaline ones, EUR2.15/pc, okay?
Frank: Please do EUR2.00, I'll give you order! 3,000pcs!
C: Give you 3% discount, EUR2.09/pc, 6,000pcs.
Frank: You killed me! The quantity is too much!
C: OK, keep EUR2.35/pc, 4,000pcs fixed, but we accept the freight to Hamburg.
Frank: Really? CIF Hamburg? But I just can place 3,000pcs.
C: No, C&F, you pay the 1% insurance. 4,000pcs will be accepted.
Frank: OK, 4,000pcs. Pls help me for the insurance...
C: Let me talk with my boss, pls hold on...
Frank: Sure...
C: Confirmed! Please check the mail I sent you 1 min before, pls confirm the PI by return today! We need to arrange the mass production at once!
Frank: OK, I'll confirm soon.
C: Not "soon", today is a must! Because of the tight time for manufacturing. Come on... Free display boxes will be delivered together with goods. I think that's good for your promotion!
Frank: Free PDQ? That's amazing, thank you, C! I appreciate for your kind help.
C: My friend, don't hesitate, sign it right now. We're also pretty busy this month, pls give me plenty of time for mass production.
Frank: Sure, sure, I will... Pls pay more attention to the quality and ETD. Thank you!
C: u r welcome. Bye.
Frank: Nice talking with you. Bye!
26.
唯一我有疑问的是你的title，你写的是sales executive，我不知道你想表达的是业务主管呢，还是业务总监？因为地道的英语当中应该没有这个说法，executive通常会放在title的前面，比如我上个月见的几个美国客人，其中一个是senior merchandiser（高级采购），他的头儿是merchandise director（采购总监），再大一级就是executive merchandise director，再上面就是executive vice president，这个职位其实就属于executive officer的级别。再上去就是大家都熟知的chief executive officer，也就是CEO。
所以executive在老外看来，突出的是“执行”，比如说我们公司，vice president和executive vice president是完全不一样的！能做到EVP，通常都是60岁左右的了。在销售方面，一般如果是30多岁，即使你是整个公司的业务总监，你的名片上最好还是写sales director，或者marking director，尽量别出现executive的字样，即使你能力很强很强，客人还是会因为年龄而觉得你不靠谱。
27. 我不喜欢加附件报价单，喜欢把所有的信息都放在邮件里面写清楚。那时因为考虑到很多客人可能比较懒，懒得去打开附件的word或excel，所以仅仅在附件里添加了几张图片，包括产品单独的图片，带包装的图片，还有一张效果图，上面标注上尺寸重量之类的重要信息！！！
28. 邮件改稿赏析：
菜鸟原稿：Hi Mr. xxxx,
How are you?
Glad to hear that you will come to China and visit our factory.
Regarding the offers you inquired, to save you time and give you more exact & reasonable price, could you please offer us more details of your dining room table ? such as the materials, dimension, design, pics, quantity etc.
How about the arrange you come to China?
Anything we can do, email me or just call me directly at anytime. My mobile:  86 1366xxxxxx.
Hope to get good news from you. Thanks!
B. RGDS.
Michael Zhang
老鸟校对之后：Dear Mr. ***,
Welcome to visiting our factory. It's our pleasure!
Regarding the dining room table you interested, could you pls give us some more details? Such as material, dimension, design, etc. It will be very useful for us to quote the CORRECT price!
Please give me your time schedule before your visiting. We'll arrange to pick you up from the airport. Please call my cell phone if urgency: +86-136-****-****
Thanks & best regards,
Michael Zhang