如何撰写开发信和回复询盘——（阿里巴巴  利群）

一、Principles of bussiness letter writing

二、Marketing Letter

三、Enquiries and Replies



一、Principles of bussiness letter writing

4C原则：  Clearness, Conciseness,Correctness,Courtesy   清楚、简洁、正确、有礼貌

1.Clearness：

Convey one ideas in a sentence    一句子表达一个意思

introduce one topic in a paragraph  一段文一个主题

Deal with one matter in a letter   一封信处理一个事情

For example:

2.Conciseness:

Make your message brief and to the point  开门见山

Avoid using long words and sentences      避免用长句和长字

Using daily expressions                   使用日常表达

For example:

thank you for your letter.., Acknowledge receipt of ,be receipt of

We are pls to tell you……，This is inform you of

conside ...,Take into consideration

we have receive...,We have to Acknowledge

because...,Due to the fact that

3.Correctness

make sure both the language and facts are correct  语言和事实 要准确

make surre no grammatical mistakes   语法、时态

pay attention to punctuation 标点符号



4.Courtesy

positive  积极

friendly  友好

sincere   真诚

For example: 在客户的立场上思考问题

what kind of attutide would you take ?

Positive    /  Negative  消极

We will send you the brochure next month.  ( next time) (客户的跟进).

We won't be able to send you the brochure this month. //

Perphasp next time we can send you what you required.

We can not serve you at this time.//

To keep down packaging costs and help customer save on shipping costs ,we ship in lots of 12 or more. （reasonable excuse 合适的理由、借口去委婉的拒绝）

We can't ship in lots of less than 12. 少于12个批次……//

You can earn a 5% discount for cash payment.(角度不同，You attitude)

We allow a 5% discount for cash payment.(we attitude) //

review:idea ,topic ,matter

二、Marketing Letter

存在问题：no clear subject 无明确主题；夸张的字体，表明你不专业 show serious, professional ,specialty；邮件写得过长,语气生硬，附件图片网址满天飞，冗长的自我介绍，问了也白问

1.标题：主题明确、用词精简、吸引眼球

For example:

Re: KF Inc/Wal-mart supplier-Boy's pants/ABC Cp.,Ltd.  客户名称/特点 推荐产品/公司名称

2.正文：开门见山、简洁清晰、有礼有节、换位思考

Comments of the letter:  format ,structure

a. tell the recipient where you get their information

b. introduce yourself

c. state your purpose

d. reference to future contact

e. the finish 签名档

三、Enquiries and Replies

Dear Sir/madam,

This is XXX from ABC Co.,Ltd. We're pleased to know you and your esteemed company from Alibaba.com.

We have supplied Boy's pants to Wsl-Mart for 5 years, and know you're in search of better products to further gain an edge in the market.
    Hope to cooperate with you!

Feel free to call me for any question or free samples.



Thank you .

Best regard,

XXX

ABC Co.,Ltd



签名档（MSN Skype）



3.询盘的分析（alibaba.com上的范文）

询盘的发送动机：寻找产品；三个月内购买；三个月后购买；为今后采购新产品建立档案；寻找生产/加工某个产品的供应商；从其他供应商处了解最新产品情况；考虑以进口产品代替本地采购；跟进竞争对手的产品；参考而已，不购买；其他

five types:

a.有意采购型  (信息全面、目标明确、询问专业)

b.潜在客户型（信息全面、目标明确）

c.无明确目标型（信息全面）

d.信息收集型（目标明确、询问专业,）

e.索要样品型，邀请函型（非洲国家）

4.询盘的回复（总结）  Writing key points:

介绍写信背景

直接介绍写信的目的

内容listing（简明扼要）

结束语（激励性的）

For example:

practice 1  The buyer is interested in your below products:BOY'S PANTS STYLE NO.1422

Subject: I want to buy the product you are  selling in alibaba.com

Dear Sir,

  Hello,i would like to know more about your products and pricing please.

================================================

sender's contact information   contact person:Mr  Amir Butt...

分析：签名档没有留电话、公司地址等全面信息，只有一个免费的邮箱，所以是打酱油

Letter 1 Reply Sample

Dear Mr Amir,

Many thanks for your inquiry dated(of) XXXX from alibaba.

In order to let us make more correct quotation accordingly,please kindly tell us the exact model number you prefer after checking our website of http://www.abc.com.cn

Besides, to help us offer the best price,please also introduce your company as many detail 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 early reply.

Best Regards

Adela

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practice 2  Subject:Inquiry about Barbies Collection Girl's Wear.

Dear Amy,

We are the importers and manufacturer of various Children's Wear in Idea. I an looking for the Barbies Collection to be supplied in India on a regular basis.

Looking for Skirts and Long pants. Kindly reply on an urgent basis.

详细、完备的签名档

Letter 2 Reply Sample

Dear Mr.Nareth,

So glad receiveing your  inquiry for our Barbies Collection  from alibaba.com dated XXX.Thanks a lot.

We are a leading manufacturer in children's wear in China and our products have been

exported to customers all over the world such as .....The Barbies Collection is 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,special design requirement etc.Please check the following styles photo which should be suitable for your Indian market and tell us more requirements  on the exact skirts and long pants.

Please do not hesitate to contact us if any question and we  are waiting for your reply

Best regards.

Amy

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practice 3   The buyer is interested in your below Products: BOY'S PANTS STYLE NO.1422

Subject: Business relationship



Dear Sir,

I just saw your priducts online and I am very much interested in it.

So I will like to do business with you over there,please send me PI for 1*20" FCL order

Hope to hear from you soonest.

Besr Regards

Mr.Chuks Ofor

注：PI  proforma  invoice

签名档  (打酱油，三无)

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practice 4  Subject: Business relationship

Dear Sir,

We are Import/Export Company dealing in sales of Children's Wear exclusively in WEST AFRICA Countries(TOGO,BENIN,BURKINA- FASO,MALI etc).Very interested by the distribution of your products and want to be your exclusive agent in WEST AFRICA .Please send catalog pictures and price rate.

RGDS

Mr.EDORHJ.,G.Manager

签名档  (有地址、电话等) 回复邮件，应该引导客户

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practice 5  Subject: Inquiry about Spideman series wear

Dear Sir,

We are Arrabon ,a trading company in Cyprus.We are interested in your products and want to make business relation with you.Pls send us your rock bottom prices C&F Limassol for all

references of Boy's T-sgirt

Regards

签名档  (有地址、电话等) 回复邮件，应该引导客户

Reply Sample

Dear Mr. Maller,

Thank you for the letter of date( )enquiring price for our boy's T-shirt.

To close our ASAP ,we offer you firm C&F Limassol USD XXX/pc，Payment by irreviceable L/C to reach us one month before the time of shipment.This offer is sbuject to your reply reaching us before (date).Please refer to the attached files for packing and product specification info.

We allow a  discount off 5% if you order exceeds USD 5,000. And there has been a heavy demand for our t-shirt and our factory is fully commttied right now.

Therefore ,at the mosr competitve price we offer ,we hopr to receive your repky with questions id any or an order soon.

Best regards

Amy

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practice 6  Subject: Inquiry for Boy's Wear

Dear Sir,

We are tradingcompany and wholesealer of Children's Wear in Australia,we want to import your Bob's Collection Boy's Wear urgently,106.249.106.250 and so on.

Please give me your best price list based on CFR Melboume.Sample order quantity,Payment terms,Delivery time and so on.

Johnson

签名档（Addr, Tel,Fax,Email） 要引起重视的邮件

Reply Sample

Dear Johnson,

We are so glad to know you are interested in our [roduct 106.248,series and very glad to enter business relation ship with you.

(insert table herer)

Unit price    Sample MOQ  Payment terms

Hope so cpmpetitive price can help you get your market soon.

By the way ,could you pls tell us which color yo like most and what kind of packing way you prefer?

Your prompt reply will be high appreciated.

Best regards

Amy



引导客户，做非常专业的卖家。