各種銷售信件的書寫

1、Sales promotion推銷信推銷信的三種類型：nSales letter 推銷信nReviver 振興信nFollow-up letter 回訪信或隨訪信推銷信與振興信常用“通函”形式撰寫。Sales Letter(推銷信推銷信) is used to find new customers, to persuade the reader to buy the sellers product so as to expand business. A good Sales Letter should be able to:a) arouse interest（引發(fā)興趣）b)create de

2、sire（造成欲望）c)carry conviction（說服購買）d)induce action （導(dǎo)致行動）A Revivier(振興信振興信)is another kind of business letter which is to retain or regain old customers. It usually contain the following elemnets:a)review proveious good cooperation;b)add a favourable comment on the goodsc)offer a generous discountd)l

3、ook forward to receiving a new order A Follow-up Letter (隨訪信隨訪信)is to discreetly enquire into the reason why the offeror has not received an order from the offeree. Such letters should include the following aspects:a) refer to the buyers inquiry and the sellers quotation / offer;b) express regret th

4、at no order has been received and enquire into the reason;c) point out some new selling-points and arguments, and add a favorable comment on the goods;d) repeated the hope to receive an order from the buyer.撰寫“通函”(Circular Letter)時需遵循的規(guī)則：n信要短，否則人們可能不愿看n在開頭一段就得抓住讀者的興趣n信的外觀要有吸引力，并且盡可能使它的口氣象私人交往Vocabul

5、ary(課后有的）nPay 值得Study hard, it will pay.nResidue 剩余We have a residue stock of 307 sets bicycles.nNext 次于Next newestnGenerous 慷慨的We will allow you generous discount.Generosity 慷慨Thank you for your generosity.nPreclude 阻止某人做某事=prevent Preclude sb from doing sthLetter-8(1)(A Sales Letter)1. fail their

6、expectationtheir expectation doesnt realizeMany cases prevented their expectation to be realized.fail sb.: not to do what sb. has trusted you to doI feel Ive failed my children by not spending more time with them.我覺得我使孩子們失望了，因為我沒能多化些時間陪伴他們。2. infantvery young child or baby嬰幼兒infants: children in sch

7、ool in Britain between the age of 4 and 8 學童（復(fù)數(shù)）adv. infant industry 新興產(chǎn)業(yè)， infant company初創(chuàng)的公司3. teenager(American informal) someone who is between 13 and 19 years old 少年 4. make a point (of doing sth. / to do sth.)decide, treat sth. as essential5. pay合算，值得，有利，有好處If a particular action pays, it mean

8、s that it brings a good result or advantage for youCrime doesnt pay.犯罪不會有好結(jié)果。It usually pays to tell the truth.講真話通常有好處。6. proposition主張，觀點，見解a statement that consists of a carefully considered opinion or judgmentMarx accepted several of the key propositions developed by Adam Smith.馬克思采納了亞當斯密斯闡述的幾個主

9、要觀點7. to ones satisfactionto make sb. feel pleased使感到滿意Finally we got the furniture arranged to her satisfaction.我們終于把家具布置得令她滿意。Letter-8(2)(The Riviver)residue stock庫存剩余庫存剩余stock1) n.a.存貨，單復(fù)數(shù)皆可，復(fù)數(shù)為多存貨，單復(fù)數(shù)皆可，復(fù)數(shù)為多Spot stocks are insufficient to meet demand.現(xiàn)貨不夠滿足需要?，F(xiàn)貨不夠滿足需要。Our stocks are running shor

10、t.我們的存貨日漸我們的存貨日漸減少。減少。Stock are light with active demand.需求活躍，需求活躍，存貨不足。存貨不足。b. stock in / of +具體所存商品具體所存商品At the moment, we have only a limited stock in / of linen goods.我們目前僅有有限的我們目前僅有有限的亞麻制品存貨亞麻制品存貨。c.儲存，不可數(shù)，常與介詞搭配儲存，不可數(shù)，常與介詞搭配in stock / out of stock / from stock (ex stock) ready stock現(xiàn)貨現(xiàn)貨We have

11、 at present only 50 metric tons of walnutmeat in stock.我們目前只有我們目前只有50噸核桃仁現(xiàn)貨。噸核桃仁現(xiàn)貨。Only Type 12 is in stock. Type 28 is out of stock.僅僅12型有貨型有貨,18型已賣完。型已賣完。We have run out of stock.我們的存貨已賣完。我們的存貨已賣完。We can supply this quantity from stock (ex stock).我們可以從現(xiàn)貨中供應(yīng)此數(shù)量。我們可以從現(xiàn)貨中供應(yīng)此數(shù)量。2) v.有存貨有存貨,備有備有We are

12、well stocked with mens shirts of different sizes.我方備有充足的各種尺碼的男式襯衫。我方備有充足的各種尺碼的男式襯衫。Letter-8(3)(A Follow-up Letter) command ready sales暢銷暢銷command: deserve and get 應(yīng)得并獲得，博得Dr. Young commands a great deal of respect as a surgeon.作為一個外科醫(yī)生，揚博士贏得極大的尊敬?！癝upermodels” can command extremely high fee.“超級模特”能獲

13、取巨大報酬。Sale n.銷路Bicycles command a ready sale in the US market.自行車在美國市場很暢銷。Is there any sale for this article?這一商品有銷路嗎？Words & PhrasesnAdvantage (n)有利有利1.Take advantage of We have decided to have an agent in Kenya in order to take advantage of the growing demand there for our products.2.This type of

14、metal has the advantage of being substantially cheaper.3.We dont see any advantage in signing the contract right now.4.To sbs advantage/to the advantage of sth/sb To our mutual advantage nAdvantageous (adj.)有利的This trade agreement is advantageous to both countries.nInterest (n.)1.興趣 We have interest

15、 in a few items in your catalogue. Meet ones interest2.利益 We think that it would be to your interest to have an agent in the north as well as in the south.3.利息 The rate of interest has gone up as high as 12% per annum.nInterest (v.)引起興趣 Your price are too high to interest buyers in making counter-of

16、fer.nInterested (adj.)有興趣的 If you are interested in any of our products, please let us know your detailed requirements.nInteresting (adj.)有意思的 This book is interesting.answer 1.Under separate cover, we have airmailed samples of our new articles for your reference. These new articles are moderate in

17、price and excellent in quality. We think it will be to your interest to promote sales of them at an early date. 2.Since the required articles are not available, we would like to recommend the under mentioned (following) products which can be supplied from stock for prompt shipment. This recommendati

18、on is made to the interest of both parties. 3.Thank you for your letter of Nov.We regret that your electric fan Art.2112 is difficult to promote sales as your price is too high to induce buyers to make a count-offer. 4.Regarding your application for attending the Guangzhou Fair, we are contacting th

19、e relevant authorities and shall inform you as soon as the application is approved. 5.To support your sales, we have specially prepared some samples of our poplin together with a price list, which are enclosed for your consideration. Owing to its superior quality and reasonable price, our poplin is

20、popular and command ready sales in most European countries. We think it is to your advantage to buy this article for sale in your market.振興信 （Reviver）的模板：nLooking through our record we note with regret that from xx to xx/last year/2 months ago you bought a large quantity offrom us. But recently, we

21、didnt have the pleasure of an order from you.nWe think you may be interested to know that we have a residue stock of 307 sets of which you bought from us in substantial quantity previously. We are prepared to clear the stock by allowing you a generous discount, sayon the current price ofThis offer i

22、s subject to your reply reaching here OrnWe think you may be interested in some of our new products, which you can find in the enclosed catalogue. If any of the items illustrated in the catalogue interest you, please do not hesitate to let us know. We will make you offers upon receipt of your detailed requirements. We sincerely hope to conclude some satisfactory transaction with you in the near future.隨訪信（Follow-up）的模板：nWe wrote you on xx in reply to your enquiry for However, up to the present writing, we ha