外贸函电unit_2资料
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外贸英语函电unit-2
Unit 2 Establishing Business Relations & Inquiring Credit Reference1.重点信函：建立贸易关系的信函（范例可参见课本第25、30、31及34页），包括的内容有:A.The Source of InformationB.The Intention of the LetterC.The Business Scope of the CompanySelf-introductionD.The Financial Position and Integrity of the CompanyE.The Enclosure/RequestsF.The Close of the Letter2.重点句型（可自行选择一两句识记）：A.The Source of InformationWe have learned/heard from… that…We have obtained your name and address from…We owe your name and address to…, who have informed us that…Your name and address has been recommended to us by…, with whom we have done business for many years.Through the courtesy of…, we have come to know your name and address and are informed that…On the recommendation of…, we have learned with pleasure your name and address.B.The Intention of the LetterWe write to you now with a view to building up business relations with your firm.As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you.C.The Business Scope of the CompanyOur company deals with (deals in, trades in, handles, is in the line of, specializes in) the import and export of …我公司经营…的进出口业务。
外贸英文函电Unit2 Establishing business relations
Useful Expressions 讲解
1.How his name is know
1)obtained/heard/learned/indebted your(fax number/business scope/products/E-mail address)from… e.g we have obtained your information from China council for the Promotion of International Trade in Beijing.我们从北京的 中国国际贸易促进委员会那里获悉了贵公司的信息。 2) have one’s name and address from….. e.g we have your name and address from the Commercial Counselor’s Office of your embassy in Beijing and are now writing to you for the establishment of business relation 我们从 贵国驻京使馆商务参赞处获悉贵公司姓名及地址，现特致函与 贵公司建立业务关系
establishingbusinessrelationspartsbusinesslettersdatalineinsidenamecomplimentaryclosesignatureretrospectessentialpartsattentionlinesubjectlinereferencenotationcarboncopynotation抄送postscriptoptionalpartscourtesyconsiderationcompletenessclarityconcisenessconcretenesscorrectnesswritingprinciplesbusinesslettersindentedform缩格式blockedform齐头式modifiedblockedform改良齐头式layoutbusinessletter所谓缩格式信函有以下特征日期靠右具体收信人和事由居中结尾敬语和落款偏右齐头式特征除信头外全部左对齐段落间用空格改良齐头式兼具缩格与齐头的特征案号和日期靠右落款偏右其他全部左对齐envelopaddressingdoinginternationaltradevitalstepestablishbusinessrelationspromotegoodwillpotentialdealers
外贸函电第二版-Unit-02-建立业务关系
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(3) We learn your company from the Internet that you are one of the leading manufactures in this line. 我们从网上了解到贵公司是这一行业的主要生产 商之一。 (4) Having had /obtained the name and address of your company from ABC trading Company ,we know that you deal in textiles. 通过ABC贸易公司的介绍，我们得知贵公司的名 称和地址，并获悉你方经营纺织品。
3、写信的目的：建立业务关系 (1) We are writing to you in the hope of entering into business relations with you. 兹写信给贵方希望建立业务关系。 (2) We are writing to you and willing to open up a business relation with you. 兹写信给贵公司以期与贵公司建立业务联 系。 (3) We would like to take this opportunity to establish business relations with you. 我们愿借此机会与贵公司建立业务联系。 14
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回复建立业务关系信函的写作步骤及常见表达方式：
写作步骤 表达方式 Thank you for …（感谢你方……。） Thank you for your interest in …（感谢你们 对……的兴趣。）
（1）感 谢对方对 你公司的 We have received …（我们已收到贵方……。） 兴趣 Your letter of August 8 has been received with thanks.（感谢贵方8月8日的来信。）
外贸英语函电Unit 2 Establishing Business Relations
From the E-mail sent back by our Toronto Office, we know that you are one of the firms of good standing and reliability in Toronto and are particularly interested in the export of various papers to China.
Unit Two Establishing Business Relations
(建立贸易关系)
国外市场寻找新客户的主要渠道：
❖ Internet ❖ Exhibition and trade fairs ❖ Banks ❖ Advertisements ❖ Chamber of Commerce ❖ Trade directories 行业名录 ❖ Commercial Counselor’s Office 商务参赞处 ❖ Market investigations ❖ Enquires received from foreign merchants ❖ Self-introduction or introduction from his business connections ❖ a branch office or representative abroad
By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed matters for reference.
Unit Two Establishing Business Relations
(建立贸易关系)
国外市场寻找新客户的主要渠道：
❖ Internet ❖ Exhibition and trade fairs ❖ Banks ❖ Advertisements ❖ Chamber of Commerce ❖ Trade directories 行业名录 ❖ Commercial Counselor’s Office 商务参赞处 ❖ Market investigations ❖ Enquires received from foreign merchants ❖ Self-introduction or introduction from his business connections ❖ a branch office or representative abroad
By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed matters for reference.
外贸英语函电unit-2
外贸英语函电unit-2Unit 2 Establishing Business Relations & Inquiring Credit Reference1.重点信函：建⽴贸易关系的信函（范例可参见课本第25、30、31及34页），包括的内容有:A.The Source of InformationB.The Intention of the LetterC.The Business Scope of the CompanySelf-introductionD.The Financial Position and Integrity of the CompanyE.The Enclosure/RequestsF.The Close of the Letter2.重点句型（可⾃⾏选择⼀两句识记）：A.The Source of InformationWe have learned/heard from… that…We have obtained your name and address from…We owe your name and address to…, who have informed us that…Your name and address has been recommended to us by…, with whom we have done business for many years.Through the courtesy of…, we have come to know your name and address and are informed that…On the recommendation of…, we have learned with pleasure your name and address.B.The Intention of the LetterWe write to you now with a view to building up business relations with your firm.As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you. C.The Business Scope of the CompanyOur company deals with (deals in, trades in, handles, is in the line of, specializes in) the import and export of …我公司经营…的进出⼝业务。
外贸函电 Unit 2 Invitation and Arrangement of Visits
东南大学远程教育
外贸函电
第四讲 主讲教师：任凤慧
Unit 2 Invitation and Arrangement of Visits
邀请与答复
1. Dear Mr/Ms, We should like to invite you to attend the 2003 International Fair which will be held from April 29 to May 4 at the above address. Full details on the Fair will be sent in a week.
Mr. Li will be in your city from April 2 to 7 to make specific arrangements and would very much appreciate your assistance. Yours faithfully
尊敬的先生/小姐， 感谢三月二十八日来信邀请我们公司参加2003 国际商品交易会。 我们乐于参加并计划展示我 们前几年生产的电子设备。李先生 将于四月二 日至七日去你市做具体安排，非常感谢你的协 助。
肯定答复
Dear Mr./Ms, Thank you for your letter of March 20 inviting our corporation to participate in the 1997 International Fair. We are very pleased to accept and will plan to display our electrical appliances as we did in previous years.
19. Economic cooperation 经济合作 20. Technological exchange 技术交流
外贸函电
第四讲 主讲教师：任凤慧
Unit 2 Invitation and Arrangement of Visits
邀请与答复
1. Dear Mr/Ms, We should like to invite you to attend the 2003 International Fair which will be held from April 29 to May 4 at the above address. Full details on the Fair will be sent in a week.
Mr. Li will be in your city from April 2 to 7 to make specific arrangements and would very much appreciate your assistance. Yours faithfully
尊敬的先生/小姐， 感谢三月二十八日来信邀请我们公司参加2003 国际商品交易会。 我们乐于参加并计划展示我 们前几年生产的电子设备。李先生 将于四月二 日至七日去你市做具体安排，非常感谢你的协 助。
肯定答复
Dear Mr./Ms, Thank you for your letter of March 20 inviting our corporation to participate in the 1997 International Fair. We are very pleased to accept and will plan to display our electrical appliances as we did in previous years.
19. Economic cooperation 经济合作 20. Technological exchange 技术交流
外贸函电第二版-Unit 02 建立业务关系讲解
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(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. 现函告：我公司为食品大经销商，在国内 拥有大批客户。
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We are willing to enter into business relations with you.（我们愿意和贵方建立业务 关系。） （3）表 达写信目 的 We are now writing you for …（我们现写信愿 意……。） We are desirous of …（我方愿意……。） We express our desire to …（我方愿意……。）
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deal in
买卖，经营； 经售； 经销 That shop deals in men's clothing. 那家商店经营男士服装。 The shares of that company have not been dealt in for some time. 那家公司的股票有好些日子没有经营了。
Anticipate 预感； 预见； 预料； 先于…行动
5：要求寄送/主动寄送有关资料 (1) Please send us your catalogue and quotations. 请给我们寄你公司的商品目录和价目单. (2) We have airmailed samples of our new articles for your reference under separate cover. 我们另航空邮寄新品种的样品供你方参考。 (3) We would appreciate it if you could send us an up-to- date price list for your electric products. 你们若能寄来一份电子产品的最新价目表，我们 将非常感谢。
(5)We are writing to introduce ourselves as large dealers in foodstuffs with good connections in the country. 现函告：我公司为食品大经销商，在国内 拥有大批客户。
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We are willing to enter into business relations with you.（我们愿意和贵方建立业务 关系。） （3）表 达写信目 的 We are now writing you for …（我们现写信愿 意……。） We are desirous of …（我方愿意……。） We express our desire to …（我方愿意……。）
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deal in
买卖，经营； 经售； 经销 That shop deals in men's clothing. 那家商店经营男士服装。 The shares of that company have not been dealt in for some time. 那家公司的股票有好些日子没有经营了。
Anticipate 预感； 预见； 预料； 先于…行动
5：要求寄送/主动寄送有关资料 (1) Please send us your catalogue and quotations. 请给我们寄你公司的商品目录和价目单. (2) We have airmailed samples of our new articles for your reference under separate cover. 我们另航空邮寄新品种的样品供你方参考。 (3) We would appreciate it if you could send us an up-to- date price list for your electric products. 你们若能寄来一份电子产品的最新价目表，我们 将非常感谢。
外贸函电UNIT2
Sample letter
Dear Sirs ored your name and address from the website: . We were informed that you are one of the biggest importers of tea in UK and you are now in the market for tea. We take this opportunity to approach you in the hope of establishing business relations with you.
Unit Two Establishing Business Relations(建立贸易关系)
New Words & Expressions
enquire into 调查 e.g. The buyer claimed that the goods were damaged in transit, but we must enquire into this matter ourselves. 买方声称货物在运输过程中被损坏了，但是 我们必须亲自调查这件事情。 enquire about 询问关于某事 e.g. They sent us a letter, enquiring about the market condition here. 他们给我们发来了一封信，询问这里的市场 状况。
in compliance with 按照 e.g. In compliance with your request, we are sending you our samples by air. 应你方要求，我们用航空邮件给你们寄去了 我们的样品。 comply (v. ) with 按照，与…相符，遵守，满 足
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retailer wholesaler E-catalog Quotation list/sheet forward supplier/vendor
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Useful Phrases
• Regarding • “关于”= Referring • E.g. Regarding the terms of payment, we require confirmed and irrevocable L/C. • E.g. Regarding the price you inquired on EXTRA-FLEXIBLE SILICONE RUBBER WIRE (Red & Black), attached our offer sheet for your reference.
Cheap, Deal, Debt, Income, Insurance, Loan, Money, Mortgage, Price, Rate, Profit, Save, Merchant, Stock, Act Now, All New, Call Now, Subscribe Now,
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Good Example
• 假设我是做太阳能灯的公司DEF Co. Ltd，目 前公司最大的客人是美国的Home Depot， 尽管可能是通过贸易商做的，不是直接合 作，但是完全可以当作一个开发新客人的 筹码！如果我要写一封开发信给美国的ABC inc。我从google上了解了一些这个公司的信 息，知道他们是美国的进口商，有做太阳 能灯系列。
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• • • • • • • • • • •Байду номын сангаас•
Co. 公司名 Tel. 电话 Fax.传真 E-mail.邮箱地址 MSN, SKYPE 联系工具 Website 网址 零售商 批发商 电子目录 报价单 转发 供应商
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Signature 签名
Interpretation
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正文内容
--“四不四少”原则 • 不长篇大论的介绍公司或工厂 • 不炫耀英文水平 • 不插入超链接或图片
如果一定要放图片，尽量不超过50K。文中不要 写：For more details, pls visit our website 之类的文字
• • • • •
Unit Two Establishing Business Relationships
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Contents
• • • • • Subject 主题 Salutation 称呼 Body 正文 Attachment 附 件 Signature 签名
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Subject 主题 • • • • • •
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Find Target Customer 寻找目标客户 Attract Customers’ Attentions 吸引客户注意力 Express Info. Briefly 传达主要信息
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Bad Examples
• “We are the manufacturer of lights” • “Need cooperation” • “Guangdong *** trading company ltd”
• 垃圾邮件 根据国际电子邮件协会的判定规则：未经收 件人允许的在一段时间内，发送频率过快， 内容重复度过高；对方未订阅但发件人发 送附件的；邮件中含有SPAM高频词
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与销售有关的SPAM高频词：
Free, Discount, Opportunity, Win, Winner,
Promotion, Satisfaction，Guaranteed, You've Been Selected.
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Attachment 附件
• 第一次主动联系客人的时候最好全文
本，不要附件（word, excel, image） • 收到一个新客人的询价时，那回复就 可以插入报价单或者图片了
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不说毫无意义的废话 少说从哪里得到客人联系方式 少用第一人称 少用书面语 少用中国式英语
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Info. Of E-mail 电子邮件
• 邮件地址
邮件地址中的符号@是英语“at” 的含义，所以我们的电子邮件地址 如***@ 的完整解释为“***在这个服务器上面的 一 个 邮 件 账 号 。
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• Million, Dollars, Compare, Check, Cash,
Bonus, Credit, Loans, Buy Direct, Get Paid,
Order Now, Specializing, Specialized,
Offer, Please Read, Don‘t Delete, Special
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Salutation 称呼
• 1）不知道对方名字： Dear Friend, Dear, Dear Manager, Dear Director, Dear Your Teams…... Hi, Sir,
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• 2）知道对方名字： Dear Jone， Hi, Jone, Good Day， Jone,… • 3）学院派，古板： Dear Madam/Sir
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Exercise
• 我们是一家普通的面料生产公司。现在遇 到这么一个情况。 我需要推广我们的旗帜面料给澳大利亚的 一些公司。我有消息是知道他们有在中国 采购旗帜面料。我想打进他们的市场。 首先我们是比较专业的做这个面料的，与 家乐福，可口可乐，新加坡等发生过合作。 但都是有中间贸易商的。 这次想主动出击，直接跟他们求购方发生 合作。
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Practical Expressions
• Glad to know that you are in the market of flags and banners. • 很高兴得知您有意订购旗帜等产品。 • Glad to get your name card from HK fair. • 很高兴在香港展会上得到您的名片。 • Thank you for visiting our booth in Canton Fair. • 非常感谢您在广交会上参观我们的摊位。
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Body 正文
• 常用英文字体： 1)Arial 2)Verdana 3)Calibri 4)Times new roman 5)Tahoma 6)PMingLiU 台湾香港
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• 字体颜色 不要超过三色，一般都是黑色或者蓝色。 • 内容 对客户来说比较有吸引力的，可以加粗和 变色来突出处理。 • 字体大小 • 通常是12磅。亦可调整到13-14磅。 • 文字行距 一般18磅左右，不要太紧凑，也不要太松 散。
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•
Re: Wet wipes & Hand sanitizer/supplier for Watsons, Wangning, Dear Soft, etc./Free sample provided
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Other Suggestions
• Re: FW: 这些标记你不要随便用，因为人们 不喜欢欺骗性。如果打开以后根本这个人 不认识，或者这个人准备推销，那么邮件 读了个开头就被会删除。如果你和对方素 不相识，那么可能你的开发信要经过几次 转手才能到采购的邮箱中。而这途中被删 除的可能太高 。
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“Re: ABC inc/Home Depot vendor-solar light/DEF Co., Ltd.” • ABC inc代表了客人的公司名，你在写给 他的主题上首先加上他公司名，表示对 他们公司的尊重； • Home Depot vendor-solar light明确表示 你是北美第二大零售商Home Depot的太 阳能灯供应商，既表明了实力，也勾起 他的兴趣； • DEF Co., Ltd.代表自己公司。
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• We supply plastic bottles to Japan with good quality and competitive price.
• 我们的塑料水瓶出口日本，品质不错且价 格有竞争力。 • Attached some photos for your review, for our hot-selling items. • 附上一些图片供您参考，都是我们的热卖 产品。
•
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• Re: Flag & Banner factory/Coca-Cola, Carrefour supplier/FREE SAMPLES provided!
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• Dear Sir or Madam， Glad to hear that you're in the market of wet wipes and hand sanitizer. We specialized in wet wipes and hand sanitizer for many years,with the strengh of cooperating with the big customer,such as Wastons,Wangning,Dear soft,etc.and can supply wet wipes and hand sanitizer with high quality and competive price.
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Useful Phrases
• Regarding • “关于”= Referring • E.g. Regarding the terms of payment, we require confirmed and irrevocable L/C. • E.g. Regarding the price you inquired on EXTRA-FLEXIBLE SILICONE RUBBER WIRE (Red & Black), attached our offer sheet for your reference.
Cheap, Deal, Debt, Income, Insurance, Loan, Money, Mortgage, Price, Rate, Profit, Save, Merchant, Stock, Act Now, All New, Call Now, Subscribe Now,
2018/10/23
Good Example
• 假设我是做太阳能灯的公司DEF Co. Ltd，目 前公司最大的客人是美国的Home Depot， 尽管可能是通过贸易商做的，不是直接合 作，但是完全可以当作一个开发新客人的 筹码！如果我要写一封开发信给美国的ABC inc。我从google上了解了一些这个公司的信 息，知道他们是美国的进口商，有做太阳 能灯系列。
2018/10/23
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• • • • • • • • • • •Байду номын сангаас•
Co. 公司名 Tel. 电话 Fax.传真 E-mail.邮箱地址 MSN, SKYPE 联系工具 Website 网址 零售商 批发商 电子目录 报价单 转发 供应商
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Signature 签名
Interpretation
2018/10/23
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正文内容
--“四不四少”原则 • 不长篇大论的介绍公司或工厂 • 不炫耀英文水平 • 不插入超链接或图片
如果一定要放图片，尽量不超过50K。文中不要 写：For more details, pls visit our website 之类的文字
• • • • •
Unit Two Establishing Business Relationships
2018/10/23
1
Contents
• • • • • Subject 主题 Salutation 称呼 Body 正文 Attachment 附 件 Signature 签名
2018/10/23
2
Subject 主题 • • • • • •
2018/10/23
Find Target Customer 寻找目标客户 Attract Customers’ Attentions 吸引客户注意力 Express Info. Briefly 传达主要信息
3
Bad Examples
• “We are the manufacturer of lights” • “Need cooperation” • “Guangdong *** trading company ltd”
• 垃圾邮件 根据国际电子邮件协会的判定规则：未经收 件人允许的在一段时间内，发送频率过快， 内容重复度过高；对方未订阅但发件人发 送附件的；邮件中含有SPAM高频词
2018/10/23
22
与销售有关的SPAM高频词：
Free, Discount, Opportunity, Win, Winner,
Promotion, Satisfaction，Guaranteed, You've Been Selected.
2018/10/23
24
Attachment 附件
• 第一次主动联系客人的时候最好全文
本，不要附件（word, excel, image） • 收到一个新客人的询价时，那回复就 可以插入报价单或者图片了
2018/10/23
不说毫无意义的废话 少说从哪里得到客人联系方式 少用第一人称 少用书面语 少用中国式英语
20
Info. Of E-mail 电子邮件
• 邮件地址
邮件地址中的符号@是英语“at” 的含义，所以我们的电子邮件地址 如***@ 的完整解释为“***在这个服务器上面的 一 个 邮 件 账 号 。
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• Million, Dollars, Compare, Check, Cash,
Bonus, Credit, Loans, Buy Direct, Get Paid,
Order Now, Specializing, Specialized,
Offer, Please Read, Don‘t Delete, Special
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Salutation 称呼
• 1）不知道对方名字： Dear Friend, Dear, Dear Manager, Dear Director, Dear Your Teams…... Hi, Sir,
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• 2）知道对方名字： Dear Jone， Hi, Jone, Good Day， Jone,… • 3）学院派，古板： Dear Madam/Sir
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Exercise
• 我们是一家普通的面料生产公司。现在遇 到这么一个情况。 我需要推广我们的旗帜面料给澳大利亚的 一些公司。我有消息是知道他们有在中国 采购旗帜面料。我想打进他们的市场。 首先我们是比较专业的做这个面料的，与 家乐福，可口可乐，新加坡等发生过合作。 但都是有中间贸易商的。 这次想主动出击，直接跟他们求购方发生 合作。
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Practical Expressions
• Glad to know that you are in the market of flags and banners. • 很高兴得知您有意订购旗帜等产品。 • Glad to get your name card from HK fair. • 很高兴在香港展会上得到您的名片。 • Thank you for visiting our booth in Canton Fair. • 非常感谢您在广交会上参观我们的摊位。
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Body 正文
• 常用英文字体： 1)Arial 2)Verdana 3)Calibri 4)Times new roman 5)Tahoma 6)PMingLiU 台湾香港
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• 字体颜色 不要超过三色，一般都是黑色或者蓝色。 • 内容 对客户来说比较有吸引力的，可以加粗和 变色来突出处理。 • 字体大小 • 通常是12磅。亦可调整到13-14磅。 • 文字行距 一般18磅左右，不要太紧凑，也不要太松 散。
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Re: Wet wipes & Hand sanitizer/supplier for Watsons, Wangning, Dear Soft, etc./Free sample provided
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Other Suggestions
• Re: FW: 这些标记你不要随便用，因为人们 不喜欢欺骗性。如果打开以后根本这个人 不认识，或者这个人准备推销，那么邮件 读了个开头就被会删除。如果你和对方素 不相识，那么可能你的开发信要经过几次 转手才能到采购的邮箱中。而这途中被删 除的可能太高 。
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“Re: ABC inc/Home Depot vendor-solar light/DEF Co., Ltd.” • ABC inc代表了客人的公司名，你在写给 他的主题上首先加上他公司名，表示对 他们公司的尊重； • Home Depot vendor-solar light明确表示 你是北美第二大零售商Home Depot的太 阳能灯供应商，既表明了实力，也勾起 他的兴趣； • DEF Co., Ltd.代表自己公司。
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• We supply plastic bottles to Japan with good quality and competitive price.
• 我们的塑料水瓶出口日本，品质不错且价 格有竞争力。 • Attached some photos for your review, for our hot-selling items. • 附上一些图片供您参考，都是我们的热卖 产品。
•
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• Re: Flag & Banner factory/Coca-Cola, Carrefour supplier/FREE SAMPLES provided!
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• Dear Sir or Madam， Glad to hear that you're in the market of wet wipes and hand sanitizer. We specialized in wet wipes and hand sanitizer for many years,with the strengh of cooperating with the big customer,such as Wastons,Wangning,Dear soft,etc.and can supply wet wipes and hand sanitizer with high quality and competive price.