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1、Unit 1 Establishing Business Relations建立贸易关系内容简介获取客户信息的渠道有很多种，但主要的渠道包括以下几种，比如国内外的展会，B2B网站，搜索引擎，朋友介绍等。无论这些信息是如何获取的，目的都是与客户取得联系并成功地向他们销售自己的产品。要与客户建立贸易关系，成功的销售产品，这要求我们要十分重视第一次与客户的联系。通过邮件联系，向客户展示自己公司的实力和优势，促成合作。1. Self introductionDear Sirs,This is Water from SHV Company. Ive been working in DVD field f
2、or more than five years. Hope that I can serve you with my professional experience from now on. Please feel free to study our offer as below.First of all, I would like to introduce you some information about our factory. SHV Company is a professional manufacturer in producing Portable DVD Player, co
3、vering 7, 8.5, 9, 10.2. And SHV got the supports as below.Staff Number: over 300Production lines: four linesMonthly capacity: 60,000pcsQuality control: FCC, CE, EMC, CCC, RoHSFactory management: ISO 9001 International Quality Management System and ISO14000 International Environment Management System
4、Markets: xxx from Spain, xxx, xxx from Italy, xxx from Germany, xxx from Ukraine, xxx from Bulgaria, xxx from Russia, xxx from Israel, xxx from Iran, xxx, xxx from India, xxx from Middle East, xxx from Paraguay, xxx from Panama, etc.Now I would like to offer you the fast sale item with best price fo
5、r your reference first.Model: Item A701, 7 swivel screen with TV tuner, USBCard RenderOffer: FOB Shenzhen US$50MOQ: 1000pcsSamples and more information are available for your study anytime. We appreciate your kind reply soon.We are looking forward to our cooperation in near future.Best regards,Water
6、Notes1. 第一次主动联系客户，介绍自己在行业内的经验和成绩。让客户产生信心。2. 介绍公司的产品和实力，以增加客户信心。3. 根据客户所在国家目前销售产品的情况，向客户推荐适当的产品。4. 报价时要包含产品的重要信息。比如产品的主要功能，报价条款，价格，订单起订量等。5. 最后，提出合作的愿望。2. Contact customer after the fairSample 1Dear Sirs,Thank you for your kind visit at our booth 3.2F18 during Canton Fairs. This is Water from SHV Com
7、pany. I hope you could feel free to study our offer about Portable DVD Player.SHV Company is a professional manufacturer in producing Portable DVD Player. The products are spreading the countries and regions including Asia, Europe and America, products covering 7, 8.5, 9, 10.2. Weve been investing U
8、S$38 million to set up a high-tech industry zone named SHV Technology Co., Ltd in Zhejiang Province, which covers 82000 square meters and 200000 square meters of building. With our strong RD and workmanship. Believe we can become your good partner and friend.According to the memo during Canton Fair,
9、 we would like to list the following offers for your record.Model: Item A903, 9swivel screen with TV tuner, USBCard ReaderOffer: FOB Shenzhen US$50MOQ: 1000pcsSamples and more information are available as requested. We appreciate your kind ideas about our cooperation.We are looking forward to our in
10、itial cooperation soon.Best regards,WaterNotes1. 参加展会是很多公司选择推广产品的一种很重要的方式。在展会之前，通常都要向所有的老客户和潜在的客户发邀请函。这也是向客户展示实力的一次机会。通常邀请函都会做成图片的形式，方便发送给用户参考。内容包括：参展公司名称，参展日期，展位号，主展产品等重要信息。2. 展会之后，联系客户时提及展位号，客户更容易忆起自己。3. 开门见山地说明自己销售的产品，容易抓住日理万机的客户的注意力。4. 简短的公司和产品介绍可以让客户在短时间内熟知自己的实力和优势，以拉近合作的距离。5. 根据展会上的笔记，总结并正式向客户
11、报价。6. 最后，提出合作的期望。Sample 2Dear Claus,It was nice to meet you in Hong Kong, and hope you had a good trip.Thanks for your kind visit to our showroom. Its a little pity that your schedule is so tight. If possible, wed like to invite you to our office next time and show you around our three factories.The
12、 follows are our meeting memo for your reference.For 5.1CH standard DVD player, US$21DivX version, add US$1 per setNero function, add US$0.5 per setFor DVD-T and new project MD-2720, it is still under consummating. When it is completed, well inform you immediately. Also well arrange DVD-591/DivX-592
13、 sample for your test.Even though we met a lot of problems by first cooperation, now its OK and the second container will be dispatched next week. I think we can run more smoothly by the following days. Both sides know each other better. And also we learn a lot from your professional, cautious and s
14、erious working style.I do hope you could share some of your proposals of our next step cooperation. Your ideas for our whole year plan will be helpful. Please try to offer me some minds, wed hope we could expand our business, work more strategically, and support you by our best service.Best regards,
15、AaronNotes1. 客户通常都会参加展会，一方面是考察现有的供应商，面谈为了订单的计划，落实新订单的价格或者跟进进行中的订单情况；另一方面获取更多的产品信息，包括市场新价格，同类产品新的供应商等。2. 展会后，对与客户面谈的内容进行总结，主动给客户发会议记录。3. 再次提及洽谈的内容，更为详细地说明这些内容的具体情况。特别死关于样品或者订单进行的时间等方面的确定。4. 进一步充实内容。包括对彼此之间合作的评价以及对未来的展望，还有对客户的操作方式的了解等。对问题点到即可，重点是展望合作和服务质量的改进。5. 提出自己的希望，同时也提醒客户，随着合作的深入，将来可以为客户提供更优质的服务，
16、以增强客户的信心，这样可以加深合作。3. Enquiry from customerSample 1Dear Julia,I hope you are doing well.My name is Marcelo. I represent RS Corp., from Buenos Aires, Argentina. We met each other at the Las VegasCES, last January. At that time we talked about your products. Actually we are WalMarts Argentina traders, rela
