如何开发客户推销你们的产品看看这两段例子会对你有所启示
一：A Voluntary Offer 主动报价
Dear sirs,
A year ago you placed a substantial order for Type CB555 Rechargeable Battery, a discontinued line that we had on offer at the time. As we now have a similar line on offer, i.e. Type AP303, it occurs to us that you may be interested.
一年前，你们下了大量订购CB555型可充电电池的订单，这是我们目前提供的已经停产的存货。 由于我们现在有类似的产品系列，即AP303型，我们认为你会对此感兴趣。
We have a stock of 1,200 dozen of Type AP303 (see enclosed leaflet) which we are selling off at Stg ￡60 per dozen with a quantity discount of up to 15%, though we are prepared to give 20% for an offer to buy the complete stock.
我们有1,200打AP303型号库存（见封附件的详细单），我们以每打60英镑的价格出售，最高可达15％的折扣，但我们准备给购买全部库存者提供20％的折扣价格。
We are giving you the first chance in view of your previous order, but we should appreciate a prompt reply so that we can put the offer out in the event of your not being interested.
鉴于您之前的订单，我们首先把机会给你，但如果你能尽快回复我们不胜感激以便我们可以在您不感兴趣的情况下向其他进口商报价。
Yours faithfully,
词汇小贴士：
1. discontinued line 中断或停止 （生产、使用、供应等）的货色
2. occur v. 发生 ， 想到
If another instance of this discrepancy should occur, it would be very embrassing.
如果再出现这个这种不符点的另一个例子，那将非常令人尴尬。
It has occurred to us that Type 32 might suit your purpose just as well.
我们已经想到，型号32可能很适合您的目标。
3. sell off ph. v. 卖掉 （尤指廉价出售）
It was sold off below prime cost.
它以低于成本的价格出售了
4. discount n. 折扣 ， 贴现
The highest discount we can allow on this article is 10%.
我们允许该商品可以给的最高折扣是10％。
at a discount 按较低价格 ； 无销路的 ； 不受欢迎的、
The goods are selling at a discount.
货物以折扣价出售。
Off-grade goods are now at a discount.
不合格的商品现在打扎出售。
discount v. 贴现 ；打折扣 ； 不完全置信
Bills can be easily discounted in London.
票据在伦敦可以轻松贴现。
5. up to (15%) 达到 ， 多达 （15%）
这是在累进的数量折扣（progressive discount for quantity)中，最多达到某种程度的一种说法，如买100打，给5%的折扣；买500打，给10%的折扣；买1000打，给15%的折扣。
6. be prepared to 准备，打算 （含有既愿意又能够的意思）
If you require additional, we shall be prepared to arrange.
如果您有额外的需求，我们将准备安排。
7. put the offer out 普遍发出报盘
8. in the event of 如果发生，万一 （= in case of）
The seller may cancel the contract and reserve the right to claim in the event of buyer's breach of contract.
如果买方违反合同，卖方可以取消合同并保留索赔权。
二：A Special Offer 特别报价
Dear sirs,
We are in receipt of your letter dated March 21 and, as requested, are air mailing you, under separate cover, one catalogue and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you in making your selection.
我们收到了您3月21日的来信，并根据要求，通过单独的包裹寄去一份目录和两本印花衬衫样本给您。 我们希望样本能够在按时到达你处，并帮助您做出选择。
In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows:
为了开始我们之间的具体交易，我们很高兴为您提供特别优惠，但需经我们最终确认，如下：
Art. No. : 81000 Printed Shirting 印花衬衫面料
Design No. : 72435-2A
Specifications : 30 x 36 x 72 x69 35" x 36" x 42 yds
Quantity : 12,600 yards
Packing : in bales or in wooden cases, at seller's option
在大包或木箱中，卖方可选
Price : US$ ... per yard C.I.F. C. 5% Vancouver
Shipment : to bemade in three equal monthly instalments, beginning from June 19..从6月19日开始分三个月分期交货。
Payment : by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment
通过即期汇票支付的确认的不可撤销的信用证，并在装运前30天开立
We trust the above will be acceptable to you and await your trial order with keen interest.
我们相信上述内容是可以接受的，并且我们会以极大的兴趣等待您的试订单。
Yours faithfully,
词汇小贴士：
1. be in receipt of 已收到
商业书信表示"收到"的一种比较陈旧的说法.表面上是一般现在时,含义上是现在完成时,即等于have received.
2. as requested 按照要求 (或请求)
商业书信应对方要求办某事后,常用 as requested 于句首.
3. in due course 在适当的时候, 如期地 (有时用duely).
We trust the shipment will reach you in due course.
我们相信货物将如期送达您
We have duly noted the reason for the late delivery.
我们及时注意到延迟交货的原因。
4. take pleasure in (某人) 高兴地 (做某事)
We take (或 have) pleasure in + 动名词
We take (或 have) the pleasure of + 动名词
We take (或 have) the pleasure to + 不定式
5. option n. 选择
The destination on the B/L is to be written "London option Hamburg". at seller's option = up tothe seller
提单上的目的地是“伦敦/选择汉堡”。在卖方的选择=卖方
6. instalment n. 分期 原指"分期付款".
How many instalments did it take to pay off he loan?
偿还贷款需要分多少分期付？
用于分批装运
three equal monthly instalments = three equal monthly shipments
三个月平均分期交付货物=分三个月平均发货
7. be acceptable to sb.
be accepted by sb.
8. with keen interest 殷切地
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