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221楼 燃烧的荆棘
等级:小学生
发帖数:5
回帖数:32
|  发帖时间 - 2006/1/15 21:42:03
| 顶啊，高手！！
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222楼 kevinyau
等级:博士生
发帖数:90
回帖数:815
| 发帖时间 - 2006/1/20 15:36:24
| | 以下几个帖子是转来的，和大家一起看看。
转载美国进口商协会外贸业务知识 美国人对于B2B网站的使用More and more Americans, Canadians, and importers/wholesalers around the world are using B2B (business to business) web sites to look for and buy their products. In the next few years the majority of all goods purchased from foreign exporters by US and Canadian importers will be bought from B2B web *域名隐藏* Database List of USA Importers and Wholesalers CD () has a List of the Top 158 B2B Web Sites Used by Importers in the US and Worldwide to Buy Their Products. Some of these web sites can be used free of charge, other sites you must pay a small monthly fee. A recent study by Forrester Research estimates that global B2B e-commerce trade will grow from about $406 billion in 2000 to a incredibly high $2.7 trillion in 2004. E-commerce helps businesses operate more cheaply and efficiently. B2B e-commerce helps exporters and importers work better together on industry supply chains. B2B Web Sites are the Wave of the FutureSoon the vast majority of all international buying will be done over the internet. Using the B2Bweb sites on this list is easy, quick, effective, and the costs are very low. We asked importers in the US and several other countries what B2B web sites they used to buy their products. Their top choices are on this *域名隐藏* can find importers that are ready to buy in two ways:- In the "To Sell" section of these web sites you can list your company name and product. Buyers who also visit this same web site will see your listing and will contact you if they are interested.- In the "To Buy" section of these web sites buyers around the world have indicated what products they want to buy. You look over these lists to see if you sell or can sell any products on the lists. If you can you contact the buyer and make a proposal.
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223楼 kevinyau
等级:博士生
发帖数:90
回帖数:815
| 发帖时间 - 2006/1/20 15:37:53
| 美国人对于网站的使用
A Must Have in Today's Business WorldIf you want to sell your product in today's business world you need a web site. Those companies without a web site are at a serious disadvantage. Buyers these days expect sellers to have a web site. Those who do not have one are looked upon as not knowing how to do business in the modern business *域名隐藏* 's look at it this way. Let's say that you called a company and asked for their fax number. They replied that they do not have a fax number because they don't use a fax machine. What would you think about this company? You would think that they were small, not serious, and didnÕ;t know how to conduct *域名隐藏* so it is with a web site. If a buyer sees that you as a seller do not have a web site your company looks small. Regardless of how big your company is, if you do not have a web site then to the buyer you are small. How to Get a Web SiteThe first step in getting a web site is deciding on an address for your site (called a URL). The important point to remember here is to make the URL as easy to remember and as short as possible. Generally it is the first and second words of the company name. For example if the company name is Golden Textile and Clothing Inc., the desired URL might be  www(dot)goldentextile(dot)com. Don't make your URL too long. It is too hard to remember and there are too many chances to type the wrong letter and thus not be able to download the page. In the above example, www(dot)goldentextileandclothing(dot)com would be too long. Remember too that the name between the www(dot) and the (dot)com is also going to be the base for your e-mail addresses. Make sure your URL is easy to remember and not too *域名隐藏* you have chosen a URL the next step is to see if it is available or already taken by another company. It can be a real challenge to pick a URL that is easy to remember, not too long, AND available. Go to www(dot)namesecure(dot)com or www(dot)networksolutions(dot)com to see if the URL you chose is available. If it is register it QUICKLY. If it is not then you must choose a new name for your URL. If www(dot)goldentextile(dot)com in the above example is taken by another company then try www(dot)goldentex(dot)com or www(dot)goldentextileclothing(dot)com. Neither of these is as good as the first choice, but you have no choice if the first choice is taken by another *域名隐藏* you have a URL that is registered with a company like namesecure, the second step is to choose an internet company (called an ISP) that will host your web site. Most countries have several ISPs for companies to choose from. In the USA, for example, the best and most reliable is Earthlink (www(dot)earthlink(dot)net).Designing Your Web SiteStep three is to design your web site. This is very, very important. A well designed web site can make you successful. A poorly designed web site can almost guarantee your failure. Your web site does not have to be, and should not be, complex. Most of your viewers will be using a slow dial-up internet connection. Sites with lots of graphics and animation take too long to *域名隐藏* you design the web page yourself or have it designed by a professional? Most companies are better off having it designed by a professional. It is important that your site look nice. Those who want to design the site themselves can use programs such as GoLive or Dreamweaver. There are certain pieces of information on web sites that buyers are looking for. Always remember two things. First, not everyone on the internet is honest. Buyers will be looking carefully at your web site for information that indicates you are a reliable and serious exporter. And second, the purpose of your web site is not to sell. That's your job as the seller. The functions of the web site are a) to provide information about your company and products AND b) to encourage the buyer to send you an e-mail asking for more details and a price quote. Professional web site designers understand the first part about providing information, but very often miss the second part about encouraging the buyer to send an *域名隐藏* designed properly, the buyer will be guided through your web site from page to page until finally they get to the "send us an e-mail" page. The first page that the buyer sees when logging onto your site is called the "Home Page". This page should have your company name, logo, and several buttons (called links) which when clicked take viewers to other pages on your *域名隐藏* second page that many buyers will go to is your "About Us" page. This is a very important page in convincing buyers that you are reliable and serious. Make sure that the company address is prominently listed on this page. All too often companies try to hide this information. If possible, put a picture of your main office or factory on this page. Make absolutely sure that you list your company's telephone number and fax number. Buyers want to know that if there is a problem with an order they can get in contact with *域名隐藏* your "About Us" page you should also list any organizations that you are members of. If you are a member of the local chamber of commerce you should list it here. List all professional associations that you are a member *域名隐藏* next page that most buyers will look at is the "roducts Page". On this page or pages you should show the buyer what you offer. Give some detail but not too much. The goal is to have the buyer contact you by e-mail. At that point you can start the negotiating process and hopefully get the order. If you donÕ;t give enough information on the products page the buyer will not be interested or will not take you serious. If you give too much information then there is no need to contact you and you have no chance to *域名隐藏* the prospective buyer has looked at your products then the next page he or she wants to see is your "Quality Control" page. It is VERY important that you have a quality control page on your site and that it contains at least the next three items. Show a close up picture of a quality control employee who is carefully examining one of your products. Buyers like to see that products are carefully inspected after production. Also include a picture of the quality control department as a whole. There should be several employees looking at products that have just been produced. And thirdly, have a close-up photo of your Quality Control Manager and his or her name listed under it. Buyers want to see that if there is a quality problem with an order that there is a person with whom they can *域名隐藏* the prospective buyer has seen your "home page", been convinced that you are a genuine company by looking at your "About Us" page, examined your products on your "roducts Page", been assured that quality is a priority for you by reading your "Quality Control" page, then comes the most important page. Unfortunately, most web sites miss this point and lose many orders."Give Me Your Best Price on ..."The last page you want the prospective buyer to view is the "E-mail Us" page. You want this person to send you an e-mail which says something like "Give us your best price for ...". Once you have this e-mail message then you can start the negotiating process which will, hopefully, lead to an order. Make it easy for the buyer to e-mail you. Put "Contact Us" or "E-mail Us" buttons on every page of your web site. The goal is to get that initial e-mail message. Without it your web site is just *域名隐藏* your web site is designed the way you like it, you must upload it onto the servers of the ISP you have chosen. And suddenly there you are – accessible to the *域名隐藏* how do prospective buyers find you among millions of other URL addresses? Several ways are discussed later. But for now let's talk about search engines. Search engines (Yahoo, Google, AltaVista, HotBot, Lycos, and many, many more) are web sites that people go to when they are looking for specific information. You should register your URL with as many search engines as you can. Some charge money for registration (like Yahoo). Others are *域名隐藏* important things to remember are if you don't have a web site, get one. You are at a SERIOUS disadvantage if you don't. If you have one check it to make sure it guides the buyer through the steps mentioned above. Make sure your web site looks nice but is not heavy with too many graphics and animation that make it slow to download.
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224楼 kevinyau
等级:博士生
发帖数:90
回帖数:815
| 发帖时间 - 2006/1/20 15:39:05
| 美国人对于E-MAIL联系客户的使用
The Internet - Where the Customers AreE-mail can be a very effective tool for marketing your products to buyers around the world IF you know what you are doing and follow certain rules. The important word here is -IF-. Those who do not know what they are doing or do not follow the rules quickly get a bad reputation and rarely have successful *域名隐藏* of the companies on the Database List of USA Importers and Wholesalers () have included either their e-mail address or their web site *域名隐藏* Exporting to the World Using the Internet () database list has the email addresses and/or web site addresses of companies around the world (including the USA) Why is e-mail so popular? First of all it's easy to get. When you register your URL web address with the internet service provider (ISP) as mentioned above you automatically get several e-mail addresses. It is important that you have at least three basic e-mail addresses. Buyers are looking for them and if you donÕ;t have them it raises suspicion about your *域名隐藏* e-mail address after the "@" sign will be your URL that you registered. For example if the URL is www(dot)goldentextile(dot)com, this companyÕ;s e-mail address including the "@" sign will be Ò;É;..@goldentextile(dot)comÓ;. Buyers want to know where they are sending their messages. For this reason you should be very specific about where the message is going. Goldentextile@goldentextile(dot)com is a poor e-mail address. It does not give any indication what department the message is going to. Every export company should have at least these three e-mail addresses: sales@.., export@.. , and support@.. . The three e-mail addresses for the company above would be sales@goldentextile(dot)com, export@goldentextile(dot)com, and support@goldentextile(dot)com. By using the first two e-mail addresses the buyer knows that the message is going to the sales or export department. Having the support@goldentextile(dot)com address tells the buyer that there is a department that can help them if they should have a question or problem after the order arrives. Having these e-mail addresses at your company greatly improves the chances of a buyer taking your company more seriously. Not having them means that the buyer may not know how to contact *域名隐藏* E-mail Addresses = Many Lost OrdersYou should never, never use a free e-mail address (like yahoo, hotmail, netvigator) for business. Never. Buyers do not trust these e-mail addresses. Always remember that image is more important on the internet than it is face-to-face. When you send an e-mail message to an importer the first question the importer asks him/herself is: Does this look like a serious offer or is this person trying to cheat me. Having a free e-mail address like yahoo or hotmail is like using a public coin-operated pay phone for your company telephone. Using a free e-mail address says to the buyer "We are not serious enough to get our own telephone, but if you call this pay phone number located in the street near our office we will run out of the office and try to answer it." Free e-mail addresses are bad *域名隐藏* r of the many reasons you should not use free e-mails addresses is because of security. Buyers will often send confidential information in an e-mail message. This might include credit card information, bank account information, or confidential company information. If this message is sent to a dedicated e-mail address (like export@goldentextile(dot)com) the message goes from the buyer's computer to the buyer's ISP, to the exporter's ISP and then to the exporterÕ;s computer. The chances of this message being stolen are *域名隐藏* , however, the buyer sends confidential information to a free e-mail address (like goldentextile@hotmail(dot)com) it goes through several ISPs on its way to the exporter. The chances of the message being stolen are greatly increased. For this reason, buyers do not like to use free e-mail *域名隐藏* an e-mail address like export@goldentextile(dot)com shows that the buyer has registered the URL with the local internet service. If there is a problem the buyer can be found through the internet service. Companies that try to cheat other people use free e-mail services (cheatyou@hotmail(dot)com) because they do not have to officially register. If you complain about this company there is no address on record for follow *域名隐藏* bottom line is this, if you have a free e-mail address get rid of it now. Register your company URL address with a local internet ISP and get a dedicated e-mail address. You will notice a dramatic increase in the number of buyers that will contact *域名隐藏* second reason that e-mail is so popular is because it is cheap. It costs nothing more than your time. No paper expense, no postage, no envelope expense. The third reason it's popular is that sending e-mail messages is relatively easy. Yes, you must keep a database and make sure it is up-to-date. Yes you must compose the message. But anyone who can use a word processor can also write an e-mail *域名隐藏* ive IF You Do It RightThere is a right way and a very wrong way to market your products by e-mail. First let's discuss the right *域名隐藏* should always have the personÕ;s permission before you send them a sales e-mail message. The common question is "How can I ask them if I can contact them until I contact them?" Good question. Here's the *域名隐藏* through all the e-mails of prospective buyers that have contacted you in the past. Send each of them an e-mail asking if they would like to be on your "mailing list". Many of them will say yes. Secondly, there are e-mail address lists that you can buy (). These are e-mail addresses of companies that might be interested in your product. But you should contact them first and ask for permission to send them a sales *域名隐藏* third way to get permission to send prospective buyers an e-mail is have them "opt-in" for your list. On your web site you will announce that you have periodic announcements of your products and if the viewer wants to get on (or opt in) the mailing list that they should contact *域名隐藏* an example, exporters who want to get on a mailing list of a free monthly newsletter offering advice and trends on marketing to the USA should go to www(dot) *域名隐藏* /pages/ *域名隐藏* . Also add to the list the e-mail addresses of people you meet at trade fairs and got letters from. Over time, you will have a very nice list of the e-mail addresses of prospective buyers who want to hear from *域名隐藏* you have a new product that you think the buyers might be interested in you can send a message to everyone on your list. Do not send too many messages however. One message every two or three months is enough. Less than this and they forget you. More than that and they thin you are sending too *域名隐藏* the messages you send as interesting as possible. In addition to introducing your new product you should also include some interesting information. Buyers will read it if they think they will learn something. They may or may not read it if it is only a sales *域名隐藏* your messages just like you would a sales letter. Use upper and lower case letters (not all capitals) and complete words (no abbreviations).How NOT to do E-Mail MarketingOne thing that you do not want to do, never ever, is send a sales e-mail message to someone who has not asked for it. It is one of the worst things you can do. ItÕ;s very tempting to do. You find the e-mail address of a company that might be interested in your product and you say to yourself, "I'll send them an e-mail. What do I have to lose?". The answer is that you have a lot to *域名隐藏* g a sales e-mail message to someone who did not ask for it called "***M". It is considered a very unprofessional and rude thing to do. ***M messages are hated by everyone. It is the most offensive and at the same time least effective way to market on the internet. In short, sending ***M e-mail messages is not an effective way to sell your products. ItÕ;s a waste of your time and that of the person who gets your unwanted *域名隐藏* there is something even worse. Sending ***M sales messages gives your company a very bad reputation. You become a "***MMER" and buyers around the world hate *域名隐藏* 's this simple. Sending e-mail messages to buyers who have asked for it can be very effective. Sending ***M e-mail message to people who have not asked for is ineffective and destroys your company's reputation. Please, don't send ***M.-Do's and Do nots of an E-Mail Message-Do make sure you have permission to send that person the *域名隐藏* make the message *域名隐藏* have a message at the end of the message telling the buyer what to do if he/she does not want to get your messages *域名隐藏* keep your e-mail message short. No one wants to read a long message. Give the highlights and direct the buyer to your web site for more *域名隐藏* answer all e-mail messages in one business day or *域名隐藏* use e-mail addresses that identify your company and the department. Examples are "export@goldentextile(dot)com"Don't ever, ever send *域名隐藏* 't use all capital letters. It looks like you are shouting or yelling and is *域名隐藏* 't use abbreviations. It's considered lazy. Buyers do not like to do business with lazy people. The question is, if this exporter is so lazy that he writes "B. Rgds" instead of "Best Regards" is he also too lazy to make a good product?Don't use free e-mail addresses. They are not trusted. Examples are goldentextile@yahoo(dot) *域名隐藏* 't make the sender guess where the e-mail is going. For example, with webmaster@goldentextile(dot)com the message could be going anywhere in the company. Buyers like to know where the message is going. Always have specific addresses like "sales@goldentextile(dot)com".Don't use different colors and different font sizes on your message. It's considered childish and unprofessional. Use one size and all *域名隐藏* 't use a colored background. Again, it's considered unprofessional. In addition, they can be hard to read. Always use a white background with black text.
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225楼 kevinyau
等级:博士生
发帖数:90
回帖数:815
| 发帖时间 - 2006/1/20 15:40:18
| | 美国人写商业信函Paragraph One: Attracting AttentionThe first sentence must get the reader's attention. Asking a question in which the answer is guaranteed to be "yes" is a good way to start. "Would you like to improve your life?" The opening paragraph, in fact the first sentence, should excite curiosity or attract the attention in some way that will make the reader continue to read the *域名隐藏* most difficult paragraph to write in a sales letter is the first one. You have just a few seconds to get the reader's *域名隐藏* you like to see your factory's production increase by 15% or more?Wouldn't you prefer to have your wedding pictures taken by the leader in the field?Another way to start a sales letter is to write a sentence that will surprise or shock the *域名隐藏* 1996 we helped over 250 small businesses like yours to increase their *域名隐藏* 1991 we have grown from a small printing company to one of the largest publishing houses in the *域名隐藏* you are contacting the customer for the first time or if your company is unknown, you might start with a general introduction of *域名隐藏* e A:Alfred's Textile Marketing Co. Ltd. is a leading Russian manufacturer and exporter of socks and hosiery. The range of our product line, good quality, and competitive prices have made us one of the fastest growing companies of its kind in *域名隐藏* e B:Floppy Textile Buying Agency, established in 1987, is one of the fastest growing agents in India. We currently represent a number of major European importers, such as Fe Fe LaMew Mail Order of France and *域名隐藏* Examples:The ABC Trading Company was founded in 1986 to serve the construction industry in New York state. Since then we have expanded our market year by year to where we now have customers in 12 countries around the *域名隐藏* aph Two: Building Interest and DesireThe second paragraph must convince the reader of the value of the product. When you have succeeded in getting the reader's attention, you must hold that attention. The best way to hold it is to build interest by describing your product so that the reader can virtually experience it. Use colorful, descriptive *域名隐藏* paragraph two you must show the reader that he/she either- needs your product (a car)- could use your product (an easier inventory system)- should not be without your product (insurance)OR - would benefit from your product (a new line of clothes he/she could sell)Sentence by sentence you lead the reader through your sales pitch. If he closes his eyes he can see that new car, going home earlier because of his new inventory system, the comfort of having insurance, and increased sells because of the new line of *域名隐藏* e Aocated in Moscow, we produce a wide variety of socks and hosiery items in a cotton-woolen-nylon blend for men, women, and children. These socks are of good quality, are popular with customers, and sell well. Our total production averages 10 million pairs per year, 70% for export and 30% for the domestic *域名隐藏* e B:We are happy to announce that we are now offering this same service to American import companies like yours. From our office in New Deli, the heart of low cost and good quality ready- to-wear garments, we can supply your company with whatever kind of apparel you would *域名隐藏* aph Three: Convincing the ReaderIf you have done your work well to this point, the reader is already interested and is partially convinced. You must convince readers that it is to their advantage to buy your product or use your *域名隐藏* the reader has read your letter to this point then he/she is interested in your product. Paragraph three convinces him/her to buy it. It is here that you show what buying your product would mean to the *域名隐藏* e B:The wide range of Indian export companies that we work with insure you of getting just the items that you are looking for. Whether it be baby wear, children's wear, ladies and men's outer and underwear, leather wear, socks, belts, bags, shoes, or household items such as bed linen, towels, bathrobes, or table clothes we can make sure that you get the quantity you need at the best possible price. And our staff of quality controllers insure that the garments are well *域名隐藏* Examples:The machine that we sell is called the Safehouse. It turns the lights on at your house at night when you're coming home. And you can reverse the process when you leave, turning off the lights when you have locked the door, gone down the steps, and left the yard. Amazingly, the Safehouse weighs only 150 grams and fits easily in your pocket or *域名隐藏* aph Four: Directing Favorable ActionYou have now reached the point where if your letter was successful, you must move the reader to act. The fourth paragraph must tell the reader what to do to get the product. Tell the reader exactly what you what him/her to do and make it easy to do. The desired action is go to your web site to get more information and, hopefully contact you for specifics or to place an order. Even the most highly motivated and excited customer will not act if the action you are requesting is too difficultExample A:Our company is expanding its market to include the United States and we would like very much to do business with your company. Enclosed is our price list (brochure) describing our wide range of products. I would welcome the opportunity to introduce you to our line socks and hosiery. For more information or to place an order, please visit our web site at www(dot)nicesocks(dot)com..Example B:If you would like to take advantage of the services that Floppy Textile Buying Agency has to offer your company, please log on to our web site at www(dot)floppytextile(dot)com or contact us by fax at (56/324) 785 48 96. Thank you. We look forward to hearing from *域名隐藏* Examples:To order, please go to our web site at www(dot)swimsuit(dot)com, or fill out the enclosed order form and send it by fax or post to our office in Washington. Before you know it, you will be wearing this beautiful men's business swim suit - and feeling like royalty;A Typical Well Written Letter for An AgentStar Textile Exports, established in 1987, is one of the fastest growing agents in Turkey. We currently represent a number of major European importers, such as Blue Cloud Mail Order of France and *域名隐藏* are happy to announce that we are now offering this same service to American import companies like yours. From our office in Istanbul, the heart of low cost and good quality ready-to-wear garments, we can supply your company with whatever kind of apparel you would *域名隐藏* wide range of Turkish export companies that we work with insure you of getting just the items that you are looking for. Whether it be baby wear, children's wear, ladies and men's outer and underwear, leather wear, socks, belts, bags, shoes, or household items such as bed linen, towels, bathrobes, or table clothes we can make sure that you get the quantity you need at the best possible price. And our staff of quality controllers insure that the garments are well *域名隐藏* you would like to take advantage of the services that Star Textile Buying Agency has to offer your company, please go to our web site at www(dot)startextile(dot)com, or contact us by fax at (90/212) 123 45 *域名隐藏* you. We look forward to hearing from you ;A Very Simple Sales LetterDear Sirs,We are a Polish company that specializes in making men's shirts and would like to tell you about our line of *域名隐藏* products are special because they are made of good quality cloth . In the 15 years that we have been selling our products we have made a good name for ourselves in countries around the *域名隐藏* ed is a price list and brochure. If you would like to place an order or receive more information, please log onto our web site at www(dot)polishshirts(dot)com, or contact us by *域名隐藏* ely yours;A Simple Proposal LetterDear Mr Customer:Thank you for your interest in our company. Enclosed is the proposal that you *域名隐藏* Model XR 17 is designed to help those companies who want to sell the latest model on the market, at the best possible price. This low-cost machine is made in Germany - the land of good quality *域名隐藏* model sells well because:the price is competitivethe technology is state-of-the-artthere is a great demand for such a *域名隐藏* hope that you will soon join the growing list of companies that are selling our model XR 17. If you would like more information, please visit our web site at www(dot)modelxr17(dot)com or contact us *域名隐藏* ely yours,
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226楼 kevinyau
等级:博士生
发帖数:90
回帖数:815
| 发帖时间 - 2006/1/20 15:40:23
| 美国人写商业信函
Paragraph One: Attracting AttentionThe first sentence must get the reader's attention. Asking a question in which the answer is guaranteed to be "yes" is a good way to start. "Would you like to improve your life?" The opening paragraph, in fact the first sentence, should excite curiosity or attract the attention in some way that will make the reader continue to read the *域名隐藏* most difficult paragraph to write in a sales letter is the first one. You have just a few seconds to get the reader's *域名隐藏* you like to see your factory's production increase by 15% or more?Wouldn't you prefer to have your wedding pictures taken by the leader in the field?Another way to start a sales letter is to write a sentence that will surprise or shock the *域名隐藏* 1996 we helped over 250 small businesses like yours to increase their *域名隐藏* 1991 we have grown from a small printing company to one of the largest publishing houses in the *域名隐藏* you are contacting the customer for the first time or if your company is unknown, you might start with a general introduction of *域名隐藏* e A:Alfred's Textile Marketing Co. Ltd. is a leading Russian manufacturer and exporter of socks and hosiery. The range of our product line, good quality, and competitive prices have made us one of the fastest growing companies of its kind in *域名隐藏* e B:Floppy Textile Buying Agency, established in 1987, is one of the fastest growing agents in India. We currently represent a number of major European importers, such as Fe Fe LaMew Mail Order of France and *域名隐藏* Examples:The ABC Trading Company was founded in 1986 to serve the construction industry in New York state. Since then we have expanded our market year by year to where we now have customers in 12 countries around the *域名隐藏* aph Two: Building Interest and DesireThe second paragraph must convince the reader of the value of the product. When you have succeeded in getting the reader's attention, you must hold that attention. The best way to hold it is to build interest by describing your product so that the reader can virtually experience it. Use colorful, descriptive *域名隐藏* paragraph two you must show the reader that he/she either- needs your product (a car)- could use your product (an easier inventory system)- should not be without your product (insurance)OR - would benefit from your product (a new line of clothes he/she could sell)Sentence by sentence you lead the reader through your sales pitch. If he closes his eyes he can see that new car, going home earlier because of his new inventory system, the comfort of having insurance, and increased sells because of the new line of *域名隐藏* e Aocated in Moscow, we produce a wide variety of socks and hosiery items in a cotton-woolen-nylon blend for men, women, and children. These socks are of good quality, are popular with customers, and sell well. Our total production averages 10 million pairs per year, 70% for export and 30% for the domestic *域名隐藏* e B:We are happy to announce that we are now offering this same service to American import companies like yours. From our office in New Deli, the heart of low cost and good quality ready- to-wear garments, we can supply your company with whatever kind of apparel you would *域名隐藏* aph Three: Convincing the ReaderIf you have done your work well to this point, the reader is already interested and is partially convinced. You must convince readers that it is to their advantage to buy your product or use your *域名隐藏* the reader has read your letter to this point then he/she is interested in your product. Paragraph three convinces him/her to buy it. It is here that you show what buying your product would mean to the *域名隐藏* e B:The wide range of Indian export companies that we work with insure you of getting just the items that you are looking for. Whether it be baby wear, children's wear, ladies and men's outer and underwear, leather wear, socks, belts, bags, shoes, or household items such as bed linen, towels, bathrobes, or table clothes we can make sure that you get the quantity you need at the best possible price. And our staff of quality controllers insure that the garments are well *域名隐藏* Examples:The machine that we sell is called the Safehouse. It turns the lights on at your house at night when you're coming home. And you can reverse the process when you leave, turning off the lights when you have locked the door, gone down the steps, and left the yard. Amazingly, the Safehouse weighs only 150 grams and fits easily in your pocket or *域名隐藏* aph Four: Directing Favorable ActionYou have now reached the point where if your letter was successful, you must move the reader to act. The fourth paragraph must tell the reader what to do to get the product. Tell the reader exactly what you what him/her to do and make it easy to do. The desired action is go to your web site to get more information and, hopefully contact you for specifics or to place an order. Even the most highly motivated and excited customer will not act if the action you are requesting is too difficultExample A:Our company is expanding its market to include the United States and we would like very much to do business with your company. Enclosed is our price list (brochure) describing our wide range of products. I would welcome the opportunity to introduce you to our line socks and hosiery. For more information or to place an order, please visit our web site at www(dot)nicesocks(dot)com..Example B:If you would like to take advantage of the services that Floppy Textile Buying Agency has to offer your company, please log on to our web site at www(dot)floppytextile(dot)com or contact us by fax at (56/324) 785 48 96. Thank you. We look forward to hearing from *域名隐藏* Examples:To order, please go to our web site at www(dot)swimsuit(dot)com, or fill out the enclosed order form and send it by fax or post to our office in Washington. Before you know it, you will be wearing this beautiful men's business swim suit - and feeling like royalty;A Typical Well Written Letter for An AgentStar Textile Exports, established in 1987, is one of the fastest growing agents in Turkey. We currently represent a number of major European importers, such as Blue Cloud Mail Order of France and *域名隐藏* are happy to announce that we are now offering this same service to American import companies like yours. From our office in Istanbul, the heart of low cost and good quality ready-to-wear garments, we can supply your company with whatever kind of apparel you would *域名隐藏* wide range of Turkish export companies that we work with insure you of getting just the items that you are looking for. Whether it be baby wear, children's wear, ladies and men's outer and underwear, leather wear, socks, belts, bags, shoes, or household items such as bed linen, towels, bathrobes, or table clothes we can make sure that you get the quantity you need at the best possible price. And our staff of quality controllers insure that the garments are well *域名隐藏* you would like to take advantage of the services that Star Textile Buying Agency has to offer your company, please go to our web site at www(dot)startextile(dot)com, or contact us by fax at (90/212) 123 45 *域名隐藏* you. We look forward to hearing from you ;A Very Simple Sales LetterDear Sirs,We are a Polish company that specializes in making men's shirts and would like to tell you about our line of *域名隐藏* products are special because they are made of good quality cloth . In the 15 years that we have been selling our products we have made a good name for ourselves in countries around the *域名隐藏* ed is a price list and brochure. If you would like to place an order or receive more information, please log onto our web site at www(dot)polishshirts(dot)com, or contact us by *域名隐藏* ely yours;A Simple Proposal LetterDear Mr Customer:Thank you for your interest in our company. Enclosed is the proposal that you *域名隐藏* Model XR 17 is designed to help those companies who want to sell the latest model on the market, at the best possible price. This low-cost machine is made in Germany - the land of good quality *域名隐藏* model sells well because:the price is competitivethe technology is state-of-the-artthere is a great demand for such a *域名隐藏* hope that you will soon join the growing list of companies that are selling our model XR 17. If you would like more information, please visit our web site at www(dot)modelxr17(dot)com or contact us *域名隐藏* ely yours,
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227楼 kevinyau
等级:博士生
发帖数:90
回帖数:815
| 发帖时间 - 2006/1/20 15:40:26
| 美国人写商业信函
Paragraph One: Attracting AttentionThe first sentence must get the reader's attention. Asking a question in which the answer is guaranteed to be "yes" is a good way to start. "Would you like to improve your life?" The opening paragraph, in fact the first sentence, should excite curiosity or attract the attention in some way that will make the reader continue to read the *域名隐藏* most difficult paragraph to write in a sales letter is the first one. You have just a few seconds to get the reader's *域名隐藏* you like to see your factory's production increase by 15% or more?Wouldn't you prefer to have your wedding pictures taken by the leader in the field?Another way to start a sales letter is to write a sentence that will surprise or shock the *域名隐藏* 1996 we helped over 250 small businesses like yours to increase their *域名隐藏* 1991 we have grown from a small printing company to one of the largest publishing houses in the *域名隐藏* you are contacting the customer for the first time or if your company is unknown, you might start with a general introduction of *域名隐藏* e A:Alfred's Textile Marketing Co. Ltd. is a leading Russian manufacturer and exporter of socks and hosiery. The range of our product line, good quality, and competitive prices have made us one of the fastest growing companies of its kind in *域名隐藏* e B:Floppy Textile Buying Agency, established in 1987, is one of the fastest growing agents in India. We currently represent a number of major European importers, such as Fe Fe LaMew Mail Order of France and *域名隐藏* Examples:The ABC Trading Company was founded in 1986 to serve the construction industry in New York state. Since then we have expanded our market year by year to where we now have customers in 12 countries around the *域名隐藏* aph Two: Building Interest and DesireThe second paragraph must convince the reader of the value of the product. When you have succeeded in getting the reader's attention, you must hold that attention. The best way to hold it is to build interest by describing your product so that the reader can virtually experience it. Use colorful, descriptive *域名隐藏* paragraph two you must show the reader that he/she either- needs your product (a car)- could use your product (an easier inventory system)- should not be without your product (insurance)OR - would benefit from your product (a new line of clothes he/she could sell)Sentence by sentence you lead the reader through your sales pitch. If he closes his eyes he can see that new car, going home earlier because of his new inventory system, the comfort of having insurance, and increased sells because of the new line of *域名隐藏* e Aocated in Moscow, we produce a wide variety of socks and hosiery items in a cotton-woolen-nylon blend for men, women, and children. These socks are of good quality, are popular with customers, and sell well. Our total production averages 10 million pairs per year, 70% for export and 30% for the domestic *域名隐藏* e B:We are happy to announce that we are now offering this same service to American import companies like yours. From our office in New Deli, the heart of low cost and good quality ready- to-wear garments, we can supply your company with whatever kind of apparel you would *域名隐藏* aph Three: Convincing the ReaderIf you have done your work well to this point, the reader is already interested and is partially convinced. You must convince readers that it is to their advantage to buy your product or use your *域名隐藏* the reader has read your letter to this point then he/she is interested in your product. Paragraph three convinces him/her to buy it. It is here that you show what buying your product would mean to the *域名隐藏* e B:The wide range of Indian export companies that we work with insure you of getting just the items that you are looking for. Whether it be baby wear, children's wear, ladies and men's outer and underwear, leather wear, socks, belts, bags, shoes, or household items such as bed linen, towels, bathrobes, or table clothes we can make sure that you get the quantity you need at the best possible price. And our staff of quality controllers insure that the garments are well *域名隐藏* Examples:The machine that we sell is called the Safehouse. It turns the lights on at your house at night when you're coming home. And you can reverse the process when you leave, turning off the lights when you have locked the door, gone down the steps, and left the yard. Amazingly, the Safehouse weighs only 150 grams and fits easily in your pocket or *域名隐藏* aph Four: Directing Favorable ActionYou have now reached the point where if your letter was successful, you must move the reader to act. The fourth paragraph must tell the reader what to do to get the product. Tell the reader exactly what you what him/her to do and make it easy to do. The desired action is go to your web site to get more information and, hopefully contact you for specifics or to place an order. Even the most highly motivated and excited customer will not act if the action you are requesting is too difficultExample A:Our company is expanding its market to include the United States and we would like very much to do business with your company. Enclosed is our price list (brochure) describing our wide range of products. I would welcome the opportunity to introduce you to our line socks and hosiery. For more information or to place an order, please visit our web site at www(dot)nicesocks(dot)com..Example B:If you would like to take advantage of the services that Floppy Textile Buying Agency has to offer your company, please log on to our web site at www(dot)floppytextile(dot)com or contact us by fax at (56/324) 785 48 96. Thank you. We look forward to hearing from *域名隐藏* Examples:To order, please go to our web site at www(dot)swimsuit(dot)com, or fill out the enclosed order form and send it by fax or post to our office in Washington. Before you know it, you will be wearing this beautiful men's business swim suit - and feeling like royalty;A Typical Well Written Letter for An AgentStar Textile Exports, established in 1987, is one of the fastest growing agents in Turkey. We currently represent a number of major European importers, such as Blue Cloud Mail Order of France and *域名隐藏* are happy to announce that we are now offering this same service to American import companies like yours. From our office in Istanbul, the heart of low cost and good quality ready-to-wear garments, we can supply your company with whatever kind of apparel you would *域名隐藏* wide range of Turkish export companies that we work with insure you of getting just the items that you are looking for. Whether it be baby wear, children's wear, ladies and men's outer and underwear, leather wear, socks, belts, bags, shoes, or household items such as bed linen, towels, bathrobes, or table clothes we can make sure that you get the quantity you need at the best possible price. And our staff of quality controllers insure that the garments are well *域名隐藏* you would like to take advantage of the services that Star Textile Buying Agency has to offer your company, please go to our web site at www(dot)startextile(dot)com, or contact us by fax at (90/212) 123 45 *域名隐藏* you. We look forward to hearing from you ;A Very Simple Sales LetterDear Sirs,We are a Polish company that specializes in making men's shirts and would like to tell you about our line of *域名隐藏* products are special because they are made of good quality cloth . In the 15 years that we have been selling our products we have made a good name for ourselves in countries around the *域名隐藏* ed is a price list and brochure. If you would like to place an order or receive more information, please log onto our web site at www(dot)polishshirts(dot)com, or contact us by *域名隐藏* ely yours;A Simple Proposal LetterDear Mr Customer:Thank you for your interest in our company. Enclosed is the proposal that you *域名隐藏* Model XR 17 is designed to help those companies who want to sell the latest model on the market, at the best possible price. This low-cost machine is made in Germany - the land of good quality *域名隐藏* model sells well because:the price is competitivethe technology is state-of-the-artthere is a great demand for such a *域名隐藏* hope that you will soon join the growing list of companies that are selling our model XR 17. If you would like more information, please visit our web site at www(dot)modelxr17(dot)com or contact us *域名隐藏* ely yours,
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228楼 kevinyau
等级:博士生
发帖数:90
回帖数:815
| 发帖时间 - 2006/1/20 15:41:47
| 外国人写商业信函的忌讳和现在过时的信函用语
Just like there are good ways to sell to the USA () there are also bad ways to sell. Here are a few of them starting with the worston't Send Mass E-mail Mailouts (***M)A good e-mail marketing strategy can be very effective in finding new customers. For a list of some importers and wholesalers in the USA and their e-mail addresses But these e-mails should be personalized (addressed to that company) and sent on a one by one *域名隐藏* should NOT gather several e-mail addresses together and send a message to all of them at once. Importers HATE to get e-mails like this trying to sell them something. It's called ***M and it is not an effective way of marketing your product. It called "poor man's marketing". In addition, it is illegal in the *域名隐藏* of it this way. When is the last time you ordered a product from someone who sent you a ***M e-mail message? Probably you never have. And importers do not order products from ***M e-mail messages *域名隐藏* find out how to use e-mail as an effective marketing tool Don't Send A FaxThis is a step up from e-mailing, but is still a bad way to try to sell your products. Faxed pages are only black and white and you can send only one or two pages. Usually exporters can send a nice brochure by mail (the preferred way of marketing) for the same price as they pay for long distance telephone charges to send a fax. Avoid sending your sales letters by *域名隐藏* 't Send Sales Letters that Have Spelling/Grammar Mistakes or Use Out-of-date EnglishThe sales letter that you send to a prospective buyer is your representative of your company. If it looks good then you look good. If it looks bad then you look bad. For a sample of a good marketing letter Check your letter to make sure there are no spelling mistakes. Do not use abbreviations like you are using a telex. For example, using "pls" for please and "u" for you make the importer think that you are *域名隐藏* not use out-of-date sentences like "Would you be so kind..." and "Under separate cover please find..." These old sentences show that you are old *域名隐藏* push the importer to do something. Sentences like, "I am looking forward to your favorable reply" are pushy and should not be used. Never use words like "prompt", "ASAP", "at your earliest convenience" etc. They are rude and pushy. US importers are professionals. They will answer you because it's the business-like thing to do. Not because you push *域名隐藏* 't Send Letters that Use the Word "introduce" in the Opening ParagraphLetters that start something like "We would like to introduce ourselves" are in fact screaming "I'm a boring sales letter!" Do not use the word "introduce" when trying to sell your products. It's an immediate turn off;Here is a list of words and phrases that you should not usebecause they are old-fashion or rude(in red, like blood because if you use them yourchange of success is dead).Under it is the modern word or phrase that you should use(in green, like US money because if youuse them you'll get orders).Would you be so kindPleaseI would like to take this opportunity to...(thank you for)Don't use this at all. Start with your sentence. Thank you for... kindly （X） pleasethank you in advance （X）
;Don't use it. 9;s impossible to thank someone before they do something!) acknowledge receipt of （X）Thank you for advise （X）say, tell, let us know am in receipt of （X）I have received as per （X）as, according toat this time （X）now due to the fact that （X）as, because, since, duly (Don't use it.41; enclosed please find （X）enclosed, here
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229楼 阿晓
等级:小学生
发帖数:4
回帖数:38
| 发帖时间 - 2006/2/12 15:13:06
| 大学生,既然写美国信函有很多避忌,你能发给我们一些好的,有效的信函例文吗?谢谢哦
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230楼 *域名隐藏*
等级:小学生
发帖数:0
回帖数:2
| 发帖时间 - 2006/2/13 11:36:51
| 强，太棒了。
以后有好东东，请多多共享哦
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