推销产品函例子8篇推销产品函例子 President:LinranUmnrellaCO.LTD. 39,WenjingRD.WeiyangDistrict,Shannx下面是小编为大家整理的推销产品函例子8篇,供大家参考。
篇一：推销产品函例子
esident : Linran Umnrella CO.LTD.39,Wenjing RD. Weiyang District , Shannxi , 710021 P.R.C.
Your Ref : NO.9909 Our Ref : NO.9975
Dec . 13 th , 2010
President:
Southern Manchester Traders 59-61 Edward Street,
Melbourne， 93-8827 Australia
Attention:Adrian
Subject : Umnrella Products
Dear Sirs,
You were kindly recommended to us by the Chamber of Commerce of Melboume.we shall be pleased to enter into direct business relations with you.
Our company is one of the greatest export companies in china and
a leading manufacture and exporter of umbrellas in China.We have been exports of umbrella for many years.We sell umbrellas made of various style, producing Umbrella,Sun umbrella, Beach umbrella, Patio umbrella and Outdoor advertising umbrellas.Thye are of good quality and have fine workmanship.moreover,the designs are quite attractive our. Our umbrellas are exported to more than 100 countries and territories. We send you separately by airmail a copy of the latest catalog and products poster .
We look forward to receiving from you good news.
—Linran Umbrella Co . Ltd . — th—Dec. 14 , 2010,— 1 / 2
Yours faithfully,
Linran Umberlla CO. LTD.
Sunzhefan
Encl. Catalog of umbrella products
Products poster
Cc.
P. S. If possible, please tell us your sincere
consideration about our product —Linran Umbrella Co. Ltd . — —Dec. 14th , 2010,—
2 / 2
篇二：推销产品函例子
国际商务函电实务 • International Business Correspondence Practice单击此处编辑母版标题样式 单击此处编辑母版副标题样式 2 2 国际商务函电实务 International Business Correspondence Practice
Part Two
Business Correspondence Writing Practice
第二部 商务函电写作实务 Page
3 国际商务函电实务
Project 3 Page
4 Searching for Potential Clients and Promoting Sales 国际商务函电实务
Module 1
Exploring
Market
Lead In（导入）
To reach the goal of the project, the following knowledge and talents are required: ·A good awareness of the target market, such as major lines of the potential clients, their position and nature in the trade, and so on. ·A good awareness of yourselves, such as the market intention of your company, the advantages of your products to promote, the market, etc.
·Some knowledge and talents of marketing and consumer psychology.
·Good English in expression and grammar. It is a salesperson’s job to promote the sales of his/her products. In doing so, a salesperson should do STP marketing first, i. e., segmenting market, targeting market and positioning market. After that, he/she need search for prospective customers in the target market to do business, which is the first and the vitally important step for the survival and the development of enterprises in a severely competitive international trade.
Page
5 Project 3
Searching for Potential Clients and Promoting Sales
Aims and Demands（学习目标）
·To know and master the ways to search for prospective customers in the target market
·To know and master the skills to promote products in the market Personal quality Skills Knowledge ·To be able to find out potential customers in the target market on the Internet
·To be able to write letters of sales promotion with AIDA (Attention, Interest, Desire and Action) principle ·To train to learn thinking and finding out rules for reaching the goal of the project;
·To train to learn how to communicate and cooperate with your companions or co-workers.
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6 Project 3
Searching for Potential Clients and Promoting Sales
Page
7 Difficulties and Focuses（难点和重点）
To be able to find out potential customers in the target market on the Internet;
To train to learn thinking and finding out rules for reaching the goal of the project To write the letters of sales promotion persuasively and efficiently with correct strategies To train to learn how to communicate and cooperate with your companions or co-workers Project 3
Searching for Potential Clients and Promoting Sales
Case Study（案例学习）
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8 There are two cases or situations involving exploring target markets. One is to search for a prospective client in the target market on the Internet, the other one is to write a letter of sales promotion for the products.
Project 3
Searching for Potential Clients and Promoting Sales
Case 3.1 Searching for Prospective Clients
Page
9 Situation: Linda Lin is a saleswoman in Chengdu Minda Company. She is searching on the web for prospective customers in North America in need of T-shirts or fabric. Please give her a hand.
Project 3
Searching for Potential Clients and Promoting Sales
Case 3.1 Searching for Prospective Clients
Page
10 In-class Presentation Students in group are required to present their PPT in class, sharing with the class what you have learned about searching for prospective clients.
The following is a reference. You can compare it with your way and find out which is quicker and more efficient in fulfilling the task. Project 3
Searching for Potential Clients and Promoting Sales
Case 3.1 Searching for Prospective Clients
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11 Step 1
Baidu or Google “yellow pages Canada” Project 3
Searching for Potential Clients and Promoting Sales
Case 3.1 Searching for Prospective Clients
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12 Step 2
Click “Free Canada Business Directory Listings”, then the webpage shows: Project 3
Searching for Potential Clients and Promoting Sales
Case 3.1 Searching for Prospective Clients
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13 Step 3
Click “textiles” under the entry of “Industry”, then the webpage shows: Project 3
Searching for Potential Clients and Promoting Sales
Case 3.1 Searching for Prospective Clients
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14 Step 4
Click “Athletic Knit”, then the webpage shows: Project 3
Searching for Potential Clients and Promoting Sales
Case 3.1 Searching for Prospective Clients
Page
15 Step 4
Click “Athletic Knit”, then the webpage shows: Project 3
Searching for Potential Clients and Promoting Sales
Case 3.1 Searching for Prospective Clients
Page
16 Step 4
Click “Athletic Knit”, then the webpage shows: Project 3
Searching for Potential Clients and Promoting Sales
17 国际商务函电实务 • International Business Correspondence Practice Case 3.1 Searching for Prospective Clients
Page
17 Project 3
Searching for Potential Clients and Promoting Sales Step 5
Baidu the website of the enterprise“http://athleticknit.com”, then we can get the webpage:
18 国际商务函电实务 • International Business Correspondence Practice Case 3.1 Searching for Prospective Clients
Page
18 Project 3
Searching for Potential Clients and Promoting Sales Step 6
Click “Athletic Knit: AK”, then we can login the website of this enterprise as the webpage shown below:
19 国际商务函电实务 • International Business Correspondence Practice Case 3.1 Searching for Prospective Clients
Page
19 Now you can get more detailed information about the potential client for Linda to decide whether it is a valuable one to approach.
Project 3
Searching for Potential Clients and Promoting Sales Step 6
Click “Athletic Knit: AK”, then we can login the website of this enterprise as the webpage shown below:
Consideration and Discussion （思考与讨论）
Project 3
Searching for Potential Clients and Promoting Sales
Page
21 Consideration and Discussion（思考与讨论）
1 . How many ways are there for you to search for prospective customers in the target market on the Internet and how to do it? The following ways may be adopted to search for potential customers: Business web sites
Professional websites of an industry Trade directory and chambers of commerce or assorciations Business yellow pages and
Websites of authorities, such as China Commodity Net
Usually searching engines are used with different key words put in. e.g.
We can put in the key words: ladies shoes buyer (or seller)+spain to search for potential clients in Spain in the market for ladies shoes. And different words can be used for replacement, such as importer, exporter, supplier, producer, manufacturer, and so on. Project 3
Searching for Potential Clients and Promoting Sales
22 国际商务函电实务 • International Business Correspondence Practice Page
22 Also, there are some other ways for you to search for potential clients on the Internet.
You may also try Importers Directory (进口商指南), Thai Websites.com, Export India, Exports Singapore, etc. or other websites, such as 世界买家网、世界买家库, and so on, by using some other searching engines as Yahoo， Soso and 360 导航 to quote directly.
Project 3
Searching for Potential Clients and Promoting Sales Consideration and Discussion（思考与讨论）
1 . How many ways are there for you to search for prospective customers in the target market on the Internet and how to do it?
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23 Consideration and Discussion（思考与讨论）
2 . How to find out a potential client"s detailed address when you only know the name of the company? We may put the name of the company as well as its country in a searching engine and
try to find out the company"s website. Then we may discover the postal address and contact ways of the potential client. Project 3
Searching for Potential Clients and Promoting Sales The teacher is suggested to present a new example to demonstrate the successful way to search for a prospective customer.
Case Study（案例学习）
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24 Project 3
Searching for Potential Clients and Promoting Sales
Case 3.2
A Letter of Sales Promotion Page
25 Mr. Wang is a salesman of a carpet manufacturer in Beijing. He wants to promote in Britain a type of hand-woven carpet manufactured by themselves and he has drafted a letter of promotion to send to his potential customer in the U.K.
You are required to discuss his letter before class in group and try to find out if he is successful in sales promotion and how.
Project 3
Searching for Potential Clients and Promoting Sales
Case 3.2
A Letter of Sales Promotion Page
26 Project 3
Searching for Potential Clients and Promoting Sales
Case 3.2
A Letter of Sales Promotion Page
27 Project 3
Searching for Potential Clients and Promoting Sales
Case 3.2
A Letter of Sales Promotion Page
28 In-class Presentation Students in group are required to present their PPT or Word files in class, sharing with the class what you have learned about drafting a successful letter of sales promotion. Project 3
Searching for Potential Clients and Promoting Sales
Consideration and Discussion （思考与讨论）
Project 3
Searching for Potential Clients and Promoting Sales
30 国际商务函电实务 • International Business Correspondence Practice Page
30 Project 3
Searching for Potential Clients and Promoting Sales Consideration and Discussion（思考与讨论）
1 . Is Mr. Aiai Wang successful in his promotion of the products? And how?
Of course Mr. Aiai Wang is quite successful in his sales promotion. He has successfully
captured the reader"s attention at the first time by putting in the subject, aroused the buyer"s interest,
created the buyer"s purchasing desire and
made a good encouragement finally.
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31 Consideration and Discussion（思考与讨论）
2 . Think about the rules and strategies that a salesperson should follow up when writing a letter of sales promotion and discuss them in class.
When a salesperson writes a letter to promote sales of the goods, he / she should observe the AIDA Principle for Sales Promotion, which indicates the necessary steps in promotion with four key words. The principle or rule is stated as follows:
To capture customers" Attention
To arouse their Interest
To create their purchase Desire
To encourage their purchase Action Usuall...
篇三：推销产品函例子
英语函电 学习 最近发现英语的读写水平都在下降啊， 就开始学习吧，这是一本外贸函电上的好的信函， 希望能逐步的提高吧 1.
to promote products to potenial customer 向潜在客户推销产品 Dear sir or Madam,
Our market survey informs that you are interested in the improved plastic machinery.
We Boom Machinery Co.
Ltd
is one of the largest manufacturing and service,
we are able to supply dozens of models of plastic machinery,
metallic processing machinery and food processing machinery.
Now we enclose an electronica version of our recently published brochure showing a wide range of plastic machinery we mainly handle.
They all command ready sales for their durability and energy-saving property.
For the detailed information,
pls visit our website.
If any of the items illustrated in the booklet interest you,
pls let me know.
We will make you offers when we receive your detailed requirements.
We sincerly hope to conclude some satisfactory transactions with you in the near further.
Best regards
2.
to promote new products to old customer 向老客户推销新产品 Dear Mr.
Smith,
We are most gratified that you have built steady business relations with us in the past years.
We think you will be interested in the new formula Interior Wall Paints we have just introduced to the market.
Half dozen samples have been shipped to you by UPS.
They cover the latest models which are nwo available from stock.
The product is the result of years of research,
and is likely to revolutionize all the chemical methods in use at present.
A trial will convince you of their merits.
And we send them to you for your test and criticism.
Enclosed is an electronic copy of our latest catalog with price list.
We believe that you will find our new products most attractive.
They should get a very good reception in your market.
We hope that you" ll take this opportunity to try it.
For your information,
we are planning a range of Interior Wall Paints which should do well in the North American market.
We will keep you informed on our progress and look forward to hearing from you.
Best wishes,
3.
To recommend substitute to old customer 向老客户推荐替代品 Dear Mr.
Smith,
We thank you for your email of July 10th in which you inquire about our Air Conditioner model RS-68.
We appreciate your interest but we can no longer supply it as the production has been discountinued.
We are sure that our new product RT-88 is an excellent replacement.
The quality and specifications are much improved at very little extra cost and are enjoying best sales.
I enclose an electronic version pamphlet of this model.
Please let us know if you would like to take matter further after studying it.
We would be very happay to send samples to you for closer inspection.
Best regards
4.
To promote stock to old customer 向老客户推销库存商品 Dear Mr.
Smith,
Looking through our recond we note with regret that from 2003-2005 you brought from us a large quantity of MP3 Players in models ST-201-203 and TT 720 and 802,
but during the year 2006 we did not have the pleasure of an order from you.
We think you may be interested to know that we have a residue stock of 200sets Model TT802,
Which you brought from usin substantial quantity in the past.
It is just the next newest to the latest Model TT902.
You are well aware that it is efficient and durable,
economical and practical in use for students.
We are prepared to clear the stock by allowing you a generous discount.
Say 20% for an order for 50sets to 99sets 25% for an order for 100sets to 149sets 30% for an order for 150 and above
on the current price of $50 per set CIF Shenzhen.
This offer is subject to your reply reaching here on or before 1st July.
We give you the first chance and hope you will take advantage of this exceptional offer.
Your favorable response is awaited.
Best wishes,
篇四：推销产品函例子
面试官推销产品向面试官推销产品
向面试官推销产品 2016-07-29 浏览:分享人：陆政妍手机版
今天去面试国内某家分类信息网站，广告销售职位的时候，因为鄙人是应届生，此前没做过销售工作，所以考官也没问我太多深入化的问题。
但是其中有考我一题：
他随手将桌子上的一只笔(普通的黑色针管笔，上面连牌子都看不到。。)拿给我，让我卖给他。中途绞尽脑汁费心费力的过程就不说了，他只回了我两句我就哑口无言了。
1.我不需要用笔，在公司我用电脑，在外面我用手机，这些都很方便。
2.我这这么多笔，我为什么要买你这只?
今天的面试或许是问如何卖一支笔，明天也许就是其他东西。我知道这是销售必过的一关，还望大牛们不吝赐教，感激不尽!
没做过销售，仅仅听过一些销售培训，在此纸上谈兵一次。
这个问题可能考的主要并不是你如何卖给他，而是另一些深层次的东西。
不知道你知不知道一句话“Never start to sell before you establish the rapport.”，销售的精髓不在于你卖的
产品有多好，头脑有多敏锐，口才有多么舌灿莲花，而在于让客户信任你。而让客户信任你的关键在于和客户的关系，你必须先建立好关系，然后才能进行销售。
建立关系的方法多种多样，但是离不开的是：
1. 了解客户公司和个人的背景
2. 了解客户的个性。
互联网的一些事
3. 有合适的交流趋向，能够营造融洽的交流气氛。
yixieshi
4. 对于客户关心的问题有敏锐的洞察力、深刻的记忆力并能及时做出反应。
所以，我个人的理解，如果这位面试官是一位销售高手，他在考察你以下几方面：
1. 你对面试是否进行过准备：
举例：在面试之前你是否了解过公司的背景?部门的背景?是否知道你应聘的职位是干什么的?你的老板又会是干什么的?
2. 你对他这个人，以及面试的环境的观察能力：
举例：面试官面相如何(是养尊处优还是一脸沧桑)?穿着打扮怎么样(衣着考究还是随意)?办公桌上有什么装饰品(航模?高尔夫球?书籍?儿女的照片)? 互联网的一些事
3. 你对你们之前的谈话的理解和吸收能力：
举例：面试官对你之前谈到的哪些问题感兴趣?哪些点
持不信任甚至批判态度?谈到哪些问题的时候他一带而过?哪些问题则深入挖掘?他之前怎样结束和转换话题?
4. 你是否注意到在面试过程中是否发生一些不正常的事情?
举例：面试官手按着太阳穴，表示头疼?面试过程中面试官的手机忽然响了，他接了个电话?面试官在你思考的时候手指敲击桌面，似乎在伴奏一首乐曲?秘书忽然走过来让面试官签字? yixieshi
上面罗列的这种种东西，这些都是你可利用的信息，你准备得越充分，观察得越仔细，思考得越多，越容易融洽你和客户之间的关系。
至于销售什么东西反而不是很重要反正临时给你的东西，性能你可以在合理的范围内随便编造。如果 1234 你都注意了，那你很容易就能组织一段很有效的推销组合拳来，
比如：
王经理，您看，咱们公司是大公司，销售额、利润都是全国五十强(援引 1 的答案)，您又是北京大学毕业还身居高位，代表公司形象。您看您穿的西装牌子我不知道，但是特别合身，肯定是定制的，您的皮带是爱玛士的(援引 2 的答案)，那么您用的笔必须也是有足够档次，符合我们公司的和您的地位的。而我们这款笔呢，就是专门为您这种需求设计的，他和万宝龙笔是一家公司生产的，从做工到外形设计
都是国际顶尖的。从功能上说呢我们这个笔有个优点，就是集成了鼠标和激光笔功能您刚才不是说过咱们公司的销售都要经常进行路演和展示么(援引 3 的答案)，这样的话，路演和展示您只要带着这一支笔就能进行了，省去了准备鼠标和激光笔的麻烦。另外，我们的笔单从笔的功能上来说也是优质的，书写特别流利，绝对不会出现下水不利的情况，我看刚才咱们公司秘书送材料来给你签字的时候您这支笔似乎下水不是很好，您顿了两次(援引 4 的答案)，那么何不现在就换用这管笔呢?
或者：
王经理，我知道您是个销售经理，咱们公司在华北地区的业务全都由您负责(援引 1 的答案)，您一定工作非常忙碌，您看您眼睛还带着血丝，昨天肯定加班没休息好吧(援引 2的答案)。不过我劝您一句，工作再忙家里人也重要，您看您女儿，我看照片估计上高中了吧(再次援引 2 的答案)，高中课业繁重，笔要是不好写可耽误事情。您看我这管笔，写起来特别流利，外形也是现在青少年当中流行的卡通款式，您要是买回去给您女儿当个小礼物，哪怕您连续加一星期班，她也能知道您惦记着她呢!我刚才说咱们销售要有投资眼光，要争取用小成本联络大感情，我看您很同意(援引 3 的答案)，我这也是为您着想，您看看，让您和女儿的关系更加亲密，就买管我这一管笔就行了，是不是很值得投资? 互联网的一
些事
篇五：推销产品函例子
13/10/8推销理论1如何适当地把产品特色推销出去呢？ 先看看下列“错误” 的示范：推销员：“在这台录音电话上有一个表示‘收到信息’ 的红色指示灯。
”顾客：
“嗯。
”推销员：
“每当它收到信息的时候， 红色指示灯马上亮灯显示。
” 。顾客：
“嗯。
”推销员：
“当你进入办公室看到红色指示灯亮着，就马上知道有电话要回了。
”顾客：
“嗯。
”
2013/10/8推销理论2 推销员：
“这可引起你的注意力， 而不会忘了回答。
” 顾客：
“嗯。
” 推销员：
“如果是顾客打来的电话， 你知道以后， 马上回话， 将会使顾客感到满意而不会抱怨。
” 顾客：
“嗯。
” 推销员：
“这样， 你的信誉会越来越好，产品的销路会大开， 利润会增加。
” 顾客：
“喔。
”
2013/10/8推销理论3 在这个例子中， 顾客总是“嗯” 、 “喔”地应付推销员， 显然， 顾客对推销员所推销的产品特色没有很大的兴趣。
推销员没有把握住四个步骤。 推销产品特色包括四个步骤：
引出顾客的需要并确认， 确认产品的特色， 推销产品的特色， 说明“产品的特色可以为顾客带来什么好处” ， 使顾客确认这些“好处” 。
2013/10/8推销理论4 回头分析上述例子， 把例子中的推销程序倒过来，即符合上述的四个步骤， 形成一个良好的“示范” ： 推销员：
“象大部分的企业家一样， 你一定珍惜现在所拥有的商誉， 对吗？ ” 顾客：
“对” 。
(引出顾客的需要)。 推销员：
“安索风录音电话能使你提供比同业更好的服务， 它能使你迅速地回话给顾客， 让顾客觉得受到尊重同时也维持了自己的商誉， 你说对吧？ ”
2013/10/8推销理论5 顾客：
“对。
” (确认顾客的需要)。 推销员：
“这就是为什么这台录音电话装有‘收到信息’ 的红色指示的主要目的(确认产品的特色)。
红色指示灯能迅速地提醒你立刻处理顾客打来的电话， 你的顾客一定会很欣赏你这种快速回话的作风(推销产品的特色以及因产品特色而带来的好处)。
你一定会觉得这个红色指示灯很有用处， 是不是？ ” 顾客：
“是啊。
” (使顾客认同因产品特色而带来的好处)。
2013/10/8推销理论6 在此例中， “红色指示灯” 属于小的产品特色。如果推销过程不当， 这种小的产品特色是很难发挥效果的。
不过， 只要推销过程依照着上述四步骤进行， 小的产品特色一样有着相当可观的效果。
2013/10/8推销理论7如何促使顾客采取购买行动 1 采取“假定顾客要买” 的说话心态。
这种心态常常在零售店里看到。
：
汤尼·亚当斯买领带。
2013/10/8推销理论8 “我想买条领带， 配我那套蓝灰色的西装。
”亚当斯回答说。 “好的” ， 少年很有信心地表示：
“你在这里一定可以找到你喜欢的领带。
” 少年从柜台下面抽出三只木盒， 木盒里放满了各式领带。
放眼望去， 一条条并列的领带煞是整齐好看。 少年说：
“在你选领带以前， 我想给你一个建议， 选领带时， 选择第一眼看去就喜欢的领带，不要想的太多， 以为继续找下去可以找到更好的， 结果， 徒增困扰， 下不了决心。
”
2013/10/8推销理论9 亚当斯看中一条丝质领带， 颜色既不是纯黑的也不是纯蓝的， 好像是夜晚的天空。
混合着黑色和蓝色。
领带上面还镶着许多斑点， 象金孔雀的眼睛。 “这条不错。
” 亚当斯说 “这条不错” ， 少年附和着“很适合蓝灰色西服。
” 少年从亚当斯手中取回领带， 小心翼翼地叠好， 说：
“这条领带的价格是6英磅。
” 亚当斯觉得太贵， 一时竟犹豫起来， 考虑“要不要买？ ”精致的包装袋吸引了亚当斯， 从包装袋的质料上看， 可以看出这是专门为高价产品设计的包装袋。
禁不住“精致” 的诱惑， 亚当斯终于买下了那条“不错” 的领带。 在这些事例中， 少年采取了“假定顾客要买” 的说话心态， 这种心态使他说出来的话肯定有力， 增强了客户对产品的信心， 促使顾客采取购买行为。
2013/10/8推销理论10 2问些小问题。
推销员问顾客：
“你需要多少？ ” 、 “你喜欢什么颜色？ ” 、 “下星期二交货可以吗？ ” 等。 3、 在小问题上提出多种可行的办法， 让顾客自己做诀定。
如“整箱买可以便宜1 0％， 你想要一整箱还是零买？ ” ： 不论是运用第二种方法还是第三种法， 结果都是一样的——让顾客说出喜欢的付款方式。
所以这两种方法常交互运用。
2013/10/8推销理论11 一位推销员在顾客家里推销百科全书。
推销员问顾客： “这本书的价格是1 900英磅， 包括长达10年的保证期， 你喜欢一次付清还是分期付款？ (Ⅲ)你每月大约能支付多少钱？ (Ⅱ )分期付款可分36期和48期， 每期一个月。
如果是48期， 利息负担大约是200英磅左右。
你喜欢36期还是48期(Ⅲ)？ ” 在此例中， 推销员从来没有问过：
“你要不要买？ ” ， 而是很有技巧地使用了第一种方法(采取假定顾客要买的说话心态)， 以及第二、 第三方法。
2013/10/8推销理论12 4、 说一些“紧急情况” 。
如“下星期一， 价格就涨了” 、 “只剩最后一个了” 、 “紧急情况使顾客觉得要买就得快， 不能拖延， 使顾客及早采取购买” 行动。
2013/10/8推销理论13 5、 “说故事” 。
推销员可以把过去推销成功的事例当作“故事” 说给顾客听。
让顾客了解他的疑虑也曾是别人的疑虑， 这个“别人” 在买了产品、 经过一般时间的使用之后， 不再有所疑虑， 而且还受益良多。
“故事” 能增加顾客对产品的信心和认同， 进而采取“购买” 行动。但是“故事” 不能“凭空捏造” ， 要有根据——如顾客的感谢函或者传播媒体的赞誉等。
2013/10/8推销理论14爱达公式适用于：
店堂的推销； 一些易于携带的生活用品与办公用品的推销； 新推销人员以及面对的是陌生推销对象的推销。
2013/10/8推销理论15案例分析：
成功的典范 印刷用品公司的推销员弗兰克已约好去见普鲁夹印刷公司的生产部经理波恩。 弗兰克：
早安！
波恩， 今天早上承蒙接见， 至感荣幸。
我知道您的工作很忙， 时间安排得很紧凑。
对了！
我在报纸上看到有关贵公司的报道， 业绩超越最近这五年， 这一定是您的经营方向正确， 领导有方， 相信一定有很多人在谈论贵公司的管理。
（这段话应用了哪种模式？ )
2013/10/8推销理论16 爱达模式见面说好第一句话
2013/10/8推销理论17 波恩：
是的， 我们对公司的业绩感到很欣慰，那不是轻易得来的。
本公司和其他公司一样，同样也有我们的问题。 弗兰克：
贵公司有哪些问题呢？ （这句问话抓住了什么？
2013/10/8推销理论18 爱达模式中引起顾客注意时把顾客的利益和问题放在第一位， 紧紧抓住关键点提问
2013/10/8推销理论19 波恩：
最主要的问题是印刷时， 机器停顿的时间太多。 弗兰克：
造成机器停顿的原因是什么呢？（这句问话又抓住了什么？ ) 迪伯达模式中紧紧抓住关键点提问以便准确的发现顾客的需求与愿望
2013/10/8推销理论20 波恩：
原因之一是本公司购买的温滚筒质量太差， 不只是向您的竞争厂商Ajax购买， 同时也向贵公司购买。这些滚筒都不耐用， 接缝处有撕裂的痕迹， 绒布上沾有油墨， 有谁知道还有其他原因没有？ 弗兰克：
我了解您的感受， 很高兴您把这些问题告诉我。
直到最近为止， 这确实是业界相当普遍的问题。这也是我今天来拜访您的原因之一。
本公司最近开发一种崭新且现代化的3—Plate湿滚筒， 如果使用它，您刚才所提的这些问题就不会再发生了。
您听说过这种新产品吗？ （这段话应用了哪种模式？ )
2013/10/8推销理论21 通过几个关键的提问， 了 解问题产生的原因并很自然的引出能解决问题的产品，很好地引起了顾客的注意， 同时应用迪伯达模式把推销的产品与顾客的需求与愿望结合起来）
2013/10/8推销理论22 波恩：
尚未听说过。 弗兰克：
我想您应该认识第三街Paragon印刷公司的Fred Filbert吧， 您认为他的作业方式和贵公司的作业方式相同吗？（这句问话有什么用意？ ) 采用埃德帕模式用案例向顾客证明与比较）
2013/10/8推销理论23 波恩：
是的， 大部分都相同。 弗兰克：
上个月我和Fred讨论时， 他告诉我，他的滚筒纸潮湿表面的平均寿命才1 6小时， 因为强烈的碰撞、 起泡、 解开等动作， 平均每次换班时间就得更换表面， 此时机器就要被迫停顿了。
这就是您所遭遇到的问题吗？ （这段话应用了哪种模式？ ) 利用了 解的信息进一步帮助顾客挖掘深层次的技术原因并取得顾客的信任， 同时应用迪伯达模式把推销的产品与顾客的需求与愿望结合起来
2013/10/8推销理论24 波恩：
是的， 正是如此。
（这句问话起了 什么作用？ 应用迪伯达模式进一步证实推销的产品符合顾客的需求）
2013/10/8推销理论25 弗兰克：
大约在四星期前， 经过我建议之后，Fred决定试用3—Plate湿滚筒， 后来他发现不但减少了强烈碰撞、 起泡、 解开等动作。
经过一个月以后， 第一个湿滚筒仍然一直在使用。因为无须更换表面， 所以减少机器停顿的时间，节省的旧足够支付3—Plate湿滚筒的费用了。（这段话应用了哪种模式？ 把推销的产品与顾客的需求结合起来， 并证实该产品正是顾客所需要的）
2013/10/8推销理论26 波恩：
不错， 这是我常听推销员说的老套。
这种新产品的价格一定很贵吧。 弗兰克：
让我把这个问题说清楚之后，再来讨论价格吧！
坦白说， 3—Plate滚筒式一种革命性的新产品， 潮湿的表面是一个崭新的观念， 它是一个完整的圆柱形， 尤其是含有坚固的纤维管， 完全没有接缝， 可消除您所遭遇到的问题。
其实， 3—Plate湿滚筒确实要比干燥滚筒更坚固， 您曾经使用过唯一的纸套筒吗？（这段话应用了哪种模式？
2013/10/8推销理论27 应用费比模式让顾客了解与明白， 购买你所推销的产品可以得到各种利益与满足。
通过对顾客最关心价格问题把顾客支付的货币与他所能得到的利益进行比较。
）
2013/10/8推销理论28 波恩：
当然用过， 纸质比布质便宜多了。 弗兰克：
纸质的单价可能比较便宜， 但就长期而言， 比布质更昂贵。
例如3—Plate套筒不会像您所使用的纸质套筒那样有裂缝、会伸张、 会收缩。
（这段话应用了哪种模式？
2013/10/8推销理论29 应用费比模式给顾客进行比较的机会，同时应用埃德帕模式淘汰不宜推销的产品， 刺激顾客的购买欲望）
2013/10/8推销理论30 波恩：
安装又如何呢？ 弗兰克：
我为您准备了一份， 让我们到您的机器上去试试。
（这段话应用了哪种模式？爱达模式、 迪伯达模式、 埃德帕模式都强调了进行示范重要性）
2013/10/8推销理论31 他们朝着机器的方向走去， 并叫来一名机器操作员。 波恩：
您看， 装套筒就是这么容易， 只要把它置于滚筒上就可以了。
您为何要使用构造复杂或有许多控制装置的套筒呢？ 不像这种套筒吧！
它丝毫没有改变湿印刷机的基本设计。
这种套筒的单价虽然贵一点， 但是当您要改变 印刷颜色时， 无须清洗， 实际上是节省了不少费用； 印刷中遇有短暂的停顿时，也不会像纸张一样变得干燥。
何不把3—Plate公司所赠送的套筒装到您的印刷机上呢？ （这段话应用了哪种模式？
2013/10/8推销理论32 应用费比模式通过示范使顾客看到购买产品后所能获得的好处和利益， 让顾客信服， 同时应用迪伯达模式促使顾客接受所推销的产品。
）
2013/10/8推销理论33 让我们再回到办公室去吧， 那里要安静得多。他们一起回到波恩先生的办公室。 波恩：
现在让我把3—Plate湿滚筒的优点做一个总结， 首先是可使印刷清晰， 而且绝对不会留有柳絮状的纤维； 其次是改装印刷颜色时，无须清洗或跟换套筒； 第三是工作进行中， 不会产生任何形式的痕迹； 第四是无须重新准备或调整。
（为什么会是顾客来总结？
2013/10/8推销理论34 通过提问、 介绍、 旁证、 示范、 比较等使顾客充分了解了产品的优点
2013/10/8推销理论35 克：
您可能会担心成本问题， 可不是吗？使用3—Plate套筒之后， 无须使用酒精或其他特别溶液， 也无须花费洗衣费用。曾经使用过这种套筒的人， 都发现3—Plate套筒比他们以前所使用的任何套筒都经济。
（这段话应用了哪种模式？
篇六：推销产品函例子
’s becomingcolder and colder now……We are in urgent need of…….???
That is------
The first kind：USB Interfaces
1.Long and thick fluff(绒毛), Let warm double！
！2. This kind of shoes is removable and washable ！
！If you have them , You will not have to worry about the cold！Warm Warm Warm！
！
！
The second kind：
plugThe wire is 1.6 meters long！It’s long enough you canenough ,you can use it while playing computer,watching TV or doing your homework……
The temperature is between 30 degrees and 50 degrees.And the temperature is controllable， it has three gearhas three gear，closed ， low temperature，and high temperature.They’re absolutely safe！
！
The shoes are separate， so you can walk freely！
！
Boots style
China National Import & Export Corporation
P.O. Box 49
Beijing, ChinaDear Friends,Electrically Warmed ShoesJust imagine how comfortable you are when you put your feet in our newly developed electrically warmed shoes in winter. We are a leading global value-adding online distributor, our recent researches and tests have showed that shoes with our newly developed electrically warmed shoes stay warmer than those shoes of the same size without the usage of the savers The new savers are popular because they are able to store and reflectsavers. The new savers are popular because they are able to store and reflect heat in a much more efficient way. Read the enclosed brochure, you will find that the electrically warmed shoes makes your feet more comfortable and warm.What’s more, this kind of shoes is removable and washable, it is very convenient.
If for any reasons you find the shoes unsuitable to your needs, we will replace your order or refund you. Don’t delay! Those who order by December 5 will receive 1 00 Oriental Design Christmas cards free. Yours
faithfullyEdwards & Co. Ltd.
Thank you!
篇七：推销产品函例子
的推销模式费比模式（FABE）主要通过上门推销和设置场地推广， 以人员推销策略为主原因• 信息传递双向性推销人员向顾客宣传介绍zipwhip咖啡机的有关情况， 包括：
质量、 功能、 使用方法、 安装、 维修、 技术服务、 价格以及它相对与现市场上有的类似产品的区别、 以期招徕顾客
• 推销目的双重性通过提供我们产品的信息、 技术、 服务等， 激发顾客购买欲望， 另一目的：
对我们初进市场进行调研与预测●推销过程过程灵活化●友谊协作长期通过人员与顾客的直接接触联系， 了解他们， 并称促使买卖双方建立友谊， 与相关企业建立良好的
对于zipwhip咖啡机我们采用费比模式， 具体如下：① 把产品的特征（feature）
详细介绍给顾客Zipwhip制作出一款未来的浓缩咖啡机：
我们可以给公司或家庭的咖啡机发短信， 比如要泡咖啡， 咖啡机读取短信后会被激活， 开始磨豆和分配饮品， 最后将泡好的咖啡放在加热盘里。
这样员工抵达公司或家里后便可立即享受这新鲜出炉的咖啡。
② 充分分析产品优点（advantage）向顾客或潜在的顾客介绍分析我们产品的优点：
短信通知、 自动、 方便、 节省时间， 配合着这个快节奏的步伐③尽数产品给顾客带来的利益（benefit）向对方列举我们产品给其带来的利益：
简单方便、 节省时间、 潮流、 操作容易、 安全可靠。
④ 以“证据”（evidence）
说服顾客向对细述功能、 使用方法、 技术、 服务、 安装、 维修信息；现场给对方演示产品， 并让顾客亲身参与；但 ：
价格方面要慎重处理， 毕竟不低。可以绕弯子把他“嫁接”于产品所能带来的突出优势并行陈述
异议处理首先， 要明确顾客异议产生的原因.◆ 是来自推销产品本身， 还是由于推销人员信息传递方面的缺漏， 抑或推销工作欠缺激情， 从而导致对顾客热情不够， 自身推销信心也“贫瘠’.◆ 或是来自潜在顾客方面的异议：
比如他对产品需求的不确定， 消费的习惯或者偏见， 对价格的异议， 自身偶然的情绪因素。
解决方法• 明晰顾客异议是真实的还是只为借口或偏见， 从而识别潜在顾客和不可能是顾客的“顾客”。• 态度诚恳友好， 语气缓和。
耐心倾听顾客的问题， 热情、 认真负责• 针对需求、 产品、 货源、 支付方式、 服务、 人员等不同异议给予不同的处理， 即针对性原则• 若对方要退产品， 这可以采取退换的方式。
。
。
。
。
异议类型多种多样， 处理方式也各异，在推销的过程中， 最重要的是随机应变， 灵活运用异议处理的各种技巧。
篇八：推销产品函例子
siness LetterBusiness Letter
Business Letter
Business Letter
商务书信的格式
Mr. Thomas Davis, Smith and Brown PLC
41 Fountain Street
Beijing 100010
Tel: 6325××××
Fax: 6326××××
James Brown
Sales Manager
David Advertising Ltd.
33 Corn Road
Beijing 100010
15 April 2004
下面我们来了解一下信的格式请看下面的例子。
Dear Mr. Brown,
Re: New Product Advertisement Booking
Thank
you
for
your
letter
of
12
April
2004
concerning
our
new
product
advertisement booking. I am writing to inform you that certain changes have been made because we have increased the budget on the advertising campaign.
We
need
to
change
the
following
details.
Firstly,
we
would
like
to
book
color
page adverts instead of black and white. In addition, we would like our adverts to appear in four issues
rather
than
two,
that
is,
June,
July,
August
and
September.
Finally,
I
would
be grateful
if
you
could
quote
us
a
new
price
and
offer
us
a
10%
discount
considering
the large number of issues in which we place the adverts.
I am sorry for any inconvenience this has caused and look forward to your early reply.
Yours sincerely
Thomas Davis
Manager
Enc.
• 寄信人的地址sender‘s address
• 收信人的地址recipient"s address
• 日期date 10th April 2004英式英语或• 称呼语salutation
者 April 10, 2004美式英语
• 信的主题subject 或者 regarding 加上冒号什么内容。
1、每个单词的首字母大写Re: New Product
2 、 每 个 单 词 的 字 母 都 大 写 但 是 不 用 加 横 ADVERTISEMENT BOOKING。
3、如果不用
Re 或者
subject 可以直接写为NEW
Product Advertisement Booking。
以上 3 种可以任选。
regarding 经常被缩写为 re:说明这封信主要说的是Advertisement Booking
线 SUBJECT:
NEW
PRODUCT PRODUCT
ADVERTISEMENT BOOKING 或者 New
• 信的正文body
1、信的首段introductory paragraph 通常正式信函的第一段会表明写信的原因、目的或者根据什么来写这封信。
2、信的主段main paragraph 信的主要内容通常放
3、结束段concluding paragraph 在信的结束段• 结束语complimentary ending
结束语根据称呼语的不同而不同。
如果知道收信人的姓名用 Yours
sincerely
如果不知道收信人姓名用Yours
faithfully
在此段。此段根据内容的多少可另分为数段。
通常会根据情况表达感谢或盼望对方回信等。
• 签名signature • 职位或称谓position / title • 内附enclosures缩写为 Enc.
表明随信还寄去了何种文件或物品。
商务书信写作常用句型
With reference to
Thank you for
I am writing to
I am writing to enquire about
I am writing apologize for
I am writing to complain about
• 指出写这封信的背景
Further to,
• 解释写信原因
I am writing to confirm
I am writing to inform you
I am writing to apply for
• 提出要求
I would be grateful if you could
I would appreciate it if you could
Could you possibly..?
• 表示感谢
Thank you for
• 随信寄去的材料
Please find enclosed
I am enclosing
We enclose
• 表示道歉
I regret that
I am afraid that
I am sorry that
I apologize for
I wish to offer my sincere apologies for
• 同意别人的要求
I would be delighted to • 确认某事
I am pleased to confirm that
I conform that
I can assure you that
• 告知对方坏消息
Unfortunately,
I am afraid that
• 表达对一件事情的紧急处理
at your earliest convenience.
without delay.
as soon as possible.
• 结束信件用语
Thank you for your help.
Please contract us again if {we can help in any questions. you soon. you next
I look forward to {hearing any way. there are any problems. you have Wednesday. }
from/meeting/seeing you soon/next Monday.}
询问信
• 询问信主要是要用来咨询价格、 产品情况、付款方式或是向对方索要产品目录等而回复询问信则是回答上述情况。写询问 信询问有关对方产品或服务的信息往往是同对方建立贸易关系第一步。
• 询问信内容主要是
索要产品目录catalogue
介绍产品的宣传手册brochure
价目表price list
付款 条件terms of payment等。
Dear Sir or Madam,
I have seen your advertisement in the interested in your range of office stationery.
I would be grateful if you could send me
I look forward to hearing from you.
Yours faithfully
current issue of "Office Monthly" and am your latest catalogue and price list.
Dear Sir or Madam,
I
saw
your
advertisement
in
today"s
product range.
Would
you
please
send
me
full
details,
I look forward to hearing form you soon.
Yours faithfully
"Times"
and
am
very
interested
in your prices
and
samples
of
your products?
询问信常用句型及注意事项
• 首先应该提及广告内容即在什么时候和什么媒
With reference to your advertisement in
I have seen your advertisement in
I saw your advertisement in
I am writing to enquire about
或者直接询问信息
I am very interested in and I would like to 介上看到这个广告
know
• 要求对方采取行动
I would be grateful if you could send me
Could / Would you please send me?
Please send me
• 结束信函
I look forward to your early reply.
I look forward to hearing form you.
I look forward to receiving your reply.
• 注意事项
1、在信的开头说明你所想问的问题。
2、提出你的愿望或要求。
3、希望对方回复。
• Write a letter to Cindy Smith asking payments of the furniture
for catalogue, prices and terms of
回复询问信
• 回复询问信就是根据客户的来信回信说明自己公司Dear Ms Smith
Thank you for your enquiry of 2 October 2004 about our office
furniture.
We
have
pleasure
in
enclosing
our
latest
catalogue
and
price
list.
We hope you will find it of interest.
If you require any further details, please do not hesitate to contact
us.
Yours sincerely
情况并寄去价目表、目录等。
回复询问信常用句型及注意事项 • 表示感谢
Thank you for your letter (enquiry) of (date).
• 提及来信内容
With reference to your letter (enquiry) of,
Thank you for your letter (enquiry) of, asking if
enquiring about/requesting/concerning
• 表达随信附上或寄送
We have pleasure to enclose
We are pleased to enclose
We enclosed
Please find enclosed
We are sending
• 注意事项
1、在信的开头表示感谢。
2、表明随信附上何种物品。
3、结尾盼望对方来函或表示愿意回复对方问题。
David Bush wrote a letter to enquire reply his letter and give him some about the GH85 pocket radio. Please information about your product.
邀请信及其回复
I am the Secretary of a small business club in our city. We Tuesday 23 May. We hope you will be able to attend the tell me which topic you are interested in.
The dinner will begin at 8:30pm and please dress formally. seeing you.
Yours sincerely
Dear Mr. Pearson
are organizing a reception for our business clients next reception and give us a talk. I would be grateful if you could We will meet all your expenses here and look forward to
回复邀请信常用句型 • 邀请
1.正式
I take great pleasure in inviting you to an 2.非正式
We
are
organizing
…
and would (very
I should like to invite you to … .
You are invited to attend … .
international sales conference.
much) like you to attend.
•1. 正式
… thanks () for the kind invitation to 2. 非正式
I would be delighted to attend
•1. 正式
… thanks but regrets that … cannot/is 2. 非正式
Unfortunately I have already agreed to 接受邀请
and will be delighted / pleased to attend.
拒绝邀请
unable to attend due to
and will therefore be unable to attend
Write a letter of invitation to Mr. your company.
Black, asking him to pay a visit to
Email Email
Email Email
Format of the e-mail
• The Salutation
称呼 • The Body
正文 • The Complimentary Close
结束语 • The Signature 落款
• Salutation • 正式邮件称呼公司“Dear Sirs”英式 或May Concern”
• 半正式邮件 “Dear Mr. James ”男士 或• 熟悉的人 Dear James
• 给多人发邮件 “Hello all” 或者
“Hi” 或者 • 给不确定身份或不认识的人写邮件时也可使用者 “Gentlemen”美式或者“To Whom It 者 “Dear Madam” 女士 “Hello” 。
Hello
•
Body • 电子邮件的语言一般较为口语化 • 写作时的基本原则是简明清晰紧扣主题 • 一般控制在三段以内。如果信息太多通常采用附件的方式来表达。
Dear all,
Our company is inviting everyone to have fun in the beautiful resort – Long Island for 3 days (Dec 24 to 26). Please find the itinerary in the attachment and sign up in Room 606 ASAP. The deadline is Dec 1. All have to come back to work on Dec 27.
Regards,
Adam Lee
HR Manager
With reference to ________
Thank you for your email of
yesterday. Further to our telephone conversation, ________
…
例如
Mr. Yang,
Nice to hear from you. About the technology, you may consult with Mr. Jackson.
He is our representative and familiar with it.
His contact information is listed below.
Thank you for your interest.
All the best
James Wang Auster Circuits, Inc. 10080 Willow Creek Road San Diego, Ca.
92131 845-803-0010 x311 James.Wang@auster.net
• Complimentary Close
• 电子邮件由于其非正式的特点结束语可使用非正式语句。例如Best regards. Best wishes. All the best. Thank you (for your help).
• 也可根据邮件的内容使用正式的结束语例如Yours sincerely, Sincerely, Yours faithfully, Yours truly,
• Signature • 落款包括发件人姓名、职务、公司名称、公司地址、电话、电子邮件地址、公司网址
• 关于落款最好能手签以后做成图片上传至姓名栏
• 例如 • Jake Kroker International Officer The University of Adelaide, AUSTRALIA 5005 Ph
: +61 8 8313 4738 Fax
: +61 8 8313 6492 e-mail: jake.kroker@adelaide.edu.au
Zhang Peng
Services Department
...