商務(wù)英語書信之詢價(jià)和報(bào)價(jià)

1、商務(wù)英語書信詢價(jià)和報(bào)價(jià)Business English一Enquiries and Quotations內(nèi)容提要：詢盤如何開始如何回詢盤詢盤常用的句子報(bào)價(jià)常用的句子關(guān)于價(jià)格表達(dá)詢盤、報(bào)價(jià)、還盤的例子生活買賣中實(shí)用的巧答How to start: We are（想買入）interested in(Name of the products)in the market for looking for Please send us Weshallbeobliged/grateful if you could send us We would like to have We trust that you

2、 will make an effort to quote us We would appreciated your sending details informationyour latest catalogue/sample（如蒙惠予冏品目錄/樣品，不勝感激）pattern/quotation/pricelist （如蒙惠予貴方樣品/報(bào)價(jià)單/價(jià)目表，不勝感激）full details of your （如承賜示商品完整詳情， 不勝感激）your lowest quotation for（請向我方報(bào)一的最低報(bào)價(jià)）your favorable terms for big quantities-

3、（我方相信，對于大宗訂貨，貴方會給予優(yōu)惠的報(bào)價(jià)條件）on CIF prices, discounts, and delivery schedule-(如能獲悉貴方CIF價(jià)格/折價(jià)/交貨時(shí)間表，將不勝感激）How to reply:Useful sentences in enquiries (Enquiries) 詢盤常用 的句子 We have seeryour advertisement in the .Would you 一 一，Z +- f ,x XX -我簾看到你4please send us patternsand prices of quality cotton piece We

4、have seeryour advertisement in the. Wouplease send us patternsand prices of quality cotton piece goods We wish to place an order with your corporation for Please let us have the information on the price and quality of the goods. We want to know what you can offer in this line as well as sales, such

5、as mode of payment, delivery, discount, etc Will you please send me a copy of your catalogue and pricelist of desktop computers1d惴看到你們在。上刊登的廣告，如能寄來優(yōu)質(zhì)布匹的報(bào)價(jià)單和樣品，將十分高興。我想請你初報(bào)中國到岸價(jià)的最低價(jià)格。我們希望向貴公司訂購一。.請告知該商品的價(jià)格和質(zhì)量。我們想了解一下你們在這方面Dear Sir or Madam: We are pleased to have We have received We acknowledge recei

6、pt ofyour inquiry/letter dated詢盤).（收到您.日期的來信/ Thank you for your letter- - - We thank you for your inquiry of感謝您（日期）的來信/詢盤 As requested In reply/answer to your request/letter of we enclosedwe are pleased to send youwe are sending you here withour samples隨函附上我方的樣品catalogue隨函附上我方商品目錄pricelist 隨函附上我方報(bào)價(jià)

7、表 W川 you send us some your samples with the quotations Please put us on your best terms. Kindly favor us with the lowest cash price for the goods. Please quote us the lowest price for W川 you please let us have a list of items that are imported by you If your prices are favorable, I can place the ord

8、er right away.How long does it usually take you to make delivery Can you make prompt delivery Can you tell me which kind of payment terms youll choose Do you take special orders Please send us a catalog of yourtogfemseofwpayment.?Your prices are too high to be accepted. We hope we can do business wi

9、th you in this lin e To know more your products, we need some technical details. Please send us literatures, brochures, or leaflets dealing with your products. We are satisfied with the quality of your samples, so the business depends on your price.1的供貨能力、付款、裝運(yùn)和折扣等銷售條件。請寄1份臺式計(jì)算機(jī)的目錄本和價(jià)目單，或者任何說明小冊子敬請惠

10、寄報(bào)價(jià)單和樣品可否請?zhí)峁┳詈玫模▋?yōu)惠）條件。敬請告知該貨以現(xiàn)金支付的最低價(jià)格。請對一報(bào)最低價(jià)格。請將貴公司的進(jìn)口商品目錄寄 喋te荷。如果價(jià)格優(yōu)惠，我們可以馬上訂貨。李先生，什么時(shí)候能得到你們到岸價(jià)？你們通常要多久才南長交貨？可以即期交貨嗎？能否告知你們將采用哪種付款方式？你們接受特殊訂貨嗎？請給我們寄竦一份。（商品名）的目錄，連同告訴我們付款方式。你的價(jià)格太高，我們不能接受。我們希望能和你們展開貿(mào)易來往。為使我們了解貴公司的產(chǎn)品，我們需要一些技術(shù)方面的細(xì)節(jié)。 請 寄后關(guān)產(chǎn)品的說明書，小冊子或 者活頁目錄。我們對樣品的質(zhì)量很滿意，因此 交易的成敗取決于你們的價(jià)格。(Quotation) 報(bào)價(jià)常

11、用的句子What about having a look at sample first Thank you for your inquiry. Would you tell us what所幫助。quantity you require so that we can work out the offer Reliability is our strong point. We will allow you 10% discount if you purchase 5000 dozens or more.先看一看樣品吧？I think they will find a ready market

12、in Malaysia. Our products are very good in quality, and the price is謝謝你詢價(jià)。為了便于我方提出low.報(bào)價(jià)，能否請你談?wù)勀惴叫枨髷?shù)Our offers are for three days.量？Our quotation is subject to change without notice.We hope the enclosed brochure will be helpful to you.我們希望附寄的小冊子對您有可靠性正是我們產(chǎn)品的優(yōu)點(diǎn)。如果你方能訂購5000打或5000打以上，我們將給予10%Because th

13、is is the first deal of us, please understand that this is an exceptional treatment, andwe can t drop for you any more.What do you think of the payment terms If you can raise your order to price.we can offer yoJ呼Otter Our manager has visited the material company many times, we have tried our best.我覺

14、得它們在馬來西亞會很有 Your target price is not realistic, we find it intolerable because ours is the best possible price if you take the quality into consideration. Our price is our minimum we refuse to lower it any more. Your price is not quite realistic. No business can be done at your level. We are prepare

15、d to make a 2% reduction if your order is big enough.我們的產(chǎn)品質(zhì)高價(jià)低我們的報(bào)盤三天有效。我方報(bào)價(jià)如有變更不另通知鑒于我們第一次合作，請明白,這已經(jīng)是一個破格待遇，我們不能再降這是我們離岸價(jià)的價(jià)目單，最后價(jià)格以我方確認(rèn)為準(zhǔn)。對支付條件有何看法？若你公司能提高訂購數(shù)量到。我們可以提供一個更好的價(jià)格。我方經(jīng)理已多次與原料公司協(xié)商，我們已經(jīng)盡力。你們的價(jià)格目標(biāo)太低，是難以接 受的，因?yàn)槿绻紤]到商品的質(zhì) 量，我方價(jià)格已屬最低。這是我們最低價(jià)，我們拒絕進(jìn)一步降低。你們價(jià)格太不現(xiàn)實(shí)，按照你們的價(jià)格不能達(dá)成交易。如果你們訂貨數(shù)量大，我們準(zhǔn)備減價(jià)2%。A

16、bout Prices 關(guān)于價(jià)格表達(dá)Your price inacceptable (unacceptable).Your price is feasible (infeasible).Your price is workable.Your price is realistic (unrealistic).Your price is reasonable (unreasonable).Your price is practicable (impracticable).Your price is attractive (not attractive).Your price is inducing

17、 (not inducing).Your price is competitive (not competitive).The goods are (not) competitively priced.Business is closed at this price.Business is possible if you can lower the price to.The best we can do is to reduce the price by 2%.We cannot take anything off the price.Weve already cut down our pri

18、ces to cost level.There is no room for any reduction in price. Can you cut down the price for me你方價(jià)格可以（不可以）接受。你方價(jià)格是可行（不可行）的。你們出價(jià)可行。你方價(jià)格合乎實(shí)際（不現(xiàn)實(shí)）。你方價(jià)格合理（不合理）。你方價(jià)格是行得通的（行不通）。你方價(jià)格有吸引力（無吸引力）。你方價(jià)格有吸引力（無吸引力）。你方價(jià)格后克爭力（無黨爭力）。此貨的定價(jià)有（無）競爭力。交易就按此價(jià)敲定。你方若能減價(jià)到一，可能成交。我們最多能減價(jià)百分之二。我們不能再減價(jià)了。我們已經(jīng)將價(jià)格降到成本費(fèi)的水平了。價(jià)格量無再減的余地

19、了你們可以降低價(jià)格嗎？Examples:詢盤、價(jià)、壞盤的仞I子Letter 1:Enquiry（詢盤）Dear Sir,We are in the market for Melon Seeds of the first grade and second grade and should be appreciated if you let us have your offers with some representative samples. When offering the seeds, please state the earliest possible time of shipment

20、 and quantities available.Your faithful您好！我們有意采購甲級以及乙級西瓜子。如蒙惠賜貴方樣品及報(bào)價(jià)，將不勝感激。報(bào)價(jià)時(shí)，請注明可提供的數(shù)量以及最早裝運(yùn)期。此致敬禮Letter 2:Offers and Quotations什艮價(jià)）Dear Sir,Thanks for your letter of 19th May.Our D.D. （raincoat） range is particularly suitable for warm climates, and during the past years we have supplied this ran

21、ge to dealers in several tropical countries. This range is popular not only because it is light in weight, but also because the material used has been specially treated to prevent excessive condensation on the insider surface.For the quantities you mention, we are pleased to quote as follows:Payment

22、: by irrevocable L/C at sightShipment: Shipment will be effected within three or four days after receiving the L/CThis offer is subject to our final confirmation. We feel you may be interested in our other products and enclose some pamphlets for your reference.We are waiting for your early orders.Yo

23、urs sincerely您好！感謝您五月十九日的來信。我們的DD型雨衣特別適用于暖熱氣候的區(qū)域。過去的幾年里，我們已和多個熱帶國家的經(jīng)銷商建立的業(yè)務(wù)關(guān)系。DD型雨衣之所以受到歡迎，一方面因?yàn)橹亓枯p；另一方面雨衣內(nèi)表層由一種特殊材料制成，可以防止過多的水汽。根據(jù)您需要的數(shù)量，我們報(bào)價(jià)如下：000000000支付方式：不可撤銷即期信用證裝運(yùn)時(shí)間：收到信用證三到四天內(nèi)安排裝運(yùn)此報(bào)盤以我方最終確認(rèn)為有效。我們認(rèn)為貴公司可能對我方其他產(chǎn)品感興趣，隨函附上宣傳小冊以供參考。期待您的佳音。此致敬禮Letter 3:Counter-offers（還盤）Dear Sir,Thank you for your

24、letter dated October 20. As regards your count-offer, we regret we are unable to accept it because our current price has already been proved workable by many orders received from other buyers.However, in order to meet you on this occasion, we are prepared to grant you a special discount of 2% on con

25、dition that the quantity of the order is no less than 1000 pieces.We hope this will enable you to enjoy the benefit of our special discount.Yours sincerely您好！感謝您10月20日的來信。很遺憾，我們無法接受您還盤的價(jià)格，大多訂我們貨的買 家都認(rèn)為此價(jià)格是可行的。但是，在這種情況下，我們還是打算給2%的特別折扣以滿足您的要求，條件是，訂單數(shù)量不能少于1000。希望我們此次的特別折扣能給您帶來實(shí)惠。此致敬禮Letter 4:Counter-of

26、fers（還盤）Dear Sir,From your letter of November 22, we are disappointed at learning that you find our offer unacceptable because other suppliers are offering lower prices.We are not in a position to accept your count-offer because our price is reasonably fixed. Regarding the qualities of the goods off

27、ered by others, we are rather doubtful whether they are similar to or comparable with those of ours. Please call the attention to this point and convince that not only price but also quality should be taken into consideration.We hope to hear from you before long.Yours sincerely您好！從您11月22日的來信，我們很失望地獲

28、知您認(rèn)為我們的報(bào)價(jià)難以接受，因?yàn)槠渌╀N商能提供比我們更為低廉的價(jià)格。我們無法接受您回盤的價(jià)格，我們的價(jià)格十分合理的。至于您說的那些比我們報(bào)價(jià)還 低的供銷商，我們懷疑他們產(chǎn)品的質(zhì)量是否能比得上或者類似我們的產(chǎn)品質(zhì)量。請您務(wù)必要注意到這一點(diǎn)。不能單單只看價(jià)格，質(zhì)量也應(yīng)列入考慮的范圍之內(nèi)。期盼您的佳音。致辭敬禮生活買賣中實(shí)用的巧答如何接受電話預(yù)定除非是熟客，雙方足夠信任，否則，餐館、旅店通常的電話應(yīng)對方式是“Whatime canwe expect you （您幾點(diǎn)來？）如何給客人菜單餐廳里，引領(lǐng)顧客落座后通常遞上菜單“Good eveningsir. Here s the dinner menu

29、）待一會，再詢問“ May I take your order （您要來點(diǎn)什么?）如何引客人入座可以先詢問 “ How many people, please 請問幾位？）以及 “ Do you have a reservation 您 訂位了嗎？），接下來就應(yīng)該 “Where would you prefer to sit （您喜歡坐哪？）”而引客人入座了如何針對多人游說女性購物常常成群結(jié)隊(duì)，所以您要多角度揣摩消費(fèi)者喜好。 在嘰嘰喳喳的意見中，找出主要購買者，對她說“ Please insist your taste and need請堅(jiān)持您白品位和考慮實(shí)際需要）如何應(yīng)付挑剔的顧客挑剔的顧客

30、主管意識極強(qiáng)，所以要避免正面爭論，實(shí)在不行，記得說句I m very sorry wecouldn t help you, sir.很抱歉，我?guī)筒簧鲜裁疵Γ?。如何讓顧客試?展示商品的下一步就是顧客試穿了，可以說 “ Please try on whichever you like.（隨便試）或 “ Would you like to try it on （要不要試穿一下？）如何說明用途商品要買得好，推銷員對商品必須有足夠的了解，說明使用方法的簡易及商品的來用性，往往有利于顧客下決心購買，所以一句 “ Well, the sefflling device is simple.（這種自動充墨裝置

31、十分簡單）對您的推銷術(shù)有舉一反三之效的。如何介紹新產(chǎn)品 優(yōu)秀推銷員除了要有說服力、自信心和洞悉顧客心理的能力外，還要能經(jīng)常介紹公司的最 新或最暢銷的產(chǎn)品?？梢哉f “ Thiss our newest product.或 “ Thiss our most recently developed product.這是我公司最新產(chǎn)品）, 甚至還可以強(qiáng)調(diào) “Theyare of the newest patterns that can be obtained in town這個款式目前在市面上絕無僅有 ）。如何說明產(chǎn)品特色 面對令人眼花繚亂的產(chǎn)品，特色是顧客考慮的要素之一。所以，把 “Its durab

32、ility will be an agreeable surprise to you.（它的耐久性將讓您吃驚）常掛嘴邊是必要。如何幫客人搭配推銷致勝的關(guān)鍵是要懂得搭配之道。 如今的顧客已不是因?yàn)樾枰?，或是因?yàn)槿狈Χ徺I衣物，而是為了搭配原有物品，比如西裝配領(lǐng)帶，上衣配褲子等等。因此，“The gray one suts you well ”（灰色比較適合您）之類的句子，就成了流行的推銷用語。如何推薦特賣品一般而言，每家商號都自己的特色或特制品，這句It s our spec（a齪本店的特制品）要用得很嫻熟?？傊?，無論是推銷的商店，還是推銷本身都要風(fēng)格獨(dú)具，才能立于不敗之地。如何提出保證保證有很

33、多種，如保證期（warranty）、耐用性（durability） 新奇度（novelty）、價(jià)格低（reasonable price 等等。可以使用 “It has a 巾veear guarantee against mechanical defects （機(jī)件保用五年）之類的語句。如何附送贈品附送贈品是經(jīng)久不衰的推銷手法，因止匕，像 “ That includes an extra pair of shoelaces and a bottle of polish （附送鞋帶一對及鞋油一瓶）這類的說法是能討顧客歡心的。如何討論款式與顧客討論款式，既能對顧客表示尊重，又能抓住顧客的實(shí)際需求。

34、像“How do you like this one（您覺得這件如何？）或 Will you not try that one （試試那彳牛怎么樣？）這類話語往 往是討論的前奏，如果能加上“ This style is quite elegant, I think youll like it這句話，則交易更易成功。如何說明注意事項(xiàng)買賣的同時(shí)，應(yīng)該將注意事項(xiàng)向顧客交待清楚，免得日后發(fā)生糾紛事小，影響商譽(yù)事大。因止匕，像“You can exchange it provided its clean如果還是干凈的，可以要求退換）或Im sorry we wont refund you.（很抱歉，我們

35、概不退款）一定要表述清楚。如何電話拜訪電話拜訪也是必備手段之一，同樣也需注意禮節(jié)和態(tài)度。一般先要詢問對方此時(shí)聽電話是否方便，然后再說明來意 I ll do my best foryou會盡最大努力來達(dá)成您的心愿）如何說最低消費(fèi)盡管菜單都已標(biāo)明最低消費(fèi)，除非想被炒就魚，否則顧客問起來，還是得畢恭畢敬地回答Im afraid the minimum charge for any first order is 100”（我們的最低消費(fèi)是 100元）,而不能說：菜單上有，您不會自己看呀？ ！”如何拒絕降價(jià)顧客討價(jià)還價(jià)幾乎是不可避免的事情，直接說 no的推銷員估計(jì)很少，所以你應(yīng)該充分解釋 “ We ma

36、ke so little on this line” （這方面的東西我們沒 * ）如何拒絕小費(fèi)如果店鋪規(guī)定不能收取小費(fèi)，你可婉拒顧客：Its so kincbf you, sir. But we cant acceptyour tips （先生您太好了，不過我們不能收取小費(fèi)）如何說明高/低價(jià)位一分錢，一分貨。如果顧客抱怨價(jià)格太高，您可以說：“ W曲ave cheaper products if youwant. But value depends on expense如果您愿意，我們有更便宜的商品，但是價(jià)值完全取決于價(jià)格高低）如何謝絕討價(jià)還價(jià)如果沒有議價(jià)的余地，態(tài)度雖然要堅(jiān)定，但口氣仍要十分委

37、婉：“ W曲ave but one price,sir.”（我們不二價(jià)的）或“Sorry we cant reduce the price, sir.（很抱歉，我們沒辦法降低價(jià)格）如何說分期付款如今分期付款很流行，所以要學(xué)會說：“You can buy them by installment”如何解釋分期付款還要會解釋： “ You pay a dow-payment of five hundred dollars, and then, within a year, one hundred for each an everymonth. （可以先付訂金500元，然后在一年內(nèi)，每月付 100元）

38、 如何收取貨款如果是當(dāng)場付清貨款，就可能用到這個句子： Could you pay at the Cashiers Desk請到收銀臺付款）如何找零下歹U句子要活學(xué)活用： “ Thirteedollars and twenty cents from one hundred dollars leaves eighty six dollars and eighty cents. You might see if thats alright, sir.（收您100 元，減去 13 元2角，應(yīng)找您86元8角，請點(diǎn)下數(shù)目）如何開立發(fā)票、收據(jù)東西賣出后，并非萬事大吉，開發(fā)票、給收據(jù)、找零錢是一貫作業(yè)，一句

39、 Heres your receipt 過后，別忘了說聲謝謝。找錯錢了怎么辦誰都有出錯的時(shí)候，這時(shí)態(tài)度一定要誠懇： Im/ery sorry for the mistake ,然后再說：“ Heres the right change.（這才是要找您的零錢數(shù)）標(biāo)準(zhǔn)買單方式當(dāng)顧客問你：How much will this be （多少錢？”）,你可以說 “Just a moment, please. I ll calculate that for you.（請等下，我算算看）解釋稅率及服務(wù)費(fèi)顧客的疑慮多針對服務(wù)費(fèi)service charge （在國外還有稅率tax rate）,您的說明一定要明白

40、無誤： A 10% service charge have been added to your bill.（賬單已經(jīng)力口了 10%的服務(wù)費(fèi)）如何議價(jià)如果愿意降價(jià)，可以使用 however來轉(zhuǎn)折語氣：However,., we can give you a discount.（然而，由于，我們可以給您打折）如何優(yōu)待熟客對熟客可以說：“ Ordinarily we sell them for one hundred and fifteen dollars, but Ill make aconcession.（我們一月要賣115元，但您可以優(yōu)惠）如何給新顧客打折對新顧客可以說：“I can man

41、age to give you a discount of ten percent, deemin as a kind ofexpenditure for advertisement.（給您 9 折，當(dāng)作是宣傳費(fèi)吧）如何說明價(jià)廉物美“Its indeed tw-pence colored （其是價(jià)廉物美）這句流行用語可是中外皆宜如何解說免稅商品免稅商品的標(biāo)簽通常會注明 Its taxree，”當(dāng)然，您首先要確認(rèn)顧客是否屬于觀光客，可以說： “ May I see your passport, please”如何介紹名貴產(chǎn)品名貴產(chǎn)品通常價(jià)格不菲，所以“A good product will al

42、ways sell.（貨好銷路好）要比一直強(qiáng)調(diào)“ pretty goodS具說服力如何收取首付款分期付款與收取其他貨款并沒有多大不同，后者除手續(xù)稍微復(fù)雜一點(diǎn)外，前提是 “Mayhave some money as a deposit （您可以付部分訂金嗎？）支票付款時(shí)當(dāng)今，顧客逐漸習(xí)慣使用支票（check）或信用卡（credit card）付款，面對這種情況，您要會說：“ Of course you can pay by check.”如何說明折扣方式有多種多樣，不過千萬不要認(rèn)為“15% discount to yoU1打一五折1 （八五折）如何利用大甩賣這可是您大展身手的好機(jī)會， You m

43、ay not have the same chance again請勿錯失良機(jī)）”是使用頻率最高的一句話如何說明免費(fèi)修改衣服的改短（shorten）及改?。╰ake in）多半是免費(fèi)的，你可以向顧客說清楚 Wontcharge for this. ”如何廉價(jià)傾銷告訴顧客，其購買量的大小決定折扣的高低：“ Iyou buy more than four pounds, we canallow you ten percent discount （如果您購買4磅以上，可以打 9折）如何推介品牌優(yōu)秀的推銷員應(yīng)該懂得在適當(dāng)?shù)臅r(shí)機(jī)，向顧客推銷名牌產(chǎn)品，像“ Arou interested in apart

44、icular brand （您有沒有感興趣的品牌？）之類的介紹性開場白，要很熟悉。至于 PLAYBOY、issey miyake、LACOSTE、Christian Dior等世界級名牌，只要知道牌子的名 字就行了，甚至根本用不著推銷。如何證明質(zhì)地有些特定商品，要證明其品質(zhì)，有其特別的鑒定法：如果是羊毛 （pure wool）,您說：“l(fā)et me prove it讓我證明給您看）。接下來要做的是 strike a match and burn a thread of it（劃根 火柴，燒一條毛線）就明白了 如何附帶推銷 一個成功的salesperson除了要充實(shí)自己個方面的知識能力之外，還必

45、須熟悉各種推銷手 法，附帶推銷就是及其關(guān)鍵的一項(xiàng)。 完成推銷后，可說：“Now, what about something els 或者What next（還要些別的嗎？）常常能收到意想不到的效果。如何找出妨礙銷售的主因推銷是由被拒絕時(shí)開始的”，這句話是拉人壽保險(xiǎn)業(yè)績居全球之冠的E.G雷塔門所說的名言。所以，被拒絕時(shí)應(yīng)如何突破妨礙銷售的主因是推銷員必須多加訓(xùn)練的課題。買東西的人常常都喜歡在購物時(shí)征詢對方意見，因此，您必須點(diǎn)明 “ Maybyou must rely on the opinion of your family.也許；您必須要靠家人來做出決定）然后，顧客就會說出真正的原 因何在了。

46、如何說明本國制造或是國外進(jìn)口人們基本上都有喜歡外國貨的心理，這是，推銷人員可以分別介紹之，“Thiss made inChina, but that isnt.（這是中國造的,那個是進(jìn)口的）。如何請顧客改換別的樣式?jīng)]有顧客指定要購買的物品時(shí)，千萬不要到此為止，必須迅速反應(yīng)：“ Sorrywe haventgot that. Do you prefer Salem 抱歉，我們沒有那個。您喜歡用 Salem來代替嗎？）這種持 續(xù)維持積極銷售的態(tài)度，才是制勝的不二法門。如何勸顧客定制如果顧客在成衣柜上找不到合適的服裝，您不妨建議他定制一套，同時(shí)向他說明定制的優(yōu)點(diǎn)：“ They are fitted

47、to the body, and are much more carefully finishedlU合身, 手工也比較精致）如何說明貨物可換一般而言，貨物出門，概不退換。但是，如果商品確實(shí)有瑕疵，通?？梢栽谝欢〞r(shí)間內(nèi)更換。這時(shí)您要說：Well exchange it, of course當(dāng)然，我們會幫您換）如何保證修理信譽(yù)良好的廠家對于所售的商品都有足夠的保證，因?yàn)樯獠皇侵蛔鲆粫r(shí)，而是長久的，因止匕您會用至U:“ The guarantee provides for free service and partS.證免費(fèi)修理）。如何保證合用如果對自己推銷的產(chǎn)品有足夠的信心，您當(dāng)然可以拍著胸脯

48、對顧客說：“ Ifhey do not fitperfectly, I will have another suit made for you, 如果有一點(diǎn)點(diǎn)取合身，我可以為您另外做 一套。）推銷員保證合用的話，極易說服顧客，因?yàn)檎娴谋ＷC必然是令人滿意的。如何實(shí)地操作現(xiàn)場實(shí)地操作產(chǎn)品的功用，對于推銷者來說，是十分必要的訓(xùn)練。如果顧客要您have itoperated（青您操彳一下）時(shí)，您就可以立刻派上用場： “Nowyou see how interestingly it works現(xiàn)在大家可以看看，它轉(zhuǎn)動得多有趣。）如何列明購物清單客人大批量購買時(shí)，您最好能為其列明一張清單，然后征詢顧客意

49、見，重復(fù)一遍才算大功告成：“I will give you a bill listing all of them我會給您一份列明所購物品的賬單）如何散裝零買像餐具之類的東西，大都要成套購買比較合算，推銷人員通常會說：“It must cost moreyou just want a single cup”如果您只買一個杯子，價(jià)格會比較貴）基于貪小便宜的心理， 顧客大多會成套購買的。如何包裝成禮品顧客為送禮而購買的商品，絕對注重包裝。因此，您最好在得知顧客是要送禮之后，用這 句：“ G-wrap it for you讓我替您包裝成禮品吧）主動、積極常能讓您立于不敗之地。 如何幫顧客分別寄送推銷者

50、的服務(wù)是隨時(shí)隨地的，因此當(dāng)客人的物品要分別寄送到兩地時(shí)，您當(dāng)然得說：I send them Or you separately.我會探您分另J寄送的）從交易的細(xì)節(jié)中，可以考驗(yàn)出一個推銷者的應(yīng)變能力。如何確認(rèn)商品知識知己知彼，才能百戰(zhàn)不殆。推銷員必須知道，銷售的原動力主要在于您的推銷術(shù)，而不是商品本身；因此，你的商品知識與經(jīng)驗(yàn)，相形之下就顯得格外重要?！?Judgin勺o(hù)m pastsales根據(jù)我的銷售經(jīng)驗(yàn)）是一句很好的開端，接下來說： Id say youll never have to call on your guarantee您永遠(yuǎn)都無需拿它來修理）。如何感謝熟客對于熟客，推銷員不用太

51、過于恭敬客氣，像這樣說一句Im most pleased if you would liketo see them, whether you are going to buy or not ”您只要參觀看看就可以了，不管您買不 買，我都覺得很高興）就萬事OK 了。如何說明便利快速的服務(wù)推銷與廣告是一體的，因此I ll do my best as soon as possibl或會盡快為您提供最好的 服務(wù)）這句話要時(shí)時(shí)刻刻掛在嘴上，才能有效開展推銷工作。如何說明營業(yè)時(shí)間說明營業(yè)時(shí)間是保證生意上門的前提，因此， “ Our business time is from 10:00 AM to 9:0

52、0PM我們的營業(yè)時(shí)間是從早上10點(diǎn)到晚上9點(diǎn)）這類話幾乎天天都用得到，推銷員應(yīng)該倒背如流。如何替顧客留話現(xiàn)代商場上，電話應(yīng)對是相當(dāng)重要的一項(xiàng)。尤其在百貨公司或餐館里，常會接到要找客人 的外線電話，如果廣播叫他來聽，它卻不在，您就要把他有禮貌地要求留言：“ May I havethe message ”如何迅速成交談生意提及錢，就離成交不遠(yuǎn)了。推銷員處理錢財(cái)?shù)姆绞奖仨毭骺旃麤Q，只要價(jià)格合理、顧客滿意、推銷員就要手腳敏捷，馬上接口說“Take you sixty dollars, sir收您60元，先生）交貨找零，一次OK如何拒絕退換拒絕顧客是一門學(xué)問，要采取委婉的聲東擊西法；譬如顧客要退錢、換貨等事項(xiàng)時(shí)，您只 要說：Im sorry, its our store rule對不起，這是我們的店規(guī) 一概不退換）不但能輕松解決 問題，還能樹立良好的店風(fēng)行規(guī)。如何因品質(zhì)不良向顧客道歉推銷員感