商务英语写作-3-询盘与回复.ppt

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1、卢宗聪沈宏方凯迪1CommunicationisaBridge.BUSINESSWRITING商务英语写作Chapter3Sales-relatedInquiriesandReplies询盘与回复函2021/8/232Sales–relatedinquiresLettersseekinginformationfallintotwobroadcategories:generalinquiriesandsales-relatedinquires.Inthischapter,weonlydiscusssales–relate

2、dinquireswhicharewritteninregardtoaproductoraservicepurchased/soldorbeingconsideredforpurchase/sale.Inordertoobtainasatisfactoryresponse,thewriterofsuchinquiryshouldstatehis/herrequestspecificallyandcourteously.Becausebusinessesusuallybenefitfromsuchcorresponden

3、ce,youcanwritesales-relatedinquiriesindirectorder.Part12021/8/233Begindirectlywiththeobjective,indicatingageneralinquiryaboutproductsorservice.Includespecificrequestsorquestionsabouttheproductsorservices.Ifanumberofquestionsorrequestsareinvolved,listthembynumber

4、sorbullets,orleavespacebetweenthem.Endwithgoodwillwordsadaptedtoeachparticularsituation.Thegeneralplanforsales-relatedinquiries:2021/8/234RepliestoSales-relatedInquiriesAlmostallthebusinesspeopleknowthateveryinquirytheyanswer(whetherobviouslysales-relatedornot)m

5、aycarrytheseedoffuturebusiness.Inquirerswhoarenotthemselvescustomersorpotentialcustomersmaybeinapositiontoinfluenceotherstobuy.Thewriter’sfirstobjective,therefore,istobuildgoodwill.Hissecondobjectiveistoinfluencethesale,iftheinquiryopensuptheopportunityfornewora

6、dditionalbusiness.Thesuccessofbothobjectivesdependslargelyonyouradherencetotheseprinciples:2021/8/235AnswerPromptly.ReplyCourteously.RespondCompletely.ProvideAdditionalInformation.FollowuptheAnswer.Principlesforsales-relatedreplies2021/8/236Thegeneralplanforsale

7、s-relatedrepliesisasfollows:1.Beginbycourteouslyindicatingthatyouareansweringhis/herrequestsaboutproductsorservices,identifyingthecorrespondencebeinganswered(incidentallyorinasubjectline)2.Expressinterestintherequest.3.Ifpossible,answerallquestionsandrequests,pr

8、eferablyintheorderposed.4.Includeanynecessarydetailsthatthereadermayneedtoknowaboutproductsorservices.5.Usesalesopportunitieswhenappropriate.5.5.Considerincludingextr