外贸邮件范文延期交货（精选多篇）

发布时间：2022-12-26 21:02:42 来源：其他范文收藏本文下载本文手机版

推荐第1篇：延期交货说明

关于延期交货的申请

我公司与贵公司签订的二级反渗透膜水处理装置合同及回用水分配系统工艺管道安装合同，合同编号HB2013，HB20130119-01合同规定预付款到位后60天交货。我公司于2013年12月9日收到预付款，按合同要求应在2014年2月9日前交货。

由于在此期间，存在元旦与春节两个节假日，特别是在春节期间我公司也将按国家规定放假，因此可能会延期交货。在此我公司特向贵公司申请延迟7天交货，即于2014年2月16日前交货。望贵公司同意。盼复！

推荐第2篇：延期交货协议书

篇1：交货延期补充协议

交货延期补充协议

供方：河南汇通甲醇有限公司

需方：苏州兰多国际贸易有限公司

编号：htx-2013092314381x 经双方友好协商，苏州兰多国际贸易有限公司与河南汇通甲醇有限公司于合同（htx-2013092314381x）项下1000吨国产甲醇，交货时间变更为2013年10月8日至2013年10月18日。原合同约定其它条款不变以原订合同为准，双方盖章确认，传真件有效。

河南汇通甲醇有限公司

苏州兰多国际贸易有限公司

2013年9月30日篇2：延期交货条款

延期交货条款

供方:北京宝钢北方经贸有限公司

需方: 合同编:x140200242 1.合同约定交货日期:2014.3.31 2.供方未能按合同规定的交货时,需方有权向供方收取违约金,违约金计算方法如下: 1) 迟交的第一周违约金按合同总款的5%; 2) 迟交的第二周违约金按合同总款的10%; 不满一周按一周计算. 2014.3.31 篇3：延期交货索赔谈判方案书

延期交货索赔谈判方案书

一、谈判时间：

谈判地点：红牡丹公司

谈判双方：甲方：红牡丹公司乙方：白玫瑰公司

二、谈判主题

解决布料的延迟交货的索赔问题，维护双方长期合作关系，使双方合作向新的高度迈进

三、谈判团队人员组成

主谈：卜雨涵，公司谈判全权代表；

决策人：王素林，负责重大问题的决策；

技术顾问：徐浩然，负责技术问题；

法律顾问：张源，负责法律问题。

四、双方利益及优势分析

我方核心利益：

1、要求对方尽早交货，并对我方进行赔偿，弥补我方的损失

2、维护双方长期合作关系。

对方核心利益: 1.、解决索赔问题，对索赔问题尽量找到最好的方法（赔偿少量

钱，尽量提早交货）

2、维持双方长期合作关系，不愿让公司名誉受损，也不愿失去

红牡丹公司这一实力较强的大客户。

我方优势：

1、我方公司占有中国某类布料服装市场的三分之一的份额，而且是

国内十大服装名牌之一

2、对于我方违反合同规定，根据免责之外的条款要求我方赔偿损失

我方劣势：

1、我方迫切需要布料急需布料生产，迫切需要与对方合作，否则将

会造成更大的损失

2、市场上这种布料紧缺

对方优势：

1、法律优势，由于汶川地震是导致工厂不能按时交货的不可抗力

因素，法律关于不可抗力所产生的后果给了相关面子的规定

2、我方根据合同，由不可抗力产生的延迟交货不适用处罚条列

3、对方迫切需要布料，以便满足客户需求，对方于我方无法达成合

作将对其造成巨大损失

对方劣势：

1、不可抗力这一点对与对方极为有利，对方将根据此条拒绝赔偿，

客观存在的汶川地震的确对被告履行合同造成不利影响

2、由于对方延迟交货对与他们也会带来利润和名誉上的损失

五、谈判目标

1、最高目标：体面、务实地解决此次索赔问题，重在维护双方长期合作关系，尽快交货以减少我方损失，赔偿600万元，交货期为6月15号之前，为弥补我方损失

2、可行目标：尽快交货以减少我方损失，赔偿200万元，交货期为6月30号，为弥补我方损失，向对方提出降价5%的要求

3、最低目标：赔偿100万元-200万元，交货期推迟到6月30号，由我方提供运输费用

六、程序及具体策略操作

(一) 开局：

方案一：感情交流式开局策略：通过谈及双方合作情况形成感情上的共鸣，

把对方引入较融洽的谈判气氛中。

方案二：采取进攻式开局策略：营造低调谈判气氛，强硬地指出对方因延迟

交货给我方带来巨大损失，开出600万元的罚款，以制造心理优势，

使我方处于主动地位。

对方提出有关地震属于不可抗力的规定拒绝赔偿的对策：

1、借题发挥的策略：认真听取对方陈述，抓住对方问题点，进行攻击、突破；

2、法律与事实相结合原则：提出我方法律依据，并对地震事件进行剖析

对其进行反驳。 (二) 中期阶段：

1、红脸白脸策略：

由两名谈判成员其中一名充当红脸,一名充当白脸辅助协议的谈成，适时将谈判话题从地震事件的定位上转移交货期及长远利益上来，把握住谈判的节奏和进程，从而占据主动；

2、层层推进，步步为营的策略：

有技巧地提出我方预期利益，先易后难，步步为营地争取利益；

3、把握让步原则：

明确我方核心利益所在，实行以退为进策略，退一步进两步，做到迂回补偿，充分利用手中筹码，适当时可以退让赔款金额来换取其它更大利益；

4、突出优势: 以资料作支撑，以理服人，强调与我方协议成功给对方带来的利益，同时软硬兼施，暗示对方若与我方协议失败将会有巨大损失；

5、打破僵局: 合理利用暂停，首先冷静分析僵局原因，再可运用把握肯定对方行式，否定方实质的方法解除僵局，适时用声东击西策略，打破僵局。

(三) 休局阶段：如有必要，根据实际情况对原有方案进行调整；

(四) 最后谈判阶段：

1、把握底线，:适时运用折中调和策略，把握严格把握最后让步的幅度，在

适宜的时机提出最终报价，使用最后通牒策略；

2、埋下契机：在谈判中形成一体化谈判，以期建立长期合作关系；

3、达成协议：明确最终谈判结果，出示会议记录和合同范本,请对方确认,确定正式签订合同时间。

七、谈判议程

通则议程：

（一）中心议题：解决布料的延迟交货的索赔问题，维护双方长期合作关系

（二）谈判时间

（三）谈判地点

细则议程：谈判策略

八、制定应急预案

双方是第一次进行商务谈判，彼此不太了解。为了使谈判顺利进行，有必要制定应急预案。

1、对方承认违约，愿意支付赔偿金，但对600万元表示异议；

应对方案：就赔款金额进行价格谈判，运用妥协策略，换取在交货期、技术支持、优惠待遇等利益。

2、对方使用权力有限策略，声称金额的限制，拒绝我方的提议。

应对：了解对方权限情况，“白脸”据理力争，适当运用制造缰局策略，“红脸”再以暗示的方式揭露对方的权限策略，并运用迂回补偿的技巧，来突破缰局；异或用声东击西策略。

3、对方使用借题发挥策略，对我方某一次要问题抓住不放。

应对: 避免没必要的解释，可转移话题，必要时可指出对方的策略本质，并声明，对方的策略影响谈判进程。

4、对方依据法律上有关地震属于不可抗力从而按照合同坚决拒绝赔偿。应对：应考虑到我方战略目标是减小损失，并维护双方长期合作关系，采取放弃赔偿要求，换取其它长远利益。

5、若对方坚持在“按照合同坚决拒绝赔偿”一点上，不作出任何让步，且在交货期上也不作出积极回应。则我方先突出对方与我方长期合作的重要性及暗示与我方未达成协议对其恶劣影响，然后作出最后通牒

九、准备谈判资料

相关法律资料：《中华人民共和国合同法》、《国际合同法》、《国际货物买卖合同公约》、《经济合同法》。

备注：

《合同法》违约责任

第一百零七条当事人一方不履行合同义务或者履行合同义务不符合约定的,应当承担继续履行、采取补救措施或者赔偿损失等违约责任。

联合国《国际货物买卖合同公约》规定：不可抗力是指不可抗力是指不能预见、不能避免并不能克服的客观情况。

通常包括：

（１）天灾，如火灾、水灾、地震、暴风雪、闪电等；

（２）战争以及类似战争状态，如战争、封锁、禁运等；

（３）政治现象，如政治革命、内战、暴动及封锁；

（４）社会现象，如罢工、民众骚扰、工厂封闭；

（５）运输方面的航运阻碍、交通阻塞；

（６）其他不可抗力事故，如传染病以及通常之意外事故；合同范同、背景资料、对方信息资料、技术资料、财务资料。

篇4：合同执行延期情况说明

关于1600℃自动升降炉合同执行延期交

货情况说明

*********有限公司: 关于贵公司购买我公司（*****有限公司）的1600℃自动升将炉（型号规格：tc-16s3 450mm*300mm*250mm），由于诸多原因，原定于20**年**月**日发货，实际于20**年**月**日完工，同时由于春节到来，应贵方要求，我们将在春节过后与贵公司商谈发货。对于炉子的延期交货给贵公司造成的不便我们致以最真诚的歉意，关于炉子的延期交货主要原因如下：

1.由于这台高温自动升降炉是非标产品，为保证炉子的质量，炉子的设计和审核确认比其他标准的产品复杂的多，以致在时间上超出了预期。

2.为保证产品质量，我们专门订购了一批日本生产的纤维板作为保温材料，但由于合作厂商在年底前业务繁忙，货源紧张，同时我们不可能只为此炉定几块板，是定了一批货，量大，所以订货周期比往常较长。

3.为了使用方便，我们对液压装置进行了改装，液压装置在自动升降的基础上，改为手动泄压升降与自动一体。比直接使用成品液压装置工期加长。同时我们为保证液压装置的质量，防止漏压漏油，以及长时间使用炉子出现，炉口下降的情况，我们对炉子进行了无载和重载条件下的实验，每次实验两天，延长了炉子的生产周期。

4.年底，各合作厂家业务都比较繁忙，同时物流运输的紧张，造成我们很多的原材料订货周期加长，例如氧化铝空心球砖、硅钼棒等一些非标材料的定制。

5.多名员工结婚请假出差调试造成工作人员不足，导致单个炉子工期加长。

由于上述情况以及其他诸多原因造成交货延后，我们在此再次深表歉意，我们所能做的便是竭尽所能做好产品，在保证质量的前提下

推荐第3篇：交货延期补充协议

交货延期补充协议

供方：河南汇通甲醇有限公司

需方：苏州兰多国际贸易有限公司

编号：HTX-2013092314381X

经双方友好协商，苏州兰多国际贸易有限公司与河南汇通甲醇有限公司于合同（HTX-2013092314381X）项下1000吨国产甲醇，交货时间变更为2013年10月8日至2013年10月18日。原合同约定其它条款不变以原订合同为准，双方盖章确认，传真件有效。

河南汇通甲醇有限公司

苏州兰多国际贸易有限公司

2013年9月30日

We understand from your information posted on Alibaba.com that you are in the market for textiles.We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future.

We are a joint venture specializing in the manufacture and export of textiles.We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present.You may also visit our online company introduction at Http://www.daodoc.com which includes our latest product line.

Should any of these items be of interest to you, please let us know.We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Sincerely, John Roberts

B、对新买家要求建立业务联系的回复

Dear Mr.Jones:

We have received your letter of 9th April showing your interest in our complete product information.

Our product lines mainly include high quality textile products.To give you a general idea of the various kinds of textiles now available for export, we have enclosed a catalogue and a price list.You may also visit our online company introduction at Http://www.daodoc.com which includes our latest product line.

We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future. Sincerely,.

C、向老客户介绍公司新的产品信息

Dear Mr.Jones:

We have refreshed our online catalog at http://www.daodoc.com, and now it covers the latest new products, which are now available from stock.

We believe that you will find some attractive additions to our product line.Once you have had time to study the supplement, please let us know if you would like to take the matter further.We would be very happy to send samples to you for close inspection.

We will keep you informed on our progre and look forward to hearing from you. Sincerely,

D、回复对某个产品的查询

Dear Mr.Jones:

Thank you for your inquiry of 16 March.We are pleased to hear that you are interested in our product \"toaster\". We\'ve enclosed the photo and detailed information of the product for your reference: Product: toaster

Specification: xxxxxxxxxxxxxxx Package: 1pcs/box Price: 10usd/pcs Payment: L/C

For purchase quantities over 1,000pcs of individual items we would allow you a discount of 1%.Payment is to be made by irrevocable L.C at sight. We look forward to receiving your first order. Sincerely,

E、无法提供对方查询中所要求的产品时

Dear Mr.Jones:

Thank you for your enquiry of 12 March cate 9 cable.

We appreciate your efforts in marketing our products and regret very much that we are unable to supply the desired goods due to exceive demand.

We would, however, like to take this opportunity to offer the following material as a close substitute:

Cate 5, US$__ per meter FOB Shanghai, including your commiion 2%.

Please visit our catalog at http://www.daodoc.com for more information on this item.If you find the product acceptable, please email us as soon as poible. Sincerely,

F、查询对方公司的产品

Dear Sir or Madam:

We know that you are exporters of textile fabrics.We would like you to send us details of your various ranges, including colors and prices, and also samples of the different qualities of material used.

We are volume dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned.

When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not le than 1000 meters of individual items.Prices quoted should include insurance and freight to San Francisco. Sincerely,

G、几种报盘

(a.)

Dear Mr.Jones:

We thank you for your email enquiry for both groundnuts and Walnutmeat CNF Copenhagen dated February, 21.

In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per metric ton CNF Copenhagen and any other European Main Ports.Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft.

Please note that we have quoted our most favorable price and are unable to entertain any counter offer.

As you are aware that there has lately been a large demand for the above commodities.Such growing demand will likely result in increased prices.However you can secure these prices if you send us an immediate reply. Sincerely,

(b.)

Dear Mr.Jones:

We thank you for your letter dated April 8 inquiring about our leather handbags.As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg.Shipment will be effected within 20 days after receipt of the relevant L/C iued by your first cla bank in our favor upon signing Sales Contract.

We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference.We hope some of them meet your taste and needs.

If we can be of any further help, please feel free to let us know.Customers\' inquiries are always meet with our careful attention. Sincerely,

(c.)

Re: SWC Sugar Dear Sirs,

We are in receipt of your letter of July 17, 2002 asking us to offer 10,000 metric tons of the subject sugar for shipment to Japan and appreciate very much your interest in our product. To comply with your request, we are offering you the following: 1.Commodity: Qingdao Superior White Crystal Sugar.

2.Packing: To be packed in new gunny bag of 100kgs.each. 3.Quantity: Ten thousand (10000) metric tons.

4.Price: US dollars one hundred and five (US$105.00) per metric ton, Fob Qingdao.

5.Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in Qingdao and to be drawn at sight.

6.Shipment: Three or four weeks after receipt of letter of credit by the first available boat sailing to Yokohama direct.

Please note that we do not have much ready stock on hand.Therefore, it is important that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval. We are awaiting your reply. Sincerely,

H、作为对方供应商，认为对方压价太低

Dear Mr.Jones:

We confirm having received your telex No.LT/531 of May 17, asking us to make a 10% reduction in our price for Men\'s Shirts.Much to our regret, we are unable to comply with your request because we have given you the lowest poible price.We can aure you that the price quoted reflects the high quality of the products.

We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention. Sincerely,

I、作为买家，认为对方报价太高

Dear Mr.Jones,

We acknowledge receipt of both your offer of May 6 and the samples of Men\'s Shirts, and thank you for these.

While appreciating the good quality of your shirts, we find your price is rather too high for the market we wish to supply.

We have also to point out that the Men\'s Shirts are available in our market from several European manufacturers, all of them are at prices from 10% to 15% below the price you quoted.

Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%.As our order would be worth around US$50,000, you may think it worthwhile to make a conceion.

We are looking forward to your reply, Sincerely,

J、要求对方开立信用证

Dear Mr.Jones:

With reference to the 4,000 dozen shirts under our Sales Confirmation No.SX260, we wish to draw your attention to the fact that the date of delivery is approaching but up to the present we have not received the covering L/C.Please do you utmost to expedite its establishment so that we may execute the order within the prescribed time.

In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract.

We look forward to receiving your favorable response at an early date. Sincerely,

K、因对方未能如期信用证而交涉

Dear Mr.Jones:

With reference to our Sales Confirmation No.825 dated August 10, 2002, we regret to say that your letter of credit has not yet reached us up to the time of writing.This has caused us much inconvenience as we have already made preparations for shipment according to the stipulations of the said Sales Confirmation. You must be aware that the terms and conditions of a contract once signed should be strictly observed, failure to abide by them will mean violation of contract.If you refer to our Sales Confirmation, you will see the clause reading:

\"The Buyer shall establish the covering Letter of Credit before 30th August, 2002, failing which the Seller reserves the right to rescind the contract without further notice.\"

The goods you ordered have been ready for quite some time and the demand of late has been so great that we find it hard to keep them for you any longer.However, in consideration of our friendly busine relations, we are prepared to wait for your L/C, which must reach us not later than October 5, 2002.If we again fail to receive your L/C in time, we shall cancel our Sales Confirmation and ask you to refund to us the storage charges we have paid on your behalf. Your cooperation in this respect will be appreciated. Sincerely,

L、修改信用证

Dear Mr.Jones:

We have received your L/C No.121/99 iued by the Yemen Bank for Reconstruction & Development for the amount of $19,720 covering 1,600 dozen Men\'s Shirts.After reviewing the L/C, we find that tranhipment and partial shipment are not allowed.

As direct steamers to your port are difficult to find, we have to ship via Hong Kong more often than not.As to partial shipment, it would be our mutual benefit because we could ship immediately whatever we have on hand instead waiting for the whole lot to be completed.

We, therefore, are writing this afternoon, asking you to amend the L/C to read: \"TRANSSHIPMENT AND PARTIALSHIPMENT ALLOWED\"

We shall be glad if you see to it that amendment is cabled without any delay, as our goods have been packed ready for shipment for quite some time. Sincerely,

M、延期信用证的期限

Dear Mr.Jones:

We thank you for your L/C for the captioned goods.We are sorry that owing to some delay on the part of our suppliers at the point of origin, we are not able to get the goods ready before the end of this month.As a result, we sent you a cable yesterday reading: L/C1415 PLSCABLE EXTENSION SHIPMENT VALIDITY 15/31 MAY RESPECTIVELY LETFOLLOWS

It is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it on s/s \"Fanyang\" sailing from Dalian on or about 10th May.

We are looking forward to receiving your cable extension of the above L/C thus enabling us to effect shipment of the goods in question. We thank you for your cooperation. Sincerely,

N、拒绝对方做独家代理商的要求 Dear Mr.Jones:

Thank you for your letter of 15th September.

As we are now only at the get-acquainted stage, we feel it is too early to take into consideration the matter of sole agency.In our opinion, it would be better for both of us to try out a period of cooperation to see how things go.Also, it would be neceary for you to test the marketability of our products at your end and to continue your efforts in building a larger turnover to justify the sole agency arrangement.

We enclose our latest pricelist covering all the products we handle within the framework of your specialized lines.

We look forward to hearing from you. Sincerely,

O、指定对方为独家代理商

Dear Mr.Jones:

We have received your letter of the 15th and are impreed with the proposal you make.We are pleased to tell you that we have decided to entrust you with the sole agency for our Embroideries in the territory of Sweden.

The Agency Agreement has been drawn up for a duration of one year, automatically renewable on expiration for a similar period unle a written notice is given to the contrary.Enclosed you will find a copy of the draft.Please go over the provisions and advise us whether they meet with your approval.

We shall do all in our power to aist you in establishing a mutually beneficial trade. Sincerely,

P、处理对货损的投诉

Dear Mr.Jones:

We have received your letter of 18th July, informing us that the sewing machines we shipped to you arrived in a damaged condition on account of imperfectne of our packing.

Upon receipt of your letter, we have given this matter our immediate attention.We have studied your surveyor\'s report very carefully.

We are convinced that the present damage was due to extraordinary circumstances under which they were transported to you.We are therefore not responsible for the damage; but as we do not think that it would be fair to have you bear the lo alone, we suggest that the lo be divided between both of us, to which we hope you will agree.

Sincerely,

Q、处理对货物品质的投诉 Dear Mr.Jones:

We very much regret to learn form your letter of 2nd March that you are not satisfied with the dre materials supplied to your order No.9578 From what you say it seems poible that some mistakes has been made in our selection of the materials meant for you and we are arranging for our Mr.Yang to call on you later this week to compare the materials supplied with the samples form which your ordered them.

If it is found that our selection faulty, then you can most certainly rely on us to replace the materials.In any case, we are willing to take the materials back and, if we can not supply what you want, to cancel your order, though do this reluctantly since we have no wish to lose your custom.

邮件技巧：

我们已经及时回复了买家询盘，但似乎总是“石沉大海”：相信这是众多外贸人员常遇到的状况。这是为什么呢?是邮件内容太多无针对性?内容太少买家没兴趣?还是我们的英语水平需要再提高?客观言说：以上揣测都可能会影响到但只是片面的影响，当下电子商务运用日渐广泛深入，买家通过给出的平台寻找感兴趣的中国供应商时，往往不会只针对一家厂商发送询盘，如何才能积极跟进初次询盘促成订单，让我们在完成初步的询盘筛选后一同来关注询盘跟进技巧.

一、询盘为泛问所有产品

内容大多如下：

We are interested in all your products, could you please send us more information and samples about your products and price list?

回复可参考如下：

Dear Sir/ Madam,

Thanks for your inquiry at Alibaba.com.

We are profeional supplier for XX(产品名) at competitive price, located in XX(公司地址).By now our products have been exported to XX(出口国别或地区).Here is the attachment with some pictures & price of our products that may suit your market requirements.Also you’re welcome to check our website(xxx) for more details and select your interested products.

We’re sincerely looking forward to developing busine with you, If any comments, we would be glad to discu in details through MSN：XXX \\ mails or any way you like.(附件内容可挑选一些公司主打产品或通过搜索初略客户市场需求后可推荐的产品类型)

泛泛咨询时，往往真实购买意图一般，除非其正好需要/感兴趣您现在的产品或您挑选出的主打产品。对能给予继续回复的买家应继续重点追踪，未回复的买家可在转发首次回复邮件基础上询问买家是否有收悉X月X日的回复。

二、询盘为针对公司具体产品发的询价

此类询盘价目标性较强，真实有效性较高，需重点跟进。倘若已据询盘内容做出了具体回复，并报了价格，但买家没有再回邮件，可发以下邮件提醒：

Dear Sir/ Madam,

Several days no news from you and sincerely may all go well.

Now I am writing for reminding you about our offer for XXX(品名) dated on XXX as reply to your inquiry from Alibaba.com Have you got (or checked) the prices or not? Any comments by return will be much appreciated.It will be our big pleasure if we have opportunities to be on service of you in near future.

Looking forward to your prompt response.

(最好把第一次发给客户的邮件内容和客户最初的询盘附在邮件下方以提醒买家。简便方法：可直接转发第一封回复邮件。收件人写明买家的Email.)

若过段时间，买家还是没有回复邮件，建议可再发如下类似邮件再次追踪：

Dear Sir/ Madam,

How are you? Hope everything is ok with you all along.

Now I am emailing you to keep in touch for further busine.If any new inquiry, you’re welcome to reach us here and I will try my best to satisfy you well with competitive price as request.

By the way, how about your order (or busine) with item XXX? If still pending, I would like to offer our latest price to promote an opportunity to cooperate with each other.

如果连续三封邮件发出去之后买家仍然无动于衷，基本证明买家可能对您产品/价格不感兴趣或者由于其他原因暂时不需要您的产品，可暂时搁置，将时间用在继续寻找新的目标客户上。当然也有很多非常好的买家会被您的毅力感动，回复告诉您一些关于产品进展的情况。我们千万不可急于求成，应仔细分析家客户的提示有针对性得去保持追踪。

以下为几种经常收到的买家回复：

1.客户收到跟进邮件后，如暂时对提供的产品无需求的话，他/她一般都会说以后联系，说明以后还是有机会的，这个时候一定要有耐心：

Dear，

I’m doing fine, thanks for your information.

I’m still in the planning of building my new office, due to the work constrain I decided to delay it first.

Anyway I will contact you once I decided.Thanks!

2.收邮件的人不是公司决策者

Dear，

Thank you! I received your email and I sent it to our outsourcing manager.He didn’t tell me anything just now.

I will contact you soon once got any news.

3.告诉您不及时回复邮件的原因

Dear，

I receive more than 10 offers every day and it will take me some times to look into each and every offers.I will contact you in the future if you are in our selection of companies.Many thanks for your co-operation.

跟进技巧：这类客户建议可通过发新产品介绍或者新报价的方式来保持联系，相信时间久了成为您客户的能性还是比较大的。至少让买家对您留有印象，即使暂时不需要您的产品，日后有需要的时候也会首先可想到您。

4.可能暂时不需要您的产品，但会问其他产品或者详细咨询一些与产品相关的问题，如：

Dear，

Sorry for delay in my reply.

I have been so busy searching through all the mails, concerning the item of XX(产品).May I ask you, where you purchase XXX(可能是产品相关行业的其他产品或产品的材料部件).Currently We’re interested in this subject.

In the coming days, I will reply concerning some samples.

跟进技巧：这样的客户就要根据公司的实际情况来回复了，建议不管能否帮得上忙都能给些回复和建议，暂时不能成为客户也可以先做朋友嘛，至少他问的是与您产品相关的问题，中国有句俗话“多个朋友多条财路”，特别是生意上的朋友!

5.想借机刺探军情的

Dear,

Sorry for the late reply.I will get back with you later.

I am very busy at the moment.If you have US customer as reference, that would help a lot.I am not here to steal information.We use reference in US to generate trust, just like you have “connections” (friends) among Chinese.

跟进技巧：应对这样的买家，如果公司在US地区有关系较好，规模较大的老客户，不妨挑选两个介绍给他/她，这样很能显示您的实力。但回复之前还是应根据公司具体产品在这个地区的推广情况来做妥当回复，站在买家立场多思考其询问的真正目的，考虑已在合作的客户公司是否愿意您将其公司名称透露，因为同一区域的多个采购上不可避免将存在竞争。一般简单告知公司名称即可，谨慎透露对方联系方式。如果在US地区没有客户，可以多介绍一些其他国家的客户来显示公司实力，同时向买家暗示我们在US地区还没有合作伙伴，如果您和我合作，将会帮助您开发整个US市场。

6.讨价还价

Dear,

Thanks for your reply, I have received your quote and I am currently looking through all of the quotations that I have received.Currently your prices aren’t the best but your products are very good.If you could make your prices more competitive I am sure we would be putting an order in with you very soon.

跟进技巧：可根据具体价格情况回复客户，或通过询问客户所在区域和订单量大小来做可能范围内的让步。

综上，对于有效询盘，我们一定要保持跟进。买家每天都会收到很多Offer，如果不恰当跟进，买家很有可能会忽略我们。跟进过程中，更重要的是细细体会各种可能的原因，积极采取相应措施，激发、把握买家购买意图，达成合作。

Tips: 跟进邮件的发送时间宜选择在星期二到星期五期间。星期

六、星期日最好不要进行这样的跟进邮件(特别是主动的业务开发邮件)，因为星期一上班后，客户的邮箱里往往会充满了需要处理的工作邮件，人们常常会没有时间或耐心仔细阅读此类业务开发邮件，而丧失机会。

推荐第5篇：外贸邮件

1.向顾客推销商品

Dear Sir: May 1, 2001

Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world.Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available.Enclosed is our brochure.

Yours faithfully

2.提出询价

Dear Sir: Jun.1, 2001

We received your promotional letter and brochure today.We believe that your would do well here in the U.S.A.Kindly send us further details of your prices and terms of sale.We ask you to make every effort to quote at competitive prices in order to secure our busine.We look forward to hearing from you soon..

Truly

3.迅速提供报价

Dear Sir: June 4, 2001

Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike.It gives us great pleasure to send along the technical information on the model together with the catalog and price list.After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand.We look forward to the opportunity of being of service of you.

交易的契机

4.如何讨价还价

Dear Sir: June 8, 2001

We have received your price lists and have studied it carefully.However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer.You should note that some price cut will justify itself by an increase in busine.We hope to hear from you soon.

Yours truly

5-1 同意进口商的还价

Dear Sirs: June 12, 2001

Thank you for your letter of June the 8th.We have accepted your offer on the terms suggested.Enclosed our will find a special price list that we believe will meet your ideas of prices.You should note that the recent advances in raw materials have affected the cost of this product unfavorably.

However, for your order we have kept our prices down.

Sincerely

5-2 拒绝进口商的还价

Dear Sirs: June 12, 2001

Thank you for your letter of June the 8th.We regret that we cannot meet your terms.We must point out that the falling market here leaves us little or no margin of profit.We must ask you for a keener price in respect to future orders.At present the best discount offered for a quantity of 200 is 5%.Our current situation leaves us little room to bargain.We hope you will reconsider the offer.

Truly

6.正式提出订单

Dear Sir: June 15, 2001

We have discued your offer of 5% and accept it on the terms quoted.We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September.The enclosed order is given strictly on this condition.We reserve the right of refusal of delivery and/or cancellation of the order after this date.

Truly

7.确认订单

Dear Sir: June 20, 2001

Thank you very much for your order of June 15 for 200 Deer Mountain Bikes.We will make every poible effort to speed up delivery.We will advise you of the date of dispatch.We are at your service at all times.

Sincerely

8.请求开立信用证

Gentlemen: June 18, 2001

Thank you for your order No.599.In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000 in our favor.This account shall be available until Sep.20.Upon arrival of the L/C we will pack and ship the order as requested.

Sincerely

9.通知已开立信用证

Dear Sir: June 24, 2001

Thank you for your letter of June 18 enclosing details of your terms.According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for

US$ 50,000 in your favor, valid until Sep.20.Please advise us by fax when the order has been executed.

Sincerely

10.请求信用证延期

Dear Sir： Sep.1, 2001

We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory.We are afraid that your L/C will be expire before shipment.Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.Sincerely

11.同意更改信用证

Gentlemen: Sept.5, 2001

We received your letter today and have informed our customers of your situation.As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30.Please keep us abreast of any new development.

Sincerely

交易的进行

12.抱怨发货迟延

Dear Sirs: Sept.25, 2001

Concerning our order No.599 for 200 mountain bikes, so far you have shipped only 50 bikes against the shipment.We are notifying you that we reserve our right to claim on you for the shortage, if it is confirmed.We have given our customers a definite aurance that we would supply the goods by the end of September.We hope you will look into this urgent matter.

Yours faithfully

12a.处理客户的抱怨

Gentlemen: Sept.30, 2001

In response to your letter of Sept.25, we regret your complaint very much.Today we received information from Hong Kong that the remaining 150 bikes were on a ship that developed engine trouble and had to put into port for repairs.The trouble was not serious, and the veel is now on her way.She would arrive at your place tomorrow or the next day.

Truly

14-1 取消订货

Dear Sirs: Oct.2, 2001

We are sorry that causes completely beyond your control have made it impoible for you to keep the shipment date of Sept.30.Since you have failed to uphold your end of the agreement, we find it neceary to cancel our order.Unfortunately, our buyers cannot wait indefinitely for the units.We are sorry that it is neceary to take such a drastic step.

Sincerely

14-2 谅解迟运原因

Gentlemen: Oct.2, 2001

We have received of your notice of delay of shipment due to mechanical troubles on the ship.We are pleased that the order is now on its way.Thank you for the notice.We are eagerly awaiting the ship\'s arrival.

Yours faithfully

交易的尾声

15.货物损坏报告

Dear Sirs: Oct.4, 2001

Upon arrival of your shipment, the ship\'s agents noticed that case No.5 was damaged and notified us.The number of articles in the case is correct according to the invoice, but the following articles are broken: (List of articles)

As you will see in our survey report and of the ship\'s agents\', that these units are damaged and quite unsaleable.Please send us replacements for the broken articles; we await your reply in due course.Sincerely

16-1.拒绝承担损坏责任

Dear Sirs: Oct.8, 2001

Thank you for informing us of the damaged shipment.Since the units were packed with the best of care, we can only aume that the cases were handled roughly.We therefore urge you to lodge your claim with the insurance company.

Sincerely

16-2.承担赔偿责任

Gentlemen: Oct.8, 2001

As soon as we got your letter we got in touch with the packers and asked them to look into the matter.

It appears that the fault lies with the packaging materials used.We have since corrected the mistake.We apologize for the oversight, and are sending a new delivery immediately.

Sincerely

交易花絮

17.催要逾期货款

Dear Sirs: Nov.30, 2001

It has come to our attention that your payment is one month overdue.The units ordered were delivered to you on September 26 and were invoiced on September 30.Payment is due on October 30.We look forward to seeing your remittance within a week.

Sincerely

18.付清逾期货款

Dear Sirs: Oct.3, 2001

We have looked into the cause of the delay in payment and have found that our accounting department made an oversight in making your remittance.We are sorry for the inconvenience.The sum of US$ 20,000 has been sent to you by Telegraphic Transfer and should reach you sometime tomorrow.Sincerely

推荐第6篇：延期交货情况说明

延期交货情况说明

云南师宗焦化有限责任公司：

我公司于2013年10月12日与贵公司签订精煤供货合同，合同编号：ST供（YL）2013101203，合同数量5000吨，交货时间为2013年10月12日至2013年10月31日，截止本日止我公司仅供货1397.56吨，尚欠3602.44吨，现就我公司出现延迟供货一事作如下说明：

因我公司10月25日下午3时操作工人违反操作程序至使压力机损坏，以致不能正常洗煤，压力机设备从山东发货过来，现已于11月30日收到设备，我公司正在积极组织人员安装调试，争取尽快恢复生产。

请贵公司考虑与我公司的长期合作以及我公司的客观困难，给予充分理解及支持，申请解除本批次合同总额5%的违约金，我公司将想尽一切办法尽快恢复生产，并在即日开始发货，现保证于2013年11月15日前供足与贵公司签订的合同数量。特此说明

黔西南州荣兴矿业有限公司

2013年10月31日

推荐第7篇：延期交货说明[全文]

延期交货说明

XXXXXXXXXX公司：

我司与贵方签订的XX合同协议书原计划于XXXX年X月X日提货。我司于XXXX年X月X日接到XX生产厂家XXXX公司的告知，XXXX外包装在海运过程中损坏。因XXXX属于精密部件，为了给贵方提供符合合同规定的质量、规格和性能要求的电梯设备，我司与XXXXXX公司沟通后要求对方开箱，对外包装损坏的XXXX进行检测。根据以往经验，XXXX的检测需2周左右，如XXXX无问题，将会更换包装继续发货。我司对于延期交货给贵方造成的不便深表歉意，我司承诺将竭力缩短延迟的时间，恳请贵方谅解。

XXXXXX公司 XXXX年X月X日

推荐第8篇：外贸邮件回复

外贸邮件回复范文：

收到客户询盘时的回复： Dear Sir,

We hereby acknowledge receipt your inquiry of XX, (products) and I just got the information form our production department, these standards are available for us.And the now pls check the quotation below: The specification you required: The length: The diameter: The material ……

The price: XX usd /pcs FOB (Tian Jin)

I hope this is the one in your favor, as an experienced company (ISO9001:2000) in the XX field for more than 20 years.And we take the opportunity seriously to cooperate with you.If you have any questions, pls feel free to contact me.I will try my best.Thanks and regards Singature

客户询盘模糊，像客户询问规格 Dear Sir,

Thanks for your inquiry of our XX (products).On Dec.10th.And we are in XX field for many years, so we are confident we can do it.But the specification you given is still lack.Such as the diameter, material, quantity and so on…, so pls can you send us the details? The drawing (CAD) is ok.

After we confirmed, we are happy to provide you with our good quality and competitive price.

Looking forward your soonest reply, Thanks and regards Singature

针对客人的讨价还价的回复 Dear Sir,

Sorry for my late reply, I discu with our bo for a long time, but regarding the price, it is near our bottom line, you know the market is changing everyday, and it is hard to cut more on cost as we need the products with best quality.

But we treasure our first cooperation, so we allow you a 2% discount, this is the best I can do for you.

I hope that if you have the will to cooperate, pls don’t just focus on the price, the most important is the quality, I think.

If you any comments, pls let me know.Thanks and regards, Angela

这个得针对情况，如果利润真的不太高，就这样写么有关系，如果老板太黑了，就给点折扣，关于价格不是一封两封的邮件可以搞定的，总之灵活点啦。

应对客户的迟迟不回复的邮件： Dear Sir,

Did you receive our quotation on Dec.12th? And no reply from you.I was waiting until until all the colleagues left the office.May be you are very busy.

So pls can you take some time to give me a reply? And kindly give me some advice on XX(products)

Looking forward your reply Thanks and regards Angela

面对客户迟迟不回复 Dear Sir,

How are you these days? I am Angela from XX Company, hope you still remember me.You sent us an inquiry of XX products.And we quoted for you on Dec 12th.

Can you send me a reply which can state your advice? You know we usually keep our client’s data and advice in the achieves, so that we make special and divide plan and schedule for each client.

At the same time we can improve our service according to them, if there’s some fault and in our works.

So pls take a few time to tell me some advice on our busine.Ok? Thanks very much.

针对报价了不回复的 Dear Sir or Madam,

Hope you still remember me, I sent you quotation for XX (products) on XX (date), well maybe you are very busy, and I understand.

I review your website very carefully, and have much interests to make a start for our cooperation, to provide the best special service.

Could you give me some advice so that we can do better

Best Regards

1, Therefore we always put the quality as the first consideration 因此我们总是把质量放在第一位的

2，Would it too much to ask you to respond my question by tomorrow? 可以请你明天以前回复吗？

3，the price we give is almost reach our bottom line 我们所给的价钱已经接近我们的底线了

4，The validity of the quotation is about the 10 days 报价的有效期大概是10天左右

5，Moreover we keep the price costs to the costs of the production 再说，我们的紧挨个已经接近生产费用的边缘

6，Will you kindly tell the quantity you require so as to unable us to sort our the offers?

为了方便我们报价，你能告知数量吗

7, you should take the quantity into consideration 你必须考虑到数量

8，We may reconsider our offer if your order is big enough 如果你们数量足够大的话，我们可以重新考虑价格 9，I’d like to tell you what I think about that 我想告诉你一些我的想法

10，But consider the quality, our price is quite reasonable 如果考虑到质量，我们的报价是很合理的

收到来信：

I have just received your kind letter.

I was very happy/glad/delighted/pleased to receive your letter yesterday morning.Your kind letter of Saturday arrived this morning 久未通信

Pls pardom me long in writing to you

I must apologize for not having written to you previously 未及时回信

I apologize for the delay in my reply

I apologize for being a day late with the delay reply to you Having lost your last mail, I have not been able to reply sooner 久无音信

I have not heard a word you for a long time There has been no news from you for ages

As I have not heard of you for long, I feel anxious 表示歉意难过：

Pls accept my sincerest apologies for the inconvenience I fear we caused you 遇到不好的事情

I have deeply grieved to hear the death of your father

I was most distre to learn from your letter of the illne of your father 谈谈开发信的事情

还蛮感谢大家，我要继续努力啦，不然对不起版主，呵呵

其实我也还是做外贸就10月左右，所以经验什么的都不是很成熟，在总结自己的同时还希望帮到比我还新的朋友，前辈不要拍我板砖哦。

发开发信要先找到邮箱，至于找邮箱呢，我觉得至今用的比较顺手的是各国邮箱的后缀(自己搜一下，太长了不好发上来)和一些好的黄页，有些朋友反映用邮箱后缀找不到，那是因为你要分析一下你们的产品在哪里很畅销，用的比较多。比如我们的产品水井管在沙特等中东产石油的地方用的多，那么就那些国建的公共邮箱后缀，搜出来比较多。其实我觉得开发信这个东西就像我们国内做电话销售一样，我想每个外贸人都很讨厌每天一大堆的网络推广电话，我想老外和我们应该是一样的心情。所以我觉得做外贸的不容易的，每天辛辛苦苦找邮箱发开发信息，而且还被人讨厌，看都没看就删了。有的说喜欢简短的开发信，有的喜欢有点专业性的比较长一点开发信，至于到底怎么样，我有两种版本经常换着发，要多多准备几封进行追踪，邮箱最好设上阅读回执，对有阅读回执的邮件进行追踪，几

周几个月时不时的骚扰一下。要用不同的版本，要不发一样的，看不看都删了，没什么新意。我开发信的内容很大众化就不贴上来了。呵呵

还有一点是开发信是主题，反正我不喜欢什么how are you, hi, my friend,什么的，就用产品名称，或者用RE:貌似比较有效果，呵呵，还有可以突发奇想，比如有一天我用的标题是your water need treatment,（我们做水处理过滤产品的）结果发过去一会就有人回复说介绍一下详细的catalog什么的。当然可能是运气什么的发开发信需要坚持，不要没有效果就放弃后再抱怨怎么没效果啊没效果啊，因为开发信本身的是一个概率问题，成功率本身就比较低的。所以那句话叫什么来着广撒网才能网大鱼。前辈的话是有道理的。

What’s wrong withy you, you look depreed

Something went wrong.情况不秒啊（出了问题/麻烦）。 You are welcome, you deserve it.Not necearily.不见得

I am embraed to take so many gifts

Embraed还可以指别人给你难堪而感到尴尬You scolded me in public, I am embraed I don’t deserve this/I am flattered.我不敢当 As for a leave/ I ask to use a sick leave today

Let’s get down to busine.It’s late, let’s get down to busine时候不早了，让我们谈正事吧。

1.无法提供客户想要的产品时回复

Dear

Thank you for your enquiry of 12 March cate 9 cable.

We appreciate your efforts in marketing our products and regret very much that we are unable to supply the desired goods due to exceive demand.

We would, however, like to take this opportunity to offer the following material as a close substitute:

Cate 5, US$__ per meter FOB Shanghai, including your commiion 2%.

Please visit our catalog at http://www.daodoc.com for more information on this item.If you find the product acceptable, please email us as soon as poible.

Sincerely,

2.对客户一般讯盘的三种回复

Dear Mr.Jones:

We thank you for your email enquiry for both groundnuts and Walnutmeat CNF Copenhagen dated February, 21.

Please note that we have quoted our most favorable price and are unable to entertain any counter offer.

Sincerely,

Dear Mr.Jones:

We thank you for your letter dated April 8 inquiring about our leather

handbags.As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg.Shipment will be effected within 20 days after receipt of the relevant L/C iued by your first cla bank in our favor upon signing Sales Contract.

We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference.We hope some of them meet your taste and needs.

If we can be of any further help, please feel free to let us know.Customers\' inquiries are always meet with our careful attention.

Sincerely,

Re: SWC Sugar

Dear Sirs,

We are in receipt of your letter of July 17, 2002 asking us to offer 10,000 metric tons of the subject sugar for shipment to Japan and appreciate very much your interest in our product.

To comply with your request, we are offering you the following:

1.Commodity: Qingdao Superior White Crystal Sugar.

2.Packing: To be packed in new gunny bag of 100kgs.each.

3.Quantity: Ten thousand (10000) metric tons.

4.Price: US dollars one hundred and five (US$105.00) per metric ton, Fob Qingdao.

5.Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in Qingdao and to be drawn at sight.

6.Shipment: Three or four weeks after receipt of letter of credit by the first available boat sailing to Yokohama direct.

Please note that we do not have much ready stock on h

and.Therefore, it is important that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.

We are awaiting your reply.

Sincerely,

3.客户向我们发出关于一个物品的讯盘后我们发的还盘

Dear :

Thank you for your inquiry of 16 March.We are pleased to hear that you are interested in our product \"toaster\".

We\'ve enclosed the photo and detailed information of the product for your reference:

Product: toaster

Specification: xxxxxxxxxxxxxxx

Package: 1pcs/box

Price: 10usd/pcs

Payment: L/C

For purchase quantities over 1,000pcs of individual items we would allow you a discount of 1%.Payment is to be made by irrevocable L.C at sight.

We look forward to receiving your first order.

Sincerely,

4.对新客户想和我们建立合作关系的还盘

Dear Mr.Jones:

We have received your letter of 9th April showing your interest in our complete product information.

Our product lines mainly include high quality textile products.To give you a general idea of the various kinds of textiles now available for export, we have enclosed a catalogue and a price list.You may also visit our online company introduction at Http://xxxxxxxxxx.alibaba.com which includes our latest product line.

We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future.

Sincerely,.

Mark Li

推荐第9篇：外贸邮件回复

收到客户询盘时的回复：

Dear sir,

We hereby acknowledge receipt your inquiry of XX,(products)and i just got the information from our production department,these standard is available for us.and the now pls check the quotation below:

The specification you required: The length: The diameter: The material ........

The price:XX usd /pes FOB(tian jin)

I hope this is the one in your favor,As a experienced company (ISO9001:2000)in the XX filed for more than 20 years.and we take the opportunity seriously to cooperate with you.if you have any questions ,pls feel free to contact me.i will try my best Thanks and regards

签名

客户询盘模糊，向客户询问规格

Dear sir,

Thanks for your inquiry of our XX(products).on dec.10th.and we are in XX filed for many years,so we are confident we can do it.but the specifications you given is still lack.such as the diameter,meterial,quantity and so on.....,so pls can you send us the details?the drawing(cad)is ok. After we confirmed,we are happy to provide you with our good quality and competitive price. Look forward your soonest reply, Thanks and regards

签名

针对客户的讨价还价的回复

Dear sir,

Sorry for my late reply,i discu with our bo for a long time, but regarding the price,it is near our bottom line,you know the market is changing everyday,and it is hard to cut more on cost as we need the products with best quality.

But we treasure our first cooperation,so we allow you a 2%discount,this is the best i can do for you.

I hope that if you have the will to cooperate,pls don’t just focus on the price,the most important is the quality,i think.

If you any comments ,pls let me know. Thanks and regards Angela

这个得针对情况，如果利润真的不太高，就这样写没有关系，如果老板太黑了，就给点折扣，关于价格不是一封两封的邮件可以搞定的，总之灵活点啦

应对客户的迟迟不回复的邮件: Dear sir,

Did you receive our quotation on dec12th?and no reply from you.i was waiting until all the colleagues left the office.May be you are very busy.

So pls can you take some time to give me a reply?and kindly give me some advice on XX(products)

Look forward your reply Thanks and regards Angela

面对客户迟迟不回复

Dear sir,

How are you these days?I am angela from XX company,hope you still remember me.you sent us a inquiry of XX products.And we quoted for you on dec 12th.

Can you send me a reply which can stated your advice?you know we usually keep our client’s data and advice in the achives,so that we make special and divide plan and schedule for each client.

At the same time we can improve our service according to them,if there’s some fault and in our works.

So pls take a few time to tell me some advice on our busine.ok?thanks very much.

针对报价了不回复的

Dear sir or madam,

Hope you still remember me,i sent you quotation for XX(products)on XX(date)，well maybe you are very busy ,and i understand.

I review your websit very carefully, and have much interests to make a start for our cooperation,to provide the best special service.

Could you give me some advice so that we can do better

Best regards

1、therefor we always put the quality as the first consideration 因此我们总是把质量放在第一位的

2、would it too much to ask you to respond my question by tomorrow? 可以请你在明天以前回复吗

3、the price we give is almost reach our bottom line 我们所给的价钱已经接近我们的底线了

4、the validity of the quotation is about the 10days 报价的有效期大概是十天左右

5、moreover we keep the price close to the costs of the production. 再说，我们的价格已经接近生产费用的边缘

1、will you kindly tell the quantity you require so as to unable us to sort out the offers? 为了方便我们报价，你能告知数量吗，

2、you should take the quality into consideration 你必须考虑到质量问题

3、we may reconsider our offer if your order is big enough 如果你们数量足够大的话，我们可以重新考虑价格

4、i ’d like to tell you what i think about that 我想告诉你一些我的想法

5、but consider the quality ,our price is quite reasonable. 但是考虑到质量，我们的报价是很合理的

一些实用英语系列：

收到来信：

1、i have just received your kind letter.

2、i was very happy/glad/delighted/pleased to receive your letter yesterday morning.

3、your kind letter of saturday arrived this morining 久未通信：

1、pls pardon me long in writing to you

2、i must apologize for not having written to you previously

未及时回信

1、i apologize for the delay in my reply

2、i apologize for being a day late with the delay reply to you

3、having lost your last email ,i have not been able to reply sooner 久无音信：

1、i have not heard a word you for a long time

2、there has been no news from you for ages

3、As i have not heard of you for long,i feel anxious 表示歉意难过：

pls accept my sincerest apologies for the inconvenience i fear we caused you 遇到不好的事情

1、i have deeply grieved to hear the death of your father

2、i was most distre to learn from your letter of the illne of your father

谈谈开发信的事情

还蛮感谢大家，我要继续努力啦，不然对不起版主，呵呵

其实我也还是做外贸就10月左右，所以经验什么的都不是很成熟，在总结自己的同时希望帮到比我还新的朋友，前辈不要拍我板砖哦。

发开发信要先找邮箱，至于找邮箱呢，我觉得至今用的比较顺手的是用各国邮箱的后缀（自己搜一下，太长了不好发上来）和一些好的黄页，有些朋友反映用邮箱后缀找不到，那是因为你要分析一下你们的产品在哪里很畅销，用的比较多。比如我们的产品水井管在沙特等中东产石油的地方用的多，那么就那些国家的公共邮箱后缀，搜出来比较多。

其实我觉得开发信这个东西就像我们国内做电话销售一样，我想每个外贸人都很讨厌每天一大堆的网络推广电话，我想老外和我们应该是一样的心情。所以我觉得做外贸的不容易的，每天辛辛苦苦找邮箱发开发信，而且还被人讨厌，看都没看就删了。有的说喜欢简短的开发信，有的喜欢有点专业性的比较长一点的开发信，至于到底怎么样，我有两种版本经常换着发，要多多准备几封进行追踪，邮箱最好设上阅读回执，对有阅读回执的邮件进行追踪，几周几个月时不时的骚扰一下。要用不同的版本，要不发一样的，看不看都删了，没什么新意。我开发信的内容很大众化就不贴上来了。呵呵

还有一点是开发信得主题，反正我不喜欢什么how are you，Hi，my friend，什么的，就用产品名称，或者用RE：貌似比较有效果，呵呵，还有可以突发奇想，比如有一天我用的标题是your water need treatment,（我们做水处理过滤产品的）结果发过去一会就有人回复说介绍一下详细catalog 什么的。当然可能是运气什么的

发开发信需要坚持，不要没有效果就放弃然后再抱怨怎么没效果啊没效果啊，因为开发信本身的是一个概率问题，成功率本身就比较低的。所以那句话叫什么来着广撒网才能网大鱼。前辈的话是有道理的。

有时间我整理一下自己的邮件或者用的好的黄页再分享给大家，呵呵先写到这吧，有时间再写，不能一下午光更新，呵呵

spoken English

）Ｓomething went wrong.情况不妙啊(出了问题/麻烦).内似的表达有:\"There is something wrong with sth\".什么出了麻烦/有毛病等.例如:What ’s wrong with you, you look depreed--你看上去很消沉,发生什么事了

2)You are welcome,you deserve it.不客气,应该的!\"deaerve\"(v)-应该得,值得.

3)Not necearily.不见得.这个短语在日常生活中用得较多.请牢牢记住,很实用的!

4)I am embarraed to take so many gifts.拿这么多的礼物我真不好意思(意思是--你送我这么多礼物真不好意思.当然\"embarraed\"还可以指\"别人给你难堪而感到尴尬的意思\".例如:You scolded me in public,I am embarraed!---你在公共场合训我真让我感到尴尬.

5)I don’t deserve this/I am flattered.我不敢当(意思是你太夸我了)\"Flatter\"(v)---吹捧,奉承,过分夸奖等.

6)The game came out even.比赛不分胜负.\"even\"扯平的,互不相让的\"

7)Ask for a leave/I ask to use a sick leave today.请假/请病假

8)I told you (early).我不是早就告诉你了/我不是早说了!

9)It ’s better than nothing.总比没有好! 这句非常实用,用来安慰别人是非常漂亮的句子!

10)Let’s get down to busine.我们谈正事吧/我们转入正题吧!\"It’s late,let’s get down to busine\".---时候不早了,让我们谈正

Hi Lesley:

Hope you still remember me,i sent you quotation for aluminium sulphate on aluminium sulphate,well maybe you are very busy,and i understand.

I review your websit edithsoaps.wozaonline.co.za/ very carefully, and have much interests to make a start for our cooperation,to provide the best special service and price.

Could you give me some advice so that we can do better,The suitable samples can be sent to you for your reference.

Looking forward to your prompt reply.

Best Regards Yanhuizhang Shandong Sanfeng Group Co.,Ltd

推荐第10篇：外贸邮件常用语

外贸常用语

感谢询价

3.4.

6.Thank you for your interest in ***, expreed in your letter of June5.We are very much obliged by your enquiry for… Thank you very much for your inquiry of September 2 for our… Glad to get your inquiry of … It\'s a long time since I got your last letter.please accept ( I wish to expre)my sincere (grateful) (profound) appreciation for ...

问候语

1.Wish you well with your work

2.Hope everything goes well with you all along.

3.Hope you are fine.

4.How is everything?

5.How are you?

6.I hope everything is all right

7.How are you getting along these days? I mi you very much.

8.Many thanks for your kind and warm letter.

9.Wish u lots of luck.

10.Best wishes for you.

11.We wish you a fine day.

12.I hope everything is fine with you.

要求回复

5.6.Your prompt reply would be greatly appreciated.For further information, you… We are looking forward to your favorable and prompt reply We look forward to receiving from you the specific enquiries.Looking forward to hearing from you.Please kindly get back your comments to us.We are sure any of your feedback will get our prompt attention & reply.Thanks in advance!

7.Should you find interest in our items, kindly let us know?

8.Please feel free to contact me if any question.

9.I can\'t wait for your next mail.

10.Any problem, welcome to contact with me freely.

询问最新进展

1.What\'s more, if any news updated about the 3rd container, let me know please.

2.It\'s been several days since last letter.How\'s going there? Please let me know any your comment about my last letter dated November 2nd.

3.With regard to your letter of November 2nd about the price

第11篇：外贸跟踪邮件

询问客户对报价的看法 Dear xxx, Hope everything goes well with you! Have you kindly checked my offer? Hope they are workable for your market! It is a regret that I haven’t received any information from your side.May I have your idea about our offer? We will try to satisfy you upon receipt of your reply.If there is anything we can do for you, we shall be more than pleased to do so.Hope we can build good cooperation with you and your company.Best regards.

追问客户的评价，求回复 Dear xxx, How are you recently? Several days no news from you, have you got my enquiry for xxx? Fully understand that you are too busy to reply us.But we are still waiting for your comments.We need your feedback to go ahead.Thank you in advance.Many thanks and best regards.

本着小强精神，保证客户收到报价，重发报价 Hello,xxx, Wish you have a nice day! May I ask whether you have received my quotation? Now I am sending it again.If you have any other ideas, pls fell free to contact me.We will do much better if you can give any advices to us.Waiting for your favorable reply soon! Best wishes

利用报价的有效期给客户一点压力 Hello,xxx, Hope everything goes well!!! It is Bella.We are in receipt of your inquiry dated on xxx and quote you as follow:xxxxxx.Pls kindly check whether price is workable.Because price will be invalid on xxxx.Wish we will promote busine.Best regards.

最后一次寻求客户对所询价产品的意见，附上产品目录表 Good day! My friend, Bella again.My quotation of xxx you might have received and considered.Could you kindly advise your comments at your earliest convenience? Enclosed is the E-catalog of Kington, pls kindly chk! If there is any item you are in need of, pls contact me! I’ll be more than pleasure to offer the information you want.Thanks...I am of service at any time! BR 待客户在目录表中发现适合他们市场的产品 Hello, my friends, Have u received and chked the E-catalog send in my last email? Hope they are workable for your market! If you find some product really attractive to you, pls feel free to contact me.We are more than pleasure to offer u with more information you want.If u want to estimate the products show, yes, sample can be sent for your reference! We hope to establish good busine relationship with you in the near future.BR

时不时问一下是否有新的询盘或订单 Dear xxx, I hope u are doing good.Have u got any orders? Pls keep me posted if yes, I will send you our updated price for your review.BR

对于较大的客户我们可以主动提出提供免费样品 Dear xxx, Free sample can be sent for your reference if you need.How’s your opinion? As our several communication, I hope that we can build a cooperation between us.Waiting for your reply.Best Wishes

最后的绝招 Dear xxx, I have sent you email many times before but have not received ant reply from you so I am gueing the emails have not reached you.Could you please drop me a short note if you receive this meage and also pls tell me if you have any interest in our products? I don’t want to keep bothering you if you don’t have any interest.BR

新产品上市就是厉害的时候了哦 Dear xxx, Good morning! It is glad to inform u that we have lauched xxx, which with xxxx优势特点 such as perfect design, low noise, light weight.......Attached with xx and xx for your reference and pls have a try in your market if poible.BR

告知客户价目表的调整 Dear xxx, How are u? Long time no contact and hope everything goes well with u.Our products and quotation had updated.Would u pls chk our new quotation with new items in attachments? If have any questions, pls contact me freely.BR

看看可不可以转换订单吧 Hello,xxx, Now I am writing for keeping in touch with u for further busine.If any new inquiry, welcome here and I will try my best to satisfy you well with competitive prices as per your requests.By the way, how about your order(or busine) with item xxx? If still pending I would like to offer our latest prices to promote an opportunity to cooperate with each other.Thanks and best regards, Bella.

客户过节，送祝福 Dear xxx, Happy xxx and we wish u, your family, company enjoy your holidays.As for xxx, if u need any info, pls contact me at any time.We will try our best to satisfy u.May god ble u and have a nice day.

给客户发送一封关心邮件，提醒客户注意休息，身体健康 Dear xxx, Good day! Happy the coming new Year! I know that you will be much busy than before.But pls remember to keep enough rest! As we all know, healthy is most important in your life.BR

如果我方过节的话 Dear xxx, Sorry for re-troubling u.Pls find my pervious email below.Could you kindly chk by return today.Because we will on holiday from xxx to xxx and my email acce may be limited.Thank u in advance.BR

八种外贸跟踪邮件范文

巧妙锁定客户

1 ，报价后好几天没回复。可以询问是否收到，收到了对价格有什么看法 ? 对产品有什么建议 ? Sample one:

Dear xx Sorry to trobule you.Several days no news from you have you got my enquiry for xxxx ? Fully understand that you are too busy to reply us.But we are still await for your comments.We need your feedback to go ahead.Thank you in advance.

Many thanks and best regards.xxx

2, sample 1 发出去后如果客户还没回复就这样跟进。因为报价单里面有对价格限制有效期所以可以以此跟踪

Sample two:

Dear xxxx

Hope everything goes well ! We are in receipt of your inquiry dated on xxx and quote you as follow: XXXXXXX .pls kindly check whether price is workable ? Becasue price will be invalid on xxxx.Wish we will promote busine.

Best regards.xxxxx 3, 如果碰到节假日也可以跟踪下。 sample 3

Dear XXXX Sorry for re-troubling you.pls find my pervious email below.Could you kindly check by return today ? Because we will on holiday from xx to xx and my email acce may be limited.Thank you in advance.Bset regards.XXXX

4, 如果客户遇到客户国家节日也可以借此恭维一番。加深映像。

Sample 4

Dear xxxx Happy xxx and we wish you, your family, company enjoy your holidays.As for xxx, if you need any info,pls contact me at any time.We will try our best to satisfied with your requirements.May god ble you and have a nice day.xxxxxx

5, 然后就是交货期，稍微的给他一点压力，催促他尽快下单。

Dear xxx Hope you everything goes well.

I sent you the quotation for xx in last email and the delivery time is xx days .could you pls kindly check and confirm the order soon.We need plent of time to arrange ma production and keep the shipment on time.Many thanks and best regards.xxxx 6, 时不时的问下是否有新的询盘或者订单

Sample 6 Dear xx

I hope you are doing good.

Have you got any new orders ? pls keep me posted if yes, i will send you our updated price for your review.

Best regards.xxxx

7, 新产品上市是你大展拳脚的时候了，用的好很厉害的哦。

Dear xxx Good morning ! It is glad to inform you that we have lanched xxx ,which with xxxx优势特点 such as perfect design, low noise, light weightxxxx.Attached with xx and xx for your reference and pls have a try in your market if poible.Best regards.xxxx

8, 跟新报价单也可以说下。

Dearxxx How are you ? Long time no contact and hope everything goes weill with you.Our products and quotation had updated .Would u

pls check our new quotation with new items in attachments ?If have any questions,pls contact me freely.Best regards.xxxx 继续跟踪客户的邮件如下： Hope you fine, my friend.It is regretable that I don’t receive any information from you.Could I have your idea about our offer? We will try to satisfy you upon receipt of your reply.If anything we can do for you, it’s our pleasure.Hope to cooperate with you.

如果客人还没有回信,一周后再问客人不回信的真实原因.(一般情况,70%的客人会告诉你他的原因) Sorry to trouble you again! Have you kindly checked my offer? Hope they are workable in your market! I would apprreciate any of your comments about our offer such as price, quality, sercive. Look forward to your comments.之后的日子里,可以尝试新产品的报价,刺激下客人的神经.我通常是这样写的： Good day! My quotation maybe you have received and considerated.could you kindly give me comments at your convenience? If the chemical is not suitable, please give me detailed requirements, re-offer you asap.I am at your service!

但是，不同的客人，我会变换着写邮件，让客人知道我们公司，产品的存在．我不会把客人缠得太紧，约十来天给他一封邮件我通常这样回复的：

Dear ***,

Wish you have a nice day! May I ask whether you have received my quotation? Now I am sending it again,if you have any other ideas.Please contact me freely.We will do much better, if you give us some suggestions.Waiting your reply.

第12篇：圣诞节外贸邮件

在圣诞和新年来临之际，祝福你平安、快乐、幸福！

Warm greetings and best wishes for Christmas and the New Year!

致以热烈的祝贺和良好的祝福，圣诞快乐，新年快乐。

Thinking of you and wishing you a beautiful Christmas season.

美丽的圣诞节之际，谨致我的思念与祝福。

It seems that Christmas time is here once again, and it is time again to bring in the New Year.We wish the merriest of Christmas to you and your loved ones, and we wish you happine and prosperity in the year ahead.

圣诞节转眼又到，又该迎接新的一年了。我们向你及你的亲人们致以最美好的圣诞祝福，愿你在新的一年里事业兴旺，幸福美满！

May Christmas and the New Year be filled with happine for you.

愿你圣诞和新年幸福无尽。

A Christmas greeting and good wishes to you who is thought about all the year through.Have a beautiful Christmas and a happy New Year.

始终思念你，捎来圣诞佳节最美好的祝福，祝圣诞吉祥，新年如意。

With all good wishes for a brilliant and happy Christmas season.Hope things are going all right with you.

在这辉煌快乐的圣诞佳节，献上一切美好的祝福！祝一切顺心如意！

Here is wishing you all a Merry Christmas and a New Year bright with joy and succe.

祝圣诞快乐，新年充满幸福和成功。

A Merry Christmas and a wonderful New Year.

圣诞快乐，新年好！

Christmas comes but once a year.But when it comes it brings good cheer.

圣诞节一年只有一次，但每次来临都带来喜悦。

A cheery Christmas and the New Year hold lots of happine for you!

给你特别的祝福，愿圣诞和新年带给你无边的幸福、如意。

May you have the best Christmas ever.

愿你度过最美好的圣诞节！ Much joy to you in the up coming year.

May the warmest wishes, happy thoughts and friendly greetings come at Christmas and stay with you all the year through.

让温馨的祝愿、幸福的思念和友好的祝福，在圣诞佳节来到你身边，伴你左右。

A Christmas greeting to cheer you from your daughters.

愿女儿的圣诞祝福带给你快乐。

At Christmas and always, may peace and love fill your heart, beauty fill your world, and contentment and joy fill your days.

圣诞的祝福，平日的希冀，愿你心境祥和、充满爱意，愿你的世界全是美满，愿你一切称心如意，快乐无比。

May the joy of Christmas be with you throughout the year.

愿圣诞的快乐一年四季常在。

Wishing you a sparkling Christmas and bright happy New Year! May the season bring much pleasure to you.

愿你的圣诞光彩夺目，愿你的新年灿烂辉煌！佳节快乐！

Wishing you all the bleings of a beautiful Christmas season.

愿你拥有圣诞节所有美好的祝福。

Wishing you all the happine of the holiday season.

祝节日幸福如意。

Hope all your Christmas dreams come true!

愿你所有的圣诞梦想都成真！

Hope you enjoy the happine of Christmas and all the trimmings.

祝你享尽圣诞佳节的快乐和圣诞的礼品。

Warm hearted wishes for an old fashioned Christmas and a happy New Year filled with all your favorite things.

传统佳节之际，献上圣诞的殷殷祝福，祝新年万事如意！

I wish you a gay and merry Christmas.All affection and best wishes to you and yours. 以我所有的爱心与真诚祝你及全家圣诞快乐。

In the season of joy I present my sincere wishes and kind thoughts.May the kind of Christmas outshine all the rest.

在这欢乐的时节给你我最真的祝福和亲切的思念，愿你今年的圣诞比往年更璀璨。

May the Christmas be a time of laughter and real enjoyment for you.Best wishes.

愿圣诞不仅是你欢笑的时刻，更是你欣喜的日子。祝福你。

May the glow of Christmas candle fill your heart with peace and pleasure and make your New Year bright.Have a love filled Christmas and New Year!

愿圣诞的烛光带给你祥和与喜悦，祝你的圣诞和新年充满爱。

May the bright and festive glow of Christmas candle warm the days all the year through.Hoping you will have a wonderful time enjoying Christmas Day and wishing you a New Year that is happy in every way.

愿明亮喜庆的圣诞烛光温暖一年中的每个日日夜夜，祝你欢欢喜喜度圣诞，高高兴兴过新年！

Christmas time is here.I hope you have a wonderful New Year.May every day hold happy hours for you.

圣诞来临，祝新年快乐，愿你时时刻刻幸福欢乐！

May your Christmas be filled with special moment, warmth, peace and happine, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happine.

愿你的圣诞充满温馨，祥和，与亲人团聚的快乐，祝圣诞乐陶陶，新年乐无限。

Warm greetings and best wishes for happine and good luck in the coming year.

衷心祝福来年快乐、幸运！

Christmas should be a time of banked-up fines, the scent of flowers and wine, good talk, good memories and loyalties renewed.But if all else is lacking - love will do.

圣诞是这样美好的时光：炉火熊熊，花儿芬芳，醇酒飘香，殷殷祝福，美好回忆，恩爱日新。即便没有一切，只要有爱便足矣。

May the beauty and joy of Christmas remain with you throughout the new year!

愿圣诞美景与欢乐常伴随你！

Christmas greetings and best wishes!

致圣诞贺忱与最美好的祝福！

Wishing you every happine when Christmas is near, and expreing appreciation for your cares and concerns during the year.

圣诞即将来临，祝你快乐幸福，对你一年来的关心和照顾表示衷心的感谢。

Thinking of you at Christmas with a wish that is warm and sincere.Have a wonderful Christmas and joyous New Year!

以真挚热诚的祝福，在圣诞之际思念你。祝圣诞快乐，新年快乐！

Forget, forgive, for who may say that Christmas day may ever come to host or guest again.Touch hands!

愿知道圣诞节会不断来临的人们，忘却和宽恕以往的一切不快，让我们携手共进吧！

A wish for a truly merry Christmas and may the joy of Christmas linger in your heart all the year!

圣诞快乐！愿圣诞的喜悦整年萦绕你心间。

Wishing you a bleed Christmas and a New Year filled with happy surprises.

祝圣诞平安，新年中有意想不到的收获！

With the old wish that is ever new, may the greeting do its share toward making your Christmas a pleasant one.

老的祝福，却又常新，原此祝福，使你的圣诞更加愉快圆满。

Numerous loving wishes for my wife who will always be my valuable Christmas gift and everything to me.

无尽的爱恋与祝福，献给我的爱妻，你永远是我珍贵的圣诞礼物和我的一切！

Christmas is the most human and kindly of season, as the month of June with sunshine and the balmy breath of roses.

圣诞最有人情味，充满仁爱的时节，它如同阳光明媚、玫瑰吐露芬芳的六月。

Wishing you a Christmas of happy time and a New Year of happy days.

愿圣诞是你快乐的时节，愿新年是你幸福的日子。外贸客户圣诞祝福的邮件范例： Christmas Best Wishes to Customers Dear xxx

The holiday season offers us a special opportunity to extend our personal thanks to our friends， and our very best wishes for the future.

And so it is that we now gather together and wish to you a very Merry Christmas and a Happy New Year.We con -sider you a good friend and extend our wishes for good health and good cheer.

It is people like you who make being in busine such a pleasure all year long.Our busine is a source of pride to us， and with customers like you， we find going to work each day a rewarding experience.

We tip our glaes to you.Thanks again for a wonderful year.Yours sincerely, ×××× ×××× China

2.给未成交客户， Dear XX, Merry Christmas and happy New Year! The Christmas and New Year holiday is coming near once again.We would like to extend our warm wishes for the upcoming holiday season and would like to wish you and your family a Merry Christmas and a prosperous New Year.May your New Year be filled with special moment, warmth, peace and happine, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happine.It’s my honor to contact with you before, and my duty is to give you our best products and excellent service.Hope the next year is a prosperous and harvest year for both of us! Last but not least, once you have any inquiry about ****（products）in the following days, hope you could feel free to contact with us, which is much appreciated.Yours sincerely

3.给已成交客户，My dearest, Happy Christmas and new year!!! Many thanks for your contiguous supports in the past years, we wish both busine snowballing in the coming years.May your New Year be filled with special moment, warmth, peace and happine, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happine.Last but not least, once you have any inquiry about products in the following days, hope you could feel free to contact with us, which is much appreciated.

第13篇：外贸邮件回复

要样品和问目标价格。

in order to quote you a consideable price,we have to know more detail about this product.if you do not mind,pls send me a sample and attached your anticipated price or target price

第14篇：延期交货索赔谈判策划书[优秀]

延期交货索赔谈判计划书

一谈判双方

甲方：红牡丹公司乙方：白玫瑰公司

二谈判主题

解决布料的延迟交货的索赔问题，维护双方长期合作关系，使双方合作向新的高度迈进

三准备阶段

1、目的

包括寻求法律支持、援引过往案例等，从而达到明确谈判目标、明确谈判切入点等。

2谈判团队人员组成

主谈：卜雨涵，公司谈判全权代表；

决策人：王素林，负责重大问题的决策；

技术顾问：徐浩然，负责技术问题；

法律顾问：张源，负责法律问题。

四双方利益及优势分析

我方核心利益：1.、解决索赔问题，对索赔问题尽量找到最好的方法（赔偿少量钱，尽量提早交货）

2、维持双方长期合作关系，不愿让公司名誉受损，也不愿失去红牡丹公司这一实力较强的大客户。

对方核心利益:

1、要求我方尽早交货，要求我方赔偿，弥补他们的损失

2、维护双方长期合作关系。

我方优势：

1、法律优势，由于汶川地震是导致工厂不能按时交货的不可抗力

因素，法律关于不可抗力所产生的后果给了相关面子的规定

2、我方根据合同，由不可抗力产生的延迟交货不适用处罚条列

3、对方迫切需要布料，以便满足客户需求，对方于我方无法达成合作将对其造成巨大损失

对方优势：

1、对方公司占有中国某类布料服装市场的三分之一的份额，而且又是国内十大服装名牌之一

2、对于我方违反合同规定，根据免责之外的条款要求我方赔偿损失

劣势：

1、不可抗力这一点对我方极为有利，我方将根据此条拒绝赔偿，客观存在的汶川地震的确对被告履行合同造成不利影响

2、由于我方延迟交货对我方已带来利润和名誉上的损失，对方急需布料生产，应当要尽可能的满足客户的需求，迫切于对方合作，否则将会造成更大的损失

五谈判目标

1、基本目标：体面、务实地解决此次索赔问题，重在减少损失，并维护双方长期合作关系

最高目标：不赔偿，通过购买其他商场的同质量同类别的布料和自己公司生产，在6月15号之前交货

中等目标：赔偿100万元-200万元，交货期推迟到6月30号，由我方提供运输费用

最低目标：尽快交货以减少我方损失，赔偿200万元，交货期为6月30号，为弥补我方损失，向对方提出电价降5%的要求

六程序及具体策略操作

(一) 开局：

方案一：感情交流式开局策略：通过谈及双方合作情况形成感情上的共鸣，把对方引入较融洽的谈判气氛中。

方案二：采取进攻式开局策略：营造低调谈判气氛，强硬地指出对方因延迟交货给我方带来巨大损失，开出600万元的罚款，以制造心理优势，使我方处于主动地位。

对方提出有关地震属于不可抗力的规定拒绝赔偿的对策：

1、借题发挥的策略：认真听取对方陈述，抓住对方问题点，进行攻击、突破；

2、法律与事实相结合原则：提出我方法律依据，并对地震事件进行剖析对其进行反驳。

(二) 中期阶段：

1、红脸白脸策略：

2、层层推进，步步为营的策略：

有技巧地提出我方预期利益，先易后难，步步为营地争取利益；

3、把握让步原则：

明确我方核心利益所在，实行以退为进策略，退一步进两步，做到迂回补偿，充分利用手中筹码，适当时可以退让赔款金额来换取其它更大利益；

4、突出优势:

以资料作支撑，以理服人，强调与我方协议成功给对方带来的利益，同时软硬兼施，暗示对方若与我方协议失败将会有巨大损失；

5、打破僵局:

合理利用暂停，首先冷静分析僵局原因，再可运用把握肯定

对方行式，否定方实质的方法解除僵局，适时用声东击西策略，打破僵局。

(三) 休局阶段：如有必要，根据实际情况对原有方案进行调整；

(四) 最后谈判阶段：

1、把握底线，:适时运用折中调和策略，把握严格把握最后让步的幅度，在适宜的时机提出最终报价，使用最后通牒策略；

2、埋下契机：在谈判中形成一体化谈判，以期建立长期合作关系；

3、达成协议：明确最终谈判结果，出示会议记录和合同范本,请对方确认,确定正式签订合同时间。

七、制定应急预案

双方是第一次进行商务谈判，彼此不太了解。为了使谈判顺利进行，有必要制定应急预案。

1对方承认违约，愿意支付赔偿金，但对600万元表示异议；

应对方案：就赔款金额进行价格谈判，运用妥协策略，换取在交货期、技术支持、优惠待遇等利益。

2、对方使用权力有限策略，声称金额的限制，拒绝我方的提议。

3对方使用借题发挥策略，对我方某一次要问题抓住不放。

应对: 避免没必要的解释，可转移话题，必要时可指出对方的策略本质，并声明，对方的策略影响谈判进程。

七、准备谈判资料

相关法律资料：《中华人民共和国合同法》、《国际合同法》、《国际货物买卖合同公约》、《经济合同法》。备注：

《合同法》违约责任

第一百零七条当事人一方不履行合同义务或者履行合同义务不符合约定的,应当承担继续履行、采取补救措施或者赔偿损失等违约责任。

联合国《国际货物买卖合同公约》规定：不可抗力是指不可抗力是指不能预见、不能避免并不能克服的客观情况。通常包括：

（１）天灾，如火灾、水灾、地震、暴风雪、闪电等；（２）战争以及类似战争状态，如战争、封锁、禁运等；（３）政治现象，如政治革命、内战、暴动及封锁；（４）社会现象，如罢工、民众骚扰、工厂封闭；（５）运输方面的航运阻碍、交通阻塞；

（６）其他不可抗力事故，如传染病以及通常之意外事故；

合同范同、背景资料、对方信息资料、技术资料、财务资料。

第15篇：延期交货索赔谈判方案书

延期交货索赔谈判方案书

一、谈判时间：

谈判地点：红牡丹公司

谈判双方：甲方：红牡丹公司

乙方：白玫瑰公司

二、谈判主题

解决布料的延迟交货的索赔问题，维护双方长期合作关系，使双方合作向新的高度迈进

三、谈判团队人员组成

主谈：卜雨涵，公司谈判全权代表；

决策人：王素林，负责重大问题的决策；

技术顾问：徐浩然，负责技术问题；

法律顾问：张源，负责法律问题。

四、双方利益及优势分析

我方核心利益：

1、要求对方尽早交货，并对我方进行赔偿，弥补我方的损失

2、维护双方长期合作关系。

对方核心利益: 1.、解决索赔问题，对索赔问题尽量找到最好的方法（赔偿少量钱，尽量提早交货）

2、维持双方长期合作关系，不愿让公司名誉受损，也不愿失去红牡丹公司这一实力较强的大客户。

我方优势：

1、我方公司占有中国某类布料服装市场的三分之一的份额，而且是国内十大服装名牌之一

2、对于我方违反合同规定，根据免责之外的条款要求我方赔偿损失

我方劣势：

1、我方迫切需要布料急需布料生产，迫切需要与对方合作，否则将会造成更大的损失

2、市场上这种布料紧缺

对方优势：

1、法律优势，由于汶川地震是导致工厂不能按时交货的不可抗力

因素，法律关于不可抗力所产生的后果给了相关面子的规定

2、我方根据合同，由不可抗力产生的延迟交货不适用处罚条列

3、对方迫切需要布料，以便满足客户需求，对方于我方无法达成合作将对其造成巨大损失

对方劣势：

1、不可抗力这一点对与对方极为有利，对方将根据此条拒绝赔偿，客观存在的汶川地震的确对被告履行合同造成不利影响

2、由于对方延迟交货对与他们也会带来利润和名誉上的损失

五、谈判目标

2、可行目标：尽快交货以减少我方损失，赔偿200万元，交货期为6月30号，为弥补我方损失，向对方提出降价5%的要求

3、最低目标：赔偿100万元-200万元，交货期推迟到6月30号，由我方提供运输费用

六、程序及具体策略操作

(一) 开局：

方案一：感情交流式开局策略：通过谈及双方合作情况形成感情上的共鸣，把对方引入较融洽的谈判气氛中。

对方提出有关地震属于不可抗力的规定拒绝赔偿的对策：

1、借题发挥的策略：认真听取对方陈述，抓住对方问题点，进行攻击、突破；

2、法律与事实相结合原则：提出我方法律依据，并对地震事件进行剖析对其进行反驳。

(二) 中期阶段：

1、红脸白脸策略：

2、层层推进，步步为营的策略：

有技巧地提出我方预期利益，先易后难，步步为营地争取利益；

3、把握让步原则：

明确我方核心利益所在，实行以退为进策略，退一步进两步，做到迂回补偿，充分利用手中筹码，适当时可以退让赔款金额来换取其它更大利益；

4、突出优势:

以资料作支撑，以理服人，强调与我方协议成功给对方带来的利益，同时软硬兼施，暗示对方若与我方协议失败将会有巨大损失；

5、打破僵局:

合理利用暂停，首先冷静分析僵局原因，再可运用把握肯定

对方行式，否定方实质的方法解除僵局，适时用声东击西策略，打破僵局。

(三) 休局阶段：如有必要，根据实际情况对原有方案进行调整；

(四) 最后谈判阶段：

1、把握底线，:适时运用折中调和策略，把握严格把握最后让步的幅度，在适宜的时机提出最终报价，使用最后通牒策略；

2、埋下契机：在谈判中形成一体化谈判，以期建立长期合作关系；

3、达成协议：明确最终谈判结果，出示会议记录和合同范本,请对方确认,确定正式签订合同时间。

七、谈判议程通则议程：

（一）中心议题：解决布料的延迟交货的索赔问题，维护双方长期合作关系

（二）谈判时间

（三）谈判地点

细则议程：谈判策略

八、制定应急预案

双方是第一次进行商务谈判，彼此不太了解。为了使谈判顺利进行，有必要制定应急预案。

1、对方承认违约，愿意支付赔偿金，但对600万元表示异议；

应对方案：就赔款金额进行价格谈判，运用妥协策略，换取在交货期、技术支持、优惠待遇等利益。

2、对方使用权力有限策略，声称金额的限制，拒绝我方的提议。

3、对方使用借题发挥策略，对我方某一次要问题抓住不放。

应对: 避免没必要的解释，可转移话题，必要时可指出对方的策略本质，并声明，对方的策略影响谈判进程。

九、准备谈判资料

相关法律资料：《中华人民共和国合同法》、《国际合同法》、《国际货物买卖合同公约》、《经济合同法》。备注：

《合同法》违约责任

第一百零七条当事人一方不履行合同义务或者履行合同义务不符合约定的,应当承担继续履行、采取补救措施或者赔偿损失等违约责任。

联合国《国际货物买卖合同公约》规定：不可抗力是指不可抗力是指不能预见、不能避免并不能克服的客观情况。通常包括：

（１）天灾，如火灾、水灾、地震、暴风雪、闪电等；（２）战争以及类似战争状态，如战争、封锁、禁运等；（３）政治现象，如政治革命、内战、暴动及封锁；

（４）社会现象，如罢工、民众骚扰、工厂封闭；（５）运输方面的航运阻碍、交通阻塞；

（６）其他不可抗力事故，如传染病以及通常之意外事故；

合同范同、背景资料、对方信息资料、技术资料、财务资料。

第16篇：外贸经典邮件集锦

邮件一：（询问客户反馈，选择供应商标准）

Hi Henry,

Good day.

Thank you for your order and support to Gielight, I\'m very glad to be at your service.

Now I\'m are collecting some feedback from clients, can you do me a favor?

Can you tell me the reason of choosing Gielight as your partner? What\'s your standard of evaluating supplier?

In order to offer you better support in future, could you advise what we should improve in future?

Thank you in advance for your help,we will very appreciate it!

邮件二：（询问客户产品情况，推荐合适产品）

邮件三（询问客户背景）

Dear Alice,

Thanks for your inquiry, regarding our led high bay light.

I am SELENA, FROM Gielight CO., LTD.Glad to be on service for you.

In order to give you utmost support, do you mind if I ask the below questions:

1.Could you please let us know more information about your company? 2.How long have you been in LED lighting? 3.What are your main LED lighting products? 4.What is your busine type, distributor, contractor, wholesaler, end user...? 5.Have you ever imported LED lighting products from China?

Your information will be highly appreciated.Thanks and looking forward to your reply!

Best regards, Selena,

邮件四：(价格谈判) Hi Amigo,

Frankly speaking, i really want to support you with very good quality of compatible tube at cheap price.But as you know, it seems very difficult to us due to the current market,

As mentioned, you are competing with the tube Nano launched with cheap price, energy saving and high lumen.Can you share us more info about Nano company and its tube spec?

With our customers\' feedback, price is not very important to valuable clients.They prefer to pay more attention to the quality, warranty and after-service.Real product value must combine all of these.So if i am sales, the best way is to show own advantages including the excellent products behind customers.Do you think so?

Actually, currently we have a new 150cm frosted compatible tube with 24w at 2900lm, which is mainly for German Market.If you feel interested, i can send you the price as reference tomorrow.But the cost is not cheap.

Any problem, pls let me know.

邮件五:（新产品推荐）

Thanks for your precious time to read my mail.

After the exhibition in Frankful, we got lots of information from esteemed customers who liked the high lumen T8 LED tube with 120lm/w at frosted cover & 130lm/w at clear cover for their applications.

According to their requirements and new VDE standards, we have succefully developped such powerful product recently.Pls kindly find out the attached testing report & pricelist if can help you during the promotion.

We sincerely invite you to work with us with your most sincere comment.

Alison

邮件六:（新产品推荐）

Dear Friend,

Good day!

This is May from Gielight.With the continuous development of Led markets, customers are interested in the high Brightne and installation convenient for them.So I\'d like to share our new design Led tube light T8 for your reference:

邮件七:（价格贵回复）

Dear Walter,

Yes, i know most of customers are not happy with the price for high lumen tube.But actually, the high quality 150cm tube is specially for german market.Because of the installation height over 5m, they need higher brightne to illuminate the ground.In other words, they need high brightne 150cm LED tube to replace the existing 58w 150cm CFL tube.That is why we launch such product and only with 150cm at the moment.

For our compatible tube, not only it is compatible with electronic ballast, but also compatible with magnetic ballast at the same time.Actually, for both type of ballasts its compatibility is more than 95%.

Frankly speaking, the product is very potential with its innovative technology in current market.If you don\'t need the tube with high lumen(130lm/w at clear cover), we prefer to recommend you with our economic compatible tubes (110lm/w at clear cover) from from 60cm to 150cm.

Can you share us your comment if it is suitable for your busine and your market? If we are capable to cooperate with you and want to support you, what do you need us to do? Your most sincere suggestion is our best support.

Alison.

邮件八:（询问客户信息）

Dear David,

Got it, thanks!

Normally, we will ask esteemed customers with the following questions before seiously quoting them. a.Any requirements about the warranty, quality, print, color, cover, lumen and certificate?

b.What is your customer range? Retailer, end-user, contractor or distributor?

c.Do you want to remove the ballast or not? And what is your ballast type?

If you can answer us, we are capable of helping and supporting your busine in your market.

Best regards,

Alison

邮件九展会邀请函：

Dear Friend,

Good day!

This is Alison from Gielight, which has worked together with \"China Wanda\", \"Japan Honda\", \"Japan Fuji Market\", \"Germany Telecom\", \"UK Vision\" for almost 5 years at LED lighting field.

We(Gielight) sincerely invite you to visit our booth at HK LED Show this month, then will see the following innovative items there.

1.VDE certified T8 LED Tube (135LM/W) 2.CE listed Electronic & Magnetic Ballast Compatible T8 LED Tube (135LM/W).........for Europe market 3.DLC/cULus listed + Electronic & Magnetic Ballast Compatible T8 LED Tube............for North American market 4.DLC/ETL/CE listed LED Panel (100-110LM/W) 5.DLC/cULus/CE listed IP66 LED Highbay or Stadium Lamp (100-1000W) 6.New version LED Streetlight + floodlight + tunnel light + tower lamp + projection lamp........

If you will be there, pls kindly reply us and we will try our best to give you the help during your trip.

Thanks & regards,

Alison Huang 邮件十回复询盘，问清楚客户需求：

Dear Larry

Good evening! And thanks for your inquiry.

This is Joan from Gielight.Gielight as a profeional manufacturer have been in the field of LED lighting over 8 years.We are keeping cooperate with Honda group and FujiMart in Japan, Wanda group(The biggest company group in China), Grand Hyatt in Hong Kong, Vision Accendo in UK.

Gielight always do the project aistance for over three years, and there a engineer team focus on it.In order to support you better, could you pls kindly let us know some details as below?

1) Where do you use these led highbay light? Is that a project? 2) Could you pls kindly let us know the quantity you need so that we can work out a best offer for you? 3) How can we aist you will help you complete the project better? And what kind of offer can help you better?

A detailed quotation will be present to you as soon as got your feedback.Any question pls let me know.

Thanks!

Best Regards

Joan

邮件十一拒绝对方做独家代理商的要求

Dear Mr.Jack:

Thank you for your letter of 15th September.

We enclose our latest pricelist covering all the products we handle within the framework of your specialized lines.

We look forward to hearing from you. Sincerely,

邮件十二指定对方为独家代理商

Dear Mr.Jack:

We shall do all in our power to aist you in establishing a mutually beneficial trade. Sincerely,

邮件十三处理对货损的投诉

Dear Mr.Jack:

We have received your letter of 18th July, informing us that the sewing machines we shipped to you arrived in a damaged condition on account of imperfectne of our packing.Upon receipt of your letter, we have given this matter our immediate attention.We have studied your surveyor\'s report very carefully.

Sincerely,

邮件十四放假通知邮件

Hi ***:

How about busine recently?

I am writing to tell you that our factory and office will be temporarily closed from 1st Oct to 7th Oct, for the National Day holiday, and we will be back in office on 8th Oct.

If you have any enquiries, pls send me email, I will check it during that time.Sorry for any inconvenience.

Have a nice day,

邮件十五处理对货物品质的投诉

Dear Mr.Jack:

We very much regret to learn form your letter of 2nd March that you are not satisfied with the dre materials supplied to your order No.9578

From what you say it seems poible that some mistakes has been made in our selection of the materials meant for you and we are arranging for our Mr.Yang to call on you later this week to compare the materials supplied with the samples form which your ordered them.If it is found that our selection faulty, then you can most certainly rely on us to replace the materials.In any case, we are willing to take the materials back and, if we can not supply what you want, to cancel your order, though do this reluctantly since we have no wish to lose your custom.

Sincerely,

第17篇：外贸特别问候邮件

1.圣诞问候

Subject: X’ mas greetings Dear Judy, Glad to hear that your company will be closed from Dec.22nd to 29th for X’mas holiday.Thanks for your support in the past year and I wish you ,your colleagues& your family of this optimal holiday! Best regards, Hellen 2，新年问候

Subject: new year greetings Dear judy, Please note that I will not be in office during Jan.1st to 3rd ,due to the NEW YEAR holiday.For any questions, please call my mobile or send me short meage.Happy new year! Hope it brings your more succe and happine! Best regards.Hellen 3,春节问候

Subject: Chinese new year greetings Dear judy, Our office will be closed during the Chinese New Year holiday period from Feb.2nd to 9th .and we will resume work on 10th .Any pending cases will be disposed after Feb.10th.Wishing you all a happy new year !

第18篇：外贸英文邮件写作技巧

英文电子邮件的写作技巧

日常要处理许多信件电邮,因而运用英语上不得不留神,以下有一些个人意见,也参考了一些书本,希望大家有所得益。

This is an english writing howto I copied from somewhere (name withheld) some time ago.hopefully youll find it helpful too.

A.文法上

1.切忌主客不分或模糊.例子: Deciding to rescind the earlier estimate, our report was updated to include $40,000 for new equipment.” 应改为 Deciding to rescind our earlier estimate, we have updated our report to include $40,000 for new equipment.(We决定呀, 不是report.)

2.句子不要凌碎.例子: He decided not to audit the last ten contracts.Because of our previous objections about compliance.应该连在一起.

3.结构对称,令人容易理解.例子: The owner questioned the occupants lease intentions and the fact that the contract had been altered with ink markings.应改为: The owner questioned the occupants lease intentions and ink alterations of the contract.

4.单众数不要搞乱,不然会好刺眼,看不舒服.例如: An authorized person must show that they have security clearance.

5.动词主词要呼应.想想这两个分别: 1.This is one of the public-relations functions that is underbudgeted.2.This is one of the public-relations functions, which are underbudgeted.

6.时态和语气不要转变太多.看商务英语已经是苦事,不要浪费人家的精力啊.

7.标点要准确.例如: He did not make repairs, however, he continued to monitor the equipment.改为: He did not make repairs; however, he continued to monitor the equipment.

第19篇：订单延期交货的相关处理规定

订单延期交货的相关处理规定（草案）

编码：HSCF-00 批准：持有处：审核：页次： 3 版本状态：A 修改状态：A 编制：

1.目的

提高公司生产订单的准时交货率，规范化订单交货期管理，提供相关问题处理的依据。 2.适用范围

行政管理中心、营销中心、物控中心、质量技术开发中心、生产计划中心及相关部门 3.处理对象

3.1.异常情况存在而导致订单延期交货之现象。

3.2.异常因素存在但因各部门配合而未导致订单延期交货之现象。4.处理原则

4.1.按界定后经济损失（实际/预期）的大小界定相关责任。

4.2.公司在责任追踪时只针对责任部门下达罚款额度和处理意见，相关责任部门在内部再将认定后的责任落实到相应的责任个体。

4.3.公司在责任追踪时，如出现两个或两个以责任部门，各责任部门将按照责任类别（如全部责任、主要责任、次要责任、关联责任、监督责任）和责任系数而分摊相关罚款额度。

4.4.损失责任认定由营销中心负责认定并定出损失总额及责任类别，相关责任部门内部责任分配由该部门主管负责。认定原则如下： A.损失认定原则：

1.订单延期交货造成实际损失时，按实际损失的（10-100）%为标准认定处理责任部门；2.订单延期交货造成预期损失时，统一按1000元标准认定处理责任部门；

3.订单延期交货几乎未对我司造成实际/预期损失，但交期延期在（4-15）天内时，按每个订单按30元/次处理责任部门；

4.订单延期交货几乎未对我司造成实际/预期损失，但交期超15天或者对公司内部正常运作造成恶劣影响时，按50元/次处理责任部门；

5.由于公司内部非部门的客观原因而导致订单延期交货延期时，公司酌情处理；6.当订单延期交货而导致同时出现实际损失和预期损失时以上情况作分解认定处理； 7.当订单延期之因素存在而由于其他部门积极配合最终未导致延期时，每个订单按50元/次处罚主要责任部门。

B.责任认定及概念界定：

1.实际损失：截止责任认定之日起，异常情况所导致的实际已经造成的损失，界定为“实际损失”；

2.预期损失：自责任认定之日起，因异常情况导致而尚未发生的但预计必定会出现的损失，界定为“预期损失”；

3.订单延期交货：生产车间的订单以相应月份的订单排期表为基础，凡订单实际完成日期大于公司最终确认日期（如有些订单中途经过交期变更等情况而重新确认日期）之后3天以上的情况，均界定为订单延期交货；另乐盟、铃木等常驻我司检验的客户以订单的全部产品处于待检状态界定为订单完成；

4.全部责任（100%）：订单延期问题之出现全部由某一个部门之因素而直接导致，则该部门所负之责任即为全部责任（为责任类别，下同），并承担认定后损失的100%（为责任系数，下同）；

5.主要责任（50%）：订单延期问题之出现是由某几部门之因素综合而导致，则责任最严重的部门所负之责任即为主要责任，并承担认定后损失的50%；

6.次要责任（25%）：订单延期问题之出现是由某几部门之因素综合而导致，则责任为 7.1.营销部门的责任问题

A.订单信息不明确、不及时或者有误，客户提供的资料和配套件跟催不力，与客户或相关方沟通不到位、不及时，订单出货信息未及时传递，自身的工作效率影响等为营销中心责任。 B.客户自身导致的订单信息不明确、不及时或者有误，配套件没有及时提供到位或者存在质量问题，验货标准太苛刻或前后标准出入太大，甚至故意刁难我司，另驻厂客户违规使用我司财产或违规向车间下达指令等等也归属为营销中心责任。

7.2.物控部门的责任问题

A.采购物资与所需不符（如：存在规格、质量问题等），不能及时按量配套到位（相关标准可参照计划中心下发的《配件比订单交期应提前到位天数明细表》），漏下采购订单等为物控中心的责任。

B.仓管员没有按单申购物料并跟催、没有按单正确及时调拨物资，延迟发料或者发错料，发料不配合，未及时向相关部门反馈物料信息，工作效率低下等为物控中心责任。

C.物资供应商（含华盈）所导致的相关问题同样归属为物控中心责任（可由物控中心同供应商协商承担）。

7.3.生产部门的责任问题

A.生产安排不当，交货期不合理，订单漏发、迟发，配套件没有及时跟催，订单跟踪不力，信息传递脱节等为生产计划中心责任。

B.由于车间内部管理不善（如：入仓期延迟、未及时补数、做错琴、配件或材料使用不当、生产安排不当，不及时提出订单延期申请等为车间责任。

7.4.质量技术部门的责任问题

A.得到质量问题的反馈后而不能及时或三日内给予解决与答复的为质量部门的责任。

B.得到技术问题的反馈、产品图样的下发和产品技术要求在信息确认后而不能及时或三日内给予解决与答复，或者技术指导失误的为技术部门的责任。

7.5.其他部门的责任问题

A.车辆安排不合理、人员和机器设备不能及时按需配备、设备模具故障未能及时排除、以及车间改造未能及时处理等，将追索相应部门责任。

B.其他未提及到的，将根据工作中的实际情况，酌情处理。 8.从本规定下发之日起开始执行。 9.本规定由生产计划中心负责解释。 10.附表1：《订单延期交货相关处理登记表》 11.附表2：《订单延期交货处罚通知书》

主送：总经理

抄送：公司各部门

第20篇：服装布料延期交货索赔商务谈判计划书

商务谈判测试题九

服装布料延期交货索赔商务谈判计划书

营销1033班学号03 姓名陈兴旺

-服装布料延期交货索赔商务谈判计划书

时间：2012年6月1号

地点：长沙商贸旅游职业技术学院

谈判单位：梦洁床上用品公司（甲方）、益鑫泰麻纺公司（乙方）

一、谈判主题：

通过这次谈判希望双方关于床上用品延期交货索赔能够达成一个令双方满意的协议。

二、

谈判团队人员分配：

1、副总经理：负责监督谈判程序，掌握谈判进程，代表公司签约。

2、法律人员：负责谈判过程的法律事项进行处理。

3、财务人员：掌握该谈判项目总的财务情况。

4、记录人员：记录整场谈判的记录工作。

三、双方优劣势分析：

（一）双方的优势：

1、甲方：a、公司是一家知名企业，实力雄厚，品质较好。

b、公司市场广阔，产品需求量大。

C、企业信誉好，拥有先进技术。

2、乙方：a、企业信誉度高，合作伙伴较多。

b、产品质量好，市场广阔。 C、产品独特拥有先进技术。

（二）双方的劣势：

1、甲方：a、进货渠道窄，对乙方存在依赖。

b、对乙方提供的产品需求迫切。

2、乙方：a、企业知名度不高，产品适用范围少。

b、在双方的谈判中处于被动地位。

四、谈判目标：

（一）最高目标：以600百万的赔偿金结束这场谈判。并且不会破坏双方合作关系。

（二）可行目标：通过双方谈判协商后，向对方不得低于400万元，并且继续双方的合作。

（三）最低目标：乙方公司索赔不低于350万，考虑对方的遭受的情况，可以分期付款偿还，并且继续与之合作。

五、谈判程序及具体策略

（一）开局阶段：

1、双方进行轻松的自我介绍。

2、我方应对乙方两名工作人员染病进行慰问，表达出我

方对乙方的关心。

3、就以前进行合作的愉快事件叙叙旧。

4、向对方表明我方对此事件处理的方案与之交流。

（二）报价阶段：

1、谈判双方在介绍非实质性交谈之后，将话题转移再进入正题。

2、就我方也面临巨大损失和违约事项，向对方表述清楚。

3、坚守自己的立场，表明向对方实施索赔600万元情况

原由

（三）磋商阶段：

1、双方的意图和要求逐一进行比较，弄清双方分歧。

2、我方也会做适当的让步，表现出我方的诚意。

（四）成交阶段：

1、就双方这场谈判达成的协议，进行最后的确定。

2、不忘最后的获利。

3、为双方这次进行谈判所达成圆满的结果表示祝贺。

六、确定谈判议程

1、谈判时间确定在2012-6-8号上午9点至12点。

2、首先双方见面寒暄，给予对方慰问。

3、进入正题，就双方进行索赔协商进行磋商。

4、就谈判过程中，双方存在的歧意双方进行再次协商达

成解决方案。

5、达成双方谈判结果进行签约。

6、最后进行午餐，为双方达成的协议庆贺。

七、制定应急预

（一）如果就此谈判意见矛盾突出，甚至出现了激愤之态，协

商改期再进行商谈。

（二）或者给双方半小时的时间平静心情，调整心态喝喝茶，

听听音乐。

营销1033 陈兴旺(学号03)

二

O一二年五月二十日

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