做外貿會遇到各種不同的情況，下面就是一個例子。在這種情況下，我們要學會變通，不要老是等著客戶來詢價。有的時候我們也應該主動聯系客戶。其實做外貿跟其他業務在很多地方是相同的，只不過外貿用的語言不同，面對的客戶有著不同的背景，擁有積極的心態是一個好外貿業務員必不可少的基本素質。

20 January 2010

Kee & Co., Ltd

34 Regent Street

London, UK

Dear Sirs:

This time last year you placed an order for Type BS362 12-volt sealed batteries. This is a discontinued line which we had on offer at the time.We now have a similar product on offer, Type CN233. It occurs to us that you might be interested. A descriptive leaflet is enclosed.We have a stock of 590 of Type CN233 which we are selling off at GB￡30 each.We can offer a quantity discount of up to 15%, but we are prepared to give 20% discount for an offer to buy the complete stock.We are giving you this opportunity in view of your previous order. We would appreciate a prompt reply, since we will put the offer out in the event of your not being interested.Yours faithfully,Tony SmithChief Seller

先生:

去年此時貴公司所訂購的BS362型號12伏密封電池，現已停止生產。

現有同類型產品CN233，存貨共五百九十件，特惠價每件30英鎊。貴公司如感興趣，敬請參看隨附的簡介說明。

大批訂購可獲八五折優惠，整批購入則可享八折特惠。

為感謝貴公司以往惠顧，特此給予訂購優惠。極盼立即回覆，如貴公司未欲訂購，本公司亦能盡早另作安排。

銷售部主任

托尼.斯密思謹上

2010年1月20日