【Task Description】任务描述
After severaltrial orders, Mon Amie Trading Co., Ltd, a French importer, takes greatconfidence in products from HEFEI Star IMP&EXP CO., LTD. As a result, WangTao thinks it’s most effective to recommend some other products and enhance thesales at the EU market. He decides to write to Mon Amie Trading Co., Ltd tointroduce the beverage chillers newly developed by HEFEI Star ElectricalAppliance Co., Ltd.
【KnowledgeLink】知识链接
在知识经济时代，产品的更新换代司空见惯，特别是涉及家电、汽车、数码、IT等制造业领域。与生产效率的提高、产品设计的更新、产品性能的提升相伴随的是消费者对于用户体验的越来越近乎挑剔与苛刻的要求。由于产品的升级和性能的优化，许多海外业务员倾向于将新品的各种优点滔滔不绝地展现给老客户，迫不及待地期望着客户能够追加订单。但是欲速则不达，因为这会让刚刚下过订单的客户心理产生落差，认为原先的订单买错了，或者业务员为了销量故意隐瞒、推延新品的发布，以便清空老款产品。那么如果以一种自然的方式将公司的新产品推送出去呢？作为海外业务员，可以与客户多多沟通，询问客户已经购买的产品的使用情况。产品使用顺利，就给予肯定；如果不佳，业务员就应该详细了解原因，弄清楚是产品质量问题，还是操作方法问题，并协助解决这些问题。在这个过程中，业务员和客户的距离就拉进了一步。当客户对业务员产生了足够的信任感之后，就可以和客户聊一聊公司现在的产品有哪些新功能，满足哪些市场需求，从而吸引客户的兴趣和关注。
【TaskUnderway】任务进行
王涛向法国进口商写信推荐公司新推出的酒柜系列产品。
Attn: Mr. Jacques Leblanc
Date: Nov 25th, 2016
Dear Sirs,
We are sograteful that you have been choosing a selection of our products in your purchaseorder for those years and you were kind enough to drop a visit at our booth atCanton Fair last month. I believe the friendship and cooperation between uswill be further intensified as time goes by.
This month, thePR Department has our online catalogue at www.hefei-star.com,and now it covers the latest new products in stock. We believe you will findsome of our new designs most attractive, especially the beverage chillers. Theyshould be well-received in France as the French people have a good taste inquality red wine. Once you have had time to study the supplement, please let usknow if you would like to take the matter further. We shall be very happy togive you our lowest quotations and send samples to you for close inspection.Wewill keep you updated about our latest progress.
Looking forwardto your early reply.
sincerely yours,
Wang Tao
【CommunicationSkills】沟通技巧
如何维护老客户并向客户推荐新产品
为了能够成功说服客户，业务员应该从购买方的基层员工入手，首先了解客户公司情况。之后再和公司高层领导交谈，询问终端用户对已经推出的产品的接受程度及使用过程中可能出现的问题。对于客户的正面评价要给予肯定；对于负面意见，业务员应该了解问题根源并承诺改进。
帮助解决客户问题有利于建立彼此之间的信任，然后才有可能让客户自然而然地接受新产品。
【Task Extension】任务扩展
Letter 1
Introduction of Electric Rice Cookers to SouthAfrican Importer
Dear Sirs,
Thanks for your order of 12,000 units of Star air-cons. They aresure to bring cool breezes to African consumers in the depth of summer days andare a symbol of the all-weather friendship between China and the Africancontinent.
In addition to these, we take this opportunity to introduceourselves as one of the newly emerged manufacturers in the line of electricrice cooker in China. Recently, a dozen talented engineers from topelectrical appliance giants like Mitsubishi and Panasonic have joined ourcompany and developed a number of rice cooker series catering to differentmarkets including Africa. As we all know, with the advancement of the Belt andRoad Initiative, Chinese products, Chinese language and Chinese culture arebecoming increasingly popular with international friends. Chinese restaurantsare all over major cities in South Africa. More and more local residents havetaken a liking to cooking Chinese food at home. Our rice cooker is good inquality and easy to operate. We have confidence in the sales possibility atyour market.
We shall always be very happy to hear from you and will carefullyconsider any proposal likely to lead to business between us.
Yours sincerely,
Wang Tao
Letter 2
Introduction of New Formula MoisturizingCream
Dear Sirs,
We think you will be interested in the series of new formulamoisturizing creams we are going to launch on the European market. A dozensamples of various types have been shipped to you by UPS and will hopefullyreach your office premise by next Monday.
Our new formula moisturizing creams are the result of painstakingeffort from our research fellows, and are likely to revolutionize all thechemical methods in use at present. Different from the prevailing products inthe cosmetics market, these new series are rather diversified, catering todifferent customer demands, as the skin types of fashion ladies areindividually different. A trial will convince you of their merits. Yourcomments and criticisms are welcomed.
Enclosed is a copy of our latest catalog with price list. Lookingforward to your response.
Yours faithfuly,
Eric Zhao
Letter 3
Writing to Recommend Snow White Toothpaste
Dear Sirs,
Thank you foryour order of May 10th. We enclose a catalogue and price list.Meanwhile, we have also sent a catalogue of our range of Snow White Toothpasteunder separate cover, which we trust will reach you very soon.
There’s no toothpastearound that’s better at fighting cavities than Snow White. That’s a fact youprobably already know. What you may not know is that we give the clients threeterrific-lasting flavors to wage war against tooth decay. Our market survey hasshown how uneasy kids can be about the taste of their toothpaste. So we feel it’sour duty to launch the right products in the market. Now the kids have threechances to pick their favorite. Though the three tastes may differ, theprotection each one provides doesn’t change a bit. Because every tube of everyflavor of Snow White contains Fluorite, a cavity-fighting system that actuallyconcentrate its protection where teeth need it most.
You may beinterested to know that our new discounts for bulk purchase came into effect onMay 10th.We would be pleased to receive your order very soon.
Yours faithfully
Li Hong
Letter 4
A Letter to Renew Relation with an Old Client andRecommending Silk Shirts
Dear Sirs,
Looking thoughour records we note with regret that we have not had the pleasure of an orderfrom you since last December. As you were one of our regular clients, we arevery much concerned if you have been dissatisfied either with our goods or withthe way in which we have handled your orders. Would you please fill in theenclosed reply card if you have encountered some problems with us? We will giveyour comments immediate attention.
We think you maybe interested to know that we have recently been appointed agents for the salein this country of silk shirts by three leading Chinese garment manufacturers.Our stocks now include a complete range of specifications with a wide selectionof colors and designs at very attractive prices. They are suitable for men andwomen of all ages in all seasons. Besides, our shirts are superior in qualityand durable in use. They are shrink-proof,crease-resistant, and have won a high admiration and is widely trusted bothat home and abroad. You will see from the catalogue enclosed that our pricesare very much lower than those of other importers. In addition, we are offeringvery generous terms of payment.
We look forwardto the pleasure of your renewed order.
Yours faithfully,
Ma Kang
【WritingQ&A】写作答疑
作为销售人员向老顾客推荐某种新产品的目的是让客户了解该产品的性能，引起客户的兴趣，从而吸引顾客去购买该产品。做英语产品介绍时，要根据所给信息介绍某种产品的品名、型号、原料、生产商、特点、功能以及使用说明和维护方法。特别注意以下几方面：
（1）清楚地描述某产品的特征，包括产品的外观、颜色和体积等。
（2）描述该产品的优点，让客户知道拥有它能带给自己的好处。
（3）用统计数字、众所周知的事实和别人的经验来证明某产品的优势，增强客户购买的信心。通常，介绍时要提供该产品的图片。
例如：
For yourinformation, we are planning a range of classical English dinner serviceswhich, should do well in the North American market. I enclose an illustratedsupplement to our catalogue. It covers the latest designs which are nowavailable from stock.（本公司现正设计一系列款式古典的英国餐具，适合北美市场需求。随函寄奉配有插图的商品目录附页，介绍最新设计的产品。）
【UsefulExpression 】交流表达
1. We are sograteful that you have been choosing a selection of our products in yourpurchase order for those years.
感谢贵方多年来一直选购我们的系列产品。
2. I believe thefriendship and cooperation between us will be further intensified as time goesby.
相信我们之间的友谊与合作将历久弥新，不断深化。
3. This month,the PR Department has our online catalogue at www.hefei-star.com, and now it covers thelatest new products in stock.
本月，公共关系部已经将我们的产品目录上传至公司网站www.hefei-star.com, 里面涵盖了库存新品。
4. We believeyou will find some of our new designs most attractive, especially the beveragechillers.
相信贵方会发现我们一些新款产品的设计非常新颖，特别是酒柜系列。
5. They shouldbe well-received in France as the French people have a good taste in qualityred wine.
这些产品将会深受法国市场的欢迎，因为法国人对于高端红酒有着良好的品味。
6. Once you havehad time to study the supplement, please let us know if you would like to takethe matter further.
如果贵方能抽空浏览增刊，请告知我方贵方是否有意向进一步推进这件事。
7. We shall bevery happy to give you our lowest quotations and send samples to you for closeinspection.
我们将很乐意给出最低报价，并寄送样品以便贵方可以详细了解。
8. We will keepyou updated about our latest progress.
我们会及时告诉贵方最新进展状况。
9. As we allknow, with the advancement of the Belt and Road Initiative, Chinese products,Chinese language and Chinese culture are becoming increasingly popular withinternational friends.
众所周知，随着中国一带一路政策的推广，中国商品、中国语言和中国文化越来越受国际友人的欢迎。
10. We shallalways be very happy to hear from you and will carefully consider any proposallikely to lead to business between us.
盼早日得知贵方回音，我方将认真考虑所有可能达成交易的提议。
11. Our newformula moisturizing creams are the result of painstaking effort from ourresearch fellows, and are likely to revolutionize all the chemical methods inuse at present.
新配方保湿霜是我们研发人员辛勤的研究成果，它将对传统的化学方法产生重大改革。
12. Differentfrom the prevailing products in the cosmetics market, these new series arerather diversified, catering to different customer demands, as the skin typesof fashion ladies are individually different.
与当前化妆品市场的主打产品不同，新品系列非常多元化，适应了不同的客户需求，因为各类时尚女性的肤质不尽相同。
13. A trial willconvince you of their merits.
经过试用，相信您会信服它们的优点。
【Notes】词汇与短语
1. purchaseorder 订购单，采购订单
2. intensify vt.& vi. 增强，强化
3. in stock 有存货，现有
4. beveragechiller 饮料冷却器，酒柜
5. have a goodtaste in 很有品位
6.supplement n. 增刊，副刊
7. take thematter further 进一步推动此事
8. keepupdated 保持更新，保持最新
9. electric ricecooker 电饭锅
10. a symbol of 象征
11. all-weathern. 全天候的
12. the Belt andRoad Initiative
It refers to theproposal to build a Silk Road Economic Belt and a 21st CenturyMaritime Silk Road. During his visits to Central and Southeast Asia inSeptember and October 2013, Chinese President Xi Jinping unveiled theinitiatives of building the Silk Road Economic Belt and the 21stCentury Maritime Silk Road in cooperation with related countries, and laid outpolicy coordination, facilities connectivity, unimpeded trade, financialintegration, and people-to-people bonds as the five major goals.（“一带一路”是“丝绸之路经济带”和“21世纪海上丝绸之路”的简称。2013年9月和10月，中国国家主席习近出访中亚和东南亚时，分别提出了与相关国家共同建设“新丝绸之路经济带”和“21世纪海上丝绸之路”的倡议。该倡议以实现“政策沟通、设施联通、贸易畅通、资金融通、民心相通”为主要内容。）中国对外宣传的权威部门外文局对外发布了“一带一路”的英文版，使用了Belt and Road Initiative一词。这个版本用英语详细解释了“the Belt and Road Initiative”的起源及内涵。
13. haveconfidence in 对……有信心
14. cater to 迎合，为……服务
15. convince sbof sth 使确信
16. shrink-proof，crease-resistant 防缩的，防皱的
