外贸英语写作（62）

　Dear Paola,

　Thank you very much for your efforts.

　Regarding the coming order, we really hope you can do more efforts and hope you can support us by L/C at sight for payment term. I can fully understand what you mean by MSN that you have to invest much into three brands in Nola Italy. You must aware that we also have to invest much into materials purchase. If the payment is tied up for a long time, we cannot proceed well for customers. As you know the loader and TFT screen cost much. So L/C at sight is fairer for both of us. Believe we have to support each other for better cooperation.

　On the other hand, the offer is quite competitive. W cannot afford the US currency loss. Currently we have to stare at the exchange rate carefully. Once the order is firm, we could not increase customer’s price for our cost loss. If I ask for cost up suddenly when I told you the US exchange rate is dropping, and we will lose. That would ruin all business. I don’t think you would like to see that happen. And it is not business, mutual benefit business.

　Let’s confirm L/C at sight. Come on, Paola. Thank you.

　Awaiting your comments.

　Best regards,

　Water

　Notes

　1. 客户不接受提议，公司部接受客户的要求，这样谈判就进入了僵局。第二步，要打开僵局，需要进一步深入解释，给予更充分的理由说明难处。一次又一次的努力，希望可以用真诚感动客户。

　2. 邮件中药运用正面的，积极地语言，也要适时地强调付款方式。引导客户向自己的方向靠近。