外贸英语写作（60）

　Sample 2 Payment negotiation

　Dear Paola,

　Please kindly note that our booth number in IFA Berlin is 29.226.

　For the payment term, the best we can do is L/C at sight, really. As I informed you by MSN, we always do by T/T with other customers.

　Regarding your order, you place it with two models. Our boss also cares it very much. I had a hard discussion with my boss; finally she allowed the payment by L/C at sight. But normally she only accepts T/T. I really do my best to move forward the project, believe you also do your efforts to move forward.

　Can I get your support?

　Welcome your visit to our Berlin Show. And wish you a very happy summer vocation.

　Awaiting your comments,

　Best regards,

　Water

　Notes

　1. 文中，运用了比较的方法。拿其他客户的做法和该客户的做法相比较。着重突出对客户的优惠和特别支持。同样，对比的方法也可以用在价格和数量等方面的谈判上。

　2. 即时沟通工具MSN可以快速传递某些产品信息和价格信息等。如果用于价格谈判，不是非常有效，但可以结合着使用。在谈话过程中，遇到棘手的问题不能得罪客人，可以适时地结束谈话，说明将马上处理并以邮件回复。有时候有些东西不能急着回复，因为这些问题都是很敏感，很难缠，很不好解决的问题。给自己一点时间考虑，但不能拖延要对客户有交代，让客户知道你会怎样做。这样更容易解决问题。

　3. Orders always don’t come easy. 订单都是来之不易的。需要从细节方面去沟通，彼此寻找合适的平衡点去合作。

　4. 邀请客户参加展销会，这也是增加客户信心和进一步沟通的最好方式。