LESSON ONE：HOW TO WRITE A SALES LETTER? -- 怎样写推销信？


CONTENTS

Ⅰ. USEFUL EXPRESSIONS 推销信常用语

Ⅱ. SAMPLE 范文

Ⅲ.TIPS 掌握写作要领

Ⅳ. EXERCISE, WORDS, PHRASES AND SENTENCE PATTERNS 精通常用词组和句型

Ⅴ. WRITING CLINIC 写作诊所

Ⅵ. GOODIES & GIFTS 实用小礼物

Ⅰ. USEFUL EXPRESSIONS
推销信常用语

1. How to introduce yourself?
We are specialists in producing low-salt sauces.
We produce a wide range of telecommunication devices that are used by business organizations throughout the world.
Vortex Inc. is a $80,000,000-per-year company that supplies office equipment to both major corporations and small businesses.
For 30 years, Vortex has been a leading manufacturer of office equipment in East Asia.

2. How to introduce and praise your product?
We at VoiceTech would like to offer you a new product that would help you improve your work efficiency.
Let me highlight this exciting system for you.
Mercury 808 digital telephone is a high performance instrument for an easily affordable price.
Our products are being retailed in leading department stores throughout Europe.
Our products appeal to a wide age-group.

3. How to offer assistance?
We will send you a free sample to use as a test.
MBS Systems would be happy to have one of our sales agents speak to you at no obligation.
Mr. Allen Wang, our sales representative, will call you to see if you would like a free estimate.
Our representatives are professionally trained to offer you the best technical assistance.

4. How to offer cost-saving benefits:
You may be able to profit from special terms on your initial order.
You will be pleased to find that GreenMart gives you 15% off the normal retail price.
We offer special savings programs based on the number of machines ordered.
Now, thanks to breakthroughs in micro-chip technology, we can offer you a digital camera at prices far lower than you would expect to pay.
The enclosed coupons will enable you to sample a wide range of our products at a 20% discount.

5. How to offer a catalog, brochure, or invitation to showroom?
You're invited to look through our enclosed catalog.
A color brochure will be mailed to you when you return the enclosed card.
In order to give you an idea of the capacity of our organization, we are enclosing our comprehensive brochure.
As the enclosed catalog cannot really show the capacities of this new equipment, we would like to invite you to our showroom in Phone Mart.
Since the enclosed catalog won't give you a full view of the capacities of this new machine, may we suggest that you visit our agent's showrooms in San Diego?

6. How to encourage an early response?
Please give me a call as soon as possible if you think any of our products can meet your needs.
Just give me a call at 1-800-000-0000 for the name of our representative in your area.
For further details and technical data, please call 1-800-000-0000.
Call us at 000-0000 today. It's your first step toward instant global communication.
We look forward to doing business with you.
I look forward to talking with you.


Ⅱ. SAMPLE
范文

Dear ___________:

We at P&S Systems, Inc. would like to acquaint you with a new line of products that we are offering to make your office more secure. For 18 years P&S Systems has been a leading innovator in the security industry and a major supplier of electronic alarm equipment in North America. We are now extending that same protection to firms and organizations in East Asia.

Our new TS801 Detector Series combines two advanced technologies, microwave and passive infrared, to achieve maximum reliability. In the past year P&S has installed these new devices for over 4,500 firms. The overwhelming market response has proved that the new products are very successful. All P&S products can be custom installed. Recent technological advances have made it possible for us to sell our products at highly competitive prices.

P&S Systems would be happy to have one of our sales representatives speak to you at no obligation. Our representatives will also be glad to give your site a free inspection. Just give me a call at 1-800-000-0000 for the name of our representative in your area.

Sincerely,
_______


Ⅲ. TIPS
掌握写作要领

1. Write an effective opening to capture the reader's attention.
2. Be specific in praising your product.
3. Emphasize strong points that will possibly meet the reader's needs.
4. Offer special terms to encourage the reader to take action.
5. Make it easy for the reader to respond by offering pre-addressed postage-paid response cards, toll-free telephone numbers, etc.



Ⅳ. EXERCISE, WORDS, PHRASES AND SENTENCE PATTERNS
精通常用词组和句型

1. Click on the word or phrase that fits the sentence:
  1. Our mutual friend Robert Lee suggested that I ______ you regarding a loan for the new cafeteria.
    (A) contacted
    (B) have contacted
    (C) contact
    (D) might contact
  2. We are confident that once you have tasted our new fruit jams you _______ they are a part of Green Farm's finest tradition.
    (A) know
    (B) will know
    (C) should know
    (D) shall know
  3. Please be assured that we _____ endeavor to deserve your confidence.
    (A) must
    (B) may
    (C) should
    (D) shall
  4. Congratulations ____ your new home and welcome to Sand Valley.
    (A) on
    (B) for
    (C) to
    (D) at
  5. This stimulating magazine is yours ____ only $49 a year.
    (A) with
    (B) at
    (C) for
    (D) in
  6. For only $35 you can choose three novels currently or recently ____ the best-seller list.
    (A) on
    (B) in
    (C) for
    (D) over


2. Complete each of the sentences with a word from the list below:

guarantees, discount, advantage, collection, purchase

(1).From our of folk arts, you will find the exceptional masterpieces you are proud to possess.

(2).As an introduction to our new store, we are offering you a 15% on all regularly priced merchandise.

(3).We have prepared gifts for you, absolutely free with any of $200 or more.

(4).Our product are the best in the business.

(5).These items will be sold at reduced prices before Christmas and we hope you will take of this exceptional offer.

3. Fill in each of the blanks with a word given below:

in, with, over, from, to
All purchases _(1)_( ) HomeGuard dealers come _(2)_( ) a 3-year, no-questions-asked guarantee _(3)_( ) addition _(4)_( ) the manufacturer's warranty.

make, fall, take, let
Please don't hesitate to _(5)_( ) us know if we should ever _(6)_( ) short of your expectations.

advanced, abreast, well-known, beyond
Our magazine keeps you _(7)_( ) of the latest development in information technology.

on, for, with, to, under
According to the agreement, you will be entitled _(8)_( ) free medical services only _(9)_( ) a limited period and _(10)_( ) certain conditions.

4. In each of the following cases arrange the groups of words so that they form a sentence. Add capitalization and punctuation if necessary.
  1. "for one year", "a renewal contract", "are enclosing", "we"

  2. "the contract", "and return", "the enclosed, postpaid envelope", "you can sign", "in"

  3. "a large amount of", "that", "you might require", "the items we manufacture", "we are told"

  4. "our sales representative", "meet your needs", "will demonstrate these devices", "one of which will certainly", "and do a better job for you"

Ⅴ. WRITING CLINIC 写作诊所

Find out grammatical mistakes in the sentences below and enter your correction:

  1. Our new Softcom series (A) provides users (B) of a most satisfactory solution (C) to their (D) communication needs .
    正确答案为：

  2. The handheld PC (A) contains an excellent electronic dictionary (B) which (C) is included (D) more than 50,000 words.
    正确答案为：

  3. Our software products (A) designed for bilingual education (B) can make (C) language learning more (D) efficiently .
    正确答案为：

  4. (A) Based on responses (B) from more than one thousand users, we have added (C) several more new functions (D) to the digital camera.
    正确答案为：




Ⅵ.SOMETHING FOR NOTHING
GOODIES & GIFTS 实用小礼物

1. New Words, New Meanings

e-business, e-commerce, e-tailing

e-business: electronic business
e-commerce: electronic commerce
Conducting business on the Internet, including buying and selling online, electronic funds transfer, business communications, information management, and so on. The two words are often used interchangeably.
名词∶电子商务
Example: CEC is an organization involved in developing new technologies for e-commerce.

e-tailing: on-line retail selling.
名词∶电子零售
Example: On the Internet, you can see how e-tailing is conducted in 'Virtue Malls.'

2. A Readymade Sales Letter For You
Fill in the blanks to produce your own sales letter:

Dear __________:

We are seeking retail outlets for our line of ____________[products], and we would like to inquire about your interest.

_________________[name of your company] is one of the leading ______________[product category] manufacturers. Our _______________[products] are priced to sell about ___ percent below most major brands.

If you are interested, please contact me at the above telephone number, and we will make arrangement for a meeting to discuss details concerning terms, policies, and procedures.

Hope to hear from you soon.

Sincerely yours,


___________[name]
___________[title]