加拿大外贸
注：很多福友没有经过如何写作开发信的基本培训，本周我选取刚刚收到的一封电子邮件，现作为开发信范文供各位参考。
除了文字、某篇布局，还请大家注意各种排版细节。
愿意翻译的福友，请翻译本人所加的蓝色部分。
谢谢。
思考题：
开发信是否越短越好？为什么？
本开发信有多少热点吸引读者？为什么？
=====================================================================
To: [email protected]
From: "EyesOnSales" <[email protected]>
Date: Fri, 20 Jun 2008 09:53:13 -0400
Subject: Sales Tips: Top 10 Factors for Getting Salespeople to Overachieve
Hello Bruce,
As we quickly approach the of end the month and the end of the second quarter,
it is crucial to put something back onto your radar that you may or may not have
thought about since late December or early January: your 2008 goals.
Salespeople are often required or get motivated on their own to write goals at the
end of the year as they look forward to a fresh start. However, it is important to
remember that you can't simply write goals and forget about them. Now, at the
end of the month and the end of the quarter, is a great time to revisit your goals,
or write a few if you haven't already.
In this newsletter issue, four of our experts have contributed articles on the topic
of goal setting:
-How to Use the Right Questions to Define Your Goals By Paul Cherry
-Why Success is a Science By James Ray
-Top 10 Factors for Getting Salespeople to Overachieve By Dave Kurlan
-Sales Motivation: Setting Goals (A Video Clip)
Share Your Goals with Us!
We would love to hear what your Q3 and 2nd half of 2008 goals are. E-mail us at
[email protected] and tell us what you are reaching for. We will share your ideas
on www.EyesOnSales.com and in our next newsletter!
Get a FREE copy of Dave Kurlan's Book
Would you like to receive a FREE copy of Baseline Selling, the best selling sales book
by EOS Author Dave Kurlan? To qualify for this free book offer you must be a sales
manager with a sales team of five or more. Simply register and attend a live online
demo of Landslide and learn how selling with Landslide can help you close larger,
more complex deals faster while eliminating data entry. Register Today!
FREE Online Webinar: 5 Strategies to Turn "Hopecasting" into Accurate Forecasting
Please join Razi Imam, CEO of Landslide Technologies, to review one of the most
critical things that salespeople, sales managers and corporate executives have to
report: Forecasting upcoming business.
Attend and Win! At the end of the webinar 10 randomly selected attendees will win
a complimentary copy of the CSO Insights 2008 Sales Optimization Report, a $295 value.
Register Today!
Good Selling!
The EyesOnSales Team
If you received this e-mail as a forward and would like to join our mailing list, sign up
here: www.eyesonsales.com/subscribe
2000 Cliff Mine Road
Suite 200
Pittsburgh, PA 15275
To unsubscribe or change subscriber options visit:
http://www.aweber.com/z/r/?LMxMzCyMtCyMHAzM7IwctEa0zKwM7AzsTA==
=====================================================================
最后为自己在天涯论坛《创业家园》的征文拉票：
请参与本翻译论坛并自觉有点收获的福友们，帮助本人投一票哦。
链接如下：
http://cache.tianya.cn/New/Publi ... tem=enterprise&
本人的征文为最后第二篇：《小小开发信、订单滚滚来》。还剩周六周日（21、22）两天。
谢谢各位的捧场。
[ 本帖最后由 bruce1 于 2008-6-21 08:55 编辑 ]
评论
简要说明：《每周翻译论坛：提高英语表达水平，增强外贸销售能力》
这是一种学习方式，即大家以翻译的方式、跟贴的形式来翻译美国电话推销培训大师ART先生的每周短文，从而在学习美式英语的同时，学习如何推销自己和公司的产品。我以为这是一举两得的好方法。由于我对ART的熟悉，所以，由我担任指导老师。开篇说明的序言请参见我的博客：
http://blog.shanghai.com/user1/1111/archives/2007/2843.html
过去的2007年共有50期内容，请参看2008年的贺年帖子，里面有所有50篇短文的连接地址：
http://bbs.shanghai.com/thread-913751-1-1.html
2008年帖子如下：
第一期，08-01-11：你想成为富翁吗？ （批改参考见23、24楼）
http://bbs.shanghai.com/thread-931859-1-3.html
第二期，08-01-23：每天你都在应试找工作 （批改参考见6、7楼）
http://bbs.shanghai.com/thread-950375-1-1.html
第三期，08-01-25：2008年开门红：轻松销售 （批改参考见12楼）
http://bbs.shanghai.com/thread-955166-1-1.html
第四期：08-02-01：客户喜爱你，他们就会给你金钱 （批改参考见10、11楼）
http://bbs.shanghai.com/thread-964302-1-1.html
第五期：08-02-07：名人也曾经失败过 （批改参考见10楼）
http://bbs.shanghai.com/thread-967286-1-1.html
第六期：08-02-16：不要把利润白白送走 （批改参考见5楼）
http://bbs.shanghai.com/thread-971895-1-1.html
第七期：08-02-21：真诚地说：你好吗？ （批改参考见8楼）
http://bbs.shanghai.com/thread-980549-1-1.html
第八期：08-02-29：你以为你已经有确定的潜在客户了吗？ （批改参考见5楼）
http://bbs.shanghai.com/thread-994599-1-1.html
第九期：08-03-07：怎么说才能拉近对方？（批改参考见4楼）
http://bbs.shanghai.com/thread-1006298-1-1.html
第十期：08-03-14：了解了关于客户的这一点，他们就会对你刮目相看（批改参考见9、10楼）
http://bbs.shanghai.com/thread-1020246-1-1.html
第十一期：08-03-24：没有这个，你的成功机会将是零（批改参考见7楼）
http://bbs.shanghai.com/thread-1035659-1-1.html
第十二期：08-03-30：空想愿望不如这个简单技巧来得有效（批改参考见10楼）
http://bbs.shanghai.com/thread-1049631-1-1.html
第十三期：08-04-07：超级推销明星的惊人技巧 （批改参考见6、7楼）
http://bbs.shanghai.com/thread-1063050-1-1.html
第十四期：08-04-13：比达成交易更重要的是。。。。。。（批改参考见7楼）
http://bbs.shanghai.com/thread-1075447-1-1.html
第十五期：08-04-19：避免愚蠢电话推销员所犯的错误（批改参考见10楼）
http://bbs.shanghai.com/thread-1088016-1-1.html
第十六期：08-04-26：我想你。。。（批改参考见5楼）
http://bbs.shanghai.com/thread-1101061-1-1.html
第十七期：08-05-05：别人恰好喜欢你这样来展示成功（批改参考见5、6楼）
http://bbs.shanghai.com/thread-1112703-1-1.html
第十八期：08-05-10：阿特的简要销售观察（批改参考见5、6楼）
http://bbs.shanghai.com/thread-1125250-1-1.html
第十九期：08-05-19：从政治报道中学习（批改参考见6、7楼）
http://bbs.shanghai.com/thread-1139361-1-1.html
第二十期：08-05-26：如何真正确定你获得了订单？（批改参考见7楼）
http://bbs.shanghai.com/thread-1153755-1-1.html
第二十一期：08-05-31：如何消除电话恐惧（批改参考见5、6楼）
http://bbs.shanghai.com/thread-1165766-1-1.html
第二十二期：08-06-08
http://bbs.shanghai.com/thread-1181072-1-1.html
第二十三期：08-06-15
http://bbs.shanghai.com/thread-1194651-1-1.html
如有兴趣学习和翻译更多的文章，请你至下述我的博客，翻译以后给我，我会为你评改修正。（内有60篇）
http://blog.netat.net/index.php/110759
已经有部分ART文章，完成了翻译和修正工作，发在了我的博客上：（现有26篇）
http://blog.shanghai.com/user1/1111/index.html
谢谢各位的参与。坚持实践，必有成效。若您有任何意见或建议，或者您需要进一步的英语学习资料和我的英语教学咨询，请发站内短信或直接进入我的QQ 416503427。
评论
销售技巧
10个高级技巧来提供销售人员的成就!
评论
不错,顶一下.............,辛苦了
评论
As we quickly approach the of end the month and the end of the second quarter,
it is crucial to put something back onto your radar that you may or may not have
thought about since late December or early January: your 2008 goals.
当我们到月末或季度末时,我们有必要回忆一下上个12月末或一月初以来我们曾经考虑过或还没考虑的东西.你的08目标
Salespeople are often required or get motivated on their own to write goals at the
end of the year as they look forward to a fresh start. However, it is important to
remember that you can't simply write goals and forget about them. Now, at the
end of the month and the end of the quarter, is a great time to revisit your goals,
or write a few if you haven't already.
因为销售员希望有一个全新的开始,经常要求积极主动的在年末写下自己的目标,然而,我们应该切忌不能只是简单的写下然后忘记.现在,我们需要在月末和季度末正时我们来重温自己的目标时候.如果还没有,就写下目标
In this newsletter issue, four of our experts have contributed articles on the topic
of goal setting:
在这编报道中,有我们的四个专家贡献的关于设立目标的文章
[ 本帖最后由 心情不好 于 2008-6-21 08:58 编辑 ]
评论
请大家一起来支持Bruce老师，请投上宝贵的一票！加油！加油！
评论
翻译得很不错，呵呵学习
评论
Sales Tips: Top 10 Factors for Getting Salespeople to Overachieve
让销售人员超越自己的十大因素
Hello Bruce,
您好！ＢＲＵＣＥ
As we quickly approach the of end the month and the end of the second quarter, it is crucial to put something back onto your radar that you may or may not have thought about since late December or early January: your 2008 goals. 即将到了月尾，季度末了，我们有必要深思，回顾一些１２月尾，１月初你曾经想到过和未想到过的东西了，你的０８年的目标
Salespeople are often required or get motivated on their own to write goals at the end of the year as they look forward to a fresh start. However, it is important to remember that you can't simply write goals and forget about them. 销售人员总会在年底自己要求自己或激励自己制定目标以期望一个崭新的开始．
Now, at the end of the month and the end of the quarter, is a great time to revisit your goals, or write a few if you haven't already. 现在，正值月尾，季度末的时候，细看你的目标，写下一些还未达到的东西
In this newsletter issue, four of our experts have contributed articles on the topic of goal setting: 在这封信上，四个专家对目标设置撰文如下．
-How to Use the Right Questions to Define Your Goals By Paul Cherry
保罗．彻丽写的如何使用正确的问题来定义你的目标
-Why Success is a Science By James Ray
詹目斯．雷写的为什么成功是一门科学
-Top 10 Factors for Getting Salespeople to Overachieve By Dave Kurlan
戴夫．克兰写的销售人员超越自己目标的１０大因素
-Sales Motivation: Setting Goals (A Video Clip)
销售激励：设定目标
Share Your Goals with Us!和我们分享你的目标
We would love to hear what your Q3 and 2nd half of 2008 goals are. E-mail us at [email protected] and tell us what you are reaching for. We will share your ideas on www.EyesOnSales.com and in our next newsletter!我们很希望看到你的第三季度或者是２００８年下半年的目标，请发邮件到[email protected]，告诉我们你的目标．我们会在www.EyesOnsales.com和下一封信笺上分享你的观念
评论
不错，收益匪浅
评论
To: [email protected]
From: "EyesOnSales" <[email protected]>
Date: Fri, 20 Jun 2008 09:53:13 -0400
Subject: Sales Tips: Top 10 Factors for Getting Salespeople to Overachieve
推销帖士：让销售员超额（完成目标）的十大因素
Hello Bruce,
您好薄如思，
As we quickly approach the of end the month and the end of the second quarter,
it is crucial to put something back onto your radar that you may or may not have
thought about since late December or early January: your 2008 goals.
随着我们很快地步近六月底，即第二个季末，把一些事情放回到您的雷达里（类似待办事项的东东？）至关重要，一些自12月底或1月初起您可能想过或没有想过的（目标）：您2008年的那些目标。
Salespeople are often required or get motivated on their own to write goals at the
end of the year as they look forward to a fresh start. However, it is important to
remember that you can't simply write goals and forget about them. Now, at the
end of the month and the end of the quarter, is a great time to revisit your goals,
or write a few if you haven't already.
在年终期待一个崭新的开始之时，销售员常自我要求或自我激励写下目标。然而，重要的是要记住您不能简单地写下目标又忘记了它们。现在，值月底及季末之际，回顾您的那些目标，或者写下几条您尚未写下的目标，好时机也。
In this newsletter issue, four of our experts have contributed articles on the topic
of goal setting:
在本期通讯中，我们专家中的四位已经献上了有关制定目标话题的文章：
-How to Use the Right Questions to Define Your Goals By Paul Cherry
-Why Success is a Science By James Ray
-Top 10 Factors for Getting Salespeople to Overachieve By Dave Kurlan
-Sales Motivation: Setting Goals (A Video Clip)
-如何用恰当的提问定义您的目标——保尔•切利著
-为什么成功是一门学问——詹姆士•雷著著
-让销售员超额完成目标的十大因素——戴夫•可兰著
-推销的动力：制定目标——（光碟）
Share Your Goals with Us!
We would love to hear what your Q3 and 2nd half of 2008 goals are. E-mail us at
[email protected] and tell us what you are reaching for. We will share your ideas
on www.EyesOnSales.com and in our next newsletter!
与我们分享您的目标！
我们乐意知道您第三季度和08年度第二个半年的目标是什么。通过[email protected]写邮件给我们，告知我们您正要实现什么目标。我们会在www.EyesOnSales.com上和我们下期的通讯中分享您的想法！
Get a FREE copy of Dave Kurlan's Book
Would you like to receive a FREE copy of Baseline Selling, the best selling sales book
by EOS Author Dave Kurlan? To qualify for this free book offer you must be a sales
manager with a sales team of five or more. Simply register and attend a live online
demo of Landslide and learn how selling with Landslide can help you close larger,
more complex deals faster while eliminating data entry. Register Today!
FREE Online Webinar: 5 Strategies to Turn "Hopecasting" into Accurate Forecasting
Please join Razi Imam, CEO of Landslide Technologies, to review one of the most
critical things that salespeople, sales managers and corporate executives have to
report: Forecasting upcoming business.
Attend and Win! At the end of the webinar 10 randomly selected attendees will win
a complimentary copy of the CSO Insights 2008 Sales Optimization Report, a $295 value.
Register Today!
Good Selling!
The EyesOnSales Team
If you received this e-mail as a forward and would like to join our mailing list, sign up
here: www.eyesonsales.com/subscribe
2000 Cliff Mine Road
Suite 200
Pittsburgh, PA 15275
To unsubscribe or change subscriber options visit:
http://www.aweber.com/z/r/?LMxMzCyMtCyMHAzM7IwctEa0zKwM7AzsTA==
评论
Sales Tips: Top 10 Factors for Getting Salespeople to Overachieve
销售技巧：使销售人员超额完成目标的十大因素
Hello Bruce,
布鲁斯：
您好！
As we quickly approach the of end the month and the end of the second quarter,
it is crucial to put something back onto your radar that you may or may not have
thought about since late December or early January: your 2008 goals.
本月末也就是第二季度末很快就来临了，我觉得有必要回顾一下你在去年十二月或今年一月初可能思考过也可能未思考过的问题：你的2008年的目标！
Salespeople are often required or get motivated on their own to write goals at the
end of the year as they look forward to a fresh start. However, it is important to
remember that you can't simply write goals and forget about them. Now, at the
end of the month and the end of the quarter, is a great time to revisit your goals,
or write a few if you haven't already.
销售人员被经常要求或自觉地在年末写下自己来年的目标，因为他们期望一个崭新的开始！然而，你要记得你不能仅仅写下然后就把它忘了，这是很重要的。现在，在六月末也就是第二季度末，是该回顾你的新年目标的重要时刻了，如果你未曾定一个目标，也该是定下一些的时候了。
In this newsletter issue, four of our experts have contributed articles on the topic
of goal setting:
本期的时事通讯，我们的四位专家已经对设立目标这一标题发表了文章：
-How to Use the Right Questions to Define Your Goals By Paul Cherry
保罗*彻利：怎样使用正确的问题来设定你的目标
-Why Success is a Science By James Ray
詹姆士*雷：为什么成功是一门学问
-Top 10 Factors for Getting Salespeople to Overachieve By Dave Kurlan
戴夫*科兰：使销售人员超额完成目标的十大因素
-Sales Motivation: Setting Goals (A Video Clip)
销售动机：设定目标（光碟）
Share Your Goals with Us!
与我们分享你的目标！
We would love to hear what your Q3 and 2nd half of 2008 goals are. E-mail us at
[email protected] and tell us what you are reaching for. We will share your ideas
on www.EyesOnSales.com and in our next newsletter!
我们愿意听一下你的第三季度和2008下半年的目标。请发邮件给我们到[email protected]，告诉我们你想达到的目标是什么。我们将在www.EyesOnSales.com和下一期报上分享您的想法。
评论
支持BRUCE teacher!
评论
1. 个人觉得开发信应简洁，但要把能给客户带来价值的信息表达完整，篇幅长或短，要视乎具体内容；记得老师有一次提到过：能一个字表达的，勿用两个字。
2. 发现了4个吸引读者的热点：
a. 标题 -Top 10 Factors for Getting Salespeople to Overachieve;
b. 制定目标 - Write goals at the of end the month and the end of the second quarter;
c. 专家在线 - four of our experts have contributed articles on the topic of goal setting;
d. 获得让读者认识的机会 - We will share your ideas on www.EyesOnSales.com and in our next newsletter!
抛砖引玉，希望看到更多朋友的发现；也期待着老师的精彩评讲。
评论
引用《小小开发信、订单滚滚来》中的两段说明：
==========================================
关于标题长度的说明
一个标题里应该包含多少个单词呢？你也许曾经多次读到过：标题不应超过某某限定的字数。但是，这里我们要指出的是：前面引用的许多标题和后面的很多其它标题，按一般意义来说都是相当的长。然而，尽管很长，它们却非常成功。当然，标题长度超过它所需要表达的基本作用是不明智的。但是，不要担心自己使用比通常情况更长的标题 -- 如果你充分突出了标题中的兴趣焦点而且表达清晰醒目，如果你的标题向读者承诺了针对性的好处而且非常鲜明似乎象是读者的名字出现在了标题中。这里，值得一提的是哈特﹒麦克思（即哈特、沙夫纳和马克思合伙公司的哈特）和他的广告经纪人乔治﹒靼尔（广告巨人，已故世）的故事。他们曾为广告长度问题争论过。为了最终赢得争论，靼尔先生说：“我以10美元打赌，我能写出一个报纸整版大小的全部是文字的广告，让你一字不漏读完它。”哈特先生对这种说法嗤之以鼻。靼尔先生回答道：“我不需要真正地写作一行来证明我的论点，我只要告诉你标题是：这一整版内容是关于哈特﹒麦克思的！”
==========================================
2）外贸开发信是不是越短越好？
简单明了是任何开发信的写作原则，但这个不是说越短越好。外贸开发信简简单单，只有一二句话，可以是一种形式；外贸开发信长篇大论，详细介绍你的产品和服务的突出优点，并且始终突出对客户的利益和好处，也会给人留下深刻印象。这里的关键点在于：你是不是能够始终紧扣WWIFM法则，让对方饶有兴趣地从头到尾地读完你的外贸开发信。
有很多外贸开发信，尽管写得不长，可是其中词句拼写错误、文字不通顺、内容假大空，可以让对方看得火冒三丈，逼迫他跳起来写骂人的回复，让你不要再打搅他。可悲的是，写这样开发信的外贸同行往往还以为自己是对的、自己的水平很不错。不反省自己，却总是认为是因为对方没有礼貌、对方是错误的。
更多的时候，我们看到的国内外贸企业的开发信总是啰啰嗦嗦地说上一大堆文绉绉别扭扭的空话。归结起来，无非就是说：我们价格低廉、我们质量高、我们是生产商等三句老生常谈。如果你的公司、产品、服务等真是那么回事，那你还不如直截了当说上这三句，并以确凿图象或数据证明一下：“We are making XYZ here in China. Our price is the lowest and our quality is the highest. Here is the proof.” 可惜，真有几家有这种气势说话？
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该怎么办？
头痛。
加拿大电商刚从事这行半年，对电子行业不了解，自己整理了些，算是学习，供大家分享，也请大家补充。我毕竟是个文科生，对这方面知识严重欠缺。 DVD:英文全名是Digital Video Disk, 即数字视频光 加拿大电商昨天我把提单复件发给了客户，今天收到了他回信，如下： Dear Nicholas, please send all shipping documents. We will check B/L copy and we will reply ASAP. Thank you Best Regards .........................................
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