电话及邮件话术（红酒）

交流话术和常用词汇

电话交流话术

  1. 联系供应商/客户

    打招呼

    • “Good morning/afternoon, this is [Your Name] from [Your Company] in South Australia. How may I assist you today?”

    • “Hello, this is [Your Name] from [Your Company]. How are you today?”

    • “I am calling to discuss potential business opportunities regarding wine export to China.”

    • Confirming Availability:

      • “Is this a good time to talk?”
      • “Do you have a few minutes to discuss…?”

    询问情况

        Stating the Purpose

    • “I’m calling to…”

      • “…follow up on our conversation about…”
      • “…discuss the latest shipment of…”
      • “…inquire about the availability of…”

    • “I’m calling to follow up on our recent [shipment/order/quotation]. Could you please update me on its status?”

    • “Could you please provide more details about your product range and pricing?”

  2. 报价

    • “We have reviewed your request and I would like to discuss the pricing details.”
    • “Could you confirm the quantities and specifications you are interested in?”
    • “Regarding the pricing, we’re offering a competitive rate of [X] dollars per case for our [wine variety].”

  3. 寄样品

    • “We are ready to send you the samples. Could you please confirm the delivery address?”
    • “Please let us know if you have any specific preferences for the sample packaging.”

  4. Purchase Order

    • “We have received your purchase order. I would like to confirm the details before proceeding.”
    • “Could you please verify the quantities and delivery schedule?”

  5. 合同谈判

    • “I would like to discuss the terms and conditions of the contract.”
    • “Are there any specific clauses you would like to include or amend?”

  6. 生产情况

    • “I am calling to provide an update on the production status of your order.”
    • “We are on schedule and expect to complete the production by [date].”
      7- 在谈话中的技巧

    During the Call

    • Active Listening:
      • “I understand.” (我明白。)
      • “Could you please clarify…?”
      • “Let me make sure I understand correctly…”
    • Providing Information:
      • “We can offer…”
      • “The lead time is approximately…”
      • “Our payment terms are…”
    • Handling Questions:
      • “That’s a great question.”
      • “I’ll be happy to check that for you.”
      • “I’ll get back to you with more information soon.”

    Closing the Call

    • Summarizing:
      • “So, to confirm…”
      • “Just to recap…”
    • Next Steps:
      • “I’ll send you an email with the details.”
      • “I look forward to hearing from you soon.”
    • Expressing Gratitude:
      • “Thank you for your time.” (谢谢您的时间。)
      • “It was a pleasure speaking with you.”

常用词汇

  • Quotation: 报价
  • Sample: 样品
  • Purchase Order (PO): 采购订单
  • Production Status: 生产情况
  • Delivery Schedule: 交货时间表
  • Specifications: 规格
  • Quantities: 数量
  • Pricing: 定价

邮件模板和话术

1. 报价邮件 Quotations

Subject: Quotation for [Product Name]

Email Body:

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Dear [Recipient's Name],

I hope this email finds you well.

Thank you for your interest in our products. Please find attached the quotation for [Product Name] as per your request.

**Product Name**: [Product Name]
**Quantity**: [Quantity]
**Unit Price/Price per case**: [Unit Price] AUD [X] (FOB Adelaide)
**Total Price**: [Total Price]
**Delivery Terms**: [Delivery Terms]
**Payment Terms**: [Payment Terms]
Please note that this quotation is valid for [Number] days.

Please review the quotation and let us know if you have any questions or require further information.

We look forward to your order.

Best regards,
[Your Name]
[Your Position]
[Your Company]
[Contact Information]

注意事项:

  • 确保报价单附件(detailed product specifications, pricing, and terms.)格式正确，内容清晰。

  • 明确列出所有条款和条件。

  • PS: FOB Adelaide:FOB Adelaide 是一个国际贸易术语，全称是 Free on Board Adelaide，意思是“在阿德莱德船上交货”。

    • 卖方责任： 卖方负责将货物运至阿德莱德港并装上买方指定的船舶。
    • 风险转移点： 一旦货物装船，所有与货物灭失或损坏相关的风险就转移给买方。也就是说，从货物装船那一刻起，买方就对货物负责，包括运输过程中的保险等。

    对买方的影响

    • 风险较高： 买方需要承担货物运输过程中的风险，包括货物丢失、损坏等。
    • 费用较高： 买方需要承担从装船港到目的港的运费、保险费等费用。

    总结

    FOB Adelaide 意味着卖方将货物运至阿德莱德港并装船，之后的所有风险和费用都由买方承担。费用承担： 卖方负责货物在装船前的所有费用，包括运至港口的费用、装船费用等。而从装船开始产生的费用，如海运费、保险费等，则由买方承担。

    为什么用FOB：

    • 明确责任划分： FOB明确了买卖双方在贸易过程中的责任和义务，避免纠纷。
    • 方便交易： FOB是一种常用的贸易术语，被广泛接受，方便买卖双方进行交易。

可能的Client Response:

  • Acknowledge receipt of the quotation.
  • Request clarification if needed.
  • Confirm acceptance or provide a counter-offer.

2. 收寄样品邮件 Sample Request & Sending

Sending:

Subject: Sample Shipment for [Product Name]

Email Body:

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Dear [Recipient's Name],

I hope this email finds you well.

As per our recent conversation, I'm pleased to inform you that we have arranged to send you samples of our [Wine Name(s)]. The details are as follows:

Samples included:

[Wine Name 1] - Vintage [Year]
[Wine Name 2] - Vintage [Year]
Sample Quantity: [Number] bottles
Shipping Address: [Complete Address]
Contact Person: [Name and Contact Number]
Tracking Number: [Number]
Expected Delivery Date: [Date]

Please ensure that someone is available to receive the package, as it requires an adult signature
.We would greatly appreciate your feedback on the wines after tasting, we believe that our [Wine Name] has great potential in the [Country] market and look forward to your feedback.

Thank you for your cooperation.

Best regards,
[Your Name]
[Your Position]
[Your Company]
[Contact Information]

注意事项:

  • 提供详细的样品信息和追踪号码，并具体说明purpose of sending the samples。
  • 确认收件地址无误。
  • Provide clear instructions on how to handle the samples.
  • Include relevant documentation, such as a proforma invoice for customs purposes.
  • 注意需要成人签收！

客户可能的回复或应该主动了解到的回复：

  • Confirm receipt of samples.
  • Provide feedback on the samples.
  • Discuss potential order quantities and terms.

Request:

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**Subject:** Sample Request for [Wine Name]

Dear [Supplier's Name],

My name is [Your Name] and I am the [Your Position] at [Your Company]. We are currently exploring the possibility of incorporating [Wine Name] into our product line/wine list.

We are impressed by [briefly mention what attracted you to the wine, e.g., its flavor profile, awards, or market reputation]. Based on our initial research, we believe that [Wine Name] would be a great addition to our offerings.

To make an informed decision, we would like to request samples of [Wine Name] for evaluation. We are interested in [number] bottles for tasting purposes.

Our shipping address is as follows: [Your Company Name]
[Complete Address]
[Contact Person]
[Phone number]
[Email address]

We would appreciate it if you could provide us with a tracking number once the samples are shipped.

Thank you for your time and consideration. We look forward to the opportunity to work with you.

Sincerely, [Your Name]
[Your Position]
[Your Company]
Important Considerations:
  • Be specific: Clearly state the wine you are interested in and the quantity of samples you need.
  • Provide clear shipping information: Ensure the supplier has all the necessary information to send the samples.
  • Express interest: Briefly explain why you are interested in the wine to show genuine enthusiasm.
  • Follow up: If you don’t receive a response within a reasonable timeframe, consider sending a polite follow-up email.

3. Purchase Order 邮件

Subject: Confirmation of Purchase Order [PO Number]

Email Body:

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Dear [Recipient's Name],

I hope this email finds you well.

We have received your purchase order [PO Number] for [Product Name]. Please find below the details for your confirmation:

Purchase Order Number: [Order Number]
Order Date: [Date]

Product: [Wine Name]
Vintage: [Year]
Quantity: [Number] bottles/cases
Price: [Price] per bottle/case (FOB/CIF [Port])
Total Amount: [Total Price]

Payment Terms: [e.g., 30% T/T in advance, 70% upon delivery]
Delivery Date: [Date]
Shipping Address: [Complete Address]

Please confirm receipt of this purchase order and acknowledge your acceptance of the terms and conditions outlined within.

We look forward to receiving our order on time and in good condition.

PS:如果没有给出shipping的日期：
(Please confirm receipt of this purchase order and provide an estimated shipping date. If you have any questions or concerns, please contact me immediately.)

Thank you for your business.

Best regards,
[Your Name]
[Your Position]
[Your Company]
[Contact Information]

注意事项:

  • 包含清晰的订单编号和日期, 详细列出所有产品和数量, 明确说明交付条款和要求的交付日期

  • Attach any relevant documents, such as import licenses or certificates of origin.

  • 30% T/T in advance: Telegraphic Transfer, 指预付款的费用电汇形式30%。

  • CIF:

    CIF 是一个国际贸易术语，全称是 Cost, Insurance, and Freight，中文意思是 成本、保险费加运费。

    含义解析：

    • 成本 (Cost)： 包括货物本身的成本、生产成本等。
    • 保险费 (Insurance)： 卖方为货物购买的海上运输保险，以保障货物在运输途中的安全。
    • 运费 (Freight)： 从卖方所在地到买方指定目的港的海上运费。

    CIF的含义总结：

    • 卖方责任： 卖方负责将货物运至买方指定目的港，并承担货物在运输途中的风险和费用。
    • 风险转移点： 货物到达目的港，越过船舷时，风险转移给买方。
    • 费用承担： 卖方承担货物成本、保险费和运费，直到货物到达目的港。

    CIF与FOB的区别：

    术语 卖方责任 风险转移点 费用承担
    FOB 运至指定装运港并装船 货物越过船舷 装船前费用
    CIF 运至指定目的港 货物到达目的港，越过船舷 货物成本、保险费、运费至目的港

    使用CIF的优势：

    • 对买方有利： 买方无需操心运输和保险事宜，可以更专注于国内业务。
    • 简化流程： 卖方负责大部分的运输环节，简化了交易流程。

    注意事项：

    • 保险范围： CIF条款中的保险通常是最低限额的保险，买方可能需要额外购买保险以获得更全面的保障。
    • 目的港： CIF明确了货物运送的目的地，卖方需要将货物运至指定的港口。
    • 其他费用： 除了CIF包含的费用，买方还需要承担目的港的清关费用、内陆运输费用等。

4. 合同邮件

Subject: Subject: Wine Supply Agreement - [Your Company] and [Client/Supplier Company]

Email Body:

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Dear [Recipient's Name],

I hope this email finds you well.

Please find attached the contract for the supply of [Wine Name] as discussed. We kindly request you to review the terms and conditions carefully.

Key points:

Term: [X] years, commencing [Date]
Minimum Purchase Quantity: [X] cases per year

Product: [Wine Name]
Quantity: [Total Quantity]
Pricing: As per the attached price list, subject to annual review
Payment Terms: [Details/Agreed Terms]
Delivery Terms: [FOB/CIF] [Port Name]
Quality Control: [Agreed Standards]
Force Majeure: [Clause Details]
Termination: [Clause Details]
Governing Law: [Applicable Law]
We look forward to your feedback and final approval.

Best regards,
[Your Name]
[Your Position]
[Your Company]
[Contact Information]

注意事项:

  • Use a legally sound contract template drafted by a legal professional.

  • Clearly outline all terms and conditions, including payment, delivery, quality control, and dispute resolution mechanisms(争议解决机制).

  • 邀请对方审阅并提出修改建议

  • Ensure both parties sign and date the contract.

  • 说明下一步操作（如签署和返回合同）

  • PS: DRM 常见的争议解决机制包括：

    • 协商： 双方通过友好协商的方式解决争端。
    • 调解： 由第三方介入，协助双方达成和解。
    • 仲裁： 将争议提交给第三方仲裁机构，由仲裁员做出裁决。
    • 诉讼： 将争议提交至法院，由法院做出判决。

    争议解决机制相关文件格式一般包括：

    • 合同协议： 明确双方权利义务，并约定争议解决方式。
    • 仲裁协议： 详细规定仲裁机构、仲裁程序等。
    • 仲裁裁决书： 仲裁机构对争议的最终裁决。
    • 法院判决书： 法院对争议的最终判决。

    此外，与争议解决相关的文件还可能包括：

    • 索赔函： 一方当事人向对方提出索赔要求的函件。
    • 答辩状： 被索赔方对索赔请求的答复。
    • 证据材料： 证明双方主张的各种证据。

5. 生产情况邮件

Subject: Production Status Update for [Product Name]

Email Body:

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Dear [Recipient's Name],

I hope this email finds you well.

This email is to provide an update on the production status of your order for [Wine Name] (Order Number: [Order Number]).

Current Status: [e.g., Bottling in progress]
Completed Steps: [e.g., Fermentation, Aging]
Next Steps: [e.g., Labeling, Packaging]
Estimated Completion Date: [Date]
Expected Shipping Date: [Date]

之后根据下面三种可能的情况进行回复:

情况一：Production is on schedule: We are pleased to inform you that production is progressing as planned. The estimated completion date is [Date].
情况二：Production is slightly delayed: We are experiencing a minor delay in production due to [Reason for Delay]. We are working diligently to catch up and will keep you informed of any changes to the estimated completion date.
情况三：Production is facing challenges: We regret to inform you that we are facing unforeseen challenges in production due to [Reason for Challenge]. We are exploring all possible solutions and will update you on the revised production schedule as soon as possible.

We understand the importance of timely delivery and are committed to keeping you informed of any developments. Please do not hesitate to contact us if you have any questions.

Best regards,
[Your Name]
[Your Position]
[Your Company]
[Contact Information]

注意事项:

  • Provide regular and clear updates on the production status, especially if there are any delays or changes.
  • 列出已完成的步骤和下一步计划, 给出预计完成日期和发货日期
  • Be transparent and honest about any challenges faced.
  • Offer alternative solutions or options whenever possible.

Professional Vocabulary

  • FOB (Free on Board): Seller delivers goods to the ship at the port of origin. Buyer bears all costs and risks from that point.

  • CIF (Cost, Insurance, and Freight): Seller covers costs, insurance, and freight to the destination port.

  • T/T (Telegraphic Transfer): Electronic transfer of funds.

  • Bill of Lading: Document issued by a carrier acknowledging receipt of goods for shipment. 提单, 是货物所有权的证明，也是承运人承运货物的凭证。

    提单的主要功能：

    • 物权凭证： 提单是货物所有权的代表，持有人即被视为货物的合法拥有者。
    • 承运合同的证明： 提单是承运人与托运人之间签订的运输合同的证明。
    • 收货凭证： 提单是收货人提货的凭证，凭提单可以向承运人提取货物。

    提单的种类：

    • 清洁提单 (Clean B/L)： 表示货物已装船，包装完好，数量和质量符合合同规定。
    • 不清洁提单 (Unclean B/L)： 表示货物或包装存在问题，如破损、漏损、数量不足等。
    • 海运提单 (Sea Waybill)： 与传统提单不同，海运提单不是物权凭证，而是收货凭证。

    提单的要素：

    • 发货人： 将货物交由承运人运输的人或公司。
    • 收货人： 有权提货的人或公司。
    • 通知人： 虽然没有提货权，但需要接到货物到达通知的人。
    • 货物名称及数量： 详细描述货物的品名、数量、包装等信息。
    • 目的地： 货物最终的目的地。
    • 运费： 货物的运费。
    • 承运人： 承运货物的船公司。

    提单的作用：

    • 融资： 持有提单的人可以向银行申请贷款，以提单作为抵押。
    • 转让： 提单可以转让，从而实现货物的买卖。
    • 保险： 提单是保险公司承保的依据。
    • 索赔： 如果货物在运输过程中发生损失，持有人可以凭提单向承运人索赔。

  • Certificate of Origin: Document certifying the origin of goods.

  • Phytosanitary Certificate: Document certifying that plants or plant products meet phytosanitary requirements.

  • Vintage: The year the grapes were harvested and fermented.

  • Tasting Notes: Description of a wine’s aroma, flavor, and structure.

  • MOQ (Minimum Order Quantity): The smallest quantity of a product a supplier is willing to sell.

  • Lead Time: Time between order placement and delivery.

    额外的专业词汇

    1. Vintage（年份）：
      指葡萄收获和酿造的年份。对于许多葡萄酒来说，年份对其品质和特性有重要影响。

    2. Terroir（风土）：
      法语词，指葡萄生长环境的整体特征，包括土壤、气候、地形等因素，这些因素共同影响葡萄酒的独特风味和品质。

    3. Appellation（原产地命名）：
      指葡萄酒的原产地区，通常受法律保护，确保产品来自特定地理区域并符合特定标准。

    4. Tannins（单宁）：
      存在于葡萄皮、籽和梗中的化合物，给葡萄酒带来苦涩和收敛感，影响葡萄酒的结构和陈年潜力。

    5. Bouquet（香气）：
      指葡萄酒的整体香气，特别是随着陈年而发展出的复杂香气。

    6. Varietal（品种）：
      指特定的葡萄品种，如赤霞珠、霞多丽等。也可指主要由单一葡萄品种酿造的葡萄酒。

    7. Case（箱）：
      葡萄酒包装单位，通常一箱包含12瓶葡萄酒。

    8. Pallet（托盘）：
      用于运输和存储多个箱子葡萄酒的平台，便于叉车操作。

    9. Customs clearance（海关清关）：
      货物进入一个国家时必须经过的程序，包括缴纳关税和确保符合进口规定。

    10. Phytosanitary certificate（植物检疫证书）：
      官方文件，证明植物或植物产品（如葡萄酒）符合进口国的植物卫生要求，没有有害生物。