虽然有部分中东客户在对外贸易往来之中,不论是习惯还是在信函沟通方式上都和欧美客户没有差异，但总体来说80%以上的中东本土客户在和外商业务往来时特点和欧美用户是截然不同的，之所以前者保有和欧美客户同样的习惯，是因为这一类型企业往往是大型机构,和国外的企业长期进行相关业务往来，因此在沟通方式上也偏向于欧美化，但是中东多数的用户并非长期和欧美用户进行商贸往来，因此这一类型中通客户的特点和欧美客户具有着本质的差异。
例如在和中东客户进行信函往来中时：
Mr. Hackemu has previously negotiated with you detailed product features and prices, and you approve of the performance of the electronic consumables that we sell. The price has also been granted a 5% discount on the basis of your wish, and in the course of your communication, you have again requested that this shipment be delivered directly to the Guizan port you mentioned, and it is very difficult for us to achieve such a request. We have previously promised that land and sea transportation will be borne by us in the course of the sale of this product, and that product insurance shall be borne by you and will be shipped to your Persian Gulf port after the product has been shipped. This is also the most direct and economical shipping route in Shanghai at present. If you continue to use the port we have previously identified, you will be free of charge. If you have to modify the shipping route, We canundefinedt afford the full cost of the sea transportation. We can bear 45% of the shipping expenses, and the remaining costs will be on your own. You have mentioned that you would like to take our new category 25 samples in the course of the shipment, as the electronic consumables we produce are relatively expensive. And the number of free samples you have requested has reached as many as 40 items per type. We are not financially able to follow such a reporting model. Therefore, for the 25 new electronic consumables you need, we are not in a position to follow this model of reporting in financial terms, so for the 25 new electronic consumables you need, We will give you a commitment of two samples for each category, and if you have no meaning to these, we can communicate more deeply about the next step.
哈克木先生
之前已和贵方进行了详细的产品特点以及价格等磋商，贵方对于我方所销售的这批电子耗材性能认可，在价格方面也根据贵公司的希望给予了5%的优惠，此后在沟通过程中贵方再次要求希望本次产品运输能够直接运输到贵方所提到的吉赞港口，对于这样的要求我方很难达成，此前承诺在本次产品销售过程中陆路运输以及海路运输由我方承担，而产品保险则由贵方承担，在产品上船之后将运输到贵方的波斯湾港口，这也是目前我方在上海港发货最直接、也是最经济的一条航运线路，如贵方依然使用此前我方所确定的港口，则可免费发货，如贵方一定要修改运输航线，我方则无法承担这次海路运输的全额费用，可承担45%的运输费用，剩余费用则需由贵方自行承担。
贵方曾提到希望在本次产品运输过程之中，搭送我方新出的25类样品，由于我公司所生产的电子耗材价格相对较为昂贵，而贵方所要求的免费样品又达到了每一种40款之多，我方在财务上无法走这样的申报模式，因此对于贵方所需求的25种新款电子耗材产品，我方会给予每个类别两个样品的承诺，如贵方对于这些没有意义，我们可以对下一步问题进行更为深入的沟通。
这家外贸公司的基本沟通模式是没有问题的，但是有一个重点没有关注到，“We have previously promised that land and sea transportation will be borne by us in the course of the sale of this product, and that product insurance shall be borne by you and will be shipped to your Persian Gulf port after the product has been shipped. This is also the most direct and economical shipping route in Shanghai at present. If you continue to use the port we have previously identified, you will be free of charge. If you have to modify the shipping route, We canundefinedt afford the full cost of the sea transportation. We can bear 45% of the shipping expenses, and the remaining costs will be on your own.”这样的说辞容易造成阿拉伯用户反感，如果修改成“We have previously promised that land and sea transportation will be borne by us in the course of the sale of this product, and that product insurance shall be borne by you and will be shipped to your Persian Gulf port after the product has been shipped. This is the first time in recent years that our company has made an exception in transporting the goods to the Arab region free of charge. Before setting a price for a route to complete the examination and approval procedure, if we have agreed to do so, we will be able to deliver the goods free of charge, if you must modify the shipping route. We canundefinedt afford the full cost of the sea transportation. We can bear 45% of the shipping expenses, and the remaining costs will be on your own.”则更容易让阿拉伯用户接受，虽然信函中修改的内容不是很多，但是这样的内容更符合阿拉伯用户的生意观，因此能够促成业务达成，如果按照此前的沟通方式，必然会导致阿拉伯用户抵触情绪，这种状态下想要达成贸易合作关系，自然是非常困难的事情，对于用户来说，这种问题是一定要关注的，只有如此才能够在业务往来中有更好效果呈现，当然，实际沟通中所需要注意的问题是多方面的，不仅是上文中我们提到的这些内容。
