国商实验班 函电写作

1、 Establishment of Business Relations Ways to get information of prospective clients:Information Related Information RelatedImporter Writes to ExporterDear Sir or MadamWe have obtained your address from the Commercial Counsellor of your Embassy in London and are now writing you for the establishment

2、of business relations.We are very well connected with all the major dealers here of light industrial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.Please let us have all necessary information regarding your products for export.Yours

3、 faithfullyExporter Writes to Importer Dear Sir or MadamYour firm has been recommended to us by John Morris&Co., with whom we have done business for many years.We specialize in the exportation of Chinese Chemicals , which have enjoyed great popularity in world market. We enclose a copy of our ca

4、talogue for your reference and hope that you would contact us if you are interested in any item.We hope you will give us an early reply.Yours faithfullySelf Introduction by Exporter Dear Sir or MadamWe write to introduce ourselves as one of the largest exporters, from China, of a wide range of Machi

5、nery and Equipments.We enclose a copy of our latest catalog covering the details of all the items available at present, and hopesome of these items will be of interest to you.We are very pleased to receive your inquiries for any of the items against wich we will send you our lowest quotation.We are

6、looking forward to your favourable and prompt reply.Yours faithfullyCase 1我方是哥本哈根东部的一家纺织品经销商，有着多年的从业经验。从我驻外使馆商务参赞处了解到对方是全棉床罩和枕套的主要出口商之后，写信给对方以建立业务关系并索要对方的商品目录和价目单。Key Points 1. 从事纺织品进口从事纺织品进口2. 求购高质量的全棉床罩和枕套求购高质量的全棉床罩和枕套3. 进行询盘进行询盘4. 简单介绍市场的需求简单介绍市场的需求5. 表达下订单的可能性表达下订单的可能性Useful Wordsembassy embsile

7、ading li:ditextiles tekstailspromising prmisipillowcase pilkeisCopenhagen .kupnheigndealer di:lall cotton bedspreadn.大使馆大使馆a.第一位的，最主要的第一位的，最主要的n.纺织品纺织品a.有前途的有前途的n. 枕套枕套n.哥本哈根哥本哈根7. n.经销商，商人经销商，商人8.全棉床罩全棉床罩Dear Sir or Madam We learn from the Commercial Counselors Office of our Embassy in your country

8、 that you are a leading exporter of all cotton bedspreads and pillowcases in your country. We take this opportunity to approach you in the hope of establishing business relations with you. We are large dealers in textiles, located at the east of Copenhagen, having many years of experience in this li

9、ne and there is a promising market in our country for your products. We shall appreciate it if you send us your catalogue and price list at your earliest convenience. We shall place large orders if your prices are reasonable.Yours faithfullyMark MatthewsMark MatthewsMany Steps in Business Negotiatio

10、n inquiryoffercounter-offeracceptanceBusiness KnowledgeInformation Related Enquiry / Inquiry1 First enquiry2 General enquiry3 Specific enquiry4what is an enquiry? An enquiry is a request for information about the goods, including catalogues, samples, prices, payment terms, delivery etc. The informat

11、ion a buyer request will help him decide whether to buy the particular commodity or not. Enquiries are generally made/sent by buyers/importers to sellers/exporters after seeing an advertisement in newspaper, or a commercial on TV, or after visiting a trade fair. Enquiries may be made by post, fax, e

12、-mail, even telephone or through face-to-face talk.First enquiry An enquiry sent to a supplier/exporter that importers have not previously dealt with. It should begin by telling how importers obtained the name of the company and the importer makes an introduction of his own business.General enquiry

13、An enquiry made to get the general information about the goods. In the general enquiry, the importer may only ask for catalogues, price lists, samples, or other information from the exporter.Specific enquiry An enquiry made to get detailed information about the goods, such as price, quantity, specif

14、ications, terms of payment, delivery etc. concerning particular goods the importer is interested in. How to write a general inquiry Tell the source of information and make a brief self-introduction Express the intention of writing the letter (establish business relations, ask for catalogues, price l

15、ists as well as samples of the goods.) State the possibility of placing an orderSpecimen letters studying Whats the writing steps of sample letter? Information source; Purpose of writing and specific requirements; Self-introduction; Possibility of placing an order.- 关于订单的各种说法 regular order 长期订货 tria

16、l order 试订单 first / initial order 首笔订单 substantial/large order 大宗订单 repeat order 再次订货/续订6. A growing demand for the goods对此类产品的需求迅速增加。A steady/an increasing demand for Case 1我方是哥本哈根东部的一家纺织品经销商，有着多年的从业经验。从我驻外使馆商务参赞处了解到对方是全棉床罩和枕套的主要出口商之后，写信给对方以建立业务关系并索要对方的商品目录和价目单。Key Points 1. 从事纺织品进口从事纺织品进口2. 求购高质量的

17、全棉床罩和枕套求购高质量的全棉床罩和枕套3. 进行询盘进行询盘4. 简单介绍市场的需求简单介绍市场的需求5. 表达下订单的可能性表达下订单的可能性Case 1 General InquiryDear Sirs, We learn from the Commercial Counselors Office of our Embassy in your country that you are a leading exporter of all cotton bedspreads and pillowcases in your country. We take this opportunity t

18、o approach you in the hope of establishing business relations with you. We are large dealers in textiles, located at the east of Copenhagen, having many years of experience in this line and there is a promising market in our country for your products. We shall appreciate it if you send us your catal

19、ogue and price list at your earliest convenience. We shall place large orders if your prices are reasonable.Yours faithfully,Mark MatthewsMark MatthewsUseful expressions of letterA professional manufacturer of cotton piece goods-棉质产品的专业生产商2. Tablecloth and table napkins - 桌布和餐巾Samples of various siz

20、es - 各种尺寸的样品4. One of the largest dealers - 最大的经销商之一5. We shall place large orders with you in the future if your prices are reasonable. - 如贵方的价格合理，我们将向贵方大量订货。- 关于订单的各种说法 regular order 长期订货 trial order 试订单 first / initial order 首笔订单 substantial/large order 大宗订单 repeat order 再次订货/续订6. A growing deman

21、d for the goods对此类产品的需求迅速增加。A steady/an increasing demand for 询盘 Dear Mr. Li, Your firm has been recommended to us by the Dickson Electrics Company, with whom we have done business for many years. We are interested in your for use in offices and shall be glad if you will send us a copy of your illus

22、trated catalogue and latest price list. Yours sincerely (Mrs.) Susan Block ManagerA Reply Dear Mrs. Block Thank you for your interest in our commodities. We are enclosing some copies of our illustrated catalogues and a price list giving the details you asked for. We trust that you will agree that ou

23、r products and price appeal to the most selective buyer. And we also allow a proper discount according to the quantity ordered. Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt and careful attention. Yours

24、trulyLetter 2 Whats the general plot of the reply letter? express appreciation; Actions corresponding to the inquiry; Introduce products and recommend other products;- Express expectation for new orders.How to write a reply express your gratitude for his inquiry, repeat the inquiry to avoid misunder

25、standing. Give a full answer to the inquiry. If you cannot do as requested, try to offer a substitute. You may end your letter by hoping that the information you provided is helpful and by offering further help. You may express your expectation for order.Useful expressions of letter 2We are sending

26、you some samples of various sizes for your close study.-现寄送各种尺寸的样品供贵方仔细研究。2. Since our products are both excellent in quality and reasonable in price, our products are rapidly becoming popular in the world market.-我方产品因物美价廉在国际市场上迅速受到欢迎。3. Cotton bed-sheets (bed sheets) and pillow cases.-棉质床单和枕套Case

27、2出口商在收到询盘信后，给予答复。随信寄了几本带有插图的商品目录和一份价目单，另外为了证明产品的质量及工艺，单独邮寄了一些样品。信中还提出对成批购买给予3%优惠，凭不可撤消即期信用证付款。Key Points 1. 给予答复给予答复2. 寄出目录、价目单和样品寄出目录、价目单和样品3. 对付款方式和折扣优惠进行询对付款方式和折扣优惠进行询问问Useful Words and Expressionscraftsmanship kr:ftsmnipenclose inkluzillustrated catalogueby separate post= under separate coverirr

28、evocable L/C at sightbulk purchasen.技能，技术vt.随信附寄带有插图的目录单独邮寄不可撤销的即期信用证批量采购We are pleased to receive your inquiry of September 10 and are enclosing our illustrated catalogue and price list as requested.We are pleased to know that we have been recommended by .We hope the above information will turn out

29、 to be useful to you.Please feel free to contact us if you have any further questions.Useful SentencesLetter Two Reply to a General InquiryDear Mr. Matthews,We welcome your inquiry of May 16 and thank your interest in our export commodities.We are enclosing some copies of our illustrated catalogues

30、and a price list giving the details you requested. Also by separate post, we are sending you some samples which will show you clearly the quality and craftsmanship. Youll find that our products are both excellent in quality and reasonable in price.We offer a 3% discount for bulk purchase. Payment is

31、 to be made by irrevocable L/C payable at sight.Thank you again for your interest in our products. If you would like to have more information, please let us know as soon as possible. Well be glad to assist you in any way we can.Yours sincerely,Jane StottJane Stottdiscount n.折扣折扣常用作：give/make/grant a

32、 % discount off/on the prices of goods 按货价给予.%的折扣cash discount 现金折扣quantity discount 数量折扣special discount 特别折扣e.g. We give a 10% discount for cash payment.现金付款，我们给予九折优惠。Notes to Letter Two We are prepared to allow you a special discount of 5% to compensate for the trouble we have caused. 我们准备给与你们5%的

33、特别折扣，以补偿给你方造成的不便。 The highest discount we can grant you on this article is 10%. 这种商品我们所能给的最高折扣是10%。 To be frank with you, a discount of 4% wouldnt help very much. 坦率地说，4%的折扣意义不大。Notes to Letter Two irrevocable L/C= irrevocable letter of credit 不可撤销的信用证irrevocable documentary letter of credit不可撤销的跟单信

34、用证Notes to Letter TwoHow to write a specific inquiry Greeting Tell the names and describe the goods inquired for, including specifications, quantity, etc. requirements (Ask whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect) St

35、ate the possibility of placing an orderCase 3 我方是韩国一家毛衣的主要进口商。在一次广交会上看到对方的毛衣后，就有意购买对方商品号为GE-0756的毛衣。因此写信给对方，询问CIF到釜山Pusan的最低价（包括5%的佣金）、每款产品的最低订单数量、最早的装船日期及付款方式，同时要对方提供不同颜色的毛衣样品。Key Points 1. 有意购买毛衣有意购买毛衣2. 对对CIF、装船日期和付款方式、装船日期和付款方式等进行具体询价等进行具体询价Useful Words and Expressionscommission kminin the marke

36、t for= be interested in buying sth. quote sb. a price for sth. place an order with sb. for sth. the minimum quantity (MOQ) n.佣金 有意买某物 向某人就某物报价 向某人就某物下订单 最低订单量 Letter Three Specific InquiryDear Sir or Madam,We are one of the leading importers of sweaters in Korea. We have seen your products displayed

37、 at the Canton Fair.At present, we are in the market for your sweater, Item No.GE-0756. Will you please quote the lowest price CIF Pusan, inclusive of our 5% commission, stating the earliest date of shipment and terms of payment? We would find it the most helpful if you could provide us with the sam

38、ples of different colors. And how about the minimum quantity (MOQ) per color and per design?Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.Your prompt attention to this matter will be much appreciated.Yours faithfully,Mary SmithLetter T

39、hree Specific InquiryNotes to Letter Three1. quote 报价，开价报价，开价严格来说，它仅报一项价格，不包括数量、交货等。常用的句型为quote sb. price for sth.e.g. We will quote you the lowest price if you send us your specific inquiry. 如提出具体询价，我们将给贵公司报最低的价格。有时可用quote sb. for sth., 即把price省去。e.g. Please quote us for 500 dozen of printing apron

40、s.请给本公司报500打印花围裙价格。也可用quote sb. a pricee.g. Please quote us your best price. 请报贵公司最好的价格。2. price跟对方谈到价格优势时跟对方谈到价格优势时，常用表达常用表达有有：competitive（竞争的），workable（可行/做的），reasonable（合理的），favorable（优惠的），realistic（实际的）等。Notes to Letter ThreeNotes to Letter Three3. CIF= Cost, Insurance & FreightCIF即成本、保险费加运费

41、（指定目的港），其实指在装运港当货物越过船舷时，卖方即完成交货，卖方必须支付将货物运至指定的目的港所需的运费和费用，但交货后货物灭失或损坏的风险，及由于各种事件造成的任何额外费用，即由卖方转移到买方。但是，在CIF条件下卖方还必须办理买方货物在运输过程中灭失或损坏风险的海运保险。 FOB=Free on Board（船上交货）。FOB是指货物在指定的装运港越过船舷，卖方即完成交货。这意味着买方必须从该点起承当货物灭失或损坏的一切风险。FOB术语要求卖方办理货物出口清关手续。4. Commission （1）佣金的含义。佣金是中间商因介绍交易或代买商品而获取的报酬。作为中间商因其有一定的贸易渠道

42、，所以通过其开展交易已是国际贸易中的一种普遍做法。 （2）佣金的表示方法。在商品中包括佣金时，通常应以文字来说明。例如：“每公吨580美元CIF旧金山，包括2%佣金（US$200 per M/T CIF San Francisco including 2% commission）”;或“每公吨580美元CIF2%旧金山（US$200 per M/T CIFC 2% San Francisco）”。Notes to Letter ThreeNotes to Letter Three5. place an order with sb. for sth. 向某人向某人订购某物订购某物1）名词orde

43、r常与动词send, place等联用，如果表示订购某项货物，后接介词for,也可接on或of，但接for最普遍。e.g. If your prices are competitive, we shall be pleased to place an order with you for printing bedcovers. 若贵公司价格具有竞争力，则本公司将订购印花被套。Useful SentencesPlease quote us your lowest prices/rock bottom price for this product, CIF , inclusive of 5% co

44、mmission.We may place regular orders for large quantities if your quality is excellent and the prices are competitive.If the quality of is satisfactory and the prices are acceptable, we shall be able to give you considerable orders.Useful SentencesHow much discount could you offer on an order of thi

45、s size?We find it the most helpful if you can supply samples of your products.We would also like to know the minimum quantity (MOQ) per color and per design.Your prompt attention to this matter will be much appreciated.Letter 5 Whats the general plot of letter 5? Information source; Self-introductio

46、n; Introducing the market; Ask for quotation for a certain item and related information; Possibility of placing an order.Whats the difference between Letter 3 & 5 Letter 3 simple and short Letter 5 long and complicated6. Irrevocable L/C payable by draft at sight:凭即期汇票支付的不可撤销的信用证7. ink-jet printe

47、rs:喷墨打印机8. in perfect condition: in good condition9. Quote a price on CIF London basis：报CIF伦敦的价格10. Inclusive of a 2% commission: 包括2%的佣金11. Unit price of $700CIFC2:包括2%佣金的到岸价￥700一套.12. The shipment will be made in 30 days upon receipt of your L/C.Phrases in Letter 6, 7& 813. If you send us an i

48、mmediate confirmation, you can take advantage of the strengthening market.如能给予立即肯定，贵方就可以抓住好机会。14. Please rest assured that: pls. set your heart at rest 请放心Case 4 在收到上述询盘信后，对商品号为GE-0756女式毛衣的可供货尺寸、最低订单量、价格、装船日期和付款方式给予答复。(referring to letter 8)Key Points 可供货可供货 及时给予答复及时给予答复Useful Words and Expressions

49、assorted s:tidanticipate ntisipeitawait weittake advantage ofwith keen interest a.多样混合的,各色俱备 vt.预期，期望 vt.等候,准备.以待 利用 殷切地Letter 4 Reply to a Specific Inquiry Dear M.S. Smith, Re: inquiry of Womens Sweater GE-0756 Thank you for your inquiry of Sept. 23 and we are pleased to send you our quotation as f

50、ollows: Commodity: Womens sweater in assorted colors, Item No.GE-0756 Size: Large (L), Medium (M), Small (S) Minimum Order Quantity: 100 dozen per color per sizeReply to a Specific Inquiry Price: US$40.00 per dozen, CIFC 5% Pusan Shipment: within 25 days after receipt of L/C Payment: by irrevocable

51、L/C at sightYou are cordially invited to take advantage of this attractive offer. We are anticipating a large order from Japan, and that will cause a sharp rise in price. We look forward to receiving your first order with keen interest.Yours sincerely,Cecilia XuNotes to Letter Four1. as follows= as

52、what follows 如下如下e.g. Our price is as follows. 本公司的价格如下。 We quote the prices as follows. 公司报价如下。2. offer 报盘报盘（包括交易的种种条件，如货名、规格、数量、价格、船期及答复期限等）e.g. We can offer you various kinds of laundry baskets. 我们可以报盘各种洗衣筐。 We can offer you large quantities of headdress flowers at attractive price. 我们能以很具吸引力的价格给

53、贵公司报盘大量头花。Notes to Letter FourOffer 还可以用作名词，在make offer, send offer, give offer后通常接介词for,间或接on. e.g. Please make/send us an offer for gold and silver thread embroidered articles. 请报金银绣品价格。3. anticipate v. 期望，期待 e.g. We anticipate hearing from you again. 我们期待再收到贵公司的来信。 We anticipate your favorable re

54、ply to this matter. 我们期待贵公司对此事的有利答复。Key to translation on P53You are requested to provide us with various kinds of samples of pure silk handkerchiefs.All the items listed in our catalogue are now in stock and ready for prompt shipment.We are looking forward to receiving your inquiry at an early date

55、.Owing to their softness and durability, our cotton bed sheets and pillow cases are rapidly becoming popular.Since one of our customers is interested in the Model B12, we are looking forward to your samples and quotation.Reply to a Specific Inquiry（普通询盘的回函：普通询盘的回函：不可供货）不可供货）Write a reply to the above Specific Inquiry,tellin