外贸函电复习

1、Unit1 Fundamentals of Modern Business Letter Writing现代商务函电写作的基本知识Seven Cs:Completeness完整, Concreteness具体, Clearness/Clarity清楚, Conciseness简介简明, Courtesy礼貌, Consideration体谅，Correctness正确. Unit 2 Establishing Business Relations建立业务关系Request for the Establishment of Business RelationsDear Sirs,From the

2、 e-mail that was received from our Toronto office, we know that your firm is of good standing and reliability in Toronto. We understand that you are particularly interested in the export of various papers to China.By this letter, we are contacting you with interest to2 enter into business relationsh

3、ip with your company. We hope that we may receive your catalog3 soon as well as other printed materials for reference.In recent years, we have done business with the largest and most prominent firmsin your area4. As is well known5 to you, the possibilities of importing the foreign products are very

4、great here. We are confident that6 we will be able to give you large orders if the delivery, price and quality meet our requirements.We look forward to establishing good business relationship with you soon.Yours faithfully,We are confident that. 我们深信be confident that.对有信心/确信be confident of /in. have

5、 confidence in. have confidence that.“with reference to”有 “关于”或“就而言”之意,与“with regard to ”和“as to”等同“without delay”是外贸函电常用语除此以外还可以说: soon, as soon as possible, the soonest possible, at once, immediately, with the least possible delay等through the courtesy of. 承蒙的介绍关照 “we are given to understand that.”

6、 相当于“we learned that.”“competitive prices”这里指“有竞争性的价格”,即优惠价也可以表达为:attractive prices, best price, lowest price, bottom price等be confidential = be treated in strict confidence 指“严格保密”Your company has been kindly introduced to us by. 贵公司由介绍给我们We have learned from. that. 我们通过得知On the recommendation of.

7、,we have learned that.通过的推荐,我们得知Through the courtesy of., we are given to understand that.承蒙我们得知 We were very pleased to obtain your name from.很高兴从处获得贵公司的名称we are delighted to learn that. 我们很高兴得知We have your name and address from. 我们从得知贵公司的名称和地址We write to introduce ourselves to you as a.作为,特来函自我介绍O

8、ur lines are mainly. 我们主要从事.fall within the scope of our business activities.属于我们的经营范围We are mainly dealing in. 我们主要从事We have been engaged for many years in the line of.我们已经从事多年As you may know, we supply. 如贵公司所了解, 我们可供应We would like to take this opportunity to introduce ourselves as. 我们借此机会自我介绍,我们是W

9、e would like to take the liberty of introducing ourselves to you with a view to. 我们冒昧自荐,希望Our corporation is established for the purpose of.本公司是以为宗旨而建立的Our corporation is specialized in. 本公司专营We handle various kinds of. 本公司经营各种We express our desire to. 我们想表达的意愿We are now writing you for.我们特致函We are

10、desirous of. 我方很希望With a view to., we. 本着的意愿, 我方We are interested in. 我方有兴趣We need a regular supply of. 我方定期需要We are in a position to supply. 我方可供应We would be glad to. 我们将乐于We now avail ourselves of this opportunity to. 我们借此机会If you need. , please (dont hesitate to) let us know. 如果你们需要,请(毫不犹豫)地告知我们S

11、hould there be anything else we can do for you, please let us know. 如果我们还能为你们做些其他事情,请告知Should you require. please dont hesitate to contact us. 如果你们需要,请毫不犹豫地和我们联系We look forward to receiving./hearing from you soon/in the near future. 希望尽快收到Commercial Counselors Office 商务参赞办公室Industrial Chambers 行会Cha

12、mbers of Commerce 商会business line 业务范围with a view to (doing) sth. 本着做意愿，以为目的 business contacts 业务联系the enclosed catalogue/(latest) price list/quotation所附目录/(最新)价格单/报价 (仅)供参考for your information/reference (only)We look forward to your favorable and prompt reply. 我们期待收到贵方即时的好消息。We are a state-operated

13、 corporation, handling the export of animal by products and we are willing to enter into business relations with your firm. 我们是国营公司，经营土畜产品出口业务。我们愿与贵公司建立业务关系。As the items fall within the scope of our business activities, we shall be pleased to enter into direct business relations with you. 由于这些商品正好属于

14、我们的经营范围，我们会很高兴与贵公司建立直接的业务关系。 Unit 3 Inquiry and Replyenquiry n. 询盘，询价 make (or: send, give, fax) sb. an enquiry for sth.向某人询购某种商品， 向某人询问某种商品价格enquire (或inquire） v. 询购，询问supply vt. 供应，供给 supply sb. with sth. 或 supply sth. to sb向某人供应某物.catalogue n.商品目录，目录本illustrated catalogue 带有图片说明的目录表the taste of t

15、he market 市场需求/品位/偏好Im interested in your Green Tea. I think some of the items will find a ready market at our end. Id like to have your lowest quotation CIF Victoria. 我方对贵方的绿茶感兴趣。我方认为，其中的某些品种在我方市场上会很畅销。希望得到贵方的维多利亚目的港交货最低价。We are in the market for mens shirts illustrated in your catalogue No.4. Plea

16、se quote us your lowest price with the best discount and the date of delivery. 我们想购买贵方4号目录表上所列的男式衬衫。请报最低价、最优折扣以及交货期。Please quote your lowest price CIF Singapore for each of the following items, inclusive of our 3% commission. 请报下列各种商品的新加坡到岸价，包括我方3%的佣金。 We hope that your prices will be workable and t

17、hat business will result to our mutual benefit. 我们希望贵方价格可行，同时希望交易能令双方受益Dear Sirs,Iron NailsWe are interested (1) in buying large quantities of Iron Nails of all sizes and would be thankful if you could give us a quotation per metric ton CIF Lagos, Nigeria.It would also be appreciated if samples and/

18、or a brochure could be forwarded to us.We used to purchase this article from other sources but we now prefer to buy from your corporation because we are given (2) to understand that you are able to supply larger quantities (3) at more attractive prices. Besides, we have confidence (4) in the quality

19、 of Chinese products.We look forward to hearing from you (5) by return.Yours sincerely,另封邮寄by separate post/ under separate cover 想购买be in the market for最低价/最优惠价/底价/竞争价/合理价lowest/best price; favorable price; rock-bottom price; competitive price; reasonable price 兹答复某人的询盘This is in reply to ones inqu

20、iry of 请用传真发最优惠实盘,并注明包装规格可供数量最低价格连同最优惠折扣和最早交货期Please send us your best firm offer by fax indicating packing, specifications, quantity available, lowest prices with the best discount and the earliest date of delivery. 如贵方可供所需型号及质量的货物,我们将定期向贵方大量订购If you can supply goods of the type and quality require

21、d, we may place regular orders for large quantities. 请报标的商品的最低价为感报盘时,请说明包装情况及最早装运期,并寄商品说明书We should be grateful if you would quote your lowest price for the captioned goods. When offering please indicate packing conditions and the earliest possible date of delivery and send us the covering literatur

22、es.Unit 4 Offersubject to change without notice 如有变更，不做预先通知 subject to our final confirmation 以我方最后确认为条件 subject to goods being unsold 以货物未售出为条件subject to prior sale 以先售为条件without engagement无约束力Subject to your reply reaching us beforeSubject to our receiving your reply before以我方之前收到你方复到为准 subject to

23、 以为条件， 以为准in ones favor 或 in favor of 以为受益人as per confirmation copy enclosed 正如随函附上的确认副本by an irrevocable L/C in our favour, payable by draft at sight 凭以我方为受益人的不可撤销的信用证以即期汇票支付 offer from stock, have goods in stock 供现货；有现货 Your inquiry is receiving our immediate attention and we hope to make you an a

24、cceptable offer in a few days. 贵方询盘收到，我方正在处理当中，希望不日即可给你们发出可接受的报盘 We must stress that this offer is good for two days only because of the heavy demand for the limited supplies of these goods in stock. 我方必须强调：由于本商品存货有限，需求较大，此盘有限期仅为两天。 We wish to state that our quotations are subject to alteration with

25、out notice and to our confirmation at the time of placing your order. 我们要指出的是，我方的报价还可能会在不通知贵方的情况下作调整。最后价格以贵方下订单时我们的确认为准We regret to say that the goods requested by you are unavailable for the time being, and for this reason we refrain from making you an offer. 很遗憾贵方所要的货物目前还没有，因此我们只好收回我方的报盘Dear Sirs,

26、 Thank you for your letter of September 15, 2007, and the inquiry enclosed for our White Rabbit pajamas. At your request, we are making you a firm offer (1) for 20000 dozen womens pajamas at US$48.5 per dz. CFRC5% Lagos (2) for shipment in March, 2008. Payment is to be made by confirmed, irrevocable

27、 L/C payable (3) by draft (4) at sight. This offer is firm subject to your reply reaching us within one week. The relative sample and catalogue have been sent (5) by separate mail. Please note all the prices quoted are bottom prices and no counter-offer will be accepted. If you agree to the above, p

28、lease make confirmation as soon as possible so as to enable us to make the necessary arrangements. We are looking forward to your early reply.见附页as per attached list 凭保兑的不可撤销的信用证以即期汇票支付by confirmed, irrevocable L/C payable by draft at sight此报盘以我方在收到贵公司答复时货物未售出为有效This offer is subject to the goods be

29、ing unsold on receipt of your reply. 该批花生系用普通旧麻袋包装,每袋净重约50公斤The peanuts are packed in ordinary second-hand gunny bags of about 50 kg net each.兹确认我方给您的电报发盘,提供20公吨核桃,每吨人民币3500元CIF欧洲主要口岸价,8月装运We confirm having cabled you an offer for 20 M/T of Walnuts at RMB 3500 per M/T CIF European Main Ports for shi

30、pment in August. Dear Sirs, We are very pleased to have received your letter of enquiry dated April 9, showing your interest in our sweaters in different colors. In reply, we would like to make you, subject to your reply reaching us by June 5,the following offer: Commodity: Sweaters in different col

31、ors Size: Large (L) Medium (M) Small (S) Price: CIF 5% London per dozen in US$ L: 180 M: 160 S: 140 Shipment: October Payment: By confirmed irrevocable L/C payable by draft at sight. Package: Sweaters are wrapped in plastic bags and packed in standard export cardboard cartons. We are willing to allo

32、w a 5% discount for all orders over 1,000 pieces. You can rely on us to give your order immediately attention. Yours faithfully, Unit 5 Counteroffers“keep us posted of”指“随时告知我们”同样意思的表达方法还有:keep rmed of., keep sb. advised of.reduce your price by 5%”指“降价5%”注意介词“by”的用法用“by”是指“价格整体降5%”,如果用介词“to”,

33、则指“价格降到某一个数字”substantial a. 大量的,可观的“flood in” 意思是“汹涌而来”指“大量的询盘信雪片般地涌来”“such being the case”意思是“在这种情况下;情况既然是这样”相同意思的表述 还有:under such circumstances, in this case等“see ones way clear to do sth.”意思是“设法做某事”或“有把握做某事”such being the case 在这种情况下this price leaves us with only a small profit这个价格使我们获利低微 be not

34、in a position to make any further reduction 不能再次降价Considerable quantities have been sold at this price, therefore it is impossible to make any further reduction. 按这个价格已有大量产品成交，要做更多的让步是不可能的。 If it were not for the friendship between us, we would not have made a firm offer at such a low price. 如果不是为了我

35、们之间的友好关系，我们是不会考虑按这么低的价格发实盘的。现行价格current price, ruling price, prevailing price, the present price, the going price 各让一半,折中处理meet sb. half way 作为友谊的表示,我们破例接受贵方的还盘As a token of friendship, we accept as an exception your counter-offer恐怕我们不可能再做任何让步了Im afraid we cannot make any further concessions./Im afr

36、aid we are not in a position to make any further reduction./Im afraid thereis not much room for further reductionDear Sir or Madam:Thank you for your (1)offer of February 20, 2007 and the Teddy Bear sample you kindly sent us. In reply, we (2)regret to say that we cannot accept your offer at your (3)

37、price. You may be aware that some products of Indian origin have been (4)sold here at a (5)level about 10% lower than yours. We do think that the quality of your products is better, but the (6)difference in price should not be so big. Meanwhile, the current market is also weak. To conclude this (7)t

38、ransaction we make a (8)c as follows: Teddy Bears as the (9)sample sent to us on February 20, 2007, US$8 per piece CIF London, other terms and conditions as per your letter of February 20, 2007.We await your early (10)acceptance .Yours faithfully,告诉对方你已经收到其2007年9月13日关于中国绿茶(green tea)的还盘信,感谢对方的还盘(2)

39、明确表示很遗憾无法接受对方降价10%的还盘,并说明按所报价格你们已经收到了大量订单(3) 强调你们的报价是适中合理的,如果降价10%你们将无利可图(4) 建议对方重新考虑你们的报价并表示希望能在双方互利的情况下达成交易Dear Sirs, We acknowledge with thanks the receipt of your counter-offer of September 13 of Chinese Green Tea. It is regrettable that we can not entertain your counter-offer by a reduction of

40、10% percent. We do not feel the price we quoted is expensive at all. On the contrary, our quotation is very reasonable and we have received a lot of orders at the price quoted by us. Whats more, it will leave us with no profit if we accept your counter-offer. I have to say sorry that it is not possi

41、ble for us to meet your demand. In view of a successful business conclusion on the basis of mutual benefit, we suggest you reconsider our offer. Your prompt attention to this matter is highly appreciatedUnit 6 Sales Letter sales literature: 文字说明release把投放市场badge标记，徽号entitle给权利；给资格free trial免费试用exqui

42、site workmanship工艺精湛We feel sure that you will be interested in the new electric heater which is very shortly to be placed on the market. 我们深信，贵公司对即将投放市场的这种新式电热器定会感兴趣。Special terms will be allowed to customers who place trial orders before the end of May. 凡五月底前试订货的顾客，均可享受特别优惠In addition to the quant

43、ity discount stated, we would grant you an initial order discount of 3%.除了上述的数量折扣，我方会对贵方初次订货给予3%的折扣。We believe that the new product will find a good market in your country. We send you our best quotation as soon as we hear from you. 我们相信这种产品在贵国定会受到青睐。接到贵公司复函，便速给予最优惠的报价。We can fill your orders at onc

44、e from stock, and, hope to be favored with your esteemed commands. 如有订购， 本公司能马上供应现货，敬请惠顾。Not having heard from you since, we should be glad to know whether there is any disadvantage in our terms that we could remove. 一直未接到贵方的回音，本公司乐于了解，我方的条款是否有不得于贵公司之处，以便我方修改。贵公司会留意到，该货具有许多独特的优点，位居同类货品之榜首You will fi

45、nd that it possesses many unique features, which definitely place it ahead of its many competitors. 该货所独具的优点可使之成为畅销品。The special advantages it has offer will make it a quick-selling line. 我们保证产品生产工艺先进、性能稳定、价格合理。We can assure you of the advanced workmanship, stable performance, and reasonable price o

46、f our products敬启者： 我们从远东服务公司获悉贵公司对木制天花板感兴趣。我们很乐意借此机会相识。 如果贵公司将计划进口的货物详加说明，并寄来一件样品，我们就能为贵公司做出十分合理的报价。Dear Sirs,We got information from Far East Service Inc. We know you are interested in wooden Ceiling Board. We welcome the opportunity to become acquainted.If you can make more detailed descriptions a

47、bout the goods you plan to impport, also send us a piece of your sample, we can make you a very reasonable offer.We look forward to hearing from you.写给一家新公司推销你公司的最新面T恤：内容应包括公司和产品介绍，产品销售情况，并随函附寄产品目录。欢迎订购并保证提供最优良的服务。Dear Sirs, We are pleased to take this opportunity to introduce our New cotton T-shirt

48、. We are a state-owned company in China, specializing inmanufacturing cotton T-shirts of various designs and colors for more than 15 years. Our annual production exceeds 2,000,000 pieces. Our cotton T-shirts have been exported to many countries and enjoya good reputation and popularity. They are mad

49、e of quality cotton and well acknowledged for its exquisite workmanship, beautiful design andnatural comfort. Enclosed is our illustrated catalogue and pricelist for your reference. Your order will be given our immediate attention. An orderDear Sirs, An orderFor your reference, our usual terms of pa

50、yment are cash against documents and we hope they will be acceptable to you.We expect to find a good market for these cottons and hope to place further and large orders with you in the near future. Please kindly let us have your confirmation at an early date.Yours faithfully, Confirm an orderDear Si

51、rs, Thank you very much for your order of 18th July and we are pleased to confirm the purchase from you of Cotton Prints. Our dispatch department is working on your order, and will arrange for shipment by the first available steamer when the consignment is ready. As to the payment terms, it is accep

52、table. We will send the documents through our bank to you as soon as the shipment is effected. When the goods reach you, we feel confident you will be completely satisfied with them at the prices offered they represent exceptional value. We sincerely hope that our handling of this order will pave th

53、e way to future dealings between us. Yours faithfully, Reference answerDear Sirs, We are in receipt of your trial order for 100 boxes of black tea. We are pleased to enclose you our Sales Contract No.208 in duplicate of which please countersign and return one copy to us for our file. As required, sh

54、ipment will be effected before July 10, so long as you open the relative L/C on time. We will advise you of the name of steamer and the delivery date. Looking forward to your early reply. Yours sincerely, Main Language point:1.order n. 订单，订购，所订货物（后一般接介词for,间或接of）We are pleased to place an order with

55、 you for 50 metric tons Walnut meat.我们很高兴向你方下50公吨核桃仁的订单。常见词组：Duplicate order 重复订单Fresh/new order 新订单Initial order 首批订单Outstanding/pending order 未完成订单Trial order 试购订单To execute/fulfill/fill/carry out/effect an order 执行订单To accept/confirm/take on/entertain/close an order 接受订单To decline/turn down/refuse an order 拒绝订单To cancel/withdraw/revoke an order 取消订单To hold up/suspend an order 暂停执行订单Order v. 订购cash against documents /payment against documents 凭单付现/付款交单confirmation n.确认，证实consignment n. goods for delivery 发运，托运，交付 effect v. fulfill, make, carry out 实行，实施 Effect n. 影响，效果Take effect from (o