全套外贸信函写作技巧与范本

全套外贸信函写作样本函电书写基本原则一、Courtesy礼貌语言要有礼且谦虚，及时地回信也是礼貌的表现。例如：Wehavereceivedwithmanythanksyourletterof20May,andwetakethepleasureofsendingyouourlatestcatalog.Wewishtodrawyourattentiontoaspecialofferwhichwehavemadeinit.Youwillbeparticularlyinterestedinaspecialofferonpage5ofthelatestcatalogenclosed,whichyourequestedinyourletterof20May.二、Consideration体谅写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。例如：“Youearn2percentdiscountwhenyoupaycash.Wewillsendyouthebrochurenextmonth.”就比“Weallow2percentdiscountforcashpayment.Wewon'tbeabletosendyouthebrochurethismonth.”要好。三、Completeness完整一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。四、Clarity清楚意思表达明确，要注意：（一）避免用词错误：例如：AstothesteamerssailingfromHongKongtoSanFrancisco,wehavebimonthlydirectservices.此处bimonthly有歧义：可以是twiceamonth或者oncetwomonth.故读信者就迷惑了，可以改写为：1.WehavetwodirectsailingseverymonthfromHongKongtoSanFrancisco.2.WehavesemimonthlydirectsailingfromHongKongtoSanFrancisco.3.WehaveadirectsailingfromHongKongtoSanFrancisco.（二）注意词语所放的位置：例如：1.Weshallbeabletosupply10casesoftheitemonly.2.Weshallbeabletosupply10casesonlyoftheitem.前者则有两种商品以上的含义。（三）注意句子的结构：例如：1.Wesentyou5samplesyesterdayofthegoodswhichyourequestedinyourletterofMay20byair.2.Wesentyou,byair,5samplesofthegoodswhichyourequestedinyourletterofMay20.五、Conciseness简洁（一）避免废话连篇：例如：1.Wewishtoacknowledgereceiptofyourletter...可改为：Weappreciateyourletter...2.Enclosedherewithpleasefindtwocopiesof...可改为:Weenclosetwocopiesof...（二）避免不必要的重复：（三）短句、单词的运用：Enclosedherewith>enclosedatthistime>nowduetothefactthat>becauseadraftintheamountof$1000>adraftfor$1000六、Concreteness具体七、Correctness正确商务函电基本格式20May2000DateLine日期)Kee&Co.,Ltd34RegentStreetLondon,UKInsideAddress收信人地址DearSirs:Salutation称呼WehaveobtainedyournameandaddressfromDee&Co.Ltd,andwearewritingtoenquirewhetheryouwouldbewillingtoestablishbusinessrelationswithus.Wehavebeenimportersofshoesformanyyears.Atpresent,weareinterestedinextendingourrangeandwouldappreciateyourcataloguesandquotations.Ifyourpricesarecompetitivewewouldexpecttoplacevolumeordersonyou.Welookforwardtoyourearlyreply.Body信文YoursfaithfullyComplimentaryClose客套结束语TonySmithSignatureBlock签名栏Enc.EnclosureNotation附件说明同意对方担任独家代理22May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearMr.Smith：Thankyouforyourletterof20Mayproposingasoleagencyforourofficemachines.Wehaveexaminedourlongand,Imustsay,mutuallybeneficialcollaboration.WewouldbeverypleasedtoentrustyouwiththesoleagencyforBahrain.Wehavedrawnupadraftagreementthatisenclosed.Pleaseexaminethedetailedtermsandconditionsandletusknowwhethertheymeetwithyourapproval.Onapersonalnote,ImustsaythatIamdelightedthatweareprobablygoingtostrengthenourrelationship.IhaveverypleasantmemoriesofmylastvisittoLondonwhenyouentertainedmesodelightful.IlookforwardtoreciprocatingonyournextvisittoBeijing.Yourssincerely,TonySmithChiefSeller先生：五月二十日建议担任办公室器具之独家代理来信已经收妥。过去双方合作皆互利互助，能获您的眷愿作我公司于巴林的独家代理，殊感荣幸。现随函附上协议草稿，烦请查实各项条款，惠覆是盼。双方能加强业务，甚感欣喜。前次到访伦敦，蒙盛情款待，不胜感激。祈盼您莅临北京时，容我一尽地主之谊。出口部主任托尼.斯密思谨上2000年5月22日拒绝对方担任独家代理22May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:Thankyouforyourletterof20Maysuggestingthatwegrantyouasoleagencyforourhouseholdlines.Iregrettosaythat,atthisstage,suchanarrangementwouldberatherpremature.Wewould,however,bewillingtoengageinatrialcollaborationwithyourcompanytoseehowthearrangementworks.Itwouldbenecessaryforyoutotestthemarketforourproductsatyourend.Youwouldalsohavetobuildupamuchlargerturnovertojustifyasoleagency.Weenclosepricelistscoveringalltheproductsyouareinterestedinandlookforwardtohearingfromyousoon.Yourssincerely,TonySmithChiefSellerEnc.先生：五月二十日有关建议担任家用亚麻制品独家代理的来信收妥，谨致衷心谢意。目前时机尚未成熟，不能应允该安排，深感抱歉。然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代理的能力，贵公司宜就上述货品作市场调查，研究是否可扩大现有营业额。随函奉上该货品报价单，敬希查照。专此候覆。出口部主任托尼.斯密思谨上2000年5月22日请求建立商业关系的回复22May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:DearMr.Smith,Thankyouforyourletterofthe20thofthismonth.Weshallbegladtoenterintobusinessrelationswithyourcompany.Incompliancewithrequest,wearesendingyou,underseparatecover,ourlatestcatalogueandpricelistcoveringourexportrange.Paymentshouldbemadebyirrevocableandconfirmedletterofcredit.Shouldyouwishtoplaceanorder,pleaseEmailorfaxus.Yourssincerely,TonySmithChiefSeller先生：非常高兴收到贵公司本月二十日有关建立商务关系的来函。谨遵要求另函奉上最新的出口商品目录及报价单。款项须请以不可撤销保兑信用证支付。如欲订货，请寄电子邮件或为盼。出口部主任托尼.斯密思谨上2000年5月22日请求建立商业关系20May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:WehaveobtainedyournameandaddressfromDee&Co.Ltd,andwearewritingtoenquirewhetheryouwouldbewillingtoestablishbusinessrelationswithus.Wehavebeenimportersofshoesformanyyears.Atpresent,weareinterestedinextendingourrangeandwouldappreciateyourcataloguesandquotations.Ifyourpricesarecompetitivewewouldexpecttoplacevolumeordersonyou.Welookforwardtoyourearlyreply.Yoursfaithfully,TonySmithChiefBuyer——先生:我们从蒂科公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。多年来，本公司经营鞋类进口生意，目前想扩展业务范围。请惠寄商品目录与报价单。如贵司产品价格合理，本公司必定向你方下定单。恭候佳音。采购部主任托尼.斯密思谨上2000年5月20日加价前优惠大客户20May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:Duetotheriseintheworldpriceofpaper,from1Januaryofnextyear,pricesforourproductsareduetoincreaseby10%acrosstheboard.Sinceyouareavaluedcustomeroflongstanding,wewishtogiveyoutheopportunitytobeatthepriceincreasesbyorderingnowatthecurrentprices.Inaddition,wearewillingtogiveyouadiscountof5%onallordersofmorethanGB￡20,000.Weareawarethatyoudonothavesufficientwarehousingforlargequantitiesofreservestock..Inthecircumstances,wewouldbepreparedtoholdpaperforyoutobedeliveredatyourconvenience.Therewillbenochargeforwarehousingatthisend.Webelievethatyouwillseetheadvantagesofthisarrangement,whichwillsaveyouatleast15%onpaperpurchasesinthecomingyear.Welookforwardtoyourearlyreply.Yoursfaithfully,TonySmithChiefSeller——先生:鉴于全球的纸张价格上升，自明年一月一日起，本公司的货品价格将全面提升百分之十。本公司万分感激贵公司长期以来的支持，特此建议在价格调整前预早订购货品。凡订购金额超过20,000英镑，更可获得九五折优惠。若未能腾出地方存放纸张，本公司乐意免费提供存货服务，直到贵公司有所安排。此次减价特别优惠顾客，预早订购可减少来年购买纸张至少百分之十五的支出。期待着你的覆音。销售部主任托尼.斯密思谨上2000年5月20日就价格让步的还盘20May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:Thankyouforyourletterof20May2000.WearedisappointedtohearthatourpriceforFlamecigarettelightersistoohighforyoutoworkon.YoumentionthatJapanesegoodsarebeingofferedtoyouatapriceapproximately10%lowerthanthatquotedbyus.Weacceptwhatyousay,butweareoftheopinionthatthequalityoftheothermakesdoesnotmeasureuptothatofourproducts.Althoughwearekeentodobusinesswithyou,weregretthatwecannotacceptyourcounterofferorevenmeetyouhalfway.Thebestwecandoistoreduceourpreviousquotationby2%.Wetrustthatthiswillmeetwithyourapproval.Welookforwardtohearingfromyou.Yoursfaithfully,TonySmithChiefSeller——先生:二零零零年五月二十日来函收到，不胜感激。得知贵公司认为火焰牌打火机价格过高，无利可图，本公司极感遗憾。来函又提及日本同类货品报价较其低近百分之十。本公司认同来函的说法，然而，其他厂商的产品质量绝对不能与本公司的相提并论。虽然极望与贵公司交易，但该还盘较本公司报价相差极大，故未能接受贵公司定单。特此调整报价，降价百分之二，祈盼贵公司满意。谨候佳音。销售部主任托尼.斯密思谨上2000年5月20日敦促买方接受报价20May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:Werefertoourquotationof10Mayandourmailofferof20MayregardingthesupplyofFlamecigarettelighters.Wearepreparedtokeepourofferopenuntiltheendofthismonth.Asthisproductisingreatdemandandthesupplylimited,wewouldrecommendthatyouacceptthisofferassoonaspossible.Yoursfaithfully,TonySmithChiefSeller——先生:关于火焰牌打火机的供应事宜，本公司曾于五月十日报价和于五月二十日邮寄报盘。现特此通知，该报盘的有效期在本月底结束。该货品市场需求量很大，供货有限。宜从速接受该报价为荷。销售部主任托尼.斯密思谨上2000年5月20日询价的回复20May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:Wewelcomeyourenquiryof20thMayandthankyouforyourinterestinourproducts.Acopyofourillustratedcatalogueisbeingsenttoyoutoday,withsamplesofourproducts.Mr.Lee,ouroverseasdirector,willbeinLondonearlynextmonthandwillbegladtocallonyou.Hewillhavewithhimawiderangeofourmanufactures,andwhenyouseethemwethinkyouwillagreethatthequalityofthematerialsused,andthehighstandardofcraftsmanshipwillappealtothemostselectivebuyers.Wemanufactureawiderangeofhand-madeleathershoesinwhichwethinkyoumaybeinterested.Theyarefullyillustratedinthecatalogueandareofthesamehighqualityasourgloves.Mr.Leewillbeabletoshowyousampleswhenhecalls.Wehopethesampleswillreachyouingoodtimeandlookforwardtoyourorder.Yoursfaithfully,TonySmithChiefSeller——先生:欢迎贵公司5月20号来函询问，谨表谢意!现寄上敝公司产品目录表与样品。敝公司海外供销主任李先生将于下月初，携同大批货品到伦敦一行，专程拜访贵公司。届时阁下必然同意敝公司的产品品质高且手工精巧，足以满足任何要求极高的顾客。敝公司同时生产手制皮鞋，品质与手套相同，盼贵公司有意采购，在货目录表内有详细说明。李先生拜访贵公司时会展示样品给贵公司参考。样品将及时送到贵公司，并盼望早日作出订货决定。销售部主任托尼.斯密思谨上2000年5月20日第一次询价20May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:WelearnfromThomasH.PennieofNewYorkthatyouareproducinghand-madeglovesinavarietyofartificialleathers.Thereisasteadydemandhereforglovesofhighqualityatmoderateprices.Willyoupleasesendmeacopyofyourglovecatalogue,withdetailsofyourpricesandtermsofpayment.Ishouldfinditmosthelpfulifyoucouldalsosupplysamplesofthesegloves.Yoursfaithfully,TonySmithChiefBuyer——先生:从纽约的托马斯·H·彭涅公司处，敬悉贵公司生产各类手工制人造皮革手套。本地区对中等价格的高品质手套向有稳定的需求。请惠寄贵公司的手套目录一份，详述有关价目与付款条件。希望贵公司顺带惠赐样品。采购部主任托尼.斯密思谨上2000年5月20日主动报价20May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:ThistimelastyearyouplacedanorderforTypeBS36212-voltsealedbatteries.Thisisadiscontinuedlinewhichwehadonofferatthetime.Wenowhaveasimilarproductonoffer,TypeCN233.Itoccurstousthatyoumightbeinterested.Adescriptiveleafletisenclosed.Wehaveastockof590ofTypeCN233whichwearesellingoffatGB￡30each.Wecanofferaquantitydiscountofupto15%,butwearepreparedtogive20%discountforanoffertobuythecompletestock.Wearegivingyouthisopportunityinviewofyourpreviousorder.Wewouldappreciateapromptreply,sincewewillputtheofferoutintheeventofyournotbeinginterested.Yoursfaithfully,TonySmithChiefSeller——先生:去年此时贵公司所订购的BS362型号12伏密封电池，现已停止生产。现有同类型产品CN233，存货共五百九十件，特惠价每件30英镑。贵公司如感兴趣，敬请参看随附的简介说明。大批订购可获八五折优惠，整批购入则可享八折特惠。为感谢贵公司以往惠顾，特此给予订购优惠。极盼立即回覆，如贵公司未欲订购，本公司亦能尽早另作安排。销售部主任托尼.斯密思谨上2000年5月20日报实价20May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:Thisistoconfirmyourtelexof16May2000,askingustomakeyoufirmoffersforriceandsoybeansC&FSingapore.Wetelexedyouthismorningofferingyou300metrictonsofpolishedriceatA$2,400permetricton,C&FSingapore,forshipmentduringJuly/August2000.Thisofferisfirm,subjecttothereceiptofyourreplybefore10June2000.Pleasenotethatwehavequotedourmostfavourablepriceandareunabletoentertainanycounteroffer.Withregardtosoybeans,weadviseyouthatthefewlotswehaveatpresentareunderofferelsewhere.If,however,youweretomakeusasuitableoffer,thereisapossibilityofoursupplyingthem.Asyouknow,oflate,ithasbeenaheavydemandforthesecommoditiesandthishasresultedinincreasedprices.Youmay,however,takeadvantageofthestrengtheningmarketifyousendanimmediatereply.Yoursfaithfully,TonySmithChiefSeller——先生:二零零零年五月十六日有关查询大米和大豆新加坡到岸价的电传已收悉。今日上午电传报价：精白米三百公吨，每公吨成本加运费新加坡到岸价为2400澳元。于二零零零年七或八月装运。以上实价需由贵公司于二零零零年六月十日前回覆确实。该报价为最优惠价，恕不能还价。本公司与客户正洽售一批大豆交易，若贵公司愿意报以适当买价，本公司乐意出售。近来该类产品需求热烈，令价格上涨。请贵公司把握机会，尽早落实定单为盼。销售部主任托尼.斯密思谨上2000年5月20日答复分期付款的要求20May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:Thankyouforyourletterof20Mayaskingforachangeinpaymentterms.Thereisnothingunusualinourcurrentarrangement.Fromthetimeyouopencredituntiltheshipmentreachesyourportisnormallyaboutthreemonths.Inaddition,yourL/Cisonlyopenedwhenthegoodsarereadyforshipment.Iregrettosaythatwemustadheretoourusualpracticeandsincerelyhopethatthiswillnotaffectourfuturebusinessrelations.Wewillcontactyouassoonassuppliesofthesteelpipesyourequirecomeintostock.Yoursfaithfully,TonySmithChiefSeller——先生:贵公司五月二十日要求改变付款条件的来函收悉。现行的付款条件并无不妥。贵公司只在准备装运时才开立有关信用证，而由开立信用证至货物到达贵公司港口一般约需三个月。为此，未能满足贵公司要求，实感抱歉，并期望此事不致阻碍双方日后的业务发展。一俟贵公司所需钢管运抵，本公司即与贵公司联络。销售部主任托尼.斯密思谨上2000年5月20日要求分期付款20May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:Inthepast,ourpurchasesofsteelpipesfromyouhavenormallybeenpaidbyconfirmed,irrevocableletterofcredit.Thisarrangementhascostusagreatdealofmoney.Fromthemomentweopenthecredituntilourbuyerspayusnormallytiesupfundsforaboutfourmonths.Thisiscurrentlyaparticularlyseriousproblemforusinviewofthedifficulteconomicclimateandtheprevailinghighinterestrates.Ifyoucouldofferuseasierpaymentterms,itwouldprobablyleadtoanincreaseinbusinessbetweenourcompanies.Weproposeeithercashagainstdocumentsonarrivalofgoods,ordrawingonusatthreemonths'sight.Wehopeourrequestwillmeetwithyouragreementandlookforwardtoyourearlyreply.Yoursfaithfully,TonySmithChiefBuyer——先生:本公司与贵公司订购钢管，向以保兑不可撤销的信用证付款。由开立信用证至收到客户付款，所需时间约为四个月。在现今经济气候不佳和利率高企的环境下，这种付款方法占去大量资金。如蒙贵公司惠允较宽松的付款方法，则可扩展双方业务。建议日后采用货到后凭单据支付现金的方法或由本公司开立见票第三个月付款的汇票交易。专候佳音。采购部主任托尼.斯密思谨上2000年5月20日答复用信用证付款的建议20May2000Kee&Co.,Ltd34RegentStreetLondon,UKDearSirs:Thankyouforyourorderfor500Irina262typewritersbyyourletterof20May.Wehaveconsideredyourproposaltopaybya30-dayletterofcredit.Wedonotusuallyaccepttimecredit.However,inviewofourlongandmutuallybeneficialrelationship,wearewillingtomakeanexceptionthistime.Imuststressthatthisdeparturefromourusualpracticerelatestothistransactiononly.Wecannotregarditassettingaprecedentforfuturetransactions.IencloseoursalescontractNo.83coveringtheorder.Iwouldbegratefulifyouwouldfollowtheusualprocedure.Yoursfaithfully,TonySmithC