对外贸易函电简要

对外贸易函电简要商务信函的基础知识（一）商务信函的特点和原则Features&Principles商务信函是商务活动中企业与企业之间沟通信息的重要工具，它不仅具有一般信函的特点，同时又与商务活动密切相关，里面会用到一些商务术语，另外在内容和结构方面又和普通信函存在明显的不同。因此，撰写人必须充分注意归集商务活动对于商务信函的特殊要求。目前，商务信函一般遵循“五C原则”（FiveC’sPrinciples），即Correct（正确）、Clear（清楚）、Concise（简洁）、Complete（完整）、Courteous（礼貌）。1、Correct（正确）一封商务信函在各个方面应该都是正确的，包括格式、语法、拼写、术语应用等等。错误的内容不仅会造成双方的误解，导致贸易纠纷，还会给公司形象带来不良影响，伤害公司信誉。举例说明常见的不规范错误：Dearsirs,正确：DearSirs,错误：No.213,MaylandRoad正确：213MaylandRoad,错误：Thisgoodsishigh.正确：Thisarticle(item)ishighinprice.错误：Wearesatisfiedwiththequalityofthegoodsyoushippedtous.正确：Wearesatisfiedwiththequalityofyourshipment.错误：Weshalldeductthisamountfromyouracount.\正确：Weshalldebityouraccountwiththisamount.2、Clear（清楚）商务函电所述问题务必清楚明白，不可令人产生误解，句子不能带有歧义，否则会带来严重后果。在实务工作中，由于函电导致的纠纷屡见不鲜。常见例子如下：歧义：Wehaveacceptedyourproposalinyourlastletter.清楚：WehaveacceptedyourproposalinyourletterdatedMay3rd.歧义：Wearegaldtotellyouthatwehaveshippedyourorder.清楚：WearegladtotellyouthatwehaveshippedthegoodsasperyourorderNo.231.歧义：Thecreditwillremainvaliduntiltheendofthismonth.清楚：ThecredirwillremainvaliduntilMay31st,2008.3、Concise（简洁）商务函电所述问题要直截了当。简明扼要，避免拐弯抹角，负责会给人一种啰嗦的感觉，也会造成误会，使对方不能明白你的本意。4、Complete（完整）函电中要把需要说明的事件全面交代清楚、叙述问题有始有终，切忌有头无尾。一个问题说明之后，与此相关的问题最好也能做出相应说明，减少双方来回确认的次数，提高效率。原句：Yourorderfor500m/tsSodaAshhasbeenshippedonboardthevessels.s.”Victoria”onJuly5th.修改：Yourorderfor500m/tsSodaAshhasbeenshippedonboardthevessels.s.“Victoria”onJuly5thunderB/Lno.xxxxxxxxxx.ThesaidvesselistoleavefordestinationonJuly8thandwillarriveonJuly25th.5、Courteous（礼貌）礼貌是商务函电的重要特征，对于增进买卖双方的感情、实现预期目的具有非常积极的作用。我们来比较一下下面几组句子在语气上的不同：不礼貌：Youarerequestedtoshipourorderwithoutanydelay.礼貌：Yourpromptshipmentofourorderwillbehighlyappreciated.不礼貌：Weinsistonyourimmediatepayment.礼貌：Wearecountingonreceivingyourremittancesoon.除了上面介绍的几个原则之外，撰写商务信函是还有一些小问题需要加以注意：尽量多使用第二人称，就是所谓的”YouAttitude”。第二人称会让对方感觉你时时把对方放在第一位，对于增进双方的关系大有帮助。使用第一人称：Wehavedispatchedyourorderyesterday.使用第二人称：Yourorderhasbeendispatchedyesterday.使用第一人称：Wearelookingforwardtoyourearlyreply.使用第二人称：Yourpromptanswerwillbeappreciated.尽量使用积极的口气，能让人产生信心，化解不满意的事情，淡化一些不愉快的问题。消极：WearesorrytoinformyouthatwecannotshipyourorderbecausewehavenotreceivedyourL/C.积极：WeshallbegladtoshipyourorderuponreceiptofyourL/C.消极：Wearesorrythatwehavedelayedtheshipmentofyourorder.积极：Wesincerelyhopethatthisdelayhavenotinconveniencedyoutoomuch.(二)格式和结构一般商务信函的基本格式实务中常用的信函格式主要采用两种，一种叫做平头式(FULLBLOCKFORM)，另一种叫缩行式(INDENTEDFORM)。（1）平头式（FULLBLOCKFORM）这种格式要求所有内容在开头时第一个字母都要紧靠左边第一格，没有空格。这种格式最常用在英国以及英联邦国家，但是现在也越来越多地被使用。（2）缩行式(INDENTEDFORM)缩行式是被广泛采用的信函格式，要求信函的题目居中，每段开头第一格字母前必须有空格，落款写在正文的右下方等等。但是需要注意的是，地址部分一般还是采取平头式书写。举例如下：ThePurchasingManagerABCcompany222HightowerBoulevard,PrinceU.S.A.June28,2008TianjinDearSirs,SUBJECT:SupplyofVariousChemicalsWewouldliketointroduceourcorporationasthelargesttradingcompanyinthefieldofchemicalsthroughoutChina.WecometoknowthatyouarenowpurchasingXXXXfromChina.Wetakethelibertytoseewhetherthereissomebusinesspossibilitybetweenus.Pleaseletushaveyourspecificinquirysothatwecouldgiveyouourquotation.Yourpromptandfavorablereplywillbehighlyappreciated.Verytrulyyours,(Signature)常用函电的格式（传真和E-MAIL）由于现代办公用品的广泛应用以及互联网的普及，商务函电更多的采取传真和电子邮件的方式进行传递，实务中函电也就自然带有上述两种方式的特点，传统的函电格式被简化。一般来说，一个公司对外发出的传真都是打印在格式相对固定的传真纸上对外发出，所以一般来说信头部分可以省略，只要列明双方的传真号码，信函内容基本和上面提到的格式相同。此外，E-Mail目前被更加广泛的应用，具有快速、简单、节省费用等一系列优点，我们要注意的是，在使用E-Mail的时候，一定要写明事件标题，这对我们每天大量处理来往邮件的过程中能够清晰明了，在查询的时候也会简单的多。商务函电的结构(LayoutofBusinessLetters)商务函电的格式可以各自不同，但它们在内容结构上大体是一样的。主要构成部分简单介绍一下：信头LetterHead信头指信纸的顶端上部印有公司名称、地址、电话、传真、E-mail等内容的地方。SINOCHEMTIANJINCORPORATION58NANJINGROAD,P.R.CHINATEL:+86-22-23146216FAX:+86-22-23146215E-MAIL:chemicals@(2)日期Date一般日期表在函电的右上方。格式分为两种，一种是英国式，比如25thOctober,2007；另一种是美国式，比如October25,2007。写信是可以考虑不同的收信人分别使用。(3)参考号ReferenceNo.我们可以看到，一般国外来函中大都列明一个参考号，以备查。我们现在很少列明参考号，一旦出现问题，来往函电的连续性就会被打折扣，所以要特别注意。现在，我们可以使用订单号、合同号、发票号等等作为参考号，既实用又方便。（4）封内地址InsideAddress指的是函电正文左上方关于收信人的具体资料。一般由职务、姓名、部门、公司名称和地址等信息组成，格式上一般采取平头式。（5）称呼Solution信的开头一般必须有一个礼貌的称呼。指名的信件可以直接写Mr.Smith、Mr.Lee等。如果写给一个公司的不确定人或机构，一般使用DearSirs、DearGentlemen等。（6）主题SUBJECT商务函电习惯于在正文的上方使用一个主题，这样可以吸引收件人的注意力，突出函电的中心内容。注意：使用主题的函电只能是内容比较单一的，如果函电中要说明很多内容，就不要使用主题，避免引起误会。（7）正文Bodyoftheletter正文是函电的最重要部分，一定要遵循上面说过的5C原则。（8）结尾问候语ComplimentaryClose上午函电的结尾问候语分为很多种，大致列举如下。Verytrulyyours,Yoursverytruly,Yoursfaithfully,Faithfullyyours,Yourssincerely,Respectfullyyours,Verytrulyyours,VeryCordiallyyours等都是一些比较正规的说法；Sincerelyyours,Cordially,Yourstruly以及Yours都是一些在比较熟悉的人之间使用的说法，一把用在非正式场合。（9）签名Signature商务函电中（信函和传真），一般都要在最后出现写信人的亲笔签名，签名处还应打印出签名人的名字。建立业务关系建立业务联系是我们日常工作中最重要的部分之一，而函电则是联系的最常用手段。一般情况下，进出口双方可以通过以下渠道来取得相互之间的了解：银行（BANK）商会（CHAMBEROFCOMMERCE）商务参赞处（COMMERCIALCOUNSELOR’SOFFICE）交易会和展览会（EXPORTCOMMODITIESFAIRS&EXHIBITIONS）广告（ADVERTISEMENT）商业目录（TRADEDIRECTORY）其他在外贸实务中，给新客户写信是建立业务关系的惯例。建立业务联系的函电一般应该涉及以下内容：告知对方我们是如何知道对方相关信息的表示出我方与对方建立业务关系的强烈愿望介绍本公司性质、基本业务和经营范围等说明希望推销或者购买的商品必要时可向对方提供资信证明人附公司简介、商品目录、价目表等等写作技巧（WRITINGSKILLS）建立业务联系的函电有以下的写作步骤和表达方式：写作步骤表达方式1、说明信息来源Yourcompanyhasbeenkindlyintroducedtousby……..Welearnthrough/from….that…..Ontherecommendationof…….2、对自己公司简单介绍Wewishtointroduceourselvestoyouasa……..Ourlinesasmainly…….…….fallwithinourbusinessacivities/scope3、表达写信目的Wearewillingtoenterintobusinessrelationswithyou.Weexpressourdesireto…..Wearenowwritingyoufor……Wearearedesirousof…..4、表达与对方合作及尽早收到回复的愿望Welookforwardtoreceiving…..Hopetoreceive…..Yourearlyreplyisappreciated.Weareanticipatingyouranswer.回复建立业务关系的信函：写作步骤表达方式1、感谢对方的兴趣Thankyoufor…..Tahnkyouforyourinterestin….Wehavereceived…..YourletterofJune8hasbeenreceivedwiththanks.2、表示与对方建立业务关系的兴趣Yourwishofestablishingbusinessrelationscoincideswithours.Thisisalsoourdesire.Weshallbeverygladtoenterintobusinessrelationswithyou.3、表示采取进一步的行动Wearesendingyouourcatalogueandpricelist…Weshallbegladtohaveyourspecificinquiry.函电样本：DearMr.Johnson,Wehaveobtainedyourname&addressfromInternetandarenowwritingtoyoufortheestablishmentofbusinessrelationsWeareverywellconnectedwithallthemajormanufacturershereofchemicalmaterials,andfeelsurewecanbecapablesupplierifwegetyourinquiries.Pleaseletushaveallnecessaryinformationassoonaspossible.Yoursfaithfully,关键词汇：benefitdealencloseinformline实用例句：Wetakethelibertytointroduceourselvesasexportersofsilkpiecegoods,whichwehavebeenexportingtoEuropeandJapan.Wearespecializedintheabovebusinessandrecallthatmanyyearsago,considerablebusinesswasdonewithyourcountryonsuchitems.Weshallbegratefulifyouwillletusknowwhetheryouareinterestedintheaboveitems.Togiveyouageneralideaofourproducts,weencloseaco,pletesetofleafletsshowingvariousproductsbeinghandledbyourcorporationwithdetailedspecificationsandmeansofpacking.Youwillbeinterestedtoknowthatforover50yearswehavebeenengagedinmanufanturingelectronicmachineryofallspecificationsandexportingthemtousersallovertheworld,enjoyingagoodreputation.ThankyouforyourfaxnessagedatedJuly25,inwhichyouexpressedyourwillingnesstoenterintobusinessrelationswithus.WearewritingtoyouatthesuggestionofourCommercialCounselor’sOfficeoftheEmbassyinyourcountry.Weavailoueselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationswithyou.Wearewillingtoenterintobusinessrelationswithyourfirmonthebasisofequality,mutualbenefitandexchangingwhatonehasforwhatoneneeds.询盘及回复Enquiries&Replies交易磋商（BusinessNegotiation）是国际贸易业务中作重要的环节，一般程序分为“询盘”、“发盘”、“还盘”和“接受”四个环节。询盘（Enquiry）又称询价，是指买方或卖方想对方询问以价格为中心的各种相关的交易条件，包括一般询价（GeneralEnquiry）和具体询价(SpecificEnquiry)。询盘必须简短、具体、有礼貌并且合理。而对询盘的回复，则应迅速、客气，并能对对方有所帮助。写作技巧（WritingSkills）询盘的函电有以下的写作步骤和表达方式：写作步骤表达方式1、说明信息来源YournamehasbeengiventousbytheChamberofCommerce……YourfirmhasbeenrecommendedtousbyABCCorp.withwhomwehavedonebusinessformanyyears.Mr.JohnsonofABCCorp.hasgivenusyournameassoleagentfor….2、说明拟采购商品Weareconsideringthepurchaseof…..Weareinterestedinimportingsnookertablesbutweneedtohavefurtherdetailsofthecostbeforemakingafinaldecision.Weareregularbuyersofmen’sknitwear.3、请求对方寄送目录货样品Willyoupleasesendusyourillustrated/latestcatalogueandprice-list?Wewouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.Kindlyletushaveadescriptionof……4、强调对方报价应合理和具有竞争力Ifyourquotationisreallycompetitive……Providedpricesareright.Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.5、询问对方所能给的折扣，写清你方能接受的支付条件和期望的交货时间等Wewouldliketoknowifyouallowdiscount.PleaseletushaveyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyoursoonestdeliverydate.Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.6、表示订购货物的可能性WillyoupleaseletusknowbyApril4sothatwecanplaceourorderpromptly?Pleaseletusknowbyreturnwhetheryouwouldbeinterestedinsuchanorder.回复询盘的函电有以下的写作步骤和表达方式：写作步骤表达方式1、感谢对方的询价Manythanksforyourenquiryof….Thankyouforyourenquiryandforyourinterestinourproducts.Wethankyouforyourenquiryof…….2、表示很高兴附寄….给对方Wearepleasedtoenclose…..Wehavepleasureinenclosing…..Wearesendingyouourlatestprice-listandcatalogue.3、说明能提供商品的详细信息及优点Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.4、表明报价的合理性并说明报价期限Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.PriceisvaliduntilDec.31.Subjecttobeingunsold.5、阐明所能接受的付款条件和可能的交货期Ourtermsofpaymentarecashondelivery.Weshouldrequirepaymentbyirrevocableletterofcredit.Wecanusuallydeliverwithinthreeweeksofreceivinganorder.6、希望客户对报价满意并能尽快收到订单等Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.Welookforwardtodoingbusinesswithyou.函电样本：询价DearSirs,WehavebeeninformedbytheBnakofUSCommerce，NewYork,thatyouareoneoftheleadingexportersoftextilesinChina,andthatyouwishtoexportpuresilkgarmentstoourmarket.Youwillbepleasedtonotethatourcorporationisoneoftheleadingimportersoftextileproducts,havingover30years’historyandhighreputation.Weshallbegladtogiveyouconsiderableorders,ifthequalityofyourproductsisfineandthepricesaremoderate.Wewouldbeobligedifyouwillsendussomesampleswiththebesttermsatyourearliestconvenience.Yoursfaithfully,回信DearSirs,WetakepleasuretoacknoledgereceiptofyourletterofJanuary20,fromwhichwelearnthatyouareinterestedinbringingsilkgarmentstotheNewYorkmarket.Weareenclosingouequotationsheetcoveringdifferentsizesandcolorsofourpuresilkgarmentsthatcanbesuppliedfromstock.Wearealsoairmailingyoutwodozensamplegarmentsindifferentsizesandcolors.Deliverywillbewithin30daysafteryourplacinganordertous.PaymentofthepurchaseistobeeffectedbyairrevocableL/Catsightinourfavor.Thisofferissubjucttoyourimmediatereplywhixhshouldreachusnotlaterthantheendofnextmonth.Thepricewillprobablybechangedoncethisparticularofferhaslapsed.Yoursfaithfully,关键词汇：competecreditregularcompare实用例句：WehaveanimporterenquiryforWoolenBlanketsandwouldliketoobtainacatalogue,price-listtogetherwiththesamplesassoonaspossible.Youradintoday’sChinaDailyinterestsusandwewillbegladtoreceivesampleswithyourlowestprices.WeshouldbemuchobligedifyoucouldquoteusthebestCIFC5%Shanghaiandindicatetherespectivequantitiesandvarioussizesthatyoucouldsupplyforpromptshipment.Thisisreallythemostfavorableofferwecanmake,andwearesurethatyouwillbepleasedtoacceptouroffer.Pleaseletusknowonwhattermsyoucansupplytheabovegoods.Thepriceofrawmaterialhasgoneupsteadilyinrecentthreemonth,butwehavenotraisedourquotation.Asitisthecase,wedonotmakeanydiscount.Ifyouareinapositiontomeetourdemang,weahllplacealargesumorderfromyou.Thoughthequalityofyourproductissatisfactorytous,yourquotationisnotquiteinlinewiththepresentmarket.Wehavemuchpleasureinenclosingaquotationsheetforourproductsandtrustthattheirhighqualitywillinduceyoutoplaceatrialorder.还盘和接受Counter-offerandAcceptance在接到发盘时，受盘人必须对报盘内容进行认真研究。如果觉得价格或其他条件不能接受，可以拒绝接受或者向发盘人提出建议，称为还盘。还盘既是建议又是对发盘人提出的新发盘。交易磋商的过程就是不断的发盘和还盘，最终双方达成一致。还盘函电应注意以下几点：对发盘表示感谢对由于某种原因无法接受发盘表示歉意对发盘的内容也就是己方所希望达到的交易条件提出建议希望对方能够接受己方提出的建议如果受盘人认为可以接受发盘的全部内容和条件，那么就可以向发盘人确认，即为接受，也称为承诺。有效接受具备一下条件：接受只能有受盘人作出接受必须是无条件的，完全同意发盘中提出的各项交易条件接受的方式必须符合发盘的要求接受必须在发盘规定的有效期内作出还盘函电的写作技巧WritingSkills写作步骤表达方式1、对发盘人报价表示感谢Thankyouforyourpromptanddetailedquotation.ThankyouforthesampleyousentinresponsetoourenquiryofJune8.2、表示无法接受发盘并说明原因Wearesorrytoinformyouthatwecannottakeyouupontheofferasthepriceyouareaskingisabovethemarketlevelhereforthequalityinquestion.Weshouldliketopointoutthatyourchoiceincolorandpatternisverylimitedandtheshadesthatarenowfashionablearemissing.3、对所希望的交易条件提出建议Maywesuggestthatyoucouldperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodsonthismarket.Weregeretthatyourtermsareunsatisfactoryandunlessyoucanamendthosetermsweshallhavetoplaceorderelsewhere.4、希望对方能接受还盘的建议Itishopedthatyouwouldseriouslytakeitintoconsiderationandletushaveyourreplyverysoon.Wehopeyouwillconsiderourcounter-offermostfavorable,andfaxusacceptanceatyourearlyconvenience.函电样本：OFFERDearSirs,WeacknoledgewiththanksthereceiptofyourinquiryofJune5,andarepleasedtomakeyouanofferregardingSODAASH99%Min.atUSD400permetrictonCIFKarachiwithpaymentbyT/TinadvanceorL/Catsight.TheaboveofferisvalidtillJune30,2008.Wecouldeffectshipmentwithin20daysuponreceiptofyourpaymentororiginalL/C.Lookforwardtoreceivingyourconfirmationbyreturnfax/e-mail.Trulyyours,COUNTER-OFFERDearSirs,Wearegaldtohavereceivedyoure-maildatedJune8offeringSODAASHatUSD400/MTCIFKarachi.Inreply,weregrettoinformyouthatyourpriceistoohigh.Someothersuppliersareoffering5%lowerthanyours.Anyway,inaviewtodoingbusinesswithyourcorporation,wewouldliketohaveapriceatUSD385/MTCIFKarachiwithquantityof1000MTS.Itishopedthatyouwouldseriouslytakeitintoconsiderationandletuahaveyourearliestreply.Sincerelyyours,ACCEPTANCEDearSirs,WehavereceivedyourmessagedatedJune11.Itisregretfulforustoseethatyoucutdowntherpicetoosharp.Butregardingourlongtermofbusinessrelationship,wedecidetoacceptyourpriceideaonconditionthatorderquantityis1000MTSatminimumandpaymentbyT/Tinadvance.Sincerelyyours,关键词汇：acceptcontributeexecuteorderstock实用例句Youhavenodoubtobservedanupwardtendencyofbeingmaintainedinthepriceofourproducts.Besides,youarealsoawarethattherehasbeenlatelyagreatdemandforthiscommodityintheworldmarket.Ourofferiscompetitive,ascomparedwithothers.Ifyouareabletoacceptthisoffer,pleaseletusknowyouracceptanceimmediately.Ifasubstantialreductioncanbeexpected,wecouldreconsideryourrevisedquotation.Thisisafirmoffer,subjecttothereceiptofreplybyusbeforeApril5th.Wearesurprisedtoseeasteepriseintherpiceofferedbuyou,butthepriceofrawmaterialhasbeenweaksincethebeginningofthisseason.Wearesorrytosaythatasyourpriceistoohigh,wewillhavetomakeourpurchaseelsewhere.Weregrettosaythatthereisnopossibilityofourcuttingtherpicetotheextentyouindicated,i.e.15%.订单及其履行OrdersandTheirFulfillment订单是指买方要求卖方按照先前报盘达成的交易条件供应具体数量的货物。很多公司采用有正式编号的订货单，但是有一些公司，尤其是小公司，采用函电方式订货。订单必须准确、清楚、并经过书面形式加以确认，一般来说，订单应包括以下内容：品名和品质价格和数量包装和标识装运地点、日期、运输方式及代理等等付款条件单据替代品写作技巧WritingSkills订单函电的写作步骤和表达方式写作步骤表达方式1、表明向对方订购货物WeareinreceiptofyourfaxofOctober4thandarepleasedtoplaceanorderwithyouforthefollowinggoods.EnclosedpleasefindourOrderNo.B6578for……2、确认双方达成的交易条件Wewouldliketoconfirmthatpaymentistobemadebuirrevocableletterofcredit.Wewouldliketothankyouforthe30%discountyouallowedus.3、表达进一步合作的冤枉Wewillsubmitfurtherorders,ifthisoneiscompletedtooursatisfaction.接受订单函电的写作步骤和表达方式写作步骤表达方式1、对收到订单表示高兴，并同意订单条件Wearepleasedtoconfirmyourorderwhichwehaveacceptedontheterms.WeareinreceiptofyourfavorofMay10th,withyourorderforfivepringtingmachines,whichweherewithacknowledgewiththanks.WeacknowledgereceiptofyourOrderNo.6578,andthankyouforyourtrust.2、保证对订单迅速、认真的处理Weappreciatethebusinessyouhavebeenabletogiveusandassureyouthatyourorderwillenjoyourmostcarefulattention.WearepleasedtosaythatwehavealreadymadeupyourorderNo.9901,andyoumayexpectdeliverywithinthenextthreedays.3、提醒对方注意其他可能感兴趣的商品BesisesSODAASH,wesupplyawiderangeofotherchemicalsandencloseacopyofourcurrentpricelistforyourreference.4、希望今后收到更多订单Weappreciateyourcooperationandlookforwardtoreceivingyourfurtherorders.拒绝订单函电的写作步骤和表达方式写作步骤表达方式1、对未能满足对方要求表示歉意Wearesorrythatthemodelrequiredisnolongermanufactured.Wearesorrythatwemustturndownyourorderaswehavefullorderbooksatpresentandcannotgiveadefinitedatefordelivery.2、如有替代产品，介绍给对方Wearesorrythatyourorderofmodel678isoutstocknow.Pleaseselectasuitablesubsitutefromtheenclosedcatalogue.3、希望下一次有机会合作Weregretthat,owingtoashartageofstocks,weareunabletofillyourorder.Wewill,however,contactyoubyfax/e-mailoncesupplyingimproves.函电样本接受订单DearSirs,Re:YourorderNo.456ThankyouforyourorderNo.456for1000metrictonsofSodaAshandwearehappythatyoubecomeoneofourcustomers.Weherebyconfirmyourorderdetailsasfollows:Commodity:SodaAsh99%Quantity:1000metrictonsPrice:USD385perMetricTonCIFKarachiPayment:T/TinadavncePacking:in25kgsnetbagsandinbulkDelivery:within30daysuponreceiptofpaymentThankyouforyouraboveorderandhopethatthiswillleadtoalong-termcooperationbetweenus.Yoursfaithfully,拒绝订单DearSirs,WewereverygladtoreceiveyourorderNo.890forCitricAcidbut,sinceyouaskedfordeliverybeforeChristmasafirmcondition,deeplyregretthatwecannotsupplyyou.Themanufacturersarefindingitimpossibletomeetsurrentdemandforthisitem.Weourselvesplacedanorderof500M/Tsonemonthago,butwereinformedthatallordersarebeingmetinstrictrotationandthatourowncouldnotbedealtwithbeforethebeginningofJanuary.Wegatherfromourtelephoneconversationthismorningthatyourcustomerscouldnotwaittillthen.Sowehopethatyouwillbeabletoobtainyourneedsfromothersource.Sorryagainfornotgivingyougoodnewsthistime.SincerelyYours,关键词汇：confirmfavormarketregister实用例句：Inconsiderationofthisbeingyourinitialorder,wehavedecidedtograntyou3%specialdiscounttostrengthenyourpositionincompetionwithothersuppliers.WehavereceivedyourfaxdatedMay8thalongwithyourproformainvoiceNo.215/7749intriplicateandtakepleasureinplacinganorderwithyouforthesaiditems.WearepleasedtoinformyouthatyourorderNo.456hasbeenacceptedbyourmanufacturer.WeherebyconformacceptanceofyourorderandaresendingyouoursalescontractNo.xxxxxxbyseparateairmailintwoorigianls,oneofwhichpleasesignandreturntousforourfile.Inviewofourheavybookings,wearenotinapositiontocommitourselvestoneworders.Thankyouagainforyourtrialorder,wesincerelyhopeitwillleadtofurtherbusiness.Ifthefirstorderissatisfactorilyexcecuted,weshallplacefurtherandlargerorderswithyouinthefuture.Weareworkingonyourorderandwillkeepyouinformedincourseoftheprogress.Wehopethisorderwillmeetyourimmediateacceptanceandcarefulexecutionasusual.付款Payment对外贸易实务中，主要采用的付款方式包括信用证(LetterofCredit)、汇付(Remittance)和托收(Collection)。具体分类请参见下表：付款方式详细分类信用证(L/C)种类很多，不一一列举，常用的是跟单信用证（DocumentaryL/C）汇付(Remittance)电汇(TelegraohicTransferorT/T)---最常用的方式信汇（MailTransferorM/T）票汇(DemandDraftorD/D)托收(Collection)付款交单(DocumentsAgainstPaymentorD/P)承兑交单(DocumentsAgainstAcceptanceorD/A)写作技巧：写作步骤表达方式1、提醒对方货物备妥或交货临近，相关付款方式对方尚未有动作Inregardto1000m/tsofSodaAshundertheSalesConfirmationNo.456,wewouldliketodrawyourattentiontothefactthatthedateofdeliveryisapproaching,butuptonowwehavenotreceivedyourrelativeletterofcredit.AswehasbookedthevesselforyourorderNo.786onnextFriday,pleaseeffectT/TpaymenttoourbankaccountandletushavetheT/Tcertificateasssonaspossible.Wewouldliketohaveyourbankingdetailssothatwecouldpresentourshippingdocumentsrightaftershipment.2、向对方说明及时开证（付款）的重要性Wewishtoremindyouthatitwasagreedwhenplacingtheorder,thatyouwouldissuetherequiredL/CuponreceiptofourConfirmation.Accordingtothetermsinourcontract,youshouldeffectT/Tpayment30daysbeforeshipmenttoavoidanypossibledelay.3、敦促对方尽快开证（付款）Asthegoodshavebeenreadyforshipmentforquitesometime,itishopedthatyouwouldtakeimmediateaction,particularlysincewecannotthinkofanyvalidreasonforfurtherdelayingtheopeningofthecredit.Asthedeadlineforpaymentiscoming,pleaseconsultyourbankforthefinalpaymentofourorderNo.786，i.e.D/A60days.4、希望对方给予合作Yourpromptattentiontothematterwillbemuchappreciated.WeareconfidentthatyouwillgiveuscooperationbyextendinglatestdateofshipmenttoJune10andexpirydatetoJune31asstipulatedintheL/C.函电样本：DearSirs,WithreferencetothegoodsunderSalesContractNo.66890,wewishtodrawyourkindattentiontothefactthatthedateofdeliveryisapproaching,butwehavenotyetreceivedthecoveringL/Ctodate.PleasedoyourutmosttoexpeditetheL/C,sothatwecouldexecutetheordersmoothly.Inordertoavoidsubsequentamendment,pleaseseetoitthattheL/CstipulationsareinexactaccordancewiththetermsintheContract.Hopetohearfavourablyfromyousoon.Yourstruly,DearSirs,Re:LetterofCreditNo.Ak2764WehavereceivedyourLetterofCreditNo.AK2764fortheamountofUSD385000.00tocoveryourOrderNo.456for1000M/TsofSodaAsh.Thesaidcreditcallsforshipmentonorbeforethe31stofJuly.AstheearlieststeamersailingforyourportistheS.S.PeacescheduledtoleaveXingangonoraboutthe3rdofAugust,itis,therefore,impossibleforustoeffectshipmentatthetineyounamed.Thisbeingthecase,wehavetoaskyoutobesokindastoextendthedtaeofshipmenttill15thofAugustandtheexpirydateaccordingly.Thankyouforyourcooperationandwaitforyouramendmentcopybyreturnfax.Yoursfaithfully,关键词汇：accountamountcoverissuevaluedueobligeoutstanding实用例句：WehaveopenedanL/CinyourfavoragainstcontractNo.GF809availablebydocumentarydraftatsixtydays’sight.AccordingtothestipulationofS/CNo.2033,youshouldestablishthecoveringL/CbeforeApril20.WithregardtoL/CNo.xxx,pleaseinstructyourbanktoextendthedatesofshipmentandvaliditytoMay10andMay31respectively.YourL/CNo598stipulatesforaCertificatepfOrigintobexisaedbyyourconsul.Weregretbeingunabletoacceptthisclause.PleaseamendL/CNo.789allowingpartialshipment,sothatwemayeffectshipmentwithoutdelay.WehavesurrenderedtotheBankofChina,Tianjin,thefullsetofshippingdocumentsaccordingtothetermsofyourL/CNo.999.WearepreparedtoacceptpaymentforyourtrialorderonD/Pbasisi.WeregretthatweareunabletoconsideryourrequestforpaymentunderD/Aterms.Consideringthelongbusinessrelationshipbetweenus,weagreetochangethetermsodpaymenttoD/PorD/A.Enclosedwehandyouastatementofaccounttodate,showingabalanceofUSD20,000inourfavor,whichwetrustwillbefoundinorder.包装、保险及装运Packing,Insurance&Shipment在对外贸易实务操作中，这几项事宜务必要买卖双方明确，为避免发生争议，最好在往来函电中再次对合同或订单内容进行一下确认。写作步骤表达方式1、告知对方写信的目的WethankyouforyourE-Mailof……Wepleasedtoinformyouthat….2、说明包装方式等内容Wewritetoyouinregardtothepackingof….,andwewouldlikeyoutohavethegoodspackedin……..WeshallpackSodaAshin25kgnetbagsinsteadofin50kgsnetbagsas………3、说明保险内容Pleaseseetoitthattheinsuranceiscoveredfor110%oftheinvoicevalueagainstallrisks&warrisks.4、装运方面的内容Asweareinurgentneedofthegoods,wefinditnecessarytostresstheimportanceofmakingpunctualshipmentwithinthevalidityoftheL/C.WefellapologeticthatwereallyhavenowaytomakeshipmentonJuly10,becauseofthebadweather.Wearepleasedtonotifyyouthatthecargohasbeenshippedby……5、结束语Wedoappreciatethebusinessyouhavebeenabletogiveusandassureyouthatallyourfutureorderswillcontinuetoreceiveourmostcarefulattention.Weshouldbeobligedifyouwouldkindlyunderstandthesituationandyouwouldcomplywithourrequest.函电样本：DearSirs,Re:SalesContractNo.678WethankyouforyourletterdatedOctober10,enclosingtheaboveSalesContractinduplicatebutwishtostatethatthepackingclauseinthecontractisnotclearenough.Therelativeclauseshouldberead:Packing:seaworthyexportpacking,suitableforlongdistanceoceantransportation.Thegoodsunderthecaptionedcontractshouldbepackedin25kgsnetplasticbags,onemetrictononapallet,and20palletsinoneFCL.Wehavemadeafootnoteonthecontracttotheeffectandarereturningnereinonecopyofthecontract,dulycountersignedbyus.Wehopeyouwillfinditinorderandpayspecialattentiontothepacking.Welookforwardtoreceivingyourshippingadvicesoonandthankyouinadvance.Yoursfaithfully,DearSirs,WerefertoSalesContractNo.21