国贸、外贸、函电-实习心得体会

第一篇：国贸、外贸、函电-实习心得体会

心得体会

为期一周的函电实习很快就结束了，在这短短的一周时间里我觉得学到了很多。在实习前很怕处理各种外贸信函，不知道该如何组织和使用各种优美、恰当的英文词句来很好地完成一篇英文信函，信函中的一些语言明明是我们在生活中常常接触到的，但是就是不知道怎样把它们翻译成比较恰当或优美的英文，比如我们常常接触到“物美价廉”这个词语，在学习《外贸英语函电》这门课程之前我就曾把它翻译成“The goods is perfect and the price is cheap”，虽然这样写好像也没错但是这个句子就显得很普通缺乏文采，如果把它改成“The goods are both excellent in quality and reasonable in price”这样这个句子就显得很不一样，看起来既专业又优美。我觉得在信函中应用一些比较优美很恰当的句子是很重要的，如果是初次建立关系会给别人一个比较好的第一印象，会让对方觉得你专业、有内涵，也让对方更加相相信你方的实力。

在这次实习中遇到不少问题，首先是对课本知识掌握得不够，在写信函的过程中很难写出一个比较好的句子，所以只好参照课本的句式和一些比较好的专业词句。其次，因为所有的信函都是用英文写的，跟以前的实习有很大的不同，所以一开始速度有点慢，尤其是第一天只写了三四篇。这次实习对我们的英文水平也是一个很大的考验，如果英文水平比较高的话，写信函的时候就会觉得比较容易。这次实习也是对外贸专业知识的掌握情况的一个检验。然后是这次实习的时间显得有点紧迫，可能是我的速度太慢了导致直到实习结束我的任务还没做完，只好周末加班把它补做完。通过这次实习发现自身的专业知识掌握得不够和英语水平也需要加快提高。最后就是有一些细节问题需要多加注意，外贸信函跟我们平时写的中文信件之间是有差别的，中文信件只有一种布局，而外贸信件有多种布局比如有缩行式、齐头式等等，写信件的时候要特别注意不要把各种信件布局混淆。还有要注意组织好信函的句式，选择比较好的词句，尽量使对方在阅读你的信件时能感到愉悦，给对方留个好印象。同时要明确指出你方来函的目的，要把关键内容表述清楚。

在这一周的时间里，我掌握了更多书写英文信函的技巧，学到很多适合运用到外贸信函中的英文词句以及一些外贸专业术语。以前虽然也有学过很多外贸专业术语但是大多数都是中文学习，即使是英文学习要求也没这么高，不需要整篇完整地写下来，比如交易时的保险条款，以前只需要掌握保险条款的基本条款，现在就要求组织成完整的英

文句子、段落写出一篇英文函电。不过劳有所得，通过一周不断练习，现在写外贸信函就容易多了并且能应用更多更好的词句来写出一篇比较好的外贸信函。

要写出一篇好的外贸函电，需要多方面的积累，比如外贸专业知识的掌握程度、英语水平的高低、语言组织能力的高低等等。所以还有很多知识、技能等着我去学习。

第二篇：外贸函电 实习报告

《外贸函电》课程设计

报 告 书

学生姓名 所 在 院 系

张军 经济管理学院

专 业 班 级 国际经济与贸易0701班 导 师 姓 名 起 止 时 间

宋丽芝 第15-16周

2010年 12月 20日

太原理工大学现代科技学院《外贸函电》课程设计报告

目

录

方案1 全套商务信函练习

（一）……………………………………………………1 方案2 全套商务信函练习

（二）…………………………………………………7

-0

太原理工大学现代科技学院《外贸函电》课程设计报告

There is a promising market here for goods of fine quality at reasonable price.Should your samples and pieces prove satisfactory to us , you may expect substantial orders.Thank you in advance for your cooperation.Yours faithfully , Letter 3 Dear sirs , Weare in receipt of your letter dated March 22 and , as requested ,are airmailing you , under separate cover , one catalogue and two sample books for our Canned Mushroom.We hope they will reach you in due course and will help you in making your selection.In order to start a concrete transaction between us we take pleasure in making you a special offer , subject to our final confirmation , as follows : Price : at $ 15.00 each carton of 48 cans CIF London for End Cuts.Detail of payment : By irrevocable L/C opened in the xiang tan Co.”s favor with the Bank of England.Quantity : minimum order 1000 cartons.Packing : standard export cardboard cartons.Delivery : within 3 months of notification of receipt of sight L/C.Validity of the quotations : before July , 1999.We trust the above will be acceptable to you and await with keen interest your trial order.Yours faithfully ，太原理工大学现代科技学院《外贸函电》课程设计报告

Letter 7 Dear Sirs , We highly appreciate your letter of March 12 together with your order , we are pleased to accept your terms and conditions.Enclosed please find a copy of our Sales Contract No.89.Please arrange the establishment of your L/C in due time.Yours faithfully ，Letter 8 Dear Sirs , We are very pleased to have come to terms after several exchanges of telexes and signed Contract No.9357 for 58 cartons of Canned Mushroom.Now the goods are ready for shipment.For the satisfactory execution of your order please establish , as soon as possible , the required irrevocable sight L/C exactly in accordance with the stipulations of the Contract.Your early response is awaited.Yours faithfully ，太原理工大学现代科技学院《外贸函电》课程设计报告

Letter 14 Dear Sirs , In reply to your letter of June 18 , asking us the reason for the delay in shipping your order No.7558 , we would inform you of the fact in detail.With the implementation of our policy of opening to the outside world , our foreign trade has been developing rapidly.Especially the volume of our exports is increasing with each passing day.The export cargo congestion occasionally makes shipping space too tight to leave any leeway for booking.This time it is our turn to run into this embarrassment.We tried in vain to get in touch with the spipping company for the shipping space but were told that the space would not be available until ten days later when s.s.Changjiang would arrive here and sail for your port in the middle of next month That’s why we regret this accidental delay and ask you for one month extension of the L/C.It is hoped that you will make allowance for our difficulties which are really beyond our control.We are awaiting your reply.Yours faithfully ，太原理工大学现代科技学院《外贸函电》课程设计报告

Letter 2 Dear sirs , We are glad to konw that your company , as exporter of the chinese chinaware , is willing to establish direct business relations with us , this happens to coincide with our desire.At present , we are interested in chinaware.Please send us more necessary information regarding chinaware , so as to acquaint us with the material and workmanship of your supplies.Meanwhile , please quote us lowest price , CIF New York , inclusive of our 5% commission , stating the earliest date of shipment.Should your price be found competitive and delivery date acceptable , we intend to place a large order with you.Your early reply will be highly appreciated.Yours faithfully ，太原理工大学现代科技学院《外贸函电》课程设计报告

Letter 5 Dear Sirs , It’s really beyond our comprehension that you should have turned a deaf ear to our repeated requests for your L/C against our S/C DTC5210 covering 30 tons of chinaware.Now forty days have passed since the stipulated time of shipment was due.Cherishing the last hope , we write to you once again and ask you to expedite the L/C with the corresponding extension of the shipment and validity time respectively.We await your prompt reply.Yours faithfully ，0

第三篇：外贸函电

Dear sirs，In reply to your letter of 21st Novermber, We have pleasure in enclosing a detailed quotation for bathroom showers.Besides those advertised in the Builers' Joural, our illustrated catalogue also encolsed shows various types of bathroom fittings and the sizes available.Most types can be supplied from stock.45-60 days should be allowed for delivery of those marked with an asterisk.Building contractors in Hong Kong and Taiwan have found our equipment easy to install and attractive in apperance.Naturally all parts are replacable.and our quotation includes prices of spare parts.We can allow a 2% discount on all orders of US$6,000 in value and overf, and a 3%on orders exceeding US$20,000.Any orders you place with us will be processed promptly.yours faithfully.Francesco Marani

Sales Manager

Encl.2

Via S.Lorenzo, 24/a

Castellon Spain Tel:(964)560001 Fax(964)560002 A.第一时间回复——对优先级高的买家要在第一时间回复，领先一步，胜人一筹。

B.回复体现专业性——越来越多的买家关注供应商的专业度。专业度体现在产品和 国际贸易 两方面.您要把您的专业性，渗透在每一次的回复中，不断地提醒买家，您是非常专业的供应商。

C.有问必复，言出必践——对买家的所有问题都要给出答案，即使确实不能马上回答，也要给出回复的时间。对所回复的内容，要确保可以达到，不要给买家怀疑我们能力和信誉的机会。D.注重沟通技巧——措辞委婉有礼，进退有据

E.尽可能多的掌握买家情况.信息的交流是双向的，在您提供信息给买家时，您也可以根据实际情况适时地提一些开放式的问题来了解买家情况，如贵司主要采购哪些产品等?您一年的采购量大约多少? 以下跟您分享一份高质量的报盘： Dear Mr.Felix Graumann，Thanks for your e-mail dated Apr.27th.We are pleased to offer you as below。开篇：

1、称呼：如果您知道客户的名字，在回复时要称呼他的名字，不要再称呼Dear sir，Dear Madam，这样会给买家陌生感。

2、致谢：最好写明客户 询盘 的日期，以方便买家回忆和查询。PRODUCT： XXXXXX PHOTO：

SPE CIF ICATIONS ： appearance：white powder purity(GC)：99.0% Min melting point：31℃Min PACKING ： 50kg iron drums(37cm×37cm×57cm)12mt/1×20’FCL PRICE：1，000kgs USD10.10/kg CFR Rotterdam by sea on LCL basis SHIPMENT DATE：within 10 days after receipt of payment or original L/C 报价部分：

1、产品图片

2、指标：提供详尽的指标说明产品质量，也是个最佳时机表现供应商的专业度。

3、包装：不仅提供包装类型，还提供包装类型，还提供包装尺寸和整箱装货量，给予买家核价的方便。

4、价格，数量，交货期：针对数量报价，使报价更有针对性和可比性。交货期也是必须提供给买家的重要信息。

5、支付方式

For your information，we are the biggest manufacturer in China for this product with output 200mt per annum.Our quality has been approved by many USA clients and we export around 100mt to American market every year.So we do hope that we can enter into

European market through your endeavors.Sample ex commercial lots is available upon receipt of your request.If you have any question，please feel free to let us know。辅助部分：

公司优势和产品优势介绍：该产品中国最大的生产商产量200吨/年，其中100吨销往美国，即突出了公司和产品的实力，又表达了希望与买家共同发展欧洲市场的良好愿望。Looking forward to hearing from you soon。结束语：表达期待回复的愿望 Best Regards Irene，Managing Director XXX CORP。

Add： Qingchun Road，Hangzhou，China Tel： XXXXXX Fax： XXXXXX E-mail： XXXXXX Website： XXXXXX 签名：

报价版函电

（一）Dear Sirs:

This time last year you placed an order for Type BS362 12-volt sealed batteries.This is adiscontinued line which we had on offer at the time.We now have a similar product on offer, Type CN233.It occurs to us that you might be interested.A descriptive leaflet is enclosed.We have a stockof 590 of Type CN233 which we are selling off at GB￡30 each.We can offer a quantity discount of upto 15%, but we are prepared to give 20% discount for an offer to buy the complete stock.We are giving you this opportunity in view of your previous order.We would appreciate a prompt reply, since we will put the offer out in the event of your not being interested.Yours faithfully，Tony SmithChiefSeller

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

2004年1月20日

（二）Dear sirs，We have received your address from…a business acquaintance of ours in…who also informed us that you require a large amount of the items we manufacture.Our…are very well known in more thanEuropean and other foreign countries.During the past…years, we have been able to constantly expand our export program.We are interested in gaining foothold in your country and offering ourentire line of…on the market.In order to give you an idea of the capacity of our organization, we are enclosing our comprehensive illustrated brochure.We would be very pleased to receive an answer fromyou.Sincerely yours.（signature）

敬启者:

我们已由…（公司名）得悉贵司的地址,该公司是我们在…(地名)的生意往来时结识的.其并告之我们,贵司正需大量蔽公司所制造的产品。敝公司的…（品名）在大部分欧洲及其他国家享有盛名.过去…年以来,蔽公司均能稳定地扩大出口计划。敝公司对于在贵国获得立脚点深感兴趣,故原供应本公司的所有产品以满足贵国需要。

为了使贵司对我们的公司结构有所了解,特附上一本综合性简介小册子,望查收！

敬侯答复!

顺颂

商祺！

一、寄样 英语 ：询求样品

1.如能提供下列各种高档印刷用纸,请寄样品。

Will you please send us samples of the best printing papers you can offer of the following kinds.2.贵公司的纸张如能符合我方要求,而且价格合理,可否提供样品?

Can you send us samples of paper that you can guarantee in this respect, and that will also be reasonable in price?

3.请寄给我们春季用的衬料新品种样品,库存或现生产中的布料均可。

You might also send me patterns of any new linings in stock or on the looms, for the spring.二、寄样 英语 ：寄送样品

1.贵公司昨日的来信收悉,我们将送去下列样品。

We have received your favour of yesterday's date, and have pleasure in enclosing you our samples as follows.2.现送上我公司最近发行的目录一份和几件样品,贵公司对此可能感兴趣,我们静候回音。

We are enclosing a copy of our recent catalogue with a few samples which may possibly interest you, and shall be glad to hear from you at any time.三、寄样 英语 ：收到样品

1.贵公司寄来的价格表、折扣率、成交条件和样品均收到。对以上诸方面,我们均感到满意。

We have received your samples, with a price-list, also your scale of rebate and terms of settlement, all of which we find satisfactory.2.贵公司7月12日寄来的样品和价目表均已收到。

Your esteemed favour of the 12th Jul with samples and price-list, is duly to hand.四、寄样英语：目录、价目表

We have pleasure in sending herewith a copy of our illustrated catalogue of the machines suitable for your business.2.随信寄去目录表一份,并附有批量订购现货的报价。

We are sending you by this post a catalogue, containing quotations for large orders taken from our existing stock.五、寄样英语：按样品询价

We have a large demand for the supply of 50,000 meters brown serge, whose sample is enclosed to show you the shade and quality we require.Please send your samples corresponding to our samples with the most reasonable price C.I.F.Singapore if you can supply within three months from now.本公司需要5万公尺棕色斜纹布的大量供货。现随函附送我方所需货物的样品，以示其色调及品质。若贵公司能在3个月内供货，请送供货样品，并提供新加坡港C.I.F.最合理的报价。

客户对待样品运费的态度往往反映了客户合作意愿的大小。因此写好一封要求客户付样品运费的函电是必要的。函电例文 Dear Sir，Thanks a lot for your continued interests in our products.We have sincerity in doing business with you either.On your request of samples, glad to tell you they are available now.In order to promote our business in future, they shall be free of charge for you.But as our company principle, you need to pay the freight charges.The samples shall be posted to you as soon as you supply us your express account: DHL , FEDEX, or UPS account, or we receive your transmit about USD , to our account: *****in *****Bank.Hope this little discommodiousness will not stand in the way of our business.Look forward to your early reply and cooperating with you in near future.Best regards!

Yours Faithfully

Dear Sirs，We have pleasure in advising you that your order of March 6 has been shipped today by M/Y ‘Applol’ from Tokyo.Please find enclosed our invoice for @ 6182 and note that we have drawn on you for this amount at sight attaching the shipping documents to our draft.As arranged，we have instructed our bankers to send the documents against payment of our draft which we recommend to your protection。

Yours faithfully，中文对照

敬启者： 阁下3月6日订货已交由阿波罗轮承运，今天已从东京港启航，特此奉告。现随函附上美金6182元汇票，开给贵方的汇票是见票即付期票，同时附上装船文件，敬请查收。依照安排，现已指示我方银行发出我方汇票付款文件，对贵方是有利的。

×××敬上

i have arranged production of this order according to your inquirements.regret, our Accounting Department do not allow to execute this order if you do not pay full in advance due to its small quantiy and great varieties.so i kindly asvise you to pay full in adcance,if so you can avoid double sevice charge.looking forward to your favorable reply.best regards!

Order have already been placed to production department.But the financial department require deposite because our quantity is small with many specs.Please kindly make full payment and save bank cost.Do you think so?

Waiting for your kind reply.Have a nice day.

第四篇：外贸函电（范文）

外贸函电

外贸函电是一种商务信件，英文foreign correspondence。写外贸函电是外贸业务员的日常工作之一，然而，能写好外贸函电的外贸业务员却不多，为了有助于大家写好外贸函电，本文总结了几个经典外贸函电范文，可供参考。外贸函电就是有着国际贸易关系的双方由于彼此的业务往来而产生的信件，但在信息化高度发达的今天，该信件并不局限于纸质信件，也可以是电子邮件、传真或MSN。

外贸函电最常用的内容：建立业务关系、询盘、发盘、回复、销售合同、包装、保险、赔偿、仲裁等。

外贸函电基本要求：主题明确，内容简洁，语言精炼，表述完整。

外贸函电的格式：有固定的语言、习惯用法和常用句型。

外贸函电的语气：各部分语气。开发信、询盘回复一般要客气，表达感谢；平常业务联系要细心、信任；催促付款要紧急而不失礼貌；客户索赔要理解、给予足够的解释和说明。

范文：

一、如何表达在涨价前订货

Thank you for your letter of October 10 for business copiers.We are now sending you our price-list and catalog of the newest types that are under production and we can supply at once from stock.We want to notice you that prices of copier parts and components have gone up steadily since the second half of the year.Though we have tried hard to keep our quotations down, we are afraid the margin for keeping on going like this will not long.Therefore, we suggest that you will let us have your order before further rises in costs, which will lead to a raise in prices very soon unavoidably.感谢贵方10月10日关于商用复印机的询函。现随函奉送本公司正在生产的、并有现货供应的最新型号的产品清单和价目表。

我方想告诉贵方，自下半年以来，复印机的零、部件价格一直不断增长。尽管我方尽量压低报价，但恐怕有此余地的时间不会太久。因此，建议贵方在零、部件再次涨价，并不可避免地引起成品涨价之前便向我方订货。

二、要求及时供货

We understand that you are the agent for the White Tiger ties.We enclose our order for 1000 dozens of the White Tiger ties.please note that we need these goods rather urgently as Christmas is drawing near.If you could supply goods timely for seasons, we would make repeated orders, provided prices are reasonable.payment for the enclosed order will be made on a draft at sight under our letter of credit opened in your favor on receipt of your confirmation that the goods are sent out, and can be delivered before 1, December, 2000.获悉贵公司为“白虎牌领带”的代理商。兹附上1000打白虎牌领带订单一份。

请注意，由于圣诞节在即，本公司急需这批货物。如果贵公司能够及时供应时令货品，而且价格公道，我方将继续订货。

此票订单之货款，待确认贵方已于2000年12月1日前发货之后，本公司即向贵公司开出见票即付的信用证。

三、回复询盘告知无货

Referring to your letter of 5 June, we very much regret that we are unable to make you an offer for the goods you demand.The reason is that the product you need has been out of stock.What's more our manufacturers have declined orders because of shortage of raw materials.We shall, however, file your inquiry and cable you our offers as soon as we have got supplies.我方收到贵公司6月5日来函，但非常遗憾，我方无法对贵方所需产品报盘。其原因是，此货品在我处已经脱销。而且，由于原料短缺，生产厂家已经拒绝了我方订单。

我方已将贵方询函备案，一经有货，我方将以电报报盘。

四、如何追问买方意见

In reply to your inquiry we sent you on May 25 a copy of illustrated catalog of our electric products.As we have not heard from you since, we would like to ask whether you have had received our reply and what opinion you have on our products.We are always ready to serve you and should be grateful for your reply.在5月25日我方对贵方询函的回函中，已寄去本公司电器产品的附图目录。因迄今尚未接到贵方的消息，特致函询问，贵方是否已收到我方回函，并征求贵方对本公司产品的意见。我方随时愿意效劳，若承蒙贵方惠赐回函，当不胜感激。

五、如何询问参展条件

From yesterday's Morning paper we have learned that you are now taking applications from exhibitors for the 2000 Canton Fair.We hope you would send us a copy of detailed conditions for application, such as size of each booth, fees for rent, and time schedule for moving in, etc., as well as the time limit for application.从昨天《晨报》上获悉，贵单位正在征集“2000年广交会”的参展申请。希望贵方能将展位大孝租用展位价格、进场时间、最迟申请日期等详细情况通知我方。

六、如何索要产品目录

We get your name and address from your local Chamber of Commerce.We are an importer of plastic products and we would appreciate it if you would send us your catalogue in the new year.我方从贵公司的商会获知你们的名称与地址。

本公司经营塑料制品的进口业务，希望能够得到贵公司明年的产品目录。

七、按样品询价

We have a large demand for the supply of 50,000 meters brown serge, whose * enclosed to show you the shade and quality we require.please send your * corresponding to our * with the most reasonable price C.I.F.Singapore if you can supply within three months from now.本公司需要5万公尺棕色斜纹布的大量供货。现随函附送我方所需货物的样品，以示其色调及品质。

若贵公司能在3个月内供货，请送供货样品，并提供新加坡港C.I.F.最合理的报价。

第五篇：外贸函电

1.对于贵公司的衬衣，我们非常感兴趣，若蒙贵公司寄上商品目录，包括销售及付款条件，将不胜感激。We are particularly interested in your shirts and should be glad if you send us you trade catalogue and terms of trade and payment.2.最近，本公司的许多顾客表现出对贵公司的女生紧身上衣很感兴趣，并且询问它们的品质，若贵公司寄来样品和报价单，将甚为感激。Several of our customers have recently expressed interest in you ladies's tights and enquired about their quality,We should be glad if you could send us samples and quotations.3.看到贵公司的广告后，我方对你们的新产品很感兴趣。请报到东京含运费，保费的价格，并告知最早的交货日期，付款条件以及定期采购的折扣。We have seen your advertisement and are interested in your product.Pleasure quote us CIF Tokyo for the supply of the article,and let us have your earliest delivery date,your terms of payment and discounts for regular purchases.4.如贵公司所报价格可以与其他公司竞争。本公司极欲向你方大量订购。We should like to place large orders with you provided the prices you quote are very competitive.5.敬谢贵公司6月5日来函，询问有关紧身上衣事项。现将你所需的详细资料，配有插图的目录和价格单附寄给你。We thank you for your enquriy 5 June about the subject tights.We are enclosing our illustrated catalogue and price list giving the details you ask for.6.我们的产品世界各地均有销售，并获顾客完全的信任。所以，我们确信，无论是货物的品质，还是技术均能获得贵方的赞许。Our products have been sold throughout the world to the fullest satisfaction of our customers.There,we are sure that both quality and workmanship would meet you approval.7.另邮寄可供现货的三种样品，这三种茶叶颇受海外客户欢迎。We are sending you by separate post three kinds of tea samples which can be supplied from stock.These kinds of tea are very popular with foreign customers.8.The foregoing information is given in confidence and for you private use only and without any responsibility on the part of this bank.上述情况是在保密的情况下提供，仅供你们使用，本银行对此不负责。

9.For information as to our standing we refer you to our bankers,the Bank of China.关于我们的资信情况请向我们的银行——中国银行查询。

10.We regret our inability to inform you anything positive concerning the firm mentioned.很抱歉我们无法就该银行提供任何的确切情况。

11.In reply to you enquiry of November 24 concerning the firm in question,we would recommend a policy of caution.兹复你方11月24日来函，我们建议你们谨慎对待该公司。

12.In local commercial circle,he is regarded as a substantial trader with a clean record.在本地商界，他被视为记录清白的殷实商人。

13.Since this is the first tansaction between us,we would like to ask you to inform us of the name and address of your bank so as to enable us to apply for reference.因为这是我们之间的首次交易，所以请提供与你们有业务往来银行的名称和地址，以便我们征信。

14.The firm you enquire about has always met its commitments satisfactorily.你们所征询的商行总是令人满意地履行承诺。

15.As the firm is inexperienced in bussiness we advise caution in transaction with them.该商行缺乏经验，我们建议在业务往来中谨慎对待。

16.We feel that you will be interested in the new electric heater which is very shortly to be placed on the market.我们相信你们对即将投放市场的新型热水器会感兴趣。

17.It is not our intention to rush you into a decision,but as this article is in great demand,we would advise you to avail yourselves of our offer in your won interest.我们无意催促你们做出决定，但是由于该商品需求甚盛，为你们的利益着想建议你们利用这次报盘。

18.When you have our prices with those of other firms,we are confident that you will appreciate the exceptional values we offer.将我们的报价与其他公司比较后，相信你们会赞赏我们所提供的货物物美价廉。

19.Our trade is so large that our stocks have to be constantly replaced,so you may rest assured that everything we offer you is new and of the latest style.由于我们的贸易量非常大，库存不断更新，所以你们可以相信，我们所提供的均为最新款式。

20.In all probability this offer will not be repeated for some time and we look forward to receiving an early reply from you.我们很可能不会在一段时间内重报此价，因而期望尽快得到你们的答复。

21.现按你方要求报盘如下，以我方最后确认为准。At you request,we are offering you as follows,subject to our final confirmation.22.上诉报盘无约束力。The quotation is not binding upon us.23.此报盘为实盘，以你方在本月底前复到有效。This offer is firm,subject to you reply reaching us before the end of this month.24.关于标题项下的项目，随函寄去形式发票18号一式两份。请注意我方报盘有效期至4月21日。As regards the captioned goods,we are enclosing our pro forma invoice NO.18 in duplicate.Please note that our offer is valid until 21st April.25.很遗憾，我们的价格与你方的还盘之间的差距太大。Much to our regret,the gap between your counter offer and our quotation is too large.26.你方必须降价21%左右，否则没有成交的可能。You have to bring down your price by 2%,or there will be no possibility of concluding the business.27.我们的报价相当合理，已为你地其他客户所接受。Our price is rather reasonable and is widely accepted by other customers in your region.28.你方报盘与现行市场价不符。You quotation is out of line with the prevailing market price.29.因我方的价格已降到极限，所以无法满足你方进一步降价要求。Our price has been cut down to the lowest level and we cannot entertain you request for further reduction.30.谢谢你方还盘，但我方举得价格太低了，所以无法接受。We appreciate you counter offer but find it too low to accept.31.Your Order NO.13E for 5tons of grapefruit has been booked.Please open the covering L/C in our favor according to the terms contracted.我方已接受你方13E号订单订购5吨葡萄柚。请按合同规定的条款开立以我方为受益人的信用证。

32.We wish to draw your attention to the fact that the stipulations in the relevant credit should strictly conform to the terms as stated in our S/C in order to avoid subsequent amendment.请你方注意，信用证必须与我方售货确认书的条款完全相符，以免日后修改。

33.We find both the quality and price of you products satisfactory and are pleased to give you an order for the following items on the understanding that they will be supplied from current stock at the prices named.我们认为贵公司的产品质量和价格都很合意，并且很高兴一现货现价为条件订购下列商品。

34.All orders and commands entrusted to our care shall receive personal attention,and the customers can depend upon promptness and careful execution of their orders.所有给予我方的订单和要求，我们都将亲自处理。客户可以确信他们的订单将及时得到认真处理。

35.As some items under you Order NO.LNG02 are beyond our business scope,we can only accept your order partially.We hope this will not cause you inconvenience.鉴于贵方LNG02号订单项下列商品不属于我方经营范围，我方仅能部分接受贵方订单。我们希望这不会给贵方造成不便。

36.We want to tell you how pleased we were with your order because it represents our first dealing with you.We have always felt that our high quality merchandise should have a ready sale in a fashionable shop like yours.非常高兴获得贵公司的订单。它代表了本公司与贵公司的第一宗交易。本公司认为，我们高质量的商品在像贵公司这样时髦的商店，应该有很好的销路。

37.We now have pleasure in sending you an order for the Chinese fabrics as per the particulars enclosed.Kindly note that the goods are to be delivered in exact accordance with the samples.If this first trial order turns out satisfactory and of good value,an increasing business may result.依照随函附上的详细项目，我们向贵公司订购中国面料。请注意，货物必须与样品完全相符。如果第一份试购单令人满意，我们将继续大量订购。

38.We thank you for order of August 2 for 5,000 yards cotton piece goods but regret that we are unable to execute the order from stock,owing to the heavy demand recently for these fabrics.Our suppliers have,however,undertaken to replenish our stock within seven days and we trust that it will not be inconvenient for you to allow us this extension.感谢贵公司8月2日的订单，购买5,000码棉布，但是，由于最近要求此种面料的订单过多，本公司不能从现货中供应。然而我们的厂商已经答应，7天之内即可补充货物。本公司相信，即使贵公司答应宽容期限，也不会导致任何不便。

39.It has been our usual practice to do business with payment by D/P at sight instead of by L/C.We should,therefore,like you to accept D/P terms for this transaction and fir future ones.我们通常的做法是凭即期付款交单而不用信用证。因此，我们希望你对这笔交易和今后的交易均接受付款交单方式。

40.We suggest payment by bill of exchange drawn on us at 60days' sight.Please let us know whether this is agreeable to you.我方建议开立以我方为抬头的见票60天付款的汇票支付货款，请回复是否同意。

41.You proposal for payment by time draft for Order no.1156 is acceptable to us,and we shall draw in you at 60days' sight after the goods have been shipped.Please honor our draft when it falls due.对你方1156号订单，我们接受你们所提的用远期汇票支付的建议。货物装运后，我们将向你方开出60天远期汇票，请到期付款。

thrd 42.We are both surprised and disappointed not to have heard from you in answer to our two letters of 10 an 23March reminding you of the balance of US$1,256 still owing on our statement of 28 February.This failure either to clear your account or even to offer an explanation is all the more disappointing because of our past satisfactory dealings over many years.贵公司未回复我方10日及23日两次的催款函件。我方深感惊讶及遗憾。款项金额为1,256美元，应与上月28日结清。我们过去交往很令人满意。对于贵公司现今仍未能付款或提出接受实感失望。

43.Reluctantly compelled to say that, failing receipt of your cheque by next Friday,we must have recourse to legal proceedings for its recovery..贵公司在下周五以前如果不能付款，为收回款项，我公司将不得不采取法律途径。实属遗憾，特此奉告。

44.As you have failed to established in time the L/C but covering our Ssles Confirmation NO.1022,we have to rescind this sales confirmation and hold you responsible for all the losses arising therefrom.由于你方没有及时开立有关第1022号售货确认书的信用证，我们不得不撤销这份确认书，并要你方承担由此而产生的一切损失。45.We wish to point out that the goods under our S/C NO.112 have been ready for shipment for a long time.we have been waiting for the arrival of your L.C but regretfully no L/C has been received by us nor have we heard anything from you in this respect,Please let us know upon receipt of this letter whether you have any difficulties in opening the L/C.我们想指出，我方第112号售货确认书项下的货物备妥待运已久，我们一直在等待你方的信用证，可是很遗憾，我们既没有收到该信用证也没有从你处听到有关这方面的任何信息。请见信后即告你方在开立信用证上究竟有何困难。

46.As clearly stipulated in the Sales Contract NO.A-1044,the commission for this transaction is 3%,but we find you L/C NO.GF-124demands a commission of 5%,which is obviously not in line with the contract stipulations.Therefore,please amend the L/C to read “commission3%”.按售货合同A-1044的规定，此次交易的佣金为3%，但我方发现你方开立的信用证GF-124佣金为5%，这显然与合同规定不符。所以，请将信用证改为“佣金3%”。

47.Please see to it that the above-mentioned goods are shipped before 12 October and insured against All Risks for 150% of the invoice value.We know that according to your usual practice,you insure the goods only for 10% over the invoice value,therefor,the extra premium will be borne by us.请注意上述货物必须在10月12 日前装运，并按发盘金额150%投一切险。我们知道按惯例，你们只按发票金额110%投保，因此额外保险费将由我们负担。

48.An insurance claim should be submitted to the insurance company or its agent as promptly as possible so as to provide the insurance company or its agent ample time to purse recovery from the relative party at fault.有关保险的索赔案件应尽快提交保险公司或其代理商，以便他们有足够的时间去向造成过错的有关方面进行追偿。49.Breakage is a special risk, for which an extra premium will have to be charged.破碎险是一种特殊险别，须额外收费。

50.If the goods,after arrival at the port of destination,are to be delivered immediately to an inland city or other port,we may cover the inland insurance on your behalf and debit your account with the additional premium.如货物在到达目的地港后需立即转运至内陆城市或其他港口，我们可以代你方投保内陆险，额外保险费将记你方账上。

51.The premium varies with the extent of insurance.Should the goods be insured against additional risks,the extra premium should be borne by the buyer.保险费随保险范围而不同，如果货物需要投保附加险，额外的费用由买方支付。

52.A proposal form is enclosed as requested,and pleased fill out and then return it by the end of this month,otherwise that may make it difficult to issue the policy in time.根据你方的请求，兹附上一份投保单，请填写后于本月底之前寄回，否则会使我们难于及时发出保险单。

53.Should any damage be incurred you may approach the insurance agents at your end and submit an insurance claim supported by a survey report.如果货物发生损坏，你方可凭检验报告与你所处的报销代理联系并提出报销索赔。

54.Since you have obtained a survey from a reputable surveyor,we would recommend you to contact the People's Insurance Company of China and „settlement.既然你们已经从一个有声誉的鉴定人那里获得检验报告，我们建议你们与中国人民保险公司联系，直接与他们商定解决办法。