第一篇：牛人总结的外贸函电书写
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：
We have received with many thanks your letter of 20 May, and we take the pleasure of sending you our latest catalog.We wish to draw your attention to a special offer which we have made in it.You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May.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：
“You earn 2 percent discount when you pay cash.We will send you the brochure next month.”就比 “We allow 2 percent discount for cash payment.We won't be able to send you the brochure this month.” 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：As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services.此处bimonthly有歧义：可以是twice a month 或者once two month.故读信者就迷惑了，可以改写为：
1.We have two direct sailings every month from Hong Kong to San Francisco.2.We have semimonthly direct sailing from Hong Kong to San Francisco.3.We have a direct sailing from Hong Kong to San Francisco.（二）注意词语所放的位置：
例如：
1.We shall be able to supply 10 cases of the item only.2.We shall be able to supply 10 cases only of the item.前者则有两种商品以上的含义。
（三）注意句子的结构：
例如：
1.We sent you 5 samples yesterday of the goods which you requested in your letter of May 20 by air.2.We sent you, by air, 5 samples of the goods which you requested in your letter of May 20.五、Conciseness 简洁
（一）避免废话连篇：
例如：
1.We wish to acknowledge receipt of your letter...可改为：We appreciate your letter...2.Enclosed herewith please find two copies of...可改为: We enclose two copies of...（二）避免不必要的重复：
（三）短句、单词的运用：
Enclosed herewith----->enclosed
at this time----->now
due to the fact that----->because
a draft in the amount of $1000----->a draft for $1000
六、Concreteness 具体
七、Correctness 正确
第二篇：牛人总结的外贸函电书写
牛人总结的外贸函电书写模板
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：
We have received with many thanks your letter of 20 May, and we take the pleasure of sending you our latest catalog.We wish to draw your attention to a special offer which we have made in it.You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May.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：
“You earn 2 percent discount when you pay cash.We will send you the brochure next month.”就比 “We allow 2 percent discount for cash payment.We won't be able to send you the brochure this month.” 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：As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services.此处bimonthly有歧义：可以是twice a month 或者once two month.故读信者就迷惑了，可以改写为：
1.We have two direct sailings every month from Hong Kong to San Francisco.2.We have semimonthly direct sailing from Hong Kong to San Francisco.3.We have a direct sailing from Hong Kong to San Francisco.（二）注意词语所放的位置：
例如：
1.We shall be able to supply 10 cases of the item only.2.We shall be able to supply 10 cases only of the item.前者则有两种商品以上的含义。
（三）注意句子的结构：
例如：
1.We sent you 5 samples yesterday of the goods which you requested in your letter of May 20 by air.2.We sent you, by air, 5 samples of the goods which you requested in your letter of May 20.五、Conciseness 简洁
（一）避免废话连篇：
例如：
1.We wish to acknowledge receipt of your letter...可改为：We appreciate your letter...2.Enclosed herewith please find two copies of...可改为: We enclose two copies of...（二）避免不必要的重复：
（三）短句、单词的运用：
Enclosed herewith----->enclosed
at this time----->now
due to the fact that----->because
a draft in the amount of $1000----->a draft for $1000
六、Concreteness 具体
七、Correctness 正确
第三篇：外贸业务员总结的外贸函电书写2
出口物品：竹制生活用品
Fujian Wonderful Bamboo Craft Industry Co., Ltd
About us
Fujian Wonderful Bamboo Craft Industry Co., Ltd is an innovative, progressive and energetic company, a professional company specialized in designing,producing and selling all sort of household items and furniture made of natural bamboo.Our products contain cutting board, kitchenware, tableware, computer tables, shoes racks, cabinets, tea tray, mouse pad, key board, crust of USB memory, and so on, mainly distributed to America, Europe, Japan, Australia, Mid-east, and more than 60 other countries and regions.Our own factory is nested north of Fujian, with an area of 20000 square meters and more than 10 years experience in designing and producing bamboo and wooden products.More than 200 workers are working in the factory with 8 product lines are installed, the annual sales volume is more than 50 millions.Let clients satisfy with our services is our policy.We are determined to develop new products to make the life of human more beautiful and the world worth living, with the best quality and the most reasonable price of our products, we are sure that our customer will be happy to do business with us for long and ever.ENQUIRIES:
NRO FORCE CO., LTD.P.O.BOX 8935 NEW TERMINAL, ALTA, VISTA OTTAWA, CANADA
TEL: 00966-1-4659220 FAX: 00966-1-4659213
-------Ref:GEC 26732
Oct.22,2011
Fujian Wonderful Bamboo Craft Industry Co., Ltd No.83, Shuinan Mid–road SanMing, Fujian People’s Republic of China
Dear Sirs, We learn from a friend in San Francisco that you are exporting Eco-friendly bamboo cutting board and furniture.There is a steady demand here for the above-mentioned commodities of high quality at moderate prices.Will you please send us a copy of your catalog, with details of your prices and terms of payment including discount you would allow on purchases of quantities of no less than 10000dozen.We should find it grateful if you could also supply samples of these goods.Your prompt reply would be appreciated.Yours sincerely，Fujian Wonder Bamboo Craft Industry Co., Ltd
No.83, Shuinan Mid–road
SanMing,Fujian People’s Republic of China
TEL: 0598-1-4659220 FAX: 0598-1-4659213
-------Ref:GEC 26732
Oct.25,2011
NRO FORCE CO., LTD.P.O.BOX 8935 NEW TERMINAL, ALTA, VISTA OTTAWA, CANADA
Dear Sirs，Thank you for your letter of Oct.22th.We are in a position to supply you from stock our wide selection of bamboo products.According to your order quantity of 10000dozen,we can offer you the discount of 5%.We usually accept confirmed ,irrevocable letters of credit payable by draft at sight.Enclosed you will find our illustrated catalog and price-list,also some samples of bamboo board,and after studying our prices you will learn that we are finding it difficult to meet the demand.But if you place your order not later than the end of this month,we would ensure prompt shipment.Unfortunately,we cannot send you immediately a full range of samples ,but you may agree after checking them,that such bamboo products as Nature Bamboo Shoe Bench and Bamboo computer table ,not represented in the parcel ,are of the same high quality.Look forward to receiving your first order.Yours faithfully，NRO FORCE CO., LTD.P.O.BOX 8935 NEW TERMINAL, ALTA, VISTA OTTAWA, CANADA
TEL: 00966-1-4659220 FAX: 00966-1-4659213
-------Ref:GEC 26732
Oct.28,2011
Fujian Wonderful Bamboo Craft Industry Co., Ltd No.83, Shuinan Mid–road SanMing, Fujian People’s Republic of China
Dear Sirs, Thank you for your letter of Oct.28.We note with pleasure that you intend to develop business with us in the captioned goods.We have gone through your catalogue and find that Eco-friendly bamboo cutting board and furniture are of interest to us.Please quote us your lowest price.We shall be pleased if your quotation also indicate the quantities of the various sizes that you can supply for prompt delivery.If your prices are reasonable and quantity satisfactory, we shall consider placing substantial orders.We have handled cutting board and furniture for more than twenty years and have good connection all over this country.We have also some associated firms in the neighboring countries, where we can find a ready market for your products as well.We trust you will give this enquiry your immediate attention and let us have your reply at early date.Yours sincerely，Offer：
敬启者：
你9月11日来函收到，谢谢。现报盘如下： 品名： 福建旺德福沙拉碗 规格：27×9 起定量：1,000码
价格： FOB厦门每件0.99~5.99马克 包装： 用塑料盒包装
支付： 凭不可撤销信用证、电汇支付 交货：从2011年11月起分3个月3次平均装运
本报盘以我方确认有效。我们认为你方可能对我们的其他某些产品也有兴趣，今附上一些说明小册子和供你方客户参考的推销说明书。
等候你方订单。
……启
Fujian Wonder Bamboo Craft Industry Co., Ltd
No.83, Shuinan Mid–road San Ming, Fujian People’s Republic of China
TEL: 0599-1-4659220
FAX: 0599-1-4659213-------
Ref: GEC 26732
Oct.22, 2011
Fujian Wonderful Bamboo& Wood Craft Industry Co., Ltd 16, wuyidadao Wuyishan, Fujian People’s Republic of China Dear Sirs，Thank you for your letter of September 1st , and we are pleased to offer you as follows:
Commodity: Fujian Wonder Salad bowl Size: 27×9 Minimum: 1000 Piece/Pieces Price: at USD 0.99~5.99 per piece FOB XIAMEN Packing: Standard export carton Payment: L/C, T/T, Western Union Shipment: To be made in three equal monthly installments, beginning from November 2011 This offer is subject to our final confirmation.We think you may be interested in our other products and enclose some pamphlets for your reference.We await with keen interest your trial order.Yours faithfully
Letter 2 敬启者：
感谢你方10月22日的信函。假如你们的价格是有竞争性的，我们有理由相信能经常向你们订购。
根据你们的目录说明，我们得知沙拉碗是最适合我们的客户的。如你方能寄各种款式沙拉碗的报价，我们将非常高兴，以FOB厦门交货。如价格合适，我们首批将订购5000件。订货后须三个月内装运。
期待您的回音
……启
Fujian Wonder Bamboo Craft Industry Co., Ltd
No.83, Shuinan Mid–road San Ming, Fujian People’s Republic of China
TEL: 0599-1-4659220
FAX: 0599-1-4659213 Ref: GEC 26732
Oct.22, 2011
Fujian Wonderful Bamboo& Wood Craft Industry Co., Ltd 16, wuyidadao Wuyishan, Fujian People’s Republic of China
Dear Sirs, Thank you for your offer of October 22 and if your prices are competitive we have good reasons to believe that we could place regular orders with you.From the description in your catalogue we learn that your salad bowl is suitable for our customers and should be glad if you would send us your quotation for all kinds of salad bowls, delivered on FOB XIAMEN basis.If you prices are reasonable, we should place a first order for 5000 salad bowls.Shipment would be required within three months of order.We await your further news.Yours faithfully
Letter 3 敬启者：
你10月22日询购沙拉碗的来函收悉，谢谢。现报盘如下： 沙拉碗5000件，今年11月份装船，FOB厦门每件0.99~5.99马克。相信你们一定会为本报盘对你方有利，为此，请在10月25日本报盘到期前来电接受。
以上实盘，本月底前报到我方有效。一旦本盘过期，货物即将售出。
……启
Fujian Wonder Bamboo Craft Industry Co., Ltd
No.83, Shuinan Mid–road San Ming, Fujian People’s Republic of China
TEL: 0599-1-4659220
FAX: 0599-1-4659213 Ref: GEC 26732
Oct.22, 2011
Fujian Wonderful Bamboo& Wood Craft Industry Co., Ltd 16, wuyidadao Wuyishan, Fujian People’s Republic of China Dear Sirs, We thank you for inquiry of October 22 for salad bowl.In reply, we make you an offer for 5000 pieces for November 2011 shipment at USD 0.99~5.99 per piece FOB XIAMEN.We trust you will find our offer profitable.If so, please telex us your acceptance before its expiry on October 25.There is little likelihood of the goods remaining unsold once this particular offer has lapsed.Yours faithful
Counter-offer
荚婧芬
NO.8 First :
Exporter NRO FORCE CO., LTD.P.O.BOX 8935 NEW TERMINAL，ALTA,VISTA OTTAWA, CANADA
TEL: 00966-1-4659220 FAX: 00966-1-4659213
-------Ref:GEC 26732
Oct.21,2011
Fujian Wonderful Bamboo& Wood Craft Industry Co., Ltd 16,wuyidadao Wuyishan, Fujian People’s Republic
Dear Sirs，Thank you for your letter of October 20.As regard your counter-offer, we regret we are unable to accept it.As we all know, rencenty there has been a heavy demand for this kind of bamboo,and the cost of production is higher.However, in view of our long connection ,we are prepared to give you a special discount of 2% on condiction that the quality of order is not less than 2,0000 pieces, and please accept payment by D/P at sight.It is the best we can do under the circumstances.We hope this will enable you to enjoy the benefit of our special discount.And please fax us as soon as possible so that we can prepare to product in the mean time.Yours sincerely, 翻译： 敬启者：
我方和高兴收到贵方10月21号的来信，但是你方还盘歉难接受。众所周知，现在的市场对我们的竹片需求量很大，同时，生产成本上升。
然而，考虑到和贵方的长期合作，如果贵方的订单数量不少于20000张我方将给你方2%的折扣，同时希望贵方接受即期付款交单的付款方式。在目前这样的情况下，我方只能做到这个程度了。
希望你会享受到这次特扣的利益。并且贵方尽快回复我方以便我方及时组织生产。
。。。启 Second ：Inporter October 22, 2011
Kee & Co., Ltd 34 Regent Street London, UK Dear sirs，Thank you for your letter of October 21 for your letter about the counter-offer for the bamboo.Although we appreciate to make business and the quality of your bamboo , your price is too high to be acceptable.For our research, we find other suppliers’ price is lower than yours.We would like to place repeat orders with you if you could reduce your price at least by 1.5% and keep the same quality.Otherwise, we have to shift to the other suppliers for our similar request.We hope you take our suggestion into serious consideration and give us your reply as soon as possible
yours truely 翻译： 敬启者：
很感谢贵方10月21号关于竹片还盘的来信。虽然我方很愿意和你方交易同时也很赞赏你方产品的质量，但是贵方所报的价格实在令我方无法接受。从我方的调查来看，我们发现有很多供应商所报价格比贵方的价格低。
然而如果贵方至少降价1.5%并保持同样地数量，我方非常愿意向你方续订。否则，我们只能转向其他供应商提出类似需求。
我们希望贵方认真考虑我方建议，并及早答复我方。
。。。启 Third : NRO FORCE CO., LTD.P.O.BOX 8935 NEW TERMINAL，ALTA,VISTA OTTAWA, CANADA
TEL: 00966-1-4659220 FAX: 00966-1-4659213
-------
October 22, 2011
Fujian Wonderful Bamboo& Wood Craft Industry Co., Ltd 16,wuyidadao Wuyishan, Fujian People’s Republic
Dear Sirs:
Thank you for your letter of 21 Oct.2011.We are disappointed to hear that our price for bamboo is too high for you to work on.You mention that other suppliers’ goods are being offered to you at a price lower than that quoted by us.We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products.Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way.The best we can do is to give you a special discount of 2% on condiction that the quality of order is not less than 2,0000 pieces, and please accept payment by D/P at sight.We trust that this will meet with your approval.We look forward to hearing from you.Yours faithfully，------------------翻译： 敬启者:
贵方2011年10月21日的来函我方已收到，我方不胜感激。得知贵公司认为我方所报价格过高，无利可图，本公司极感遗憾。来函又提及其他供应商的同类货品报价更低。
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。
如果贵方的订单数量不少于20000张我方将给你方2%的折扣，同时希望贵方接受即期付款交单的付款方式。在目前这样的情况下，我方只能做到这个程度了。祈盼贵公司满意。
谨候佳音。
。。。启
ANDERSON CORPORATION
NW 8Street New York
America
Tel 2122325765 Telex 0437 Fax 831-644-7980 Your ref: 386 JS/lb Our ref: 515 GW/gp
October 14, 2011-10-22
Wonder Bamboo Craft Industry Co.Ltd No.83, Shuinan Mid –road SanMing County Fujian Province People’s Republic of China
Dear Sirs
Further to your letter of October 10, we have successfully obtained an order for the samples you sent us.We are here sending you this confirming letter, accepting your counter offered about Price and Payment.Commodity: Bamboo Cutting Board Price: FOB USD 3 piece Payment: Confirmation and Irrevocable L/C payable at sight We shall be appreciative if you will kindly send us sales confirmation in duplicate listing the prices we have stated in the indent.On account of an uprising market demand at present, we would urge you to deliver goods as soon as possible and assure you that any further inquiries from you will receive our prompt attention.Yours faithfully
Anderson Corporation
Martin Crown
Purchasing Manager
译文：
敬启者：
10月10日来函收悉。蒙贵公司寄来的样品，我方已争取到一批订单。我方在此寄出确认订购单，并接受贵方有关价格和支付方式的还盘。商品：竹制菜板
价格：离岸价格每件3美元
支付方式：保兑的即期不可撤销付款信用证
如若贵方将即刻惠寄销售合同书，一式两份，按我们在订货单上所陈述的条件。由于近期该产品的市场需求量很大，务请尽快发货。贵方今后如有要求，我方定将及时予以关注。
启。。。
回复：
FUJIAN WONDER BAMBOO CRAFT INDUSTRY CO.LTD
No.83, Shuinan Mid –road
SanMingFujian
People’s Republic of China
Tel 0598-4659220 Telex 8694 Fax 0599-4659213
Your ref: 515 GW/gp Our ref: 386 JS/lb
October 16, 2011
Anderson Corporation 120 NW 8Street, New York U.S.A
Dear Sirs:
Thank you for your letter of October 14 and are pleased to confirm having sold you medium bamboo cutting board Price: FOB USD 3 piece Payment: Confirmation and Irrevocable L/C payable at sight As requested in your letter, enclosed please find our Sales Confirmation No.110 in duplicate, both of which please countersign and send back one copy for our file.We assure that we shall do our best to expedite shipment.It’s really our pleasure to have transacted this first business with you and we are eager to make further expansion of trade to our mutual benefit.Yours faithfully
Wonder Corporation
Mrs Rita
Market Manager
译文： 敬启者
感谢贵方10月14日的来函，并很高兴地确认售予贵方中等型号的菜板。价格：离岸价格每件3美元
支付方式：保兑的即期不可撤销付款信用证
根据贵方来函的要求，随函附寄并请查看我方110号的销售确认书，一式两份，请会签后寄回一份供我方存档。
我方保证将尽力加快装运。
非常高兴能与贵方有第一次的合作，希望今后双方能够进一步发展互利合作关系。
启。。。
Terms of payment：（林玉丝）
1.关于货款拖欠，我公司对美国公司追款。敬启者：
我方必须提醒贵公司,关于您的订单自发票之日起已经拖欠了1个月,但他们仍未付款。我们希望贵公司能尽快解决，请误继续长时间拖延,因此我方特致函告知您处理此事,希望贵方尽自己最大的努力来解决它早日解决它。
若贵方对此事引起注意并早日解决，我方将不胜感激。
你真诚的。。
Dear Sirs, We have to remind you that the payment for your order is overdue for more than one month from the date of invoice.But they are still being outstanding.We are eager to have them settled without further delay, so we invite your prompt attention to the matter and try your best to settle it.Your kind and prompt attention of the issue will be highly appreciated.Yours faithfully 2.美国公司对于我方追款的回应。
敬启者：
我们已经收到你方的来信。对于我们没有解决的8月23号的款项，经检查,延迟的原因是我方会计部门制作汇款时疏忽了此款项。
对于款项16500美元 我方已经通过电汇方式汇付，并预计会在未来几天内到达。很抱歉让贵方久等了,但我方希望贵方能意识到我们无意延缓我们的支付。
你真诚的。。
Dears Sirs, We have received your letter informing us that we did not settle our payment due on August 23, 2011.On checking the causes of this delay, we have found that our accounting department made an oversight in making remittance to you.The sum of US $16500.00 the order has today been sent to you by Telegraphic Transfer and we believe that it will reach you in a couple of days.We are very sorry to have kept you waiting, but hope that you will realize we had no intention of delaying our payment purposely.Yours sincerely 仿写：
对客户关于修改付款方式的回应。考虑双方长期业务往来，最终决定按照对方的要求修改了信用证，有助于推进双方日后更深层次的合作。
敬启者：
我方已收到你方10月22号的来函。我们认真考虑了贵方关于300个竹木箱的付款方式的建议。
按照我方惯例,我们一直是要求货款以保兑的不可撤消的信用证。也就是说,我们目前不能接受D / A条款与国外买家的交易。然而,为了你方市场上的更好的销售,我方已决定破例接受贵方要求的对货物使用即期付款交单的付款方式。
鉴于双方多年友好的业务关系，我方做出以上决定。我们真诚的希望能满意我们的合作，并相信贵方会珍惜这个机会,以促进我们的产品在贵方市场推广。
你真诚的。。
Dear Sirs, We are in receipt of your letter of October 22.We have carefully considered your proposal to pay with easier terms for your purchase of 300 pieces bamboo tool box.As our usual practice goes, we require payment by confirmed and irrevocable letter of credit.That is to say, at present, we cannot accept D/A terms in all transactions with our buyers abroad.However, In order to facilitate your effort in sales, we have decided to make an exception and to accept D/P at sight for the total value of the goods shipped.The decision is made in view of the friendly business relations between us over the years.We sincerely hope will appreciate our co-operation.We trust you will value this opportunity to promote our products on your market.Yours sincerely
第四篇：外贸函电总结
14.We are one of the largest food trading companies in Japan, and have
offices or representatives in all major cities and towns in Japan.我们是日本最大的食品贸易公司之一，并已在日本所有主要城市城镇的都有办事处和代表
18.Taking the quality into consideration, we accept your offer although your price
is somewhat higher than those of other manufacturers
考虑到质量,我们接受贵公司的报盘虽然你方的价格略高于其他制造商
19.This transaction, though small in amount, marks the beginning of our formal
business relationship.这笔交易金额虽不大,却标志着我们双方正式开始业务关系。
20.We thank you very much for your initial order and hope that this may be the
beginning of long and friendly relations between us.我们非常感谢您的第一
次订购,希望这可能是我们长期友好关系的开始。
15.Your letter of November 21, 2007, addressed to our sister corporation in
Shanghai has been transferred to us for attention.你在2007年11月21日发到我们位于上海的兄弟公司的邮件/信件已经转到我们这里了
16.Our mutual understanding and cooperation could result in future business.我们之间的相互了解与合作可能会促进以后的合作。
17.We are striving to expand economic cooperation and exchange of
technology with foreign countries.We utilize common and reasonable
international practices in a flexible way.我们利用常见的和合理的以灵活的方式的国际惯例。我们正
在努力与国外扩大经济合作和交流的技术。
19.If you are interested in establishing business relations with us in this line,
please let us know your specific requirements.We’ll be pleased to forward
samples, catalogues as well as detailed information.如果贵司有兴趣与我们建立业务关系，在此行中，请让我们知道您的具体要求。
我们会很高兴地向提供样品，目录以及详细信息。
20.We assure you that we will give our best attention to any inquiries from you.我们向你方保证我方将竭尽全力注意您的任何询问。
1.Will you please send us your illustrated/latest catalogue and full details of your
prices and terms of payment, together with samples﹖请寄给我们贵公司将附有
照片的/最新产品目录与你的价格和付款条件全部细节,连同样品﹖
2.Please send me a description of your electric hedge trimmers.请寄给我描述一下贵方的电容器。
3.We would be pleased if you send us your lowest quotation for the following
我们会很高兴如果你送我们你的最低报价如下
4.A client of ours is interested in securing a certain quantity of Chinese Cotton
Piece Goods, as specified below, for which you are requested to make an
offer.我们的一个客户有兴趣获得一定数量的中国棉花件货物,如以下规定,你们就是为这一个,请报价。
5.We have pleasure in informing you that we are interested in your plastic
kitchenware and would like you to make us an offer.我们很高兴地通知您,我们对您的塑料厨房用具感兴趣并希望您能给我们一个报价。
6.We have an inquiry in hand for a large quantity of Bitter Apricot Kernels.我们有大量苦杏仁的询价单提供
7.We understand that there is a good demand for glassware in your market,and take this opportunity of enclosing our quotation No.1338 for your
consideration.据我们了解，玻璃器皿在贵方的市场有一个良好的需求，并借此机会我们向您提供No.1338的报价请考虑。
8.We are sending you by airmail a small sample.A copy of the relative
description leaflet is enclosed.我们用航空邮件寄给你一个小样本。一份相对的随函附上说明书描述。
9.Will you please send us your catalogue together with a detailed offer﹖
请您发送给我们一个详细的报价与您的目录好吗？
10.Please inform us of the prices of the products that you can supply.请告知我们产品的价格,你能供应的产品。
12.We have seen your advertisement in China’s Foreign Trade and would be glad
if you will send us the particulars of bed sheets and pillowcases.我们已经看到贵公司的广告,在我国对外贸易中,会很高兴的如果你能寄给我们关于床单和枕套的详情。
15.We have ready buyers of these commodities and if your prices are com-
petitive, we have every reason to believe that we can place large orders
with you.我们已准备好这些商品的买家，如果你的价格有竞争力，我们有充分的理由相信，我们
可以提供贵方大订单。
16.！We would be pleased if you would let us have a list of items that are
imported by you.我们非常希望您能给我们一份你方进口产品的清单。
17.We have an importer inquiring for woolen blankets and would like to obtain a
catalogue, and price list together with the samples as soon as possible.我们有一个进口商询问毛毯，想尽快获得目录，价格清单，连同样品。
18.We would be much obliged if you could quote us the best CIFC5% Shanghai
and indicate the respective quantities and various sizes that you could supply
for prompt shipment.我们将非常感谢，如果你能给我们报最好的成本加运保费至上海5％的折扣，并告知数量和各种尺寸，及时装运。
2！We cannot consider these prices firm for an indefinite period because of the
situation on the coffee market.鉴于咖啡市场行情，我们无法长期保持这一价格不变
4.The offer will remain firm until March 31, 2007 beyond which date the terms
and prices should be discussed anew.此报价将会保持不变,直到2007年3月31日,超过此期限条件及价
格需重新讨论。
5.As requested, we are offering you the following, subject to our final
confirmation.按你方要求，我们为您提供以下产品报价，我们的最终确认。
6.As our market is now somewhat slow and prices are generally low, you are
very fortunate in making purchase at this time.由于我们的市场现已经有所放缓，价格一般都较低，你非常幸运，在此时购买。
10.We are glad to have received your letter dated November 14 for our bicycles.In reply to yourinquiry, we are pleased in making you the following offer.我们很高兴收到你11月14日来信我们自行车的询价，们很高兴并报盘如下
13.We recommend that you take prompt advantage of this offer, which is firm for
three days until July 31, 2007
14.We are making you a firm offer of 30 metric tons Walnut meat at Euro￠2500
per metric ton CIF European main ports for November shipment.我们向你方报实盘30吨胡桃肉￠欧元2500每公吨CIF欧洲主要港口为十一月装船。
16.We regret to inform you that we do not have in stock the goods in the desired
quality.我们遗憾地告诉您,我们没有存货是贵方要求的货物质量。
17.Owing to the increased demand for this type of car, our stocks have run very
low.由于需求在增加,因此这使这我们种型号的汽的库存非常低。
2.Unfortunately we cannot accept your offer.The prices you quoted are much
higher than those of other manufacturers.不幸的是,我们不能接受你方报价。你定的价格都多高于其他厂家。
5.Owing to a shortage of stock, we regret that we are unable to accept your
repeat order.由于存货短缺，很遗憾，我们无法接受您的再次续单。
7.We have cut the price to the limit.We regret, therefore, being unable to comply
with your request for any further reduction.我们已经将价格到极限了。我们很
遗憾,因此,无法执行与你的要求任何进一步降价。
9.Although we are anxious to open up business with you, we very much regret
that we cannot reduce our price to the level you indicated
虽然我们渴望与您开拓业务，我们非常非常遗憾 我们不能将价格降到你所说的水准
11￥The price we quoted is quite reasonable.It has been accepted by other buyers
at your end.我们的报价是比较合理的。其它买家已最终接受。
14.May we suggest that you should make some allowance on your quoted prices
that would help to introduce your goods to this market?
我们可以建议你所报价格打些折扣吗?这将有助于介绍贵方的货物到这个市场。
19.As a token of friendship, we accept as an exception your counter-offer for
5000 pairs of leather shoes at US$26 per pair.作为友谊的表示,我们破例接受贵方的还盘，皮鞋5000双，每双26美元。
20.Our price has been narrowly calculated and it is impossible to make any
further reduction.我们的价格是经过精确计算过的,不可能作出任何进一步降价。
1.With reference to the faxes exchanged between us in the last few days, we
are pleased to have been able to finalize the following transaction with you.在过去的几天中，我们经双方的传真往来很高兴已经能够完成以下与您交易。
4.As a result of the exchange of letters between us, we have now come to the
conclusion.由于交换之间的通信交流的记过,我们现在来了结论。
5.It is only in view of our long established business relationship that we accept
your counter-offer.只是鉴于我们长期的业务关系,我们接受了你方的还盘。
7.Though our negotiations have been lengthy and on-and-off, we have finally
reached a satisfactory agreement.10.We have been able to confirm the following order with you at your revised price我们已经能够在你修改后的价格下您确认订单
18！A booklet including a general introduction, the scope of business and
other topics is enclosed for your reference。随函附上公司概况、业务范围和其他方面的小册子一本
供您参考.13！Although your price is below our level, we accept, as an exception, your order
with a view to initiating business with you.尽管贵方价格低于我方报价,为了启
动我们之间的业务,我们还是破例接受你方订货｡
11.！We’d like to have your lowest quotations CIF Vancouver.我们希望有贵方的最优惠的温哥华到岸价
17！It is in view of our long-standing business relations that we make you such a
counter-offer.鉴于我们之间长期的贸易关系,特向贵方作如下还盘
6！A good beginning makes a good ending.We hope that from now on we will
enjoy business relations that are profitable to both of us.“良好的开端意味着良好的结束”。我们希望从现在起，我们将有一个对双方有益的贸易关系。
1！It is our usual practice to supply new customers with our goods for payment
within one month from date of invoice, in the first instance, and later to extend
this term to three months.我们通常的做法是:新客户首次订购我们的货物从结算
日起一个月内付款交货。之后则宽限至3个月。
6.！Owing to heavy bookings, we cannot accept fresh orders at present.由于我们订单量过大，很遗憾不能接受新的订单。
13！You must take into consideration when quoting a price that we may place
regular orders for large quantities.你们在报价时要考虑到我们会经常性地大量订购｡
14！Kindly let us know the prices and quantities of the best refined sugar you are
able to deliver to us.惠请告知大量购买优质白糖的价格。
1！It is our usual practice to supply new customers with our goods for payment
within one month from date of invoice, in the first instance, and later to extend
this term to three months.我们通常的做法是:新客户首次订购我们的货物从结算
日起一个月内付款交货。之后则宽限至3个月。
This is our rock-bottom price;we can’t make any further reduction.这是我方的最低报价,我们不能再降价了｡
！There is great demand for this quality and our stock is exhausted.It will be 3
Months before it is avaiable again.此货需求量大我方库存已告罄。3个月后才能供货
illustrated catalogue带有图片说明的目录表long-standing business relations长期业务关系the price fixed at a reasonable level合理的定价place/book a trial order with sb.向……试订货
initiate business with sb.开始与某人的贸易on the same terms as before按照以往的条件
make any further reduction再次降价(make a)Chambers of Commerce商会net price 净价
international/current market is weak国际/目前市场疲弱meet sb.half way各让一半,折中处理
net price without commission不含佣净价in duplicate 一式两份;in two originals 原件两份
out of line with the market 与市场不一致in line with the market 与市场一致market price 市价
Commercial Counselor’s Office商务参赞办公室without engagement无约束firm offer实盘lowest/best price 最低价counter-offer还盘make any further reductioninitial order 首次试订as per attached list见附页cancel an offer 撤销一项发盘withdraw an offer 撤回一项发盘;favorable price 最优惠价;rock-bottom price 底价a jump/slump(in price)(价格)飞涨/暴跌quotation sheet报价单set forth 规定buying price 买价竞争价;reasonable price 合理价competitive price 竞争价specifications规格date of delivery 交货期 regular order 定期购买;regular supply 定期供应as per sample按照样品reduce the price by 8%价格降低8%
special discount特别折扣bulk buying大量购买retail price 零售steady demand稳定的需求ready market现成熟的市场(make an)offer, submit an offering 发盘alter an offer变更发盘
current price 现价selling price 卖价wholesale price 批发价offer from stock 供现货in view of...鉴于……;考虑到……as agreed 按照约定as requested 按照要求;as stated 如所述current price现行价格价Comprehensive illustrated brochure综合性带图解的小册子
Dear Sir or Madam:
Thank you for your letter of May 13, 2007 concerning1 our order for T-shirts.We are pleased to accept your offer and confirm this order with the following particulars2:
Commodity: T-shirt
Price: US$80 per dozen CFR Seattle
Specification: S, M, and L equally assorted3
Quantity: 2000 dozens
Packing: half a dozen packed in a cardboard box, six dozens to a carton
Payment: by irrevocable L/C at sight
Delivery: within 50 days after receipt of the covering L/C
Insurance: to be covered4 by the buyer
Please prepare the sales contract in both English and Chinese versions.After signing the contract we will apply for the issuing5 of the L/C in your favor6 and trust you would receive it soon.We hope this initial deal will result in future transactions between us.Your quick answer will be appreciated.Sincerely yours,YangLei
第五篇：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.
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