外貿(mào)英語函電

1、外貿(mào)英語函電 外貿(mào)英語函電 石如璧石如璧 外貿(mào)英語函電 3.1 Enquiries and replies Many Steps in Business Negotiation enquiry offer counter-offeracceptance 外貿(mào)英語函電 n具體詢函的寫作步驟如下：具體詢函的寫作步驟如下： n1.說明想要購買的貨物；說明想要購買的貨物； n2.請求對方寄送有關(guān)該商品的目錄、價格或樣請求對方寄送有關(guān)該商品的目錄、價格或樣 品；品； n3.詢問對方所能提供的折扣，你方所能接受的詢問對方所能提供的折扣，你方所能接受的 支付條件和期望的交貨時間；支付條件和期望的交貨時間；

2、n4.以盼早復(fù)收尾。以盼早復(fù)收尾。 外貿(mào)英語函電 外貿(mào)英語函電 Useful Expressions n1. learn from 從從得知得知 n2. Commercial Counselors Office 商務(wù)參戰(zhàn)處商務(wù)參戰(zhàn)處 n3.handicraft article 手工藝品手工藝品 n4. brocade handbag 錦繡手袋錦繡手袋 n5.leading importer 大進(jìn)口商大進(jìn)口商 n6.quote sb. a price for sth 向某人就某物報價向某人就某物報價 n7. place an order with sb. for sth 向某人就某物下訂向某人就

3、某物下訂 單單 Useful Sentences Useful Sentences Useful sentences 外貿(mào)英語函電 nThomas Co,Ltd n120Garden Street Vancounver V5ZEG7,Canada n May 24,2006 nNingbo Qianhu Trading Co,Ltd. n101 Lianfeng Raod nNingbo 315000 nChina nDear Sirs, nWe have learned from the Commercial Counselors Office of Canadian Embassy in

4、your country that you manufacture and export a variety of handicraft articles. 外貿(mào)英語函電 nOur company is one of the leading importers of handicraft articles in Canada. As there is a steady demand here for high quality brocade handbags, we would like you send us as soon as possible your illustrated cata

5、logues, samples and all information about the goods. Meanwhile, please quote your lowest price, CIF Vancouver, stating the earliest date of shipment. nShould your quality be suitable and the price competitive, well be ready to place an order for at least 5,000 pieces with you. nYour prompt attention

6、 to this matter will be much appreciated. n nYours faithfully, nCrown 外貿(mào)英語函電 Notes n1. handicraft articles 手工藝品手工藝品 n2. a steady demand for 對對有穩(wěn)定的需求有穩(wěn)定的需求 nThere has been steady demand for our jade boxes in your market. n貴方市場對我們的玉器盒子需求一直很穩(wěn)定。貴方市場對我們的玉器盒子需求一直很穩(wěn)定。 n3.illustrated catalogue 帶有插圖的目錄帶有插圖的目

7、錄 n4.Please quote your lowest price. n請報公司最低的價格請報公司最低的價格 nquote 報價，開價報價，開價 nquote sb. （a price）for sth. 外貿(mào)英語函電 ne.g.: n1.Please quote your lowest price for mens shirts CFR Rotterdam. n2.Please quote us for mens shirts CIF Rotterdam. n報最低價報最低價 nquote ones lowest price/ make (give/send) lowest quotati

8、ons. 外貿(mào)英語函電 n5. stating the earliest date of shipment. n說明最早裝船期。說明最早裝船期。 n現(xiàn)在分詞短語作狀語，表伴隨狀態(tài)。現(xiàn)在分詞短語作狀語，表伴隨狀態(tài)。 n6. Should your quality be suitable and the price competitive. n如果產(chǎn)品質(zhì)量合適且價格具有競爭力的話。如果產(chǎn)品質(zhì)量合適且價格具有競爭力的話。 n此句為倒裝條件句，相當(dāng)于此句為倒裝條件句，相當(dāng)于 nIf your quality is ,in case your quality is. 外貿(mào)英語函電 n7. place a

9、n order for sth with sb 向某人訂購某物向某人訂購某物 n1）名詞）名詞order常與動詞常與動詞make,send,place 等連用，表示訂購某項等連用，表示訂購某項 貨物。貨物。 ne.g. If your prices are competitive, we shall be pleased to place an order with you for printing bedcovers. n2) 表示各種訂單的說法有：表示各種訂單的說法有： nregular order 長期訂貨長期訂貨 nTrial order 試訂單試訂單 nFirst/initial o

10、rder 首筆訂單首筆訂單 nSubstantial order 大宗訂單大宗訂單 nRepeat order 再次訂貨再次訂貨/續(xù)訂單續(xù)訂單 外貿(mào)英語函電 n8. appreciate 感激感激 n可接名詞或動名詞作賓語，不可接不定式可接名詞或動名詞作賓語，不可接不定式 ne.g. We highly appreciate your kind cooperation . nWe shall appreciate it if you will send us a pamphlet and four samples by air immediately. nWe shall appreciate

11、 your giving this matter your serious considerations. 外貿(mào)英語函電 Exercises: Translate the following into Chinese n1.We shall appreciate it very much, if you will quote us your lowest price for walnuts. n2.We should like to mention that our quotation is CIF Liverpool net. n3. Please note that our quotati

12、on is inclusive of your commission of 3%. n4. Will you kindly quote us CIF Melbourne for Butterfly Brand Sewing machine? 外貿(mào)英語函電 Reply to an Enquiry Dear Mr.Crown, We warmly welcome your enquiry of May 24 and thank you for your interest in our brocade handbags. We are sending you samples, illustrated

13、 catalogues and price list of brocade handbags giving the details you asked for under separate cover. We feel confident that the goods both excellent in quality and reasonable in price. Best regards. 外貿(mào)英語函電 nYours sincerely, nMr. Lu Jian nAssistant to General Manager 外貿(mào)英語函電 n1. feel confident 感到自信感到

14、自信 nThey have good reason to feel confident. n2. reasonable adj.合理的合理的,有道理的有道理的;通情達(dá)理的通情達(dá)理的,公道公道 的的 nI think its a reasonable price. nHe gave me a reasonable explanation. 外貿(mào)英語函電 Review: n1. handicraft articles n2. 對對有穩(wěn)定的需求有穩(wěn)定的需求 n3.illustrated catalogue n4.請報公司最低的價格請報公司最低的價格 n5. stating the earliest

15、date of shipment n6.如果產(chǎn)品質(zhì)量合適且價格具有競爭力的話如果產(chǎn)品質(zhì)量合適且價格具有競爭力的話 n7. place an order for sth with sb n8. appreciate 感激感激 外貿(mào)英語函電 Review: n9. giving the details you asked for n10. under separate cover 外貿(mào)英語函電 Firm offer and Non-firm offer n實盤所列的交易條件必須肯定、明確，不能含實盤所列的交易條件必須肯定、明確，不能含 糊和模棱兩可；也不應(yīng)有任何保留。糊和模棱兩可；也不應(yīng)有任何保留

16、。 n虛盤即發(fā)盤人有保留地愿按照一定條件達(dá)成交虛盤即發(fā)盤人有保留地愿按照一定條件達(dá)成交 易的表示。虛盤不必有完整的內(nèi)容，沒有時限易的表示。虛盤不必有完整的內(nèi)容，沒有時限 的規(guī)定，而且也不明確不肯定，如參考價、數(shù)的規(guī)定，而且也不明確不肯定，如參考價、數(shù) 量視我供應(yīng)可能、以我最后確認(rèn)有效量視我供應(yīng)可能、以我最后確認(rèn)有效(Subject to our final confirmation), 以我貨未售出為以我貨未售出為 準(zhǔn)準(zhǔn)(subject to unsold),此發(fā)價此發(fā)價可按市價增可按市價增 減減 (We offersubject to market fluctuation) 等。等。 外貿(mào)英

17、語函電 1.subject to your reply reaching here before June23,2006.(實盤）實盤） n2.以本公司最終確認(rèn)為準(zhǔn)（表示此盤為虛盤）以本公司最終確認(rèn)為準(zhǔn)（表示此盤為虛盤） n3.Subject to your acceptance within two weeks. n以貴公司在兩周之內(nèi)接受為條件（說明此報盤為實盤）以貴公司在兩周之內(nèi)接受為條件（說明此報盤為實盤） n4.Subject to your immediate acceptance. n(實盤）以貴公司立即接受為條件。實盤）以貴公司立即接受為條件。 外貿(mào)英語函電 外貿(mào)英語函電 外貿(mào)英

18、語函電 nNingbo Qianhu Trading Co.,Ltd. n101Lianfeng Road, Ningbo315000,China n June1,2006 nThomas Co.,Ltd n120 Garden Street nVancouver V5Z3G7, Canada nDear Mr. Crown, nThank you for your enquiry of May 24. At your request, we are making you the following offer subject to your reply reaching here befor

19、e June23, 2006. nArticle: Brocade Handbags nPrice: US$12.00/pc,CIF Vancouver nQuantity: 5,000 pcs nShipment: August,2006 nPacking: twenty pieces to a carton nTerms of Payment: by irrevocable documentary Letter of Credit in the sellers favor. 外貿(mào)英語函電 nWe hope that the above will be acceptable to you,

20、and await with keen interest your formal orders. nYour Sincerely, nDavid Chen 外貿(mào)英語函電 Notes n1.At your request 應(yīng)你方要求應(yīng)你方要求 n這是商業(yè)信函中的常用語，用作狀語這是商業(yè)信函中的常用語，用作狀語 ne.g. At your request, we have amended the L/C. n應(yīng)貴公司要求，我們已經(jīng)修改了信用證。應(yīng)貴公司要求，我們已經(jīng)修改了信用證。 n也可用：也可用：as requested, at the request of sb n應(yīng)某人的要求應(yīng)某人的要求 n

21、e.g. As request, we are giving you an estimate of approximate requirements for next year. n應(yīng)貴公司要求，寄上一份明年所需貨物的預(yù)估表。應(yīng)貴公司要求，寄上一份明年所需貨物的預(yù)估表。 nWe are sending the counter sample at the request of your agent. n應(yīng)貴公司代理商要求，寄上對等貨樣。應(yīng)貴公司代理商要求，寄上對等貨樣。 外貿(mào)英語函電 n2. offer V.報盤報盤 n（包括交易的種種條件，如貨名、規(guī)格、數(shù)量、價格、船期及答（包括交易的種種條件

22、，如貨名、規(guī)格、數(shù)量、價格、船期及答 復(fù)期限等）復(fù)期限等） ne.g. We can offer you various kinds of baskets. nWe can offer you large quantities of headdress flowers at attractive price. n我們能以很具吸引力的價格給公司報盤大量頭花。我們能以很具吸引力的價格給公司報盤大量頭花。 nOffer 還可用作名詞，在還可用作名詞，在make offer, send offer, give offer后經(jīng)后經(jīng) 常接介詞常接介詞for 或者或者on ne.g. Please make

23、/send us an offer for gold and silver thread embroidered articles. n請報金銀繡品價格。請報金銀繡品價格。 外貿(mào)英語函電 n3. subject to your reply reaching here before June23,2006.(實盤）實盤） n以本公司最終確認(rèn)為準(zhǔn)（表示此盤為虛盤）以本公司最終確認(rèn)為準(zhǔn)（表示此盤為虛盤） nSubject to your acceptance within two weeks. n以貴公司在兩周之內(nèi)接受為條件（說明此報盤為實盤）以貴公司在兩周之內(nèi)接受為條件（說明此報盤為實盤） nSu

24、bject to your immediate acceptance. n(實盤）以貴公司立即接受為條件。實盤）以貴公司立即接受為條件。 n4. Terms of Payment 付款條件付款條件 外貿(mào)英語函電 n5.irrevocable documentary letter of credit 不可撤不可撤 銷的跟單信用證銷的跟單信用證 nletter of credit 可數(shù)的普通名詞可數(shù)的普通名詞,單數(shù)為單數(shù)為a letter of credit, 復(fù)數(shù)為復(fù)數(shù)為letters of credit.常用大寫縮寫形式，常用大寫縮寫形式， 可寫為可寫為L/C 或或Ls/C. n當(dāng)當(dāng)credi

25、t表示信用證時，復(fù)數(shù)為表示信用證時，復(fù)數(shù)為credits. n6.in sellers favor 以賣方為受益人以賣方為受益人 n還可以還可以in the favor of the seller,這是外貿(mào)業(yè)務(wù)術(shù)語，這是外貿(mào)業(yè)務(wù)術(shù)語， 尤指把信用證開給某人名下。尤指把信用證開給某人名下。 外貿(mào)英語函電 n表示表示“以某人為收益人以某人為收益人”“”“對對有利有利”可以用：可以用： nin ones favor, in the favor of sb. ne.g. We have made arrangements with Bank of China to open a credit in y

26、our favor. n我們已安排由中國銀行開立以貴公司為抬頭的信用證。我們已安排由中國銀行開立以貴公司為抬頭的信用證。 外貿(mào)英語函電 n7. acceptable 可接受的可接受的 ne.g. The quality is acceptable, but the time of shipment is not. n質(zhì)量可以接受，但裝運期不行。質(zhì)量可以接受，但裝運期不行。 nWe trust the above offer will be acceptable to you. n我們相信上述報價貴公司是可以接受的。我們相信上述報價貴公司是可以接受的。 外貿(mào)英語函電 n8. and await

27、with keen interest your formal orders. n并殷切地等待著貴公司正式下單。并殷切地等待著貴公司正式下單。 n1）With keen interest 殷切地殷切地 n2）await （正式用語）（正式用語）V.等待，期待（與等待，期待（與wait for 相相 近）近） ne.g. We await your final confirmation. n盼貴公司最終確認(rèn)。盼貴公司最終確認(rèn)。 外貿(mào)英語函電 Complete the following sentences in English n1. As soon as we receive your spec

28、ific enquiry, na. 我們將立即給你們報最優(yōu)惠的拉哥斯（我們將立即給你們報最優(yōu)惠的拉哥斯（Lagos)到岸價到岸價 nb. 我們即將給你們報最低價。我們即將給你們報最低價。 n2. To acquaint you with the cotton piece goods we export now, na. 我們已用航空快遞給你郵件我們已用航空快遞給你郵件3樣品書。樣品書。 nb. 我們已經(jīng)郵寄了我們已經(jīng)郵寄了5本樣品書。本樣品書。 外貿(mào)英語函電 n3. If you quotation is competitive, nA. 我們將打算訂購我們將打算訂購300臺蝴蝶牌縫紉機。臺蝴

29、蝶牌縫紉機。 nB.我們將大量訂購男士襯衣。我們將大量訂購男士襯衣。 nC.我們確信我們能大量訂購印花床單。我們確信我們能大量訂購印花床單。 外貿(mào)英語函電 外貿(mào)英語函電 外貿(mào)英語函電 Review: n1.Thank you for your enquiry of May 24 n2.按照你方的要求按照你方的要求 n3.subject to your reply reaching here before June 23,2006 n4.商品名稱商品名稱 n5.價格價格 n6.數(shù)量數(shù)量 n7.裝船時間裝船時間 n8.包裝包裝 n9.支付條款支付條款 外貿(mào)英語函電 n10. The above w

30、ill be acceptable to you. n11. await for your formal orders 外貿(mào)英語函電 外貿(mào)英語函電 Key points n1. With reference to your enquiry n2. make the following offer n3. 5,000 pieces of brocade handbags n4. irrevocable documentary n5. in sellers favor n6. please note that n7. is subject to goods being unsold n8. run

31、 out n9. take advantage of 外貿(mào)英語函電 Useful sentences n1. With reference to your enquiry of May 24, we make you the following offer n2. “5,000 pieces of brocade handbags, at US$12.00/pc CIF Vancouver for shipment in August, 2006. n3. Please note that this offer is subject to goods being unsold.” n4. As

32、 we have received large number of orders from our clients, our present stock may soon run out. n5. We look forward to receiving your order. 外貿(mào)英語函電 nNingbo Qianhu Trading Co.,Ltd. n101Lianfeng Road, Ningbo315000,China n June1,2006 nThomas Co.,Ltd n120 Garden Street nVancouver V5Z3G7, Canada nDear Mr.

33、 Crown, nWith reference to your enquiry of May 24, we take pleasure in making the following offer: n n“5,000 pieces of brocade handbags, at US$12.00/pc CIF Vancouver for shipment in August, 2006, for payment by irrevocable documentary L/C in sellers favor, which we hope you nwill find in order. Plea

34、se note that this offer is subject to goods being unsold.” 外貿(mào)英語函電 nAs we have received large number of orders from our clients, it is quite probable that our present stock may soon run out. We would therefore suggest nthat you take advantage of this attractive offer. nWe look forward to receiving yo

35、ur order. nYour Sincerely, nDavid Chen Notes Notes 外貿(mào)英語函電 Exercises n1.Please reply as soon as possible, 說明最早裝船說明最早裝船 其和付款條件。其和付款條件。 n2. If you are interested, please cable us, 說明所需說明所需 的數(shù)量。的數(shù)量。 n3. We cabled you yesterday, 告知你方告知你方2000公斤核桃公斤核桃 肉要在五月期間裝運。肉要在五月期間裝運。 n4.Please reply as soon as possibl

36、e, 告知我方所有告知我方所有 必要的詳細(xì)信息。必要的詳細(xì)信息。 n5.We cabled you yesterday,向你們下向你們下5000打鋼筆的打鋼筆的 訂單。訂單。 外貿(mào)英語函電 n6. We wrote you last week,要求你方寄來最近的價目要求你方寄來最近的價目 表。表。 n7.Please quote us your lowest price,說明支付條款說明支付條款 和包裝條件。和包裝條件。 外貿(mào)英語函電 Task: Writing a letter about a non-firm offer n1. With reference to your enquiry

37、 of , we make you the following offer n2. “5,000 pieces of, at US$12.00/pc CIF Vancouver for shipment in August, 2006. n3. Please note that this offer is subject to goods being unsold.” n4. As we have received large number of orders from our clients, our present stock may. n5. We look forward to rec

38、eiving your order. 外貿(mào)英語函電 Useful Sentences n1. With reference to your enquiry of May 24, we make you the following offer, which is subject to our final confirmation. n2. Replying to your enquiry of May 8, we have the pleasure of quoting our brocade handbags as follows. n3. We are in receipt of your

39、enquiry of May 24, and send you samples of our various brocade handbags, for which we can quote you as follows. n4.These quotations are all subject to the fluctuation of the market, and we hope to have your definite enquiries shortly. 外貿(mào)英語函電 n5. We offer, subject to goods being unsold. n6. We offer,

40、 subject to prior sale. n7. We hope you will agree that our prices are very competitive for these good quality brocade handbags, and we look forward to your initial order. n8.This favorable offer will not be repeated for some time, and we accordingly look forward to an early order from you. 外貿(mào)英語函電 n

41、9. As for the above offer, it is extremely probable that the prices will rise more, and it would therefore be to your interest to place your orders without delay. n10. As the prices quoted are exceptionally low and likely to be adjusted, we would advise you to place orders without delay. 外貿(mào)英語函電 Revi

42、ew: n1.with reference to your enquiry of May 24. n2.我們很高興報盤如下。我們很高興報盤如下。 n3.請注意請注意 n4. 以賣方為收益人以賣方為收益人 n5.以未貨物未售出為準(zhǔn)以未貨物未售出為準(zhǔn) n6.Our present stock may soon run out. 外貿(mào)英語函電 Case 4 n價格是貿(mào)易雙方極為關(guān)注的交易條件，價格是貿(mào)易雙方極為關(guān)注的交易條件，Martin Crown 先生收到陳先生的報盤后認(rèn)為其報價先生收到陳先生的報盤后認(rèn)為其報價 過高，于是對其價格進(jìn)行了還盤。過高，于是對其價格進(jìn)行了還盤。 nKey points

43、: n1.收到報盤信收到報盤信 n2.考慮我們的還盤考慮我們的還盤 n3.你方價格偏高你方價格偏高 外貿(mào)英語函電 Useful Expressions n1. be on high side 偏高偏高 n2.are not in a position to accept the offer n3. make some allowance 打折扣打折扣 n4.push the sales of your goods in our market n5. make regular orders n6.consider our counter offer 外貿(mào)英語函電 Useful sentences

44、 n1.Thank you for your offer of June 1 for n2. we are not in a position to accept the offer n3. Your price appears to be on rather high side. n4. we suggest that you make some allowance, say 8% on your quoted price, that would help to push the sales of your goods in our markets. n5.We will appreciat

45、e it very much if you will consider our counter offer . 外貿(mào)英語函電 n10. In view of the above, we suggest that it is to your interest to accept our price without delay. 外貿(mào)英語函電 nThomas Co,Ltd n120Garden Street Vancounver V5ZEG7,Canada n June 14,2006 nNingbo Qianhu Trading Co,Ltd. n101 Lianfeng Raod nNingb

46、o 315000 nChina nDear Mr Chen, nThank you for your offer of June 1 for 5,000 pieces of brocade handbags. nWe appreciate the good quality of your goods, but unfortunately we are not in a position to accept the offer on your terms. Your price appears to be on rather high side. Actually we can obtain t

47、he products with similar quality through another channel at a much lower price than you quoted us. 外貿(mào)英語函電 nMay we suggest that you make some allowance, say 8% on your quoted price, that would help to push the sales of your goods in our markets. If you can do so, we will possibly make regular orders

48、from you. We hope you will take advantage of this chance so that both of us will benefit from the expanding market. nWe will appreciate it very much if you will consider our counter offer favorably and fax us your acceptance as soon as possible. nYours sincerely, nMr. Crown 外貿(mào)英語函電 Notes n1. Counter

49、offer 還盤，還價。還盤，還價。 n指受盤人對原報盤提出修改。指受盤人對原報盤提出修改。 nWe have to note that your counter offer is unreasonable. n2. be in a position to 能夠做能夠做 nAt present moment, we are not in a position to supply all what you need. n3. be on (rather) high side (價格偏高）價格偏高） nThe price you offered is on rather high side compared with those of other suppliers. 外貿(mào)英語函電 n4. allowance 折扣折扣 nThe dealer gave us an allowance on our old car. n5. push v. 促銷促銷 nThey arent really pushing their business enough. nThe author pushed her latest book. n6. expanding market 擴大的市場擴大的市場 外貿(mào)英語函電 n7. in reply 作為答復(fù)作為答復(fù) n這個短語可以放在