外貿(mào)英語函電3

1、外貿(mào)英語函電 石如璧石如璧3.1 Enquiries and repliesMany Steps in Business Negotiation enquiryoffercounter-offeracceptancen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；n4.以盼早復(fù)收尾。以盼早復(fù)收尾。Useful Expressi

2、onsn1. 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某物下訂單單Useful SentencesUseful SentencesUseful sentences

3、 nThomas Co,Ltdn120Garden Street Vancounver V5ZEG7,Canadan May 24,2006nNingbo Qianhu Trading Co,Ltd.n101 Lianfeng RaodnNingbo 315000nChinanDear Sirs,nWe have learned from the Commercial Counselors Office of Canadian Embassy in your country that you manufacture and export a variety of handicraft arti

4、cles. 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 catalogues, samples and all information about the goods. Meanwhile, please quote you

5、r 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 to this matter will be much appreciated.n nYours faithfully,nCrownNotes n1. handi

6、craft 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 s

7、th.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 quotations.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)?，F(xiàn)在分詞短語作狀語，表伴隨狀態(tài)。n6. Should your

8、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.n7. place an 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 competit

9、ive, 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 order 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

10、appreciate your kind cooperation .nWe shall appreciate it if you will send us a pamphlet and four samples by air immediately.nWe shall appreciate your giving this matter your serious considerations. Exercises: Translate the following into Chinesen1.We shall appreciate it very much, if you will quote

11、 us your lowest price for walnuts.n2.We should like to mention that our quotation is CIF Liverpool net. n3. Please note that our quotation is inclusive of your commission of 3%.n4. Will you kindly quote us CIF Melbourne for Butterfly Brand Sewing machine?Reply to an Enquiry Dear Mr.Crown,We warmly w

12、elcome your enquiry of May 24 and thank you for your interest in our brocade handbags.We are sending you samples, illustrated catalogues and price list of brocade handbags giving the detailsyou asked for under separate cover. We feel confident that the goods both excellent in quality and reasonablei

13、n price.Best regards.nYours sincerely,nMr. Lu JiannAssistant to General Managern1. feel confident 感到自信感到自信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.Review:n1. handicraft articles

14、 n2. 對對有穩(wěn)定的需求有穩(wěn)定的需求n3.illustrated cataloguen4.請報公司最低的價格請報公司最低的價格n5. stating the earliest date of shipmentn6.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Review:n9. giving the details you asked for n10. under separate coverFirm offer and Non-firm offern實盤所

15、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。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)

16、價可按市價增可按市價增減減 (We offersubject to market fluctuation)等。等。 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

17、(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。nNingbo Qianhu Trading Co.,Ltd.n101Lianfeng Road, Ningbo315000,Chinan June1,2006nThomas Co.,Ltdn120 Garden StreetnVancouver V5Z3G7, CanadanDear Mr. Crown,nThank you for your enquiry of May 24. At your request, we are making you the following offer subject to your reply

18、 reaching here before June23, 2006.nArticle: Brocade HandbagsnPrice: US$12.00/pc,CIF VancouvernQuantity: 5,000 pcsnShipment: August,2006nPacking: twenty pieces to a cartonnTerms of Payment: by irrevocable documentary Letter of Credit in the sellers favor.nWe hope that the above will be acceptable to

19、 you, and await with keen interest your formal orders.nYour Sincerely,nDavid ChenNotesn1.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 sbn應(yīng)某人的要求應(yīng)某人的要求ne.g. As req

20、uest, 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。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，如貨名、規(guī)格、數(shù)量、價格、船期及答復(fù)期限等）

21、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onne.g. Please make/send us an offer for gold and

22、 silver thread embroidered articles.n請報金銀繡品價格。請報金銀繡品價格。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）nSubject to your immediate acceptance.n(實盤）以貴公

23、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)credit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

24、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。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 your 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。n7. accepta

25、ble 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。n8. and await 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

26、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)。Complete the following sentences in Englishn1. As soon as we receive your specific 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

27、 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。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。Review:n1.Thank you for your enquiry of May 24n2.按照

28、你方的要求按照你方的要求n3.subject to your reply reaching here before June 23,2006n4.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n10. The above will be acceptable to you.n11. await for your formal ordersKey pointsn1. With reference to your enquiryn2. make the following offern3. 5,000 pieces of brocade ha

29、ndbagsn4. irrevocable documentary n5. in sellers favorn6. please note thatn7. is subject to goods being unsoldn8. run out n9. take advantage of Useful sentencesn1. With reference to your enquiry of May 24, we make you the following offern2. “5,000 pieces of brocade handbags, at US$12.00/pc CIF Vanco

30、uver 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 soon run out. n5. We look forward to receiving your order.nNingbo Qianhu Trading Co.,Ltd.n101Lianfeng Road, Ningb

31、o315000,Chinan June1,2006nThomas Co.,Ltdn120 Garden StreetnVancouver V5Z3G7, CanadanDear Mr. 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

32、 irrevocable documentary L/C in sellers favor, which we hope younwill find in order. Please note that this offer is subject to goods being unsold.”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 suggestnth

33、at you take advantage of this attractive offer.nWe look forward to receiving your order.nYour Sincerely,nDavid ChenNotes NotesExercisesn1.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

34、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 possible, 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。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。Task: Writing a letter about a non-firm o

35、ffern1. With reference to your enquiry of , we make you the following offern2. “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 st

36、ock may. n5. We look forward to receiving your order.Useful Sentencesn1. 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

37、 are in receipt of your 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.n5. We offer, subject to goods being unsold

38、.n6. We offer, 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 y

39、ou.n9. 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.Review:n1

40、.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.Case 4n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:n1.收到報盤信收到報盤信n2.考慮我們的

41、還盤考慮我們的還盤n3.你方價格偏高你方價格偏高Useful Expressionsn1. be on high side 偏高偏高n2.are not in a position to accept the offern3. make some allowance 打折扣打折扣n4.push the sales of your goods in our marketn5. make regular orders n6.consider our counter offerUseful sentencesn1.Thank you for your offer of June 1 forn2. w

42、e are not in a position to accept the offern3. 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 appreciate it very much if you will consider our counter off

43、er .n10. In view of the above, we suggest that it is to your interest to accept our price without delay.nThomas Co,Ltdn120Garden Street Vancounver V5ZEG7,Canadan June 14,2006nNingbo Qianhu Trading Co,Ltd.n101 Lianfeng RaodnNingbo 315000nChinanDear Mr Chen,nThank you for your offer of June 1 for 5,00

44、0 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 the products with similar quality through another channel at a much lower pri

45、ce than you quoted us.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 from you. We hope you will take advantage of this chance so that both of us will ben

46、efit 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. CrownNotes n1. Counter 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 unreas

47、onable.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.n4. allowance 折扣折扣nThe dealer gave us an allowance on our old car

48、.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n7. in reply 作為答復(fù)作為答復(fù)n這個短語可以放在句首，倘若放在一封信的句首，則這個短語可以放在句首，倘若放在一封信的句首，則應(yīng)寫為：應(yīng)寫為：nIn reply to your letter ofn其他類似的表達(dá)方式還有其他類似的表達(dá)方式還有 in response to, in reply (to), replying to , as a reply等。等。ne.g. In response to your enquiry of May 1, we now offer you handbags as follows.Exercisen1.你們在本月你們在本月中國對外貿(mào)易中國對外貿(mào)易（“China Foreign Trade”）上所登的廣告，我們很感興趣，先請告知該）上所登的廣告，我們很感興趣，先請告知該商品的詳細(xì)情況。商品的詳細(xì)情況。n2. 一旦收到你方具體詢盤，我們將立即