教學(xué)課件外貿(mào)英語(yǔ)函電(第二套)-2

1、外貿(mào)英語(yǔ)函電English Letters for International Trade第一章 商務(wù)信函的組成學(xué)習(xí)目標(biāo)通過(guò)本章學(xué)習(xí)，了解英文商務(wù)信函的各組成部分熟悉英語(yǔ)商務(wù)信函的格式能夠規(guī)范，正確，專業(yè)地寫好商務(wù)信函的每一部分第一章 商務(wù)信函的組成LetterheadReference NumberDate Inside Address Attention LineSalutationSubject Line_Complimentary CloseSignature EnclosureCarbon copyPostscript Identification Marks信頭組成部分信頭一般包括

2、以下內(nèi)容:公司名稱地址聯(lián)系電話傳真公司網(wǎng)址E-mail 地址公司標(biāo)志等信頭例子CIMC Container Co. Ltd. CIMC Industrial Area, Daao Town, Xinhui District, Jiangmen CityGuangdong Province, 529144 P. R. China. Tel: 0086 -750-6245391; Fax: 0086 -750-6245555; 6245699E-mail: peter信內(nèi)地址組成部分(1) Name of people addressed(收信人姓名)(2) Title of people add

3、ressed(收信人職位、頭銜)(3) Name of organization(單位名稱)(4) number and name(門牌號(hào)碼、街道名稱)(5) City, state, code(城市，州和郵編)(6) Country(所達(dá)國(guó)名稱)信內(nèi)地址例子例1：Dr. Robert DixonDean of Student ActivitiesDistrict of Columbia Polytechnic 945 Avenue E. NY Washington, DC 20025 例2：Ms. Linda Cook, Assistant Direct of Public Relation

4、s3117 Avenue EWashington 20103稱呼、正文、結(jié)尾敬語(yǔ)稱呼： Doctor Black，Dear Mr. President正文： Thank you for your inquiry of May 20, and appreciate your interest in our “Yiren” T-shirt. We are writing to you in the hope of establishing business relations between us.結(jié)尾敬語(yǔ)： Dear sir(s) Yours faithfullyGentlemen Truly

5、yoursDear Mr. Henry Yours sincerely簽名1. 簽名者代表公司或者單位時(shí)，一般首先打印出公司的名稱，然后再簽名。Yours faithfully,Agricultural Machinery Industry CompanyZhang HaijunZhang HaijunGeneral Manager2.女性簽名時(shí)，為便于回信人正確使用稱呼，應(yīng)在打印的姓名前用括號(hào)注明Miss, Mrs.或Ms。Sincerely yoursZhang Hai(Ms) Zhang Hai當(dāng)負(fù)責(zé)人不在而以授權(quán)書或者口頭方式授權(quán)經(jīng)辦人員代簽名時(shí)：Yours sincerely,p.p

6、. Zhang MinJohn Smith可選部分(1)參考編號(hào)： Your ref：NJ/lih Our ref: MK/dj(2) 經(jīng)辦人： Attention: Accounting Department事由： Subject：New Product Catalogue (4) 附件： Enclosures：1. Price List 2. Catalogue抄送： c.c.: After-sales Service Department附言： p.s.: Dont forget the deadline is 13th, June.內(nèi)部代號(hào)(所達(dá)國(guó)名稱)格式各行開頭都左邊頂格是是齊頭式

7、(Block style)，齊頭式在極度尊重工作效率的美國(guó)很流行，是最易操作現(xiàn)代的一種格式；改良齊頭式與齊頭式的區(qū)別在于日期和客套結(jié)束語(yǔ)連同簽字部分被移向右邊。從視覺上感覺平衡些，改變了齊頭式一邊倒的感覺?？s進(jìn)式與改良齊頭式的唯一區(qū)別在于采用縮進(jìn)式的信件正文的每段第一個(gè)詞縮進(jìn)去4-6個(gè)空格，英國(guó)常用此格式。齊頭式Letter headMarch 21, 2010Iside AddressAttention: Purchasing ManagerDear Sir or Madam:Re: Hard wood for fine furnitureI would like to take this

8、opportunity to introduce ourselves.All our wood and products are 100% FSC certified. Please feel free to contact us with any questions or comments. Sincerely yours,Pepper StebbinsMarketing ManagerDT/cjEncl. CatalogueCc. Precious Woods Amazon, Hongkong OfficePS: Please visit our web site: /.改良齊頭式Lett

9、er headMarch 21, 2010Inside AddressAttention: Purchasing ManagerDear Sir or Madam:Re: Hard wood for fine furnitureI would like to take this opportunity to introduce ourselves. All our wood and products are 100% FSC certified. Please feel free to contact us with any questions or comments. Thank you f

10、or your time. Sincerely yours, Pepper Stebbins Marketing ManagerDT/cjEncl. CatalogueCc. Precious Woods Amazon, Hongkong OfficePS: Please visit our web site: /.縮進(jìn)式Letter headMarch 21, 2010Inside AddressAttention: Purchasing ManagerDear Sir or Madam:Re: Hard wood for fine furniture I would like to tak

11、e this opportunity to introduce ourselves. .All our wood and products are 100% FSC certified. Please feel free to contact us with any questions or comments. Thank you for your time. Sincerely yours, Pepper Stebbins Marketing ManagerDT/cjEncl. CatalogueCc. Precious Woods Amazon, Hongkong OfficePS: Pl

12、ease visit our web site: /.第二章 建立業(yè)務(wù)關(guān)系學(xué)習(xí)目標(biāo)熟悉建立業(yè)務(wù)關(guān)系信函及回復(fù)信函的寫作步驟掌握建立業(yè)務(wù)關(guān)系信函的常用語(yǔ)句了解獲取商家信息的渠道選擇貿(mào)易對(duì)象的幾種渠道電視，報(bào)紙，廣播等中的廣告；參加各種商品交易會(huì)，洽談會(huì)；進(jìn)行市場(chǎng)調(diào)查；查閱各種工商名錄；經(jīng)由國(guó)內(nèi)外同行引薦；瀏覽公司網(wǎng)站；向中國(guó)駐外使館商務(wù)處咨詢；向外國(guó)在華商會(huì)推薦；向銀行的業(yè)務(wù)部門咨詢；出國(guó)考察。例子Dear Sirs, Thank you for your cooperation in our business. At present, we keenly want to enlarge our

13、 trade in various kinds of tyres, but unfortunately not many proper customers are found in South China. Therefore we shall be obliged if you will kindly introduce to us some of the most capable and reliable tyre importers in your district. We are looking forward to your early and favourable reply. Y

14、ours faithfully,寫作步驟一、說(shuō)明客戶信息來(lái)源，即如何取得對(duì)方的資料We have obtained your name and address from /Having obtained your name and address from , we are writing you in the hope of establishing business relations with you. We learn from that you are engaged and well experienced in the line of 二、言明去函目的，即與對(duì)方建立業(yè)務(wù)關(guān)系的意愿

15、We are willing to enter into business relations with you. 三、本公司介紹We are experienced in pushing the sales of light industrial products.寫作步驟四、產(chǎn)品介紹。如果我們已經(jīng)知道客戶有明確的需求，比如需要某某服裝，那么我們會(huì)選取某某服裝進(jìn)行具體的推薦性介紹，反正就是針對(duì)客戶需求的特定介紹；如果我們只拿到客戶的名片，不太清楚客戶的需求，那么我們就把公司經(jīng)營(yíng)產(chǎn)品的整體情況，如質(zhì)量標(biāo)準(zhǔn)，價(jià)格水平，打樣速度、交貨速度等作為籠統(tǒng)的介紹。五、結(jié)尾句，一般我們?cè)陂_發(fā)信的末尾會(huì)寫上一

16、兩句希望對(duì)方給與回應(yīng)的語(yǔ)句。We look forward to your early reply/your early reply is appreciated. 例子Dear Sirs,Through the courtesy of the Chamber of Commerce in Beijing, we have learned that you have been supplying the best quality foods all over the world, and we are sure there is a large demand for various exoti

17、c foods in our country. We are writing to you in the hope of establishing business relations with you.We are the largest food trading company in China with offices or representatives in all major cities and towns in the country. We have been importing a large variety of foods from Europe and the U.S

18、.A. and consider that we have considerable experience in this field.A bright prospect for your products in our market is foreseeable. We look forward to hearing from you soon.Yours faithfully,回復(fù)Dear Gentlemen: Having obtained your name and address from Aristo Shoes, Milan, we are writing to you in t

19、he hope of establishing business relations between us. We have been importers of shoes for many years. At present, we are interested in expanding our business and would appreciate your catalogues and quotations. If your prices are competitive, I believe important business can materialize. We are loo

20、king forward to your early reply. Yours truly, 第三章 資信調(diào)查學(xué)習(xí)目標(biāo)認(rèn)識(shí)到資信調(diào)查的重要性掌握資信調(diào)查的渠道熟悉調(diào)查內(nèi)容調(diào)查內(nèi)容(l)國(guó)外企業(yè)的組織機(jī)構(gòu)情況，包括企業(yè)的性質(zhì)、創(chuàng)建歷史、內(nèi)部組織機(jī)構(gòu)、主要負(fù)責(zé)人及擔(dān)任的職務(wù)、分支機(jī)構(gòu)等。(2)政治情況，主要指企業(yè)負(fù)責(zé)人的政治背景，與政界的關(guān)系以及對(duì)我國(guó)的政治態(tài)度等。(3)資信情況，它包括企業(yè)的資金和信用這兩個(gè)方面。資金是指企業(yè)的注冊(cè)資本、財(cái)產(chǎn)以及資產(chǎn)負(fù)債情況等；信用是指企業(yè)的經(jīng)營(yíng)作風(fēng)、履約信譽(yù)等。(4)經(jīng)營(yíng)范圍，主要是指企業(yè)生產(chǎn)或經(jīng)營(yíng)的商品、經(jīng)營(yíng)的性質(zhì)，是代理商、生產(chǎn)商，還是零售批發(fā)商等。(5)經(jīng)

21、營(yíng)能力，每年的營(yíng)業(yè)額、銷售渠道、經(jīng)營(yíng)方式以及在當(dāng)?shù)睾蛧?guó)際市場(chǎng)上的貿(mào)易關(guān)系等。調(diào)查報(bào)告內(nèi)容(l)公司概要：介紹公司的簡(jiǎn)要情況；(2)公司背景：介紹公司的注冊(cè)情況、歷史、隸屬關(guān)系等； (3)業(yè)務(wù)情況：介紹公司的業(yè)務(wù)范圍、供貨來(lái)源、市場(chǎng)分布等；(4)付款記錄：介紹公司以往對(duì)外付款記錄等；(5)財(cái)務(wù)情況：介紹公司財(cái)務(wù)情況及營(yíng)業(yè)發(fā)展趨勢(shì)；(6)銀行往來(lái)：主要往來(lái)銀行及關(guān)系；(7)公共記錄：介紹公司的法律訴訟、抵押記錄等；(8)綜合評(píng)估：對(duì)與該公司交易時(shí)應(yīng)注意的問(wèn)題、應(yīng)采用的結(jié)算方式、信用額度和放賬期等進(jìn)行評(píng)估。資信調(diào)查途徑一、要求對(duì)方提供營(yíng)業(yè)執(zhí)照復(fù)印件。要特別注意注冊(cè)資本、主營(yíng)業(yè)務(wù)、和企業(yè)名稱及地址；二

22、、親自調(diào)查或委托調(diào)查。對(duì)外商的資信調(diào)查有許多途徑，可以向銀行、駐外商務(wù)機(jī)構(gòu)、資信機(jī)構(gòu)、商會(huì)或同業(yè)公會(huì)或我國(guó)的有關(guān)外貿(mào)公司調(diào)查。資信調(diào)查信函示例Dear Sir, Thank you for your letter of 10th March. We are gratified to receive your request for men and womens raincoats on approval. As we have not previously done business together, perhaps you will kindly agree to supply eithe

23、r the usual trade references, or the name of a bank to which we may refer. As soon as these enquiries are satisfactorily settled, we shall be happy to send you the items you mention in your letter. We sincerely hope this will be the beginning of long and pleasant business cooperation. We shall do ou

24、r best to make it so. Yours sincerely,資信調(diào)查信函示例Dear Sirs, You are kindly requested to provide us with the information on the credit and business operation of Andson Salt Import Company. Please be convinced that all the materials you supply to us will be kept absolutely secret, for which you will not

25、take any responsibilities. We appreciate your early reply. Yours faithfully資信調(diào)查常用語(yǔ)句You would greatly oblige me by obtaining for me information as to the present financial position of the firm named on the attached slip. As we are on the point of transacting some important business with them, we shou

26、ld like to know exactly how their credit stands. Any information you may give me will, of course, be treated as strictly confidential. It would give us great pleasure to be able to render you a similar service should opportunity occur. Messrs. Smith & Co., of your city, desires to open an account wi

27、th us, and has given us your name as a reference. 資信調(diào)查信函回復(fù)Dear Sirs, This is in reply to your enquiry dated April 8th about the credit status of Da Cheng Mechanical Equipment Company. we regret we have to make an unfavorable account. We found that the company is now being pressed by several creditor

28、s and its position is precarious. Therefore, we deem it rather advisable for you to refrain from having relations with that company. This information is strictly confidential and is given without responsibility on our part. Yours faithfully回復(fù)查詢常用語(yǔ)句一般情報(bào)，即回信中只是陳述與被查詢公司有關(guān)的信息，不對(duì)其信用狀況作出評(píng)價(jià)：Calcutta banker

29、s advise that the company was originally established in 1947 by Mr. Charles E. Smith, to conduct a business in chemicals, cement, paper, milk-products, etc., as importers. This is a strictly confidential response to a request made by the firm. Any statement on the part of this bank or any of its off

30、icers as to the standing of any person, firm or corporation, is given as a mere matter of opinion for which no responsibility, in any way, is to attach to this bank or any of its officers. 回復(fù)查詢常用語(yǔ)句信用良好：They command considerable funds and an unlimited credit, and the executives are thorough business

31、men.We shall be pleased to render you any further services, and we ask you to consider this information as given in strict confidence. The firm you enquired about in your letter of May 2, 2007 enjoys good reputation in the business world.In reply to your inquiry of the 1st inst., we inform you that

32、our business relations with the firm have hitherto been most satisfactory. The firm enjoys the fullest respect and unquestionable confidence in the business world. 回復(fù)查詢常用語(yǔ)句信用不佳：Replying to yours of 10th May, we inform you that we have ho personal knowledge as to the standing of Messrs. Yada & Co., o

33、f our city. Recently, payments have been quite irregularly made, and more than one occasion we have had to press for them. We are sorry we are not able to give precise information about the company you asked about. We regret our inability to tell you anything positive concerning the firm mentioned i

34、n your letter of the 30th June. 第四章 詢盤和報(bào)盤學(xué)習(xí)目標(biāo)掌握詢盤信否認(rèn)具體內(nèi)容及格式熟悉答復(fù)詢盤信的內(nèi)容要點(diǎn)熟悉兩種報(bào)盤四個(gè)環(huán)節(jié)進(jìn)出口貿(mào)易的磋商一般可分為四個(gè)環(huán)節(jié)：詢盤、發(fā)盤、還盤和接受。其中“發(fā)盤和接受”是成交的基本環(huán)節(jié)，是合同成立的“要件”。進(jìn)出口貿(mào)易的磋商內(nèi)容包括擬簽訂合同的各項(xiàng)條款：合同的標(biāo)的（貨物的品名、品質(zhì)、數(shù)量、價(jià)格、包裝）、支付條款、交貨條件（運(yùn)輸和保險(xiǎn)）、商檢、索賠、仲裁和不可抗力等。主要交易條件品名(commodity)、品質(zhì)(quality)、數(shù)量(quantity)、價(jià)格(price)、包裝(packing)、運(yùn)輸(shipment)、

35、保險(xiǎn)(insurance)、付款(payment)等條款一般被認(rèn)為是交易的主要條件。因此買賣雙方想達(dá)成交易至少得就上述各項(xiàng)條件進(jìn)行磋商達(dá)成一致意見。交易的主要條件根據(jù)每筆生意不同要逐條談妥，難以通用。一般交易條件而商檢、索賠、仲裁和不可抗力等其他條件被認(rèn)為是交易的“一般交易條件”(General Terms and Conditions)。一般交易條件往往是買賣雙方洽談貿(mào)易的前提和基礎(chǔ)，通常印在合同(約)的背面共同遵守，而不需要每次都重復(fù)商洽。這樣可以縮短交易洽談時(shí)間，減少費(fèi)用開支等。因此，在國(guó)際貿(mào)易中廣泛采用。詢盤 詢盤又稱詢價(jià)，是指交易的一方為購(gòu)買或出售某種商品，向?qū)Ψ娇陬^或書面發(fā)出的探詢

36、交易條件的過(guò)程。其內(nèi)容可繁可簡(jiǎn)，可只詢問(wèn)價(jià)格，也可詢問(wèn)其他有關(guān)的交易條件。詢盤的內(nèi)容可涉及：價(jià)格、規(guī)格、品質(zhì)、數(shù)量、包裝、裝運(yùn)、付款方式以及索取樣品等。詢盤可分為一般詢盤和具體詢盤：前者是指進(jìn)口商為了了解情況而向出口商索要需要的商品目錄，價(jià)格單，樣品等；后者是指進(jìn)口商就指定的具體商品要求出口商報(bào)價(jià)。一般詢盤一般詢盤并不一定立即接觸具體交易，大多僅是摸底，其索取內(nèi)容包括某種商品的目錄，價(jià)目表，樣品等一般化信息以及有關(guān)的一般化交易條件。Dear Sir, We have seen your advertisement in the New Asia Journal and are particul

37、arly interested in your portable typewriters, but we require a machine suitable for fairly heavy duty. Please send me your current illustrated catalogue and a price list. Yours faithfully,一般詢盤Dear Sirs, Through the courtesy of the Chamber of Commerce in your country we learn that you are one of the

38、leading exporters of porcelain wares of a variety of types. We avail ourselves of this opportunity to approach you in the hope of establishing business relations with you. We have been importers of porcelain wares for many years. Now we are interested in your porcelain tea and coffee cups and sauces

39、 of different shapes. Please inform us of your trade terms and forward samples and product brochures. If your prices are in line, we trust important business can materialize. We are looking forward to your early reply. Yours faithfully，具體詢盤具體詢盤實(shí)際上就是請(qǐng)對(duì)方報(bào)盤。也就是說(shuō)，當(dāng)買方已準(zhǔn)備購(gòu)買某種商品時(shí)，請(qǐng)賣方告知價(jià)格，支付條件，貨物品質(zhì)，規(guī)格，數(shù)量，交貨

40、日期，可能的裝運(yùn)時(shí)間以及售后服務(wù)等。具體詢盤Dear Sirs We are pleased to advise that some of our prospective customers are interested in the Flying Pigeon Brand Bicycle and have requested us to approach you for quotations. Please let us know the unit price and on what terms of payment you are able to supply 1,000 Flying P

41、igeon Brand Bicycles. If your price is attractive and time of delivery acceptable, we have confidence in securing an order for you. Please quote 1,000 Flying Pigeon Brand Bicycles CIF Singapore stating your terms of payment and time of shipment. We are looking forward toyour favourable reply. Yours

42、sincerely,寫作步驟詢盤信函主要包括以下三方面的信息：1.開頭段告知對(duì)方信息來(lái)源，并表明想和對(duì)方達(dá)成交易的意愿：We learned from the Website that you are a leading exporter ofWe know your company through the courtesy ofWe are keenly interested in importing from your company.如果是初次向?qū)Ψ桨l(fā)出詢盤，要作簡(jiǎn)單的自我介紹。必要時(shí)可向?qū)Ψ教峁┵Y信證明人的聯(lián)系方法。以便讓對(duì)方了解自己公司的信譽(yù)情況。寫作步驟3.下一步說(shuō)明寫信的目的，比

43、如希望對(duì)方提供什么信息或服務(wù)等。如果不確定對(duì)方公司能否提供所需服務(wù)，應(yīng)說(shuō)明“如你方不經(jīng)營(yíng)此項(xiàng)業(yè)務(wù)，請(qǐng)將我們的詢盤轉(zhuǎn)交給有關(guān)公司”。We shall appreciate it if you can quote us a firm offer forPlease quote us your best price and shipping date.Please submit specifications, preferably with illustrations.We would appreciate a sample of each of the items listed above.Ple

44、ase send us your latest catalogue with your best CIF Tianjin prices.If you do not deal in this line, please hand on our enquiry to the appropriate company.寫作步驟4.結(jié)尾段表達(dá)希望對(duì)方及早回復(fù)的愿望。We look forward to hearing from you.We hope this will be a good start for long and profitable business relations.I am look

45、ing forward to a favourable reply at your earliest convenience.回復(fù)詢盤收到詢盤應(yīng)及時(shí)回復(fù)；即使你不能滿足對(duì)方的要求，也應(yīng)該及時(shí)答復(fù)，婉言說(shuō)明原因，為以后可能的交易留有余地，切忌置之不理?；貜?fù)詢盤的信函一般遵循以下五大原則：準(zhǔn)確、全面、具體、清楚。答復(fù)詢盤的信函通常包括以下內(nèi)容：感謝客戶來(lái)函詢價(jià)；明確寫信具體意圖；正面推銷我方產(chǎn)品；通知對(duì)方所附附件；提出報(bào)盤交貨條件；歡迎對(duì)方繼續(xù)聯(lián)系。如果出于某些原因（如存貨不足等）不能滿足對(duì)方意愿，則應(yīng)及時(shí)回信說(shuō)明情況，為以后的交易留有余地；或者積極向?qū)Ψ酵其N同類產(chǎn)品。回復(fù)詢盤示例Dear Sir

46、s: We are in receipt of your inquiry of May 3 and pleased to enclose our illustrated catalogue and price list giving the details you asked for. Also by separate post we are sending you some samples. Our regular purchase in quantities is no less than ten sets of individual items. Payment is to be mad

47、e by irrevocable L/C at sight. Because of the high quality and unique design, our porcelain wares are quite popular. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. But if you place your order no later than this month, we would ens

48、ure prompt shipment. Sincerely yours, 回復(fù)詢盤如果出于某些原因（如存貨不足等）不能滿足對(duì)方意愿，則應(yīng)及時(shí)回信說(shuō)明情況，為以后的交易留有余地；或者積極向?qū)Ψ酵其N同類產(chǎn)品。常用語(yǔ)句如下：As heavy sales in recent days have depleted our stocks, we can not offer anything at present.We will revert to your enquiry as soon as fresh supplies are available.As soon as fresh supplies

49、arrive, we will give you preference with our offers.We will check our stocks and see whether we can offer you anything. 示例Dear Sirs: Thank you for your letter of 14th April. Im sorry to say that Type BS362 12-volt sealed batteries you inquired about is a discontinued line which we will not produce a

50、ny more. 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 stock of 590 of Type CN233 which we are selling off at GB30 each. We can offer a quantity discount of up to 15%, but we are prepared to give 20% dis

51、count 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. Yours faithfully,報(bào)盤報(bào)盤，也叫報(bào)價(jià)，發(fā)盤，通常是收到對(duì)方的詢盤后提出的，但也可主動(dòng)向?qū)Ψ教岢觯鲃?dòng)報(bào)盤實(shí)際上是一種促銷行為。在法律上，報(bào)價(jià)不是發(fā)盤，報(bào)價(jià)只是對(duì)對(duì)方詢盤中所列貨品列出大致的估價(jià)，是一種不肯定的訂約建議；而發(fā)盤在法律上稱為要約，是指交易的一方向另一方提出某商品的各項(xiàng)交易條

52、件，并表示愿意按這些交易條件與對(duì)方達(dá)成交易，訂立合同的行為。在國(guó)際業(yè)務(wù)中，報(bào)盤分實(shí)盤（firm offer）和虛盤（non-firm offer）兩種。實(shí)盤實(shí)盤，實(shí)盤是發(fā)盤人按其提供的條件以達(dá)成交易目的的明確表示，具有法律效力。受盤人一旦在有效期限內(nèi)接受實(shí)盤中的條件和內(nèi)容，發(fā)盤人就無(wú)權(quán)拒絕售貨。Please note that we have quoted our most favorable price and are unable to entertain any counter offer.We offer firm subject to your acceptance reaching

53、 us by May 5th.示例Dear Mr. Black, We thank you for your email enquiry for both groundnuts and Walnutmeat CFR Copenhagen dated February, 21. In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB200

54、0 net per metric ton CFR Copenhagen. Shipment can be made within two months after receipt of your order. We have quoted our most favorable price and are unable to entertain any counter offer. Please note there has lately been a large demand for the above commodities and such a growing demand will li

55、kely result in increased prices. However you can secure these prices if you send us an immediate reply. Sincerely,虛盤報(bào)價(jià)方?jīng)]有明確承諾簽約的發(fā)盤為虛盤。虛盤較為靈活，無(wú)須詳細(xì)的內(nèi)容和具體的條件，也不注明有效期。它僅表示交易的意向，不具有法律效力。一般說(shuō)來(lái)，虛盤中常含有以下詞句，以示發(fā)盤者有所保留：This offer is subject to our final confirmation. Subject to prior sale.All quotations are sub

56、ject to our final confirmation unless otherwise stated.For your consideration.The prices quoted are subject to the goods being in stock on receipt of orders.示例Dear Mr. Jones: Thank you for your letter dated April 8 inquiring about our leather handbags. As requested, we take pleasure in offering you,

57、 subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg. Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor. We hope that you will take advantage of this opportunity and we lo

58、ok forward to your early reply. Sincerely,第五章 還盤學(xué)習(xí)目標(biāo)熟悉還盤和回復(fù)還盤信函的寫作步驟熟悉還盤和回復(fù)還盤信函的寫作原則掌握還盤和回復(fù)還盤信函的常用句式還盤概述一方報(bào)盤，對(duì)方若不同意其內(nèi)容，可以還盤。還盤是指對(duì)所收到的發(fā)盤條件表示不同意或不完全同意，但愿意就交易的達(dá)成做進(jìn)一步的洽商的回復(fù)，也稱還價(jià)。根據(jù)聯(lián)合國(guó)國(guó)際貨物銷售合同公約的規(guī)定，受盤人對(duì)貨物的價(jià)格、付款方式、質(zhì)量、數(shù)量、交貨時(shí)間與地點(diǎn)及一方當(dāng)事人對(duì)另一方當(dāng)事人的賠償責(zé)任范圍或解決爭(zhēng)端的辦法等條件提出添加或更改均屬于還盤。還盤信函結(jié)構(gòu)開頭感謝對(duì)方的報(bào)盤，表示愿意充分考慮對(duì)方的需求和意愿；正文

59、部分詳細(xì)解釋我方觀點(diǎn)，闡述不能完全按對(duì)方意愿做生意的理由，說(shuō)明我方產(chǎn)品的主要優(yōu)點(diǎn)，爭(zhēng)取對(duì)方下單；然后完整陳述我方的還盤內(nèi)容，包括可以接受的條款、價(jià)格等；結(jié)尾表示希望對(duì)方考慮自己的還盤，敦促對(duì)方盡早接受，強(qiáng)調(diào)希望繼續(xù)磋商的愿望。示例Dear Sirs, We are in receipt of your letter dated on July 12, offering us 100 cases of liquor at US $400 per case on the usual terms. In reply, we regret to inform you that we find your

60、 price too high. We find that we can obtain a price of US $370 per case from a local firm. We have been very pleased with your products; however, the difference in price is too big. If you can see your way clear to meet these figures, we would be pleased to place with you an order that will carry us