POCIB贸易函电范本.doc

贸易函电是贸易实务中最为重要的环节之一，POCIB对函电的要求也较高，并且在评分中非常重要，会有老师定期人工批改大家的函电，请大家注意以下几点： 1、选择正确的“业务种类”，明示标题。2、选择合适的贸易函电格式书写函电，如齐头式、缩进式、混合式等。 3、全部使用英文撰写，要求语言简洁、流畅，无语法和拼写错误。切忌在函电中使用中文。 4、尽量使用自己组织的语言书写函电，不允许直接使用百科中范例中的语句。 5、磋商内容清晰完整，包含必要的磋商要素如：品名、规格或质量要求、数量、包装、价格、付款方式、运输方式、装运时间、装运港、目的港、保险条款等。（具体可参考发盘。） 6、磋商过程中有多次议价过程或英文函电写作文采较好都能够得到相应加分。一、建立贸易关系（ Set new business relationship ）建立贸易关系,可以通过多种途径,比如通过驻外机构、国外商会、同业商行、银行、出国访问、商品交易会、报纸广告、市场调查等等。建立贸易关系的信函,要写得诚恳、热情、礼貌、得体,并将写信人的意图清楚地叙述完整,给对方留下深刻地印象,使其愿意与你交往。 范例一:20 July 2011PIVOT TRADING COMPANY M.605,HEWLETT CENTRE,54 HOI YUEN RD.KWUN TONG,KLNDear Sir: We understand from your information posted on www.P that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our website ,which includes our latest product line. Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Yours faithfullyAaronPNG LAND HOLDING 7TH FLOOR,FLAT C,HIGHLAND MANSION,CAUSEWAY BAY 范例二:15 May 2011SHAWSPENCER INTERNATIONAL PLCVALE HOUSE, 34-38 VALE ROAD,BUSHEY HERTFORDSHIREDear Sir: Inquiries regarding our new product, the FANCY SOAP, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market that it is the best FANCY SOAP. Enclosed is our brochure. Looking forward to receiving your enquires soon. Yours faithfully BartHANS & TONY COMPANY LTD. FLAT D,12TH FLOOR,YEUNG YIU CHUNG (NO.8) IND.BLDG.,NO.20 WANG HOI ROAD,KOWLOON BAY,KOWLOON 范例三:25 June 2011Nippon Life Room 201, No. 34, Lane 125, XiKang Road. Dear Sirs： We have your name and address from the www.P that you are in the market for textiles. We take this opportunity to write to you with a view to set up friend business relations with you. We are a state-owned company dealing specially with the export of tablecloth. We are in a position to accept orders according to the customers spmples.In the customers spmples,request about the assorted pattern, specification and package of the needed goods can be indicated particularly. In order to give you a gengral idea of various kinds of the table-cloth we are handling, we are airmailing you under separate cover our latest catalogue for your reference. Please let us know immediately if you are interested in our products. We will send you our price list and sample to you as soon as we receive your specific inquiry. Looking forward to your early reply. Yours faithfullyKis MEMPHIS FOR IMPORT & EXPORT127, MASR & ALSOUDAN AT.,TOWER (C) 4TH FLOOR CAIRO 范例四:15 May 2011GOODSTONE CENTURY INC.64-03,UTOPIA PKWY,FRESH MEADOWS,NY 11365Dear Sirs： We have obtained your address from the www.P that you are in the market for textiles,and are now writing you for the establishment of business relations. We are very well connected with all the major dealers here of Shoes Products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices. As to our standing, we are permitted to mention the Bank of France, Paris, as a reference. Please let us have all necessary information regarding your products for export. Yours faithfully AemWINCDITY (AUSTRALIA) CO PTY LTD2 GREEN GUDLY CLOSE,KEILOR DOWNS,VIC 范例五:5 JUNE 2011ORDTRON CANADA INC 26 FORBES CRES MDRKHAM, ON.Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. Yours faithfully jillWINNANG SKY(ASIA) LIMITEDUNIT 908, 9F,NEW EAST OCEAN CENTER,9 SCIENCE MUSEUM ROADTSIMSHATSUI EAST HANGKANG 返回页首 二、询盘 ( Inquiry )又称询价，是交易的一方向对方探询交易条件，表示交易愿望的一种行为。询盘多由买方作出，也可由卖方作出，内容可详可略，可以是只询问价格，也可以是询问其他一项或几项交易条件，主要是商品的价格、包装、交货期、付款方式等，以致要求对方向自己作出发盘。 询盘的内容询盘应简洁、清楚、礼貌。 询盘对交易双方无约束力。 范例一:20 March 2011NEXTWEAR,INC.Room 403, No.37,A streetTianjin, ChinaDear Sir or Madam: Messrs Johns and Smith of New York inform us that are exports of all cotton bed-sheets and pillowcases. We would like you to send us details of various ranges, including sizes, colors and prices, and also samples of the different qualities of material used. We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned. When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. Price quoted should include insurance and freight to London. Yours faithfullyCarlCoapaq CampanyFloor 4, 6 South Zunyi Rd., Hongqiao Friendship Shopping Mall.范例二:21 June 2011 NAssau MAtAr Co., LtdNo. 272, BayA RoadNEW YORK, USADear Sir: Seeing your ad in“POCIB” we become interested in your WOMENS PYJAMAS. Please quote us for the supply of the items listed on the enclosed query form and give your prices C.I.F. Shanghai. It would be appreciated if you include your earliest delivery date, terms of payment, and discounts for regular purchases. Yours faithfullyTony Smith Groupe AuchanRoom 1403, No. 45, reer Residential Quarter, Begde District,U.S.A 范例三:1 January 2011 Novartis Co., LtdP.O.BOX 21A,STRATHFIELD SOUTH NSW 2136 SYDNEY Dear Sir: In your letter of December 31, 2010, we got your enclosed price list and catalogue; we found that one of your goods is to our satisfaction, so we are now post its picture back to you. Would you please inform us in detail its price, terms of payment and terms of shipment? We hope you would quote us the most reasonable price. As we have a large population here, if the goods are sold well, we are sure to place regular orders with you. Yours faithfullyDavidViacom Co., LtdRoom 2203, No. 7 xader District. 范例四:20 March 2011Gentle Credit Investment Co., Ltd91A MANDOON RD.,GIRRAWEEN 2145 NSW Dear Sir: We are interested in buying large quantities of HAND SAW in all sizes. We would be obliged if you would give us a quotation per kilogram CFR Liverpool, England. It would also be appreciated if you could forward samples and your price-list to us. We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products. We look forward to hearing from you by return E-mail. Yours faithfullyEvanAbey Co., Ltd#324 KING ST.NEWTOWN 范例五:20 March 2011ITOCHU AUSTRALIA LTD. SYDNEY OFFICE LEVEL 29 GROSVENOR PLACE 225 GEORGE STREET SYDNEY, N.S.W. Dear Zhang Min: We learn from our trading partner John & Son Corporation that you are a leading importer and exporter of Arts & Crafts in your country. We take this opportunity to approach you in the hope of establishing business relations with you and making an enquiry. We are an importer and exporter of Arts & Crafts in Australia with more than 30 years of trading experience in this circle. At present, we are very interested in your embroidered table cloth and should appreciate your sending us the latest illustrated catalogues and price lists. If your prices are competitive, we will place bulk orders with you. We look forward to receiving your early reply. Yours sincerely,Kenneth KingSANTONA IMPORT & EXPORT LTD.RM.1213,12/F.,HOUSTON CENTRE,63 MODY ROAD,TSIMSHATSUI EAST,KOWLOON范例六:Dear Sirs: 20 May 2011Gentle Credit Investment Co., LtdRoom 403, No. 37, Sutang Residential Quarter, BaiShan DistrictTianjin, ChinaWe thank you for your letter of May 3 and shall be glad to enter into business relations with you. We have seen your brochure and are interested in Green Tea Extract and Porcelain Tea Set No.TSM001. We shall be pleased if you will kindly send us samples and all the necessary information regarding these two products. Meanwhile, please quote us the lowest price, CIF Liverpool, stating the earliest date of shipment and the minimum quantity. Should your price be competitive and date of shipment acceptable, we intend to place a large order with you. Your early reply will be highly appreciated. Yours faithfullyGavinJ. MORIYAMA HAIR DESIGN58 UPPER MONTAGU STREET, LONDON返回页首 三、发盘 ( Offer )发盘函是指卖方在销售某种商品时,向买方报价、介绍商品情况。提出具体的交易条件(包括商品名称和规格、数量、价格、付款条件、交货日期、运输方式和时间、保险、商检证书的需求等等)时所写的一种外贸信函。 发盘有实盘和虚盘之分。实盘是报盘人在规定的期限内对所提条件的肯定表示,报盘人在有限期内不得随意改变和撤回报盘内容,发盘一经买方接受,买卖立即敲定,双方就有了法律约束力的合同关系。虚盘是报盘人所作的非承诺性表示,附有保留条件,如“以我方最后确认为准(subject to our final confirmation）”等。 发盘要包含所有的具体交易内容，尤其是实盘要全面准确。发盘的具体内容包括：1.价格条款， 包含币别、金额、计量单位、贸易术语等4个要素。例如：Unit Price :USD 59 PER PC CIF NEYAGO 2.品名，包含商品编号和名称。注：在POCIB中一笔合同只能包含至多3个商品，而且要是同一类别的。例如：Product: No.25003 24K Gold Decoration 3.规格或质量要求，有两种表示方法：一是文字说明；二是以样品实物表示。例如：Description:24K Pure gold, Scape: 24.5CM, Flowers in diameter: 6.5CM, Leaves: 6CM, Gold Weight: 1g, Packaging: 1pc/box, 10boxes/cartonQuality: As per samples No.2662 submitted by seller on March 10, 2011.4.数量：欲交易的或是最终合同的交易货物数量。例如：QUANTITY:100 PCS 5.包装：根据货物的特点明确包装方式。例如：Packing:1pc/box, 10boxes/carton 6.付款方式：根据交易国家和自身的情况选择适合的付款方式。例如：Payment: T/T AT SIGHT 7.运输方式：选择适合商品的运输方式。例如：Means of transport: BY AIR 8.有效期：明确该发盘的有效时间或在将来的某个时间点前截止。例如：This quotation is valid for 3 days. 9.装运时间：确切告知对方货物出运时间。例如：Shipment: Within 2 weeks of receiving L/C 10.装运港：出口国所在国家港口。例如：Port of Shipment: Nagoya 11.目的港：进口商所在国港口。例如：Port of Destination:NEWYORK 12.保险条款：在CIF/CIP情况下出口商需代理进口商保险，如若进口商在磋商中并没有提及保险条款，出口商只要投保最低险别；如若进口商有明确提出多投险种，则出口商可投保，多出的费用由进口商承担。例如：Insurance: To be effected by the seller for 110% invoice value against W.P.A. & War Risk. 13.唛头：内容繁简不一，由买卖双方根据商品特点和具体要求商定，包括-（1）收货人或买方名称字首（2）参照号码；（3）目的港（地）名称；（4）件数、批号，其作用在于使货物在装卸、运输、保管过程中容易被有关人员识别，以防错发错运。例如：SHIPPING MARK: 24K Gold DecorationU.S.AC/NO. 1-10MADE IN JAPAN14.商检证书的要求：进口商根据货物的特点要求出口商提供的商检证书，在POCIB中有“商检证书-品质证书”、“商检证书-健康证书”、“商检证书-植物检疫证书”和“商检证书-数量/重量证书”四种。例如：Documents Required:Certificate of Quality in 3 originals and 3 copies. 返回页首 范例一:21 March 2011Gentle Credit Investment Co., Ltd36 DELIVERANDE ST.,OFF EL OROUBA ST., NEWYORK Dear Sir, Thank you for your inquiry of March 20, 2011. We are glad to receiving it and to learn of the inquiries you have had for our CANNED SWEET CORN. Our CANNED SWEET CORN is particularly suitable for everyone and during the past year we have supplied this range to dealers in several tropical countries. From many of them we have already had repeat orders, in some cases more than one. For the quantities you mention we are pleased to quote as follows: Product No: 01005Product:CANNED SWEET CORN Description:3060Gx6TINS/CTN Unit Price :USD 5 PER CARTON CIF NEWYORKQUANTITY:10000 CARTON SAMOUNT:USD50000 Quality: As per samples No.MBS/006 and CBS/002 submitted by seller on March 12, 2011.Payment: By 30 days L/CPacking: 1 CARTON/ CARTON Means of transport: BY SEASHIPPING MARK: CANNED SWEET CORN U.S.A C/NO. 1-1000MADE IN CHINA Shipment: Within 1 weeks of receiving L/CPort of Shipment:SHANGHAI Port of Destination:NEWYORK Insurance: To be effected by the seller for 110% invoice value against W.P.A. & War Risk. Documents Required:Certificate of Quality,Certificate of Quantity/Weight,Health Certificate and Certificate of phytosanitary all in 3 originals and 3 copiesThis quotation is valid for 3 days. We feel you may be interested in some of our other products and enclose descriptive booklets for use with your customer. We are looking forward to receiving your order. Yours trulyEltonMAP ADVERTISING LTD. Room 403, No. 37, Sutang Residential Quarter, BaiShan District shanghai, ChinaFM: 44-79-34895676TO: 86-21-64568932范例二:29 March 2011MUTIK INC.3170 POLARIS AVE.UNIT 43,LAS VEGAS NEVADA 89102Dear Mr. JIM: We thank you for your email enquiry for both groundnuts and Walnut meat CIF 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 RMB2000 net per metric ton CIF Copenhagen and any other European Main Ports. Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft. Please note that we have quoted our most favorable price and are unable to entertain any counter offer. As you are aware that there has lately been a large demand for the above commodities. Such growing demand will likely result in increased prices. However you can secure these prices if you send us an immediate reply. SincerelyCuritis BOMBONIERES FROM THE HEART P.O.BOX 21A,STRATHFIELD SOUTH NSW 2136 SYDNEY 范例三:25 March 2011Gentle Credit Investment Co., LtdLEVEL 4,6-8 UNDERWOOD STREET,SYDNEY,NSW 2000Dear Mr. Boris: We thank you for your letter dated April 8 inquiring about our leather handbags. As requested, we take pleasure in offering you, 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 upon signing Sales Contract. We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference. We hope some of them meet your taste and needs. If we can be of any further help, please feel free to let us know. Customers inquiries are always met with our careful attention. Sincerely,DrewSUNSHINE (FAR EAST) LIMITED(1107 PENINSULA CENTRE 67 MODY ROAD EAST TST. KOWLOON 范例四:25 March 2011ALCHIN LONG HARDWARE LTD.A720 NEW WORLD APARTMENTS 24,SALISBURY RD.,NEWYORK Dear Sir or Madam, Thank you for your E-mail expressing your interest in our products. With more than 4 years experience of dealing with products of this kind, we have obtained a leading position in the trade and our sales volume has been increasing steadily each year. Therefore, we are confident that our cooperation will bring considerable profits to you. As requested, we quote you our price as follows: Product No:25003 Product: 24K Gold DecorationDescription: 24K Pure gold, Scape: 24.5CM, Flowers in diameter: 6.5CM, Leaves: 6CM, Gold Weight: 1g, Packaging: 1pc/box, 10boxes/cartonUnit Price :USD 59 PER PC CIF NEYAGOQUANTITY:100 PCS AMOUNT:USD5900 Quality: As per samples No.2662 submitted by seller on March 10, 2011.Payment: TT AT SIGHTPacking: 10 PCS/ CARTONMeans of transport: BY AIRSHIPPING MARK: 24K Gold DecorationU.S.AC/NO. 1-10MADE IN JAPANShipment: Within THREE DAYSPort of Shipment: Nagoya Port of Destination:NEWYORK Insurance: To be effected by the seller for 110% invoice value against W.P.A. & War Risk. Documents Required:Certificate of Quality in 3 originals and 3 copiesThis quotation is valid for 3 days.In addition, we have airmailed to you our latest catalogue. If any of the items arise your interest, please let us know. Your early reply is awaited. Yours faithfully,Yaqing Industrial Products Imp. & Exp. CorporationUNIT 1,5/F.,WAH YIU IND.CENTRE,30-32 AU PUI WAN ST.,JAPAN. 返回页首 四、还盘 （ Counter offer ）买方收到卖方的报盘后,如果不接受或者不能完全接受其交易条件,可以针对价格、支付方式。装运期等主要条件进行修改和提出不同的建议。这种修改称为还盘。 还盘实际上是受盘人以发盘人的地位发出的一个新盘，原发盘人成为新盘的受盘人。还盘又是受盘人对发盘的拒绝，发盘因对方还盘而失效，原发盘人不再受其约束。还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复。 范例一:12 June 2011UNIVERSAL TRUMPS (H.K.) CO.,LTD.RM.708-709,7/F,INTERNATIONAL TRADE CENTRE,11-19,SHA TSUI ROAD,TSUEN WAN,N.T.Dear Sir or Madam: We acknowledge receipt of both your offer of May 6 and the samples of Mens Shirts, and thank you for these. While appreciating the good quality of your shirts, we find your price is rather too high for the market we wish to supply. We have also to point out that the Mens Shirts are available in our market from several European manufacturers; all of them are at prices from 10% to 15% below the price you quoted. Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%. As our order would be worth around US$50,000, you may think it worthwhile to make a concession. We are looking forward to your reply, Sincerely,FelixJ. MORIYAMA HAIR DESIGN58 UPPER MONTAGU STREET, LONDON 范例二:25 June 2011COSMOPACK 33 EL OBOUR BLD.NASR CITY-CAIRO Dear Sir or Madam: We confirm having received your telex No.LT/531 of May 17, asking us to make a 10% reduction in our price for Mens Shirts. Much to our regret, we are unable to comply with your request because we have given you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products. We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention. Sincerely,GeneNEW WORLD TRADING CO.PTY.LTD. 61-563,SOMERVILLE ROAD,WEST SUNSHINE,VIC. 范例三:5 May 2011CENTRECORE INTERNATIONAL LTD.84 Kaiping RoadLos Angeles,USADear S