unit14商务信函的写作ppt外贸函电

1 / 23 unit14 商务信函的写作 ppt 外贸函电 全套商务信函练习 练习一 Dear Mr. Andy Burns, From the Internet we have learned that you are in the market for chinaware, which just falls within our business scope. We are now writing you in the hope of entering into business relations with you. As a leading trading company in Shanghai and backed by nearly 20 years of export experience, we have good connections with some reputable ceramics factories and sufficient supplies and on-time delivery are guaranteed. To give you a general idea of our products, we enclose a complete set of leaflets showing various products being handled by this corporation with detailed specifications and means of packing. Quotations and samples will be sent upon receipt of your specific enquiries. In particular, we could like to inform you that we have a new line that may be most suitable for 2 / 23 your requirements-DR series. They are all made of first-class porcelain, decorated with hand-painted patterns, and packed in eye-catching gift cases. Most of articles are available from stock. We are sure you will find a ready sale for our products in Canada as have other retailers throughout Europe and USA. Please let us know if we may be of further assistance, and we are looking forward to your specific inquiry. Yours faithfully, Desun Trading Co., Ltd. Minghua Zhao 练习二 Dear , Thank you for your letter of ,XX and your latest are much impressed by your DR series,especially DR2016,DR2202,DR2211,DR2300 and would be appreciated if you could quote us your best price on FOB Shanghai,CFR Toronto CIF Toronto all including 5% commission. Meanwhile we would like to have some samoles of 3 / 23 the above items for our customers to test before we could place a firm order. If teh lab tests go well,and your prices are competitive,we d cetainly be able to place a substantial order. We are looking forward to your early reply. Yours faithfully, NEO GENERAL TRADING CO., LTD. Andy Burns 练习三 Oct 16, XX Dear Mr. Andy Burns, Thank you for your inquiry of Oct 14, XX .In compliance with your request, We are airmailing you one catalogue and quotation sheet. In order to start a concrete transaction between us, we take pleasure in making you an offer, subject to DR series being unsold, as follows based on per 20 FCL. Packing: As to DR2016、 DR2300, one set to a case, two cases to a to DR2202、 DR2211、 DR2401, one set per carton. Payment: By sight L/C. 4 / 23 Shipment: within 2 months from receipt of the relevant L/C. Insurance: For 110% invoice value covering , Breakage & Clash Risk and War will keep this offer valid only for 7 days. In addition, we have airmailed to you the samples you requested. If you find the above acceptable, please fax us for confirmation. Yours faithfully, Desun Trading Co., Ltd. Minghua Zhao 练习四 Dear Mr. Zhao, Thank you for your letter of Oct 16, XX and your samples. For your information, our customers are quite satisfied with the test result of your samples but they are still holding back. After careful examining and comparison with similar products of other makes, we find your quotation is really much higher. Unless the prices could match with the market level, it is difficult to persuade customers to purchase from you. 5 / 23 So, we would counter offer as follows: Article No. DR2016 CIFC5 Toronto per set Article No. DR2202 CIFC5 Toronto per set Article No. DR2211 CIFC5 Toronto per set Article No. DR2401 CIFC5 Toronto per set Actually, competitive prices for a trial order can often lead to a high market share with enormous profits in future. We hope you will consider our counter-offer favorably and let us have your acceptance by telex. Yours faithfully, NEO GENERAL TRADING CO., LTD. Andy Burns 练习五 Dear Mr. Andy Burns, We are in receipt of your returning signed Sales Confirmation No. , we regret to inform you that we did not receive your L/C concerning the above contract till today. It is clearly stipulated in the said contract that the relevant L/C should reach us date Nov 25. Please be assured to open your L/C strictly in 6 / 23 accordance with our offered bank information, especially it should be “ Bank of China, Shanghai branch” not “ Bank of China” only. Please pay attention to it because last time another customer s L/C reached to Bank of China in Shenzhen. Owing to the punctual shipment, the early arrival of your L/C will be highly faithfully, Desun Trading Co., Ltd. Minghua Zhao 练习六 Dear Mr. Andy Burns, With reference to your L/C No. BWO5823684 issued on Nov 23, we regret to say that there are a few points are not in conformity with the terms stipulated in our sales contract. Therefore, please make the following amendment: 1. The name of commodity should be “ CANNED WHOLE MUSHROOMS” not “ CANNED SLICED MUSHROOMS” . 2. Delete the wording “ documents presented for negotiation should include cargo receipt issued by 7 / 23 buyers” . 3. The quantity of commodity should be 1320 cartons, not 1230 cartons. As the time of shipment is approaching, please make the amendment as soon as possible so that we can ship the goods in time. Yours faithfully, Desun Trading Co., Ltd. Minghua Zhao 全套商务信函练习 练习一 练习二 Dear Ms. Cathy Lee, We are glad to inform you that we are interested in your hand-made gloves. There is a steady demand here for gloves of high quality and, although sales are not particularly high, good prices can be obtained. Will you please send us a copy of your catalogue for gloves, with details of your prices and terms of payment? We should find it most helpful if you could also supply samples of which the gloves are made. We are looking forward to your early reply. 8 / 23 练习三 Oct 13,XX Dear Mr. Joe Brown, We have received your enquiry of Oct 11 and thank you for your interest in our products. A copy of our illustrated catalogue is being sent to you today, with samples you would like to quote as follows: Commodity: Hand-made Gloves Quantity: 5000 sets Price: CIF Toronto per set Shipment: Within 2 months from receipt of the relevant L/C Payment: By irrevocable Letter of Credit at sight Packing: 1200 sets to a carton Validity: 10 days We are looking forward to your initial order. Yours faithfully, Nanjing Dechuangweiye Import & Export Co., Ltd. Cathy Lee 练习四 Oct 13,XX 9 / 23 Dear Sirs, I am sorry to learn from your offer of Oct 13 that we find your prices too high. We appreciate the good quality of your products, but unfortunately your prices appear to be on the high side even for goods of this quality. To accept the prices you quote would leave us with only a small profit on our sales. We like the quality of your goods and also the way in which you have handle our enquiry and would welcome the opportunity to do business with you. May I suggest that you could offer us a special discount of 10%. We make this allowance because we would like to do business with you if possible. At least I hope this revised offer will now enable you to place an order. Sincerely yours, Carters Trading Company, LLC Joe Brown 练习五 Oct,20,XX Dear Mr. Lee, Thank you for your quotation of Oct 18, XX and 10 / 23 the samples of you sent us. We appreciate the good quality of these products together with reasonable prices and we are pleased that business can be consummated between us. After the ship within two days we would need to give us the shipping advice and tell us the gross number of packages, net weight, ship name, value, bills of lading number and date. Because customers need, please shipped as soon as possible. We enclose with this letter our Sales Confirmation in duplicate. Please countersign and return us one copy for records. If the co-operation is satisfactory, we shall be happy to place more substantial orders. Sincerely yours, Carters Trading Company, LLC Joe Brown 练习七 Dear Mr. Joe Brown, We have received your L/C On perusal, we have found some discrepancies which please amend as follow: 1. The L/C should be established according to UCP500. 11 / 23 2. The total value in words should be “ SAY U. S. DOLLARS THIRTY SIX THOUSAND FOUR HUNDRED AND EIGHTY ONLY” . 3. The port of destination should be “ MONTREAL” but not “ TORONTO” . As the date of delivery is drawing near, we will appreciate your early amendment. Thank you in advance for your cooperation. Yours faithfully, Cathy Lee Nanjing Dechuangweiye Import & Export Co., Ltd 目 录 1 案例内容介绍 . 1 卖方公司背景 . 1 买方公司背景 . 1 交易背景简12 / 23 介 . 2 2 交易流程模拟写作 . 3 建 立 业 务 关系 . 3 询盘 . 4 发盘 . 5 还盘 . 6 接受 . 7 保险 .13 / 23 . 8 付款 . 9 装运 . 10 索赔 . 11 续订购 . 12 参考 文献 . 13 芬兰诺基亚公司与中国京东商城公司 Windows Phone 交易流程函电模拟写作 1 案例内容介绍 卖方公司背景 Sellers background 诺基亚芬兰手机品牌，总部位于芬兰埃斯波，是一14 / 23 家主要从事生产移动通信产品的跨国公司。自 1996 年以来，诺基亚连续 14 年占据市场份额第一。 面对新操作系统的智能手机双面夹击，诺基亚全球手机销量第一的地位在 2016年第二季被苹果及三星双双超越。 2016 年 2 月 11 日下午，诺基亚正式宣布与微软达成全球战略合作伙伴关系，诺基亚与微软达成全球战略同盟并深度合作共同研发 Windows Phone，微软全新推出的 Windows Phone 系统将会成为诺基亚的主要手机操作系统，并专注与此系统。 2016年第四季度的 Windows Phone手机出货量在 250万台左右，这其中就包含了 120 万台左右的诺基亚手机，占据 48%了份额，可见诺基亚在 Windows Phone 平台中的霸主地位。 10 月 26 日，诺基亚世界大会上发布了与微软合作的首批 Windows Phone 手机，名为 Nokia Lumia，代表着诺基亚未来智能手机发展的方向。 买方公司背景 Buyers background 京东商城是中国 B2C 市场最大的 3C 网购专业平台 ,是中国电子商务领域最受消费者欢迎和最具影响力的电子商务网站之一。京东商城秉承“以人为本”的服务理念，全程为个人用户和企业用户提供人性化的“亲情 360”全方位服务，努力为用户创造亲切、轻松和愉悦的购物环境；不断丰富产品结构，以期最大化地满足消费者日趋多样的购物需15 / 23 求 ,并且赢得市场占有率多年稳居行业首位的骄人成绩。 京东商城自 XX 年初涉足电子商务领域以来，专注于该领域的长足发展，凭借在 3C 领域的深厚积淀，秉承“先人后企”的发展理念，奉行“合作、诚信、交友”的经营理念，先后组建了上海及广州全资子公司，富有战略远见地将华北、华东和华南三点连成一线，使全国大部分地区都覆盖在京东商城的物流配送网络之下；同时不断加强和充实公司的技术实力，改进并完善售后服务、 物流配送及市场推广等各方面的软、硬件设施和服务条件。根据战略规划，京东商城将组建以北京、上海、广州和成都为中心的四大物流平台，以期能为全国用户提供更加快捷的配送服务，进一步深化和拓展公司的业务空间。 未来，京东商城将坚持以“产品、价格、服务”为中心的发展战略，不断增强信息系统、产品操作和物流技术三大核心竞争力，始终以服务、创新和消费者价值最大化为发展目标，不仅将京东商城打造成国内最具价值的 B2C 电子商务网站，更要成为中国 3C 电子商务领域的翘楚，引领高品质时尚生活。 交易背景简介 Introduction of trading background 芬兰诺基亚公司从网上了解到中国京东商城公司对Windows Phone 的需求，恰好符合公司的业务，拥有中国京16 / 23 东商城公司所需的产品，所以向其发送信函，想建立其业务关系，中国京东商城公司收到信函后向芬兰诺基亚公司进行询价，进而开始了一系列的国际贸易流程，建立业务关系、询盘、发盘、还盘、接受、保险、付款、装运、索赔、续订购等。 2 交易流程模拟写作 建立业务关系 Establishing Business Relations 尊敬的王先生： 我们从京东商城了解到你们在手机方面有很大的需求。我们想借此机会介绍我们公司及产品，与你们建立合作关系。 我们是手机的出口商并且已经营多年，目前专营Windows Phone，你可以浏览我公司网站，那里有最新的产品信息。 请让我方得知贵公司是否对这项业务感兴趣。我们盼望早日收到你的答复。 真诚的 Jack Dear Mr. Wang, market for mobile phone. We would like to take this opportunity to introduce our company and products, and establish business relations with you. 17 / 23 We have been in this line of business for several years. At present, we are specialized in Windows Phone. You may visit our online company introduction at Please let us know whether you are interested in this business. We look forward to your early reply. Truly yours, Jack 询盘 Enquiries 尊敬的 Jack： 贵方 9 月 17 日来函已收悉，得知你方是 Windows Phone 的出口商并希望与 我方建立业务关系。 我们浏览了你们公司的网站，我们对 Windows Phone Lumia920 很感兴趣。请附寄贵公司 Windows Phone Lumia920详细说明书和报价单。如果你公司商品质量上乘并且价格公道，我们将会考虑下订单。如果你公司能寄一些样品，我们不胜感激。 期待你的答复。 真诚的 王 Dear Mr. Jack, We take pleasure to acknowledge receipt of your 18 / 23 letter of September 17th, from which we learn that you are the exporter of Windows Phone and you are willing to establish business relations with us. We visit your online company introduction and are interested in Windows Phone Lumia920. Please send us your company s Windows Phone Lumia920 detailed specification and quotation sheet. We shall be able to give you considerable orders, if the quality of your products is fine and the prices are moderate. We would be obliged if you will send us some samples. Waiting for your order. Truly yours, Wang 电子商务写作教程 尊敬的客户： 您好！ 作为一家外贸出口企业，您必须经常跟您的国外客商打交道。因而，各种商务信函的写作成了您工作中的一个重要部分。您是否有这样的感受，花费了大量的时间和精力，对自己所写的信件是否专业、是否符合通常的规范却没有十足的把握。为了帮您解决这个问题， Alibaba 推出了这本“电子商务写作教程”手册。在本 手册里，我们将为您介绍商务19 / 23 信函写作的基本知识和技巧，相信对您的工作具有很高的参考价值。 前言 Dear Alibaba Member, In America, we often say that You only have one chance to make a first impression. In import-export, the same is true. A China Supplier only has one chance to make a positive first impression on overseas buyers. Because first impressions matter, we have developed this Business Communication Pack to help you make a positive first impression and make more deals online. We hope this resource pack will help you find better partners and make more deals online. It contains guidelines for writing professional English language business letters and emails. And weve also included several templates that you can modify for your own companys needs. I have personally reviewed each of the templates in this packet to insure they follow international standards. This is Version and we will continue to 20 / 23 improve this based on your suggestions. Please dont hesitate to contact us. Good luck and happy trading! Sincerely, Porte r Erisman Vice-President, Buyer Services 商务信函的重要性 也许你会问“商务信函真的这么重要吗”？ 是的，答案是肯定的。 当买家和供应商从互相并不了解的基础上开始进行业务联系时，买家通常是怎样来评估跟他联系的供应商的呢？ 参考全