外贸函电范文.doc

外贸函电范文本文档由实惠网外贸论坛（ ）提供，欢迎加入本论坛一起学习外贸只是，分享外贸经验。免费外贸新人培训QQ群：70984717 免费外贸平台实惠网英文国际站 精品模版免费使用，海量客户信息，轻松注册获得美金。建立贸易关系的常用书信LettersforEstablishingBusinessRelations 1.ImporterWritestoExporterDearSirs,WehaveobtainedyouraddressfromtheCommercialCounsellorofyourEmbassyinLondonandarenowwritingyoufortheestablishmentofbusinessrelations.Weareverywellconnectedwithallthemajordealershereoflightindustrialproducts,andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.Astoourstanding,wearepermittedtomentiontheBankofEngland,London,asareference.Pleaseletushaveallnecessaryinformationregardingyourproductsforexport.Yoursfaithfully,Nmercialadj.商业的，商务的commercialcounsellor商务参赞commercialcounsellorsoffice商务参赞处commercialattache商务专员commercialarticles商品，（报上）商业新闻commercen.商业commercedepartment商业部门2.embassyn.大使馆theAmericanEmbassyinBeijing美国驻北京大使馆ambassadorn.大使，使节3.dealern.商人retaildealer(or:retailer)零售商wholesaledealer(or:wholesaler)批发商dealn.b.贸易，成交，经营make(or:do)adealwith.与.做交易dealoncredit信用交易，赊帐买卖4.connectedwith.与.有联系；与.有关系5.lightindustrialproduct轻工业产品6.competitiveadj.有竞争力的competitiveprice竞争价格competitivecapacity竞争能力competitivepower竞争能力competitiveedge竞争优势eg.Ifyourpriceiscompetitive,wewillplaceanorderwithyou.如果你方价格有竞争力的话，我们将向你方发出订单。Yourproductshasnocompetitivecapacityinourmarket.你方产品在我市场上没有竞争力。competev.竞争with(or:against)sb.insth.在.方面与某人竞争eg.Weshouldcompetewithotherenterprisesinthequalityoftheproducts.我们必须在产品的质量方面与其它企业竞争。with(or:against)sb.forsth.为.事情与某人竞争eg.Wemustcompeteagainstothercountriesintradeforobtaininglargerinternationalmarket.为了获取更大的国际市场我们必须与其他国家在贸易方面进行竞争。competitionn.竞争eg.Toenableustomeetcompetition,youmustquotethelowestpossibleprice.为了使我们能适应竞争，你方必须报尽可能低的价格。competitorn.竞争者，竞争对手eg.Wetrustthatthesuperiorquality,attractivedesignandreasonablepriceofourproductswillsurelyenableustodefeatthecompetitors.我们相信我方产品的优良质量、诱人设计、合理价格定能使我方击败竞争对手。7.standing资信情况，信誉，固定的，永久的standingcost长期成本，固定成本standingorders长期订单standingdirector常务董事有关“资信情况”的表达方法还有：creditstanding信誉情况financialstanding财金情况finances财源，资金情况（常用复数）8.WearepermittedtomentiontheBankofEngland,London,asareference.我们已征得伦敦的英国银行同意，把它们作为我们的咨询银行。9.regardingprep.关于，与withregardto,inregardto,asregards同义，一般可以换用。eg.Regardingthetermsofpayment,werequireconfirmedandirrevocableletterofcredit.关于支付条件，我们要求保兑的、不可撤消的信用证。2.SelfIntroductionbyExporter出口商的自我介绍 DearSirs,Wewritetointroduceourselvesasoneofthelargestexporters,fromChina,ofawiderangeofMachineryandEquipments.Weencloseacopyofourlatestcatalogcoveringthedetailsofalltheitemsavailableatpresent,andhopesomeoftheseitemswillbeofinterestofyou.Itwillbeagreatpleasuretoreceiveyourinquiriesforanyoftheitemsagainstwhichwewillsendyouourlowestquotations.Should,bychance,yourcorporationnotdealwiththeimportofthegoodsmentionedabove,wewouldbemostgratefulifthislettercouldbeforwardedtothecorrectimportcorporation.Wearelookingforwardtoyourfavourableandpromptreply.Yoursfaithfully,Notes1.awiderangeof.大范围的.，各类的.2.enclosev.封入eg.Weencloseacopyofourpricelist.随函附上我方价目表一份。过去分词enclosed可作名词用，前面加定冠词。eg.Webelieveyouwillfindtheenclosedinteresting.我们相信你们对所附之件会感兴趣。enclosuren.附件（缩写：Encl.Enc.)3.cataloguen.目录（也可写作catalog）】latestcatalogue最新目录catalogueforthestandardizedparts标准化零件目录catalogueofmaterial材料目录4.availableadj.可利用的，可得到的，可供应的（做定语时前置后置均可，后置较为常用。）commoditiesavailableforexport供出口的商品notavailable缺货Wewillshipbythefirststeameravailable(or:thefirstavailablesteamer)nextmonth.货物将由下月第一条便船装运。Thisistheonlystockavailable(or:theonlyavailablestock).这是唯一可供之货。Wearesendingyouundercoveracatalogcoveringthegoodsavailableatpresent.随函附上一份我方目前可供之货的目录单。5.inquiryn.询价，询盘（美国人常用，英国人有时使用enquiry）6.quotationn.报价，行情quotationtable(list)价目表exchangeratequotation外汇行情discountquotation贴现行情marketquotation市场行情quotev.t.开价quoteaprice报价quotefavourableterms报优惠价7.dealwith经营，处理Ourcompanydealswiththeimportandexportofchemicalproducts.我们公司经营化工产品的进出口业务。表示“经营（某种或某类商品）”的说法很多，常见的有：handle,dealin,tradein,beintheline等。上面的例句可改写为：Ourcompanyhandles(or:dealsin,tradesin,isinthelineof)theimportandexportofchemicalproducts.8.forwardv.t.转交，传递YourletterofNovember8addressedtoourHeadOfficehasbeenforwarded(or:transmitted,referred,passedon,handedover)tousforattentionandreply.你方11月8日致我总公司的函已转给我们办复。9.careof=c/o由.转交，信封上常用。如：Mr.DavidSmithc/oworldTradingCo.由世界贸易公司转交史密斯*大卫先生。10.favourableadj.有利的，赞成的，有帮助的表示赞同某事或表示对某人、某事有利，后接介词to:Wearefavourabletoyourtermsandconditionsofthistransaction.我们同意你方这个交易的条件。Themarkethassochangedastobefavourabletothesellers.市场变为对买方有利。如果表示对某种行为有利一般接介词for：Thetimeisnotfavourableforthedisposalofthegoods.现在不是卖货的有利时机。favourablereply合意的回答，类似goodnews,相当于中文的“佳音”、“好消息”。favourableprice优惠价格3.ExporterWritestoImporter出口商给进口商的信(1)DearSirs, YourfirmhasbeenrecommendedtousbyJohnMorris&Co.,withwhomwehavedonebusinessformanyyears.WespecializeintheexportationofChineseChemicalsandPharmaceuticals,whichhaveenjoyedgreatpopularityinworldmarket.Weencloseacopyofourcatalogueforyourreferenceandhopethatyouwouldcontactusifanyitemisinterestingtoyou.Wehopeyouwillgiveusanearlyreply.Yoursfaithfully,Notes1.specializein专门（从事），专门（经营）WespecializeintheimportanexportofArtsandCrafts.我们专门经营工艺品的进出口。2.chemicalsn.常用复数，化工产品、化学制品(=chemicalproducts)3.pharmaceuticaln.药品，药剂，成药4.enjoygreatpopularity享有盛誉类似的表达方法有：Thegoodsaremostpopularwithourcustomers.Thegoodshavecommandedagoodmarket.Thegoodsaresellingfast(orenjoyfastsales).Thegoodsareuniversallyacknowledged.Thegoodsareunanimouslyacclaimedbyourcustomers.“畅销品”有如下表达法：readyseller;quickseller;quick-sellingproduct.JudgingfromourexperienceinmarketingourgardentoolsinAustralia,weareratherconfidentthattheywillsoonbecomequick-sellingproductsinyourmarket.根据我们在澳大利亚销售园林工具的经验，我们相信这些产品将很快在你方市场上成为畅销品。5.contactv.t.与.联系；与.接触Forfurtherdetails,pleasecontactourlocaloffice.详情请向我们当地的分支机构探询。contactn.联系；交往Wehavebeenincontactwiththatfirmfornearlytwoyears.我们与那家公司有近两年的交往。(2)DearSirs, ThroughthecourtesyofMessrs.Freemen&Co.,Ltd.,Lagos,Nigeria,wecometoknowyournameandaddress.AlsoweareinformedthatyouareaprospectivebuyerofChineseCottonPieceGoods.Asthisitemfallswithinthescopeofourbusinessactivities,weshallbepleasedtoenterintobusinessrelationswithyou.Weencloseabrochureandapricelisttoacquaintyouwithourcommoditiesnowavailableforexport.Quotationsandsampleswillbeairmailedtoyouuponreceiptofyourspecificinquiry.Yourfavourablereplywillbehighlyappreciated.Yoursfaithfully,Notes1.Throughthecourtesyof.,wecometoknowyournameandaddress.承蒙.使我们得知你公司的名称和地址。类似的表达方式还有：Weoweyournameandaddressto.Weareindebtedto.foryournameandaddress.2.fallwithinthescopeofourbusinessactivities属于我们的经营范围类似的表达方法有bewithin(liewithin,comeunder)thescopeofourtradeactivities;bewithin(liewithin,fallwithin)ourbusinessscope(sphere)等。3.brochuren.小册子（法语），相当于英语pamphlet4.acquaintv.t.使认识，使了解acquaintsb.with(或of;that)Inordertoacquaintyouwithourproducts,weairmailedyoutwosamplesthismorning.为使你方了解我方产品，我们今晨寄去两个样品。5.appreciatev.感谢，感激（可接动名词，不可接不定式）；理解，体会Wehighlyappreciateyourkindcooperation.我们十分感激你方的合作。Weshallappreciateyourgivingthismatteryourseriousconsideration.请你方对此事认真考虑为感。Weshallappreciateitifyouwillsendusabrochureandsamplebookbyairimmediately.如能立即航寄一份说明书和一份样本，不胜感激。Wehopeyouwillappreciateourposition.希望你们能理解我们的处境。其他用法还有：Itwillbegreatlyappreciatedifyouwillsendusyoursamplesimmediately.如能立即寄来你方样品，我们将不胜感激。Yourpromptreplywillbegreatlyappreciated.如能尽快回复将不胜感激。4.SelfIntroductionbyManufacturer生产厂家的自我介绍 DearSirs,Wehavelearned,fromtheChinaDaily,thatyouarealeadingimporterofhouseholdelectricappliances,andatpresentyouareinthemarketforElectricFans.We,therefore,takepleasureininformingyouthatweareanenterprisemanufacturingvatiouselectricfansandhaverecentlyproducedanewmodelofgentlebreezeelectricfanentitledChangFengwhosequalityaswellasfunctionshasbeenprovedbyascrupuloustest,andthedesignsandcolourshavebeenclearlyexplainedinourillustratedcatalogenclosed.Consideringtheimprovementsitoffers,webelieveyouwillfindourChangFengaverygoodsellerinyourmarket.IfyouhaveinterestindealingwithusinChangFengorothertypesofthegoodsshowninourcatalog,pleaseinformusofyourrequirementstogetherwithyourbankersnameandaddress.Forourcreditstanding,pleaserefertothefollowingbank:TheBankofChina,XianBranch(address).Yourimmediatereplywouldbehighlyappreciated.Yoursfaithfully,Notes1.leadingimproter主要进口商leadingmarket主要市场leadingstock主要股份2.beinthemarketfor想要购买OneofourcustomersisinthemarketforChineseBlackTea.我方一位客户想要购买中国红茶。3.scrupuloustest严格检验4.illustratedcatalog附有插图的目录5.refertosb.forsth.向某人打听（查询）某事PleaserefertotheBankofChina,XianBranchforourcreditstanding.请向中国银行西安分行查询我方资信情况。上述句子也可以写成：Forourcreditstanding,pleaserefertotheBankofChina,XianBranch.关于我方的资信情况，请向中国银行西安分行查询。referto提到，谈判，谈及，涉及WerefertoyourtelexofMay15.兹谈及你方5月15日电传。5.ManufacturerWritestoImporter厂家给进口商的信 DearSirs,WeoweyournameandaddresstotheChamberofCommerce,Tokyo,whoinformedusthatyouareinthemarketforPersonalComputers.Weareoneofthelargestcomputermanufacturersinourcountryandhavehandledwithvariouskindsoftheproductsforabout10years.Weapproachyoutodayinthehopeofestablishingbusinessrelationswithyouandexpect,byourjointeffects,toenlargeourbusinessscope.Inordertoacquaintyouwithourbusinesslines,weencloseacopyofourillustratedcataloguecoveringthemainitemssuppliableatpresent.Ifyouareinterestedinanyoftheitems,pleasetellusbyfax.Wellgiveyouourlowestquotationsandtryourbesttocomplywithyourrequirment.Ourcustomersarealwayssatisfiedwithourproductsandtheserviceaftersale.Andwebelievethatyouwillbesotoo,afterwedobusinesstogether.OurbankersaretheBankofTokyo,Japan.Theycanprovideyouinformationaboutourbusinessandfinances.Wearelookingforwardtoyourearlyreply.Yoursfaithfully,Notes1.thechamberofcommerce商会Inalmosteverytownorcityofthewesterncountries,thereisachamberofcommerce.Itisanorganizationofbusinessmen.Oneofitstasksistogebusinessinformationandtofindnewbusinessopportunitiesforitsmembers.2.manufacturern.制造商，厂商manufacturev.n.制造（品），制造业manufacturedarticle人工制品manufacturedgoods制成品manufacturedproducts工业产品ofChinese(home,foreign)manufacture中国（本国，外国）制造的Chinesemanufactures=Chinesemakes中国制品silkmanufactures丝制品thetextilemanufacture纺织业manufactoryn.制造厂，工厂ahardwaremanufactory五金工厂3.approachv.t.与.接洽（和contact同义，但被动语态用approach较多）Pleaseapproach(contact)themagain.请再与他们联系。Wehavebeenapproachedbyseveralbuyersforthesupplyofwalnuts.已有好几家买主向我们联系核桃的供应。4.jointeffect共同努力5.coveringthemainitemssuppliableatpresent包括我方目前能够供货的主要项目。6.complywith依照，符合Wehopeyouwillbeabletocomplywithourrequest.希望你方能按我方要求办理。incompliancewith依从.；按照.Pleasemakeusafirmofferincompliancewithourrequest.请按我们要求发实盘。7.serviceafterselling售后服务8.ourbankersare.我方银行是.TheLettersofEnquiriesandReplies询价和回复的信函例文 1.GeneralEnquiryandReply一般询价和回复(Enquiry)Gentlemen:WelearnfromABC&Co.Ltd,NewYorkthatyouarealeadingexporterinyourcountry.Weare,atpresent,verymuchinterestedinimportingyourgoodsandwouldappreciateyoursendinguscatalogues,samplebooksorevensamplesifpossible.PleasegiveusdetailedinformationofCIFGuangzhouprices,discounts,andtermsofpayment.Wehopethiswillbeagoodstartforalongandprofitablebussinessrelations.Trulyyours,(Reply)Gentlemen:WewelcomeyouforyourenquiryofMarch21andthankyouforyourinterestinourexportcommodities.Weareenclosingsomecopiesofourillustratedcataloguesandapricelistgivingthedetailsyouaskfor.Alsounderseparatecover,wearesendingyousomesampleswhichwillshowyouclearlythequalityandcraftsmanship.Wetrustthatwhenyouseethemyouwillagreethatourproductsappealtothemostselectivebuyer.Weallowaproperdiscountaccordingtothequantityordered.AstothetermsofpaymentweusuallyrequireL/Cpayablebysightdraft.Thankyouagainforyourinterestinourproducts.Wearelookingforwardtoyourorderandyoumaybeassuredthatitwillreceiveourpromptandcarefulattention.Trulyyours,Notes1.CIF价格术语“Cost,InsuranceandFreight”，成本、保险加运费的缩写。通常称作“到岸价”。2.discountn.折扣，折价，贴现allow(or:give,make,grant).%discountoff(on)thepricesofgoods按货价给予.的折扣Ifyouorderfor5,000sets,wewouldgrantyou10%discount.如果你方能定购5000台，我们将给予10的折扣。Wegive10%discountforcashpayment.现金付款，我们予以九折优待。atadiscount低于正常价格；打折扣；（货物无销路）Thegoodsaresellingatadiscount.该货正以低价销售。3.termsofpayment支付条件，也可以说fitableadj.有益的，有利的，可获利的profitablefieldsofinvestment有利的投资场所profitn.（常用复数）利润netprofits净利润，纯利润totalprofits总利润profitratio(rate)利润率grossprofits总利润，毛利sellsthataprofit出售某物而获利5.craftsmanshipn.（工匠的）技术，技艺6.appeal(to)vi.有吸引力，有感染力appealtothemostselectivebuyer吸引最挑剔的买主7.L/Cpayablebysightdraft即期信用证，也可以说L/Cavailablebysightdraft8.assurev.向.保证，使确信，主要用于以下四种结构：(1)assuresb.ofsth.Weassureyouofthereliabilityoftheinformation.我们可以向你方保证这信息的可靠性。(2)assuresb.thatWeassureyouthatweshalldoourbesttoexpediteshipment.请确信我们将迅速装运。(3)be(or:rest)assuredofsth(rest是系动词)Please(or:Youmay)be(or:rest)assuredofourcontinuedcooperation.请确信我方仍将继续合作。(4)be(or:rest)assuredthatYoumay(Please)be(rest)assuredthatwewillcontactyouassoonasourfreshsupplycomesin.请确信一俟我方新供货到来，我方即与你方联系。2.SpecificEnquiryandReply具体询价和回复 (1)EnquiryforChineseCottonPieceGoods对中国棉织品的询价DearSirs,WearegladtonotefromyourletterofMarch9that,asexportersofChineseCottonPieceGoods,youaredesirousofenteringintodirectbusinessrelationswithus.Thishappenstocoincidewithourdesire.Atpresent,weareinterestedinPrintedShirtingandshallbepleasedtoreceivefromyoubyairmailcatalogues,samplesandallnecessaryinformationregardingthesegoodssoastoacquaintuswiththequalityandworkmanshipofyoursupplies.Meanwhilepleasequoteusyourlowestprice,C.I.F.Vancouver,inclusiveofour5%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.Wetrustyouwillgiveusanearlyreply.Yoursfaithfully,Notes1.bedesirousof渴望，想要Wearedesirousofenteringinto(toenterinto)directbusinessrelationswithyou.我们热切盼望与你方建立直接的贸易关系。desiren.v.期望，渴望，要求，请求（比wish强烈）Whatdoyoudesiretobuyatpresent?你方目前想要买些什么？Itisdesiredthatthecataloguesshallbeairmailedtouswithinoneweek.深盼在一周内给我们航邮目录本。2.coincidev.（意见等）一致；（时间上）相同Wearegladthatourideascoincide.很高兴我们双方意见一致。Yourenquirycoincidedwithouroffer.你方询盘正好与我方报盘同时发出。3.regardingprep.关于，与withregardto,inregardto,asregards同义，一般可以换用。Wehavealreadywrittentoyouregardingthismatter.关于此事我们已给你方写过信。Regardingthebalance,wewilladviseyouofthepositioninafewdays.关于剩余数量的情况，将于日内告知。4.quotev.报价作“报价”解，这个动词的基本结构是：quotesb.apriceforsth.Pleasequoteusyourlowestpriceforwalnots.请向我方报核桃最低价。有时可用：quotesb.forsth.Pleasequoteusforwalnuts.请向我方报核桃价。也可用：quotesb.apricePleasequoteusyourlowestprice.请报你方最低价。5.inclusiveofour5%commission包括我方5%佣金Thisoffer(or:price)isinclusiveofyour2%commission.=Thisoffer(or:price)includesyour2%commission.此报盘（或：价格）包括你方2的佣金。本课原句Pleasequoteusyourlowestprice,C.I.F.Vancouver,inclusiveofour5%commission.=Pleasequoteusyourlowestprice,C.I.F.Vancouver,includingour5%commission.请报你方CIF温哥华最低价，包括我方5佣金。(2)EnquiryforDyeingMachines对印染机的询价 Gentlemen:WelearnfromyourletterofJuly2thatyouaremanufacturingandexportingavarietyoftextilemachines.Asthereisademandhereforhigh-qualitydyeingmachines,wewillappreciateyoursendingusacopyofyourillustratedcatalogue,withdetailsofyourpricesandtermsofpayment.Kindestr