2020年对外贸易函电简要

（国际贸易）2020年对外贸易函电简要（国际贸易）2020年对外贸易函电简要对外贸易函电简要一、商务信函的基础知识（一）商务信函的特点和原则Features&Principles商务信函是商务活动中企业和企业之间沟通信息的重要工具，它不仅具有一般信函的特点，“五C原则（FivePrinciplesCorrectClear（清ConciseCompleteCourteous1、Correct（正确）举例说明常见的不规范错误：Dearsirs,正确：DearSirs,错误：No.213,MaylandRoad,London,U.K.正确：213MaylandRoad,London,U.K错误：Thisgoodsishigh.正确：Thisarticle(item)ishighinprice.错误：Wearesatisfiedwiththequalityofthegoodsyoushippedtous.正确：Wearesatisfiedwiththequalityofyourshipment.错误：Weshalldeductthisamountfromyouracount.\正确：Weshalldebityouraccountwiththisamount.2、Clear（清楚）后果。在实务工作中，由于函电导致的纠纷屡见不鲜。常见例子如下：歧义：Wehaveacceptedyourproposalinyourlastletter.清楚：WehaveacceptedyourproposalinyourletterdatedMay3rd.歧义：Wearegaldtotellyouthatwehaveshippedyourorder.清楚：WearegladtotellyouthatwehaveshippedthegoodsasperyourorderNo.231.歧义：Thecreditwillremainvaliduntiltheendofthismonth.清楚：ThecredirwillremainvaliduntilMay31st,2008.3、Concise（简洁）会造成误会，使对方不能明白你的本意。4、Complete（完整）明之后，和此相关的问题最好也能做出相应说明，减少双方来回确认的次数，提高效率。原句：Yourorderfor500m/tsSodaAshhasbeenshippedonboardthevessels.s.”Victoria”onJuly5th.修改：Yourorderfor500m/tsSodaAshhasbeenshippedonboardthevessels.s.“Victoria”onJuly5thunderB/Lno.xxxxxxxxxx.ThesaidvesselistoleavefordestinationonJuly8thandwillarriveonJuly25th.5、Courteous（礼貌）我们来比较一下下面几组句子在语气上的不同：不礼貌：Youarerequestedtoshipourorderwithoutanydelay.礼貌：Yourpromptshipmentofourorderwillbehighlyappreciated.不礼貌：Weinsistonyourimmediatepayment.礼貌：Wearecountingonreceivingyourremittancesoon.除了上面介绍的几个原则之外，撰写商务信函是仍有一些小问题需要加以注意：1、尽量多使用第二人称，就是所谓的”YouAttitude”。第二人称会让对方感觉你时时把对方放在第一位，对于增进双方的关系大有帮助。使用第一人称：Wehavedispatchedyourorderyesterday.使用第二人称：Yourorderhasbeendispatchedyesterday.使用第一人称：Wearelookingforwardtoyourearlyreply.使用第二人称：Yourpromptanswerwillbeappreciated.2、尽量使用积极的口气，能让人产生信心，化解不满意的事情，淡化一些不愉快的问题。消极：WearesorrytoinformyouthatwecannotshipyourorderbecausewehavenotreceivedyourL/C.积极：WeshallbegladtoshipyourorderuponreceiptofyourL/C.消极：Wearesorrythatwehavedelayedtheshipmentofyourorder.积极：Wesincerelyhopethatthisdelayhavenotinconveniencedyoutoomuch.(二)格式和结构1、一般商务信函的基本格式实务中常用的信函格式主要采用俩种，一种叫做平头式(FULLBLOCKFORM)，另一种叫缩行式(INDENTEDFORM)。（1）平头式（FULLBLOCKFORM）用在英国以及英联邦国家，可是当下也越来越多地被使用。（2）缩行式(INDENTEDFORM)落款写在正文的右下方等等。可是需要注意的是，地址部分一般仍是采取平头式书写。举例如下：ThePurchasingManagerABCcompany222HightowerBoulevard,PrinceTownU.S.A.June28,2008Tianjin,ChinaDearSirs,SUBJECT:SupplyofVariousChemicalsWewouldliketointroduceourcorporationasthelargesttradingcompanyinthefieldofchemicalsthroughoutChina.WecometoknowthatyouarenowpurchasingXXXXfromChina.Wetakethelibertytoseewhetherthereissomebusinesspossibilitybetweenus.Pleaseletushaveyourspecificinquirysothatwecouldgiveyouourquotation.Yourpromptandfavorablereplywillbehighlyappreciated.Verytrulyyours,(Signature)2、常用函电的格式（传真和E-MAIL）式进行传递，实务中函电也就自然带有上述俩种方式的特点，传统的函电格式被简化。此外，E-Mail目前被更加广泛的应用，具有快速、简单、节省费用等一系列优点，我们要注意的是，在使用E-Mail的时候，一定要写明事件标题，这对我们每天大量处理来往邮件的过程中能够清晰明了，在查询的时候也会简单的多。3、商务函电的结构(LayoutofBusinessLetters)一下：（1）信头LetterHead信头指信纸的顶端上部印有公司名称、地址、电话、传真、E-mail等内容的地方。SINOCHEMTIANJINCORPORATION58NANJINGROAD,TIANJIN300042,P.R.CHINATEL:+86-22-23146216FAX:+86-22-23146215E-MAIL:chemicals@(2)日期Date一般日期表在函电的右上方。格式分为俩种，一种是英国式，比如25thOctober,2007；另一种是美国式，比如October25,2007。写信是能够考虑不同的收信人分别使用。(3)参考号ReferenceNo.我们能够见到，一般国外来函中大都列明一个参考号，以备查。我们当下很少列明参考号，单号、合同号、发票号等等作为参考号，既实用又方便。（4）封内地址InsideAddress等信息组成，格式上一般采取平头式。（5）称呼SolutionMr.SmithMr.Lee写给一个公司的不确定人或机构，一般使用DearSirs、DearGentlemen等。（6）主题SUBJECT要使用主题，避免引起误会。（7）正文Bodyoftheletter正文是函电的最重要部分，一定要遵循上面说过的5C原则。（8）结尾问候语ComplimentaryClose上午函电的结尾问候语分为很多种，大致列举如下。Verytrulyyours,Yoursverytruly,Yoursfaithfully,Faithfullyyours,Yourssincerely,Respectfullyyours,Verytrulyyours,VeryCordiallyyours等都是一些比较正规的说法；Sincerelyyours,Cordially,Yourstruly以及Yours都是一些在比较熟悉的人之间使用的说法，一把用在非正式场合。（9）签名Signature名人的名字。二、建立业务关系况下，进出口双方能够通过以下渠道来取得相互之间的了解：1、银行（BANK）2、商会（CHAMBEROFCOMMERCE）3、商务参赞处（COMMERCIALCOUNSELOR’SOFFICE）4、交易会和展览会（EXPORTCOMMODITIESFAIRS&EXHIBITIONS）5、广告（ADVERTISEMENT）6、商业目录（TRADEDIRECTORY）7、其他下内容：1、告知对方我们是如何知道对方相关信息的2、表示出我方和对方建立业务关系的强烈愿望3、介绍本公司性质、基本业务和运营范围等4、说明希望推销或者购买的商品5、必要时可向对方提供资信证明人6、附公司简介、商品目录、价目表等等写作技巧（WRITINGSKILLS）建立业务联系的函电有以下的写作步骤和表达方式：写作步骤表达方式1、说明信息来源Yourcompanyhasbeenkindlyintroducedtousby……..Welearnthrough/from….that…..Ontherecommendationof…….2、对自己公司简单介Wewishtointroduceourselvestoyouasa……..绍Ourlinesasmainly…….…….fallwithinourbusinessacivities/scope3、表达写信目的Wearewillingtoenterintobusinessrelationswithyou.Weexpressourdesireto…..Wearenowwritingyoufor……Wearearedesirousof…..4、表达和对方合作及Welookforwardtoreceiving…..尽早收到回复的愿望Hopetoreceive…..Yourearlyreplyisappreciated.Weareanticipatingyouranswer.回复建立业务关系的信函：写作步骤表达方式1、感谢对方的兴趣Thankyoufor…..Tahnkyouforyourinterestin….Wehavereceived…..YourletterofJune8hasbeenreceivedwiththanks.2、表示和对方建立业Yourwishofestablishingbusinessrelationscoincides务关系的兴趣withours.Thisisalsoourdesire.Weshallbeverygladtoenterintobusinessrelationswithyou.3、表示采取进一步的Wearesendingyouourcatalogueandpricelist…行动Weshallbegladtohaveyourspecificinquiry.函电样本：DearMr.Johnson,Wehaveobtainedyourname&addressfromInternetandarenowwritingtoyoufortheestablishmentofbusinessrelationsWeareverywellconnectedwithallthemajormanufacturershereofchemicalmaterials,andfeelsurewecanbecapablesupplierifwegetyourinquiries.Pleaseletushaveallnecessaryinformationassoonaspossible.Yoursfaithfully,关键词汇：benefitdealencloseinformline实用例句：1、Wetakethelibertytointroduceourselvesasexportersofsilkpiecegoods,whichwehavebeenexportingtoEuropeandJapan.2、Wearespecializedintheabovebusinessandrecallthatmanyyearsago,considerablebusinesswasdonewithyourcountryonsuchitems.3、Weshallbegratefulifyouwillletusknowwhetheryouareinterestedintheaboveitems.4、Togiveyouageneralideaofourproducts,weencloseaco,pletesetofleafletsshowingvariousproductsbeinghandledbyourcorporationwithdetailedspecificationsandmeansofpacking.5、Youwillbeinterestedtoknowthatforover50yearswehavebeenengagedinmanufanturingelectronicmachineryofallspecificationsandexportingthemtousersallovertheworld,enjoyingagoodreputation.6、ThankyouforyourfaxnessagedatedJuly25,inwhichyouexpressedyourwillingnesstoenterintobusinessrelationswithus.7、WearewritingtoyouatthesuggestionofourCommercialCounselor’sOfficeoftheEmbassyinyourcountry.8、Weavailoueselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationswithyou.9、Wearewillingtoenterintobusinessrelationswithyourfirmonthebasisofequality,mutualbenefitandexchangingwhatonehasforwhatoneneeds.三、询盘及回复Enquiries&RepliesBusinessNegotiation、“发盘询盘（Enquiry）又称询价，是指买方或卖方想对方询问以价格为中心的各种相关的交易条件，包括一般询价（GeneralEnquiry）和具体询价(SpecificEnquiry)。所帮助。写作技巧（WritingSkills）询盘的函电有以下的写作步骤和表达方式：写作步骤表达方式1、说明信息来源YournamehasbeengiventousbytheChamberofCommerce……YourfirmhasbeenrecommendedtousbyABCCorp.withwhomwehavedonebusinessformanyyears.Mr.JohnsonofABCCorp.hasgivenusyournameassoleagentfor….2、说明拟采购商品Weareconsideringthepurchaseof…..Weareinterestedinimportingsnookertablesbutweneedtohavefurtherdetailsofthecostbeforemakingafinaldecision.Weareregularbuyersofmen’sknitwear.3、请求对方寄送目Willyoupleasesendusyourillustrated/latestcatalogue录货样品andprice-list?Wewouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.Kindlyletushaveadescriptionof……4、强调对方报价应Ifyourquotationisreallycompetitive……合理和具有竞争力Providedpricesareright.Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.5、询问对方所能给Wewouldliketoknowifyouallowdiscount.接受的支付条件和期望的交货时间等PleaseletushaveyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyoursoonestdeliverydate.Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.6、表示订购货物的WillyoupleaseletusknowbyApril4sothatwecanplace可能性ourorderpromptly?Pleaseletusknowbyreturnwhetheryouwouldbeinterestedinsuchanorder.回复询盘的函电有以下的写作步骤和表达方式：写作步骤表达方式1、感谢对方的询价Manythanksforyourenquiryof….Thankyouforyourenquiryandforyourinterestinourproducts.Wethankyouforyourenquiryof…….2、表示很高兴附寄….Wearepleasedtoenclose…..给对方Wehavepleasureinenclosing…..Wearesendingyouourlatestprice-listandcatalogue.3、说明能提供商品的Weareconfidentyouwillfindourproductsthefineston详细信息及优点themarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.4、表明报价的合理性Thisisthemostfavorableofferwecanmakeandyouwill且说明报价期限agreethatnoneofourcompetitorscanequaltheseterms.PriceisvaliduntilDec.31.Subjecttobeingunsold.5、阐明所能接受的付Ourtermsofpaymentarecashondelivery.款条件和可能的交货Weshouldrequirepaymentbyirrevocableletterof期credit.Wecanusuallydeliverwithinthreeweeksofreceivinganorder.6、希望客户对报价满Wehopeyouwillfindourquotationsatisfactoryandlook意且能尽快收到订单forwardtoreceivingyourorder.等Welookforwardtodoingbusinesswithyou.函电样本：询价DearSirs,WehavebeeninformedbytheBnakofUSCommerce，NewYork,thatyouareoneoftheleadingexportersoftextilesinChina,andthatyouwishtoexportpuresilkgarmentstoourmarket.Youwillbepleasedtonotethatourcorporationisoneoftheleadingimportersoftextileproducts,havingover30years’historyandhighreputation.Weshallbegladtogiveyouconsiderableorders,ifthequalityofyourproductsisfineandthepricesaremoderate.Wewouldbeobligedifyouwillsendussomesampleswiththebesttermsatyourearliestconvenience.Yoursfaithfully,回信DearSirs,WetakepleasuretoacknoledgereceiptofyourletterofJanuary20,fromwhichwelearnthatyouareinterestedinbringingsilkgarmentstotheNewYorkmarket.Weareenclosingouequotationsheetcoveringdifferentsizesandcolorsofourpuresilkgarmentsthatcanbesuppliedfromstock.Wearealsoairmailingyoutwodozensamplegarmentsindifferentsizesandcolors.Deliverywillbewithin30daysafteryourplacinganordertous.PaymentofthepurchaseistobeeffectedbyairrevocableL/Catsightinourfavor.Thisofferissubjucttoyourimmediatereplywhixhshouldreachusnotlaterthantheendofnextmonth.Thepricewillprobablybechangedoncethisparticularofferhaslapsed.Yoursfaithfully,关键词汇：competecreditregularcompare实用例句：1、WehaveanimporterenquiryforWoolenBlanketsandwouldliketoobtainacatalogue,price-listtogetherwiththesamplesassoonaspossible.2、Youradintoday’sChinaDailyinterestsusandwewillbegladtoreceivesampleswithyourlowestprices.3、WeshouldbemuchobligedifyoucouldquoteusthebestCIFC5%Shanghaiandindicatetherespectivequantitiesandvarioussizesthatyoucouldsupplyforpromptshipment.4、Thisisreallythemostfavorableofferwecanmake,andwearesurethatyouwillbepleasedtoacceptouroffer.5、Pleaseletusknowonwhattermsyoucansupplytheabovegoods.6、Thepriceofrawmaterialhasgoneupsteadilyinrecentthreemonth,butwehavenotraisedourquotation.Asitisthecase,wedonotmakeanydiscount.7、Ifyouareinapositiontomeetourdemang,weahllplacealargesumorderfromyou.8、Thoughthequalityofyourproductissatisfactorytous,yourquotationisnotquiteinlinewiththepresentmarket.9、Wehavemuchpleasureinenclosingaquotationsheetforourproductsandtrustthattheirhighqualitywillinduceyoutoplaceatrialorder.四、仍盘和接受Counter-offerandAcceptance在接到发盘时，受盘人必须对报盘内容进行认真研究。如果觉得价格或其他条件不能接受，交易磋商的过程就是不断的发盘和仍盘，最终双方达成一致。仍盘函电应注意以下几点：1、对发盘表示感谢2、对由于某种原因无法接受发盘表示歉意3、对发盘的内容也就是己方所希望达到的交易条件提出建议4、希望对方能够接受己方提出的建议称为承诺。有效接受具备一下条件：1、接受只能有受盘人作出2、接受必须是无条件的，完全同意发盘中提出的各项交易条件3、接受的方式必须符合发盘的要求4、接受必须在发盘规定的有效期内作出仍盘函电的写作技巧WritingSkills写作步骤表达方式1、对发盘人报价表示Thankyouforyourpromptanddetailedquotation.感谢ThankyouforthesampleyousentinresponsetoourenquiryofJune8.2、表示无法接受发盘Wearesorrytoinformyouthatwecannottakeyouupon且说明原因theofferasthepriceyouareaskingisabovethemarketlevelhereforthequalityinquestion.Weshouldliketopointoutthatyourchoiceincolorandpatternisverylimitedandtheshadesthatarenowfashionablearemissing.3、对所希望的交易条Maywesuggestthatyoucouldperhapsmakesomeallowance件提出建议onyourquotedpricesthatwouldhelptointroduceyourgoodsonthismarket.Weregeretthatyourtermsareunsatisfactoryandunlessyoucanamendthosetermsweshallhavetoplaceorderelsewhere.4、希望对方能接受仍Itishopedthatyouwouldseriouslytakeitinto盘的建议considerationandletushaveyourreplyverysoon.Wehopeyouwillconsiderourcounter-offermostfavorable,andfaxusacceptanceatyourearlyconvenience.函电样本：OFFERDearSirs,WeacknoledgewiththanksthereceiptofyourinquiryofJune5,andarepleasedtomakeyouanofferregardingSODAASH99%Min.atUSD400permetrictonCIFKarachiwithpaymentbyT/TinadvanceorL/Catsight.TheaboveofferisvalidtillJune30,2008.Wecouldeffectshipmentwithin20daysuponreceiptofyourpaymentororiginalL/C.Lookforwardtoreceivingyourconfirmationbyreturnfax/e-mail.Trulyyours,COUNTER-OFFERDearSirs,Wearegaldtohavereceivedyoure-maildatedJune8offeringSODAASHatUSD400/MTCIFKarachi.Inreply,weregrettoinformyouthatyourpriceistoohigh.Someothersuppliersareoffering5%lowerthanyours.Anyway,inaviewtodoingbusinesswithyourcorporation,wewouldliketohaveapriceatUSD385/MTCIFKarachiwithquantityof1000MTS.Itishopedthatyouwouldseriouslytakeitintoconsiderationandletuahaveyourearliestreply.Sincerelyyours,ACCEPTANCEDearSirs,WehavereceivedyourmessagedatedJune11.Itisregretfulforustoseethatyoucutdowntherpicetoosharp.Butregardingourlongtermofbusinessrelationship,wedecidetoacceptyourpriceideaonconditionthatorderquantityis1000MTSatminimumandpaymentbyT/Tinadvance.Sincerelyyours,关键词汇：acceptcontributeexecuteorderstock实用例句1、Youhavenodoubtobservedanupwardtendencyofbeingmaintainedinthepriceofourproducts.Besides,youarealsoawarethattherehasbeenlatelyagreatdemandforthiscommodityintheworldmarket.Ourofferiscompetitive,ascomparedwithothers.Ifyouareabletoacceptthisoffer,pleaseletusknowyouracceptanceimmediately.2、Ifasubstantialreductioncanbeexpected,wecouldreconsideryourrevisedquotation.3、Thisisafirmoffer,subjecttothereceiptofreplybyusbeforeApril5th.4、Wearesurprisedtoseeasteepriseintherpiceofferedbuyou,butthepriceofrawmaterialhasbeenweaksincethebeginningofthisseason.Wearesorrytosaythatasyourpriceistoohigh,wewillhavetomakeourpurchaseelsewhere.5、Weregrettosaythatthereisnopossibilityofourcuttingtherpicetotheextentyouindicated,i.e.15%.五、订单及其履行OrdersandTheirFulfillment正式编号的订货单，可是有一些公司，尤其是小公司，采用函电方式订货。订单必须准确、清楚、且经过书面形式加以确认，一般来说，订单应包括以下内容：1、品名和品质2、价格和数量3、包装和标识4、装运地点、日期、运输方式及代理等等5、付款条件6、单据7、替代品写作技巧WritingSkills订单函电的写作步骤和表达方式写作步骤表达方式1、表明向对方订购货WeareinreceiptofyourfaxofOctober4thandare物pleasedtoplaceanorderwithyouforthefollowinggoods.EnclosedpleasefindourOrderNo.B6578for……2、确认双方达成的交Wewouldliketoconfirmthatpaymentistobemadebu易条件irrevocableletterofcredit.Wewouldliketothankyouforthe30%discountyouallowedus.3、表达进一步合作的Wewillsubmitfurtherorders,ifthisoneiscompleted冤枉tooursatisfaction.接受订单函电的写作步骤和表达方式写作步骤表达方式1、对收到订单表示高Wearepleasedtoconfirmyourorderwhichwehave兴，且同意订单条件acceptedontheterms.WeareinreceiptofyourfavorofMay10th,withyourorderforfivepringtingmachines,whichweherewithacknowledgewiththanks.WeacknowledgereceiptofyourOrderNo.6578,andthankyouforyourtrust.2、保证对订单迅速、Weappreciatethebusinessyouhavebeenabletogiveus认真的处理andassureyouthatyourorderwillenjoyourmostcarefulattention.WearepleasedtosaythatwehavealreadymadeupyourorderNo.9901,andyoumayexpectdeliverywithinthenextthreedays.3、提醒对方注意其他BesisesSODAASH,wesupplyawiderangeofother可能感兴趣的商品chemicalsandencloseacopyofourcurrentpricelistforyourreference.4、希望今后收到更多Weappreciateyourcooperationandlookforwardto订单receivingyourfurtherorders.拒绝订单函电的写作步骤和表达方式写作步骤表达方式1、对未能满足对方要Wearesorrythatthemodelrequiredisnolonger求表示歉意manufactured.Wearesorrythatwemustturndownyourorderaswehavefullorderbooksatpresentandcannotgiveadefinitedatefordelivery.2、如有替代产品，介Wearesorrythatyourorderofmodel678isoutstock绍给对方now.Pleaseselectasuitablesubsitutefromtheenclosedcatalogue.3、希望下一次有机会Weregretthat,owingtoashartageofstocks,weare合作unabletofillyourorder.Wewill,however,contactyoubyfax/e-mailoncesupplyingimproves.函电样本接受订单DearSirs,Re:YourorderNo.456ThankyouforyourorderNo.456for1000metrictonsofSodaAshandwearehappythatyoubecomeoneofourcustomers.Weherebyconfirmyourorderdetailsasfollows:Commodity:SodaAsh99%Quantity:1000metrictonsPrice:USD385perMetricTonCIFKarachi,PakistanPayment:T/TinadavncePacking:in25kgsnetbagsandinbulkDelivery:within30daysuponreceiptofpaymentThankyouforyouraboveorderandhopethatthiswillleadtoalong-termcooperationbetweenus.Yoursfaithfully,拒绝订单DearSirs,WewereverygladtoreceiveyourorderNo.890forCitricAcidbut,sinceyouaskedfordeliverybeforeChristmasafirmcondition,deeplyregretthatwecannotsupplyyou.Themanufacturersarefindingitimpossibletomeetsurrentdemandforthisitem.Weourselvesplacedanorderof500M/Tsonemonthago,butwereinformedthatallordersarebeingmetinstrictrotationandthatourowncouldnotbedealtwithbeforethebeginningofJanuary.Wegatherfromourtelephoneconversationthismorningthatyourcustomerscouldnotwaittillthen.Sowehopethatyouwillbeabletoobtainyourneedsfromothersource.Sorryagainfornotgivingyougoodnewsthistime.SincerelyYours,关键词汇：confirmfavormarketregister实用例句：1、Inconsiderationofthisbeingyourinitialorder,wehavedecidedtograntyou3%specialdiscounttostrengthenyourpositionincompetionwithothersuppliers.2、WehavereceivedyourfaxdatedMay8thalongwithyourproformainvoiceNo.215/7749intriplicateandtakepleasureinplacinganorderwithyouforthesaiditems.3、WearepleasedtoinformyouthatyourorderNo.456hasbeenacceptedbyourmanufacturer.4、WeherebyconformacceptanceofyourorderandaresendingyouoursalescontractNo.xxxxxxbyseparateairmailintwoorigianls,oneofwhichpleasesignandreturntousforourfile.5、Inviewofourheavybookings,wearenotinapositiontocommitourselvestoneworders.6、Thankyouagainforyourtrialorder,wesincerelyhopeitwillleadtofurtherbusiness.7、Ifthefirstorderissatisfactorilyexcecuted,weshallplacefurtherandlargerorderswithyouinthefuture.8、Weareworkingonyourorderandwillkeepyouinformedincourseoftheprogress.9、Wehopethisorderwillmeetyourimmediateacceptanceandcarefulexecutionasusual.六、付款Payment对外贸易实务中，主要采用的付款方式包括信用证(LetterofCredit)、汇付(Remittance)和托收(Collection)。具体分类请参见下表：付款方式详细分类信用证(L/C)种类很多，不一一列举，常用的是跟单信用证（DocumentaryL/C）汇付(Remittance)电汇(TelegraohicTransferorT/T)---最常用的方式信汇（MailTransferorM/T）票汇(DemandDraftorD/D)托收(Collection)付款交单(DocumentsAgainstPaymentorD/P)承兑交单(DocumentsAgainstAcceptanceorD/A)写作技巧：写作步骤表达方式1、提醒对方货物备妥或交Inregardto1000m/tsofSodaAshundertheSales货临近，相关付款方式对ConfirmationNo.456,wewouldliketodrawyour方尚未有动作attentiontothefactthatthedateofdeliveryisapproaching,butuptonowwehavenotreceivedyourrelativeletterofcredit.AswehasbookedthevesselforyourorderNo.786onnextFriday,pleaseeffectT/TpaymenttoourbankaccountandletushavetheT/Tcertificateasssonaspossible.Wewouldliketohaveyourbankingdetailssothatwecouldpresentourshippingdocumentsrightaftershipment.2、向对方说明及时开证Wewishtoremindyouthatitwasagreedwhenplacing（付款）的重要性theorder,thatyouwouldissuetherequiredL/CuponreceiptofourConfirmation.Accordingtothetermsinourcontract,youshouldeffectT/Tpayment30daysbeforeshipmenttoavoidanypossibledelay.3、敦促对方尽快开证（付Asthegoodshavebeenreadyforshipmentforquite款）sometime,itishopedthatyouwouldtakeimmediateaction,particularlysincewecannotthinkofanyvalidreasonforfurtherdelayingtheopeningofthecredit.Asthedeadlineforpaymentiscoming,pleaseconsultyourbankforthefinalpaymentofourorderNo.786，i.e.D/A60days.4、希望对方给予合作Yourpromptattentiontothematterwillbemuchappreciated.WeareconfidentthatyouwillgiveuscooperationbyextendinglatestdateofshipmenttoJune10andexpirydatetoJune31asstipulatedintheL/C.函电样本：DearSirs,WithreferencetothegoodsunderSalesContractNo.66890,wewishtodrawyourkindattentiontothefactthatthedateofdeliveryisapproaching,butwehavenotyetreceivedthecoveringL/Ctodate.PleasedoyourutmosttoexpeditetheL/C,sothatwecouldexecutetheordersmoothly.Inordertoavoidsubsequentamendment,pleaseseetoitthattheL/CstipulationsareinexactaccordancewiththetermsintheContract.Hopetohearfavourablyfromyousoon.Yourstruly,DearSirs,Re:LetterofCreditNo.Ak2764WehavereceivedyourLetterofCreditNo.AK2764fortheamountofUSD385000.00tocoveryourOrderNo.456for1000M/TsofSodaAsh.Thesaidcreditcallsforshipmentonorbeforethe31stofJuly.AstheearlieststeamersailingforyourportistheS.S.PeacescheduledtoleaveXingangonoraboutthe3rdofAugust,itis,therefore,impossibleforustoeffectshipmentatthetineyounamed.Thisbeingthecase,wehavetoaskyoutobesokindastoextendthedtaeofshipmenttill15thofAugustandtheexpirydateaccordingly.Thankyouforyourcooperationandwaitforyouramendmentcopybyreturnfax.Yoursfaithfully,关键词汇：accountamountcoverissuevaluedueobligeoutstanding实用例句：1、WehaveopenedanL/CinyourfavoragainstcontractNo.GF809availablebydocumentarydraftatsixtydays’sight.2、AccordingtothestipulationofS/CNo.2033,youshouldestablishthecoveringL/CbeforeApril20.3、WithregardtoL/CNo.xxx,pleaseinstructyourbanktoextendthedatesofshipmentandvaliditytoMay10andMay31respectively.4、YourL/CNo598stipulatesforaCertificatepfOrigintobexisaedbyyourconsul.Weregretbeingunabletoacceptthisclause.5、PleaseamendL/CNo.789allowingpartialshipment,sothatwemayeffectshipmentwithoutdelay.6、WehavesurrenderedtotheBankofChina,Tianjin,thefullsetofshippingdocumentsaccordingtothetermsofyourL/CNo.999.7、WearepreparedtoacceptpaymentforyourtrialorderonD/Pbasisi.8、WeregretthatweareunabletoconsideryourrequestforpaymentunderD/Aterms.9、Consideringthelongbusinessrelationshipbetweenus,weagreetochangethetermsodpaymenttoD/PorD/A.10、Enclosedwehandyouastatementofaccounttodate,showingabalanceofUSD20,000inourfavor,whichwetrustwillbefoundinorder.七、包装、保险及装运Packing,Insurance&Shipment电中再次对合同或订单内容进行一下确认。写作步骤表达方式1、告知对方写信的目的WethankyouforyourE-Mailof……Wepleasedtoinformyouthat….2、说明包装方式等内容Wewritetoyouinregardtothepackingof….,andwewouldlikeyoutohavethegoodspackedin……..WeshallpackSodaAshin25kgnetbagsinsteadofin50kgsnetbagsas………3、说明保险内容Pleaseseetoitthattheinsuranceiscoveredfor110%oftheinvoicevalueagainstallrisks&warrisks.4、装运方面的内容Asweareinurgentneedofthegoods,wefinditnecessarytostresstheimportanceofmakingpunctualshipmentwithinthevalidityoftheL/C.WefellapologeticthatwereallyhavenowaytomakeshipmentonJuly10,becauseofthebadweather.Wearepleasedtonotifyyouthatthecargohasbeenshippedby……5、结束语Wedoappreciatethebusinessyouhavebeenabletogiveusandassureyouthatallyourfutureorderswillcontinuetoreceiveourmostcarefulattention.Weshouldbeobligedifyouwouldkindlyunderstandthesituationandyouwouldcomplywithourrequest.函电样本：DearSirs,Re:SalesContractNo.678WethankyouforyourletterdatedOctober10,enclosingtheaboveSalesContractinduplicatebutwishtostatethatthepackingclauseinthecontractisnotclearenough.Therelativeclauseshouldberead:Packing:seaworthyexportpacking,suitableforlongdistanceoceantransportation.Thegoodsunderthecaptionedcontractshouldbepackedin25kgsnetplasticbags,onemetrictononapallet,and20palletsinoneFCL.Wehavemadeafootnoteonthecontracttotheeffectandarereturningnereinonecopyofthecontract,dulycountersignedbyus.Wehopeyouwillfinditinorderandpayspecialattentiontothepacking.Welookforwardtoreceivingyourshippingadvicesoonandthankyouinadvance.Yoursfaithfully,DearSirs,WerefertoSalesContractNo.214andarepleasedtoinformyouthatwehaveestablishedwithBnakofChian,NewYorkbranchtheirrevocableL/CNo.2220intheamountofUSD108000.00,validuptoSeptember20th.Pleaseseetoitthattheabove-mentionedgoodsaretobeshippedbeforeSeptember20thandtheinsuranceiscoveredfor130%oftheinvoicevalueagainstallrisks.Asweunderstandthatasperyourcustomarypratice,youonlyinsuretheshjpmentfor10%abovetheinvoicevalue,andtheextrapremiumforadditionalcoverageshallbeforouraccount.Pleasearrangeinsuranceaccordingtoourrequestandmeanwhileweareexpectingyourshippingadvice.Yoursfaithfully,DearSirs,Wehavereveivedyourmessageregardingtotheadditionalinsurance.Althoughitisourusualpracticetotakeoutinsurancefortheinvoicevalueplus10%,wearepreparedtocomplywithyourrequestforgettingcoverfor130%oftheinvoicevalueontheconditionthattheextrapremiumwillbeforyouraccount.Pleasetakenoteoftheabove.Yoursfaithfully,DearSirs,WeforwardyouthegoodsorderedonJune20th,perM.V.Pearl,sailingtodayfromXingang.Thedetailsareasfollows:SalesContractNo.678YourorderNo.9210L/CNo.0588GH