外贸函电完整

unit1businessletterwritingPrinciplesofgoodcommunicationSevenCsLayoutofbusinesslettersPartsofbusinesslettersStylesofbusinesslettersAddressingenvelopes1.Principlesofgoodcommunication

Consideration1.you-attitudeorI/weattitudeIwritetosendmycongratulations.Congratulationstoyouonyourpromotion.2.positiveapproachornegativeapproachWewon’tbeabletosendyouthebrochurethismonth.Wewillsendyouthebrochurenextmonth.2.ClarityIamwritingtoapplyforadmissiontoyouruniversity.Iamwritingtoapplyforadmissiontothegraduateschoolofyouruniversityinthespringof1999.Thel/cmustreachusforarrangingshipmentnotlaterthan8October.Thel/cmustreachusnotlaterthan8Octoberforarrangingshipment.Courtesy(notmerepoliteness,besincereandtactful)ThankyouforyourletterofJuly23,1999.Yourletterisnotclearatall.Ican’tunderstandit.IfIunderstandyourlettercorrectly…(tactful)3.缩写：除了少数国际商业界确认的缩写，如CIF、FOB等外，应尽量避免使用缩写，尤其是机构或组织名称，最好写出它的全部字母。数字：不同国家的人对某些数字的表达方式不一样，例如：英、美两国对billion的理解不一样。所以最安全的办法是数字和文字同时使用，例如：$10575.9(tenthousandfivehundredandseventy-fivedollars,ninetycents.)介词：数字前如果要用介词必须十分小心。例如：Thepricehasbeenincreasedto$20.（到）Thepricehasbeenincreasedby$20.（了）Thepricehasbeenincreasedfrom$20.（从）

4.Principlesofgoodcommunicationconciseness（简洁）webeguntoexportourmachinetocountriesabroad.

IntheeventthatyouspeaktoMr.Woodinregardtoproduction,askhimtogiveconsiderationtothedeliveryschedule.IfyouspeaktoMr.Woodaboutproduction,askhimtoconsiderthedeliveryschedule.Concreteness（具体）Wewishtoconfirmourtelegramyesterday.Wewishtoconfirmourtelegramofmarch29,1999.ThebrakescanstopacarwithinashortdistanceTheseGoodsonpowerbrakescanstopa2-toncarwithin24feet.5.correctnesscompleteness5个“W”:who,what,when,where,why/how6.partsofbusinessletterletterhead商业信函的信头通常印在信笺上端中间，包括发信人的公司行号名称及地址、电话号码、电报挂号、传真、电传以及经常的业务范围。

referenceNo希望对方回复信件时指明原信编号，以便查阅文件。目的是：便于发信的编号归档date

日期常见写法：8thmarch,1999或8march,1999march8th,1999或march8,1999insidenameandaddress

通常包括对收信人的礼节性的称呼以及收信人的姓名、头衔和地址。地址含：a)门牌号码、街（路）名b)城市c)县、州名及邮政编码d)国名7.partsofbusinessletterattentionline

写信人有时希望所发信件能够迅速递交经办人或经办部门办理，可在封内地址下一行和称呼上一行加上经办人姓名。

salutation

每个词开头首字母必须大写。

subjectline

位于称呼下面两行，信笺中间部位，须简要，使人一看便知道该信的基本内容或目的。事由下面一般划一横线。例如：YourapplicationforteachingpositionRe:yourapplicationforteachingposition

YourOrderNo.2645thebody8.partsofbusinesslettercomplimentarycloseyoursfaithfully（英）/faithfullyyours（美）yourstruly/trulyyoursyourssincerely/sincerelyyourssignature

一般位于结尾礼词下一到两行。签名一般须写出全名，并应手签。不宜用图章代替。enclosure

顶格写，与签名部分至少空一行。附件2件以上，须注明数目。

9.StylesofbusinessletterIndentedstyle“缩进式”/“缩行式”Blockedstyle“平头式”/“齐头式”Semi-indentedstyle/modifiedstyle“混合式”10.indentedstyleLetterheaddateInsidenameandaddresssalutationComplimentarycloseSignatureBody11.blockedstyleLetterheaddateInsidenameandaddresssalutationBodyComplimentarycloseSignature12.ModifiedstyleLetterheaddateInsidenameandaddresssalutationBodyComplimentarycloseSignature13.Addressingenvelopes写信人公司行名与地址收信人公司行名与地址stamp写信人公司行名与地址收信人公司行名与地址stamp14.practice假设你是浙江纺织品进出口公司（ZHEJIANGTEXTILESI/ECORP.）的一名业务员，请进行以下操作：2002年2月你从国际互联网得知美国的UNITEDTEXTILESLTD.欲求购中国产的全棉床单。该公司的详细地址如下：UNITEDTEXTILESLTD.1180CHURCHROADNEWYORKU.S.A.请给对方公司发一封信函，要求格式完整、正确，内容可以自由发挥注意：信函日期为2002年2月2日

15.Unit2establishingbusinessrelations16.17.Unit2establishingbusinessrelations学习要求1、巩固第一章函电信函写作格式与要求内容。2、按照函电正式要求撰写信函。3、信函撰写符合所给的案例条件。18.Unit2establishingbusinessrelations19.Unit2establishingbusinessrelationsPointsforattention当你写一封建立业务联系的信时，告诉收信人：HowyougethisnameandaddressWhatyourbusinesslineisStateyourideaandpurposeExpressyourhopetocooperateinfuturebusiness(ortogetanearlyreply)20.Unit2establishingbusinessrelationsStructureofastartletterSourceofinformation

Welearnedfromthecommercialcounselor’sofficeofourembassyinyourcountrythatyouareinterestedinChinesehandicraft.ThroughthecourtesyofMr.Smith,wehaveyournameasafirminthelineofcannedgoods.Mr.Smithinformsusthat

Purposeofwriting

InordertoexpandourproductsintosouthAmerica,wearewritingtoyoutoseekcooperationpossibilities.21.Structureofastartletter

Companyprofile

Wearealeadingcompanywithmanyyears’experienceinmachineryexportbusiness.WespecializeinNorthAmericatrade,butwehadnocontactwithyourcountry.Wewritetointroduceourselvesasexportersengaginginexportationofcannedgoods.Productintroduction

Wehaveagoodvarietyofcolorsandsizestomeetyourdifferentneeds.22.Structureofastartletter

Anend

Wearelookingforwardtoyourspecificinquiries.Hopingthatthisletterwillbeaforerunnertomanyyearsofprofitablebusinesstobothparties.Ifyouareinterestedinestablishingbusinessrelationswithusinthisline,pleaseletusknowyourspecificrequirements.23.Howtoreply24.LanguagepointsWithreferenceto/asto/asregardsEnterinto/buildup/establishbusinessrelationswith…Incompliancewithyourrequest/inaccordancewithyourrequest/asrequested/accordingtoyourrequest,…Foryourreference/information/selection/considerationHavingmanyyears’experienceinthelineof…Meetone’sinterestSpecializein/bespecializedin/dealinUponreceiptofOnthebasisofequality,mutualbenefitandtheexchangeofneededgoods.Wehaveyournameandaddressfrom…/throughthecourtesyof…,welearnthat…/weoweyournameandaddressto…,throughwhomweknowthat…/…hasreferredustoyouforestablishingbusinessrelationswithyourcorporation.25.LanguagepointsLinebelinedwith

Theboxwaslinedwithsoftpapertoprotectthethingsinside.Shipment

advanceshipmentMake(send,give)quotationfor

Pleasesendusyourlowestquotationfor100setsoftelephone.

26.practice假设你是上海大宇纺织品进出口公司（SHANGHAIDAYUTEXTILESI/ECORP.）的一名业务员，2004年3月2日给对方写信，详情如下：2004年2月你从广交会上认识英国人smith先生，得知他是Far-EasternTextileCompany的业务员，该公司正是台布的大买户。而你们公司则主要经营纺织品，主要市场也是欧美地区。现写信向对方介绍你们公司的产品（内容可以自由发挥），并附上本公司最新的产品目录。希望与其建立业务联系。对方地址：Far-easternTextileCompany910QueenVictorisStreetLondon,E.c.4England要求：格式正确27.exercise我们对从你方进口“海尔”牌电冰箱很感兴趣，请给我们寄些目录单。发展我们之间的业务对双方都有利。兹写信介绍我们是保健茶的出口商，在该行业已经有30多年的经验。我们从中国国际贸易促进委员会CCPIT得悉，你们拟购买中国棉布。中国银行向我们介绍贵公司是有希望的电子产品买主。由于我们经营该商品，我们很乐意与你方建立直接的贸易关系。.28.习题答案Weareverymuchinterestedinimporting“Haier”brandrefrigeratorsfromyoursideandwouldbegladifyouwouldsendusyourcatalogues.Itwillbetoourmutualbenefittodevelopbusinessbetweenus.Wewritetointroduceourselvesasexportersofhealthteahavingover30years’experienceinthislineofbusiness.WehavelearnedfromChinaCouncilforthePromotionofInternationalTradethatyouareinthemarketforChineseCottonPieceGoods.YourcompanyhasbeenintroducedtousbytheBankofChinaasprospectivebuyersofelectronicproducts.Aswedealintheitems,weshallbepleasedtoestablishdirectbusinessrelationswithyou29.Unitthreeenquiriesandreplies30.UnitfourenquiriesandrepliesPointsforattentionTellthesellerwhatyouwanttoknow(price,deliverydate,paymentterms)

Iwouldbegratefulifyoucouldsendmealittlemoreinformationwithregardtoproducts,pricesanddiscounts.wouldyoupleasequoteyourbestpricesandtermsofpaymentfor….

Thetacticisoftentogivethesellersomehopeofsubstantialordersorcontinuedbusiness.Shouldyourpricesbecompetitive,….Ifyourquotationisfavorable,wemayplaceregularorderforlargequantities.31.replyPromptandcarefulrepliesareofgreatimportance.MakesureyouhaveansweredallquestionsMakesureyouhaveincludedallthepointsyouwanttomakeassureyourcustomerthatyouhavefaithinyourproductorservice32.RepliestoenquiriesBeginningThankyouforyourletterof(dated)….wearepleasedtoreceiveyourenquiryof…for….Wearepleasedtolearnfromyourletterdated…thatyouareinterestedinour…InformationAsrequested,weenclose…Enclosedpleasefind……arebothexcellentinqualityandreasonableinprice.Onregularpurchasesinquantitiesofnotlessthan…ofindividualitems,wewouldallowyouadiscountof…Paymentistobemadeby…EndingWelookforwardtoreceivingatrialorderfromyousoon.33.LanguagepointsEnquiries:Thereisapromising/steadymarketherefor…Asweareinthemarketfor…,weshouldbepleasedifyouwould….(weareinterestedin…)Wehavereceivedseveralenquiries/requestsforyour…andhavegoodreasontobelievethat…Ifyourquotationisfavorable,wemayplaceregularorderforlargequantities.34.practice

敬启者：我们从《对外贸易》杂志10月号上获悉贵公司的地址。目前我们对贵公司的床单和浴巾(bathtowels)有兴趣。兹借此机会介绍我们是本地区最大的纺织品进口商之一。如能报最好CIFC5％伦敦价，并注明尺寸、颜色，我们将非常感谢。同时请寄一些样品和目录给我们。如果你方报价合理，适合我们的市场，我们将向贵公司大量订购。盼早复，不胜感激。35.36.translation1.我们从商会获知你们是棉床单和枕套的出口商，我们市场对于质量优良、价格中等的上述商品需求稳定。2、我们另邮给你一整套样品，相信在你一旦有机会看完这些样品后你定会承认这些产品不但质量上乘，价格公道。3、我们收到你5月3号的询盘函，获悉你对我们的真皮手工手套感兴趣。兹附上图表目录和价格表，提供你所要了解的详细信息。4、所附着的价格单和图表目录能使你了解你特别感兴趣的那个型号的详细信息。37.习题答案38.习题答案

YourletterofAugust11hasbeenreceived.Asregardsourquotationforpoplinshirts,wewishtostatethatwearepreparedtoallowyouaspecialdiscountof5%forthispresentorderinconsiderationofourlongbusinessconnection.However,itistobeunderstoodthatthisconcessionshouldnotberegardedasaprecedentandthatforsubsequentordersouroriginalpriceofUS$60perdozenshallbeapplied.FromtheattachedProformaInvoiceNo.248,youwillfindthatthepriceindicatedthereinisCIFLagos,inclusiveof5%discount.Pleaseapplypromptlyforthenecessaryimportlicenseandkeepusinformedofthelicensingposition.ShouldwefailtohearfromyoufavorablybeforeSeptember15,weshallnotbeabletoreservethegoodsforyou.Weexpecttoreceiveyourordersoon.39.quotations,offersandcounter-offersPointsforattentionQuotation/offerQuotation：mainlyprice“报价”，通常指提出价格，因而不具备应有的基本交易条件invalidOffer:“报盘”，includingprice,shipment,packing,discount,termsofpaymentandsoonvalid40.Unitfourquotations,offersandcounter-offersPointsforattention如何说明实盘的有效期：…,Subjecttoyourreplyreachingusby(before)…..…,subjecttoyourreplyherewithin…days.Thisofferisfirm(open,valid,good)for…days.如何说明虚盘的保留条件：…,subjecttoourfinalconfirmation.…,subjecttogoodsbeingunsold.…,subjecttochangewithoutnotice.Thisisanofferwithoutengagement(obligation).41.StructureofofferConfirmtheletteryoureceived

Wehavereceivedyourinquiryof…andwishtomakethefollowingoffer.Wemuchappreciateyourinquiryof…andhavethepleasuretoofferyou…,subjectto…42.DetailsoftheofferNameofcommodities,quality,quantityandspecification,packingGivedetailsofprices,discounts,termsofpayment,insurance,dateofdelivery….Validityofthefirmoffer43.TheendWetrustyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.Aspricesaresteadilyrising,wewouldadviseyoutoplaceyourorderwithoutdelay.44.Structureofcounter-offersThankthesupplierfortheofferExpressregretatinabilitytoacceptandstatereasonsBecauseyourpricesarehigherthanthoseofourprevioussuppliers(becauseyourpricesappeartobeonthehighsideascomparedwiththoseofothermakes),wecannotmakeuseofyourofferdated…Yourminimumorderquantitiesareaboveourpresentrequirements.Therefore,wecannotacceptyouroffer.Yourpaymentconditionsarenotacceptable.45.PutforwardamendmentsornewproposalsThequalityofthegoodsofferedinyourletterof…isnotsatisfactory.Wewouldliketoknowifyoucouldsupplyitemsofabetterquality.Ifyoucouldreducethepriceforyourofferof…by2%,wewouldbewillingtoacceptyouroffer.Suggestthattheremaybeotheropportunitiestodobusinesstogether46.practice2月6日，你收到美国UNITEDTEXTILESLTD.的一封来信，信中表示愿意与你公司建立业务联系，并向你公司发出一询盘，要求你方报全棉床单NJ011价，同时注明支付方式、包装、及装运等条件。现请按如下资料写发盘函：规格：全棉床单NJ011数量：27000打包装：每盒一打，每一纸版箱20盒价格：纽约到岸价含佣金5%，每打22美元支付：凭保兑的、不可撤消的即期信用证支付装运：收到信用证后1个月内注意：

1、发盘须发实盘，具体有效期可自定。2、由于市场行情看涨，建议对方早日下单。3、信函日期为2月7日47.exercise我们从贵公司3月8日来函中得知你方打算向我方订购2万吨化肥，我们很高兴地报价如下：兹答复你方3月8日函，现向你方做如下报盘，以我方最后确认为准。感谢收到你7月9号的来信。我们很遗憾的指出你的价格有点偏高，没有可能达成交易。我们获悉在你方市场对核桃的需求很旺，借此机会附上我们1819号报价单，供你参考。兹回复你6月3号的电报，电报内容是要求我们给你方发63号毛毯的报盘，我们想确认我们6月6号的电报作如下的发盘，该发盘没有约束力48.answerWehavelearntfromyourletterdatedmarch8thatyouaregoingtoplaceanorderwithusfor20000metrictonsofchemicalfertilizers.Wearepleasedtoquoteasfollows:Inreplytoyourletterofmarch8,wearenowmakingyouthefollowingoffer,subjecttoourfinalconfirmation.WhilewethankyouforyourletterdatedJuly9,wefinditveryregrettabletopointoutthatyourpricesappeartobeonthehighsideandthatthereisnopossibilityofbusiness.Wehavelearntthatthereisagooddemandforwalnutsinyourmarket,andtakethisopportunityofenclosingourquotationsheetNo.6868foryourconsideration.49.Inreplytoyourcableof3rdJune,whichaskedustomakeanofferforourblanketNo.33,wewishtoconfirmourcabledispatchedonJune6offeringyouwithoutengagementthefollowing:50.UnitfivesendingproformainvoicePointsforattentionProformainvoiceisgenerallyused:ToserveasaformalquotationorasapricereferenceToenablethebuyertomakethenecessarypreliminaryarrangements,suchasobtaininganimportlicenseforthegoodshewouldliketoorder.Toinformthebuyeroftheamountpayableforgoodstobeshipped51.Mainitems-WhatitaboutIncompliancewithyourrequest,weencloseourproformainvoiceNO.123intriplicateforyourreference.-SomespecialpointsintheproformainvoiceWewishtoinviteyourattentiontothefactthatthespannersinvoicedarezinc（锌）plated,notchrome(铬)plated.-ValidityoftheproformainvoiceTheproformainvoiceNO.123doesnotimplyunreservedacceptanceofyourorderasbothpricesandquantitiesmustbefurtherconfirmedbyus52.Specimenlettersletter1DearSirs,OurCommercialCounsellor’sOfficeinyourcountryhasreferredtousyourenquiryforHandToolsastheyfallwithinthescopeofourbusiness.WeencloseourproformaInvoiceNo.9ST-1089intriplicatefor500dozenDoubleOffsetRingSpannersforyourapplyingforthenecessaryimportlicence.PleasenotethattheSpannersinvoicedarezincplated,notchromeplated.Itistruethatuserspreferredthechromeplatedonesasstatedinyourletter,butnowmostofthemhaveswitchedtheir53.InteresttothezincplatedSpanners,becausetheyaremuchlowerinprice.Aswearereceivinglargeordersfromourclient,itisquiteprobablethatwemayrunshotofsupply.Wewould,therefore,suggestthatyouplaceyourorderwithusatanearlydate.Welookforwardtoyourpromptreply.54.Letter2DearSirs,WethankyouforyourletterofMay15,askingforourelectricalappliancecalatogue.Itisbeingdespatchedtoyouunderseparatecover,andwehopethatyouwillfindmanyitemsofinteresttoyou.Accordingtoyourrequest,aproformainvoiceinquadruplicateforP.V.C.Wireisenclosed.Asweknowyouwillhavetoapplyforanimportlicenceforyourorder,wehavemadeuptheinvoicetoexpireonJuly20.55.Weshouldliketodrawyourattentiontothemanyspecialitieswhichareshownonpage9ofourcatalogue,andwetrustthatthesearewhatyourequirefortheforthcomingseason.Becausewereceiveagreatnumberofordersdaily,wehavetoexecutetheminstrictrotation.Maywesuggest,therefore,thatwheneveryouhaveorderstoplacewithus,yousendthemtousassoonaspossible.56.Letter3

DearSirs,Asrequested,wearesendingyouherewithourproformainvoiceNo.190inquadruplicateforshirts.Theabove-mentionedinvoice,however,doesnotimplyunreservedacceptanceofyourorderasbothpricesandquantitiesmustbefurtherconfirmedbyus.Assoonasyouhaveobtainthenecessaryimportlicence,pleaseletusknowbycablesothatwemayconfirmouroffer.Inthemeantime,ifthereisanychangeinpriceordelivery,weshallcontactyou.Welookforwardtoreceivingfurthernewsfromyou.57.vocabularyInduplicateIntriplicateInquadruplicateImportlicenceexpire58.Wordsandphrasesrequestv.t.e.g.Asrequested,wehavepleasureinenclosingourquotationNo.2837foryourconsideration.n.Withregardtoyourrequestforourcatalogues,wearearrangingforthesametobesenttoyouunderseparatecover.WehavedulynotedyourrequestthatweshipthegoodsunderContractsNos.34and35onasinglebilloflading.Atyourrequest,wenowholdthisofferfirmfromJanuary15forfurthertendays.59.60.coverv.t.包括，用来支付e.g.Enclosedyouwillfindacheckcoveringallcommissionsduetoyouuptodate.TheshipmentcoveredbyyourCreditNo.123hasbeenreadyforsometime,buttheamendmenttotherelavantcredithasnotyetreachedus.Ouractivitieshavenowbeenextendedtocoverchemicals61.足够支付e.g.wehaveraisedthecommissionto5％soastoenableyoutocovertheadvertisingexpensesyoumayincurinsalespromotion.处理,涉及e.g.Hereisacataloguecoveringourmainitems.WehavetopointoutthatletterofDecember10hasfullycoveredthismatter.投保e.g.Insuranceistobecoveredbythesellersfor110%oftheinvoicevalue.62.LanguagepointsWethankyouforyourinquiryof...andhavepleasureinenclosingourProformaInvoiceNo....for/covering…EnclosedpleasefindourProformaInvoiceNo....for.../attachedtothisletteryouwillfindourproformainvoice…WearepleasedtosendyouourProformaInvoiceNo....intriplicateasrequested.Wehavebeeninformedby...thatyouarethinkingofpurchasing...andhavepleasureinenclosingourProformaInvoiceinduplicate.63.Usefulexpressions1.WethankyouforyourenquiryforourDoubleOffsetRingSpannersandhavepleasureinenclosingourProformaInvoiceNo.47inquadraplicate.2.wearesendingyouourProformaInvoiceinquadraplicateforthepurposeofyourapplyingforanimportlicence.3.withthisletterwearesendingyouaproformainvoiceintriplicateforshirts.4.theenclosedproformainvoiceintriplicatecoversgoodsagainstyourorderNo.2345.attachedtothisletteryouwillfindourproformainvoiceinduplicatecovering50000knittingneedles.64.6.theenclosedproformainvoicecoversthecostof2300cassettetapesplusfreightandinsurancetoCaracas.65.1兹附上我方第3419号形式发票一式两份计500辆永久牌自行车，2006年十月交货。我们想说明一下，该形式发票有效期至9月1号止。2按照你方的要求，随函附上我方罐头水果形式发票一式四份，供你申请进口许可证。3收到你方312号形式发票，谢谢。我们正在申请进口许可证，一俟获准，当即函告。4信内附上5万码府绸第1002号形式发票一式两份。请注意，所报价格以你方于2003年10月6号前接受为准，因其他客户对我方供应之货也有兴趣。66.EnclosedisourproformainvoiceNo.3419induplicatecovering500ForeverBrandBicyclesforshipmentduringOctober,2006.WewishtostatethattheproformainvoiceisvalidtillSeptember1.Accordingtoyourrequest,aproformainvoiceinquadruplicateforourCannedFruitisenclosedforyourapplyingforanimportlicense.WethankyouforyourproformainvoiceNo.312andarenowapplyingfortheimportlicense.Assoonasitisapproved,weshallwritetoyou.AttachedtothisletterisourProformaInvoiceNo.1002induplicatecovering50000yardpoplin.WewishtodrawyourattentiontothefactthatthepricequotedbyusissubjecttoyouracceptancebeforeOctober6,2003,thereasonbeingthatmanyotherbuyersarealsointerestedinoursupplies.67.UnitsixsalespromotionPointsforattentionCreatetheimpressionofpersonalinterestbyusing“you”,not“allcustomers”,“ourclients”or“everyone”

InsteadofWearepleasedtoinformallourcustomers…Ourclientswillappreciate…Everyonewillbeinterestedtolearn…

SayWearepleasedtoinformyou…Youwillappreciate…Youwillbeinterestedtolearn…Bebrief—peoplewillnotreadavery