电子商务信函写作技巧

电子商务信函写作技巧

1.建立业务联系

主动跟新买家建立联系

DearMr.Jones:

WeunderstandfromyourinformationpostedonAlibaba,comthatyouareinthemarketfor

textiles.Wewouldliketotakethisopportunitytointroduceourcompanyandproducts,

withthehopethatwemayworkwithBrightIdeasImportsinthefuture.

Weareajointventurespecializinginthemanufactureandexportoftextiles.Wehave

enclosedourcatalog,whichintroducesourcompanyindetai1andcoversthemainproducts

wesupplyatpresent.Youmayalsovisitouronlinecompanyintroductionat

Http://*********x.alibaba.con】whichincludesourlatestproduct1ine.

Shouldanyoftheseitemsbeofinteresttoyou,pleaseletusknow.Wewillbehappyto

giveyouaquotationuponreceiptofyourdetailedrequirements.

Welookforwardtoreceivingyourenquiressoon.

Sincerely,

对新买家要求建立业务联系的回复

DearMr.Jones:

Wehavereceivedyourletterof9thAprilshowingyourinterestinourcompleteproduct

information.

Ourproductlinesmainlyincludehighqualitytextileproducts.Togiveyouageneralidea

ofthevariouskindsoftextilesnowavailableforexport,wehaveenclosedacatalogue

andapricelist.Youmayalsovisitouronlinecompanyintroductionat

Http://*********x.alibaba.comwhichincludesourlatestproductline.

Welookforwardtoyourspecificenquiriesandhopetohavetheopportunitytoworktogether

wiIhyouinIliefuture.

Sincerely,.

向老客户介绍公司的最新产品信息

DearMr.Jones:

Wehaverefreshedouronlinecatalogathttp://*********xx.com,andnowitcoversthe

latestnewproducts,whicharenowavailablefromstock.

Webelievethatyouwillfindsomeattractiveadditionstoourproduct1ine.Onceyouhave

hadtimetostudythesupploment,pleaseletusknowifyouwon1dliketotakethematter

further.Wewouldbeveryhappytosendsamplestoyouforcloseinspection.

Wewi11keepyouinformedonourprogressandlookforwardtohearingfromyou.

Sincerely,

JohnRoberts

2.回复查询及报价

回复对某个产品的查询

DearMr.Jones:

Thankyouforyourinquiryof16March.Wearepleasedtohearthatyouareinterested

inourproduct'toaster”.

We'veenclosedthephotoanddetailedinformationoftheproductforyourreference:

Product:toaster

Specification:***************

Package:Ipcs/box

Price:lOusd/pcs

Payment:L/C

Forpurchasequantitiesover1,OOOpcsofindividualitemswewouldallowyouadiscount

of1%.PaymentistobemadebyirrevocableL.Catsight.

Welookforwardtoreceivingyourfirstorder.

Sincerely,

无法亮供对方查询中所要求的产品时

DearMr.Jones:

Thankyouforyourenquiryof12Marchcate9cable.

Weappreciateyoureffortsinmarketingourproductsandregretverymuchthatweareunable

tosupplythedesiredgoodsduetoexcessivedemand.

Wewculd,however,liketotakethisopportunitytoofferthefollowingmaterialasaclose

substitute:

Cate5,US$permeterFOBShanghai,includingyourcommission2%.

Pleasevisitourcatalogat.*******1*.comformoreinformationonthisitem.Ifyoufind

theproductacceptable,pleaseemailusassoonaspossible.

Sincerely,

DearSirorMadam:

查询对方公司的产品

Weknowthatyouareexportersoftextilefabrics.Vewouldlikeyoutosendusdetails

ofyourvariousranges,includingcolorsandprices,andalsosamplesofthedifferent

qualitiesofmaterialused.

Wearevolumedealersintextilesandbelievethereisapromisingmarketinourareafor

moderate1ypricedgoodsofthiskindmentioned.

Whenquoting,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchases

ofquantitiesofnotlessthan1000metersofindividualitems.Pricesquotedshouldinclude

insuranceandfreighttoSanFrancisco.

Sincerely,

几种报盘(a.)

DearMr.Jones:

WethankyouforyouremailenquiryforbothgroundnutsandWalnutmeatCNFCopenhagendated

February,21.

Inreply,weofferfirm,subjecttoyourreplyreachingusonorbeforeFebruary26for

250metrictonsofgroundnuts,handpicked,shelledandungradedatRMB2000netpermetric

tonCNFCopenhagenandanyotherEuropeanMainPorts.Shipmenttobemadewithintwomonths

afterreceiptofyourorderpaymentbyL/Cpayablebysightdraft.

Pleasenotethatwehavequotedourmostfavorablepriceandareunabletoentertainany

counteroffer.

Asycuareawarethattherehaslatelybeenalargedemandfortheabovecommodities.Such

growingdemandwilllikelyresultinincreasedprices.Howeveryoucansecuretheseprices

ifyousendusanimmediatereply.

Sincerely,(b.)

DearMr.Jones:

WethankyouforyourletterdatedApril8inquiringaboutourleatherhandbags.As

requested,wetakepleasureinofferingyou,subjecttoourfinalconfirmation,300dozen

deerskinhandbagsstyleNo.MS190at$124.00perdozenC1FHamburg.Shipmentwillbe

effectedwithin20daysafterreceiptoftherelevantL/Cissuedbyyourfirstclassbank

inourfavoruponsigningSalesContract.

sincerely

作为买家，认为对方报价太高

DearMr.Jones,

WeacknowledgereceiptofbothyourofferofMay6andthesamplesofMen'sShirts,and

thankyouforthese.

Whileappreciatingthegoodqualityofyourshirts,wefindyourpriceisrathertoohigh

forthemarketwewishtosupply.

WehavealsotopointoutthattheMen'sShirtsareavailableinourmarketfromseveral

Europeanmanufacturers,allofthemareatpricesfrom10%to15%belowthepriceyouquoted.

Suchbeingthecase,wehavetoaskyoutoconsiderifyoucanmakereductioninyourprice,

say10%.AsourorderwouldbewortharoundUS$50,000,youmaythinkitworthwhiletomake

aconcession.

Wearelookingforwardtoyourreply,

Sincerely,

关于信用证

要求对方开立信用证

DearMr.Jones:

Withreferencetothe4,000dozenshirtsunderourSalesConfirmationNo.SX260,wewish

todrawyourattentiontothefactthatthedateofdeliveryisapproachingbutuptothe

presentwehavenotreceivedthecoveringL/C.Pleasedoyouutmosttoexpediteits

establishmentsothatwemayexecutetheorderwithintheprescribedtime.

Inordertoavoidsubsequentamendments,pleaseseetoitthattheL/Cstipulationsarc

inexactaccordancewiththetermsofthecontract.

Welookforwardtoreceivingyourfavorableresponseatanearlydate.

Sincerely,

因对方未能如期开立信用证而交涉

DearMr.Jones:

WithreferencetoourSalesConfirmationNo.825datedAugust10,2002,weregrettosay

thatyourletterofcredithasnotyetreachedusuptothetimeofwriting.Thishascaused

usmuchinconvenienceaswehavealreadymadepreparationsforshipmentaccordingtothe

stipulationsofthesaidSalesConfirmation.

Youmustbeawarethatthetermsandconditionsofacontractoncesignedshouldbestrictly

observed,failuretoabidebythemwillmeanviolationofcontract.Ifyourefertoour

SalesConfirmation,youwillseetheclausereading:

“TheBuyershallestablishthecoveringLetterofCreditbefore30thAugust,2002,failing

whichtheSellerreservestherighttorescindthecontractwithoutfurthernotice.”

Thegoodsyouorderedhavebeenreadyforquitesometimeandthedemandoflatehasbeen

sogreatthatwefindithardtokeepthemforyouanylonger.However,inconsideration

ofourfriendlybusinessrelations,wearepreparedtowaitforyourL/C,whichmustreach

usnotlaterthanOctober5,2002.IfweagainfailtoreceiveyourL/Cintime,weshall

cancelourSalesConfirmationandaskyoutorefundtousthestoragechargeswehavepaid

onyourbehalf.

Yourcooperationinthisrespectwillbeappreciated.

Sincerely,

修改信用证

DearMr.Jones:

WehavereceivedyourL/CNo.121/99issuedbytheYemenBankforReconstruction&

Developmentfortheamountof$19,720covering1,600dozenMen'sShirts.Afterreviewing

theL/C,wefindthattransshipmentandpartialshipmentarenotallowed.

Asdirectsteamerstoyourportaredifficulttofind,wehavetoshipviaHongKongmore

oftenthannot.Astopartialshipment,itwouldbeourmutualbenefitbecausewecould

shipimmediatelywhateverwehaveonhandinsteadwaitingforthewholelottobecompleted.

We,therefore,arewritingthisafternoon,askingyoutoamendtheL/Ctoread:

“TRANSSHIPMENTANDPARTIALSHIPMENTALLOWED”

Weshal1begladifyouseetoitthatamendmentisCabledwithoutanydelay,asourgoods

havebeenpackedreadyforshipmentforquitesometime.

Sincerely,

延长信用证期限

DearMr.Jones:

WethankyouforyourL/Cforthecaptionedgoods.Wsaresorrythatowingtosomedelay

onthepartofoursuppliersatthepointoforigin,wearenotabletogetthegoodsready

beforetheendofthismonth.Asaresult,wesentyouacableyesterdayreading:L/C1415

PLSCABLEEXTENSIONSHIPMENTVALIDITY15/31MAYRESPECTIVELYLETFOLLOWS

ItisexpectedthattheconsignmentwillbereadyforshipmentintheearlypartofMay

andwearearrangingroshipitons/s〃Fanyang“sailingfromDalianonorabcut10thMay.

WearelookingforwardtoreceivingyourcableextensionoftheaboveL/Cthusenabling

ustoeffectshipmentofthegoodsinquestion.

Wethankyouforyourcooperation.

Sincerely,

关于代理

拒绝对方做独家代理的要求

DearMr.Jones:

Thankyouforyourletterof15thSeptember.

Aswearenowonlyattheget-acquaintedstage,wefeelitistooearlytotakeinto

considerationthematterofsoleagency.Inouropinion,itwouldbebetterforbothof

ustotryoutaperiodofcooperationtoseehowthingsgo.Also,itwouldbenecessary

foryoutotestthemarketabilityofourproductsatyourendandtocontinueyourefforts

inbui]dingalargerturnovertojustifythesoleagencyarrangement.

Weencloseourlatestpricelistcoveringalltheproductswehandlewithintheframework

ofyourspecializedlines.

Welookforwardtohearingfromyou.

Sincerely,

指定对方为独家代理

DearMr.Jones:

Wehavereceivedyourletterofthe15thandareimpressedwiththeproposalyoumake.

Wearepleasedtotellyouthatwehavedecidedtoentrustyouwiththesoleagencyfor

ourEmbroideriesintheterritoryofSweden.

TheAgencyAgreementhasbeendrawnupforadurationofoneyear,automaticallyrenewable

onexpirationforasimilarperiodunlessawrittennoticeisgiventothecontrary.

Enclosedyouwillfindacopyofthedraft.Pleasegoovertheprovisionsandadviseus

whethertheymeetwithyourapproval.

Weshalldoallinourpowertoassistyouinestablishingamutuallybeneficialtrade.

Sincerely,

5.处理对货物的投诉

处理对货损的投诉

DearMr.Jones:

Wehavereceivedyourletterof18thJuly,informingusthatthesewingmachinesweshipped

toyouarrivedinadamagedconditiononac