外贸函电课件整合完整版
外贸函电复习
第一章商务信函基础知识
English Correspondence for International Trade
To understand the importance of communication skills in relation to the career success, and explain the need for thinking critically, taking charge of your career, and strengthening your communication skills (reading, listening, speaking and writing).
Unit One
Basic Knowledge of Business Letter Writing
The structure and layout of a business letter
Writing principles of business letter (7C原则)
Courtesy 礼貌
Consideration 体谅
Completeness 完整
Clarity 清楚
Conciseness 简洁
Concreteness 具体
Correctness 正确
第二章建立贸易关系
Unit Two
Estabilishing Business Relations
建立贸易关系是交易的第一个环节。良好的开端是成功的一半。因此，在写有关建立贸易关系的信函时，应注意礼貌、得体，并应将自己要表述的内容清楚的叙述完整。Estabilishing Business Relations
1、常用模式
1.进口商写给出口商
2.出口商写给进口商
Dear Sirs; Dear Sirs;
A.如何得知对方信息 A.如何得知对方信息
B.表明自己意图 B.得知贵方有需求
C.介绍本公司 C.介绍本公司
D.请提供相关信息 D.随函附寄目录等
E.盼回复 E.盼回复
2、常用句型
A类：从…得知贵方信息
We have heard from China Council for the Promotion of International Trade that you are in the market for Electric Appliance.
从中国国际贸易促进委员会获悉，你们有意购买电器用品。
2、常用句型
A类：从…得知贵方信息
Your name and address have been given to us by Smith Co.,Inc.in New York, who has informed us that you are one of the leading importers of Light Industrial Products in your country.
据纽约史密斯公司介绍，得知你公司名称和地址，并得知你们是贵国轻工业产品的主要进口商之一。
On the recommendation of…Co.Ltd.,we have learned with pleasure the name of your firm and
shall be glad to enter into business relations with you.
承蒙…有限公司的介绍，得知贵公司名称，我们非常乐意与贵方建立贸易关系
2、常用句型
A类：从…得知贵方信息
类似的表达还有：
We have obtained your name and address from…
Through the courtesy of…,we come to know your name and address
We own your name and address to…
2、常用句型
B类：表明意图
我们有幸自荐，以期与你公司建立业务关系。
We have the pleasure to introduce ourselves to you with a view to building up business relations with your firm.
我们有幸自荐，望能有机会与贵公司合作扩大业务。
We have the pleasure of introducing ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension.
我们冒昧写信以期与贵公司建立业务关系。
We take the liberty of writing to you with a view to building up business relationship.
2、常用句型
B类：表明意图
我们专营中国棉织品出口，愿与你们进行交易。
Specializing in the export of Chinese Cotton Piece Goods,we express our desire to trade with you in this line.
我们欣然寄上自荐信，希望是互利关系的前奏。
We are glad to send you this introductory letter,hoping that it will be the prelude to mutually beneficial relations between us.
我们愿在平等互利、互通有无的基础上与贵公司建立业务关系。
We are willing to enter into business relations with your firm on the basis of equality,mutual benefit and exchanging of needed goods.
本信的主要目的是探索与你们发展贸易的可能性。
The purpose of this letter is to explore the possibilities of developing trade with you.
2、常用句型
C类：介绍本公司
我们经营的业务主要是化肥。
Our lines are mainly chemical fertilizers.
我们是声誉卓著的出口商，长期经营此商品的出口业务。
We are exporters of long standing and high reputation, engaged in exportation of the articles.
我公司与此地可靠的批发商有密切联系，能与你公司做可观的进口业务
Being closely connected with reliable wholesalers here, we shall beable to do considerable import business with you.
我方对该货品拥有广泛的销售网，确信能以最低价格销售贵方产品。
We have extensive sales network for this line of goods, so we are confident that we can sell your products at the lowest possible prices.
2、常用句型
C类：介绍本公司
我方在贸易界有极好的关系，对这类产品的进口有丰富的经验。
We have excellent connections in the trade and are fully experienced with the import business for the type of product.
本公司是…地区…产品的首要出口商之一，因20年来的成功经验而享有佳誉，相信贵方会对本公司的优质产品和服务感到满意。
We are one of the leading exporters of 产品in地区and have enjoyed an excellent reputation through 20 years’successful business experience. We are sure that you will be quite satisfied with the excellent quality of our goods and services.
2、常用句型
C类：介绍本公司
其他表达方法有：
Our company deals with(handles,deals in, trades in, is in the line of) the import and export of…We specialize in the exportation of
We are one of the largest…importers in our country and have handled with various kinds of the products for about 10 years.
2、常用句型
D类：提供信息
进口商要求出口商提供信息：
请提供你公司…的各种详细规格，并告知付款条件和折扣率
Please submit full specifications of your…together with terms of payment and discount rate.
请提供在花样和质量上与随函所附样品最近似的人造丝手帕样品。
Please furnish us with your samples of Rayon Handker-chiefs closest in designs and quality to those we enclose here.
若能尽快提供你方各类产品的详细情况，我们将不胜感激。
We appreciate it very much if you can provide us with the specific details of your all kinds of goods.
2、常用句型
D类：提供信息
出口商给进口商随函附寄目录等：
为使你公司对我们所经营的各种手工艺品质量有所了解，现航寄去目录一份，及几份样品供参阅。
In order to give you some idea of various qualities of Handicrafts we carry, we have pleasure in forwarding you by air one catalogue and a few samples for your perusal(熟读，精读).
2、常用句型
E类：盼回复
如果你方能尽早回复，我们将不胜感激。
We should be pleased if you would respond to our request at your earliest convenience.
请尽早答复
Please reply at an early date.
盼速复
We look forward to your prompt reply.
盼早复
we anticipate receiving your early reply.
请区分anticipate和expect
3、翻译练习
我们从驻伦敦的商务参赞处得知，你公司有兴趣与我们进行交易。
We learned from the Commercial Counseller’s Office in London that you are Interested in doing business with us.
为了使你们对我们可供出口的各类纺织品有一个总的概念，随信附上样本簿和价格单各一份，供你们查阅。
In order to give you a general idea of our various of textiles available for export, we are enclosing herewith sample books and a copy of price list for your information.
搪瓷器皿出口业务属于我公司经营范围。
The export of enamelware comes within the scope of our business activities.
我们的一个客户想要购买和中国红茶。
One of our clients is in the market for Chinese black tea.
我们了解到你公司是中国手工艺品的出口商，因此冒昧的写信给你。
We learned that you are an exporter of Chinese arts and crafts goods,so we take the liberty of writing to you.
3、翻译练习
由于希望与你公司建立业务关系，我们向你们自我介绍，我公司是法国南部各式男女衬衫的进口商。
As we hope to establish business relations with you,we make self-introduction as being an importer of various men’s and women’s shirts in south France.
我们是一家在全世界范围内经营进出口业务的贸易公司。
We are trading company doing import and export business all over the world.
我们在平等互利、互通有无的基础上，已经和世界上100多个国家商号建立了贸易关系。We have already established business relations with more than 100 firms in the world on the basis of equality,mutual benefit and exchange of the needed goods.
正如你所知，我们是信誉良好的照相机进口商，希望与你们建立商务关系。
As you know, we are a well-established camera importer and are willing to enter into business relations with you.
4、撰写信函(翻译该信函)
ABC Toy was established in 1990. Our office and factory are located in…We started business as a manufacturer of plastic toys. Our main products are plastic vehicles for kids such as tricycle（三轮脚踏车）, bicycle,baby walker（儿童推车）, baby rocker（儿童摇椅）and accessory（零配件）for toys’such as wheel. Our products are very popular and distributed nationwide.
With over 16 years-experience, we develop more than 50 designs each to satisfy customers’want. Each year we introduce a lot of new toys and our products have remained consistently popular in the market. We dedicated our efforts to make toys that bring smile to children’s face and also stimulate the physical and intellectual development.
For more information, please contact us.
4、信函翻译
ABC公司创建于1990年。公司厂址位于…我们是塑料玩具制造商，主要产品是儿童塑料车，如三轮脚踏车、自行车、儿童推车、儿童摇椅等，及以上述玩具的零部件，如车轮等。我们的产品在市场上颇受欢迎，畅销全国各地。
我国拥有16年以上的经验，对每种产品都设计出50多种款式来满足顾客的不同需求。每年
我们都会开发设计很多新型玩具，而且产品在市场上一直享有美誉，收到喜爱。我们的产品不仅致力于给孩子们带来欢乐，而且力求能促进他们的身心发展。
想了解更多的信息，请联系我们
第三章询盘
Unit Three
Enquiries
询价通常是由买方发出的，在许多情况下，买方将询价信函与建立贸易关系的信函融为一体，也就是说，在信的开头表达了希望建立贸易关系的意愿后，接着就向对方索要有关商品的目录本、价格单、样品等等。
Enquiries
1、常用模式
一般询价模板具体模板
（范围宽，之前未联系）（有针对性，之前联系过）
Dear sirs; Dear sirs;
A.如何得知对方信息 A.收到出口商建立业务关系的信函
B.表明感兴趣的产品 B.表明对某产品感兴趣
C.询问价格等，附上询盘单 C.询问价格等，附上询盘单
D.索要目录等 D.索要目录，小册子等
E.报有竞争力的价格 E.报有竞争力的价格
F.盼回复 F. 盼回复
2、常用句型
A类：如何得知对方信息
我们从《中国日报》上拜读了贵公司的广告，我方对贵公司的产品感兴趣。
We’ve seen your advertisement in China Daily and are interested in your products.
从XX公司获悉贵公司是制作款式新颖各类皮革手提包的生产厂家
We have learned from XX company that you are a manufacturer of high-fashion handbags in variety of Leathers.
2、常用句型
B类：对某产品感兴趣
我们对你方在《中国日报》上刊登的广告很感兴趣，先请告你方港口建设投标的详细情况。We read with interest your advertisement in the China Daily and should be glad to receive particulars of your tender for port construction.
我们对你们最近在广州交易会上展列的机械玩具感兴趣，请详告你们的出口条件。
We are interested in the mechanical toys demontrated at the recent CantonTrade Fair and should be glad to have details of your export terms.
2、常用句型
B类：对某产品感兴趣
你们在5月期《好管家》刊登的台灯广告，我们很感兴趣。
We are interested in the desk lamps you advertised in the May issue of “Good Housekeeker”.
欣告我方对塑料制厨房用具感兴趣。
We have pleasure in informing you that we are interested in your plastic kitchen-ware.
我们对你方的杏仁产品颇感兴趣。
We take interest in your Apricot Kernels.
吃货们的英语小课堂
干果类的词汇
核桃仁腰果
Walnutmeat Cashew nut
花生仁榛子
Peanut(Groundnut) kernels Hazelnut
巴旦木西瓜子
Almonds Melon seeds
夏威夷果葵花籽
Hawaii nut Sunflower seeds
碧根果开心果
Pecan Pistachio
（苦）杏仁（bitter）apricot kernels
2、常用句型
C类：询问价格等，附上询盘单
请报你方家具最优惠的成本加运费到纽约价，并告知最早交货期。
Please quote best CFR New York for your furniture and tell us the earliest possible date of delivery.
我们还想了解各类商品的每种颜色和花样的最低出口起售量。
We would also like to know the minimum export quantities per colour and per design.
2、常用句型
C类：询问价格等，附上询盘单
如蒙告知，若我方订购20000件你方能给予的折扣，将不胜感激。
We should appreciate it if you would let us know what discount you may grant us if we place an order for 20,000 pieces.
能否告知我方，超过1000公吨后的订单折扣是多少。
Will you let us know what discount you can give for an order exceeding 1000 metric ton.
希望你方报成本加运费保险到纽约的最低价。
We’d like to have your lowest quotations CIF New York.
2、常用句型
C类：询问价格等，附上询盘单
请告知你方产品的所有明细，以便我公司转告客户。
Please let us have full details of your products so that we can pass on the information to our clients.
现随函附上询价表载明欲购商品之名录，请报贵方FOB上海港的价格。
Please quote us for the supply of the item listed on the enclosed query form, giving your prices FOB Shanghai.
2、常用句型
C类：询问价格等，附上询盘单
如能对下列产品报最低价，我方将不胜感激。
We shall be pleased if you send us your lowest quotation for the following:
请报最低价，说明原产地、包装、详细规格、可供数量和最早交货期。
Please send us your best offer indicating origin,packing, detailed specifications, quantity available and earliest date of shipment.
2、常用句型
D类：索要目录、样品等
请惠寄贵方商品目录，并注明你方付款条件及能给的最大折扣。
We would appreciate your sending us a catalogue of your products together with terms of payment and the largest discount you can allow us.
盼能惠寄商品目录和报价单。
We would appreciate your catalogues and quotations.
2、常用句型
D类：索要目录、样品等
请尽早寄来最新目录三份。
Please send us three copies of your latest catalogue at your earliest convenience.
盼能惠寄商品目录和报价单。
We would appreciate your catalogues and quotations.
请寄附有最优惠的巴黎到岸价的最新商品目录，并告知每件货物的大约重量。
Please send us your latest catalogue with your best CIF Paris prices. We will also appreciate your telling us the approximate weight of each article.
2、常用句型
E类：报有竞争力的价格
若质量好且价格适合我方市场，我们愿考虑签署一项长期合同。
If your quality is goos and the price is suitable for our market, we would consider signing a long-term contract with you.
我公司很乐意跟你公司继续有业务往来，且正在等待你公司的报盘。
We would like very much to continue to do business with you and are now awaiting your offer.
如果价格具有竞争力，且交货日期合适，我方会考虑大量订购。
Should your price be found competitive and delivery date is acceptable, we intend to place a substantial order.
2、常用句型
E类：盼回复
盼早复。
We anticipate receiving your early reply.
如能尽快回复该询盘，我方不胜感激。
Your prompt reply to this inquiry will be appreciated.
3、翻译练习
从ABC公司处得知你公司现能供应水果和干果。
We learned from ABC company that you are in a position to supply fruit and dried fruit.
我们想获得你方刺绣亚麻品的商品目录和价目单。
We are interested in obtaining the catalogue and price list of your embroidered linen products.
如果你们第一笔运来的货令人满意，随后将有大批续订。
If the quality of your initial shipment is found satisfactory, large repeat orders will follow.
3、纠错练习
Dear Sirs;
We have to acknowledge receipt of your letter of 11th, together quotation and terms and also your latest illustrating catalogue, which we thank you.We are now in the pleasure of sending you a order with various item as per order sheet enclosing.We trust that this will pay your usual careful attention.
Yours faithfully,
4、撰写信函
你想购买甲等和乙等的西瓜子望对方能报盘，并告知最早的交货期和最大供应量若能航邮具有代表的样品，将不胜感激。
Dear Sirs;
We are in the market for Melon Seeds of the first and second grade and should be appreciated if you let us have your offers with some representative samples by airmail. When offering the seeds ,please state the earliest possible time of shipment and quantities available .
Yours faithfully,
第四章回复函
Unit Four Replies
回复函
回复函一定要及时全面的回答询盘中所涉及的所有内容，每接到一封询盘，就意味着有了做成交易的机会。因此，一定要认真、礼貌的撰写回复函。最好能尽快回复，因为商机转瞬即逝，尤其是在竞争激烈的外贸市场。
如果发现对方想要的产品一时没货，也不要置之不理或者简单的一句无货了事。要采取积极主动的态度，有礼貌、得体的做出回复。在信函的开头可先表示对询盘的感谢，然后再说明无货，并向对方表示抱歉：
We are sorry that we have no stock at present.
若暂时无货，可在交货期上做文章，如询问对方晚些交货可否：could you accept delivery in July or September?
还可向对方推荐类似产品或请对方看商品目录，引起对方购买其他商品的兴趣：May I draw your attention to item 10?
Perhaps you’d like to glance through our catalogue.
Unit Four Replies
回复函
本章节内容：
1、常用模式
2、常用句型
3、翻译练习
4、撰写信函
1、常用模式
Dear sirs;
A. 感谢对方的询盘
B. 随信附上我方产品目录及小册子以便参阅。（另附样品）
C. 特殊说明（就重要细节或环节做专门解释，如价格、支付条件等）
D. 简单介绍本公司优势产品并说明本公司的竞争力。
E. 盼回复
2、常用句型
A类：感谢对方询盘
Thank you for your inquiry for both shoes and men’s T-shirts CFR New York dated July 25.
We were very pleased to receive your enquiry of 2nd July.
2、常用句型
B类：随信附寄…
为使你方更好的了解我方的五金产品，今选出代表性的样品航寄你方共你方细阅。
To enable you to have better understanding of our Hardware, we are sending you by air a selection of their representative samples for your scrutiny.
随函寄去我方价目表一份。
We are sending you under cover a copy of our price list.
We are enclosing a copy of our price list.
我们随函附寄的带插图的商品目录里面涵盖了您提出的所有细节，另寄丰富的样品。
We are enclosing our illustrated catalogue giving the details you ask for. Also, under separate cover, we are sending you a full range of samples.
2、常用句型
B类：随信附寄…
另行寄上我方目前出口的合成纤维布料布样，希望某些花样及颜色能使你方喜欢。
Under separate cover, we are sending you one sample pad for the synthetic fabric dress materials we are exporting at present. We hope some of the designs and colours will prove to your liking.
我们已航空邮寄这种商品的样品2磅。
We have forwarded you by separate airmail 2 lbs sample of this material.
2、常用句型
C类：特殊说明
We allow a proper discount according to the quantity ordered. As to the terms of payment we usually require L/C payable by sight draft.
We can make products according to the given designs and produce the designed goods in large quantities.
For regular purchases in quantities of not less than 100 dozen of individual items we would allow you a discount of 2%. Payment is to be made by L/C at sight.
2、常用句型
D类：介绍本公司优势和畅销品
Because of their softness and durability, our all cotton bedsheets and pillowcases are rapidly becoming popular and after studying our prices you will not be surprised to learn that we find it difficult to meet the demand.
As you may be well aware, we are a state-operated corporation handling this line of business for many years. So we are in a good position to serve our customers with the most reliable quality of the line you suggested.
2、常用句型
E类：盼回复
We hope the catalogue and samples will reach you in good time and look forward to your order. 3、翻译练习
正如你所知，我们是经营此类商品多年的国营公司。
As you know we are a state-owned company handling this kind of items for many years.
一旦收到你方具体询盘，我们将立即给你们报最优惠的巴黎到岸价。
As soon as we receive your specific enquiries we will make you best offer on CIF Pairs basis.
关于支付条件，我们需要凭即期汇票支付的信用证。
As for terms of payment, we need L/C payable by draft at sight.
随函附上根据你方第15号询价单所开的报价单，期待你方确认。
We enclose quotation sheet against your Enquiry No.15 and look forward to your confirmation. 4、撰写信函（主动寻找客户型）
请翻译：
我们得知你公司地址，要感谢英国驻北京大使馆商赞处。该处已告知我们，你公司要购买化工产品。为此今特与你公司联系，希望与你公司建立互利的贸易关系。
我公司是国营公司，独家经营化工产品进出口业务，现随函附寄我公司目前可以供应的主要出口商品表一份。如你公司需要该表所列项目以外的任何商品。我公司一旦接到你方详细货单，将尽力为你方提供所需商品。
兹并奉告，我们在同欧洲国家的客户进行贸易时，一贯坚持平等互利、互通有无的原则，以便通过双方共同努力，促进业务和友谊，共同受益。
盼您尽早回复
4、撰写信函
We learned your address from the Commercial Counseller’s Office of the Embassy of The United Kingdom of Great Britain and Northern Ireland in Beijing who has already informed us that you are in the market for chemical products. We hereby contact you in the hope of establishing mutually beneficial business relations with you.
We are a state-operated company handling exclusively the import and export business of chemical products. We are now enclosing a list of main commdities available for export. If you need any items beyond this list, we will do our utmost(adj.极度的，极大的) to supply you the needed upon receipt of your detailed list.
We also inform you that when doing trade with European clients, we always adhere to the principle of equality, mutual benefit and exchange of the needed goods in order to promote both business and friendship and benefit mutually through joint efforts.
Looking forward to receiving your early enquiry.
第五章报盘
Unit Five
Offer
报盘有多种方式，可报虚盘，如给买方开个价格，供其参考；也可报实盘，作为签订合约的建议。在交易磋商的过程中，往往虚实结合，反复洽商，直到双方对交易的条件完全达成一致意见，交易即告成立。
若报实盘，对方一经接受，就具有法律效力，卖方不得随意撤回。报盘除有完整的交易条件外，还有有效期，如：
This offer is firm(或valid,open,good) for…days.
该报盘有效期为…天。
卖方为争取主动，往往会先报虚盘，如：
This offer is subject to our final confirmation.
该报盘以我方最后确认为准。
报盘和报价不同；报价仅针对价格，而报盘则包括所有交易条件包括价格。
报盘的写作原则：
1、及时回复
2、明确、准确的答复
3、在报盘中包含全部交易条件
4、如是实盘，则需要注明有效期
5、在报盘时对商品中值得炫耀的地方多加渲染
Unit Five
Offer
本章节内容：
1、常用模式
2、常用句型
3、翻译练习
4、撰写信函
5、作业
1、常用模式
A. 感谢对方询盘或询价
B.（在一定时效内）我方即出口商报盘或报价如下：
C. 具体报盘：选择详述部分商品信息或交易条件
D. 随函附寄商品目录或小册子，以加强了解
E. 质优价廉，盼早下单
2、常用句型
A类：感谢对方询盘
感谢你方123号有关皮箱的询价
Thank you for your inquiry No.123 for leather Suitcases.
感谢你方7月2日询盘
We are very pleased to receive your enquiry of 2nd July.
2、常用句型
B类: (在一定时效内)报盘如下：
现报盘如下，以我方时间9月25日下午4时前复到有效。
We can offer as follows, subject to your reply received here by 4pm, our time, September 25.
本公司必须强调，此报价仅有效3天。因为天鹅绒的存货有限而需求旺盛。
We must stress that this offer is firm for 3 days only because of the heavy demand for the limited supplies of this velvet in stock.
2、常用句型
B类: (在一定时效内)报盘如下：
该报盘有效期到…为止
This offer will remain(be) effective(valid, firm, open, available, good) until…
此报盘从…起一周内有效
This offer is open for a week from…
我们能以具有吸引力的价格向你方就各式各样的中国棉布报盘
We can offer you various kinds of Chinese Cotton Piece Goods at attractive prices.
2、常用句型
C类: 详述报盘信息
所有报价须经我方最后确认，除非另有规定或达成一致意见所有价格都不含佣金。
All quotations are subject to our final confirmation. Unless otherwise stated or agreed upon, all prices are net without commission.
我方报价是经过精密计算的，然而为促进业务，我们准备给你方…%的折扣。
The price we quoted is accurately calculated, but in order to encourage business, we are prepared
to allow you a discount of …%
在确认你方订单后1个月内可装运。
We can effect shipment within one month after your order has been confirmed.
2、常用句型
C类: 详述报盘信息
如订购2000台以上，我们将特价报盘，每台9.10美元，即给5%的折扣。
On condition that you take more than 2000 sets, we are prepared to offer this special price of $9.10 per set, a 5% discout.
除非另有说明或约定，价格一律没折扣。
Unless otherwise stated or agreed upon all prices are without any discount.
如我们厂方接受你方条款，我们将乐于在1月份交货。
We shall be pleased to make delivery in January if our manufacturers accept your terms.
2、常用句型
D类: 随函附寄…
为给你方提供我方产品的情况，现随函附寄报价单TP201号供参考。
To give you a general idea of our products, we enclose our price list No.TP201 with details for your reference.
另行寄上我方目录若干份，以便你方作出适当选择。
Under separate cover we are sending you several copies of our catalogue, enabling you to make suitable selection.
现附上时价表供你方参考，我方可立即发货。
We have pleasure in attaching our current quotation for your reference and, as we able to offer for prompt delivery.
2、常用句型
E类: 质优价廉可满足对方要求，盼早下单
我方报价的所有商品都是由最好质量的皮革制作的，并且可供的花色及式样足以满足你方客户的需要。
All items for which we have quoted are made of very best quality leather and can be supplied in a range of designs and colours wide enough to meet your clients’requirement.
良好的品质、诱人的花样以及我们所报的合理价格将会使你方相信，这些料子是货真价实的。Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value.
本公司乐于为您效劳。
It is our desire to have the pleasure of serving you.
2、常用句型
E类:盼回复
盼接受
We anticipate your acceptance.
盼早复
We anticipate receiving your early reply.
3、翻译练习
我们报每吨商品1000美元，这是目前最好的价格。
We have offered the goods at $1000 per metric ton which is the best at present.
我方给您报的是最低价格，按此价格我们已经和其他客户做了许多交易。
We have quoted you our lowest price at which we have done many businesses with other clients.
本报盘5日内有效。
This offer is valid for 5 days.
以上报盘本月底前有效。
The above offer is firm by the end of this month.
本报盘以收到你方订单时，货未售出为有效。
This offer is subject to the goods being unsold upon receipt of your order.
3、翻译练习
如果你方认为这一报盘可以接受，请即来电，以便我方确认。
If you think this offer is acceptable, please call us in order that we can confirm.
按照你们的要求，我们报50公吨大豆的实盘如下，以自本日起一周内你方复到为准。
At the request of you, we offer you firm, subject to your reply reaching here within one week, 50 metric tons soybeans as follows:
兹报实盘，以我方时间10月5日星期四上午10点以前答复为有效。
We make a firm offer subject to your reply reaching us by 10am. our time,Thursday,Otc.5th.
4、撰写信函
感谢贵公司8月1日寄来的询价单，该函及所附的样品均已收悉。
对该样品检验的结果，我们向贵公司保证，敝公司能够制造与该样品相同型号与品质的产品。
4、撰写信函
基于贵公司每年10万双的需求量，我方报盘如下：
价格：CIF纽约每双25美分
包装：塑料袋，外包装纸板箱
支付：即期信用证交货：收到订单后的90天内
即11、12月安排装船
4、撰写信函
我们可向贵公司保证，此种价格是基于上述数量的最低价。其他技术性事项可参阅我公司的商品手册。如有其它问题，请多指教
附件：商品手册一份
4、撰写信函
Dear sirs;
We have received your enquiry sheet of 1st Aug. together with the attached sample for which we thank you.As for the result of inspection of sample, we may assure you that we are in a position to manufacture the same products in design and quality as the sample.
4、撰写信函
On the basis of 100,000 pairs annual requirement we offer you as follows:
Price: 25 cents CIF New York per pair
Packing: in plastic bags outer, packed in cardboard cartons
Payment: by sight L/C
Delivery: during Nov./Dec.90 days after receipt of your order
4、撰写信函
We can assure you that this price is the lowest price according to the above quantity. You may refer to our catalogue regarding the other technique items. Please give us your directions if you have any problems.
Yours faithfully,
Encl: a copy of catalogue
第六章还盘
Untit Six
Counter-offer
还盘
交易的一方在接到一项发盘后，不能完全同意对
方的交易条件，为了进一步洽商交易，针对另一
方的发盘内容提出不同建议，这种口头的货书面
的表示在国际贸易中称之为还盘。
另请注意：还盘包括还价、还包括对支付方式、
装运期等主要交易条件提出不同的建议。
Untit Six
Counter-offer
本章节内容：
1、常用模式
2、常用句型
3、翻译练习
4、撰写信函
5、作业
1、常用模式
A. 感谢对方对该产品的报盘；或
对方XX日XX号文书的报盘已收悉
B. 我方认真考虑后，无法接受某项或某些条件
C. 陈述我方不能接受的理由
D. 提出我方的建议或想法
E. 望对方能接受，盼回复
2、常用句型
A类：感谢对方报盘
We have received your offer No.16 offering us 2,500 sets for three designs of the subject goods.
我方已收到贵方第16号提供2500台3种规格上述电冰箱的报盘。
We thank you for your offer by fax of september 3 for 5,000 pieces of the captioned goods at $9.50 per piece CIF Newyork.
感谢贵方9月3日传真所发标题下货物5000件的报盘，每件价格为纽约成本、保险加运费9.50美元。
We thank you for your quotation No.12 for your NCR-FM790 Medical Apparatus and Instruments, and we have given it very careful consideration.
贵方关于NCR-FM790 医疗器械的12号报价收悉，我们给予了认真的考虑。
2、常用句型
B类：无法接受某些条件
In reply, we regret to inform you that our clients find your price much too high.
抱歉通知贵方，我方用户发现贵方价格偏高。
However we regret to inform you that the minimum of 10,000 yards per design is too big for this market.
然而，很遗憾的告诉贵方，100000码的最低订购量对于这里的市场来说太多。
2、常用句型
B类：无法接受某些条件
我虽然对贵方产品感兴趣，但由于价格太高，我还不能订货。
Much as I am interested in your product, I can not place an order with you because of the high price.
你公司XX日寄来的价目单看起来不错，但所列的付款条件不符合我们的贸易习惯。Your quotation dated xx sounds interesting but the listed payment conditions are not customary in our trade.
很遗憾，我们不能接受你方报盘，你方价格过高。
Unfortunately, we can not accept your offer. Your prices are prohibitive (禁止的，望而却步的，价格过高的).
2、常用句型
C类：陈述不能接受的理由
有信息显示，此地销售的别国生产的冰箱价格比贵方低5%左右。
Information indicates that some kinds of the said articles made in other countries have been sold here at a level about 5% lower that that of yours.
我方不否认贵方产品的质量较好，但是，不管怎样，价格不能差异太大。
We do not deny that the quality of your products is slightly better, but the difference in price should, in no case, be so big.
我方不否认对贵方的产品感兴趣，但是我们从其他商号获得报价比你方要低8%。
We don’t deny that we are interested in your products, as you know. However, we find that we can obtain from another firm a price of 8% lower that that of yours.
2、常用句型
C类：陈述不能接受的理由
我方赞赏贵方产品的良好质量，但即便是这等质量的产品贵方的报价也过高了。如我方接受贵方价格，售后获利就非常少，因为当地市场对该类产品的需求以中档为主。
We appreciate the good quality of your products, but unfortunately your prices appear to be excessive even for the products of this quality. To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range.
我们认为你方价格不合适，因为这种材料的价格正在下跌。
We feel that your quotation is not proper because the price for such material is on the decline at present.
你方报盘与现行市场价格不符。
The price you offered is not in line with the prevailing market.
2、常用句型
D类：提出我方建议或想法
如果贵方能降低到那个价格，我方愿向贵公司订购我方年内所需之货物。
If you would reduce your price to that extent, we will be pleased to place with you an order that will carry us for the rest of this year.
如果贵方把每件花色的最低订购量降到7000码，将有可能向贵方订货。
In case you can reduce the minimum to 7000 yards per design, there is a possibility of placing orders with you.
鉴于我们长期的业务关系及友好的合作前景，我方建议贵方接受“货到后凭单付款”或“开出见票60天付款的汇票向我方收款”的条件。
In view of our long term relations and our amicable cooperation prospects, we suggest that you accept either “Cash against Documents on arrival of goods”or “Drawing on us at 60 day’s sight”
2、常用句型
D类：提出我方建议或想法
如能给5%的折扣，我方现在就有一份可靠的订单。
We have one sure order if you can allow us a 5% discount.
只要稍作让步，比如降价2%，就可以得到一大笔交易。
You could benefit from higher sale with a little concession, say a 2% reduction.
如果你们能改善货物的包装，我公司将接受你公司的特价报价单。
We can only accept your special offer if your assure improved packing of your goods.
如果你公司延长保证时间至12个月，则我公司准备接受你们的报价。
We are ready to accept your offer provided you extend the period of guarantee to 12 months.
2、常用句型
E类：望接受，盼回复
由于市场竞争激烈，建议贵方立即接受。
As the market is of keen competition, we recommed your immediate acceptance.
若贵方能考虑上述要求并早日给予有利回复，我方将不胜感激。
Your first priority to the consideration of the above request and an early favourable reply will be highly appreciated.
为促进贵方贸易，请接受此并不苛刻的条件，期盼贵方有利的答复。
In order to promote your business, please accept this unharsh condition. We await your pleasant reply.
3、翻译练习
若你公司坚持你方价格，我们就无法给你一个适当的价格。
If you insist on your price, we can not make you a suitable offer.
我们以较低的价格提供更好的产品。
We can supply superior quality goods at a lower price.
你公司报价货物包装不符合标准，能否适用可防止破损的包装。
The package of your offer is not up to the standard, can you use the package preventing from damage?
受到我公司仓储能力的限制，货物需分3次分运。不知在这种条件下你公司的报价是否仍有效。
Owing to the limit of our storage, the goods should be shipped in three lots. We wonder if your offer is valid under the circumstances.
3、翻译练习
我公司对于你公司30日寄来的报价单中的保险事项不甚满意，你公司能否对其重新考虑。We are not satisfied with the items of insurance listed in your quotation of 30th. We wonder if you can take it into consideration again.
我们觉得，对于你公司的易腐货物，只适用于冷藏卡车运输，请立刻告知我公司此办法是否可行。
We think your perishable goods is suitable for cold storage truck. Please let us know immediately
whether this method is workable or not.
考虑到我公司报你之价格已为最低价，故无法满足你公司的特殊要求。
Considering that the price we offered you is the lowest price, we are not in a position to meet your special requirment.
很遗憾，我们无法满足你公司对我们30日所寄报价单中有关包装事项的特殊要求。
We very much regret that we are unable to satisfy your special requirements for the items of packing in our quotation sheet dated 30.
3、翻译练习
考虑到阁下将开出大量订单，对于我们最近的报价单，将允许一定的折扣。
In consideration of your large orders we will allow discount to the certain extent on the recent quotations.
我公司的装运部门准备依从贵公司对运输路线的特殊要求，特此通知。
We hereby inform you that the forwarding department will comply with your special request for transport route.
非常抱歉，我们无法依从你对有关包装的特殊要求，但愿意提供如下的特价报价。
Much to our regret that we can not comply with your special request for packing but we are willing to make an exceptional offer as follows:
尽管我公司无法满足你的特殊要求，但我们仍给你方寄去另一份报价单。
Although we are not in a position to satisfy your special requirements, we still send you another copy of our price list.
4、撰写信函
请将下文翻译成中文
We are in receipt of your fax dated 26th July from which we note your offer for the above item at Stg.xx.per yd. Kindly note that all our competitors are booking locally at Stg.xx. In order to cope with the prevailing heavy competition we had to book at Stg.xx. We earnestly ask you to accept the above price.
With regard to the minimum quantity of 10,000 yards per design which you asked for in your fax, we have to point out that in your previous letter of 20th June the minimum was 7,500 yards. We ask you to accept this lower minimum. We have booked a total 45,000 yards in six designs.
Please let us have your fax confirmation at your earliest convenience.
Yours faithfully,
第七章
Unit Seven
Order, Acceptance and Rejection
买方发出的订单一经卖方接受，就不能随意撤回，买卖双方就将按照订单上的条件签署合同并执行合同。因此在拟写订单时，一定要将交易条件叙述完整，尤其是要将主要的交易条件叙述清楚，比如：商品名称、规格、数量、包装、价格、总金额、支付条件、交货期等。Unit Seven
Order, Acceptance and Rejection
订单既可能是卖方对报盘的接受，也可能是买方主动寄发的购货单。订单应该书写清晰，语言准确，能够表明交易中的所有条件。现在的许多贸易公司都使用正规的印刷订单，以确保
不会疏漏任何重要的条件。
Unit Seven
Order, Acceptance and Rejection
本章节内容：
1、常用模式
2、常用句型
3、翻译练习
4、撰写信函
5、作业
Unit Seven
Order
1、常用模式
A. 对方报盘或来函已收悉
B. 对产品满意，现列出预购货物
C.列出商品明细，包括商品名，数量，单价，支付条件，包装等
D. 如有其它未尽事宜，再次强调说明
E. 盼回复类
2、常用句型
A类：对方报盘或来函已收悉
We thank you very much for your quotation of 21 February and the sample sweaters.
We were very pleasure to receive your order of 15 Apirl for Ladies’and Children’s Shoes. We have received your letter of July 8, contents of which have been duly noted.
你方7月8日来信已收到，内情尽悉。
2、常用句型
B类：对产品满意，现列出预购货物
We find both the quality and prices satisfactory and are pleased to place an order with you for the following items on the understanding that they will be supplied from current stock at the prices named.
我们对你方产品的价格和质量都很满意，现寄上一份订单订购下列产品，要求按照指定价格以现货供应。
2、常用句型
B类：对产品满意，现列出预购货物
Your samples of …received favourable reaction from our customers, and we are pleased to enclose our order.
我客户对你方…样品反映良好，现附上订单。
This is a trial order.Please send us 35 sets only so that we may tap (开发)the market. If successful, we will give you larger orders in the future.
2、常用句型
C类:列出商品明细，包括商品名，数量，单价，支付条件，包装等具体的报价请参考书本内容
Please supply in assorted colors: preferable 6 dozen each of red, yellow, blue and brown.
请按下列颜色搭配供货，最好红，黄，蓝及棕色各6打。
2、常用句型
D类：如有其它未尽事宜，再次强调说明
With a view to ironing out this misunderstanding, we explain as follows:
为了清除这个误会，我们作如下的解释：
This will take considerable time, so please start manufacturing them for delivery within two to three months.
Please send us your confirmation of sales in duplicate.
2、常用句型
E类：盼回复类
Your compliance will be appreciated.
We appreciate your cooperation and look forward to further expansion of trade to our mutual benefit.
Unit Seven
Acceptance
1、常用模式
A. 对方订单已收悉
B. 接受订单并尽快安排；或部分接受订单内容
C. 就某一具体事情或商品进一步说明
D. 强调产品会令对方满意或就重点问题做出强调
E. 盼望更多合作
2、常用句型
A类：对方订单已收悉
We have duly received your Order NO.236 covering 10,000 sets of Men’s T- shirts.
We were very pleased to received your Order No.123 for portable(便携的) TV Sets.
2、常用句型
B类：接受订单并尽快安排
Our Sales Confirmation No.123 in two originals were airmailed to you. Please sign and return one copy of them for our file.
Thanks to mutual efforts, we were able to bridge the price gap and put the deal through.
Owing to our mutual efforts, we finally concluded the business.
2、常用句型
B类：接受订单并尽快安排
We accordingly accept the order and shall arrange delivery as soon as possible.
2、常用句型
B类：部分接受订单内容
As some items under your order are beyond our business scope, we can only accept your order partially. We hope this will not cause your inconvenience.
由于你方订单项下的一些货物超出了我方的
经营范围，我方只能部分接受你方订单。希
望这样做不会给你方带来不便。
2、常用句型
B类：部分接受订单内容
We regret to say that the delivery date stipulated in your order does not give us sufficient time to ship your goods. Usually the necessary minimum period for preparing the shipment is 5 to 6 weeks, but you only allow us 3 weeks. So we can not possibly effect shipment within the time required by you.
订单中规定的交货日期未给我方足够的时间交付货品，我方深感抱歉。通常准备装运货物的时间最少要5到6个星期，但贵方仅给了3个星期，故我方不可能在贵方要求的期限内完成装运。
2、常用句型
C类：就某一具体事情或商品进一步说明
We wish to point out that stipulations in the relative L/C must strictly conform to(符合，遵守) the stated in our Sales Confirmation so as to avoid subsequent amendments（修正，修改）.
2、常用句型
C类：就某一具体事情或商品进一步说明
It is necessary to take good note of this lest the parcel should be mixed up on loading.
有必要注意此事，以免货物在装运中被放混。
Lest: 连词，意思为免得，唯恐
引导目的状语从句，从句中常用should加动词原形
2、常用句型
D类：强调产品会令对方满意或就重点问题做出强调
Hoping the goods will turn out to your entire satisfaction and we may have further orders from you.
2、常用句型
D类：强调产品会令对方满意或就重点问题做出强调
Enclosed please find our Sales Contract No.110 in duplicate. If you find everything in order, please sign and return one copy for our file.
现随附我方销货合同第110号一式两份，请查收，如审查无误，请会签后退回一份存档。We attach hereto our Purchase No.119 with our signature, please check and counter-sign. Then return one copy to us for our records as soon as possible.
今附上我方第119号购货合同，我方已经签字，请审查和会签，并尽快寄回一份存档。
2、常用句型
E类：盼望更多合作
The conclusion of the dealing is certainly not the ending. It is only the beginning, and a good one, of the long and friendly business relations between us.
这笔交易的达成当然不是结束。它仅仅是个开端，并且是我们之间撑起友好业务关系的开端。It is our belief that the current small business will lead to a series of larger dealings in the near future.
我们相信这笔小生意将带来一系列大笔交易。
2、常用句型
E类：盼望更多合作
A good beginning makes a good ending. We hope that from now on we shall enjoy business relations profitable to both of us.
好的开端会带来好的结果。我们希望从今以后我们之间的业务关系是互利的。
We trust the current business is only a forerunner of a series of transactions in future.
相信这笔交易是未来一系列交易的前奏。
外贸函电课件整合完整版
外贸函电复习 第一章商务信函基础知识 , , , (, , ). (原则) 礼貌 体谅 完整 清楚 简洁 具体 正确 第二章建立贸易关系 建立贸易关系是交易的第一个环节。良好的开端是成功的一半。因此，在写有关建立贸易关系的信函时，应注意礼貌、得体，并应将自己要表述的内容清楚的叙述完整。 、常用模式 .进口商写给出口商.出口商写给进口商 ; ; .如何得知对方信息.如何得知对方信息 .表明自己意图.得知贵方有需求 .介绍本公司.介绍本公司 .请提供相关信息.随函附寄目录等 .盼回复.盼回复 、常用句型 类：从…得知贵方信息 . 从中国国际贸易促进委员会获悉，你们有意购买电器用品。 、常用句型 类：从…得知贵方信息 , . 据纽约史密斯公司介绍，得知你公司名称和地址，并得知你们是贵国轻工业产品的主要进口商之一。 …. 承蒙…有限公司的介绍，得知贵公司名称，我们非常乐意与贵方建立贸易关系 、常用句型 类：从…得知贵方信息 类似的表达还有：
… … … 、常用句型 类：表明意图 我们有幸自荐，以期与你公司建立业务关系。 . 我们有幸自荐，望能有机会与贵公司合作扩大业务。 . 我们冒昧写信以期与贵公司建立业务关系。 . 、常用句型 类：表明意图 我们专营中国棉织品出口，愿与你们进行交易。 . 我们欣然寄上自荐信，希望是互利关系的前奏。 . 我们愿在平等互利、互通有无的基础上与贵公司建立业务关系。 . 本信的主要目的是探索与你们发展贸易的可能性。 . 、常用句型 类：介绍本公司 我们经营的业务主要是化肥。 . 我们是声誉卓著的出口商，长期经营此商品的出口业务。 , . 我公司与此地可靠的批发商有密切联系，能与你公司做可观的进口业务 , . 我方对该货品拥有广泛的销售网，确信能以最低价格销售贵方产品。 , . 、常用句型 类：介绍本公司 我方在贸易界有极好的关系，对这类产品的进口有丰富的经验。 . 本公司是…地区…产品的首要出口商之一，因年来的成功经验而享有佳誉，相信贵方会对本公司的优质产品和服务感到满意。 产品地区’. . 、常用句型 类：介绍本公司 其他表达方法有： ( , , ) … ….
外贸函电课件重点
A)Supply the missing words Dear Sirs, We acknowledge receipt of your letter of August 12, and are very pleased to hear that you are importers of textiles. As requested, we enclose our latest catalog and a price list giving details for your reference. Under separate cover, we send you by airmail a range of samples. As you will find, our goods are excellent in quality an d reasonablein price. We look forward t o receiving your orders soon 1、若产品质量好，价格与我方市场相符，我们将向你方定一大笔货。 If your quality is good and the price is in line with the market at our end, we shall place a large order with you. 2、目前，我们对各种葡萄酒（Wines)感兴趣，如果能通过航空邮寄最近的价目表，我们将非常感激。、 At present, we are keenly interested in all kinds of Wines and shall be glad if you will kindly send us your latest price list by airmail. 3、请按照我方询价单报最低价并说明最早交货期。 Please quote as requested in our enquiry sheet your best prices and state the earliest delivery date. 1.我方能提供各种尺寸、颜色、样式的自行车现货。 Bicycles in all sizes, colours and designs are available from stock. 2.我们看过贵方在《海外杂志》上的广告，请惠寄贵方的价目单和详细的交易条件。 We have seen your advertisement in the Overseas Journal and would be glad to have price list and details of your terms. 3.随函附寄我方尼龙袜的样品，请查收。如贵方可供货5000打，请向我方报最优惠的CIF 香港价。 Enclosed please find samples of our Nylon Socks. If you are able to supply us with 5000 dozen, we would be pleased to have you quote a favorable price CIF Hong Kong. 1近来我们的电子邮件往来促成这笔交易的达成?(exchange，result in，conclusion of transaction) The recent exchange of E-mails between us resulted in the conclusion of the transaction. 2试订50台，以开发市场。如果令人满意，随后将大量订购?（tap th market) In order to tap the market, we will order 50 sets as a trial. If it is satisfactory, large orders will follow. 3我们将要装运货物,装船后我们会通知你方船名和开航日期?(advise) We'll make shipment, after shipment we'll advise you of the name of the vessel, and the date of sailing 我们同意以每吨500美元的价格达成交易?(conclude) We agreed to conclude the transaction at the price of USD 500 per ton. 5）按照合同要求,我们将在9月10日前装运货物 As requested in the contract, we are going to ship the goods before September 10.
外贸函电课件重点
外贸函电课件重点 A)Supply the missing words Dear Sirs, We acknowledge receipt of your letter of August 12, and are very pleased to hear that you are importersof textiles. As requested, we enclose our latest catalog and a price list giving details for your reference. Under separate cover, we send you by airmail a range of samples. As you will find, our goods are excellent in quality and reasonablein price. We look forwardto receiving your orders soon 1、若产品质量好，价格与我方市场相符，我们将向你方定一大笔货。 If your quality is good and the price is in line with the market at our end, we shall place a large order with you. 2、目前，我们对各种葡萄酒(Wines)感兴趣，如果能通过航空邮寄最近的价目表，我们将 非常感激。、 At present, we are keenly interested in all kinds of Wines and shall be glad if you will kindly send us your latest price list by airmail. 3、请按照我方询价单报最低价并说明最早交货期。