外贸函电期末重点
第一章 Basic Knowledge of Business Letter Writing
1.1 Structure 构成：
a. Letterhead(信头) ——发件人的信息（名称、电话、地址） b. Reference and date（发文编号和日期）
c. Inside Name and Address(封内名称和地址) ——收件人的信息 d. attention line (注意事项) e. The Salutation(称呼)
f. the Subject Line(事由标题)
g. The Body of the Letter(信的正文) h. Complimentary Close(结尾敬语) i. The Signature(签名) j. enclosure (附件)
k. carbon copy notation(抄送) l. postscript(附言)
1.2 Envelope 信封的写法： China National Chemicals (stamp) Import&Export Co. 寄件人地址 Beijing,China Overseas Trading Co. 153 Market street 收件人地址 London, E.C.3 Registered 挂号信 1.3 Principle 写信原则： Courtesy 礼貌 Conciseness 简洁 Clearness 清晰
第二章 Establish Business Relations 建立贸易关系
2.1 Structure
第一部分 说明信息来源
Commercial Counselor office商务参赞处； Embassy 大使馆； Chamber of commerce 商会； 第二部分 说明写信目的+自我介绍
leading importer 主要进口商/ one of the largest importers 最大的进口商之一 deal with/ specialize in 专营
competitive price 竞争价格/ enjoy great popularity 享有盛誉
for your reference 供你方参考; fall(be) within the scope of 属于…的经营范围 enter into business relations 建立贸易关系
in the market for想要购买 /in the hope of doing sth. 希望
acquaint sb. with sth. 让某人了解某事/ Credit standing 商业信用 第三部分 要求寄送有关资料+表达合作愿望 2.2 Sentences
①We learned/ heard/obtained your company from the Internet that you are one of the leading manufactures in this line.
我们从互联网上得知贵公司,你们是这方面领先的制造商之一。
②We would like to take this opportunity to establish business relations with you . 我们愿借此机会与贵公司建立贸易关系。
③We are an importer/exporter handling toys for many years. Our products have enjoyed a high reputation in the world for their good quality and reasonable price.
我们是一家经营玩具多年的进口商/出口商。我们的产品凭借着良好的品质和合理的价格在世界上享有盛誉。
④If your price is competitive ,we will place an order with you. 如果你方价格有竞争力的话，我们将向你方发出订单。
⑤In order to acquaint you with our products, we sent two samples this morning. 为了使你熟悉我们的产品,我们今天早上送两个样品。
第三章 Enquiries & Replies 询价及回复
3.1 Structure
General Enquiry 一般询价& Specific Enquiry 具体询价 1. 说明信息来源和目的, 如有必要自我介绍 2. 感兴趣的商品和具体要求 4. 表达合作的愿望 3.2 Main Words
reasonable price 合理的价格/competitive price 具有竞争力的价格 commission 佣金 discount 折扣
under separate cover 另函附上
confirmed, irrevocable L/C by sight draft 保兑的，不可撤销的即期信用证 regular purchase 定期购买 catalog 目录 price list 价目表 brochure 小册子 sample 样品
3.3 Main Sentences
①If you order 3000 dozens or more, we will allow you 5% discount . 如果你订购3000打以上,我们将给予5%的折扣。
②Please quote your lowest price, CIF…, inclusive of our 5% commission. 请报你方最低价，CIF... ，包括5%的佣金。
③Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.
如果你方的价格有竞争力,并且可以接受交货期,我们打算大量订货。
第四章Quotations, Offer & Counter offer报价、发盘及还盘
4.1 Structure
实盘的内容明确完整，包括商品品质、数量、包装、价格、装运、支付、有效期等。 第一部分：感谢对方询价。 Thank you for your inquiry of…
第二部分：提供交易的细节（最好用列表形式）。 We are pleased to quote as follows… Commodity 商品 ;
Specifications 规格( size, weight ); Quantity 数量; Price 价格; Packing 包装; Payment 支付; Shipment 装运;
第三部分：说明有效期。（报价信可以没有） This offer can remain open till … 第四部分：希望对方下单
We look forward to receiving your order. 4.2 Main Words
Subject/ captioned goods 标的物 growing demand 增长的需求
assortment 花色品种，各式各样的搭配， do one’s (your, my) utmost 竭力，竭尽所能 As per 按照
By 3 equal monthly shipment 三个月，等量装货 minimum quantity 最低起订量 4.3Sentences
①We thank you for your enquiry of August 22 and (we) are pleased to send you our quotations for the goods you required as follows:
我们感谢你方8月22日的询价,很高兴为你们所需要的货物报价如下: ②This offer is valid/open subject to your reply here by 5 p.m. our time. 这个报价以我方时间下午5时以前复到为有效。
③In reply to your enquiry of April,28, we enclose/are sending you under separate cover a copy of our latest price list for your reference.
为了回复您4月28日的询价，我们附上/另送您一份我们的最新价格单,供您参考。 ④Your price is about 10% higher than those of your competitors. 你的价格比你的竞争对手高出10%。
⑤As the market is declining, business is not possible unless you can reduce your price by 10%. 由于市场的减少,除非你可以降低你的价格10%，否则无法进行贸易合作。
⑥All quotations are subject to our final confirmation. Unless otherwise stated or agreed upon, all prices are net without commission.
所有报价都以我方最后确认为准。除非另有说明或约定,所有价格都是净价,不含佣金。
⑦Due to the heavy demand for the goods, the offer will be valid (open, firm, good ) only for 8
days.
由于商品的大量需求，该报盘的有效期只有8天。 4.4 Main Letters
Quotation 报价——P60 Dear Sirs,
We thank you for your enquiry of August 22 and are pleased to send you our quotation for the goods you required as follows:
Commodity: \Size:74*84in Weight:4lbs
Colour:yellow, brown, green assortment Quantity:1,000pcs.
Price:US$40.00 per piece CIF Montreal Shipment:October
You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price. We look forward to receiving your order. Yours faithfully,
Offer of Electronic Calculators 电子计算器商报盘——P73 Dear sirs,
In reply to your letter of July 14,we are giving you an ofter,subject to your reply here by 5 p.m. Our time,Tuesday ,August 5,as follows: Commodity: Electronic Calculators Specifications: As per attached list Packing: As per the buyers option Quantity: 3,000 pieces
Price: US$9.00 net per piece CIF Lagos Shipment: September/October, 2014
Payment: Confirmed, Irrevocable Letter of Credit payable by draft at sight to be opened 30 days before the time of shipment.
Under separate cover, we have sent you 2 copies of illustrated catalogue of various brands as per your request.
We are expecting your early order. Yours faithfully,
Offer of Refrigerators 电冰箱报盘——P74 Dear sirs,
Your fax of February 10 asking us to offer you the subject article has received our immediate attention. We are pleased to know that you are interested in our products.
In reply to your inquiry, we take pleasure in making you an offer as follows, subject to your reply reaching us within 7 days from today:
Specification quantity(set) price(US &) BYD212 1,000 410,00
相关推荐：
loading