国际商务英语写作（1）业务拓展开发
每天学习一点点，坚持一年后，你会发现你已经站在更高的一个台阶了。
“No customer, no business” is a saying commonly known in the business world, so any firm engaged in foreign trade needs extensive business connections to maintain or expand its business activities. Therefore, a business must not only do what it can to consolidate its established relations but also develop and revitalize its trade by searching for new connections. In other words, the establishment of business relations is one of the important undertakings of any company. For a newly established firm, to seek prospective clients is of even greater importance.
业务开发拓展的信，重要性不用赘述。以下是参考例句：
1、Sources of information 获知对方信息的来源介绍
? I learned your esteemed company through (from) the trade magazine the
Business World that you are in the market for bundling machines.
?We have seen your advertisement in The New York and should be glad to------- ?Having had your name and address from the Commercial Counselor’s Office of our Embassy in the UK, we-----
?Your name was referred (recommended/given/passed on) to us by the PRC consul in your XXX as a large exporter of Woolen Goods.
?On the recommendation of (through the courtesy of) Johnson & Co., Ltd. In your city ,we are given to understand that you are----
?We are appreciative (indebted/beholden/impassioned) for your name and address to Mr. John Smith, Canadian Ambassador in Beijing.
?It has come to our attention through Zhejiang’s Trade Directory that you are a large importer of home electrical appliances.
2、Purpose of letters 写信的目的
?Please allow us to express our hope of opening an account with you.
?Having been deeply interested in the quality of your products, we are desirous of doing business with you.
?Specializing in the export of Chinese food stuffs, we wish to express our desire to trade with you in line.
?We are glad to forward to you this introductory letter, hoping that it will be the prelude to mutually beneficial relations between us.
?We take the liberty of writing to you with a view to establishing business relations with you.
?Our latest price list will be sent to you upon request.
?Enclosed are our catalog and price list covering the complete line of our goods. ?The enclosed catalog will give you a good knowledge of the articles we are handling.
?Should you desire, we would be pleased to send you catalogs together with export prices and estimated shipping costs for these items.
?To acquaint you with the light industrial goods we handle,we are sending you,by separate airmail, several pamphlets for your reference.
?For your reference we are enclosing our latest illustrated catalog together with the price list on selected goods which we believe would be of interest to you.
3、Friendly close 友好结尾
?We await your favorable reply in the near future.
?We look forward very much to pleasant business relations with you.
?We thank you in advance for your kindly attention and hope to hear from you soon.
?We would be obliged if you would reply at an early date.
国际商务英语（2）询盘和回复
每天学一点，坚持一年后，你会发现你已经站在更高的一个台阶了。
通常，询盘都是买家写给卖家的信件。一般是有两类：笼统的询问或是索要产品目录、价格表等，而没有指明具体的型号和要求。另一类是针对性强、有具体的产品和要求。
通过询盘信件的内容，以及邮件地址，我们基本可以判断出对方公司的实力和目的。通过网络搜索，我们甚至可以得知买家最近进口的商品，以及从哪个生产商进口。分析了客户的需求，从而可以有目的的、针对性强的报上客户有兴趣的内容。
有用的参考例句：
Self-introduce and reasons for inquires
?We write to introduce ourselves as a leading importer of surgical instruments and we are interested in---
?We are large dealers in it and know there is a promising market in our area for
moderately priced goods of this kind.
?We have received a number of inquiries for portable electronic games which we think will have great demand here.
?We are interested in your man’s shirts displayed in your showroom.
?We are interest in your advertisement in this month’s issue of China Foreign Trade and we should like to receive full details of your commodities.
?Your products are of great interest to one of our clients in Tianjin, who wishes to have your quotations for the items specified below.
Making inquiries or requests
?We would be much obliged if you could send us a complete set of leaflets so as to give us a general idea of the export items you handle.
?Please inform us of your terms of payment and discounts allowed on regular purchases of quantities no less than 100000 units.
?You are kindly requested to update us on the prices and availablility for the following products.
?Please advise if you are able to offer this product and include leadtime, packing and price FOB China port and CIF Chicago.
?It would be quite helpful if you could supply us with your newly developed products.
?We would like to have a booklet which includes your latest designs for building up the equipment.
?We are thinking of getting a supply of quilts.please send us your best offer by cable indicating origin and packing.
?We have pleasure in enclosing our inquiry No 0086 against which you are requested to make us an offer on FOB basis.
?We should appreciate further information with regard to the infant suits advertised by you in Beijing Weekly.
Offering alluring terms for a favorable reply
1、If terms and delivery date are satisfactory, we should expect to place regular orders with you.
2、Should your prices be found competitive and delivery date acceptable, we intend to place a large order with you.
3、We shall make delivery of the goods upon receipt of your order.
4、You may be certain that the dependable quality of the material will give you every satisfaction.
5、We have the products of the finest materials and the highest craftsmanship and shall be ready to grant you a 20% special discount for a quantity of more than 100 dozen.
Acknowledging receipt of an inquiry
1、Your letter inquiring about our furniture was brought to my attention. 2、We thank you for your letter---and are pleased to inform you that---- 3、We take pleasure in acknowledging your letter of----
4、We welcome your inquiry of May 26 and thank you for your interest in our products.
5、Thank you for your fax dated March 8th requesting information about our prices for---
Giving replies
1、It gives us much pleasure to send you the catalog asked for in your letter of yesterday.
2、The samples which are enclosed with this letter will give you an idea of the excellent quality of our products.
3、We are appreciative of your effort to put our new products on your market and hope the information enclosed here with be of great help to you.
4、In compliance with the request in your letter, we inform you that we have long-term established relations with the major dealers in the line of printing.
5、We are pleased to forward you the samples of our products with their quotation and discount for your reference.
6、We are now sending you a quotation sheet for your consideration.please be informed that, on account of the fluctuations of foreign exchange, the quotation is subject to change without previous notice.
7、Unfortunately we are not in a position to make delivery within 2 months from receipt of your order, owing to a heavy demand for the article from Canada.
8、We regret to inform you that we do not have in stock the goods of the desired quality.
9、We regret that it is impossible to accept your counter offer, even to meet you halfway; the price of raw material has advanced 20% and we shall shortly by issuing an advanced price list.
10、Although we are anxious to open up business with you, we regret that it is impossible for us to allow the reduction asked for.
11、We regret to inform you that we are not in a position to meet you need for the said goods.Once our supplies are replenished,we shall be only too pleased to revert to this matter.
12、As the goods of your specifications are in short supply, we intend to furnish you with our T-315 as a substitute, which is of good quality and very close to specifications but will be offered at a more favorable price.
Friendly close
1、Thank you for your cooperation in this matter.
2、I should like to express my appreciation for your assistance. 3、Please feel free to contact us if you have any questions.
4、May we expect a trial order from you while prices are greatly in you favor. 5、We hope this will give you the information needed.
6、We are ready to provide any further information or sample as requested and look forward to your favorable reply.
国际商务英语写作（3）上篇
每天学一点，坚持一年后，你会发现你已经站在更高的一个台阶了。
Quotations,Offers and Counter-offers 报价、报盘、还盘
Can you differentiate(distinguish) a quotation from an offer?
你能区分报价和报盘吗？下面就简述一下什么是报价、报盘和还盘。
Offer 翻译为报盘或发盘，是外贸业务中的一个环节，是对inquiry (询价)的答复。它是交易的一方（通常是卖方）向对方提出某种交易条件（包括货名、数量、规格、价格、交货期等），并愿意按此条件成交。
Offer作报盘讲时，有实盘（firm offer）和虚盘（non firm或 offer without engagement）之分。如附有firm for 3 days的是实盘，附有subject to our final confirmation的是虚盘。实盘是指报盘人在有效期内不得随意撤回或修改报盘的内容，并且报盘一经对方有效期内无条件地接受，交易即告成立，双方就有了法律约束力的合同关系。但是，在实际业务中，往往要在卖方报盘后，买方提出意见或正式的还盘（counter offer），甚至要经过双方多次反复磋商，才能达成交易。按一般惯例，当对方对实盘提出不同意见或还盘时，该实盘即宣告失效，对报盘人即无约束力。至于虚盘，因在报盘中附有保留条件（如subject to our final confirmation等），一般地说，对报盘人没有约束力。
总而言之，quotation就是报价单，没有约束力；offer 是报盘，具体有价格、条款、数量、规格、包装、付款方式、有效期等。报盘在法律上负有责任，在有效期内有约束力，双方接受了后，就达成交易。
A quotation is a promise to supply goods on the terms agreed upon by both parties. But it cannot be seen as an offer because it lacks an express promise to sell. Thus the prospective buyer is not obliged to purchase the goods for which a quotation is requested, while the seller does not have to sell what has been previously quoted for. A quotation is not an offer in the legal sense,
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