外贸英语学习资料

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,

because the seller can withdraw it.

An offer is made when a seller promises to sell goods at a stated price within a stated period of time. It is usually a reply made by a buyer. It not only quotes the prices for products the exporter want to sell, but also makes clear all the necessary terms of sales for the buyer’s consideration and acceptance. An offer is unchangeable if the offeree accepts.

Offers can be classified into two groups: no-firm offers and firm offers. A non-firm offer, sometimes called offer without engagement, is usually indicated by means of sending catalogues, price-lists, proforma invoices and quotation. It has no binding force upon the offerer or offeree because the offer can be changed,revised and even withdrawn at any time. It is subject to confirmation by the seller after being accepted by the buyer. A firm offer, also called offer with engagement, is made when the exporter promises to sell goods at a stated price within a stated period of time known as validity period. A firm offer has two apparent features: 1)All the terms and conditions in the offer must be complete, clear and definite; 2)The validity must be clearly stated, otherwise is no biding force upon the offerer.

A firm offer creates a power of acceptance permitting the buyer to take it as the transformation of promise in to a contractual obligation. Therefore, it is capable of acceptance and once it has been accepted, it cannot be withdraw and revoked for a specific period of time.

In the course of business negotiation, if the buyer finds any terms or conditions in the offer unacceptable, he will state his own terms and conditions to renew the received offer, negotiation with the seller this renewed offer is called counter-offer. Likewise,if the seller rejects the buyer’s request, he can make a counter offer. A counter-offer is really a new offer, even though the buyer and seller might agree to some or even most of the terms of a purchase or sale offer, any and change effectively creates a counter-offer. In other words, all previous bets are off and the parties are back to square on in the negotiation process. This process can go on for many a round till business is concluded or called off.

国际商务英语写作（三）下

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

Useful patterns 模板

Giving a favorable response 给予积极有力的回应。

1、 We put forward for your consideration an offer for our new products, and hope you will take advantage of his opportunity.

2、 In compliance with your request ,we are now offering you 2000 dozen magnifiers at US$36.00 per dozen CIF San Francisco, September shipment.

3、 We much appreciate your inquiry of September 15, against which we have just sent you the following offer.

4、 We can allow a 2% discount on all orders of US $600 in value and over, and a 3% on orders exceeding US$20000.

5、 We may consider allowing you a 3% commission on condition that your minimum quantity for the first order reaches 300 dozens.

6、 In considering the keen competition in your market, we are prepared to offer you a special discount of 4%.

7、 We are interested in making you an offer on our hand-made carpets, which are well received on the overseas market.

8、 We are pleased to quote you for 1500 dozen Man’s shirts as per the sample sent you before, at the price of USD5.00 per piece CIF New York for prompt shipment. 9、 Upon checking your offer, we would like to say that your price seems a little higher than we had expected.

10、 However, in view of the long connection between us in this line of business, we have decided to reduce the price by 5%, which is the furthest we can go to help you. 11、 After going carefully into this transaction, though your price is on the high side, we accept it exceptionally with the view of expanding our business in future.

Giving an unfavorable response 不利、不积极的回应

1、Unfortunately we are not in a position to accept your offer since another supplier in your market offered us the similar article at a price 3% lower.

2、In reply, we very much regret to state that our users here find your price too high and out of line with the prevailing market level. Should you be prepared to reduce your limit by say 60%, we might come to terms.

3、Your price has gone up so rapidly. It would be impossible for us to push any sale at such a price.

4、We regret to learn from your letter of January 6th that you ask for a reduction of 5% off our original price, which is unacceptable to us as we have closely calculated our price.

5、While appreciating the quality of your motors, we find your price are too high to be acceptable.

6、It is to our regret that we can not make use of your kind offer at present as similar but well-established products of the same quality are available at much lower prices. 7、We are obliged to place our order elsewhere unless you manage to reduce your price so as to stand the competition.

8、After careful thought, we must say frankly that out price is moderately fixed and we are not in a position to grant the reduction you asked for.

9、Although we are desirous of meeting your requirements, we regret our in ability to accept your counter-offer which leaves us with little profit.

10、Your request for a reduction in price has been noted. However, we are of the opinion that if you could increase your order to 500 pieces we would allow a 5% discount.

Giving explanations for an unfavorable response 对于不利回应的解释

1、We must point out that the falling market here will leave us little or no margin of profit.We must ask you for a better price in respect of future supplies.

2、The chief difficulty in accepting your orders now is the heavy backlog of commitments, but you may rest assured that as soon as we are able to accept new orders we shall give priority or preference to yours.

Making additional requests 添加附件要求

1、The above prices are understood to be on CIF Karachi basis. Discount of 5% may be allowed if the quantity for each specification is more than 1000 sets.

2、We make you the following offer subject to your reply reaching us not later than noon time December 25th.

3、We offer you 30 metric tons walnut-meat, subject to your reply reaching us before October 10th Beijing time.

4、The material supplied must be absolutely waterproof, and we place our order subject to this guarantee.

5、This offer should be withdrawn if not accepted within 15 days.

6、We hope that you will quote us your rock-bottom price, otherwise we can have no alternative but to place our orders elsewhere.

7、Will you please make a reduction of 10%? If you can, we are thinking of placing are placing a ready order with you.

8、We would very much like to place further orders with you if you could bring down your price at least by 15%. Otherwise we can only switch our requirements to other suppliers.

商务英语写作（4）

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。

Sales Promotion and Follow-ups 促销、跟进

Useful patterns 有用的模板 Creating desires 激起欲望

1、We have shown some flexibility in price negotiation in order to make the conclusion of business possible.

2、According to our investigation, the market is now showing a decline, so we are expecting an adjustment of the price at the end of this month. 3、By virtue of its superior quality, this item has met with a warm reception in most European countries. We deem it to your advantage to buy this item for a conditional sale in your market.

4、Now we have only a limited stock of (in) cotton piece goods.

5、This term, being quite popular,will also command a ready sale in your market.

6、Since the article you require is not available for supply at present, we should like to recommend some similar ones as follows.

7、It is not our intention to rush you into a decision, but as this article is in great demand, we would adviseyou to avail yourselves of our offer in your own interest.

8、You would benefit by ordering now, as there is every indication that the prices are rising. 9、You will get a 30% increase in production upon using this machine and also it allows one person to perform the task ofthree people.

10、Would you like to reduce your rising production cost?

11、Would you be interested in a car which runs on neither conventional gas nor electric power?

Offering special business terms 提供特殊生意条款

1. We inform you that we are able to offer you a discount of 10% of our recent price. 2. As you have placed many orders with us in the past, we have decided to make you a special offer of…

3. Since this is our first transaction with you, we decide, as an exception, to cut the price by 2%. 4. Special terms are allowed to you if you place trial order before the end of the current month. 5. The price we quoted is accurately calculated, but in order to encourage business, we are prepared to allow you adiscount of 2%.

6. Special terms are allowed to youif you place trial order before the end of the current month.

Motivating actions 激励促销的活动

1. We have pleasure in recommending to you the following goods similar to the samples sent by you.

2. In order to promote business between us, we are airmailing to you samples, under separate cover, for yourinspection.

3. In view of the large demand for this commodity, we would advise you to work fast and place an order with us assoon as possible.

4. We take pleasure in enclosing the latest designs of our products, which are superior in quality and moderate inprice and are sure to be saleable in your market.

5. We are sending you a sample bookwith a price-list of our new products, the high quality of which, we, trust,will induce you to place trial order with us.

6. With a view to supporting your sales, we have specially prepared some samples of our new makes and are sending them to you, under separate cover, for your perusal.

国际商务英语写作（5）

Useful patterns 有用的例句模板

Giving decisions to place an order 确认订单

1、We are pleased to enclose an indent for 2000 pieces of XXX.

2、Enclosed is our confirmation of order in duplicate, of which please return us one copy duly sighed (正式签署).

3、We are pleased to give you an order for the following items with the under-standing that they will be supplied from stock at the prices named.

4、Thank you for your letter and the samples enclosed. We find both prices and quality satisfactory and we are sending you an order for the following.

5、Thank you for your offer of February 15th. Your prices and quality turned out to be satisfactory and we are sending you an order for the following.

6、We are pleased to place an order with you for the following XXX .

7、We are writing to confirm our telex this morning ordering the following items. 8、We enclose a trial order. If the quality is up to our expectations, we shall send further orders in the near future. Your prompt attention to this order will be appreciated.

Making requirements related to an order 提出和订单相关的要求

1、The material supplied must be absolutely waterproof, and we place our order subject to this guarantee.

2、We place the order on the condition that the goods are dispatched in time to reach us by 4th September. We would like to remind you that we reserve the right to cancel it and to refuse delivery after this date.

3、We need the goods urgently and it is imperative that the ordered goods reach us by the end of this month.

4、Please send us the ordered goods by the first available steamer sailing for Dalian next month.

5、It would be appreciated if you could arrange for the immediate shipment of our order.

6、Please deliver us the following by the first steamer sailing for London next month. 7、Would you be so kind as to deal with this order as one of special urgency?

Acknowledging receipt of an order 收到订单后的鸣谢

1、We are pleased to acknowledge your order No.1567.

2、We highly appreciate your letter of March 12 together with your order No XXX.

3、We thank you for your trial order of Oct 17 for ten thousand sets of our XXX. 4、Thank you for your order No.1032 and it is now being processed and should be ready for dispatch by September 30th.

5、Thank you very much again for your trial order and hope that this may be the good beginning of a long and friendly connection between us.

Accepting an order 接受订单

1、We agree to your quoted prices, as started above, and anticipate receiving the goods on or before 15 May. Please charge this order to our account, number XXX. 2、Your order is booked and will be handled with great care.

3、We have accepted your order for 2000 yards of Article No.50. Please send us color assortment immediately and open the covering L/C according to the terms contracted. 4、With reference to your letter of the 6th December, we have pleasure in informing you that we have booked your order for 1500 alarm clocks. We are sending you our S/C intriplicate, one copy of which please sign and return for our file. 5、You may rest assured that this order will have our careful attention.

6、We assure you that we shall effect shipment on the date specified in your order.

Rejecting an order 拒绝一个订单

1、There is a great demand for this quality and our stock is exhausted. It will be 3 months before it is available again.

2、We very much regret that we will not be able to accept your order for special packs of printers as offered in last year.

3、While thanking you for your order, we have to explain that supplies of raw materials are becoming more and more difficult to obtain, and we have no alternatives but to decline your order.

4、The chief difficulty in accepting your orders now is the heavy backlog of commitments. But you may rest assured that as soon as we are able to accept new orders, we shall give priority or preference to yours.

Executing an order 执行订单

1、We confirm that delivery will be made on July 5th.

2、At present, we do not have in stock the goods you ordered. As per your request, we are sending you substitutes of the nearest quality.

3、The goods you ordered are now ready for shipment and we are sending you substitutes of the nearest quality.

4、The goods you ordered are now ready for shipment and we are waiting your shipping instructions.

5、Delivery will be made immediately on receipt of your letter of credit. We have

today dispatched by SS.Qingdao aconsignment of 1000 cases canned beef and enclosed shipping documents.

Expressing expectations 表达期望

1、We hope to be favored with your new order.

2、It is regrettable to see an order dropped owing to no agreement on price; however, we wish to recommend you another quality at a lower price for your consideration. 3、It is our sincere hope that this order will be the first step to a long and mutually satisfactory business relationship with your company.

国际商务写作（6）

常见的几种付款方式

L/C letter of credit 信用证 T/T telegraphic transfer 电汇 Collection 托收 包括

D/P documents against payment 付款交单 D/A documents against acceptance 承兑交单 M/T mail transfer 信汇 D/D demand draft 票汇 O/A open account 赊账

C.W.O cash with order 随订单付现 C.O.D cash on delivery 交货付现

C.A.D cash against documents 凭单付现 P.O.D pay on delivery 货到付款

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