國商實驗班 函電寫作

1、 Establishment of Business Relations Ways to get information of prospective clients:Information Related Information RelatedImporter Writes to ExporterDear Sir or MadamWe have obtained your address from the Commercial Counsellor of your Embassy in London and are now writing you for the establishment

2、of business relations.We are very well connected with all the major dealers here of light industrial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.Please let us have all necessary information regarding your products for export.Yours

3、 faithfullyExporter Writes to Importer Dear Sir or MadamYour firm has been recommended to us by John Morris&Co., with whom we have done business for many years.We specialize in the exportation of Chinese Chemicals , which have enjoyed great popularity in world market. We enclose a copy of our ca

4、talogue for your reference and hope that you would contact us if you are interested in any item.We hope you will give us an early reply.Yours faithfullySelf Introduction by Exporter Dear Sir or MadamWe write to introduce ourselves as one of the largest exporters, from China, of a wide range of Machi

5、nery and Equipments.We enclose a copy of our latest catalog covering the details of all the items available at present, and hopesome of these items will be of interest to you.We are very pleased to receive your inquiries for any of the items against wich we will send you our lowest quotation.We are

6、looking forward to your favourable and prompt reply.Yours faithfullyCase 1我方是哥本哈根東部的一家紡織品經(jīng)銷商，有著多年的從業(yè)經(jīng)驗。從我駐外使館商務(wù)參贊處了解到對方是全棉床罩和枕套的主要出口商之后，寫信給對方以建立業(yè)務(wù)關(guān)系并索要對方的商品目錄和價目單。Key Points 1. 從事紡織品進口從事紡織品進口2. 求購高質(zhì)量的全棉床罩和枕套求購高質(zhì)量的全棉床罩和枕套3. 進行詢盤進行詢盤4. 簡單介紹市場的需求簡單介紹市場的需求5. 表達下訂單的可能性表達下訂單的可能性Useful Wordsembassy embsile

7、ading li:ditextiles tekstailspromising prmisipillowcase pilkeisCopenhagen .kupnheigndealer di:lall cotton bedspreadn.大使館大使館a.第一位的，最主要的第一位的，最主要的n.紡織品紡織品a.有前途的有前途的n. 枕套枕套n.哥本哈根哥本哈根7. n.經(jīng)銷商，商人經(jīng)銷商，商人8.全棉床罩全棉床罩Dear Sir or Madam We learn from the Commercial Counselors Office of our Embassy in your country

8、 that you are a leading exporter of all cotton bedspreads and pillowcases in your country. We take this opportunity to approach you in the hope of establishing business relations with you. We are large dealers in textiles, located at the east of Copenhagen, having many years of experience in this li

9、ne and there is a promising market in our country for your products. We shall appreciate it if you send us your catalogue and price list at your earliest convenience. We shall place large orders if your prices are reasonable.Yours faithfullyMark MatthewsMark MatthewsMany Steps in Business Negotiatio

10、n inquiryoffercounter-offeracceptanceBusiness KnowledgeInformation Related Enquiry / Inquiry1 First enquiry2 General enquiry3 Specific enquiry4what is an enquiry? An enquiry is a request for information about the goods, including catalogues, samples, prices, payment terms, delivery etc. The informat

11、ion a buyer request will help him decide whether to buy the particular commodity or not. Enquiries are generally made/sent by buyers/importers to sellers/exporters after seeing an advertisement in newspaper, or a commercial on TV, or after visiting a trade fair. Enquiries may be made by post, fax, e

12、-mail, even telephone or through face-to-face talk.First enquiry An enquiry sent to a supplier/exporter that importers have not previously dealt with. It should begin by telling how importers obtained the name of the company and the importer makes an introduction of his own business.General enquiry

13、An enquiry made to get the general information about the goods. In the general enquiry, the importer may only ask for catalogues, price lists, samples, or other information from the exporter.Specific enquiry An enquiry made to get detailed information about the goods, such as price, quantity, specif

14、ications, terms of payment, delivery etc. concerning particular goods the importer is interested in. How to write a general inquiry Tell the source of information and make a brief self-introduction Express the intention of writing the letter (establish business relations, ask for catalogues, price l

15、ists as well as samples of the goods.) State the possibility of placing an orderSpecimen letters studying Whats the writing steps of sample letter? Information source; Purpose of writing and specific requirements; Self-introduction; Possibility of placing an order.- 關(guān)于訂單的各種說法 regular order 長期訂貨 tria

16、l order 試訂單 first / initial order 首筆訂單 substantial/large order 大宗訂單 repeat order 再次訂貨/續(xù)訂6. A growing demand for the goods對此類產(chǎn)品的需求迅速增加。A steady/an increasing demand for Case 1我方是哥本哈根東部的一家紡織品經(jīng)銷商，有著多年的從業(yè)經(jīng)驗。從我駐外使館商務(wù)參贊處了解到對方是全棉床罩和枕套的主要出口商之后，寫信給對方以建立業(yè)務(wù)關(guān)系并索要對方的商品目錄和價目單。Key Points 1. 從事紡織品進口從事紡織品進口2. 求購高質(zhì)量的

17、全棉床罩和枕套求購高質(zhì)量的全棉床罩和枕套3. 進行詢盤進行詢盤4. 簡單介紹市場的需求簡單介紹市場的需求5. 表達下訂單的可能性表達下訂單的可能性Case 1 General InquiryDear Sirs, We learn from the Commercial Counselors Office of our Embassy in your country that you are a leading exporter of all cotton bedspreads and pillowcases in your country. We take this opportunity t

18、o approach you in the hope of establishing business relations with you. We are large dealers in textiles, located at the east of Copenhagen, having many years of experience in this line and there is a promising market in our country for your products. We shall appreciate it if you send us your catal

19、ogue and price list at your earliest convenience. We shall place large orders if your prices are reasonable.Yours faithfully,Mark MatthewsMark MatthewsUseful expressions of letterA professional manufacturer of cotton piece goods-棉質(zhì)產(chǎn)品的專業(yè)生產(chǎn)商2. Tablecloth and table napkins - 桌布和餐巾Samples of various siz

20、es - 各種尺寸的樣品4. One of the largest dealers - 最大的經(jīng)銷商之一5. We shall place large orders with you in the future if your prices are reasonable. - 如貴方的價格合理，我們將向貴方大量訂貨。- 關(guān)于訂單的各種說法 regular order 長期訂貨 trial order 試訂單 first / initial order 首筆訂單 substantial/large order 大宗訂單 repeat order 再次訂貨/續(xù)訂6. A growing deman

21、d for the goods對此類產(chǎn)品的需求迅速增加。A steady/an increasing demand for 詢盤 Dear Mr. Li, Your firm has been recommended to us by the Dickson Electrics Company, with whom we have done business for many years. We are interested in your for use in offices and shall be glad if you will send us a copy of your illus

22、trated catalogue and latest price list. Yours sincerely (Mrs.) Susan Block ManagerA Reply Dear Mrs. Block Thank you for your interest in our commodities. We are enclosing some copies of our illustrated catalogues and a price list giving the details you asked for. We trust that you will agree that ou

23、r products and price appeal to the most selective buyer. And we also allow a proper discount according to the quantity ordered. Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt and careful attention. Yours

24、trulyLetter 2 Whats the general plot of the reply letter? express appreciation; Actions corresponding to the inquiry; Introduce products and recommend other products;- Express expectation for new orders.How to write a reply express your gratitude for his inquiry, repeat the inquiry to avoid misunder

25、standing. Give a full answer to the inquiry. If you cannot do as requested, try to offer a substitute. You may end your letter by hoping that the information you provided is helpful and by offering further help. You may express your expectation for order.Useful expressions of letter 2We are sending

26、you some samples of various sizes for your close study.-現(xiàn)寄送各種尺寸的樣品供貴方仔細(xì)研究。2. Since our products are both excellent in quality and reasonable in price, our products are rapidly becoming popular in the world market.-我方產(chǎn)品因物美價廉在國際市場上迅速受到歡迎。3. Cotton bed-sheets (bed sheets) and pillow cases.-棉質(zhì)床單和枕套Case

27、2出口商在收到詢盤信后，給予答復(fù)。隨信寄了幾本帶有插圖的商品目錄和一份價目單，另外為了證明產(chǎn)品的質(zhì)量及工藝，單獨郵寄了一些樣品。信中還提出對成批購買給予3%優(yōu)惠，憑不可撤消即期信用證付款。Key Points 1. 給予答復(fù)給予答復(fù)2. 寄出目錄、價目單和樣品寄出目錄、價目單和樣品3. 對付款方式和折扣優(yōu)惠進行詢對付款方式和折扣優(yōu)惠進行詢問問Useful Words and Expressionscraftsmanship kr:ftsmnipenclose inkluzillustrated catalogueby separate post= under separate coverirr

28、evocable L/C at sightbulk purchasen.技能，技術(shù)vt.隨信附寄帶有插圖的目錄單獨郵寄不可撤銷的即期信用證批量采購We are pleased to receive your inquiry of September 10 and are enclosing our illustrated catalogue and price list as requested.We are pleased to know that we have been recommended by .We hope the above information will turn out

29、 to be useful to you.Please feel free to contact us if you have any further questions.Useful SentencesLetter Two Reply to a General InquiryDear Mr. Matthews,We welcome your inquiry of May 16 and thank your interest in our export commodities.We are enclosing some copies of our illustrated catalogues

30、and a price list giving the details you requested. Also by separate post, we are sending you some samples which will show you clearly the quality and craftsmanship. Youll find that our products are both excellent in quality and reasonable in price.We offer a 3% discount for bulk purchase. Payment is

31、 to be made by irrevocable L/C payable at sight.Thank you again for your interest in our products. If you would like to have more information, please let us know as soon as possible. Well be glad to assist you in any way we can.Yours sincerely,Jane StottJane Stottdiscount n.折扣折扣常用作：give/make/grant a

32、 % discount off/on the prices of goods 按貨價給予.%的折扣cash discount 現(xiàn)金折扣quantity discount 數(shù)量折扣special discount 特別折扣e.g. We give a 10% discount for cash payment.現(xiàn)金付款，我們給予九折優(yōu)惠。Notes to Letter Two We are prepared to allow you a special discount of 5% to compensate for the trouble we have caused. 我們準(zhǔn)備給與你們5%的

33、特別折扣，以補償給你方造成的不便。 The highest discount we can grant you on this article is 10%. 這種商品我們所能給的最高折扣是10%。 To be frank with you, a discount of 4% wouldnt help very much. 坦率地說，4%的折扣意義不大。Notes to Letter Two irrevocable L/C= irrevocable letter of credit 不可撤銷的信用證irrevocable documentary letter of credit不可撤銷的跟單信

34、用證Notes to Letter TwoHow to write a specific inquiry Greeting Tell the names and describe the goods inquired for, including specifications, quantity, etc. requirements (Ask whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect) St

35、ate the possibility of placing an orderCase 3 我方是韓國一家毛衣的主要進口商。在一次廣交會上看到對方的毛衣后，就有意購買對方商品號為GE-0756的毛衣。因此寫信給對方，詢問CIF到釜山Pusan的最低價（包括5%的傭金）、每款產(chǎn)品的最低訂單數(shù)量、最早的裝船日期及付款方式，同時要對方提供不同顏色的毛衣樣品。Key Points 1. 有意購買毛衣有意購買毛衣2. 對對CIF、裝船日期和付款方式、裝船日期和付款方式等進行具體詢價等進行具體詢價Useful Words and Expressionscommission kminin the marke

36、t for= be interested in buying sth. quote sb. a price for sth. place an order with sb. for sth. the minimum quantity (MOQ) n.傭金 有意買某物 向某人就某物報價 向某人就某物下訂單 最低訂單量 Letter Three Specific InquiryDear Sir or Madam,We are one of the leading importers of sweaters in Korea. We have seen your products displayed

37、 at the Canton Fair.At present, we are in the market for your sweater, Item No.GE-0756. Will you please quote the lowest price CIF Pusan, inclusive of our 5% commission, stating the earliest date of shipment and terms of payment? We would find it the most helpful if you could provide us with the sam

38、ples of different colors. And how about the minimum quantity (MOQ) per color and per design?Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.Your prompt attention to this matter will be much appreciated.Yours faithfully,Mary SmithLetter T

39、hree Specific InquiryNotes to Letter Three1. quote 報價，開價報價，開價嚴(yán)格來說，它僅報一項價格，不包括數(shù)量、交貨等。常用的句型為quote sb. price for sth.e.g. We will quote you the lowest price if you send us your specific inquiry. 如提出具體詢價，我們將給貴公司報最低的價格。有時可用quote sb. for sth., 即把price省去。e.g. Please quote us for 500 dozen of printing apron

40、s.請給本公司報500打印花圍裙價格。也可用quote sb. a pricee.g. Please quote us your best price. 請報貴公司最好的價格。2. price跟對方談到價格優(yōu)勢時跟對方談到價格優(yōu)勢時，常用表達常用表達有有：competitive（競爭的），workable（可行/做的），reasonable（合理的），favorable（優(yōu)惠的），realistic（實際的）等。Notes to Letter ThreeNotes to Letter Three3. CIF= Cost, Insurance & FreightCIF即成本、保險費加運費

41、（指定目的港），其實指在裝運港當(dāng)貨物越過船舷時，賣方即完成交貨，賣方必須支付將貨物運至指定的目的港所需的運費和費用，但交貨后貨物滅失或損壞的風(fēng)險，及由于各種事件造成的任何額外費用，即由賣方轉(zhuǎn)移到買方。但是，在CIF條件下賣方還必須辦理買方貨物在運輸過程中滅失或損壞風(fēng)險的海運保險。 FOB=Free on Board（船上交貨）。FOB是指貨物在指定的裝運港越過船舷，賣方即完成交貨。這意味著買方必須從該點起承當(dāng)貨物滅失或損壞的一切風(fēng)險。FOB術(shù)語要求賣方辦理貨物出口清關(guān)手續(xù)。4. Commission （1）傭金的含義。傭金是中間商因介紹交易或代買商品而獲取的報酬。作為中間商因其有一定的貿(mào)易渠道

42、，所以通過其開展交易已是國際貿(mào)易中的一種普遍做法。 （2）傭金的表示方法。在商品中包括傭金時，通常應(yīng)以文字來說明。例如：“每公噸580美元CIF舊金山，包括2%傭金（US$200 per M/T CIF San Francisco including 2% commission）”;或“每公噸580美元CIF2%舊金山（US$200 per M/T CIFC 2% San Francisco）”。Notes to Letter ThreeNotes to Letter Three5. place an order with sb. for sth. 向某人向某人訂購某物訂購某物1）名詞orde

43、r常與動詞send, place等聯(lián)用，如果表示訂購某項貨物，后接介詞for,也可接on或of，但接for最普遍。e.g. If your prices are competitive, we shall be pleased to place an order with you for printing bedcovers. 若貴公司價格具有競爭力，則本公司將訂購印花被套。Useful SentencesPlease quote us your lowest prices/rock bottom price for this product, CIF , inclusive of 5% co

44、mmission.We may place regular orders for large quantities if your quality is excellent and the prices are competitive.If the quality of is satisfactory and the prices are acceptable, we shall be able to give you considerable orders.Useful SentencesHow much discount could you offer on an order of thi

45、s size?We find it the most helpful if you can supply samples of your products.We would also like to know the minimum quantity (MOQ) per color and per design.Your prompt attention to this matter will be much appreciated.Letter 5 Whats the general plot of letter 5? Information source; Self-introductio

46、n; Introducing the market; Ask for quotation for a certain item and related information; Possibility of placing an order.Whats the difference between Letter 3 & 5 Letter 3 simple and short Letter 5 long and complicated6. Irrevocable L/C payable by draft at sight:憑即期匯票支付的不可撤銷的信用證7. ink-jet printe

47、rs:噴墨打印機8. in perfect condition: in good condition9. Quote a price on CIF London basis：報CIF倫敦的價格10. Inclusive of a 2% commission: 包括2%的傭金11. Unit price of $700CIFC2:包括2%傭金的到岸價￥700一套.12. The shipment will be made in 30 days upon receipt of your L/C.Phrases in Letter 6, 7& 813. If you send us an i

48、mmediate confirmation, you can take advantage of the strengthening market.如能給予立即肯定，貴方就可以抓住好機會。14. Please rest assured that: pls. set your heart at rest 請放心Case 4 在收到上述詢盤信后，對商品號為GE-0756女式毛衣的可供貨尺寸、最低訂單量、價格、裝船日期和付款方式給予答復(fù)。(referring to letter 8)Key Points 可供貨可供貨 及時給予答復(fù)及時給予答復(fù)Useful Words and Expressions

49、assorted s:tidanticipate ntisipeitawait weittake advantage ofwith keen interest a.多樣混合的,各色俱備 vt.預(yù)期，期望 vt.等候,準(zhǔn)備.以待 利用 殷切地Letter 4 Reply to a Specific Inquiry Dear M.S. Smith, Re: inquiry of Womens Sweater GE-0756 Thank you for your inquiry of Sept. 23 and we are pleased to send you our quotation as f

50、ollows: Commodity: Womens sweater in assorted colors, Item No.GE-0756 Size: Large (L), Medium (M), Small (S) Minimum Order Quantity: 100 dozen per color per sizeReply to a Specific Inquiry Price: US$40.00 per dozen, CIFC 5% Pusan Shipment: within 25 days after receipt of L/C Payment: by irrevocable

51、L/C at sightYou are cordially invited to take advantage of this attractive offer. We are anticipating a large order from Japan, and that will cause a sharp rise in price. We look forward to receiving your first order with keen interest.Yours sincerely,Cecilia XuNotes to Letter Four1. as follows= as

52、what follows 如下如下e.g. Our price is as follows. 本公司的價格如下。 We quote the prices as follows. 公司報價如下。2. offer 報盤報盤（包括交易的種種條件，如貨名、規(guī)格、數(shù)量、價格、船期及答復(fù)期限等）e.g. We can offer you various kinds of laundry baskets. 我們可以報盤各種洗衣筐。 We can offer you large quantities of headdress flowers at attractive price. 我們能以很具吸引力的價格給

53、貴公司報盤大量頭花。Notes to Letter FourOffer 還可以用作名詞，在make offer, send offer, give offer后通常接介詞for,間或接on. e.g. Please make/send us an offer for gold and silver thread embroidered articles. 請報金銀繡品價格。3. anticipate v. 期望，期待 e.g. We anticipate hearing from you again. 我們期待再收到貴公司的來信。 We anticipate your favorable re

54、ply to this matter. 我們期待貴公司對此事的有利答復(fù)。Key to translation on P53You are requested to provide us with various kinds of samples of pure silk handkerchiefs.All the items listed in our catalogue are now in stock and ready for prompt shipment.We are looking forward to receiving your inquiry at an early date

55、.Owing to their softness and durability, our cotton bed sheets and pillow cases are rapidly becoming popular.Since one of our customers is interested in the Model B12, we are looking forward to your samples and quotation.Reply to a Specific Inquiry（普通詢盤的回函：普通詢盤的回函：不可供貨）不可供貨）Write a reply to the above Specific Inquiry,tellin