外貿(mào)函電【2016新版】

WritingskillsofBusinessCorrespondences

外貿(mào)英文函電寫(xiě)作技巧IntroductionEnglishbusinesscorrespondence

orbusinessletterisawrittencommunicationbetweentwoparties.Itisameansthroughwhichviewsareexpressedandideasorinformationiscommunicatedinwritingintheprocessofbusinessactivities.Itistolearnboththelanguageandtheprofessionalknowledge(inotherwords,tolearnthelanguageyouaregoingtousewhenyouwork).外貿(mào)函電objectivesAfterthecompletionofthislesson,youaresupposedto:comprehendandmasterthebasicwritingskillsforvarioustypesofbusinesscorrespondence.befamiliarwiththegeneralconventionsaswellasmainproceduresininternationaltradepractice.conductbusiness,makequickandcorrectreactionstothebusinessinformationandmakebusinessconcludedinreallifesituations.

外貿(mào)函電contentsThecontentsofBusinesscorrespondenceinvolvemanyaspectsofinternationalbusinesstrade,mainlyinclude:Establishingbusinessrelations;Inquiry;Offer;Counteroffer;Acceptance;Order;Payment;Shipment;Insurance.外貿(mào)函電PartOne

LayoutofaBusinessLetterContents

ObjectivesLeadingIn

SampleletterLanguagePointsSummaryAssignmentsCasestudy外貿(mào)函電Objectives

Uponcompletionofthispart,youshould:

befamiliarwiththelayoutofbusinessletters.knowtheformatsofbusinessletters.knowhowtoaddresstheenvelope.外貿(mào)函電LeadingIn

NamethewaysofcommunicationyouknowWhatisthelayoutofanEnglishletter?外貿(mào)函電TelephoneFaxE-mailLetterTelegramTelex外貿(mào)函電WaysofcommunicationWarmingup外貿(mào)函電日期Date封內(nèi)地址InsideAddress稱呼Salutation正文Body結(jié)尾敬語(yǔ)ComplimentaryClose簽名Signature外貿(mào)函電LayoutofBusinessLetter1.信頭letterHead2.日期Date3.封內(nèi)地址InsideAddress4.稱呼Salutation5.

正文Body6.結(jié)尾敬語(yǔ)ComplimentaryClose7.簽名Signature8.事由Subject9.附件Enclosurea參考號(hào)Ref.No.b經(jīng)辦人AttentionLinec抄送CarbonCopy

go

Letterhead

Generally,aletterheadwillincludethecompanylogo,company'sname,address,telephonenumber,faxnumberandemailaddress,andthewebaddressifavailable.信頭的寫(xiě)法：2種格式信頭一般印在信紙上端的中間，但也可印在信箋的左上方1）平頭式RichardThomas&BaldwinsLtd.151GowerStreetLondon,SCT6DY,EnglandTel:63216260Fax:63302700外貿(mào)函電2）縮行式SHANGHAIPHARMACEUTICALCO.,LTDP.O.BoxNo.1752,Shanghai20002,ChinaTel:63216260Fax:63302700E-mail:spcld@online.shcn2.發(fā)信人地址、日期的具體寫(xiě)法：1）門牌號(hào)碼和街名（或郵箱號(hào)）例如:151GowerStreet但有些不寫(xiě)門牌號(hào)與街名，而寫(xiě)出信箱號(hào)，如P.O.Box1079,即PostOfficeBox1079的縮寫(xiě)，第1079號(hào)信箱。2）城市、郵政編碼、國(guó)家名例如：London,Swg250Y,England

美國(guó)地址在城市名稱后應(yīng)寫(xiě)州名和郵區(qū)號(hào)，例如，Columbus,Ohio43210，U.S.A.

（二）編號(hào)和日期1.編號(hào)（ReferenceNo.)有的信頭下有編號(hào)。編號(hào)是供參考用的，作用是能使復(fù)信與先前發(fā)出的信函聯(lián)系起來(lái)。a.卷宗號(hào)碼(afilenumber)、b.部門代號(hào)（departmentalcode)，c.辨認(rèn)代號(hào)（initialsofthesigner)：口述人和打字人的名字縮寫(xiě)。

編號(hào)又分：你方編號(hào)（YourReferenceNo.),我方編號(hào)（OurReferenceNo.),例如：YourRef:B-1549YourRef:JBD/WMOurRef:A-3450OurRef:WDW/LPInsideAddressAlwaysincludetherecipient'sname,addressandpostalcode.Addjobtitleifappropriate.距日期兩到四行，打在左邊。1.寫(xiě)上封內(nèi)地址的益處：1）發(fā)信時(shí)可與信封上地址相互對(duì)照，以免發(fā)信時(shí)發(fā)生錯(cuò)誤2）收信人讀信時(shí)可以相互對(duì)照3）便于查閱Date外貿(mào)函電02/01/032002年1月3日2003年2月1日2003年1月2日ChinesewayAmericanwayBritishwayToavoidconfusion,itisacommonpracticetowritemonthsinwords.

Returnsalutation1.Ifunsuretowhomyoushouldaddressaletter,youshouldusethefollowingsalutations:

DearSirorMadam,

2.Ifyouknowthenamebutarenotfamiliarwiththeotherperson,youshouldusethefollowingsalutation:

DearMr./Mrs.XXX,外貿(mào)函電3.Ifyouarequitefamiliarwiththeotherperson,youmayusethefollowingsalutation:

HiXXX,HelloXXX,XXX,外貿(mào)函電Informal

外貿(mào)函電（六）事由（主題）TheSubjectLine或Caption：

事由（標(biāo)題）的作用是讓收信人對(duì)信的主旨一目了然，寫(xiě)在稱呼語(yǔ)下面的兩行，一般是在信箋中上部的位置，可在前冠以Subject：或Re：的字樣。事由要簡(jiǎn)單扼要，說(shuō)明商品名稱、數(shù)量、信用證或合同號(hào)碼等即可。eg.Subject:AnnualStockholdersMeetingRe:YourOrderNo.111BodyofaletterThebodyofabusinesslettertypicallycontainsthreeparagraphs:·

1.introductoryparagraph·

2.oneormorebodyparagraphs3.concludingparagraph外貿(mào)函電Bodyofaletter注意事項(xiàng)：1）段與段之間一般空兩行想一想：如果信的正文很長(zhǎng)，一頁(yè)紙不夠用而需兩張或數(shù)張聯(lián)頁(yè)，該怎么辦？外貿(mào)函電Bodyofaletter如果信的正文很長(zhǎng)，一頁(yè)紙不夠用而需兩張或數(shù)張聯(lián)頁(yè)，應(yīng)在第一頁(yè)的右下端打“待續(xù)”（tobecontinued),并在聯(lián)頁(yè)上端注明收信人的名稱、日期、頁(yè)數(shù)，再繼續(xù)打正文。這是為了避免第一頁(yè)和第二頁(yè)，第三頁(yè)在發(fā)信時(shí)誤置。外貿(mào)函電FormalTruly/sincerely/Faithfullyyours,InformalBestregards,外貿(mào)函電ComplimentaryCloseCapitalizeonlythefirstwordinthecomplimentaryclose,andfollowallphraseswithacomma.注意：1）結(jié)束禮詞寫(xiě)在結(jié)尾語(yǔ)下隔一行，正中或略向右邊寫(xiě)起2）只有第一個(gè)字母大寫(xiě)，后面加逗號(hào)3）歐洲信函把Yours放前，美國(guó)則把副詞放前4）用Yours而不用Your，與Yours連用的一定是帶-ly的副詞。外貿(mào)函電ComplimentaryCloseSignature

Company’snameYoursignaturetypedsignature(jobtitle)ELECTRONICSLTD.

HaroldJones

HaroldJonesManagerReturn

外貿(mào)函電（十一）其他1.附件（Enclosure):如信中有附件時(shí)，應(yīng)在左下角注明Encl.或Enc.(縮寫(xiě)），如果附件不止一件，應(yīng)注明2Encls.或3Encls.等.例如:Encls.：2Invoices3Encls.:1B/L1Photo1Certificate

外貿(mào)函電2.副本抄送（CarbonCopyNotation)：如果寫(xiě)信人希望信件內(nèi)容為更多人的知曉，那么在Enclosure的下方必須注明c.c.的字樣，然后打上抄送單位的名稱。c.c.可以大寫(xiě)，也可以小寫(xiě)，其后跟冒號(hào)c.c.:Mr.BrucePatC.C.:PublicRelationDepartment外貿(mào)函電4.附筆（再啟）(Postscripts)信寫(xiě)完后，如果想起還有要緊的話要說(shuō)，可以在信末加P.S.,然后由發(fā)信人簽署本人簡(jiǎn)筆簽名（本人姓名的每一個(gè)字母，如ParkDavis,只簽P.D.)。鄭重的函件一般不用P.S.，說(shuō)明寫(xiě)信人辦事不夠周密。eg.P.S.Thesampleswillbemailedtoyoutomorrow.外貿(mào)函電BlockFormat齊頭式外貿(mào)函電Theblockformatisthesimplestformat;allofthewritingisflushagainsttheleftmargin.

Format外貿(mào)函電Thesemi-blockformatyouraddress,date,theclosing,signature,areallindentedtotherighthalfofthepage(半齊頭式）Theindentedformat(縮進(jìn)式）Alsothefirstlineofeachparagraphisindented.

外貿(mào)函電Addressingtheenvelop

SummaryInthispart,wehavelearntthelayoutinabusinessletter.Weshouldatleastrememberthesevenprinciplepartsandsomeusefulandcommonoptionalparts.Weshouldalsorecitetheformatofbusinessletters.Theserulesandprinciplesarecrucialinthebusinessletters,becauseitshowsyourattitudeandabilitytodobusinesscarefullyandsuccessfully.外貿(mào)函電Assignments

Arrangethefollowinginproperformastheyshouldbesetoutinaletter.UsetheBlockStyle,andthenaddresstheenvelopeaccordingly.Seller:RoyalGrosvenorPorcelainCompanyLtd.Address:GrosvenorHouse,RenfrewRoad,OakleyStaffordshireOA79AHTel:(743069)60591/2/3Buyer:ColourfloorCo.Ltd.Address:238WiltonRoad,AxminsterAXzASDate:March5,2007Subject:porcelainThemessage:Theletteriswrittenbytheseller外貿(mào)函電CasestudyTask:Lookatthefollowingpage.ThisisthetoppartofabusinessletterfromaFrenchcompany.Decidewhenyouwouldusethesesalutations,insteadof“DearMr.Brown”.DearJames,DearSirs,DearMadams,DearSirorMadams.外貿(mào)函電CasestudySunshineFlavoursLTD.SunriseTechnologyPark,EastHarborDriveLyonAS126KM,FranceTelephone03793832223Fax333703835550Nov14,2007Mr.JamesBrownMarketingDirectorBrownIndustriesInc.546ParkAvenueIL43301Washington,USADearMr.Brown,Thankyouforyourletterof11November,suggestingameetinginDecember.ThemostconvenientdatesfromourpointofviewareDecember6thorDecember7th.外貿(mào)函電PartTwo

EstablishingBusinessRelationsContents

RevisionObjectivesLeadingIn

SampleletterLanguagePointsSummaryAssignmentsCasestudy外貿(mào)函電Revision

1.信頭letterHead2.日期Date3.封內(nèi)地址InsideAddress4.稱呼Salutation5.

正文Body6.結(jié)尾敬語(yǔ)ComplimentaryClose7.簽名Signature8.事由Subject9.附件Enclosurea參考號(hào)Ref.No.b經(jīng)辦人AttentionLinec抄送CartonCopy外貿(mào)函電

PartTwoEstablishingTradeRelations外貿(mào)函電objectives

Uponcompletionofthispart,youshould:knowthewaysthatanexportercanusetoseeknewcustomers.knowhowtowritethiskindofletter.grasptheimportantwordsandphraseslearned.外貿(mào)函電LeadingIn外貿(mào)函電生產(chǎn)v/n生產(chǎn)商產(chǎn)品買方賣方顧客客戶produceproductionproducerproductbuyersellercustomerclient用戶消費(fèi)者制造商購(gòu)買銷售中間商零售商批發(fā)商經(jīng)銷商userconsumermanufacturerbuy/purchasesell/salemiddlemanretailerwholesalerdealer外貿(mào)函電貿(mào)易進(jìn)口

出口進(jìn)口商

出口商海關(guān)

關(guān)稅配額,限額

commerce,trade

importexportimporterexporterCustomsCustomsdutyquotaWarmingUpSupposeyouarethesalespersonofABCcompany.Youwanttosellthefollowingproductstoachildren’sstore.Nowyouarecallingthestoreandthemanageranswersthephone.Thenwhatwouldyousayinordertoselltheproducts.(off-roadvihicle,motor)外貿(mào)函電Foreignmerchantsmaybeapproachedthroughthefollowingchannels:

外貿(mào)函電Web/consultancybankscommercialcounselor’sofficeChambersofCommerceinforeigncountriesTradeDirectoryAdvertisementsAttendanceattradefairsandexhibitionsheldathomeandabroadMutualvisitsbytradedelegationsandgroups,etc.5-POINTPLAN

外貿(mào)函電Whereyougettheinformationaboutthepersonorcompanytowhomyouarewritingtheletter;Yourintentionforexportorimport;Abriefintroductiontoyourbusinessscope,experienceandproducts;Thereferenceastoyourfirm’screditstanding;Expectationforcooperationandanearlyreply.Sampleletter

DearSirsorMadams,

Wehaveobtainedyournameandaddressfromthewebsite:.WewereinformedthatyouareoneofthebiggestimportersofteainUKandyouarenowinthemarketfortea.Wetakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelationswithyou.外貿(mào)函電Togiveyouageneralideaofourproducts,weencloseherewithacopyofourbrochurecoveringthemainitems

availableatpresent.Ifyouareinterestedinanyofourproductsorhaveotherproductsyouwouldliketoimport,pleasecontactuswithyourrequirements.Welookforwardtoprovidingyouwithhighqualityproducts,superiorcustomerservice.外貿(mào)函電Languagepointsbeinthemarketforwanttobuy外貿(mào)函電1.我們生產(chǎn)各式各樣的皮鞋，因此我們想要購(gòu)買牛皮。Weproduceallkindsofleathershoes,soweareinthemarketforcowhide.2.我們的一個(gè)顧客想購(gòu)買你方的新產(chǎn)品。Oneofourcustomersisinthemarketforyournewproducts.Languagepointstakethisopportunity

我想借此機(jī)會(huì)對(duì)你為我公司所做的一切表示感謝。

Iwouldliketotaketheopportunitytothankyouforallthatyouhavedoneforourcompany.我們借此機(jī)會(huì)介紹我們的新產(chǎn)品。Wetakethisopportunitytointroduceournewproducts.外貿(mào)函電Languagepoints

approachWeapproachedtheMinistryofCommerceandtheytoldusthatyouareabletosupply1000metrictonsofapplesatatime.我們與商務(wù)部聯(lián)系，他們告述我們你們能一次性提供1000公噸蘋(píng)果。我們定期與客戶聯(lián)系，看他們是否有新的要求.Weapproachourclientsregularlytoseeiftheyhaveanynewrequest.外貿(mào)函電Languagepointsbeinthehopeof為了能找到客戶，我給這頁(yè)上所有的公司都打了電話。

Icalledallthecompaniesonthispageinthehopeoffindingacustomer.我給您發(fā)電子郵件是希望能與您建立業(yè)務(wù)關(guān)系。Iame-mailingyouinthehopeofestablishingbusinessrelationswithyou.外貿(mào)函電Languagepointsgivesb.ageneralideaof這個(gè)樣品是為了讓你大概了解我們產(chǎn)品的質(zhì)量。Thissampleismeanttogiveyouageneralideaofthequalityofourproducts.這個(gè)產(chǎn)品說(shuō)明書(shū)將使你大概了解我們最新的產(chǎn)品。Thisproductdescriptionwillgiveyouageneralideaaboutourlatestproduct.外貿(mào)函電Languagepointsencloseputsth.inanenvelope隨函附寄Weareenclosingasampleforyourreference.herewithadv.enclosedinthis隨函附上外貿(mào)函電我們現(xiàn)隨函附寄一個(gè)樣品供你方參考。LanguagepointsencloseTheycanbeusedinthefollowingways:enclosesth.Enclosedis/aresth.Enclosedpleasefind隨函附寄產(chǎn)品說(shuō)明書(shū)。(description)外貿(mào)函電1.Weareenclosingaproductdescription.2.Enclosedisourproductdescription.3.Enclosedpleasefindaproductdescription.Languagepointscovering

about關(guān)于

Translatethefollowingsentence:請(qǐng)寄給我們關(guān)于你方新產(chǎn)品的小冊(cè)子。外貿(mào)函電Pleasesendusabrochurecoveringyournewproducts.LanguagepointsItem

refertoaparticularproduct單個(gè)商品，標(biāo)號(hào)商品WehaveseenyourgoodsandarequiteinterestedinyouritemNo.TK-103.

我們看了貴方的商品，對(duì)標(biāo)號(hào)為TK-103的商品特別感興趣。外貿(mào)函電LanguagepointsItem

referstoanindividualunitinagroupofproducts.Goodsrefertoagroupofproducts.外貿(mào)函電ItemNo.TK-101

ItemNo.TK-102

ItemNo.TK-103ItemNo.TK-104ContentsofcompanyintroductionParagraph1-TheintroductionParagraph2-WhatwedoParagraph3-QA/QCParagraph4-Theclosing

外貿(mào)函電TheintroductionTheyearyourcompanywasestablishedYourcompany’slocationIfyouareamemberofagroupcompanyWhatproducts/servicesyouofferAnyForeigninvestmentthatyoumayhave外貿(mào)函電

Whatwedo

Productrange/servicesofferedMachineryandtechnologyusedProductionexperienceNumberofstaffHowordersarehandledSharesignificantachievementsthatwouldbemeaningfultobuyers

外貿(mào)函電QA/QCQualitycertifications(suchasISO)allowforanincreasedleveloftrustandmentioningtheminyourcompanyintroductioncanonlybenefityou.Additionally,addingyourmonthlyoutputvolume,countries/regionsservicedandanymajorclientsthatyouhavewillalsobuildcredibilitywithbuyers.外貿(mào)函電TheclosingManycompaniesusethefinalparagraphoftheircompanyintroductionstostatetheircorporatevaluesandinvitebuyerstocontactthem.外貿(mào)函電1.

Commonly-usedOpeningSentences

常用的開(kāi)頭語(yǔ)句

外貿(mào)函電(1)表達(dá)“茲致函給您，通知您……”的句子：Ibegtoinformyouthat…Iamwritingtoyoutoaskabout…Iamgladtotellyouthat…(2)

表達(dá)“收到貴方X月X日來(lái)函，內(nèi)容悉知”的句子：Thankyouforyourkindletterdated6th.YourkindletterofJuly30arrivedthismorning.

外貿(mào)函電注意：①表示X月X日來(lái)函可有兩種方法a.用介詞of；b.用過(guò)去分詞dated。②kind在“l(fā)etter”前常用，以示客氣.（3）表達(dá)“遲復(fù)為歉”的句子：Imustapologizeformydelayinreplyingyourrecentletter.Ibegthousandpardonsfornothavingwrittentoyousooner.1.

Commonly-usedClosingSentences

常用的結(jié)束語(yǔ)句

外貿(mào)函電在書(shū)信正文的末尾，常常表達(dá)盼回信、表祝愿和代問(wèn)或囑筆問(wèn)候等意思，這種意思可以用句子表示，也可以用短語(yǔ)表示。用句子表示時(shí)，末尾用“.”；用短語(yǔ)表示時(shí)，末尾用“，”。

(1)

表達(dá)盼回信的句子或短語(yǔ)Ihopetohearfromyousoon.Hopingtohearfromyousoon,Awaitingyourearlyreply,Yourkindearlyreplywillbeappreciated.

外貿(mào)函電

(2)

表示祝愿的句子Withbestregards,Wishyouthebestofhealthandsuccess.Muchlovetoyouandyourfamily,

(3)

表達(dá)轉(zhuǎn)達(dá)、或囑筆問(wèn)候SayhellotoJoe.Pleaseremembermetoyourbrother.Mymotherjoinsmeinlovetoyou.UsefulSentences

外貿(mào)函電11.Havinghadyournameande-mailaddressfrom…weavailourselvesofthisopportunitytowritetoyouand…22.WeareaSino-Americanjointventurespecializingintheexportofhouseholdelectricalappliances.3.TheAmericanConsulate（領(lǐng)事館）inShanghaihasadvisedustogetintouchwithyouconcerning...44.Willyoupleasesendusyourcatalogueandpricelistfor...SummaryContentsofaletterofestablishingrelationsImportantpartsinaletterofestablishingbusinessrelationssourceofinformationandtheintentionofwritingtheletterIntroductionofthecompanyandproductsClosingpartLanguagepoints:beinthemarketfortaketheopportunityapproachencloseitemcoveringInthehopeof外貿(mào)函電Exercises1

外貿(mào)函電TranslatethefollowingsentencesintoEnglish:我們?cè)概c貴公司建立業(yè)務(wù)往來(lái)。我公司經(jīng)營(yíng)電子產(chǎn)品的進(jìn)出口業(yè)務(wù)，希望與貴方建立商業(yè)關(guān)系。根據(jù)你公司1月20日來(lái)函要求，現(xiàn)附寄目錄一份。我們保證對(duì)于貴方的詢價(jià)給予充分的重視。KEY

外貿(mào)函電1.Wearewillingtoestablishtraderelationswithyourcompany.2.thiscorporationspecializesinimportingandexportingelectronicproductsandwishestoenterintobusinessrelationswithyou.KEY

外貿(mào)函電3.AsrequestedinyourletterofJan.20,weencloseacopyofourcatalogue.4.Weassureyouofourbestattentiontoanyinquiriesfromyou.Exercises2

外貿(mào)函電Youareaskedtowritealetterorsendanemailtoaforeigncompanyforestablishingbusinessrelations.Theletterortheemailshouldcoveratleastthefollowingpoints:

外貿(mào)函電1.

Wherehaveyougottheinformation?2.

Whatisyourdesire?3.

Whatisyourbusinessscope?4.

Howaboutyourfinancialstanding?information:從中國(guó)日?qǐng)?bào)的廣告上了解到對(duì)方是一家從事中國(guó)手工藝品的進(jìn)口商。(handcrafts)我們是手工藝品的出口商，想與對(duì)方建立業(yè)務(wù)關(guān)系。隨函寄上關(guān)于公司產(chǎn)品的目錄。希望對(duì)方和我們?nèi)〉寐?lián)系。外貿(mào)函電PartThree

InquiryContents

RevisionObjectivesLeadingIn

SampleletterLanguagePointsSummaryAssignmentsCasestudy外貿(mào)函電TeachingobjectivesUponcompletionofthispart,youshould:beawareoftheinformationtobecoveredingeneralinquiryandspecificinquiry.beabletomakeinquiriesonthedetailedinformationaboutdifferentproducts.beabletouserelatedwordsandphrasestomakeinquiries.外貿(mào)函電 Warming-up:

Afterthemarketresearchandestablishmentofbusinessrelations,itcomestotherealprocedureofanimport/exporttransaction:

enquiry（詢盤(pán)） offer（發(fā)盤(pán)） counteroffer（還盤(pán)） acceptance（接受） Soenquiryisthefirstrealstepinbusinessnegotiation.

Q: 1.Whichstepsareirrevocable（不可取消的；不可缺少的）inasuccessfulbusinesstransaction?

2.Eachoftheabovestepsismadeby(prospective)buyersorsellers?

Suggestedanswers:

1.Offerandacceptanceareirrevocablebusinessstepsininternationaltradenegotiation.Thatistosay,enquiryandcounteroffercanbeomittedinrealbusinesstransaction. 2.Enquiry,offer,counterofferandacceptancecanbemadebyeitherprospectivebuyersorpotentialsellers.Butusuallyenquiryismadebytheprospectivebuyerwithoutengagement（約束）andofferisusuallymadebytheprospectivesellerwithengagement(firmoffer實(shí)盤(pán))orwithoutengagement(non-firmoffer虛盤(pán)).

Enquiry

Theimportanceofenquiry:

Enquiryisthefirstrealstepinbusinessnegotiation.

Thenatureofenquiry:

Inforeigntradeanenquiryisusually(notabsolutely)madebytheprospectivebuyerwithoutengagement（約束）,requestingforinformationonthesupplyofcertaingoods.Sowecallit詢盤(pán)or詢價(jià)inChinese.

Theclassificationofenquiries:

I.GeneralEnquiries:（一般詢盤(pán)）

requestforpricelists,literature宣傳資料orcatalogue,etc.

II.SpecificEnquiries:

（具體詢盤(pán)）(strongerintensiontomakeanorderthangeneralenquiries)

requestforquotations/offersordetailedtradetermssuchasprices,tradeterm,discount,packingconditions,timeofshipment,termsofpayment,specifications,insuranceorotherinformationforcertainarticles.GeneralinquiryIftheimporterwantstohaveageneralideaofthecommodity,hemaymakearequestforapricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry.外貿(mào)函電Generalinquiry一般詢盤(pán)——買主為了了解情況向賣主索取商品目錄本、價(jià)目單、樣品或樣本等一般信息。外貿(mào)函電GeneralinquiryStructureThesourceofinformationandabriefself-introductionTheintentionofwritingtheletter.(Askforacatalogue,samplesorapricelist)Statingthepossibilityofplacinganorder外貿(mào)函電Generalinquiry初次詢盤(pán)信一般包含以下內(nèi)容：簡(jiǎn)單告知如何獲得賣方的名址，寫(xiě)一些你方的業(yè)務(wù)情況。你地市場(chǎng)需對(duì)方經(jīng)營(yíng)的貨物告知對(duì)方你所需的信息外貿(mào)函電

3.StepsinwritinganEnquiryletter:

1)Introducingyourfirmandtheproductsitdealsin

2)Statingthepurposeoftheletter

3)Explainingwhatyouwanttherecipienttodo4)Endingwithanoptimisticnoteandrequestanearlyreply

SpecificinquiryIftheimporterintendstopurchasegoodsofacertainspecification,hemayasktheexportertomakeanofferoraquotation

forthegoods.Thatisaspecificinquiry.Whatisthedifferencebetweenofferandquote?外貿(mào)函電OFFER是外貿(mào)業(yè)務(wù)恰談的第一步,是交易的一方向另一方提出買或者賣某種商品的各項(xiàng)交易條件．并表示愿意按這些條件達(dá)成交易．在報(bào)盤(pán)的有效期內(nèi)，一經(jīng)對(duì)方接受，合同即告成立．報(bào)盤(pán)的主要內(nèi)容應(yīng)該包括商品名稱，品質(zhì)，數(shù)量。包裝，價(jià)格，交貨日期和方式，及支付方式等．報(bào)盤(pán)還有實(shí)盤(pán)和虛盤(pán)之分．實(shí)盤(pán)是指可以從報(bào)盤(pán)的內(nèi)容上判明發(fā)盤(pán)人有肯定的訂立合同的意圖．此報(bào)盤(pán)一經(jīng)接受，發(fā)盤(pán)人就不得更改或撤銷報(bào)盤(pán)的內(nèi)容，否則將承擔(dān)法律責(zé)任．它具有內(nèi)容名確（ＣＬＥＡＲ），內(nèi)容完整（ＣＯＭＰＬＥＴＥ）和無(wú)保留條件（ＦＩＮＡＬ）三個(gè)特點(diǎn)。虛盤(pán)則是指從報(bào)盤(pán)的內(nèi)容上可以看出發(fā)盤(pán)人有某種保留并無(wú)肯定的訂立合同的意圖．此報(bào)盤(pán)對(duì)發(fā)盤(pán)人來(lái)說(shuō)，無(wú)任何法律約束力．它的特點(diǎn)就是內(nèi)容不明確，主要交易條件不完整或有保留條件．ＱＵＯＴＥ是賣方報(bào)價(jià)，一般是指只報(bào)出價(jià)格，而未提出其他條件．OFFER：報(bào)盤(pán)QUOTE：報(bào)價(jià)SpecificinquiryStructureMentioningthepreviousletteryou’vereceivedfromtheexporter.Enquiringaboutthedetailsofthegoodssuchasnames,descriptions,specifications,quantity,etc.Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect.Statingthepossibilityofplacinganorder.外貿(mào)函電Wordsandphrases外貿(mào)函電價(jià)格合理的價(jià)格具有競(jìng)爭(zhēng)力的價(jià)格優(yōu)惠的價(jià)格單價(jià)

總值

金額

傭金

凈價(jià)

pricereasonablepricecompetitivepricefavorableprice

unitprice

totalvalue

amount

commissionnetprice

外貿(mào)函電折扣批發(fā)價(jià)零售價(jià)現(xiàn)行價(jià)格（時(shí)價(jià)）國(guó)際市場(chǎng)價(jià)格

discount

wholesaleprice

retailprice

current/prevailingprice

world(International)marketprice離岸價(jià)（船上交貨價(jià)）FreeonBoard成本加運(yùn)費(fèi)價(jià)（離岸加運(yùn)費(fèi)價(jià)）CostandFreight

到岸價(jià)（成本加運(yùn)費(fèi)、保險(xiǎn)費(fèi)價(jià)）FOBCFR

CIFcost,insuranceandfreight

Warming-UpIfyouareinterestedinthefollowingproductsandwanttoknowsomethingaboutthem,whatwouldyouwriteinyourletterofinquiry?外貿(mào)函電SampleletterDearSirs,

WethankyouforyourletterofMay3andshallbegladtoenterintobusinessrelationswithyou.WehaveseenyourbrochureandareinterestedinGreenTeaExtractandPorcelain（瓷的）TeaSetNo.TSM001.Weshallbepleasedifyouwillkindlysendussamplesandallthenecessaryinformationregardingthesetwoproducts.

外貿(mào)函電Meanwhile,pleasequoteusthelowestprice,CIFLiverpool,statingtheearliestdateofshipmentandtheminimumquantity.Shouldyourpricebecompetitiveanddateofshipmentacceptable,weintendtoplacealargeorderwithyou.Yourearlyreplywillbehighlyappreciated.

Trulyyours,

外貿(mào)函電NewWords&Expressions1. inquiry(enquiry)n.詢盤(pán)，詢價(jià) make(or:send,give,fax)sb.aninquiryfor sth.向某人詢購(gòu)某種商品 Wethankyouforyourinquiryforsunflower seeds.我們感謝你方有關(guān)向日葵籽的詢盤(pán)。 Uponreceiptofyourspecificinquiry,weshall sendyouourquotationsandsamples. 一收到你方具體詢盤(pán)，我方立即給你方寄出我方的報(bào)價(jià)及樣品。 Atpresent,therearelargeinquiriesforour “Cool”BrandAirConditionerinourmarket. 目前，我們市場(chǎng)有大量對(duì)我“涼爽”牌空調(diào)的詢盤(pán)。NewWords&Expressionsinquirev.詢價(jià)，詢購(gòu)，詢問(wèn)inquireforsth.詢購(gòu)某種商品ThankyouforyourletterofSeptember1Theladies’pajamasyouareinquiringforarenowoutofstock.你方現(xiàn)詢價(jià)的女士睡衣沒(méi)貨。Weareinquiringaboutthesupplyofsugarandcoffee.我方正在詢購(gòu)糖和咖啡的貨源。NewWords&Expressions2. beinterestedin…對(duì)(某商品)有興趣，

常用以表示有意購(gòu)買某種商品，是打算購(gòu)買 某種商品的初步表示。WeareinterestedintheimportofChinese silkneckties. 我們對(duì)進(jìn)口中國(guó)絲綢領(lǐng)帶感興趣。 Theyhavecustomerswhoareinterestedin yoursixdesignsofOrnamentalCloth.

他們有客戶對(duì)你方六種圖樣的裝飾布感興趣。NewWords&Expressions3.quotequotev.報(bào)價(jià)quotesb.apricefor(or:on)sth.報(bào)給某人某種商品的價(jià)格Pleasequoteusyourlowestpricesforpersonalcomputers.請(qǐng)報(bào)個(gè)人電腦的最低價(jià)。WequotedthisarticleatUS$278percase.這種商品每箱報(bào)價(jià)二百七十八美元。WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.請(qǐng)報(bào)一千件皮夾克的最好大連船上交貨價(jià)。Languagepoints外貿(mào)函電

send…underseparatecover

Wehavethepleasureofsendingyouunderseparatecoverourlatestcatalogue.

我們很榮幸給你方另寄我方最新的商品目錄。

請(qǐng)另寄一個(gè)樣品。Pleasesendasampleunderseparatecover.Languagepointsregardingcovering關(guān)于1.請(qǐng)寄給我們一個(gè)關(guān)于你方新產(chǎn)品的商品目錄.2.我們將寄關(guān)于這些產(chǎn)品的價(jià)格單供你方參考。外貿(mào)函電Pleasesendusacatalogueregardingyournewproducts.Weshallsendthepricelistregardingtheseproductsforyourreference.Languagepoints

Pleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.

(1)請(qǐng)報(bào)最低價(jià)。

(2)請(qǐng)報(bào)上海船上交貨最低價(jià)。外貿(mào)函電Pleasequotethelowestprice.Pleasequotethelowestprice,F.O.BShanghai.

Pleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.

(3)請(qǐng)報(bào)最低價(jià)，包括3%的傭金。

(4)請(qǐng)報(bào)最低價(jià)，說(shuō)明最早的裝運(yùn)期。外貿(mào)函電Pleasequotethelowestprice,including3%commission.Pleasequotethelowestprice,statingtheearliestdateofshipment.LanguagepointsLanguagepointscompetitive具有競(jìng)爭(zhēng)力的1.他們的價(jià)格更具有競(jìng)爭(zhēng)性。2.我們的商品賣的很快因?yàn)樗鼈兊膬r(jià)格具有競(jìng)爭(zhēng)力。外貿(mào)函電Theirpricesaremorecompetitive.Ourproductsaresellingveryfastbecauseoftheircompetitiveprices.Languagepointsreasonable/favorable合理的/優(yōu)惠的1.我們的價(jià)格很合理。我們不能降價(jià)。2.我們的價(jià)格非常優(yōu)惠，所以我們建議你方立即購(gòu)買。外貿(mào)函電Ourpriceisveryreasonable.It’simpossibleforustoreducetheprice.Ourpriceisveryfavorable,sowerecommendyoutopurchaseimmediately.Languagepointsacceptablecanbeaccepted可接受的1.如果你方的價(jià)格可接受，我們將大量購(gòu)買。2.我們不能接受你方價(jià)格。我們只好在別處購(gòu)買外貿(mào)函電Ifyourpriceisacceptabletous,wewillbuyinlargequantities.Yourpriceisunacceptabletous.Wehavenochoicebuttopurchaseelsewhere.。Languagepointsplaceanorderwithsb.forsth.向某人定購(gòu)某商品如果你能降價(jià)，我們將大量訂購(gòu)。外貿(mào)函電Wecanplacealargeorderifyoucanreducetheprice.Languagepointsappreciate感激，感謝1.Weshallbeappreciatedifyoucouldsendusabrochure.

2.WeshallappreciateitifyoucanshipthegoodsbeforeAugust.外貿(mào)函電如果你方能寄給我們一個(gè)商品小冊(cè)子，我們將不勝感激。如果你方能在八月前裝運(yùn)貨物我們將不勝感激。1.說(shuō)明信息來(lái)源2.直截了當(dāng)說(shuō)明要買的貨物pattern1:take(have,feel)interestin

Wetakeinterestinyourcannedgoodsandwishtohavethecatalogues.Pattern2:beinterestedin/beofinteresttosb.

Weareinterestedinbicyclesinvarioussizesandpleasesendusacopyofyourillustratedcataloguewithdetailsofthepricesandtermsofpayment.Pattern3:beinthemarketforsth.Weareinthemarketforthemechanicaltoysillustratedinyourcatalogue.Pattern4:bedesirousofsth.

Wearedesirousofyourlowestquotationsforfrozenrabbit.Usefulexpressionsforenquiries3.請(qǐng)求對(duì)方寄送目錄，價(jià)格表和樣品Willyoupleasesendusyourillustrated/latestcatalogueandpricelist?Kindlyletushaveadescriptionofyour….Weshouldliketoreceiveacopyof