外貿(mào)英文函電課件

遼寧對外經(jīng)貿(mào)學(xué)院ChapterTwoEstablishingBusinessRelationsRevisionObjectivesWarming-upQuestionsSampleletterSupplementarySentencesSummaryHomeworkLayoutofaBusinessLetter

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

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

AddressingtheEnvelope

ReturnObjectivesUponcompletionoftoday’sclass,youshould:l

knowthewaysthatanexportercanusetoseeknewcustomers.l

knowhowtowritethiskindofletter.l

grasptheimportantwordsandphraseslearned.

ReturnWarming-upQuestions

Howcananexporterseekapotentialcustomer?Supposeyouarewritingalettertoapotentialcustomertoestablishbusinessrelations.Whatwillyouwriteinyourletter?ReturnThroughthefollowingchannels:

internetvariouskindsoftradingfairs&exhibitionsadvertisementsintheperiodicals,magazines,andnewspapersmiddlemenbanksReturnThestructureofthis

kindofletter

ThesourceofinformationTheintentionofwritingtheletter(toestablishbusinessrelations)Self-introduction(Generally,itincludestwoparts:theintroductionofthecompanyanditsmainproducts)Closingsentence.ReturnSampleLetter

DearSirsorMadams,WehaveobtainedyournameandaddressfromtheMinistryofCommerceofthePeople’sRepublicofChina.LanguagePointsobtain…fromget…fromTranslatethefollowingsentences:1.Wehaveobtainedyourinformationfromoursupplier.2.WehaveobtainedyournameandaddressfromBankofChina,DalianBranch.我們從我們的供應(yīng)商處獲得貴方的名稱和地址。我們是從中國銀行大連分行獲得貴方的名稱和地址。ReturnSampleLetter

WewereinformedthatyouareoneofthebiggestimportersofteainUKandyouarenowinthemarketfor

tea.Wetakethisopportunity

toapproachyouinthehopeofestablishingbusinessrelationswithyou.

LanguagePointsbeinthemarketforwanttobuyTranslatethefollowingsentences1.Weproduceallkindsofleathershoes,soweareinthemarketforcowhide.2.Oneofourcustomers____inthemarketforyournewproducts.我們生產(chǎn)各式各樣的皮鞋，因此我們想要購買牛皮。我們的一個顧客想購買你方的新產(chǎn)品。ReturnLanguagePoints

takethisopportunityExample:Wetakethisopportunitytointroduceourselves.

approachExample:WeapproachedtheMinistryofCommerceandtheytoldusthatyouareabletosupply1000metrictonsofapplesatatime.我們借此機(jī)會進(jìn)行自我介紹。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公噸蘋果。ReturnSampleLetter

Togiveyouageneralideaofourproducts,weencloseherewithacopyofourbrochure

coveringthemainitems

suppliableatpresent.

NextPageLanguagePointsencloseputsth.inanenvelope隨函附寄TranslatethefollowingsentenceWeareenclosingasampleforyourreference.

herewithadv.enclosedinthis隨函附上

我們現(xiàn)隨函附寄一個樣品供你方參考。Itcanbeusedinthefollowingways:enclosesth.Enclosedis/aresth.EnclosedpleasefindLanguagePointsencloseTranslatethefollowingwiththethreesentencepatternsjustlearned:隨函附寄產(chǎn)品說明書。(description)1.Weencloseaproductdescription.2.Enclosedisourproductdescription.3.Enclosedpleasefindaproductdescription.ReturnLanguagePoints

acopyof

Translatethefollowingtwosentencesandtellthemeaningofcopyineachsentenceaccordingtotheexplanationsgivenbelow:Makethreecopiesofthisdocument.Wealreadyhavethreecopiesofthisdocument.請將這個文件復(fù)制三份。（請將這個文件做三個副本。）(2)這個文件我們已有三份了。ReturnLanguagePoints

brochure

abookletwhichintroducesacompanyanditsproducts

小冊子

ReturnLanguagePoints

coveringabout關(guān)于

Translatethefollowingsentence:

請寄給我們關(guān)于你方新產(chǎn)品的小冊子。

Pleasesendusabrochurecoveringyournewproducts.ReturnLanguagePoints

Itemrefertoaparticularproduct

單個商品，標(biāo)號商品Translatethefollowingsentenceandtellthedifferencebetweenitemandgoods:WehaveseenyourgoodsandarequiteinterestedinyouritemNo.TK-103.

NextPageLanguagePointsItemNo.TK-101ItemNo.TK-102

ItemNo.TK-103ItemNo.TK-104TellthedifferencebetweenitemandgoodsReturnItem

referstoanindividualunitinagroupofproducts.Goodsrefertoagroupofproducts.SampleLetter

Ifyouareinterestedinanyofourproductsorhaveotherproductsyouwouldliketoimport,pleasecontactuswithyourrequirements.Welookforwardtoprovidingyouwithhighqualityproducts,superiorcustomerserviceandcompletesatisfaction.

SupplementarySentencesSourceofinformationWehavelearnedfromthewebsite

alibabathatyouareinthemarketfortextile.

我們從阿里巴巴網(wǎng)站上得知你方欲購買紡織品。WehaveseenyourtoysdisplayedattheGuangzhouTradeFairandarequiteinterestedinitemNo.123.

我們在廣交會上看到你方展示的玩具，并對第123號商品感興趣。SupplementarySentences

SourceofinformationWeunderstandfromyouradvertisementin“Electric”thatyouareexportersofelectricgoods.

我們從你方在電子雜志中的廣告得知你方是電子產(chǎn)品的出口商。SupplementarySentencesIntroductionofthecompanyWehavebeeninthelineofchemicalformanyyears

我們從事化工行業(yè)已經(jīng)很多年了。Wearespecializedintheexportoftextile.

我們專門從事紡織品的出口。SupplementarySentencesElectricgoodsfallwithinthescopeofourbusinessactivity.

電子產(chǎn)品屬于我們的經(jīng)營范圍之內(nèi)。Wehavevariouskindsoftoysavailableforexport.

我們有各種各樣的玩具可供出口。IntroductionofthecompanySupplementarySentencesIntroductionoftheproductsOurproductsarenotonlyattractiveanddurablebutalsocompleteinspecification.

我們的產(chǎn)品不僅美觀耐用而且規(guī)格齊全。Ourproductsareexcellentinqualityandlowinprice.Theyarethebest-sellingitemsinthisline.

我們的產(chǎn)品物美價廉。它們是同類產(chǎn)品中賣得最好的。SupplementarySentencesIntroductionoftheproductsOurproductsareverypopularamongtheyouth.

我們的產(chǎn)品很受年輕人的歡迎。Ourproductsenjoyhighreputationintheworldmarket.

我們的產(chǎn)品在國際市場上享有盛譽(yù)。外貿(mào)英文函電BusinessLettersChapterThreeEnquiryChapterTwoInquiry

RevisionObjectivesWarming-upQuestionsSampleletterExercisesPracticeHomeworkObjectivesUponcompletionoftoday’sclass,youshould:knowabouttheinformationtobecoveredingeneralinquiryandspecificinquiry.graspalltheimportantwordsandphrases.ReturnWarming-up

Inquiriesmayfallintotwocategories:generalinquiriesandspecificinquiries.Iftheimporterintendstopurchasegoodsofacertainspecification,hemayasktheexportertomakeanofferoraquotation

forthegoods.Thatisaspecificinquiry.Warming-up

Iftheimporterwantstohaveageneralideaofthecommodity,hemaymakearequestfora

pricelist,acatalogue,samplesandotherterms.Thisisageneralinquiry.(Generally,itisalsoafirstinquiry.Thatisaninquirywritingwithoutfirstwritingalettertoestablishbusinessrelations)

Warming-upQuestion

Ifyouareinterestedincertainproductsandwanttoknowsomethingaboutthem.Whatwouldyouwriteinyourletterofinquiry?Warming-upQuestionGeneralinquiry1Thesourceofinformationandabriefself-introduction2Theintentionofwritingtheletter.(Askforacatalogue,samplesorapricelist)3StatingthepossibilityofplacinganorderWarming-upQuestionSpecificInquiryThenamesanddescriptionsofthegoodsinquiredfor,includingspecifications,quantity,etc.Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect.Statingthepossibilityofplacinganorder.

ReturnDearSirs,

WethankyouforyourletterofMay3andshallbegladtoenterintobusinessrelationswithyou.WehaveseenyourbrochureandareinterestedinGreenTeaExtractandPorcelainTeaSetNo.TSM001.Weshallbepleasedif

youwillkindlysendussamplesandallthenecessaryinformationregardingthesetwoproducts.

Meanwhile,pleasequoteusthelowestprice,CIFLiverpool,statingtheearliestdateofshipmentandtheminimumquantity.Shouldyourpricebecompetitiveanddateofshipment

acceptable,weintendto

placealargeorderwithyou.Yourearlyreplywillbehighlyappreciated.Trulyyours,

ReturnLanguagePointsWeshallbepleasedif…

如果能……我們將不勝感激1.Weshallbepleasedifyoucouldsendusasample.

2.Weshallbepleasedifyoucouldreducetheprice.如果你方能寄送樣品我們將不勝感激。如果你方能降價我們將不勝感激。ReturnLanguagePointsenclose

隨函附寄現(xiàn)隨函附寄商品目錄供你方參考。

send…underseparatecover

另寄現(xiàn)另寄商品目錄供你方參考。Weareenclosingherewithacatalogueforyourreference.Wearenowsendingyouunderseparatecoveracatalogueforyourreference.LanguagePointssend…underseparatecover

Wehavethepleasureofsendingyouunderseparatecoverourlatestcatalogue.

請另寄一個樣品。我們很榮幸給你方另寄我方最新的商品目錄。Pleasesendasampleunderseparatecover.ReturnLanguagePointsregardingcovering關(guān)于1.Pleasesendusacatalogueregardingyournewproducts.2.Weshallsendthepricelistregardingtheseproductsforyourreference.請寄給我們一個關(guān)于你方新產(chǎn)品的商品目錄。我們將寄關(guān)于這些產(chǎn)品的價格單供你方參考。ReturnLanguagePoints

Pleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.(1)請報最低價。

(2)請報上海船上交貨最低價。

Pleasequotethelowestprice.Pleasequotethelowestprice,F.O.BShanghai.LanguagePoints

Pleasequoteusthelowestprice,C.I.F.Lagos,inclusiveofour5%commission,statingtheearliestdateofshipment.(3)請報最低價，包括3%的傭金。

(4)請報最低價，說明最早的裝運期。Pleasequotethelowestprice,including3%commission.Pleasequotethelowestprice,statingtheearliestdateofshipment.ReturnLanguagePointscompetitive具有競爭力的1.Theirpricesaremorecompetitive.2.Ourproductsaresellingveryfastbecauseoftheircompetitiveprices.他們的價格更具有競爭性。我們的商品賣的很快因為它們的價格具有競爭力。LanguagePointsreasonable/favorable合理的/優(yōu)惠的1.Ourpriceisveryreasonable.It’simpossibleforustoreducetheprice.2.Ourpriceisveryfavorable,sowerecommendyoutopurchaseimmediately.我們的價格很合理。我們不能再降價了。我們的價格非常優(yōu)惠，所以我們建議你方立即購買。ReturnLanguagePointsacceptablecanbeaccepted可接受的1.Ifyourpriceisacceptabletous,wewillbuyinlargequantities.

2.Yourpriceisunacceptabletous.Wehavenochoicebuttopurchaseelsewhere.如果你方的價格可接受，我們將大量購買。我們不能接受你方價格。我們只好在別處購買。ReturnLanguagePointsplaceanorderwithsb.forsth.

向某人定購某商品1.Wewillplaceanorderwithyoufor100metrictonsofapples.2.Wecanplacealargeorderifyoucanreducetheprice.我們將向你方訂購100公噸的蘋果。如果你能降價，我們將大量訂購。ReturnLanguagePointsappreciate

感激，感謝1.Weshallbeappreciatedifyoucouldsendusabrochure.

2.WeshallappreciateitifyoucanshipthegoodsbeforeAugust.如果你方能寄給我們一個商品小冊子，我們將不勝感激。如果你方能在八月前裝運貨物我們將不勝感激。ReturnChapterFourOffer外貿(mào)英文函電ChapterFourOfferRevisionObjectivesWarming-upSampleLetterQuotationSheetObjectivesUponcompletionofthischapter,thestudentswill:understandthedifferencebetweenfirmofferandnon-firmofferandgrasptheirrelativeexpressions.

befamiliarwiththeterms&conditionsinvolvedinanofferandbeabletowritethemindependently.

ReturnWarming-up

Therearetwokindsofoffers:Firmofferandnon-firmofferAfirmofferismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Onceithasbeenaccepteditcannotbewithdrawn.Warming-up

Non-firmofferareusuallymadebymeansofsendingcatalogues,pricelist,andquotations.Itcanbeconsideredasaninducementtobusiness.Warming-up虛盤常用表達(dá)方式

實盤常用表達(dá)方式

實盤有效期表示法

ReturnNon-firmOffersubjecttoourfinalconfirmation

以我方最后確認(rèn)為準(zhǔn)

Wearenowmakingyouanoffersubjecttoourfinalconfirmation.虛盤常用表達(dá)方式(4)現(xiàn)報盤如下，以我方確認(rèn)為有效。Non-firmOfferwithoutengagement此報盤無約束力

Wearenowmakingyouthefollowingofferwithoutengagement.現(xiàn)報盤如下，此報盤無約束力。Non-firmOffersubjecttothegoodsbeingunsold以貨物未被售出為準(zhǔn)

Wearenowmakingyouaspecialoffersubjecttothegoodsbeingunsold.我方向你方報特惠盤，以貨物未被售出為準(zhǔn)。Non-firmOffersubjecttopriorsale以先售為準(zhǔn)

Wearenowmakinganofferforair-conditionersasfollows,subjecttopriorsale.我方現(xiàn)報空調(diào)盤如下，以先售為準(zhǔn)。ReturnFirmoffer

1.Wearenowmakingyouafirmofferfor10metrictonsofrice.2.Wearenowofferingyoufirmasfollows,現(xiàn)為你方報10公噸大米實盤。現(xiàn)為你方報實盤如下。ReturnFirmoffer’svalidity

1.Wemakeyouthefollowingoffersubjecttoyourreplywithin10days.

現(xiàn)報盤如下，以你方在10日之內(nèi)回復(fù)為有效。Firmoffer’svalidity

2.Wemakeyouanoffer,subjecttoyourreplyreachingusnotlaterthannoontimeOctober21Beijingtime.

現(xiàn)報盤如下，以你方在北京時間10月21日中午前回復(fù)為有效。

Firmoffer’svalidity3.Theofferisvalidfor3days.4.TheofferisvalidtillMarch15.此報盤有效期為三天。

此報盤在3月15日以前有效。

ReturnTranslation現(xiàn)報1000打毛巾(towel)如下,以我方最后確認(rèn)為準(zhǔn)。上述報盤以我方最后確認(rèn)為有效。

Wemakethefollowingofferfor1000dozentowelssubjecttoourfinalconfirmation.

Theaboveofferissubjecttoourfinalconfirmation.

Translation按你方要求現(xiàn)報盤如下，以你方在北京時間3月14日下午2點以前回復(fù)為有效。我方茶杯報盤的有效期為5天。

Asrequested,wearenowmakinganoffer,subjecttoyourreplybefore2p.m.onMarch14Beijingtime.Ourofferforteacupsisvalidfor5days.

SampleLetter

DearMr.Brown,

Wearegladtoknowthatyou,oneofthebiggestsuppliersofteaintheUK,areinterestedinourproducts.Inordertoestablishalongfriendlybusinessrelationwithyou,wearenowmakingyouaspecialoffer.

Fordetails,pleaseseequotationsheet.

WearesendingyouunderseparatecoverthesamplesofGreenTeaExtractandPorcelainTeaSetforyourreference.Weareconfidentthatyouwillbesatisfiedwithboththequalityofourproductsandtheircompetitiveprices.Weawaityourfavorablenews.

Yoursverysincerely,

CommoditySpecificationQuantityUnitPricePackingShipmentPaymentInsuranceQuantity(1)重量(weight)公斤()公噸()

長噸(longton)(≈1016kg)短噸(shortton)(≈907kg)(2)數(shù)量(number)件()雙()套()kilogrammetrictonpiecepairsetQuantity(3)長度(length)米()

英尺()英寸()碼()(4)面積(area)平方米(squaremeter,m2)meter

yardfootinchQuantity(5)體積(cubic)立方米(cubicmeter,m3)(6)容積(capacity)公升(liter)加侖（gallon）蒲式耳(bushel)ReturnUnitPrice

USD300permetrictonCIFSeatle

價格條款的內(nèi)容商品的單價通常由四個部分組成，即包括計價貨幣（如美元）、單位價格金額（如300）、計量單位（如公噸）和貿(mào)易術(shù)語（如CIF西雅圖）例如：每短噸5600日元FOB橫濱Yokohama

RMB5600pershorttonFOBYokohama

UnitPrice這批大豆(soybean)的價格為惠靈頓（Wellington）成本加運費每長噸260美元。

ThepriceofthesoybeanisUS$260perlongtonCFRWellington.

ReturnTradeTermsPacking木箱（woodencase）

板條箱（crate）

紙箱（carton）麻袋（gunnybag)布袋（sack）（clothbag）

塑料袋（plasticbag)牛皮紙袋（kraftpaperbag）

Packing鐵桶（irondrum）

塑料桶（plasticdrum）

木桶（cask）捆（bundle）包（bale）Packing

aluminum-foil-linedcartons,pumpedoffairandfilledupwithnitrogen,bulk

bepackedincartonsfixedwithfoamedplasticpadding

25kg/carton,22kg/carton,20kg/carton,18kg/carton

PackingCigarettesaretobepackedintin-linedpaperbox.

Pensarepackedinpaperboxes,10piecestoonebox.

香煙要用襯錫紙盒包裝。

鋼筆用紙盒包裝，每盒裝十支。

Packing

Walnutsaretobepackedindoublegunnybags,eachcontaining50kilos.

Walnutsaretobepackedindoublegunnybagsof50kiloseach.

核桃要用雙層麻袋包裝，每袋裝50公斤。

PackingPensarepacked12piecestoaboxand200boxestoawoodencase.

每12支鋼筆裝在一個紙盒里，每200個紙盒裝在一個木箱里。

Packing砂糖(granulatedsugar)要用塑料袋包裝每袋重2.5公斤。所有紙箱都內(nèi)襯塑料紙，保證絕對防水。

Thegranulatedsugarshouldbepackedinplasticbags,eachcontaining2.5kilos.

Allthecartonsarelinedwithplasticsheets,sotheyareabsolutelywater-proof.

Packing每件襯衫要用塑料袋包裝，每一打裝一紙箱，每4個紙箱裝1板條箱。

Eachshirtshouldbepackedinplasticbag,onedozentoacarton,4cartontoawoodencase.

ReturnShipmentcanbeshippedwithinonemonthafterreceiptoftheL/CThesegoodsshouldbeshippedwithinonemonth.請在一周之內(nèi)裝運。能在收到信用證的一個月內(nèi)裝運。這些貨應(yīng)在一個月內(nèi)裝運。Pleaseship(thegoods)withinoneweek.ReturnPayment支付工具:匯票(billofexchange,draft)本票(promissorynote)支票()支付方式:匯付:信匯(M/T)

電匯()

票匯(D/D)托收:付款交單()

承兌交單()信用證()

cheque/checkT/TD/PD/Aletterofcredit,L/CPayment

byconfirmedirrevocableL/Cpayablebydraftatsight

請用…..方式付款。Pleasepayby….Pleasemakethepaymentby…

Payment請用信用證付款。我們要求付款方式為保兌的不撤銷的信用證。

WerequestthepaymenttobemadebyconfirmedirrevocableL/C.

PleasemakethepaymentbyL/C.PleasepaybyL/C.ReturnInsurance

for110%oftheinvoicevalue

按發(fā)票金額的110%投保。Return外貿(mào)英文函電ChapterFiveCounterofferChapterFiveCounterofferRevisionObjectivesWarming-upSampleLetters1,2,3,4ObjectiveUponcompletionofthischapter,thestudentswill:1.beabletowritelettersnegotiatingabouttradingtermswithothercompanies.2.knowtheeffectofcounteroffer.3.beabletomakeconcessionsandattackspolitelyandreasonablywhenwritingcounter-offers.Warming-UpThebuyermayshowdisagreementtotheprice,orpacking,orshipmentandstatehisowntermsinstead.Theeffectofacounterofferisthattheoriginalofferisnolongervalid,andtheoffereenowbecomestheofferorasthecounterofferbecomesthenewoffer.StructureoftheCounteroffer1.Thankthesellerforhisoffer,mentionbrieflythecontentoftheoffer2.Expressregretatinabilitytoaccept(givethereasonsfornon-acceptance)3.Makeacounter-offerif,underthecircumstances,itisappropriate4.Hopethecounter-offerwillbeacceptedandtheremaybeanopportunitytodobusinesstogetherReturnDearMr.Zhang,

Re:GreenTeaExtractandPorcelainTeaSet

WeacknowledgewiththanksreceiptofyourofferofMay8forthesubjectgoods.Inreply,weregrettosaythatwecan’tacceptit.Yourpricesareratheronthehighsideandoutoflinewiththeworldmarket.

InformationindicatesthatsomeparcelsofJapanesemakehavebeensoldatamuchlowerlevel.

Wehaveseenyoursamplesandadmitthattheyareofhighquality,butthereshouldnotbesuchabiggapbetweenyourpricesandthoseofothersuppliers.Inordertoconcludethetransaction,wesuggestthatyoureducethepricesofbothproductsby,say30%.

Wehopeyoucanacceptthecounterofferandwaitforyourfavorablereply.

Trulyyours,GlobalTeaBags(Pvt)Ltd

Returnacknowledge承認(rèn)收到來信

WeacknowledgereceiptofyourletterdatedJuly2.Weacknowledgereceiptofyourordercovering3metrictonsofgroundnuts.我方已收到你方關(guān)于3公噸花生的定單。我們已收到你方7月2日來信。beinreceiptof收到Weareinreceiptofyourletter,requestingustoquotefor1000dozenofmen’sshirts.

WeareinreceiptofyourL/Ccovering1000pairsofleathershoes.我方報1000打男式襯衫的信。我們已收到你方關(guān)于1000雙皮鞋的信用證。我方已收到你方要求Returnsubject標(biāo)題，事由PleaseopenanL/Ccoveringthesubjectgoodsassoonaspossible.Weintendtoplaceanorderwithyoufor20metrictonsofthesubjectgoods.請盡快開立標(biāo)題項下商品的信用證。我們想向你方訂購20公噸標(biāo)題項下的貨物。Returnbeonthehighside（價格）偏高

Comparedwithothersuppliers,yourpriceisratheronthehighside.Thepriceforcottonisratheronthehighsideinourcountry,sowehavetopurchasefromothercountries.與其他供應(yīng)商相比，你們的價格偏高。在我們國家棉花的價格偏高，所以我們不得不從其他的國家購買。Returnbeoutoflinewith與…不一致Yourpriceisoutoflinewiththeprevailinginternationalmarket.Inordertoenlargethesales,ourpriceshouldbeinlinewiththeworldmarket.beinlinewith與…一致你方的價格與現(xiàn)行市場價格不一致。為了擴(kuò)大銷售，我們的價格應(yīng)與世界市場價格相一致。ReturnInformationindicatesthat有消息表明InformationindicatesthatthepriceofriceisrisingsharplyinThailand.Informationindicatesthatthisproductispopularamongyoungpeople.有消息表明在泰國大米的價格正急劇增長。有消息表明這個產(chǎn)品很受美國年輕人的歡迎。Returnsell…atDuringthedomestictrialperiod,wewillsellthesenewproductsatfavorableprices.對與訂購數(shù)量達(dá)到1000臺的，我們將已每個20美元的價格銷售。在國內(nèi)試銷期間，我們將以優(yōu)惠的價格銷售這些新產(chǎn)品。Onordersover1000sets,we’llsellat$20each.ReturnbeofhighqualityWecanassureyouthatourproductsareofthebestquality.Thequalityofyourproductsissobadthatwehavenochoicebuttoreturnthemtoyou.我能向你保證，我們的產(chǎn)品擁有最優(yōu)良的品質(zhì)。你們產(chǎn)品的質(zhì)量太差，我們不得不將他們退還給你們。Returngapbetween…and…Thegapbetweenyourpricesandthoseofothersuppliersshouldnotbesobig.Thegapbetweenyourpriceandthepricewecanacceptistoobig.你們的價格與其他供應(yīng)商的價格之間不應(yīng)該有這么大的差距。你方的價格與我們所能接受的價格相差太遠(yuǎn)。Returnsay例如ReturnForsuchabigorderlikeours,wesuggestthatyoumakeareduction,say20%.你方能否降價，比方說20%。Couldyoureducethepriceby,say20%?對于像我們這么大的定單，我們建議你方降價，比方說20%。LetterFivereduceto/byastorock-bottompricedobusinesswithReturnLetterFivereduceto/by

Pleasereducethepriceby$20.Pleasereducethepriceto$20.請將價格降低20美元。請將價格降至20美元。reduce如果你方能將價格降至每個5美元，我們將大量訂購。我們不能降價20%。Ifyoucouldreducethepriceto$5each,wewillorderinlargequantities.Itisimpossibleforustoreducethepriceby20%.Returnasto關(guān)于，至于Astotermsofpayment,werequireL/C.至于樣品，我們將盡快另寄給你方。關(guān)于付款，我們要求用信用證。Astothesamples,we’llsendthemtoyouunderseparatecoverassoonaspossible.Returnrock-bottomprice最低價Thisisourrockbottomprice.Wewon’tmakeanyfurtherreductions.Ourrock-bottompriceis€500/MT,andcannotbefurtherlowered.這是我們的最低價了。我們不能再降價了。我們的最低價是每公噸500歐元，不能再降價了。Returndobusinesswith做生意Inordertodobusinesswithyou,wedecidetoreducethepriceby30%.我們與世界各國的人做生意。為了與你方做生意，我們決定降價30%。Wedobusinesswithpeoplearoundtheworld.ReturnLetterSixInregardtorecommendmakesomeconcessionsLetusmeeteachotherhalfway…tieupItshallbehighlyappreciatedif…ReturnLetterSixInregardtoastoInregardtoshipment,wehopeitwillbemadewithinoneweek.Inregardtoinsurance,wewillcoverfor110%oftheinvoicevalue.關(guān)于裝運，我們希望能在一個月之內(nèi)裝運。關(guān)于保險，我們將按發(fā)票金額的110%投保。ReturnrecommendWetaketheadvantageofrecommendingournewproductswhichhavebeensellingwellinEurope.WerecommendyoutomakethepaymentbyL/Cforitwillgiveyousomeadditionalprotection.我們利用此次機(jī)會向你們推薦新產(chǎn)品，這些產(chǎn)品在歐洲銷售很好。我們建議你們用信用證付款，這會給你額外的保護(hù)。ReturnmakesomeconcessionsIfyoucouldmakesomeconcessions,sayareductionof10%,wemayconcludethetransaction.Wewon’tmakeanyconcessions,forwewillnotmakeanyprofitsatthepriceyounamed.如果你能讓步，比方說10%，我們也許能達(dá)成交易。我們不能讓步，因為以你們指定的價格我們將無利可圖。ReturnLetusmeeteachotherhalfway…LetusmeeteachotherhalfwayandmakethepaymentbyD/P.讓我們雙方各讓一步，將價格降低5%。讓我們雙方各讓一步，用付款交單的方式付款。Letusmeeteachotherhalfwayandreducethepriceby5%.Returntieup占據(jù)資金TomakethepaymentbyL/Cwilltieupourmoney.Thepurchaseofrawmaterialhastiedupourmoney,sowecan’tmakethepaymentimmediately.Return用信用證付款將占據(jù)我們的資金。購買原材料占據(jù)了我們的資金，所以我們不能立即付款。Itshallbehighlyappreciatedif…ItshallbehighlyappreciatedifyoucouldacceptpaymentbyD/A.Itwillbehighlyappreciatedifyoucouldsendusasamplefreeofcharge.如果你方能接受承兌交單的付款方式，我們將不勝感激。如果你方能寄送給我們免費的樣品，我們將不勝感激。ReturnLetterSevenmakethepaymentWeregrettosaythat…Itisourusualpracticeto…guaranteeThebestwecando….Wewishtodrawyourattentiontothefactthat…ReturnmakethepaymentForspecialproductslikeflowers,werequestthepaymenttobemadeinadvance.因為訂購量很大，所以我們要求用信用證的方式付款。

對于像花這樣的特殊產(chǎn)品，我們要求預(yù)先付款。Sincetheorderisquitelarge,werequestthepaymenttobemadebyL/C.ReturnWeregrettosaythat…Weregrettosaythatwearenotinapositiontoreducethepricetothelevelyoumentioned.我們很遺憾不能在一個月內(nèi)裝運。Return

我們很遺憾，我們不能將價格降到你提及的水平。Weregrettosaythatwecan’tmakethepaymentwithinonemonth.Itourusualpracticeto…我們的慣例是…Itisourusualpracticetocovertheinsurancefor110%oftheinvoicevalue.Itisourusualpracticetoplaceatrialorderbeforeplacingalargeone.Return我們的慣例是按發(fā)票金額的110%投保。我們的慣例是在大量訂購前先試訂購。Thebestwecando…Thebestwecandoistogiveyouadiscountof20%.我們最多只能將價格降到每個23歐元。ReturnThebestwecandoistoreducethepriceto€23each.我們最多只能給你們打8折。Wewishtodrawyourattentiontothefactthat…請注意WewishtodrawyourattentiontothefactthatwewillnotacceptthepaymentbyD/Pforordersof$10,000ormore.請注意此報盤的有效期為5天。Return請注意我們對于金額達(dá)到1萬或1萬美元以上的訂購，不接受付款交單的付款方式。Wewishtodrawyourattentiontothefactthattheofferisvalidfor5days.guaranteeIfyoucanguaranteepayment,wewillforwardthemtheshipmentonD/Pbasis.Itisimpossibleforustoguaranteethetimeofarrival.如果你們擔(dān)保付款，我們將按付款交單把這批貨發(fā)運給他們。我們不可能保證到達(dá)的時間。guaranteeWearereadytoallowyoua3%commissionprovidedyoucanguaranteeayearlyturnoverof￡75000forastart.Return倘若作為開端你方能保證一年營業(yè)額達(dá)75000英鎊，我方樂于給予3%的傭金。外貿(mào)英文函電ChapterSixOrderChapterSixOrderRevisionObjectivesWarming-UpSampleLetterExercisesObjectivesUponcompletionofthischapter,thestudentswill:

knowthevalidityofacceptance.beabletoplace,declineandacceptordersinwriting.beabletodrawuppurchaseordersbeabletogatherinformationfromcorrespondencesandfillintheEnglishcontractaccordinglyReturnWarming-up

Acontractisalegallybin