WritingskillsofBusinessCorrespondences

外貿(mào)英文函電寫作技巧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ComplimentaryClose7.簽名Signature8.事由Subject9.附件Enclosurea參考號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、日期的具體寫法：1）門牌號碼和街名（或郵箱號）例如:151GowerStreet但有些不寫門牌號與街名，而寫出信箱號，如P.O.Box1079,即PostOfficeBox1079的縮寫，第1079號信箱。2）城市、郵政編碼、國家名例如：London,Swg250Y,England

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

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

編號又分：你方編號（YourReferenceNo.),我方編號（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.寫上封內(nèi)地址的益處：1）發(fā)信時可與信封上地址相互對照，以免發(fā)信時發(fā)生錯誤2）收信人讀信時可以相互對照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（標題）的作用是讓收信人對信的主旨一目了然，寫在稱呼語下面的兩行，一般是在信箋中上部的位置，可在前冠以Subject：或Re：的字樣。事由要簡單扼要，說明商品名稱、數(shù)量、信用證或合同號碼等即可。eg.Subject:AnnualStockholdersMeetingRe:YourOrderNo.111BodyofaletterThebodyofabusinesslettertypicallycontainsthreeparagraphs:·

1.introductoryparagraph·

2.oneormorebodyparagraphs3.concludingparagraph外貿(mào)函電Bodyofaletter注意事項：1）段與段之間一般空兩行想一想：如果信的正文很長，一頁紙不夠用而需兩張或數(shù)張聯(lián)頁，該怎么辦？外貿(mào)函電Bodyofaletter如果信的正文很長，一頁紙不夠用而需兩張或數(shù)張聯(lián)頁，應(yīng)在第一頁的右下端打“待續(xù)”（tobecontinued),并在聯(lián)頁上端注明收信人的名稱、日期、頁數(shù)，再繼續(xù)打正文。這是為了避免第一頁和第二頁，第三頁在發(fā)信時誤置。外貿(mào)函電FormalTruly/sincerely/Faithfullyyours,InformalBestregards,外貿(mào)函電ComplimentaryCloseCapitalizeonlythefirstwordinthecomplimentaryclose,andfollowallphraseswithacomma.注意：1）結(jié)束禮詞寫在結(jié)尾語下隔一行，正中或略向右邊寫起2）只有第一個字母大寫，后面加逗號3）歐洲信函把Yours放前，美國則把副詞放前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，應(yīng)在左下角注明Encl.或Enc.(縮寫），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，也可以小寫，其后跟冒號c.c.:Mr.BrucePatC.C.:PublicRelationDepartment外貿(mào)函電4.附筆（再啟）(Postscripts)信寫完后，如果想起還有要緊的話要說，可以在信末加P.S.,然后由發(fā)信人簽署本人簡筆簽名（本人姓名的每一個字母，如ParkDavis,只簽P.D.)。鄭重的函件一般不用P.S.，說明寫信人辦事不夠周密。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ComplimentaryClose7.簽名Signature8.事由Subject9.附件Enclosurea參考號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用戶消費者制造商購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)易進口

出口進口商

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，因此我們想要購買牛皮。Weproduceallkindsofleathershoes,soweareinthemarketforcowhide.2.我們的一個顧客想購買你方的新產(chǎn)品。Oneofourcustomersisinthemarketforyournewproducts.Languagepointstakethisopportunity

我想借此機會對你為我公司所做的一切表示感謝。

Iwouldliketotaketheopportunitytothankyouforallthatyouhavedoneforourcompany.我們借此機會介紹我們的新產(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這個樣品是為了讓你大概了解我們產(chǎn)品的質(zhì)量。Thissampleismeanttogiveyouageneralideaofthequalityofourproducts.這個產(chǎn)品說明書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)隨函附寄一個樣品供你方參考。LanguagepointsencloseTheycanbeusedinthefollowingways:enclosesth.Enclosedis/aresth.Enclosedpleasefind隨函附寄產(chǎn)品說明書。(description)外貿(mào)函電1.Weareenclosingaproductdescription.2.Enclosedisourproductdescription.3.Enclosedpleasefindaproductdescription.Languagepointscovering

about關(guān)于

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

refertoaparticularproduct單個商品，標號商品WehaveseenyourgoodsandarequiteinterestedinyouritemNo.TK-103.

我們看了貴方的商品，對標號為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

常用的開頭語句

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

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

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

Commonly-usedClosingSentences

常用的結(jié)束語句

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

(1)

表達盼回信的句子或短語Ihopetohearfromyousoon.Hopingtohearfromyousoon,Awaitingyourearlyreply,Yourkindearlyreplywillbeappreciated.

外貿(mào)函電

(2)

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

(3)

表達轉(zhuǎn)達、或囑筆問候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:我們愿與貴公司建立業(yè)務(wù)往來。我公司經(jīng)營電子產(chǎn)品的進出口業(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日來函要求，現(xiàn)附寄目錄一份。我們保證對于貴方的詢價給予充分的重視。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:從中國日報的廣告上了解到對方是一家從事中國手工藝品的進口商。(handcrafts)我們是手工藝品的出口商，想與對方建立業(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） offer（發(fā)盤） counteroffer（還盤） 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實盤)orwithoutengagement(non-firmoffer虛盤).

Enquiry

Theimportanceofenquiry:

Enquiryisthefirstrealstepinbusinessnegotiation.

Thenatureofenquiry:

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

Theclassificationofenquiries:

I.GeneralEnquiries:（一般詢盤）

requestforpricelists,literature宣傳資料orcatalogue,etc.

II.SpecificEnquiries:

（具體詢盤）(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——買主為了了解情況向賣主索取商品目錄本、價目單、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初次詢盤信一般包含以下內(nèi)容：簡單告知如何獲得賣方的名址，寫一些你方的業(yè)務(wù)情況。你地市場需對方經(jīng)營的貨物告知對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交易條件．并表示愿意按這些條件達成交易．在報盤的有效期內(nèi)，一經(jīng)對方接受，合同即告成立．報盤的主要內(nèi)容應(yīng)該包括商品名稱，品質(zhì)，數(shù)量。包裝，價格，交貨日期和方式，及支付方式等．報盤還有實盤和虛盤之分．實盤是指可以從報盤的內(nèi)容上判明發(fā)盤人有肯定的訂立合同的意圖．此報盤一經(jīng)接受，發(fā)盤人就不得更改或撤銷報盤的內(nèi)容，否則將承擔法律責任．它具有內(nèi)容名確（ＣＬＥＡＲ），內(nèi)容完整（ＣＯＭＰＬＥＴＥ）和無保留條件（ＦＩＮＡＬ）三個特點。虛盤則是指從報盤的內(nèi)容上可以看出發(fā)盤人有某種保留并無肯定的訂立合同的意圖．此報盤對發(fā)盤人來說，無任何法律約束力．它的特點就是內(nèi)容不明確，主要交易條件不完整或有保留條件．ＱＵＯＴＥ是賣方報價，一般是指只報出價格，而未提出其他條件．OFFER：報盤QUOTE：報價SpecificinquiryStructureMentioningthepreviousletteryou’vereceivedfromtheexporter.Enquiringaboutthedetailsofthegoodssuchasnames,descriptions,specifications,quantity,etc.Askingwhetherthereisapossibilityofgivingaspecialdiscountandwhattermsofpaymentandtimeofdeliveryyouwouldexpect.Statingthepossibilityofplacinganorder.外貿(mào)函電Wordsandphrases外貿(mào)函電價格合理的價格具有競爭力的價格優(yōu)惠的價格單價

總值

金額

傭金

凈價

pricereasonablepricecompetitivepricefavorableprice

unitprice

totalvalue

amount

commissionnetprice

外貿(mào)函電折扣批發(fā)價零售價現(xiàn)行價格（時價）國際市場價格

discount

wholesaleprice

retailprice

current/prevailingprice

world(International)marketprice離岸價（船上交貨價）FreeonBoard成本加運費價（離岸加運費價）CostandFreight

到岸價（成本加運費、保險費價）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，詢價 make(or:send,give,fax)sb.aninquiryfor sth.向某人詢購某種商品 Wethankyouforyourinquiryforsunflower seeds.我們感謝你方有關(guān)向日葵籽的詢盤。 Uponreceiptofyourspecificinquiry,weshall sendyouourquotationsandsamples. 一收到你方具體詢盤，我方立即給你方寄出我方的報價及樣品。 Atpresent,therearelargeinquiriesforour “Cool”BrandAirConditionerinourmarket. 目前，我們市場有大量對我“涼爽”牌空調(diào)的詢盤。NewWords&Expressionsinquirev.詢價，詢購，詢問inquireforsth.詢購某種商品ThankyouforyourletterofSeptember1Theladies’pajamasyouareinquiringforarenowoutofstock.你方現(xiàn)詢價的女士睡衣沒貨。Weareinquiringaboutthesupplyofsugarandcoffee.我方正在詢購糖和咖啡的貨源。NewWords&Expressions2. beinterestedin…對(某商品)有興趣，

常用以表示有意購買某種商品，是打算購買 某種商品的初步表示。WeareinterestedintheimportofChinese silkneckties. 我們對進口中國絲綢領(lǐng)帶感興趣。 Theyhavecustomerswhoareinterestedin yoursixdesignsofOrnamentalCloth.

他們有客戶對你方六種圖樣的裝飾布感興趣。NewWords&Expressions3.quotequotev.報價quotesb.apricefor(or:on)sth.報給某人某種商品的價格Pleasequoteusyourlowestpricesforpersonalcomputers.請報個人電腦的最低價。WequotedthisarticleatUS$278percase.這種商品每箱報價二百七十八美元。WouldyoupleasequoteusyourbestpriceFOBDalianfor(or:on)1,000piecesofleatherjacket.請報一千件皮夾克的最好大連船上交貨價。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。

請另寄一個樣品。Pleasesendasampleunderseparatecover.Languagepointsregardingcovering關(guān)于1.請寄給我們一個關(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)請報最低價。

(2)請報上海船上交貨最低價。外貿(mào)函電Pleasequotethelowestprice.Pleasequotethelowestprice,F.O.BShanghai.

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。外貿(mào)函電Pleasequotethelowestprice,including3%commission.Pleasequotethelowestprice,statingtheearliestdateofshipment.LanguagepointsLanguagepointscompetitive具有競爭力的1.他們的價格更具有競爭性。2.我們的商品賣的很快因為它們的價格具有競爭力。外貿(mào)函電Theirpricesaremorecompetitive.Ourproductsaresellingveryfastbecauseoftheircompetitiveprices.Languagepointsreasonable/favorable合理的/優(yōu)惠的1.我們的價格很合理。我們不能降價。2.我們的價格非常優(yōu)惠，所以我們建議你方立即購買。外貿(mào)函電Ourpriceisveryreasonable.It’simpossibleforustoreducetheprice.Ourpriceisveryfavorable,sowerecommendyoutopurchaseimmediately.Languagepointsacceptablecanbeaccepted可接受的1.如果你方的價格可接受，我們將大量購買。2.我們不能接受你方價格。我們只好在別處購買外貿(mào)函電Ifyourpriceisacceptabletous,wewillbuyinlargequantities.Yourpriceisunacceptabletous.Wehavenochoicebuttopurchaseelsewhere.。Languagepointsplaceanorderwithsb.forsth.向某人定購某商品如果你能降價，我們將大量訂購。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。1.說明信息來源2.直截了當說明要買的貨物pattern1:take(have,feel)interestin

Wetakeinterestinyourcannedgoodsandwishtohavethecatalogues.Pattern2:beinterestedin/beofinteresttosb.

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

Wearedesirousofyourlowestquotationsforfrozenrabbit.Usefulexpressionsforenquiries3.請求對方寄送目錄，價格表和樣品Willyoupleasesendusyourillustrated/latestcatalogueandpricelist?Kindlyletushaveadescriptionofyour….Weshouldliketoreceiveacopyof