1、精選優(yōu)質(zhì)文檔-傾情為你奉上外貿(mào)函電復(fù)習(xí)第一章 商務(wù)信函基礎(chǔ)知識English Correspondence for International TradeTo understand the importance of communication skills in relation to the career success, and explain the need for thinking critically, taking charge of your career, and strengthening your communication skills (reading, liste

2、ning, speaking and writing).Unit OneBasic Knowledge of Business Letter WritingThe structure and layout of a business letterWriting principles of business letter (7C原則) Courtesy 禮貌 Consideration 體諒 Completeness 完整 Clarity 清楚 Conciseness 簡潔 Concreteness 具體 Correctness 正確第二章 建立貿(mào)易關(guān)系Unit Two Estabilishin

3、g Business Relations建立貿(mào)易關(guān)系是交易的第一個環(huán)節(jié)。良好的開端是成功的一半。因此，在寫有關(guān)建立貿(mào)易關(guān)系的信函時，應(yīng)注意禮貌、得體，并應(yīng)將自己要表述的內(nèi)容清楚的敘述完整。Estabilishing Business Relations1、常用模式1.進(jìn)口商寫給出口商 2.出口商寫給進(jìn)口商Dear Sirs; Dear Sirs;A.如何得知對方信息 A.如何得知對方信息B.表明自己意圖 B.得知貴方有需求C.介紹本公司 C.介紹本公司D.請?zhí)峁┫嚓P(guān)信息 D.隨函附寄目錄等E.盼回復(fù) E.盼回復(fù)2、常用句型 A類：從得知貴方信息We have heard from China

4、Council for the Promotion of International Trade that you are in the market for Electric Appliance.從中國國際貿(mào)易促進(jìn)委員會獲悉，你們有意購買電器用品。2、常用句型A類：從得知貴方信息Your name and address have been given to us by Smith Co.,Inc.in New York, who has informed us that you are one of the leading importers of Light Industrial Pro

5、ducts in your country.據(jù)紐約史密斯公司介紹，得知你公司名稱和地址，并得知你們是貴國輕工業(yè)產(chǎn)品的主要進(jìn)口商之一。On the recommendation ofCo.Ltd.,we have learned with pleasure the name of your firm and shall be glad to enter into business relations with you.承蒙有限公司的介紹，得知貴公司名稱，我們非常樂意與貴方建立貿(mào)易關(guān)系2、常用句型A類：從得知貴方信息類似的表達(dá)還有：We have obtained your name and ad

6、dress fromThrough the courtesy of,we come to know your name and addressWe own your name and address to2、常用句型B類：表明意圖我們有幸自薦，以期與你公司建立業(yè)務(wù)關(guān)系。We have the pleasure to introduce ourselves to you with a view to building up business relations with your firm.我們有幸自薦，望能有機(jī)會與貴公司合作擴(kuò)大業(yè)務(wù)。We have the pleasure of introd

7、ucing ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension.我們冒昧寫信以期與貴公司建立業(yè)務(wù)關(guān)系。We take the liberty of writing to you with a view to building up business relationship.2、常用句型B類：表明意圖我們專營中國棉織品出口，愿與你們進(jìn)行交易。Specializing in the export of Chinese Co

8、tton Piece Goods,we express our desire to trade with you in this line.我們欣然寄上自薦信，希望是互利關(guān)系的前奏。We are glad to send you this introductory letter,hoping that it will be the prelude to mutually beneficial relations between us.我們愿在平等互利、互通有無的基礎(chǔ)上與貴公司建立業(yè)務(wù)關(guān)系。We are willing to enter into business relations with

9、your firm on the basis of equality,mutual benefit and exchanging of needed goods.本信的主要目的是探索與你們發(fā)展貿(mào)易的可能性。The purpose of this letter is to explore the possibilities of developing trade with you.2、常用句型C類：介紹本公司我們經(jīng)營的業(yè)務(wù)主要是化肥。Our lines are mainly chemical fertilizers.我們是聲譽(yù)卓著的出口商，長期經(jīng)營此商品的出口業(yè)務(wù)。We are exporter

10、s of long standing and high reputation, engaged in exportation of the articles.我公司與此地可靠的批發(fā)商有密切聯(lián)系，能與你公司做可觀的進(jìn)口業(yè)務(wù)Being closely connected with reliable wholesalers here, we shall beable to do considerable import business with you.我方對該貨品擁有廣泛的銷售網(wǎng)，確信能以最低價格銷售貴方產(chǎn)品。We have extensive sales network for this lin

11、e of goods, so we are confident that we can sell your products at the lowest possible prices.2、常用句型C類：介紹本公司我方在貿(mào)易界有極好的關(guān)系，對這類產(chǎn)品的進(jìn)口有豐富的經(jīng)驗。We have excellent connections in the trade and are fully experienced with the import business for the type of product.本公司是地區(qū)產(chǎn)品的首要出口商之一，因20年來的成功經(jīng)驗而享有佳譽(yù)，相信貴方會對本公司的優(yōu)質(zhì)產(chǎn)品

12、和服務(wù)感到滿意。We are one of the leading exporters of 產(chǎn)品in地區(qū)and have enjoyed an excellent reputation through 20 yearssuccessful business experience. We are sure that you will be quite satisfied with the excellent quality of our goods and services.2、常用句型C類：介紹本公司其他表達(dá)方法有：Our company deals with(handles,deals i

13、n, trades in, is in the line of) the import and export ofWe specialize in the exportation of We are one of the largestimporters in our country and have handled with various kinds of the products for about 10 years.2、常用句型D類：提供信息進(jìn)口商要求出口商提供信息：請?zhí)峁┠愎镜母鞣N詳細(xì)規(guī)格，并告知付款條件和折扣率Please submit full specifications o

14、f yourtogether with terms of payment and discount rate.請?zhí)峁┰诨雍唾|(zhì)量上與隨函所附樣品最近似的人造絲手帕樣品。Please furnish us with your samples of Rayon Handker-chiefs closest in designs and quality to those we enclose here.若能盡快提供你方各類產(chǎn)品的詳細(xì)情況，我們將不勝感激。We appreciate it very much if you can provide us with the specific details

15、 of your all kinds of goods.2、常用句型D類：提供信息出口商給進(jìn)口商隨函附寄目錄等：為使你公司對我們所經(jīng)營的各種手工藝品質(zhì)量有所了解，現(xiàn)航寄去目錄一份，及幾份樣品供參閱。In order to give you some idea of various qualities of Handicrafts we carry, we have pleasure in forwarding you by air one catalogue and a few samples for your perusal(熟讀，精讀).2、常用句型E類：盼回復(fù)如果你方能盡早回復(fù)，我們將不

16、勝感激。We should be pleased if you would respond to our request at your earliest convenience.請盡早答復(fù)Please reply at an early date.盼速復(fù)We look forward to your prompt reply.盼早復(fù)we anticipate receiving your early reply. 請區(qū)分 anticipate和expect3、翻譯練習(xí)我們從駐倫敦的商務(wù)參贊處得知，你公司有興趣與我們進(jìn)行交易。We learned from the Commercial Cou

17、nsellers Office in London that you are Interested in doing business with us.為了使你們對我們可供出口的各類紡織品有一個總的概念，隨信附上樣本簿和價格單各一份，供你們查閱。In order to give you a general idea of our various of textiles available for export, we are enclosing herewith sample books and a copy of price list for your information.搪瓷器皿出口業(yè)

18、務(wù)屬于我公司經(jīng)營范圍。The export of enamelware comes within the scope of our business activities.我們的一個客戶想要購買和中國紅茶。One of our clients is in the market for Chinese black tea.我們了解到你公司是中國手工藝品的出口商，因此冒昧的寫信給你。We learned that you are an exporter of Chinese arts and crafts goods,so we take the liberty of writing to you

19、.3、翻譯練習(xí)由于希望與你公司建立業(yè)務(wù)關(guān)系，我們向你們自我介紹，我公司是法國南部各式男女襯衫的進(jìn)口商。As we hope to establish business relations with you,we make self-introduction as being an importer of various mens and womens shirts in south France.我們是一家在全世界范圍內(nèi)經(jīng)營進(jìn)出口業(yè)務(wù)的貿(mào)易公司。We are trading company doing import and export business all over the world.

20、我們在平等互利、互通有無的基礎(chǔ)上，已經(jīng)和世界上100多個國家商號建立了貿(mào)易關(guān)系。We have already established business relations with more than 100 firms in the world on the basis of equality,mutual benefit and exchange of the needed goods.正如你所知，我們是信譽(yù)良好的照相機(jī)進(jìn)口商，希望與你們建立商務(wù)關(guān)系。As you know, we are a well-established camera importer and are willin

21、g to enter into business relations with you.4、撰寫信函(翻譯該信函)ABC Toy was established in 1990. Our office and factory are located in We started business as a manufacturer of plastic toys. Our main products are plastic vehicles for kids such as tricycle（三輪腳踏車）, bicycle,baby walker（兒童推車）, baby rocker（兒童搖椅）

22、and accessory（零配件） for toys such as wheel. Our products are very popular and distributed nationwide.With over 16 years-experience, we develop more than 50 designs each to satisfy customers want. Each year we introduce a lot of new toys and our products have remained consistently popular in the marke

23、t. We dedicated our efforts to make toys that bring smile to childrens face and also stimulate the physical and intellectual development.For more information, please contact us.4、信函翻譯ABC公司創(chuàng)建于1990年。公司廠址位于 我們是塑料玩具制造商，主要產(chǎn)品是兒童塑料車，如三輪腳踏車、自行車、兒童推車、兒童搖椅等，及以上述玩具的零部件，如車輪等。我們的產(chǎn)品在市場上頗受歡迎，暢銷全國各地。我國擁有16年以上的經(jīng)驗，對每

24、種產(chǎn)品都設(shè)計出50多種款式來滿足顧客的不同需求。每年我們都會開發(fā)設(shè)計很多新型玩具，而且產(chǎn)品在市場上一直享有美譽(yù)，收到喜愛。我們的產(chǎn)品不僅致力于給孩子們帶來歡樂，而且力求能促進(jìn)他們的身心發(fā)展。想了解更多的信息，請聯(lián)系我們第三章 詢盤Unit Three Enquiries詢價通常是由買方發(fā)出的，在許多情況下，買方將詢價信函與建立貿(mào)易關(guān)系的信函融為一體，也就是說，在信的開頭表達(dá)了希望建立貿(mào)易關(guān)系的意愿后，接著就向?qū)Ψ剿饕嘘P(guān)商品的目錄本、價格單、樣品等等。Enquiries1、常用模式 一般詢價模板 具體模板（范圍寬，之前未聯(lián)系） （有針對性，之前聯(lián)系過）Dear sirs; Dear sirs;

25、 A.如何得知對方信息 A.收到出口商建立業(yè)務(wù)關(guān)系的信函B.表明感興趣的產(chǎn)品 B.表明對某產(chǎn)品感興趣C.詢問價格等，附上詢盤單 C.詢問價格等，附上詢盤單D.索要目錄等 D.索要目錄，小冊子等E.報有競爭力的價格 E.報有競爭力的價格F.盼回復(fù) F. 盼回復(fù)2、常用句型A類：如何得知對方信息我們從中國日報上拜讀了貴公司的廣告，我方對貴公司的產(chǎn)品感興趣。Weve seen your advertisement in China Daily and are interested in your products.從XX公司獲悉貴公司是制作款式新穎各類皮革手提包的生產(chǎn)廠家We have learne

26、d from XX company that you are a manufacturer of high-fashion handbags in variety of Leathers.2、常用句型B類：對某產(chǎn)品感興趣我們對你方在中國日報上刊登的廣告很感興趣，先請告你方港口建設(shè)投標(biāo)的詳細(xì)情況。We read with interest your advertisement in the China Daily and should be glad to receive particulars of your tender for port construction.我們對你們最近在廣州交易會

27、上展列的機(jī)械玩具感興趣，請詳告你們的出口條件。We are interested in the mechanical toys demontrated at the recent CantonTrade Fair and should be glad to have details of your export terms.2、常用句型B類：對某產(chǎn)品感興趣你們在5月期好管家刊登的臺燈廣告，我們很感興趣。We are interested in the desk lamps you advertised in the May issue of “Good Housekeeker”.欣告我方對塑料

28、制廚房用具感興趣。We have pleasure in informing you that we are interested in your plastic kitchen-ware.我們對你方的杏仁產(chǎn)品頗感興趣。We take interest in your Apricot Kernels. 吃貨們的英語小課堂 干果類的詞匯核桃仁 腰果Walnutmeat Cashew nut花生仁 榛子Peanut(Groundnut) kernels Hazelnut巴旦木 西瓜子Almonds Melon seeds夏威夷果 葵花籽Hawaii nut Sunflower seeds碧根果 開

29、心果Pecan Pistachio（苦）杏仁 （bitter）apricot kernels2、常用句型C類：詢問價格等，附上詢盤單 請報你方家具最優(yōu)惠的成本加運(yùn)費(fèi)到紐約價，并告知最早交貨期。Please quote best CFR New York for your furniture and tell us the earliest possible date of delivery.我們還想了解各類商品的每種顏色和花樣的最低出口起售量。We would also like to know the minimum export quantities per colour and per

30、design.2、常用句型C類：詢問價格等，附上詢盤單如蒙告知，若我方訂購20000件你方能給予的折扣，將不勝感激。We should appreciate it if you would let us know what discount you may grant us if we place an order for 20,000 pieces.能否告知我方，超過1000公噸后的訂單折扣是多少。Will you let us know what discount you can give for an order exceeding 1000 metric ton.希望你方報成本加運(yùn)費(fèi)保

31、險到紐約的最低價。Wed like to have your lowest quotations CIF New York. 2、常用句型 C類：詢問價格等，附上詢盤單 請告知你方產(chǎn)品的所有明細(xì)，以便我公司轉(zhuǎn)告客戶。Please let us have full details of your products so that we can pass on the information to our clients.現(xiàn)隨函附上詢價表載明欲購商品之名錄，請報貴方FOB上海港的價格。Please quote us for the supply of the item listed on the

32、enclosed query form, giving your prices FOB Shanghai.2、常用句型C類：詢問價格等，附上詢盤單 如能對下列產(chǎn)品報最低價，我方將不勝感激。We shall be pleased if you send us your lowest quotation for the following:請報最低價，說明原產(chǎn)地、包裝、詳細(xì)規(guī)格、可供數(shù)量和最早交貨期。Please send us your best offer indicating origin,packing, detailed specifications, quantity availabl

33、e and earliest date of shipment.2、常用句型D類：索要目錄、樣品等請惠寄貴方商品目錄，并注明你方付款條件及能給的最大折扣。We would appreciate your sending us a catalogue of your products together with terms of payment and the largest discount you can allow us.盼能惠寄商品目錄和報價單。We would appreciate your catalogues and quotations.2、常用句型D類：索要目錄、樣品等請盡早寄

34、來最新目錄三份。Please send us three copies of your latest catalogue at your earliest convenience.盼能惠寄商品目錄和報價單。We would appreciate your catalogues and quotations.請寄附有最優(yōu)惠的巴黎到岸價的最新商品目錄，并告知每件貨物的大約重量。Please send us your latest catalogue with your best CIF Paris prices. We will also appreciate your telling us th

35、e approximate weight of each article.2、常用句型E類：報有競爭力的價格若質(zhì)量好且價格適合我方市場，我們愿考慮簽署一項長期合同。If your quality is goos and the price is suitable for our market, we would consider signing a long-term contract with you.我公司很樂意跟你公司繼續(xù)有業(yè)務(wù)往來，且正在等待你公司的報盤。We would like very much to continue to do business with you and ar

36、e now awaiting your offer.如果價格具有競爭力，且交貨日期合適，我方會考慮大量訂購。Should your price be found competitive and delivery date is acceptable, we intend to place a substantial order.2、常用句型E類：盼回復(fù)盼早復(fù)。We anticipate receiving your early reply.如能盡快回復(fù)該詢盤，我方不勝感激。Your prompt reply to this inquiry will be appreciated.3、翻譯練習(xí)從

37、ABC公司處得知你公司現(xiàn)能供應(yīng)水果和干果。We learned from ABC company that you are in a position to supply fruit and dried fruit.我們想獲得你方刺繡亞麻品的商品目錄和價目單。We are interested in obtaining the catalogue and price list of your embroidered linen products.如果你們第一筆運(yùn)來的貨令人滿意，隨后將有大批續(xù)訂。If the quality of your initial shipment is found s

38、atisfactory, large repeat orders will follow.3、糾錯練習(xí)Dear Sirs;We have to acknowledge receipt of your letter of 11th, together quotation and terms and also your latest illustrating catalogue, which we thank you.We are now in the pleasure of sending you a order with various item as per order sheet encl

39、osing.We trust that this will pay your usual careful attention. Yours faithfully,4、撰寫信函你想購買甲等和乙等的西瓜子望對方能報盤，并告知最早的交貨期和最大供應(yīng)量若能航郵具有代表的樣品，將不勝感激。Dear Sirs;We are in the market for Melon Seeds of the first and second grade and should be appreciated if you let us have your offers with some representative s

40、amples by airmail. When offering the seeds ,please state the earliest possible time of shipment and quantities available . Yours faithfully,第四章 回復(fù)函Unit Four Replies回復(fù)函回復(fù)函一定要及時全面的回答詢盤中所涉及的所有內(nèi)容，每接到一封詢盤，就意味著有了做成交易的機(jī)會。因此，一定要認(rèn)真、禮貌的撰寫回復(fù)函。最好能盡快回復(fù)，因為商機(jī)轉(zhuǎn)瞬即逝，尤其是在競爭激烈的外貿(mào)市場。如果發(fā)現(xiàn)對方想要的產(chǎn)品一時沒貨，也不要置之不理或者簡單的一句無貨了事。要采

41、取積極主動的態(tài)度，有禮貌、得體的做出回復(fù)。在信函的開頭可先表示對詢盤的感謝，然后再說明無貨，并向?qū)Ψ奖硎颈福?We are sorry that we have no stock at present.若暫時無貨，可在交貨期上做文章，如詢問對方晚些交貨可否：could you accept delivery in July or September?還可向?qū)Ψ酵扑]類似產(chǎn)品或請對方看商品目錄，引起對方購買其他商品的興趣： May I draw your attention to item 10?Perhaps youd like to glance through our catalogue.

42、Unit Four Replies回復(fù)函本章節(jié)內(nèi)容：1、常用模式2、常用句型3、翻譯練習(xí)4、撰寫信函1、常用模式Dear sirs;A. 感謝對方的詢盤B. 隨信附上我方產(chǎn)品目錄及小冊子以便參閱。（另附樣品）C. 特殊說明（就重要細(xì)節(jié)或環(huán)節(jié)做專門解釋，如價格、支付條件等）D. 簡單介紹本公司優(yōu)勢產(chǎn)品并說明本公司的競爭力。E. 盼回復(fù)2、常用句型A類：感謝對方詢盤Thank you for your inquiry for both shoes and mens T-shirts CFR New York dated July 25.We were very pleased to receive

43、 your enquiry of 2nd July.2、常用句型B類：隨信附寄為使你方更好的了解我方的五金產(chǎn)品，今選出代表性的樣品航寄你方共你方細(xì)閱。To enable you to have better understanding of our Hardware, we are sending you by air a selection of their representative samples for your scrutiny.隨函寄去我方價目表一份。We are sending you under cover a copy of our price list.We are en

44、closing a copy of our price list.我們隨函附寄的帶插圖的商品目錄里面涵蓋了您提出的所有細(xì)節(jié)，另寄豐富的樣品。We are enclosing our illustrated catalogue giving the details you ask for. Also, under separate cover, we are sending you a full range of samples.2、常用句型B類：隨信附寄另行寄上我方目前出口的合成纖維布料布樣，希望某些花樣及顏色能使你方喜歡。Under separate cover, we are sendin

45、g you one sample pad for the synthetic fabric dress materials we are exporting at present. We hope some of the designs and colours will prove to your liking.我們已航空郵寄這種商品的樣品2磅。We have forwarded you by separate airmail 2 lbs sample of this material.2、常用句型C類：特殊說明We allow a proper discount according to t

46、he quantity ordered. As to the terms of payment we usually require L/C payable by sight draft.We can make products according to the given designs and produce the designed goods in large quantities.For regular purchases in quantities of not less than 100 dozen of individual items we would allow you a

47、 discount of 2%. Payment is to be made by L/C at sight.2、常用句型D類：介紹本公司優(yōu)勢和暢銷品Because of their softness and durability, our all cotton bedsheets and pillowcases are rapidly becoming popular and after studying our prices you will not be surprised to learn that we find it difficult to meet the demand.As

48、you may be well aware, we are a state-operated corporation handling this line of business for many years. So we are in a good position to serve our customers with the most reliable quality of the line you suggested.2、常用句型E類：盼回復(fù)We hope the catalogue and samples will reach you in good time and look fo

49、rward to your order.3、翻譯練習(xí)正如你所知，我們是經(jīng)營此類商品多年的國營公司。As you know we are a state-owned company handling this kind of items for many years.一旦收到你方具體詢盤，我們將立即給你們報最優(yōu)惠的巴黎到岸價。As soon as we receive your specific enquiries we will make you best offer on CIF Pairs basis.關(guān)于支付條件，我們需要憑即期匯票支付的信用證。As for terms of payme

50、nt, we need L/C payable by draft at sight.隨函附上根據(jù)你方第15號詢價單所開的報價單，期待你方確認(rèn)。We enclose quotation sheet against your Enquiry No.15 and look forward to your confirmation.4、撰寫信函（主動尋找客戶型）請翻譯：我們得知你公司地址，要感謝英國駐北京大使館商贊處。該處已告知我們，你公司要購買化工產(chǎn)品。為此今特與你公司聯(lián)系，希望與你公司建立互利的貿(mào)易關(guān)系。我公司是國營公司，獨(dú)家經(jīng)營化工產(chǎn)品進(jìn)出口業(yè)務(wù)，現(xiàn)隨函附寄我公司目前可以供應(yīng)的主要出口商品表一份

51、。如你公司需要該表所列項目以外的任何商品。我公司一旦接到你方詳細(xì)貨單，將盡力為你方提供所需商品。茲并奉告，我們在同歐洲國家的客戶進(jìn)行貿(mào)易時，一貫堅持平等互利、互通有無的原則，以便通過雙方共同努力，促進(jìn)業(yè)務(wù)和友誼，共同受益。盼您盡早回復(fù)4、撰寫信函We learned your address from the Commercial Counsellers Office of the Embassy of The United Kingdom of Great Britain and Northern Ireland in Beijing who has already informed us

52、that you are in the market for chemical products. We hereby contact you in the hope of establishing mutually beneficial business relations with you.We are a state-operated company handling exclusively the import and export business of chemical products. We are now enclosing a list of main commdities

53、 available for export. If you need any items beyond this list, we will do our utmost(adj.極度的，極大的) to supply you the needed upon receipt of your detailed list.We also inform you that when doing trade with European clients, we always adhere to the principle of equality, mutual benefit and exchange of the needed goods in order to promote both business and friendship and benefit mutually through joint efforts.Looking forward to receiving your early enquiry.第五章 報盤Unit Five Offer報盤有多種方式，可報虛盤，如給買方開個價格，供其參考；也可報實盤，作為簽訂合約的建