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1、外贸函电常用范文外贸函电书写基本原则一、Courtesy礼貌语言要有礼且谦虚，及时地回信也是礼貌的表现。例如：Wehavereceivedwithmanythanksyourletterof20May,andwetakethepleasureofsendingyouourlatestcatalog.Wewishtodrawyourattentiontoaspecialofferwhichwehavemadeinit.Youwillbeparticularlyinterestedinaspecialofferonpage5ofthelatestcatalogenclosed,whichyoure
2、questedinyourletterof20May.二、Consideration谅解写信时要处处从对方的角度去考虑有什么需求，而不是从本身出发，语气上更尊重对方。例如：“Youearn2percentdiscountwhenyoupaycash.Wewillsendyouthebrochurenextmonth.就比“Weallow2percentdiscountforcashpayment.Wewontbeabletosendyouthebrochurethismonth.要好。三、Completeness完好一封商业信函应大概情况了各项必需的事项，如邀请信应讲明时间、地点等，确忌寄出含
3、糊不清的信件。四、Clarity清楚意思，表达明确，要注意：一避免用词错误：例如：AstothesteamerssailingfromHongKongtoSanFrancisco,wehavebimonthlydirectservices.此处bimonthly有歧义：能够是twiceamonth或者oncetwomonth.故读信者就迷惑了，能够改写为：1.WehavetwodirectsailingseverymonthfromHongKongtoSanFrancisco.2.WehavesemimonthlydirectsailingfromHongKongtoSanFrancisco.
4、3.WehaveadirectsailingfromHongKongtoSanFrancisco.二注意词语所放的位置：例如：1.Weshallbeabletosupply10casesoftheitemonly.2.Weshallbeabletosupply10casesonlyoftheitem.前者则有两种商品以上的含义。三注意句子的构造：例如：1.Wesentyou5samplesyesterdayofthegoodswhichyourequestedinyourletterofMay20byair.2.Wesentyou,byair,5samplesofthegoodswhichyo
5、urequestedinyourletterofMay20.五、Conciseness简洁一避免废话连篇：例如：1.Wewishtoacknowledgereceiptofyourletter.可改为：Weappreciateyourletter.2.Enclosedherewithpleasefindtwocopiesof.可改为:Weenclosetwocopiesof.二避免不必要的重复：三短句、单词的运用：Enclosedherewith-enclosedatthistime-nowduetothefactthat-becauseadraftintheamountof$1000-adr
6、aftfor$1000六、Concreteness详细七、Correctness正确外贸函电:约定约定AppointmentsDearMr./Ms.,Mr.JohnGreen,ourGeneralManager,willbeinParisfromJune2to7andwouldliketocomeandseeyou,say,onJune3at2.00p.m.abouttheopeningofasampleroomthere.Pleaseletusknowifthetimeisconvenientforyou.Ifnot,whattimeyouwouldsuggest.Yoursfaithful
7、ly外贸英语函电范文InvitationandReplyDearMr./Ms,WeshouldliketoinviteyourCorporationtoattendthe2000InternationalFairwhichwillbeheldfromAugust29toSeptember4attheaboveaddress.FulldetailsontheFairwillbesentinaweek.Welookforwardtohearingfromyousoon,andhopethatyouwillbeabletoattend.Yoursfaithfully尊敬的先生/小姐，在上述地址，我们
8、想请贵公司参加于八月二十九日到九月四日举办的2000国际商品交易会，关于交易会的详情我们一周内将寄给你。希望不久能收到你的来信，并能来参加。您诚挚的肯定答复DearMr./Ms,ThankyouforyourletterofJune28invitingourcorporationtoparticipateinthe2000InternationalFair.Weareverypleasedtoacceptandwillplantodisplayourin-flightappliancesaswedidinpreviousyears.Mr.LiwillbeinyourcityfromJuly2t
9、o7tomakespecificarrangementsandwouldverymuchappreciateyourassistance.Yoursfaithfully否认答复DearMr./Ms,Thankyouverymuchforyourinvitationtoattendthe2000InternationalFair.Aswearegoingtoopenarepairshopinyourcityatthattime,wearesorrythatweshallnotbeabletocome.Wehopetoseeyouonsomefutureoccasion.Yoursfaithful
10、ly外贸函电:祝贺信Congratulationlette尊敬的先生/小姐，值此国庆三十五周年之际，请接受我们最真诚的祝贺。愿我们两国之间的贸易联络持续发展。Congratulationletter2DearMr.MinisterAllowmetoconveymycongratulationsonyourpromotiontoMinisterofTrade.Iamdelightedthatmanyyearsserviceyouhavegiventoyourcountryshouldhavebeenrecognizedandappreciated.Wewishyousuccessinyourne
11、wpostandlookforwardtoclosercooperationwithyouinthedevelopmentoftradebetweenourtwocountries.Sincerely尊敬的部长先生，请允许我向您升任贸易部长表示祝贺。多年来你对国家的奉献被认可，欣赏，我非常高兴。我们祝愿您在新的职位获得成功，等待我们两国在贸易发展上进一步合作。回信DearMr./Ms,Thankyouforyourletterconveyingcongratulationsonmyappointment.Iwishalsotothankyoufortheassistanceyouhavegiv
12、enmeinmyworkandlookforwardtobettercooperationinthefuture.Sincerely尊敬的先生/小姐，感谢你来信对我的任命表达的祝贺。我也感谢您对我的工作给予的支持，并期望将来能有更好的合作。外贸函电:咨询DearMr./Ms,Wearemuchconcernedthatyoursalesinrecentmonthshavefallenconsiderably.Atfirstwethoughtthismightbeduetoaslackmarket,butonlookingintothemattermoreclosely,wefindthatth
13、egeneraltrendoftradeduringthisperiodhasbeenupwards.Itispossiblethatyouarefacingdifficultiesofwhichwearenotaware.Ifso,wewouldliketoknowwhatwecandotohelp.We,therefore,lookforwardtoreceivingfromyouadetailedreportonthesituationandsuggestionsastohowwemayhelpinrestoringoursalestotheirformerlevel.Yoursfait
14、hfully1.向顾客推销商品DearSir:May1,2001Inquiriesregardingournewproduct,theDeerMountainBike,havebeencominginfromallpartsoftheworld.Reportsfromusersconfirmwhatweknewbeforeitwasputonthemarket-thatitisthebestmountainbikeavailable.Enclosedisourbrochure.Yoursfaithfully2.提出询价DearSir:Jun.1,2001Wereceivedyourpromot
15、ionalletterandbrochuretoday.WebelievethatyourwoulddowellhereintheU.S.A.Kindlysendusfurtherdetailsofyourpricesandtermsofsale.Weaskyoutomakeeveryefforttoquoteatcompetitivepricesinordertosecureourbusiness.Welookforwardtohearingfromyousoon.Truly3.迅速提供报价DearSir:June4,2001ThankyouforyourinquiryofJunethe1s
16、tconcerningtheDeerMountainBike.Itgivesusgreatpleasuretosendalongthetechnicalinformationonthemodeltogetherwiththecatalogandpricelist.Afterstudyingthepricesandtermsoftrade,youwillunderstandwhyweareworkingtocapacitytomeetthedemand.Welookforwardtotheopportunityofbeingofserviceofyou.交易的契机4.怎样讨价还价DearSir:
17、June8,2001Wehavereceivedyourpricelistsandhavestudieditcarefully.However,thepricelevelinyourquotationistoohighforthismarket,Ifyouarepreparedtograntusadiscountof10%foraquantityof200,wewouldagreetoyouroffer.Youshouldnotethatsomepricecutwilljustifyitselfbyanincreaseinbusiness.Wehopetohearfromyousoon.You
18、rstruly5-1同意进口商的还价DearSirs:June12,2001ThankyouforyourletterofJunethe8th.Wehaveacceptedyourofferonthetermssuggested.Enclosedourwillfindaspecialpricelistthatwebelievewillmeetyourideasofprices.Youshouldnotethattherecentadvancesinrawmaterialshaveaffectedthecostofthisproductunfavorably.However,foryourord
19、erwehavekeptourpricesdown.Sincerely5-2拒绝进口商的还价DearSirs:June12,2001ThankyouforyourletterofJunethe8th.Weregretthatwecannotmeetyourterms.Wemustpointoutthatthefallingmarkethereleavesuslittleornomarginofprofit.Wemustaskyouforakeenerpriceinrespecttofutureorders.Atpresentthebestdiscountofferedforaquantityo
20、f200is5%.Ourcurrentsituationleavesuslittleroomtobargain.Wehopeyouwillreconsidertheoffer.Truly6.正式提出订单DearSir:June15,2001Wehavediscussedyourofferof5%andacceptitonthetermsquoted.Wearepreparedtogiveyourproductatrial,providedyoucanguaranteedeliveryonorbeforethe20thofSeptember.Theenclosedorderisgivenstri
21、ctlyonthiscondition.Wereservetherightofrefusalofdeliveryand/orcancellationoftheorderafterthisdate.Truly7.确认订单DearSir:June20,2001ThankyouverymuchforyourorderofJune15for200DeerMountainBikes.Wewillmakeeverypossibleefforttospeedupdelivery.Wewilladviseyouofthedateofdispatch.Weareatyourserviceatalltimes.S
22、incerely8.请求开立信誉证Gentlemen:June18,2001ThankyouforyourorderNo.599.Inordertoexecuteit,pleaseopenanirrevocableL/CfortheamountofUS$50,000inou*vor.ThisaccountshallbeavailableuntilSep.20.UponarrivaloftheL/Cwewillpackandshiptheorderasrequested.Sincerely9.通知已开立信誉证DearSir:June24,2001ThankyouforyourletterofJu
23、ne18enclosingdetailsofyourterms.AccordingtoyourrequestforopeninganirrevocableL/C,wehaveinstructedtheBeijingCityCommercialBanktoopenacreditforUS$50,000inyou*vor,validuntilSep.20.Pleaseadviseusbyfaxwhentheorderhasbeenexecuted.Sincerely10.请求信誉证延期DearSir：Sep.1,2001Wearesorrytoreportthatinspiteofoureffor
24、t,weareunabletoguaranteeshipmentbytheagreeddateduetoastrikeatou*ctory.WeareafraidthatyourL/Cwillbeexpirebeforeshipment.Therefore,pleaseexplainoursituationtoyourcustomersandsecuretheirconsenttoextendtheL/CtoSept.30.Sincerely11.同意更改信誉证Gentlemen:Sept.5,2001Wereceivedyourlettertodayandhaveinformedourcus
25、tomersofyoursituation.Asrequested,wehaveinstructedtheBeijingCityCommercialBanktoextendtheL/CuptoandincludingSeptember30.Pleasekeepusabreastofanynewdevelopment.Sincerely交易的进行12.抱怨发货迟延DearSirs:Sept.25,2001ConcerningourorderNo.599for200mountainbikes,sofaryouhaveshippedonly50bikesagainsttheshipment.Wear
26、enotifyingyouthatwereserveourrighttoclaimonyoufortheshortage,ifitisconfirmed.WehavegivenourcustomersadefiniteassurancethatwewouldsupplythegoodsbytheendofSeptember.Wehopeyouwilllookintothisurgentmatter.Yoursfaithfully12a.处理客户的抱怨Gentlemen:Sept.30,2001InresponsetoyourletterofSept.25,weregretyourcomplai
27、ntverymuch.TodaywereceivedinformationfromHongKongthattheremaining150bikeswereonashipthatdevelopedenginetroubleandhadtoputintoportforrepairs.Thetroublewasnotserious,andthevesselisnowonherway.Shewouldarriveatyourplacetomorroworthenextday.Truly14-1取消订货DearSirs:Oct.2,2001Wearesorrythatcausescompletelybe
28、yondyourcontrolhavemadeitimpossibleforyoutokeeptheshipmentdateofSept.30.Sinceyouhavefailedtoupholdyourendoftheagreement,wefinditnecessarytocancelourorder.Unfortunately,ourbuyerscannotwaitindefinitelyfortheunits.Wearesorrythatitisnecessarytotakesuchadrasticstep.Sincerely14-2谅解迟运原因Gentlemen:Oct.2,2001
29、Wehavereceivedofyournoticeofdelayofshipmentduetomechanicaltroublesontheship.Wearepleasedthattheorderisnowonitsway.Thankyouforthenotice.Weareeagerlyawaitingtheshipsarrival.Yoursfaithfully交易的尾声15.货物损坏报告DearSirs:Oct.4,2001Uponarrivalofyourshipment,theshipsagentsnoticedthatcaseNo.5wasdamagedandnotifiedu
30、s.Thenumberofarticlesinthecaseiscorrectaccordingtotheinvoice,butthefollowingarticlesarebroken:(Listofarticles)Asyouwillseeinoursurveyreportandoftheshipsagents,thattheseunitsaredamagedandquiteunsaleable.Pleasesendusreplacementsforthebrokenarticles;weawaityourreplyinduecourse.Sincerely16-1.拒绝承当损坏责任Dea
31、rSirs:Oct.8,2001Thankyouforinformingusofthedamagedshipment.Sincetheunitswerepackedwiththebestofcare,wecanonlyassumethatthecaseswerehandledroughly.Wethereforeurgeyoutolodgeyourclaimwiththeinsurancecompany.Sincerely16-2.承当赔偿责任Gentlemen:Oct.8,2001Assoonaswegotyourletterwegotintouchwiththepackersandaske
32、dthemtolookintothematter.Itappearsthatthefaultlieswiththepackagingmaterialsused.Wehavesincecorrectedthemistake.Weapologizefortheoversight,andaresendinganewdeliveryimmediately.-Sincerely交易花絮17.催要逾期货款DearSirs:Nov.30,2001Ithascometoourattentionthatyourpaymentisonemonthoverdue.Theunitsorderedweredeliver
33、edtoyouonSeptember26andwereinvoicedonSeptember30.PaymentisdueonOctober30.Welookforwardtoseeingyourremittancewithinaweek.Sincerely18.付清逾期货款DearSirs:Oct.3,2001Wehavelookedintothecauseofthedelayinpaymentandhavefoundthatouraccountingdepartmentmadeanoversightin*yourremittance.Wearesorryfortheinconvenienc
34、e.ThesumofUS$20,000hasbeensenttoyoubyTelegraphicTransferandshouldreachyousometimetomorrow.-Sincerely外贸函电常用范文Setnewbusinessrelationship建立贸易关系，能够通太多种途径，比方通过驻外机构、国外商会、同业商行、银行、出国访问、商品交易会、报纸广告、市场调查等等。建立贸易关系的信函，要写得诚恳、热情、礼貌、得体，并将写信人的意图清楚地叙述完好，给对方留下深入地印象，使其愿意与你交往。DearMr.Jones:Weunderstandfromyourinformation
35、postedon文档视界2022/383b1e5e6bd97f192279e97dlhrkz54rnx5.htmlthatyouareinthemarketfortextiles.Wewouldliketotakethisopportunitytointroduceourcompanyandproducts,withthehopethatwemayworkwithBrightIdeasImportsinthefuture.Weareajointventurespecializinginthemanufactureandexportoftextiles.Wehaveenclosedourcata
36、log,whichintroducesourcompanyindetailandcoversthemainproductswesupplyatpresent.Youmayalsovisitourwebsite文档视界2022/383b1e5e6bd97f192279e97dlhrkz54rnx5.html,whichincludesourlatestproductline.Shouldanyoftheseitemsbeofinteresttoyou,pleaseletusknow.Wewillbehappytogiveyouaquotationuponreceiptofyourdetailed
37、requirements.Welookforwardtoreceivingyourenquiressoon.Sincerely,JohnRoberts2.Makeaninquiry询盘的内容主要是商品的价格、包装、交货期、付款方式等。询盘信应简洁、清楚、礼貌。DearSirorMadam:MessrsJohnsandSmithofNewYorkinformusthatareexportsofallcottonbed-sheetsandpillowcases.Wewouldlikeyoutosendusdetailsofvariousranges,includingsizes,colorsand
38、prices,andalsosamplesofthedifferentqualitiesofmaterialused.Wearelargedealersintextilesandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthiskindmentioned.Whenquoting,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchasesofquantitiesofnotlessthan100dozenofindividualitems.P
39、ricequotedshouldincludeinsuranceandfreighttoLondon.Yoursfaithfully3.Makeanoffer报盘函是指卖方在销售某种商品时，向买方报价、介绍商品情况。提出交易条件包括商品名称、数量、价格、付款条件、交货日期等时所写的一种外贸信函。报盘有实盘和虚盘之分。实盘是报盘人在规定的期限内对所提条件的肯定表示，报盘人在有限期内不得随意改变和撤回报盘内容，报盘一经买方接受，买卖立即敲定，双方就有了法律约束力的合同关系。虚盘是报盘人所作的非承诺性表示，附有保留条件，如“以我方最后确以为准subjecttoourfinalconfirmation
40、等。(a.)firmofferDearMr.Jones:WethankyouforyouremailenquiryforbothgroundnutsandWalnutmeatCNFCopenhagendatedFebruary,21.Inreply,weofferfirm,subjecttoyourreplyreachingusonorbeforeFebruary26for250metrictonsofgroundnuts,handpicked,shelledandungradedatRMB2000netpermetrictonCNFCopenhagenandanyotherEuropeanM
41、ainPorts.ShipmenttobemadewithintwomonthsafterreceiptofyourorderpaymentbyL/Cpayablebysightdraft.Pleasenotethatwehavequotedourmostfavorablepriceandareunabletoentertainanycounteroffer.Asyouareawarethattherehaslatelybeenalargedemandfortheabovecommodities.Suchgrowingdemandwilllikelyresultinincreasedprice
42、s.Howeveryoucansecurethesepricesifyousendusanimmediatereply.Sincerely,(b.)no-firmofferDearMr.Jones:WethankyouforyourletterdatedApril8inquiringaboutourleatherhandbags.Asrequested,wetakepleasureinofferingyou,subjecttoourfinalconfirmation,300dozendeerskinhandbagsstyleNo.MS190at$124.00perdozenCIFHamburg
43、.Shipmentwillbeeffectedwithin20daysafterreceiptoftherelevantL/CissuedbyyourfirstclassbankinourfavoruponsigningSalesContract.Wearemanufacturingvariouskindsofleatherpursesandwaistbeltsforexportation,andenclosedabrochureofproductsforyourreference.Wehopesomeofthemmeetyourtasteandneeds.Ifwecanbeofanyfurt
44、herhelp,pleasefeelfreetoletusknow.Customersinquiriesarealwaysmeetwithourcarefulattention.Sincerely,4.Makeacounteroffer买方收到卖方的报盘后，假如不接受或者不能完全接受其交易条件，能够针对价格、支付方式。装运期等主要条件进行修改和提出不同的建议。这种修改称为还盘。DearSirorMadamWeacknowledgereceiptofbothyourofferofMay6andthesamplesofMensShirts,andthankyouforthese.Whileappr
45、eciatingthegoodqualityofyourshirts,wefindyourpriceisrathertoohighforthemarketwewishtosupply.WehavealsotopointoutthattheMensShirtsareavailableinourmarketfromseveralEuropeanmanufacturers,allofthemareatpricesfrom10%to15%belowthepriceyouquoted.Suchbeingthecase,wehavetoaskyoutoconsiderifyoucanmakereducti
46、oninyourprice,say10%.AsourorderwouldbewortharoundUS$50,000,youmaythinkitworthwhiletomakeaconcession.Wearelookingforwardtoyourreply,Sincerely,DearSirorMadam,WeconfirmhavingreceivedyourtelexNo.LT/531ofMay17,askingustomakea10%reductioninourpriceforMensShirts.Muchtoourregret,weareunabletocomplywithyourr
47、equestbecausewehavegivenyouthelowestpossibleprice.Wecanassureyouthatthepricequotedreflectsthehighqualityoftheproducts.Westillhopetohavetheopportunitytoworkwithyouandanyfurtherenquirywillreceiveourpromptattention.Sincerely,5.Acceptance接受是交易的一方完全同意对方的报盘或还盘的全部内容所作的肯定表示。一经接受，交易即告成立，买卖双方分别承当本人的义务。DearSir
48、orMadam,Subj:LeathershoesWeacceptyourcounterofferofJuly7thandarepleasedtoconfirmhavingconcludedthetransactionofthecaptionedgoodswithyou.Ourfactoryhasinformedusthattheycan,atpresent,entertainedordersof20,000pairsperweek.Thus,youcanrestassuredthatyourorderof50,000pairsforshipmentnextmonthwillbefulfilledascontractedupon.However,emphasishastobelaidonthepointthatyour