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1、Introduction Sample Letters ExercisesPatterns and Substitutionsquote v. 报价报价 （quotation n.）quote sb. a price for (or: on) sth. 报给某人某种商品报给某人某种商品的价格的价格请为我们报个人电脑的最低价。请为我们报个人电脑的最低价。Please quote us your lowest prices for personal computers. We quoted this article at US$278 per case.我们对这种商品的报价为我们对这种商品的报价为
2、每箱每箱二百七十八美元。二百七十八美元。Would you please quote us your best price FOB Dalian for (or: on) 1,000 pieces of leather jacket. 请为我们报一千件皮夹克的最优惠的大连船上交货价请为我们报一千件皮夹克的最优惠的大连船上交货价（离岸价）。（离岸价）。 market n. 市场，行市市场，行市 come to the market 上市上市find a good (poor) market 畅销（滞销）畅销（滞销）in the market for 要购买要购买 They are in the
3、market for table-cloth and pillowcases. 他们要购买桌布和枕头套。他们要购买桌布和枕头套。Please keep us informed of the supply and demand position in your market.请随时告知我们你处市场的供求状况。请随时告知我们你处市场的供求状况。The market is strengthening. 行情在上涨。行情在上涨。market v. 推销，销售，在市场上出售推销，销售，在市场上出售There is no difficulty in marketing these traditional
4、products in the Southeast Asian market. 在东南亚市场推销这些传统产品不会有困难。在东南亚市场推销这些传统产品不会有困难。In order to meet your needs in marketing, we take this opportunity to recommend “ Good Luck” Brand Electric Fans. 为满足你方销售需求，我方借此机会向你方推荐为满足你方销售需求，我方借此机会向你方推荐“好运好运”牌电风扇。牌电风扇。marketable adj. 适销对路的，可销的适销对路的，可销的The goods are
5、not marketable in our area at the price you quoted.按你方报价，这种产品在我们地区没有销路。按你方报价，这种产品在我们地区没有销路。 place v. 发出，置于，售出发出，置于，售出If the quality of your goods is good and the price is acceptable to us, we will place a large order with you .如你方产品质量好，价格可接受，我们将与如你方产品质量好，价格可接受，我们将与你方大量订货。你方大量订货。We regret that our cu
6、stomers have placed their orders elsewhere. 很遗憾我方的客户在其他地方已经订货很遗憾我方的客户在其他地方已经订货了。了。 order n. 订单订单 place (or: make, send) an order (with sb.) for sth. （向某人）订购某项货物（向某人）订购某项货物If your price is in line, we will send you an order for 1,000 sets. 如果你方价格与市价相符，我方将订购如果你方价格与市价相符，我方将订购1000台。台。Please see to it th
7、at the order is shipped within the stipulated time.请务确保此订单在规定的时间内装运。请务确保此订单在规定的时间内装运。order v. 订购，订（货）订购，订（货）If you allow us 5% discount, we will order 5,000 dozen. 如果你方给予如果你方给予5%的折扣，我方将订购的折扣，我方将订购5000打。打。Can you supply the goods from stock if we order immediately?如果我方立即订货，你方能有现货供应吗？如果我方立即订货，你方能有现货供应
8、吗？in order 整齐无误，妥当整齐无误，妥当Would you please sign and return one copy for our file if you find everything in order? 如果你方觉得一切妥当能否签署且返回一份供我如果你方觉得一切妥当能否签署且返回一份供我方存档？方存档？in good (bad) order 情况良好（不好）情况良好（不好）The goods have arrived in good order. 这些货已经完好无损地抵达了。这些货已经完好无损地抵达了。 discount n. 折扣，折价，贴现折扣，折价，贴现allow
9、(give, make, grant)% discount off (on) the prices of the goods 按货价给予按货价给予%的折扣的折扣They make a 20% discount for cash payment.现金付款，他们予以八折优待。现金付款，他们予以八折优待。at a discount 低于正常价格，打折扣（货物无销路）低于正常价格，打折扣（货物无销路）The products are selling at a discount. 该产品正在折价销售。该产品正在折价销售。 competitive adj. 有竞争力的有竞争力的competitive pr
10、ice 有竞争力的价格有竞争力的价格 competitive power/edge 竞争能力竞争能力 compete vi. 竞争竞争We have to compete with a lot of suppliers for European market. 我们要与很多供货商竞争欧洲市场。我们要与很多供货商竞争欧洲市场。competition n. 竞争竞争Those who can make their goods fit for customers needs will survive in the competition. 那些产品适合消费者需要的企业才能在竞争中生存。那些产品适合消
11、费者需要的企业才能在竞争中生存。competitor n. 竞争者，竞争对手竞争者，竞争对手The superior quality, attractive design and favorable price of their products will enable them to defeat the competitors. 他们产品的优良质量，诱人的设计，合理他们产品的优良质量，诱人的设计，合理的价格将使他们击败竞争对手。的价格将使他们击败竞争对手。refer v. （to）谈到，谈及，参考；提交；参阅）谈到，谈及，参考；提交；参阅 refer sth. to sb. 把把提交给提交
12、给/委托给委托给They are going to refer this matter to the committee.他们打算把这件事情提交到委员会去处理。他们打算把这件事情提交到委员会去处理。refer （sb.）to sb./sth. for sth. (让某人让某人)向某人打听向某人打听（查询）某事（查询）某事We refer you to our letter of October 1 for further information. 有关具体事宜，请你方参阅我们有关具体事宜，请你方参阅我们10月月1日的信函。日的信函。If you want to know his telepho
13、ne number, you may refer to the telephone directory. 如果你想知道他的电话号码，你可以查电话簿。如果你想知道他的电话号码，你可以查电话簿。 They referred their successful cooperation to their mutual efforts.他们将其成功的合作他们将其成功的合作归功于归功于双方共同的努力。双方共同的努力。reference n. 谈到，谈及；参考；查询谈到，谈及；参考；查询Reference is made to your letter of May 5. 兹提及你方兹提及你方5月月5日的来信。
14、日的来信。A copy of our feasibility study report will be sent to you for your reference.我们将寄送一份可行性研究报告供你方参考。我们将寄送一份可行性研究报告供你方参考。with (in) reference to 关于关于With reference to our credit standing, please contact our banker for information.关于我方的信誉状况，请向我方银行咨询。关于我方的信誉状况，请向我方银行咨询。contact v.t. 与与联系，与联系，与接洽（和接洽（和
15、approach同义，但被动语态用同义，但被动语态用approach较多）。较多）。请与我方在贵国的销售代表联系。请与我方在贵国的销售代表联系。Please contact (approach) our sales representative in your country. contact n. 联系，交往联系，交往We have been in contact with that company for nearly two years.我们与那家公司有近两年的交往。我们与那家公司有近两年的交往。 available adj. 可利用的，可供应的，可得到的可利用的，可供应的，可得到的（做
16、定语时前置后置均可，后置较为常用）。（做定语时前置后置均可，后置较为常用）。供出口的商品供出口的商品commodities available for export not available 缺货缺货The only opportunity available now is the Harbin Fair.目前唯一的机会就是哈尔滨交易会。目前唯一的机会就是哈尔滨交易会。We are sending you under cover a catalog covering the goods available at present. 随函附上一份我方目前可供货的目录单。随函附上一份我方目前可供货
17、的目录单。敬启者：敬启者：我们参观了贵方我们参观了贵方6 6月份在北京举行的国际技术博览会的展台，我们对贵月份在北京举行的国际技术博览会的展台，我们对贵方方IBM-CPU80586IBM-CPU80586个人电脑的展示很感兴趣。贵方展示的电脑最适合我方个人电脑的展示很感兴趣。贵方展示的电脑最适合我方市场。在我国我们是电子产品的批发商。贵方能否寄给我们包括功能及市场。在我国我们是电子产品的批发商。贵方能否寄给我们包括功能及必要软件在内的详细资料？必要软件在内的详细资料？请贵方报到烟台的最低价，并说明支付方式和采购量不少于请贵方报到烟台的最低价，并说明支付方式和采购量不少于500500台所允台所允
18、许的折扣。许的折扣。如贵方报价具有竞争力，运货日期可以接受，我方打算从贵方大量订货，如贵方报价具有竞争力，运货日期可以接受，我方打算从贵方大量订货，并且及时开立以贵方为受益人的信用证。关于我方资金情况，业务能力并且及时开立以贵方为受益人的信用证。关于我方资金情况，业务能力和信誉，请查询我们的银行，中国银行。和信誉，请查询我们的银行，中国银行。盼收到贵方有利的答复。盼收到贵方有利的答复。谨上谨上 烟台电子进口有限公司烟台电子进口有限公司Sample Letter 敬启者：敬启者： 我方有客户对你方我方有客户对你方“天鹅天鹅“牌毛巾感兴趣且让我方与你方联牌毛巾感兴趣且让我方与你方联系报价和现可供出
19、口的产品的样品。请报你方货号系报价和现可供出口的产品的样品。请报你方货号AK-18的的30，000打成本加运费的纽约最低价，指出可能最早装运时间打成本加运费的纽约最低价，指出可能最早装运时间及支付条件。及支付条件。 顺告你方，这里类似产品的竞争力非常激烈。务请保证你方顺告你方，这里类似产品的竞争力非常激烈。务请保证你方价格与现在市价相一致，这样使我们能够为你方争取更多订价格与现在市价相一致，这样使我们能够为你方争取更多订单。单。 盼尽快收到回信。盼尽快收到回信。 谨上谨上 温哥华纺织品公司温哥华纺织品公司Sample Letter Sample Letter 从贵方刊发在从贵方刊发在5月月2日
20、的日的商务世界商务世界上的广告里，敬悉贵公上的广告里，敬悉贵公司生产各类手工制人造皮革手套。本地区对中等价格的高品司生产各类手工制人造皮革手套。本地区对中等价格的高品质手套向有稳定的需求。质手套向有稳定的需求。请惠寄贵公司的手套目录一份，详述有关价目与付款条件。请惠寄贵公司的手套目录一份，详述有关价目与付款条件。希望贵公司顺带惠赐样品。希望贵公司顺带惠赐样品。 静候佳音。静候佳音。敬启者：敬启者：谨上谨上Dear Sirs,We visited your stand at the International Technology Exhibition held in Beijing in Ju
21、ne, and we were very interested in your display of your IBM-CPU80586 PCs. The computers you showed would be most suitable for our market. We are wholesaler of electronic products in our country. Would you please send us details of your computers including the functions and the necessary software? St
22、ate the source of his information and make a brief introduction of his business scopePlease quote us your lowest price, CIF Yantai, stating terms of payment and discount you would allow on purchase of quantities not less than 500 sets. Inquire about the price, terms of payment and so onSample Letter
23、 Should your price be found competitive and delivery date acceptable, we intend to place a large order with you and open L/C in your favor in time. As for our financial standing（财务状况）（财务状况）, business capacity（业务能力）（业务能力） and character（信（信誉）誉） please refer to our bankers, Bank of China. Inform the re
24、cipient of his intention to place orders and show the reference to his credit standingWe are looking forward to receiving your favorable reply. Express the hope for a favorable replyYours faithfully,YANTAI ELECTRONICS IMP. & EXP. CO. LTD.Dear Sirs, We have customers who are interested in your “Swan”
25、 Brand Towels and ask us to contact you for quotations and samples of the goods available for export now. We would like you to quote us your lowest price CIF Ottawa for 30,000 dozen of Art. No. AK-18, indicating the earliest possible date of shipment and your payment terms. Ask for information as to
26、 price, samples of the goods, the date of shipment and the terms of paymentSample Letter For your information, competition from similar makes（产品种类、款式、牌子）（产品种类、款式、牌子） is very keen here. Please see to it that your price is quite in line with the prevailing market so as to enable us to obtain more orde
27、rs for you. Suggest the recipient to quote the lowest priceWe look forward to hearing from you by return (of post)（回信）（回信）. Express the expectation for an early replyYours faithfully,VANCOUVER TEXTILES CORP.Dear Sirs,We learn from your ad in the May 2nd issue of Business World that you are producing
28、 hand-made gloves in a variety of artificial leathers. There is a steady demand here for gloves of high quality at moderate prices. State the source of his information and inform the recipient of the demand for his productsWill you please send me a copy of your glove catalogue, with details of your
29、prices and terms of payment. We should find it most helpful if you could also supply samples of these gloves. Ask the recipient for information about the prices, terms of payment and samplesWe are waiting for your early reply. Express his expectation for an early replyYours faithfully, Sample Letter
30、 Patterns and Substitutionsn1. We visited your stand at the Canton Fair and are now writing you to inquire about your silk neckties.我们参观了你方设在广交会上的展位，现特致函向你方询问有关丝制领带的情况。Useful ExpressionsnCanton Fair: Chinas (Spring / Autumn) Export Commodities Fair 广交会：中国（春季广交会：中国（春季/秋季）出口商品交秋季）出口商品交易会易会Patterns and
31、 Substitutionsn2. We are interested in / in the market for / potential buyers of / considering buying / ready to purchase your mens shirts displayed in your showroom.我们对你方货品展览室里陈列的男式衬衫很感兴趣。Patterns and Substitutionsn3. Your advertisement in the latest issue of China Foreign Trade interests us, and w
32、e would like to receive full details of your commodities.我们对贵方在最新一期中国对外贸易上所刊登的广告很感兴趣，并希望得知该商品的详细情况。Patterns and Substitutionsn4. Please send us five copies of your latest catalogues at your earliest convenience.请尽早寄来最新目录5份。Patterns and Substitutionsn5. Perhaps at the same time you could quote us you
33、r lowest / best / prevailing / competitive prices for the above-mentioned goods.也许与此同时你方能报给我们上述商品的最低价。Patterns and Substitutionsn6. We would also like to know your terms of payment.我们还想了解你方的支付条件。Patterns and Substitutionsn7. Your products are of great interest to one of our clients in Tianjin, who w
34、ishes to have your quotations / samples / price-list / illustrated catalogues for the items specified below.我们一位天津的客户对你方的产品很感兴趣，并盼按下列项目报价。Patterns and Substitutionsn8. If terms and delivery date are satisfactory, we should expect to place regular / trial / large / considerable / substantial orders with you.如果交易条件和交货日期合意的话，相信我们会定期向你方订货。Patterns and Substitutionsn9. Please advise if you are able to offer / provide / supply / furnish this product and include lead time, packaging and price FOB China port and CIF Chicago.请告知你方是否能供应这种商品，包括订货与交货之间的时间、包装、FOB中国港口和CIF芝加哥的价格。