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1、2.8 商务信函 商务信函包括信件、电子邮件、传真等。主要目的是联络商务过程、结果等，用语应直截了当，主题鲜明。2.8.1 询价信 询价信是商务贸易的第一步，又称询盘。通常用于买方（进口商）向卖方（供货商）询问相关货物的价格、目录、付款方式等信息。询价信应寄给公司，而不是寄给个人。2.8.1.1 写作要领开头应告知对方你的消息来源。介绍一些有关你方的业务情况，诸如经营范围、所需数量、通常采用的贸易条款。提出希望卖方能为你做的事情，如提供价格、目录、付款方式、购物意向（品种、规格、数量）及交货日期等信息。2.8.1.2 常用词汇 dealer 经销商 moderately 适度的 promisi
2、ng 有希望的 favorable 有利的 insurance 保险 competitive 有竞争力的 quotation 报价 freight 运费 discount 折扣 sample 样品 forward 发送，寄送 terms of payment 付款条件 place an order for 订购 by separate post 另邮 at your request 应你方要求 due date 到期 terms of business 交易条件 prompt shipment 即装 be in the market of 想要购买 CIF(cost,insurance and
3、 freight)到岸价 FOB(free on board)离岸价 C&F(cost and freight)成本加运费价格2.8.1.3 常用句型1.我们在 上看到贵方的广告，如果你方寄给我们 的详细情况，我们将很高兴。We have seen your advertisement in and shall be glad if you will send us particulars of 2.我们对贵公司产品感兴趣，并希望得到下列产品的报价：We take great interest in your products and wish to have quotations for t
4、he items specified below:3.本公司对贵公司在广州商品交易会上展出的新近研制的产品感兴趣。Your newly developed products displayed at the Guangzhou Trade Fair have interested us.4.我们想购买若你们能向我方报最优盘，说明产地、具体规格、包装以及可供数量，我们将非常高兴。We are in the market for and shall be glad to receive your best possible quotation,indicating origin,detailed
5、specification,packing,quantity available.5.请电告我方你们的最佳报盘，并说明可以提供的包装、规格、数量以及最早的交货日期。Please send us your best offer by cable indicating packing,specification,quantity available and the earliest time of delivery.6.若没有所询货物，你方可以提供与之相当的产品。Should the goods inquired for be unavailable,you might offer us its
6、nearest equivalent.7.您能惠寄贵公司产品的目录、价格表和样品吗？Would you please send us catalogue,price-list,together with the samples of your products?8.能否告诉我们，订单超过后你方能给多少折扣？Will you let us know what discount you can give for an order exceeding9.请告知我们详细的到岸价/离岸价、折扣和付款方式。Please give us detailed information of CIF/FOB pri
7、ces,discounts,and terms of payment.10.如果贵公司设备质量好、价格优惠，我方将向贵公司大量订货。If your equipment is of good quality,and we receive a favorable offer,we may be able to place a large order with you.11.如果贵公司价格有竞争力，我方也许会经常向贵公司订购。If your prices are competitive,we can probably let you have regular orders.Sample Readin
8、g要求：根据所给材料写一封询价信。你们公司大量进口纺织品，想介绍新型原料给顾客。你们从广告上看到卖方用来制作女裙的“白色健康多”（White Healthier）布匹。希望卖方提供产品目录、报价单，已经交货条件和日期。June 18,2008 Dear Sirs,We recently saw the advertisement of your“White Healthier”cloth which could be made into ladies skirts.We would be grateful if you could send us full details of this ma
9、terial.We are a large importer of textile products and would like to introduce a new type of material to our customers.Please send us a catalogue and pricelist,and tell us your terms of business and delivery date.If your terms are favorable we shall probably order about 10,000 meters,and more in fut
10、ure.We look forward to hearing from you.Your faithfully,David RichardManager2.8.2 报价信 保价信实为询价信的回函，又叫报盘或发盘。报盘分实盘和虚盘两种。实盘是卖方按其所提供的条件达成交易目的的明确肯定的承诺，一旦买方在规定的答复期限内接受了报盘，卖方将不得对盘中的任何条款做修改。虚盘则对卖方没有这种约束力，在某些情况下，报盘中的具体条款仍可修改。2.8.2.1 写作要领首先向询问者（买方）表示谢意。报价单内的单价、折扣、付款条件等详细资料，要一一说清。包装、运输及保险费也要详加说明。运送货物的日期。报价单有效期限
11、。最后希望对方回复，就报价单表示结论，以便进行下一步的联络。2.8.2.2 常用词汇 offer 报盘，发盘 firm offer 实盘 pack 包装 delivery 交货 valid 有效的，正当的 commodity 商品 model 样式，型号 size 尺寸 commission 佣金 expire 期满，终止 consideration 考虑 subject to 以为准（条件）in sellers favor 以卖方为受益人 upon(on)receipt of 收到之后即做某事 irrevocable L/C 不可撤消信用证2.8.2.3 常用句型1.根据要求，我方现就以下货
12、物向贵方报价，该报价以我方最后确认为准。As requested,we are offering you the following goods subject to our final confirmation.2.感谢你方6月12日询盘，兹向你方报如下盘，其有效期为15天。Thank you for your inquiry of June 12,and we are making you the following offer,which will remain open for 15 days.3.兹向你报此盘，以你方回复在本月底前到达我方为有效。We are making you t
13、his offer,subject to your reply reaching us by the end of this month.4.收到你公司6月10日询价，得悉你对我们电子玩具感兴趣。现将你所需的详细资料，具有插图的目录和价格单附寄给你。We have received your enquiry of 10th June and learn of your interest in our electronic toys.We are enclosing our illustrated catalogue and price list giving the details you a
14、sk for.5.按照你方要求，我们附上一套小册子（说明书）连同价格单，供参考。若你对所列商品感兴趣，请告具体需要。一旦收到询价，我们立即寄送报价单。As requested,we enclose a range of pamphlets(instructions)together with our price lists for your reference.If any of the items listed meets your interest,please inform us of your specific requirements.On receipt of your enqui
15、ry,we shall forward you quotations without delay.6.我们另邮寄样品一批，深信一旦你们有机会查看样品之后，定会认为该货品质优良，价格合理。Under separate cover,we are sending you a range of samples and when you have a chance to examine them,we feel confident that you will agree that the goods are both excellent in quality and very reasonable in
16、 price.7.如果你们的订货量能番一倍，我们将乐于与你讨论批量订货的折扣问题。We would be willing to discuss a volume discount if your order volume is doubled.Sample Reading 1 要求：根据所给信息写一封报价信。答复对方8月29日对床单的询盘信。已按要求航空邮寄剪样本、价格表及目录一份。接受对方的即期信用付款的方式，请对方使有关信用证在装船日期前30天到达我方。我方床单畅销，如果对方在9月25日前下订单，可立即装船。September 2,2008 Dear Sir,In response to
17、your letter of 29 August inquiring for bed-sheets,we wish to inform you that the sample cutting book,price list and catalogue asked for in your above letter have been airmailed to you separately.We are confident that these will give you all the details you required.However,if you are in need of any
18、other information not mentioned therein,please feel free to let us know.We shall satisfy you to the best of our ability.Your payment terms by L/C at sight are acceptable to us.In order to ensure prompt shipment of the goods to be ordered,please see to it that the covering L/C reaches us at least 30
19、days before the stipulated time of shipment.By the way,we wish to inform you that our all-cotton bed sheets have become very popular in the world market because of their durability and reasonable prices and it has been difficult for us to meet the increasing demand.However,if you place your orders b
20、efore the 25th September,we assure you to our prompt shipment.We look forward to receiving your orders soon.Yours faithfully,LeeSample Reading 2要求：根据所给信息写一封报价信。事由：鱼牌大衣感谢对方5月24日来信，要求我方对所列商品报实盘价。品名：各种颜色和款式的鱼牌大衣。尺寸：大，中，小号。包装：每件大衣外套一塑料袋，每五打装入一标准出口纸板箱。价格：纽约到岸价3%佣金，每打以美元计：大号：300美圆 中号：280美圆 小号：260美圆装运：从8月到
21、10月，每月运出每种尺寸5000打，有关信用证应于装船前1个月到达卖方手中。付款方式：以保兑的、不可撤消的信用证，见票即付。此报盘为实盘，以你方在下个月15日前恢复到为有效。May 26,2008 Dear Gentlemen,Re:Fish Brand Overcoat Thank you for your letter of May 24 asking us to make a firm offer of the listed goods.In compliance with your request,we are making you the following offer subjec
22、t to your decision:Commodity:Fish Brand Overcoats in different color/pattern assortments.Size:Large(L),Medium(M),Small(S)Packing:Each coat is wrapped in a poly bag and 5 dozen packed in a standard export cardboard carton Price:CIF commission 3%New York per dozen in US dollars:L:US$300 M:US$280 S:US$
23、260 Shipments:From January to March,5000 dozen for each size per month,the L/C should reach the seller one month prior to shipment Payment:By confirmed,irrevocable L/C payable by draft at sight This offer is firm subject to your reply reaching us by the 15th next month.We are awaiting your early rep
24、ly.Faithfully yours,Robert2005年1月真题说明：根据下列中文信息拟一封询价信和一封报价信询价信(letter one).发信人：Mr.David Johnson.收信人：Mr.Peter Kevil.发信日期：2004年11月29日.内容：Mr.David Johnson欲购买Mr.Peter Kevil 所在的公司生产的激光打印机(jet printer)，写信了解有关价格以及售后服务的情况 Nov.29,2004 Dear Mr.Peter Kevil,Im planning to buy some jet printers produced by your c
25、ompany.Would you please tell me the prices and after-sales services of your products?Im looking forward to your early reply.Best wishes to you!Sincerely yours,David Johnson报价信(letter two).发信人：Mr.Peter Kevil.收信人：Mr.David Johnson.发信日期：年月日.内容：Mr.Peter Kevil非常感谢Mr.David Johnson对他们公司生产的激光打印机感兴趣，随信附上目录以及价
26、目表，并告知公司为顾客提供的优良的服务，不仅如此，如果购买的数量较大，还可以享受折扣 Dec.6,2004 Dear Mr.David Johnson,I have read your letter of Nov.29,and thank you very much for your interest to the jet printers produced by our company.The catalogue and price list of our products will be enclosed in this letter.Our company will not only p
27、rovide best service for you,but also give you discount if you buy large amount of our printers.Thank you again and hope you like our products.Sincerely yours,Peter Kevil2.8.2 电子邮件2.8.2.1 电子邮件的主要内容1.准确填写邮件头的各项内容：From:发件人地址栏 To:收件人地址栏 Date:日期栏，一般自动生成 Subject:主题框的内容应简明地概括邮件的内容 Cc:副本收件人 Blind Cc:隐匿副本收件人
28、 Attachment:附件2.根据具体情况写出邮件正文，结构与一般信件一致，内容通常较简短，太长的内容可以以附件的方式发出。2.8.2.2 电子邮件的格式To:.From:.Date:Subject:Cc:.Attachment:Dear xxx,正文内容Yours sincerely,xxxSample Reading 要求：你从对方公司的网站上得知对方的互连网浏览软件“EZAccess 08”将于今年4月上市，希望对方提供详细信息，并表示对于这种软件能否处理汉字一事深感兴趣。现给对方写一封电子邮件。To:JFrom:LDate:2008/11/13 14:30:32Subject:Req
29、uest for Information(Re:EZAccess 08)Dear Sir,Ive just read the news on your Web site that you plan to release your much awaited Internet browsing software,EZAccess 08,sometime around April this year.I wonder if I could have any further information about this new software.I am particularly interested
30、 to know whether this software can handle Chinese characters.Thank you for your attention.I am looking forward to hearing from you soon.Yours Sincerely,Leo2.8.3 传真2.8.3.1 传真的主要内容1.在To:后填入收件人单位名称；2.在Attn.:(Attention)后填入收件人全名及职务；3.在Date:后填入发传真日期；4.在From:后填入发件人全名、职务等；5.在Fax:后填入收件人、发件人传真号码；6.在Phone:后填入收
31、件人、发件人电话号码；7.在Subject:或Re.:后填入传真内容标题，简要概括正文内容；8.在Total page(s):后填入传真的总页数；9.根据具体情况，有时还包括其他内容，如Ref No档号等。2.8.3.2 传真的格式To:xxx Company Attn:Mr.xxxFrom:Mr.xxx Date:x/x/xx xxFax No.:xxxxxxxx Ref.No.:Pages:Subject:Dear xxx,正文内容Yours sincerely,xxxSample Reading 要求：北京汽车公司的销售经理王先生给上海汽车公司的总经理李先生发一份传真，邀请他于6月1日周
32、五下午7：00-10：00到王府饭店参加北京汽车公司创立30周年晚宴。To:Shanghai Motors,Inc.Attention:Mr.Lee,General ManagerPhone:021-87654321 Fax:021-87654322From:Mr.Wang Beijing Motors,Inc.Phone:010-87654321 Fax:010-87654322Date:01/05/2008 Page(s):1Subject:The 30th Anniversary of Beijing Motors,Inc.Dear Mr.Lee,To celebrate the 30t
33、h anniversary of Beijing Motors,Inc.,we are holding a dinner party at Wangfu Hotel in Beijing from 7:00 to 10:00 p.m.on Friday,June 1.You are cordially invited to the party so that we can express our sincere appreciation to you for the generous support you have extended to us for many years.For your
34、 information,the party will be attended by many top executives of leading Chinese and Japanese automakers,and we believe that this will offer many of us an excellent opportunity to get acquainted with each other.We do hope that you will be able to join us in this occasion,and look forward to seeing you at the party.Sincerely yours,WangSales Manager