外贸函电常用语
（1）贵函Your letter; your esteemed letter; Your esteemed faour; Your valued letter; Your communication; Your greatly esteemed letter;.
（2）本信，本函Our (my) letter; Our (my) respects; The present.
（3）前函The last letter; The last mail; the last communication; The last respects（自己的信）; The last faour（来信）
（4）次函The next letter; The next mail; The letter following; the following.
（5）贵函发出日期Your letter of (the) 5th May; Yours under date (of) the 5th July; Your letter bearing date 5th July; Your letter of yesterday; Your letter dated yesterday.
（6）贵方来电、电传及传真Your telegram; Your cablegram（从国外）; Your coded wire （密码电报）; Your code message; Your TELEX; Your Fax.
（7）贵方电话Your telephone message; Your phone message; Your telephonic communication; Your telephone call; Your ring.
（8）通知(Noun) Advice; Notice; Information; Notification; Communication; A report; News;（通知，告知）To communicate (a fact) to; To apprise (a person) of; To intimate (a fact) to; To mail a notice; To gie notice（预告）; To break a news to（通知坏消息）; To announce（宣布）.
（9）回信(Noun) An answer; To reply; To make an answer; To send an answer; To write in reply;. （特此回信）Reply to; Answering to; In reply to; In response to. （等候回信）To await an answer; To wait for an answer. （收到回信）To get an answer; To get a letter answered.
（10）收讫，收到(Noun) Receipt（收到）; A receipt（收据）; A receier（领取人，取款人）; A recipient（收款人）To be in receipt of; To be to (at) hand; a receipt（开出收据）; To acknowledge receipt（告知收讫）.
（11）确认To confirm ;In Confirmation of（为确认...,为证实...）; A letter of confirmation （确认函或确认书）
（12）高兴，愉快，欣慰To have pleasure to do; to have pleasure in (of) doing; to be delighted at (in)(with); To be glad to (of)(about);
（13）随函附件Enclose;
（14）回信By return; By return of post; By return of mail; By return of air-mail.
（15）依照According to; Agreeably to; Conformably to; In conformity with (to); In compliance with
（16）就...，关于About; Regarding; Concerning; As to; As regards; With regard to; In regard to; In reference to; Re.
（17）期满到期及应付之款To be due; To fall due (become) due（日期将到）; Duly（正时，及时）；In due Course （依照顺序）.
（28）表示抱歉（冒昧做了某事）To take the liberty of doing something; To take the liberty to do something; To take the liberty in doing something.
（19）甚感遗憾，请包涵To regret; To be sorry; To be chagrined; To be mortified; To be exed; To regret to say;
（20）（我们）对于...甚感荣幸To have the honor of doing (being); To have the honor to do (be); To do one (oneself) the honor of doing (being);
（21）感谢，衷心感谢等To thank; To be (feel) thankful; To be (feel) grateful; To be obliged;
（22）请照顾等(Noun)（请吩咐）Command; Order; Serice (erb)（服务）To command; To order; To sere;
进出口英语外贸函电的范文
来源：全民业务网作者：不详
1. 主动联系采购商
Dear Sirs: May 1, 2001
Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.
Yours faithfully
2. 提出询价
Dear Sirs: Jun.1, 2001
We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward
to hearing from you soon..
Truly
3. 迅速提供报价
Gentlemen: June 4, 2001
Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you.
交易的契机
4. 如何讨价还价
Gentlemen: June 8, 2001
We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.
Yours truly
5-1 同意进口商的还价
1.建立业务关系的一些英文用语
1.Having obtained/had your name and a dress from……
从……得知贵公司的名称及地址。
2.On the recommended to us by……
由谁推荐给我们……
3.Your name was given to us by……
4.We have learned from……
从……得知。
5.We are one of the leading importers/exporters of……
我们是……进口商/出口商的排头。
6.We are one of the representative import ers/exporters ……
我们是……的代表。
7.See if we can establish/enter into business relation with you.
建立业务关系。
8.We are enjoying an excellent reputation.
我们的产品享有很高的信誉。
9.We are looking forward to your earlier reply/receving your reply.
我们期待你的早日回复。
10.We would appreciated your early reply.
你的早日回复我们将不胜感激！
2.最最常用的50句商务口语！
1 Ive come to make sure that your stay in Beijing is a pleasant one.
我特地为你们安排使你们在北京的逗留愉快。
2 Youre going out of your way for us, I believe.
我相信这是对我们的特殊照顾了。
3 Its just the matter of the schedule,that is,if it is convenient for you right now.
如果你们感到方便的话，我想现在讨论一下日程安排的问题。
4 I think we can draw up a tentative plan now.
我认为现在可以先草拟一具临时方案。
5 If he wants to make any changes,minor alternations can be made then.
如果他有什么意见的话，我们还可以对计划稍加修改。
6 Is there any way of ensuring well have enough time for our talks?
我们是否能保证有充足的时间来谈判？
7 So our evenings will be quite full then?
那么我们的活动在晚上也安排满了吗？
8 Well leave some evenings free,that is,if it is all right with you.
如果你们愿意的话，我们想留几个晚上供你们自由支配。
9 Wed have to compare notes on what weve discussed during the day.
我们想用点时间来研究讨论一下白天谈判的情况。
10 Thatll put us both in the picture.
这样双方都能了解全面的情况。
11 Then wed have some ideas of what youll be needing
那么我们就会心中有点儿数，知道你们需要什么了。
12 I cant say for certain off-hand.
我还不能马上说定。
13 Better have something we can get our hands on rather than just spend all our time talking.
有些实际材料拿到手总比坐着闲聊强。
14 Itll be easier for us to get down to facts then.
这样就容易进行实质性的谈判了。
15 Im afraid that wont be possible,much as wed like to.
尽管我们很想这样做，但恐怕不行了。
自由发挥(二) 外贸入门基本操作
对于咱们新手而言，多数情况下价格都是老板给的。因为FOB价中最基本的出厂价，往往只有老板知道。老板或销售部经理给个成本底线，多卖的算利润，咱们拿提成。说实话那个“成本底线”也不可靠，一则老板喜欢留一手，明明赚了也不承认，克扣业务员的提成。没法子，天下小老板都一个德行。
预留额外支出
不过，老板们“留一手”的脾气，咱们却可以在跟客户的谈判中加以利用———这一点稍后我们会解释。二则外贸中的不确定因素实在太多，超成本的预算外支出是家常便饭，比如本来货出的好好的，突然货代一个电话打来告诉你“海关查柜恭喜中奖”（对于出口货物，海关会以福利彩票似的电脑随机选号方式抽查集装箱，并收取大约200元左右的查柜费——
—查出问题的还要另加罚款），更兼之因为查柜而耽误了船期（海关可不管你什么船期。为此有些人会采用贿赂等方式争取加速放行———但这可是违法的哟），重新订舱转码头，费用更高。所以，成本价格不宜卡得太死。
从经验上看，通过海运正规出口一票货物，无论货值大小，除了前面算的什么FOB价格之外，总价之上再另加至少500—1000元人民币的交易成本费实在是很有必要。价格算好后，就可以到处吆喝叫卖了。前面咱们说过可以在网上建个网站或到其它B2B贸易平台发布消息，结果有些懒惰的家伙干脆就把价格一股脑列在上面———这是个很糟糕的办法。一来，所有的价格都暴露在竞争对手的面前———记住，竞争对手往往比你的客户更喜欢光顾你的网站，窃取你辛苦弄出来的图片和资料。
其次，所谓“谈生意”，就是要争取机会“谈”。价格这么透明，人家还以为咱“口不二价”呢，报价低了没意思，价高了吓得人家扭头就跑。更何况，根据出货量、出货时间、付款方式的不同，价格大有商量余地。所以，除非真的是不打算过日子了“跳楼大甩卖”，否则还是不要把价格公开的好。先用“极具竞争力的价格”一类的广告词儿引诱客户上钩来询问，再单对单报价。
报“实”还是报“虚”？
注意，外贸有自己独特的报价方式。术语叫发盘（OFFER），而现实生活中客户多半会用quote或通俗干脆的lowestprice代替。一个正式的外贸报价，不但应有完整的价格术语表达式（FOB什么的），还应包括品名、数量等。特别还要加上报价有效时间，因为国际市场变化大，价格常常要随行就市做调整的。此外，规定有效时间还可以起到促使客户早日下订单的作用，其潜台词就是“这个价格很便宜喔，要买就赶快，过几天可能就不是这个价了”。这种正式的报价，教科书里称为实盘（firmoffer），行规上比较看重，一经报出，如果客户在报价所规定有效期内回复接受，出价方就不可再做更改了。当然，硬要赖账也行，但名声不好……和咱们广东摊贩一样，出价不买或不卖，会挨骂街的。
实际上，更多的时候，咱们反而会故意漏掉一些要素，留一手，让报价成为无最终效力的“虚盘”（non-firmof鄄fer）。发虚盘可以给双方留下较多的讨价还价的余地，好处很多。例如碰上国际市场价格波动厉害的时候，灵活一些好。比如报价后面留下一句“offersub鄄jecttoourfinalconfirmation”，即“此报价以我方最后确认为准”，意思是仅作参考，确切的价格等双方协商后敲定。
有时候虚盘还可以灵活运用作为打破僵局的小技巧。刚开始做外贸业务，常见情形就是好不容易找到个客户信息，开发信也送了N封，可对方就是没反应……真郁闷。可这一点也不奇怪。客户只要不是第一次做外贸，就自然已经有了货源渠道。咱们刚开始跟客户打交道，别说价格太高，就是价格与他目前的进货渠道持平，客户都不一定有兴趣联系。打破这种僵局，有效的办法之一就是来招狠的给他个低价，不信他不动心……但低价咱们就挣不到什么钱呵,不是长久之计。这时候，虚盘就上场了：单纯报个价格，其它啥也不说。等客户来兴趣了，再慢慢跟他介绍你的情况，推销产品。原来的低价，可以给他一点货，解释为“上批订单的货尾，数量不多，故特价销售”云云，之类的借口大家不妨发挥想像力吧。
总之，僵局打破就好办，接下来服务周到态度殷勤，就有希望与其他竞争者在同等条件下分一杯羹。很多情况下，客户不只询问一个产品。当确认客户会定购几种或几款产品时，咱们做业务员的在价格上就不要太死板，可以辛苦点儿，根据客户订购的数量和单价做搭配
组合，只要总值能大致持平，某一款产品单价大可灵活处理。但在做这种搭配的时候，切记要跟客户落实好数量———不少业务员都吃过这样的闷亏。
识破客户的探路花招
报价与还价，就是个斗智斗勇的过程。和MM们商场挑衣服或阿姨菜场买菜一样，国际贸易商也会玩各种花招。比如一种常见的情形：一个初次合作客商，你知道他是行业中的老手。可是第一次询盘的时候，他选的却是一些很常规的产品甚至过时的老款。这些产品他可以轻易地在几乎任何一个同行竞争者那里买到。其中的内情，多半是客户在试探。他真正想购买的是你的新款，但因为没有合作过，吃不准你报价的“水分”。
于是乎用常规产品来探路———因为这些产品他非常熟悉底线价格，根据你的报价来衡量你有多“虚”。一些新手容易上当，根据常例附加利润报了出去。其实，老业务员都知道，外贸行业中，特别是那些外观及功能变化大的产品，老款式是没什么高利润希望的，报高了也没用，无成交可能。
上当了反而被客户“套住”，知道你是新手，价格虚高，要么扭头找别人，要么在以后的询盘中狠狠杀价。新手做业务员的，常常两头受气。一头是老板，规定了价格让你照报；另一头是客户，永远嚷嚷着嫌价高不肯下单；而争取不到订单又挨老板骂。所以，咱们要学会突破。上面说了，老板会给个所谓的底价，可咱们私底下别把这个“老板底价”当真，否则多半没有出头之日。
没有客户意向，老板就不肯让价；客户真要下单了，价格自然就会让步。所以，很多时候，咱们新手要学会在中间游走。比如，给客户一个低于“老板底价”的虚盘，等客户有了比较明确的意向，再反过来争取老板同意就好办多了。又如上面提到的多款产品“组合报价”方式，如果你分别拿一个价格去请示老板降价，多半不同意，而若你能主动设计搭配方案，使总值持平，促使成交，那老板一般不会反对，反而会高看你一眼。当然，如果咱们能够多学习产品知识，了解生产工艺和成本构成，自己计算真正的“底线”，就大不一样了，能够在谈判中摆脱束缚，胸有成竹。这也是新手老手的主要区别。很多外贸业务员愿意忍受低薪和辛苦，也要从工厂做起，为的就是这个。
[本节小结]1．除了基本价格外，要加上预留额外支出作为最后的报价。2．外贸中详细具体的报价叫做实盘，一经报出，在有效期内客户接受了就不可更改。3．无实际效力的报价叫做虚盘，是最常用的吸引客户讨价还价的方式，也是打破谈判僵局的小技巧。
建立业务关系
At the beginning of this month, I attended the Harrogate toy fair. While there, I had an interesting conversation with Mr. Douglas Gage of Edutoys plc about selecting an agency for our teaching aids. Douglas described your dynamic sales force and innovative approach to marketing. He attributed his own company's success to your excellent distribution network which has served him for several years. We need an organization like yours to launch our products in the UK. Our teaching aids cover the whole field of primary education in all subjects .Our patented 'Matrix'
math apparatus is particularly successful. You may have reservations about American teaching aids suiting your market. This is not a problem since we have a complete range of British English versions. I enclose an illustrated catalogue of our British English editions for your information. Please let me have your reactions to the material. I shall be in London during the first two weeks of October. Perhaps we could arrange a meeting to discuss our proposal.
本月初参观哈洛加特玩具交易会时有幸与教育玩具股份有限公司的道格拉斯·盖齐先生一谈，提及本公司正物色代理人推广教学器材一事。盖齐先生赞扬贵公司积极推广产品，不断推出新的推销方法，并把其公司的成就归于贵公司完善的经销网络。贵公司的经验，正能替本公司在英国经销产品。本公司生产初级教育各学科的教育器村、专利产品梅特里克教学器材更傲视同侪。除美国教学器材外，亦备有全套英式英语版教材，适合当地市场，贵公司无需忧虑切合市场需求。现附上配有插图的英式英语版教材目录，盼抽空细阅，并赐知宝贵意见。本人拟于10月头两星期前往伦敦，未知能否安排会面，就以上建议作一详谈? 此致敬礼
【关键词】外贸英语函电；语气 外贸英语函电是集国际贸易实务、英语写作、营销、商务谈判及应用文写作等知识为一体，是国际贸易传递信息的主要媒介之一，得到了越来越广泛的使用和重视，是贸易双方彼此相互了解、进行贸易往来的主要途径，可以说是“以笔代口谈生意”。其作为商贸英语的一个分支，具有独特的语域并影响其语言形式。一则好的外贸英语函电除了词汇、语法上准确无误外，在语气的选择与使用上也是十分讲究的，函电使用的语气反映了写信人的态度，对读信的人心理影响很大，可能会影响到交易的成功与否，因此我们在撰写外贸书信时应注意使用正确的语气。然而，在外贸英语函电课的教与学过程中却往往忽视这一点。学生所写的信函即使在词汇、语法上准确无误，却往往语气生硬，违反了交际原则，则传递的信息不为对方乐意接受，无法达到写信的目的。这个问题亟待大家的重视。 一、语气要亲切自然 外贸函电是贸易双方相互往来的途径。读信的人与写信人一样有他自己的感情，我们不得忽视他的感受，他们是在以笔代口谈生意，因而使用的语言不能生硬呆板，冷冷冰冰，显得缺乏亲切感。一则上乘的外贸书信的秘诀就是轻松自然、简单明了，好像是在谈话，亲切友善。但有些人本性热情亲切，然而写起信函就忘了自已是在以笔代口谈生意，所用的文字结构显得冷漠，缺乏热情，如常称自己为“writer”（笔者），该说“I visited yourshowroom.”却说“The writer visited yourshowroom”。殊不知籍借强调你、我或我们的亲切的文句有助于产生比较适合函电的热情友好的语气。 二、谦恭有礼、心平气和 语气委婉谦恭有礼是商场上的重要法则，接待顾客要有礼貌，函电往来也要有礼貌。利奇（Leech，1983）认为言语交际除了讲究合作原则（Cooperative Principle）外，还要讲究礼貌原则（Politeness Principle）。有礼貌的信可博得对方的好感，诸如“Please”、“Thank you”、“We have pleasure”、“We regret that”等用语，定能使对方产生好感.有助
外贸英语函电的写作格式常用范文 外贸函电涉及到的知识很广泛，那么外贸函电的英语写作格式需要注意哪些问题呢，接下来为大家整理了外贸英语函电的写作格式，希望对你有帮助哦! 1.请求建立商业关系 Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。如价格公道，本公司必大额订购。烦请早日赐复。此致 2.回复对方建立商业关系的请求 Thank your for your letter of the 16th of this month. We
建立业务关系 Dear Sirs， Through the courtesy of Mr.Freemen,we are given to understand that you are one of the leading exporters of Chinese light industrial products in your area. We now avail ourselves of this opportunity to write to you and see if we can establish business relations with you. We are very well connected with all the major dealers of light industrial products in this area . We are confident that we can sell large quantities of Chinese goods if we receive your offers at competitive prices. Please send to us necessary information regarding your products for export. We look forward to receiving your early reply. Y ours sincerely, XXX Dear Sirs， We acknowledge with thanks the receipt of your letter of September 10 ,2009,informing us of your interest in our products. We look forward to establishing positive business relationship with your corporation. We are a state-owned corporation（国有公司) specializing in the export of Chinese light industrial products. We are convinced that our joint business efforts will be to our mutual benefit. As requested, a booklet including a general introduction , the scope of business and other topics are enclosed for your reference . Should you require any further information,please don't hesitate to let us know. Y ours sincerely, XXX 询盘 United Textiles Ltd. Y ork House , Lawton Street ,
外贸函电词汇 UNIT ONE 1 ESP： English for Specific/Special Purposes 专门用途英语 2 BE： Business English 商务英语 3 Correspondence for Import & Export 进出口函电 4 Good quality stationery 优质信笺信纸 5 Neat typing 整洁 6 Even spacing 间隔匀称 7 Short paragraphs 段落精短 8 Correct Grammar， Spelling and Punctuation 语法、拼写、标点正确UNIT TWO INQUIRIES 1 potential business 潜在业务 2 prospective customer 潜在顾客 3 customers of long standing 长期顾客 4 potential supplier 潜在供应商 5 trade fair 贸易博览会 6 the latest issue of 最新一期… 7 integrated software package 完整软件包 8 substantial order 大宗订单 9 quantity discount 数量折扣 10 cash discount 现金折扣 11 list price 标价、目录价格 12 export terms 出口条件
13 pictured/illustrated catalog 带插图的商品目录 14 article number / Art. No. 货号 15 bulk buyer 大买户 16 business concern 商行 17 business relations / relationship 业务关系 18 business status 业务状况 19 commercial counselor 商务参赞 20 commercial counselor's office 商务参赞处 21 means of packing 包装方法 22 parent company 母公司 23 sales literature 促销资料 24 trading association 贸易关系 25 trade journal 行业刊物 26 firm offer 实盘 27 non-firm offer： offer without engagement 虚盘 28 trade discount 同业/批发折扣 29 bill of exchange （bill / draft； B/E）汇票 30 documents against payment： D/P 付款交单 31 shipping documents 装运单据 32 line of business 业务/经营范围 33 specific inquiry 具体询价 UNIT THREE REPLIES AND QUOTATIONS 1 regular customer 老顾客
台布 我们从我国商务部处得悉贵公司的名称和地址，现借此机会与你方通信，意在建立友好业务关系。 我们是一家国营公司，专门经营台布出口业务。我们能接受顾客的来样定货，来样中可具体需要产品的花样图案，规格及包装装潢的要求。 为使你方对我各类台布有大致的了解，我们另航寄最新的目录供参考。如果你方对产品有兴趣，请尽快通知我方。一俟收到你方具体询盘，即寄送报价单和样本。 盼早复。 SPECIMEN：INTRODUCING BUSINESS OPERATION Dear Sirs, RE:TABLECLOTH We have your name and adress from Ministry of Commerce of the People's Republic of China.We take this opportunity to write to you with a view to set up friend business relations with you. We are a carpet manufacturer, our products are a unique style of novel, inexpensive..We are in a position to accept orders according to the customer's spmples.In the customer's spmples,request about the assorted pattern,specification and package of the needed goods can be indicated particularly. In order to give you a gengral idea of various kinds of the table-cloth we are handling,we are airmailing you under separate cover our latest catalogue for your reference.Please let us know immediately if you are interested in our products.We will send you our price list and sample to you as soon as we receive your specific inquiry. Looking forward to your early reply,we are. Yours faithfully Xiaoli
外贸函电常用范文 1、Set new business relationship 建立贸易关系，可以通过多种途径，如通过驻外机构、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整，给对方留下深刻地印象，使其愿意与你交往。Dear Mr. Jones: We understand from your information posted on https://www.doczj.com/doc/344610025.html, that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our website https://www.doczj.com/doc/344610025.html,,which includes our latest product line. Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Sincerely, John Roberts 2. Make an inquiry 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。Dear Sir or Madam: Messrs Johns and Smith of New York inform us that are exports of all cotton bed-sheets and pillowcases. We would like you to send us details of various ranges, including sizes, colors and prices, and also samples of the different qualities of material used. We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned. When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. Price quoted should include insurance and freight to London. Yours faithfully 3. Make an offer 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“以我方最后确认为准（subject to our final confirmation）”等。 (a.)firm offer Dear Mr. Jones: We thank you for your email enquiry for both groundnuts and Walnutmeat
M/Ts 公吨（Metric Ton） D/A 承兑交单（Days after Acceptance） D/P 付款交单（Document against Payment）L/C 信用状（letter of credit） L/G 银行保证书 T/T 电汇. D/D 票汇 B/L 海运提单Bill of Lading 提单INCOTERMS 国际贸易术语解释通则 CIF 到岸价（Cost Insurance and Freight）CFR 成本加运费 FOB 装运港船上交货 FCA 货交承运人 ICC 协会货物条款 CIP 运费、保险费付至 ETA 预计到港时间 CIC. 中国人民保险海洋运输货物保险条款FPA 平安险(Free From Particular Average) breakage 破碎险 W.P.A and War Risk 水渍险和战争险Packing List 包装清单 Inspection Certificate 检验证书 Insurance Policy and Clean 保险单和清洁On Board B/L 已装船的提单 freight prepaid 运费预付 after sight 见票后 draft at sight 即期汇票
shipping advice 装运通知EMP 欧洲主要港口 1. Chamber of commerce商会 2. Quotation报盘 3. Counter-offer还盘 4. Customs invoice海关发票 5. Open account terms赊帐方式 6. Certificate of origin原产地证 7. Import quotas system进口配额制 8. Bill of exchange汇票 9. Promissory note本票 10. Confirmed L/C保兑信用证 1. Quantity Discount数量折扣 2. Proforma Invoice形式发票 3. Non-Tariff Barriers非关税壁垒 4. Sales Contract销售合同 5. Documentary Bill跟单汇票 6. Sight Draft即期汇票 7. Irrevocable L/C不可撤消信用证 8. On Board B/L已装船提单 9. More or Less Clause溢短装条款 10. Insurance Policy保险单 1. Cash Discount现金折扣 2. Commercial Invoice商业发票 3. Import Licence System进口许可证制
外贸函电原则 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： We have received with many thanks your letter of 20 May, and we take the pleasure of sending you our latest catalog. We wish to draw your attention to a special offer which we have made in it. You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May. 二、Consideration 体谅 写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。 例如： “You earn 2 percent discount when you pay cash. We will send you the brochure next month. ”就比“We allow 2 percent discount for cash payment. We won't be able to send you the brochure this month.”要好。
三、Completeness 完整 一封商务英语外贸函电应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。 四、Clarity 清楚 意思表达明确，要注意： （一）避免用词错误： 例如：As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services. 此处bimonthly有歧义：可以是twice a month 或者once two month.故读信者就迷惑了，可以改写为：We have two direct sailings every month from Hong Kong to San Francisco. （二）注意词语所放的位置： 例如： 1. We shall be able to supply 10 cases of the item only. 2. We shall be able to supply 10 cases only of the item. 前者则有两种商品以上的含义。 （三）注意句子的结构：
函电(1) 今天的题目是: Self-introduction 例文如下: Dear Sirs, We owe your name and address to the Commercial Counsellor's Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. We are a state-operated corporation,handling both the import and export of Textiles. In order to acquaint you with our business lines,we enclose a copy of our Export List covering the main items suppliable at present. Should any of the items be of interest to you,please let me know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. In our trade with merchants of various countries,we always adhere to the principle of equality and mutual benefit. It is our hope to promote,by joint efforts,both trade and friendshp to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, 函电(2) ------ A (A) Request for the establishment of business relations 例文如下: Dear sirs, Having obtained your name and address from Messrs. Anderson & Co.,Rotterdam,we are writing you in the hope of establishing business relations with you. We have been importers of Arts & Crafts for many years. At present,we are interested in various kinds of Chinese Arts and Crafts and should appreciate your catalogues and quotations. If your prices are in line,we trust important business can materialize. We are looking forward to receiving your early reply.
Dear Sirs Having had your name and address from the Commercial Counsellor's Office of our Embassy in Pakistan,we avail ourselves of this opportunity to write to you and see if we can establish business relations with you. We are a state-owned corporation sepcializing in the export of table-cloths,and are in a position to accept orders against customers'samples specifying design,specifications and packaging are also prepared to accept orders for goods with customers'own trade marks or brand names. In order to give you a rough idea of our various table-cloths,we are airmailling you under separate cover a copy of our latest catalogue for your you find any of the items interesting,please let us know as soon as shall be glad to send you quotations and samples upon receipt of your concrete enquiries. We await your early reply. Yours faithfully Dear Sirs, We known your name and address from the website of and note with pleasure the items of your demand just fall within the scope of our business line. First of all, we avail ourselves of this opportunity to introduce our company in order to be acquainted with you. (我们从阿里巴巴网站上看到您公司的名称和地址，并且很高兴地了解到您需要的产品正好符合我们的业务范围。我们很荣幸有这个机会向您介绍我们的公司。) Our firm is an Chinese exporter of various Canned Foodstuffs. We highly hope to establish business relations with your esteemed company on the basis of mutual benefit in an earlier date. we are sending a catalogue and a pricelist under separate cover for your reference. We will submit our best price to you upon receipt of your concrete inquiry. (我公司是一家中国的出口企业，主营各类罐头食品。我们非常希望能在双赢的基础上尽早同贵公司建立业务关系。我们给您发出了产品目录和价格表以供参考。如果能够收到您具体的询盘，我们将为您提供最优惠的价格。) We are looking forward to receiving your earlier reply. (期待您的尽早回复。) Yours faithfully,
1. 申请人applicant 2. 实盘firm offer 3. 装运日期Time of shipment/delivery(date of shipment/delivery) 4. 航空货运单air waybill 5. 即期汇票sight draft 6. 合法持有人bona fide holder 7. 通知银行advising bank 8. 检验报告survey report 9. 到岸价CIF/cost, insurance and freight 10. 信用证修改书amendment to letter of credit 11. 中国对外贸易运输公司China National Foreign Trade Transportation Corporation 12. 代收银行，汇付行collecting bank 13. 订舱book shipping space 14. 运费率Freight rate 15.钩损险Hook Damage Risk 16.包装不良Improper packing 17. 支付条款Payment terms/terms of payment 18. 汇票draft 19. 装运港port of loading 20. 品质检验证书Inspection Certificate of Quality 21. 资信状况credit standing 22 信用证letter of credit
23. 销售确认书sales confirmation 24. 电汇telegraphic transfer 25. 仲裁Arbitration 26. 付款交单document(s) against payment 27. 水渍险With particular average/WPA 28. 提单bill of lading 29. 离岸价FOB/free on board 30. 贸易条款terms and conditions 31. 装箱单packing list 32. 原产地证明certificate of origin 33. 开证行Issuing/opening bank 34. 装运单据shipping documents 35. 综合险All Risks 36. 有关信用证the relevant letter of credit 37. 销售合同Sales Contract 38. 保险单Insurance Policy 39. 租船契约Charter Party 40. 索赔Lodge a claim (againt)…/claim 41.商业发票Commercial Invoice 42. 中国商检局China Commodity Inspection Bureau 43. 装船通知shipping advice/notice 44.目的港port of destination
本文档由实惠网（https://www.doczj.com/doc/344610025.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/344610025.html,） 外贸函电常用范文Set new business relationship 建立贸易关系，可以通过多种途径，比如通过驻外机构、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整，给对方留下深刻地印象，使其愿意与你交往。 Dear Mr. Jones: We understand from your information posted on https://www.doczj.com/doc/344610025.html, that you are in the market for textiles. We 本文档由实惠网（https://www.doczj.com/doc/344610025.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/344610025.html,）
would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our website https://www.doczj.com/doc/344610025.html,,which includes our latest product line. Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Sincerely, John Roberts 本文档由实惠网（https://www.doczj.com/doc/344610025.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/344610025.html,）
七种外贸函电英文模板 1.主动跟新买家建立联系 Dear Mr. Jones, We understand from your information posted on https://www.doczj.com/doc/344610025.html, that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our online company introduction at …….com which includes our latest product line. Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Sincerely, John Roberts 2.对新买家要求建立业务联系的回复
外贸函电常用词汇 学习交流，开拓视野，资源共享， --实惠网外贸论坛热情欢迎外贸各行各业的朋友第一期:General Terms 1. establishing business relation-建立业务关系 2. inquiry-询盘 3. offer-报盘 4. counter offer-还盘 5. quantity-数量 6. packing-包装 7. time of shipment-装运期 8. price-价格 9. discount-折扣 10. terms of payment-支付条款 11. insurance-保险 12. commodity[k?'m?diti] inspection-商品检验 13. acceptance-接受 14. signing a contract-签订合同 15. claim [kleim]：索赔 16. agency ['eid??nsi]：代理 17. commission [k?'mi??n]：佣金 18. exclusive[iks'klu:siv] (独有的,独占的,专用的) sales: 包销
19. joint [d??int] venture-合资企业 20. compensation[,k?mpen'sei??n] trade-补偿贸易 21. processing and assembling trade-加工装配贸易 22. the terms of international trade-国际贸易术语 第二期:Establishing business relation 建立业务关系 1. recommendation [,rek?men'dei??n]：推荐、介绍 2. inform 通知 3. enter into business relations ：建立业务关系 4. catalogue['k?t?l?:g]：目录 5. for your reference ：供您参考 6. specific inquiry：具体询价 7. promptly [pr?mptli]：立即 8. representative [repri'zent?tiv]：代表 9. chamber ['t?eimb?] of commerce ['k?m?:s]：商会 10. specialize['spe??laiz]（专攻;专门从事）in：专营 11. on the bases['beisi:z] of equality[i:'kw?liti] and mutual['mju:t?u?l] benefit['benifit]：在平等互利的基础上 12. pamphlet['p?mflit]：小册子 They issued a pamphlet concerning[k?n's?:ni?] the worsening environment [in'vai?r?nm?nt]. 他们出了一本有关环境恶化的小册子。 13. a range of 一套 14. make offers 报价 15. import and export corporation 进出口公司 16. silk 丝绸 17. cotton piece goods 棉布 18. blouse [blauz]：女衬衫
外贸英语函电复习资料 1、general merchandise杂货 2、trade terms贸易条款、条件（常用复数） 3、under separate cover 另函附上 4、for your reference 以供参考 5、receive our immediate attention 得到立即处理 6、our mutual benefit 相互利益 7、in duplaicate一式两份（duplicate 副本、复制品） triplicate三份、quadruplicate四份、quintuplicate五份、sextuplicate六份 8、terms of payment 付款方式 9、firm offer实盘、不能撤销的发价 10、an inquiry sheet 一份询价单 11、most favorable prices最优惠的价格 12、place large orders 大量订购 13、delivery date 交货期 14、specific inquiry 具体询价 15、subject to our final confirmation 以我方最后确认为准 16、attractive price 具有吸引力的价格 17、international market price 国际市场价 18、retail price零售价 19、wholesale price 批发价 20、net operating income营业净收入 21、longstanding business relations 长期的业务关系 22、out of line 不一致23、purchase the goods elsewhere 到他处订货 24、accept your quotation 接受你方报价 25、purchase order购货订单 26、in your favor 以你方为抬头 27、prompt shipment 迅速装船 28、shipping marks运输标志，俗称唛头 29、certificate of origin原产地证明书 30、gross weight 毛重，即商品本身的重量加包装的重量 31、trial order初试订货 32、effect delivery发运 33、up to our expectation 合乎我方要求 34、ready for delivery（货已备妥）待发 35、shipping advice 装运通知，装船通知 36、documents against payment 付款交单 37、arrange shipment 安排装运 38、not correspond to不符合 39、a special accommodation 特殊照顾 40、partial shipment 分装 41、transshipment转船 42、suitable for ocean transportation 适合于海运 43、take into account 珍惜 44、opening the L/C 开立信用证 45、extension of L/C 信用证延期 46、shipping document = export document 运输单据 47、packing list 装箱单 48、advance shipment 提前转运