(1)写询盘信应注意的几个重点。在询盘时要注意策略。一般来说，询盘的内容既要能使客户进行工作，提供报盘资料，又要防止过早透露采购数量、价格等意图，以防被客户摸清底细，使自己在磋商中处于不利地位。对于外商主动向我方发来询盘兜售或主动发盘的应因势利导，争取有利的成交条件。在书面询盘方式中，询盘信还应注明编号，以加速国外复电、复函的传递。答复对方来信时，除在编号上加上对方来信的日期外，在信的正文第一句中还要提到对方的来信，并说明日期，目的是使对方在繁杂的日常工作中能迅速查阅到有关的发文。写询盘信应注意以下几个重点:①如属初次通信，要说明获取对方联系信息的经过。比如，是通过驻外使馆商务参赞处、商会、商务办事处、银行、其他公司等获得，或是在企业名录、各种媒体广告和互联网上寻找到的，或是在交易会和展览会上结识的，等等。②如果是对方先来信，则应表示感谢。③说明本公司的业务范围及有意购买商品的种类、数量、规格等。此时对自己公司的介绍应简洁明了，概括说明公司的性质、业务范围、经营作风等。④请求对方报出价格、包装、付款和保险等交易条件，必要时说明自己所希望的条件。进口商除在询盘信中列明商品外，还可列明所需的数量、所要求的交货期等。此外，要力求详细说明应报商品品种、规格、型号和技术要求，以免进口商品不符合要求。⑤说明商品市场的供应情况。⑥请求对方寄送目录册、价目表和样品等。⑦表明愿意进行交易或要求对方早日答复。
(2)把建立业务关系的书信和询盘信合二为一。在现实中，进口商可以把建立业务关系的书信和询盘信合二为一，达到既务虚又务实的目的。这类询盘信的内容主要包括下列要点：①说明写信原因；②提出询盘的要求(指出感兴趣的商品，索要目录册等)或暗示交易的重要条件(如询问价格、交货期或支付条件等)；
③结束语。
2. 撰写发盘函
发盘函在语言上要注意简洁、明了；在内容上，关于各项主要交易条件，包括商品名称、质量、数量、价格、交付方式、包装、交货期及发盘有效期等要交代得十分清楚；确定，不能有丝毫含糊，必要时还可以将佣金、折扣等条件一并告知对方。发盘函一般包括下列内容：①确认收到对方询盘或感谢对方来函，尤其要提及对方来函的日期和主要内容。若是主动发盘，此步骤则略。②作出报盘，
准确阐明主要交易条件，陈述己方可以提供或接受的交易条件，包括商品品名、
规格、数量、价格、支付、装运、包装、保险等。③声明有效期及其他约束条件。④敦请对方早日订购，一般会陈述市场状况或宣传产品，表明产品在市场上的竞争力、受欢迎的程度、可供货情况、促使对方早下订单（见图2-2）。
发盘典型句例：
We have received your letter of…enquiring for... and now offer as follows:
We thank you for your enquiry of…asking us to make you a firm offer for... In reply, we would like to offer…subject to your reply reaching us before the end of this month.
This offer will be/hold / remain / valid (firm, open, good) for... days.
3.撰写还盘函
还盘函中可以明确使用“还盘”(counteroffer)字样，也可不予言明，只在内容中表明对发盘的修改或变更。可以针对发盘的一项或多项或全部交易条件
(品质、数量、价格、交货、付款等)进行修改或变更，对于己同意的交易条件在还盘函中可以略去，不必重复列出。
一般来说，还盘函应包括以下内容：①确认报盘已经收到并致谢意。通常，要在信函的开始就告知对方报盘收悉，并对对方来函致以礼节性的谢意，特别要注明所收报盘的日期或涉及的内容，以使对方对来函的基本内容或目的一目了然。②表明对发盘的态度，说明要求变更的内容及其理由。③提出己方条件，希望对方让步。在对发盘中的某一或某些交易条件表示不能接受以后，进口商会提出希望对方作出让步的要求，通常还要列出自己认为合适的条件，从而构成一项新发盘。还盘理由的陈述要以一定的事实为依据，否则会被认为缺乏达成交易的诚意，失去获得优惠条件的机会。最后，进口商有必要进一步表达对达成交易的渴望，以激励对方接受己方的条件，签订合同（见图2-3）。
此外，发盘人对还盘函的答复函，如果不是表示接受对方还价，而是发盘人对还盘的反还盘或再还盘，也属于还盘函的操作范畴。再还盘函的内容结构：①感谢来函，明确不能接受还盘；②强调原条件的合理性，并陈述理由；③提出折中条件，双方各自退让一步；④激励对方接受己方的条件，签订合同（见图2-4）。
图2-4 反还盘函范本
4. 撰写接受函
撰写接受函时，要认真核对函电书面磋商及口头磋商记录，看看对方提出的各项交易条件是否与磋商结果一致，只有交易条件明确、肯定、无保留条件时，才能接受（见图2-5）。
接受可以简单表示，而不一一重复列出双方协商一致的有关交易条件，但需注明对方来电、来函的日期或文号，如：“你10日电接受”；也可以详细表示接受，重述磋商的主要交易条件，例如大宗交易或交易磋商比较复杂的业务，在表示接受时应将最后商定的各项交易条件复述一遍，以避免差错与误解。
表示接受应在对方有效发盘规定的有效期之内进行，并严格遵守有关时间的计算规定。
接受函常用的表述是：“接受”（Accept)、“同意”( Agree)、“确认”(Confirm)等。
接受函主要包括如下内容：①说明写信原因；②明确表示确认交易的达成；
③寄送有关的交易合同或确认书；④激励性结束语。
图2-5 接受函范本
询盘 Dear Sirs， We are interested in your Men's and Women's Sports Wear .Therefore,we shall appreciate it if you could give us the quotation for per dozen on CIF Sydney basis and please send us some catalogues and samples for our reference. If your prices are acceptable,we intend to place a large order with you. Yours faithfully， 回复 Dear Sirs， Thank you for your enquiry of March 10.We enclose our illustrated catalogue and price list giving the details you asked for. We are sending you the sample by separate post. Should you need more information, Please don't hesitate let us know. We are looking forward to receiving your first order. Yours faithfully, Sales Manager 发盘 Dear Sir， We have received your letter of March 12 and confirm having called you today in reply. You will note from our cable that we are in a position to offer you Men's & Women's Spots Wear as follows: Commodity: Men's & Women's Spots Wear Size: Large (L), Medium (M), Small(S) Packing: Wear are wrapped in plastic bags and packed in standard export cardboard cartons Price: at US$12.5 per dozen CIFC2% Sydney Shipment: 30 days after receipt of L/C Minimum: 1000 dozen Payment: By confirmed, irrevocable L/C payable by draft at sight This offer is firm subject to your immediate reply which should reach us not later than the end of this month. We look forward to receiving your order. Yours faithfully, Sales Manager 还盘 Dear Sirs， Thank you for your letter and samples sent on April 1.We're very satisfied with the quality of your Sports Wear but we are still hesitating at the moment. After careful comparison with similar goods we find your auotation on the high side.And the price of other suppliers are more acceptable. In view of this we request you to to reduce your original price by 15%.Please consider this and give us a prompt reply. Yours faithfully ,
贸易函电是贸易实务中最为重要的环节之一，POCIB对函电的要求也较高，并且在评分中非常重要，会有老师定期人工批改大家的函电，请大家注意以下几点： 1、选择正确的“业务种类”，明示标题。 2、选择合适的贸易函电格式书写函电，如齐头式、缩进式、混合式等。 3、全部使用英文撰写，要求语言简洁、流畅，无语法和拼写错误。切忌在函电中使用中文。 4、尽量使用自己组织的语言书写函电，不允许直接使用百科中范例中的语句。 5、磋商内容清晰完整，包含必要的磋商要素如：品名、规格或质量要求、数量、包装、价格、付款方式、运输方式、装运时间、装运港、目的港、保险条款等。（具体可参考发盘。） 6、磋商过程中有多次议价过程或英文函电写作文采较好都能够得到相应加分。 一、建立贸易关系（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。 范例一: 20 July 2011 PIVOT TRADING COMPANY M.605,HEWLETT CENTRE,54 HOI YUEN RD.KWUN TONG,KLN Dear Sir: We understand from your information posted on https://www.doczj.com/doc/bf4956376.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
1.对这些商品他们尤其关心的是包装方式。 They are particularly concerned about the mode of packing for this kind of goods. 2.顺便问一下，你们接受中性包装吗？ By the way, do you accept neutral packing? 3.外包装应坚固，以适合运输。至于内包装，必须具有吸引力，以促进销售。The outer packing should be strong enough for the transportation. As for the inner packing, it must be attractive and helpful to the sales. 4.由于纸板箱相对来说轻便坚实，因此更便于装卸。 Since cartons are comparatively light and compact, they are more convinenet to handle in the course of loading and unloading. 5.我们相信，为防运输途中受损，你方会特别注意包装。 We trust that you will special care to the packing in order to avoid tha damage in transit. 6.我们高兴地通知你们，你方所订购的货物已备受待运。请通知包装及装运要 求。 We are glad to inform you that the goods you ordered are ready for shipment. Please let us have your instructions for packing and shipment.
【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
进出口英语外贸函电的范文 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. 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 Dear Sirs: June 12, 2001 Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down. Sincerely
国际贸易函电 一．单项选择题： 1.在国际贸易中，买卖商品是按重量计价的，若合同未明确规定计算重量的办法时，按惯例，应按( )。A．净重计B．毛重计C．皮重计D．重量计 2．按照现行的国际贸易惯例解释，若以CFR条件成交，买卖双方风险划分是以( )。 A．货物交给承运人保管为界B．货物交给第一承运人保管为界 C．货物在目的港越过船舷为界D．货物在装运港越过船舷为界 3．《INCOTERMS 2000》C组贸易术语与其它组贸易术语的重要区别之一是( )。 A．交货地点不同B．风险划分地点不同 C．风险划分地点与费用划分地点不同D．费用划分地点不同 4．按照国际贸易有关惯例，卖方必须在运输单据上表明( )。 A．包装标志B．警告性标志C．指示性标志D．运输标志 5．按FOB条件达成的合同，凡需租船运输大宗货物，应在合同中具体订明( )。 A．装船费用由谁负担B．卸船费用由谁负担C．保险费用由谁负担D．运费由谁负担 6．在国际贸易中，海运提单的签发日期是表示( )。 A．货物开始装船的日期B．装载船只到达装运港口的日期 C．货物已经装船完毕的日期D．装载船只到达目的港口的日期 7．海运货物中的班轮运输，其班轮运费应该( )。 A．包括装卸费，但不计滞期、速退费B．包括装卸费，同时计滞期、速遣费 C．包括卸货费，应计滞期费，不计速遣费D．包括装货费，应计速遣费，不计滞期费 8．必须经过背书才能进行转让的提单是( )。 A．记名提单B．不记名提单C．指示提单D．备运提单 9．在海洋运输货物保险业务中，共同海损( )。 A．是部分损失的一种B．是全部损失的一种 C．有时是全部损失，有时是部分损失D．既是部分损失，又是全部损失 10．在国际贸易运输保险业务中，仓至仓条款是( )。 A．承运人负责运输责任起讫的条件B．保险人负责保险责任起讫的条款 C．出口人负责交货责任起讫的条款D．进口人负责接货责任起讫的条款 二、多项选择题 1．为防止运输途中货物被窃，应该( )。 A．投保一切险，加保偷窃险B．投保水渍险(即单独海损赔偿) C．投保一切险 D．投保偷窃险E．投保一切险或投保平安险和水渍险种的一种，加保偷窃险 2．仲裁协议是仲裁机构受理争议案件的必要依据，按照有关规定，仲裁协议( )。 A．必须在争议发生之前达成B．只能在争议发生之后达成 C．可以在争议发生之前达成D．必须在争议发生之后达成E．可以在争议发生之后达成 3．国际贸易货物海洋运输当中的过期提单是指( )。 A．提单签发日迟于货物装船完毕日B．提单晚于货物到达目的港 C．提单签发日早于货物装船完毕日D卖方向银行交单时间超过提单线发日期21天 本卷共 3 页第1 页另附答题纸2 张
题型： 1.英文信件翻译中文、英文信件改错15 2.报价信20 3.索赔信20 4.邀请信20 5.修改信用证25 第二单元： Dear Sirs, We have obtained your address from the ……of ……in……and are now writing you for the establishment of business relations. It will be a great pleasure to receive your inquiries for any of the items against which we will send you our lowest quotations. We are looking forward to your favourable and prompt reply. Yours faithfully Your favourable reply will be highly appreciated. Though the courtesy of……, we come to know your name and address.(承蒙……使我们得知你公司的名称和地址) The company you mentioned is an old-established(老字号) one who has been enjoying high reputation. We have the pleasure to introduce ourselves to you with a view to building up business relations with your firm.(我们有幸自荐，以期与你公司建立业务关系) We have excellent connections in the trade and are fully experienced with the import business for the type of product.(我方在贸易界有极好的关系，对这类产品的进口有丰富的经验) We are one of the leading exporters of……(product) in……(country of area) and have enjoyed an excellent reputation through 20 years’ successful business experience.We are sure that you will be quite satisfied with the excellent quality of our goods and our services.(本公司是……（国家或地区）……（产品）的首要出口商之一，因20年来的成功经验而享有佳誉。相信贵方对本公司的优质产品和服务会感到满意。) We should be pleased(or：highly appreciate it) if you would respond to our request at your earliest convenience.(如果你方能尽早回复，我们将不胜感激) 第三单元： Please give us detailed information on CIF Guangzhou prices. discounts, and terms of payment.(请报我方CIF广州价，包括折扣和支付条件)
1.向顾客推销商品： Dear Sir, 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. Y ours faithfully. 2.提出询价： Dear Sir, We received your promotional letter and brochure today. We believe that you would do well here in the USA. 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： Dear Sir, 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. 4.如何讨价还价: Dear Sir, 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. Y ou should note that some price cut will justify itself by an increase in business. We hope to hear from you soon. 5.同意进口商的还价： Dear Sir, Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meer your ideas of prices. Y ou should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down. Sincerely. 5-2拒绝进口商的还价： Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must point out that falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer. 6.正式提出订单： Dear Sir, We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date. 7.确认订单：
16秋《外贸英语函电》作业4 试卷总分：100 测试时间：-- 试卷得分：100 一、单选题（共20 道试题，共100 分。）得分：100 1. A confirmed, irrevocable letter of credit, covering the order for us $ 20,000 in their favour, was opened ( ) Until march A. effectively B. expiry C. available D. validity 答案:C 满分：5 分得分：5.0 2. The ship is scheduled to sail ( ) Hong Kong on the 23rd of this month. A. to B. for C. in D. by 答案:B 满分：5 分得分：5.0 3. We thank you for your letter of may 5th, ( ) your purchase from us of 5000 tons green beans. A. confirm B. to confirm C. confirming D. confirmed 答案:C 满分：5 分得分：5.0 4. He left her wife ( )a lot of money A. By B. On C. With D. After 答案:C 满分：5 分得分：5.0 5. We look forward to ( ) trial order. A. receiving your B. receive from you C. receipt your D. receipt 答案:A
本文档由实惠网（https://www.doczj.com/doc/bf4956376.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/bf4956376.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/bf4956376.html, that you are in the market for textiles. We 本文档由实惠网（https://www.doczj.com/doc/bf4956376.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/bf4956376.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/bf4956376.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/bf4956376.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/bf4956376.html,）
交易磋商与签订合同 教学目的与要求： 1、了解交易磋商的差不多程序。 2、把握发盘的含义、要件、有效期、撤回与撤销、终止。 3、把握同意的含义、要件、生效的时刻、撤回与修改。 4、了解合同成立的有效条件。 5、了解合同的形式和内容。 本章重点： 1、发盘； 2、同意； 3、合同生效的要件； 本章难点： 1、发盘的要件 2、变更的同意 知识点： （一）订立国际物资买卖合同的法律步骤 询盘 发盘 发盘的含义 发盘的要件 发盘的有效期 发盘的撤回与撤销 发盘效力的终止 还盘 同意
同意的含义 构成同意的要件 同意生效的时刻 逾期同意 同意的撤回与修改 （二）合同成立的时刻和合同生效的要件 合同成立的时刻 合同生效的要件 （三）合同的形式及其差不多内容 合同的形式 书面形式 口头形式 其他形式 合同的差不多内容 约首部分 差不多条款 约尾部分 操作： （一）网站： (二)完成下列咨询题： 1、了解资信调查的内容和渠道。（路径：网站1—外贸基础—出口程序—发盘、还盘、同意—进口合同的磋商—资信调查的内容和渠道）。 2、了解物资同意的差不多程序。（路径：网站1—外贸基础—出口程序—进口程序—业务流程—物资的同意）。 3、扫瞄“国际贸易合同的商订和履行”。（路径：网站2—商贸指南—商贸知识—国际贸易合同的商订和履行）。
4、扫瞄“售货合同”。（路径：网站2—商贸指南—合同范本—售货合同）。 自我评估： 案例一：某出口公司2月5日上午10点以航空信向英国A商人发出如下实盘：报不可撤销实盘，亚麻油500公吨，水份及杂质最高0.25％，旧铁桶装，每公吨USD50净重CIF伦敦，5月装运，不可撤销即期信用证付款，25日前复到我地有效。2月5日。 该出口公司发出实盘后，发觉价格运算有严峻失误，赶忙于当天下午3点发出航空快信，宣布我2月5日亚麻油撤回无效。 英国A商人于14日接到实盘，见其价格有利可图，赶忙于当天回复给出口公司，称：“你5日发盘我完全同意，请寄合同，2月14日。” 英国A商人于15日才接到出口公司的撤回通知，即通知该出口公司：“你5日发盘我已于14日发出同意，你撤回的通知在15日才到达，晚于我同意之日，而且你发盘系不可撤销的实盘，因此，你撤回通知应告无效。我即开出信用证。“ 该出口公司认为合同不成立。因5日发出实盘后，当天即发出撤回通知，因此撤回通知应与实盘同时到达，按国际惯例，即使是不可撤销实盘，其发盘与撤回通知同时发出应给予撤回。 咨询买卖双方有无合同？(有合同) 案例二：某出口公司向意大利阿马特公司报盘：大麻籽100公吨，每公吨USD305CIF热那亚杂质最高3％，旧麻袋包装，6/7月装运，即期信用证支付，3月30日前复到我地有效，3月20日。 过了几天，国际市场的大麻籽价格开始上升，该出口公司于3月25日又发出对上述发盘的撤销通知。阿马特公司21日收到发盘，正考虑是否同意，又于26日接到撤销通知，赶忙发出二电，其一：“你20日电大麻籽发盘我完全同意，请速寄合同。3月27日。”其二：“我3月26日接到3月2 5日电关于撤销大麻籽发盘的通知应属于无效，因我3月21 日就收到你2
最全的常用外贸函电范文 外贸函电的规范与否直接影响到客户对公司的印象，对于外贸人员来说，每天写外贸函电，回复函电。你的函电是否规范呢？把直接的函电于下文对照看看。。。 说明涨价原因 Dear Sir or Madam: Enclosed is our new price list which will come into effect the end of this month. You will see that we have increased our prices on most models. We have, however, refrained from doing so on some models of which we hold large stocks. The explanation for our increased prices stems from the fact that we are now paying 10% more for our raw materials than we were paying last year, along with some of our subcontractors having raised their prices as much as 15%. As you know, we take great pride in our product an dare proud of the reputation for quality and dependability we have built over 15years. We will not compromise that reputation because of raising costs. We have, therefore, decided to raise the price of some of our products. We hope you will understand our position and look forward to your cooperation. With best regards, Hillary 说服买家涨价之前下单 Dear Sir or Madam: This is regarding our quotation dated 2 November, and our mail offer dated 8 November concerning the supply of widgets(小机具).We are prepared to keep our offer open until the end of this month. For your information, the market is firm and growing. There is very little likelihood of any
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
外贸函电英文范文外贸英语函电范文 一、中英文函电范文对照 1、外贸函电:回信 外贸函电:回信（英文版） Dear Mr. / Ms, Thank you for your letter conveying congratulations on my appointment. I wish also to thank you for the assistance you have given me in my work and look forward to better cooperation in the future. Sincerely 外贸函电:回信（中文版）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，并期望未来能有更好的合作。诚挚的 2、外贸函电：回复投诉
外贸函电：回复投诉（英文版） 20 May 2000 Kee & Co., Ltd 34 Regent Street London, UK Dear Sirs: Thank you for your letter of 20 May referring to your order no.252. We are glad to hear that the consignment was delivered promptly. We regret, however, that case no.46 did not contain the goods you ordered. We have investigated the matter and find that we did make a mistake in putting the order together. We have arranged for the correct goods to be dispatched to you at once. The relevant documents will be mailed to you as soon as they are ready. Please keep case no.46 and its contents until called for by our agents who have been informed of the situation. We apologize for the inconvenience caused by our error. Yours faithfully, Tony Smith Chief Seller 外贸函电：回复投诉（中文版）——先生: