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大连理工大学外贸函电课程部分案例信件第三章建立合作关系1、Asking to Establish Business RelationsDear Sir or Madam:Through the courtesy of our commercial counselor’s office in London,we come to know the name and address of your firm. We notice that you are interested in doing business with China .Our company specializes in exporting metal and mineral products to various foreign countries. We wish to enter into business relations with you by the commencement of some practical transaction.To give you a general idea of the various kinds of our products available now for export, we are enclosing here a catalogue and a price list for your reference .Should you find interest in our items ,kindly let us know . we shall be pleased to give you our lowest quotations upon receipt of your detailed requirements.We look forward to receiving from you specific enquiries.2、Willing to CooperateDear Sir or Madam:We owe your name and address to the Chamber of Commerce of Beijing through whom we understand that you are interested in establishing business relations with Chinese corporation for the purpose of selling hardware of your country.We take this opportunity to introduce ourselves as one of the important dealers in the line of hardware in china for many years. we should appreciate your catalogues and quotations of your products,and we shall gladly study the sales possibilities in our market .We shall always be very happy to hear from you and will carefully consider any proposals likely to lead to business between us .Yours tyuly,3、Looking For Business PartnerAugust 12 ,2005Dear Sir or Madam:Teacups and saucers ,coffee and saucersHaving obtained your name and address from the bank of china ,we are writing to with a view to establishing trading relations with you .We have been dealing in fine teacups and saucers ,coffee cups and saucers for years . At present , we wish to obtain a supply of the above goods made in china . The type we are interested in is of good quality china and of different shapes , fully decorated with nice flowers or other design .If you can supply the type of merchandise ,kindly reply by air-mail enclosing your price-list CIF London ,and illustrations as many as possible .We will appreciate your early reply.Yours faithfully ,4、Willing to enter into business relationOctober 4 , 2005Dear Sir or Madam:We thank you for your letter for dated August 15 , and shall be pleased to enter into trading relations with you .In compliance your request , we are sending you , under separate cover , our latest catalogues and pricelist covering our exports.Payment should be made by an irrevocable and confirmed letter of credit.If you feel that business is possible , please contact us for specific offers .Yours faithfully ,第五章报价和发价Dear SirsWE trust you have already received our catalogue, price list and brochure, which were sent to you yesterday, April 3rd.We have forwarded under separate cover a list of price reduction available. We would like to inform you especially of price reduction for our office furniture, which came into effect on April 1st. These price reduction were made possible for currency fluctuations, in particular with the decline in the value of US dollars against most major currencies.The price reduction apply to other markets in Europe, so we expect demand to increase. This mean that our limited stocks may become depleted.To avoid delay in dispatch perhaps you would like to order as soon as possible. A fax or e-mail message would be the best method of communication, since we could then begin to pack the required goods ready for dispatch.Yours faithfully第六章还价counter offersDear sir ,We have received your letter of May 12th offering us 5000 electric toys at US $5 each .Thanks!We have been very pleased with your product as you know. However, it is regrateful that your price is too high to come to business, as we find that we can obtain a price of $4.5for each one with a local firm ,This is 50 cents each lower than your price.In view of our long-standing business relationship ,we make you such a counter offer.If you can see your clear way to meeting these figures we would be pleased to pleace with you an order that will carry us for the rest of this year.That order is likely one of the largest that we have ever placed with you.Please inform us of acceptance at your earliest convenience.Dear Sirs,Thank you for your letter of June 12.Considering the fact that we have done business with each other for so long and that you have brought from us such volume of silk underwear ,we would like to offer you a special discount of 5% on the order of $600 in your request for lower prices.The price of US $20 per piece is only valid for the order of this time,excluding the subsequent orders.Since the silk price is increasingly rising and our own overheads have been going up,absolutely our price will not remain the old one and probably rise in the near future.Thus,at the end of this July you will have to go back to the precious price list.Your wholehearted cooperation is very much appreciated.第九章PaymentLetter 1: Accepting D/P TermsDear Sirs,Thank you for your letter of June 18. we have carefully studied your proposal for payment by D/A for a trial order of chinaware. Now we regret that we are unable to entertain your request.As our usual practices go, we require payment by confirmed and irrevocable letter of credit. That is to say, at present, we cannot accept D/A terms in all transactions with our buyers abroad, however, in consideration of our friendly relations, we are, as an exceptional case, prepared to accept D/P at sight.We sincerely hope that the above payment term will be acceptable to you and trust you will appreciate our cooperation.Looking forward to your early reply.Sincerely yours,第十章信用证letter of creditDear Sirs,We refer to your order for 2000 sets of Kitchenware and our sales confirmation No.201.We would like to remind you that the delivery date is approaching and we have not yet received the covering L/C.We would be grateful if you would expedite establishment of the L/C so that we can ship the order on time.In order to avoid any further delay, please make sure that the L/C instructions are in precise accordance with the terms of the contract.We look forward to receiving your response at any early date.Yours truly,Dear Sirs,We write to inform you that we have now opened the confirmed, irrevocable letter of credit No. 3456 in your favor for ￡62000 with the ABC Bank, London, valid until 30 November.The letter of credit authorizes you to draw at 60 days on the bank in London for the amount of your invoice to produce the following documents: Bill of Lading in triplicate, Commercial Invoice, Packing List, Certificate of Insurance and Certificate of Origin.信用证授权你在六十天内在伦敦为你发票的金额来提供下列内容：提单一式三份，商业发票，装箱单，保险证书和原产地证书。
