外贸函电Unit 4

外贸函电范文-CAL-FENGHAI.-(YICAI)-Company One11商业关系建立函Dear Mr. Jones:We understand from your information posted on 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 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。

1.邀请客户见面Dear MichacelGlad to meet you at Canton Fair ! We’re please to know that you will come to Shanghai next week.If possible ,please visit our company then. We could collect your interested items togeher in our showroom.Looking forward to your reply!Regard,PeterThe items which you selected in our booth will be collected together in our showroom摊位2.讨论时间地点Dear MichaleThank you for your prompt reply! It is OK for us on 2 Feb.Could you please advise your flight No. ? We will arrange the pick-up at Shanghai Hongqiao airport and drive you to Hilton hotel after meeting.Kindly let me konw if any change about your trip .Thanks and best regard ,PeterCould you kindly advise your itinerary?旅程Please keep me posted on this!请让我知道这件事的最新情况。

It is acceptable to pick you up on 8:30 a.m.? In the lobby?在酒店大堂3.取消会面Peter，As I have another meeting in Qingdao ,I won’t come to Shanghai in this trip,Maybe next time.Sincerely,MichaelHope to see you ASAP!Please accept my apology.Please help to cancel my hotel bookingKindly check the attached scanned copy of my passport.见面后的跟进John,According to your selection this moring, We’re now preparing for the offer sheet, and will send it to you in 3 days.Best4.开发潜在客户Dear July,Glad to find your e-mail address from website.We supply all kinds of hand tools to global market with good quality and reasonable price,and very familiar with ANSI,BS,DIN,NF&JIS standards.Per my visiting your company web, I found that you have several chain stores in Europe,US and Japan. It is our pleasure to find a way to cooperate with you!Here attached some photos for our showroom and some current hot-selling items.I will send you the offer sheet, factory audit report and 3 party testing report in other separate e-mail soon.Best regards5.开发信Hi sir,Glad to hear that you’re on the market for fiberglass.We specialize in this filed for several years,with the strength of chopped strand mat and stitch chopped strand mat ,with good quality and pretty competitive price.Should you have any questions ,pls do not hesitate to contact me.FREE SAMPLES will be sent for your evaluation!Ths&brMandy****Co,Ltd.Add:****Tel:****Fax:****Mail:****Web:****Dear sirGlad to hear that you’re the leading retailer of bathroom!We specialize in cast iron bathtubs for 17 years, and hope to find a way to cooperate with you!Attached some pictures for your review.Please contact me if any questions.Thanks and best regards,7.介绍自己的优势主题:优势及试验报告July请查收附件的第三方测试报告。

目录一、Pre-business contact (4)1.Requesting business appointment (4)2.Scheduling visiting itinerary (5)3.Cancelling the meeting (6)4.Following-up after meeting (7)5.Contacting after fairs (8)6.Developing potential customer (9)7.Introducing our advantage (10)8.Highlighting speciality (11)二、Doing business (12)9.Counter offer to new inquiries (12)10.Counter offer to specific inquiries (13)11.Counter offer to non-specific inquiries (14)12.Following-up inquiry from current customer (15)13.Recommending new product 推荐新产品 (16)14.Replying questions 回答客户问题 (17)15.Prompt & accurate quotation 快速准确的报价 (18)16.Detailed & professional quotation 详细专业的报价 (19)17.Replying to customer bargain 回复客户砍价 (20)18.Price negotiating 价格谈判 (21)19.Final price confirmed 最终价格确认 (22)20.Preparing samples to customer 准备样品 (23)21.Requesting the courier account 向客户询问到付账号 (24)22.Requesting sampling charge 支付样品费 (25)23.Asking for sample evaluation 询问样品评估 (26)24.Packaging confirmation 包装确认 (27)25.Color confirmation 颜色确认 (28)26.Artwork confirmation 确认设计稿 (29)27.Acknowledging other requests 了解客户其他需求 (30)三、Order follow-up 订单操作 (31)28.Receiving PO (31)29.Payment terms discussion 付款方式谈判 (32)30.Negotiating payment terms 交涉付款条款 (33)31.Conformation for final PO 收到最终订单 (34)32.Sending PI 形式发票再次确认 (35)33.Preparing pre-production samples准备产前样品 (36)34.Placing order to vendor 下单给供应商 (37)35.Package re-conformation 更改包装 (38)36.Receiving revised PO 重新制作订单 (39)37.Re-preparing new PI 重新制作形式发票 (40)38.Re-arranging samples 重新准备样品 (41)39.Advising the production status 告知客户生产情况 (42)40.Applying 3rd party for factory evaluation 申请第三方验厂 (43)41.Applying 3rd party for inspection 申请第三方验货 (44)42.Failed in inspection 验货未通过 (45)43.Applying re-inspection 申请重新验货 (46)44.Shipping details confirmation 装运细节 (47)45.Keep customer informed the ship date & ETA 告知装运和到期 (48)四、Payment terms (49)46.Documentary submission & payment push (49)47.Receiving the payment made from customer 收到付款通知 (50)48.Asking bank receipt 请提供银行水单 (51)49.Re-discussion for payment 付款错误处置 (52)50.Rec’d pay’t inform 告知客户款项收到 (53)51.Propose amendment to L/C 请客户更改信用证 (54)52.Propose acceptation of L/C Discrepancy (55)53.Payment terms confirmation to new order 新订单的付款方式 (56)五、Claim settling (57)54.Quality complaints 质量投诉 (57)55.Delivery time complaints 投诉交货期 (58)56.Service complaints 服务投诉 (59)57.Apology & solutions 道歉及解决方案 (60)pensation claim 客户索赔 (61)pensation negotiation 赔偿谈判 (62)60.Application for compensation installment 申请分批赔付 (63)61.Application for deferred compensation 延期赔付申请 (64)pensation refusal 拒绝赔偿 (66)pensation alternatives 其他方式代替赔偿 (67)六、After-sale service 售后跟进 (68)64.Inquiring sales 询问产品销售情况 (68)65.Hold latest market tendency 掌握最新市场动向 (69)66.Similar products discussion 讨论类似产品 (70)67.Solutions to defect 针对缺陷的改进方案 (71)68.Cost reduction advice 降低成本的建议 (72)69.Professional advice 专业意见 (73)70.Other series recommendation 推荐其他产品 (74)test products information 给客户最新的产品信息 (75)72.After-sale service hotline 售后服务电话 (76)七、Other daily working (77)73.Auto-reply for business trip 出差自动回复 (77)74.Fair arrangement inform 通知展会安排 (78)75.New website inform 通知客户新网站完成 (79)pany address change inform 公司地址变更通知 (80)77.E-mail change inform 邮件地址变更 (81)78.Auto-reply for sick leave (82)79.Announcing new office regulations 宣布公司新规定 (82)80.Transfer notification 职务调动通知 (83)81.Internal work adjustment notification (84)82.Annual leave announcement 休假通知 (85)83.Resignation announcement 离职通知 (86)84.Retirement announcement 退休通知 (87)八、Personal affairs 私人往来 (88)85.Marriage announcement (88)86.Inviting co-workers to dinner party (89)87.Announcing the birth of a child (89)88.Inviting customer for a dinner 邀请客户聚餐 (90)89.Private conversation with customer 与客户的私人联系 (91)90.Seeking for helping hand 寻求帮助 (92)九、Special greetings 特别问候 (93)91.X’mas greetings 圣诞问候 (93)92.New year greetings 新年问候 (94)93.Chinese new year greetings (95)94.Thanksgiving day greetings 感恩节问候 (96)95.Halloween greetings 万圣节问候 (96)96.Holiday greetings 长假问候 (97)97.Marriage celebrating (98)98.Promotion celebrating 祝贺升职 (98)99.Get-well messages 祝早日康复 (99)100.Sending a small gift 寄送小礼物 (100)十、Detailed issues 细节问题 (101)一、Pre-business contact1.Requesting business appointmentDear Michael,Glad to meet you at canton fair! We’re pleased to know that you will come to Shanghai next week.If possible, please visit our company then. We could collect your interested items together in our showroom.Looking forward to your reply!RegardsPeter2.Scheduling visiting itineraryDear Michael,Thank you for your prompt reply! It is OK for us on 2nd Feb.Could you please advise your flight No.? We will arrange the pick-up at Shanghai Hongqiao airport and drive you to Hilton hotel after meeting.Kindly let me know if any change about your trip.Thanks and best regards,Peter3.Cancelling the meetingPeter ,As I have another meeting in Qingdao , I won’t come to Shanghai in this trip.Maybe next time.Sincerely,Michael4.Following-up after meetingJohn,According to your selection this morning, we’re now preparing for the offer sheet, and will send it to you in 3 days.Best regards,Stanley5.Contacting after fairsDear catty,Thank you for visiting our booth inkoln Fair.According to your selection for hand tool kit, please find the photos with offer recap in attachment.I’m now checking with colleagues about the packaging info, and will send you the quotes in detail ASAP.The testing report will be sent to you in another separate mail.Best regards,Arthur6.Developing potential customerDear Judy,Glad to find your e-mail address from website.We supply all kinds of hand tools to global market with good quality and reasonable price, and very familiar with ANSI, BS, DIN, NF & JIS tool standards.Per my visiting your company web, I found that you have several chain stores in Europe, US and Japan. It is our pleasure to find a way to cooperate with you!Here attached some photos for our showroom and some current hot-selling items.I will send you the offer sheet, factory audit report and 3rd party testing report in other separate e-mails soon.Best regards,Shirley cheng7.Introducing our advantageJudy,Please find the 3rd party testing report in attachment. We have full of confidence to meet your quality level.By the way, kindly also find our advantage below.1)Have cooperated with a lot of importers in US for more than 8 years.2)Experienced in doing business with big customers.3)Quick delivery time for decent orders.4)Own designing team for new products development.5)Factory audited by SGS, INTERTEK & WAL-MART.6)Free samples could be provided.Any further questions, please do not hesitate to inform us!Best regards,Shirley8.Highlighting specialityDear Judy,Thank you so much for your prompt reply with nice suggestions. The delivery time for producing 3000 sets of tool kits in your brand is 30-40 days after order confirmed.In fact, It is no problem for us to handle OEM orders. But actually, we have other 2 options below to help to you save the cost.Option 1:Please add the quantity to 4000 sets to fill a full 40’FCL. The freight cost for each set will be cheaper than LCL shipment. By the way, as I mentioned in the offer sheet, the MOQ for each item in OEM is one 40’ container, or we have to charge USD 200 as handling cost.Option 2:If you’d like to keep the previous quantity, we suggest you doing this order in our brand and current packaging to save the extra cost. No handling charge or firm charge will be needed. And the delivery time could be shortened to 20 days.Kindly check and advise your comments and decision.Thanks and best regards,Shirley cheng二、Doing business9.Counter offer to new inquiriesDear Abby,We’re so pleased to receive your inquiry through Global .I will check with our manager about the unit price for each item, and give you reply with quotation in 3 days.Any other interest, please also let me know.Best regards,Scott wang10.Counter offer to specific inquiriesDear Mr. Lee,Very glad to meet you in the Canton Fair yesterday!Concerning your inquired item #TD-JIC 2685, please find our offer as follows. Also attached the quote sheet in detail for your review. Items: 200W Power InverterArticle No. : TD-JIC 2685Specification: Could power a variety of electronic products with safe operationCertificate & testing report: ETLPackaging: Color boxPackaging Size: 15.8”x7.8”x2.4”Weight: 1.8 lbsSamples could be prepared in 5 working days. Please help to send me your address in detail with courier account, if you would like to evaluate the samples.We look forward to your reply soon!Best regards,Hugo11.Counter offer to non-specific inquiriesDear Sally,Thank you for your inquiry for our products!But frankly speaking, we’re a trading company with a wide range of different products. Here are our main categories below.1)Hand tool & power tool2)Art & craft3)Home textile4)Sporting accessories5)Outdoor decor6)Home use glasswarePlease find our company profile in attachment. If any interest, we’re willing to give you offer as per your request.Best regards,Spenser Ding12.Following-up inquiry from current customerCelina,Have you got my quotes dated on April 3rd? Any comments or feedback from your customer?If the price too high, we could do some changes to reduce the cost.By the way, I’m going to attend the Canton Fair phase I nest week. My colleague will send you our booth number later.We look forward to your early reply.Millie13.Recommending new product 推荐新产品Dear Mr. Yamada,How are you recently? Long time no contact with you!Any news for the samples we sent you several months ago? Do you have some buying plan this year?I would like to recommend you our new hair dryer model as below. Please find the photos and instruction manual in attachment.Model: Portable hair dryerItem No. : HKK-96666Power: 1900WFunction: 2 speed/ 3 heat settings; Cool short functionColor: AllPacking: Color boxSample lead time: immediatelyWe have passed the testing and got the PSE certificate. Would you like to evaluate the sample in advance?Thanks and best regards,Pierre de RoyerVP-Sales & Marketing14.Replying questions 回答客户问题Dear May,Thanks for getting me back for my quotation.According to your questions, please find our reply as follows.●Is it possible to do O/A 45 days?According to our company rules, we could only do T/T or L/C at sight.I think we could make a compromise to do L/C with you.●What is your main market? Turnover?Our main market is USA, and turnover is roughly 5 million USD per year.●Have you cooperated with other customers in Germany？Who are they?Yes, we got orders from OTTO and QVC in Germany via importers in Europe.●Do you have interest to do our own design items?Absolutely! We have big interest!●How many staffs in your company?Roughly 35 in the office, and 10 inspectors.If you have any further questions, please let me know.Thanks and best regards,Adeline ZhangSales Manager-EU term15.Prompt & accurate quotation 快速准确的报价Dear Flora,Thanks for mailing me back and notifying us your requested item with details!Please find the detailed estimate in attachment. Samples could be prepared on request.Kindly check and let me know if any other questions.Sincerely yours,Jessica Li16.Detailed & professional quotation 详细专业的报价Dear Clair,This is Kerry from ABC Trading Inc. According to your inquiry of grease gun, I was wondering if you could accept our price USD5.65/pc. Per our conversation on HK fair, the estimate USD 5.30/pc was based on the simple packaging of poly bag with sticker, not the color box as you confirmed finally.Enclosed please find the instruction manual, die-cut of color box and offer sheet.Your prompt reply would be greatly appreciated!Regards,Kerry Hu17.Replying to customer bargain 回复客户砍价Dear Clair,I’m so sorry that we couldn’t meet your target of USD 5.30/pc with color box!As I mentioned in my previous mail, our price was based on the different packaging method.Anyway, we could reduce our margin to establish our business. Our final price is USD 5.50 with a color box, and USD 5.20 with a poly bag. If you’d like to do promotion for this item, we suggest you confirm the poly bag instead. According to our experience, other customers mainly use this simple packaging for EU market.Please help to check with buyer and advise the comments.Best regards,Kerry HuPlease help to check with buyer and give me reply soon.Would you accept EUR 3.50/pc as final price？We could give you a special discount of 10% if the quantity up to 1X40’HQ.I have to recheck the price and see if we could meet your target.We are desperate to get your price confirmation to proceed.18.Price negotiating 价格谈判Dear Clair，To be candid with you, we have no margin to reduce the pricing again.In fact, the price is very important to win this order, but the quality counts for much more. We couldn’t debase our quality to achieve your price aim. I’m sorry!I have discussed with our top management, and decided to proceed inbelow suggestion.●USD 5.50/pc, with color box packaging, based on 10,000 pcs●USD 5.20/pc, with simple poly bag packaging, based on 10,000 pcs●3% will be provided as a special discount, when quantity up to 30,000pcsPlease help to consider and inform us which way is better for you. We understand that you have to test your local market and retail price. And we’re pleased to do a trial order for you with small quantity in our first business. Maybe 5000-8000 pcs is workable for you to make a decision, with no price increase.Best regards,Kerry HuPrice is important, but quality counts for much more.10% discount will be provided if you double the quantity.19.Final price confirmed 最终价格确认Dear Clair,Very glad to hear that you confirmed the price of USD 5.20/pc. It is our pleasure to be on service of you about the 7500 pcs trial order. Please find the PI in attachment, with unit price, packaging, carton info, delivery time, payment terms, etc. If no additional questions, kindly sign and stamp it and send me back.As soon as we receive the confirmed PI, we’ll do the final sampling at once.Any other questions, please let me know.Best regards,Kerry HuWe’ll arrange the production as long as we receive your approval email. Deal! Please send me updated offer sheet ASAP.Your final estimate is 5% than your competitions.I will consider doing business with your company if you could accept the 10000 pcs this time.Good price! But we cannot accept your packing suggestion. I will give you our idea later.20.Preparing samples to customer 准备样品Dear Clair,We’re now doing the samples, and will finish them before this weekend.I will send you them for quality approval.Best regards,Kerry HuSamples will be ready/finished/completed in three days.We’ll do the finalization after samples received.Please do sampling as quickly as possible, as we have to show them in the coming Dubai fair.I will do my best catch your itinerary.We will let you know about the sample status.21.Requesting the courier account 向客户询问到付账号Hi Clair,Samples were just completed, and passed our internal inspection. Please check the photos in attachment.Would you like us to send them to you? Which express company do you prefer? Please advise your courier account. Thank you!Best regards,Kerry HuWe want you to look over the attached photos of samples and give us your comments.22.Requesting sampling charge 支付样品费Dear Clair,Greetings!Glad to get your approval for our final samples. Just following up to let you know that we do the new samples strictly according to your logo printing, but please pay for the film charge USD 300 by your side. After order placed, you could deduct this cost when balancing the payment. Enclosed please find our bank account file.Please advise your opinion. Thank you!Best regards,Kerry HuJust following up to let you know that we already did the packaging as your request.23.Asking for sample evaluation 询问样品评估Dear Clair,Good morning! Have you enjoyed a nice weekend?I’m sure that you’re very busy every Monday, and really sorry to trouble you at this time. Just following up to check whether you received our samples? Does everything okay?If any questions, please do not hesitate to contact me.Best regards,Kerry HuI’m desperate to get your approval for samples.There are some minor details that I’d like to check with you.Hope our samples could match your request.We will send you 1pc of sample, and keep the other one for our records.24.Packaging confirmation 包装确认Dear Clair,As per your order, the packaging is poly bag with printing, right?But our previous discussion is just poly bag, without any other additional charge. If you insist on the printing on poly bag, we have to increase the unit price a little.By the way, we could do a sticker for you, and put the right side on each poly bag, free of charge.Please advise your decision. Thanks.Best regards,Kerry HuThanks a million for your confirmed order.I’m particularly interested in double blister.The same slide card packaging as your current items.12 pcs per inner box and 96 pcs per outer carton.Double corrugated carton 双瓦楞纸箱25.Color confirmation 颜色确认Dear Clair,Thanks for your kind notice! Please hereby re-confirm the color for your orders.PMS137 (orange), 2500 pcsPMS362 (green), 2500 pcsPMS418 (dark grey), 1500 pcsPMS637 (light blue), 1000 pcsIf no problem, we’ll send you some color pieces before mass production for approval.Best regards,Kerry HuPlease advise the CMYK for your pattern.Please send me the color swatches for confirmation.Color difference is not allowed for our orders.As you know, we have to keep the same package color of our items when displaying in our supermarkets.We’ll do the final inspection strictly according to PMS color.26.Artwork confirmation 确认设计稿Dear Clair,Please find the files in attachment, with details below.1.Artwork for shipping mark2.Artwork for logo printing position3.Draft for multi-language warnings on poly bag4.Die-cut for packaging5.Barcode with sizePlease check the attached multi-language instruction manual.Please send me the draft for EAN code.Here enclosed the artwork for your 5c logo design.I will give you the final artwork for PDQ soon.27.Acknowledging other requests 了解客户其他需求Mass production statusDear Clair,How are you?Per you current order, do you have some additional comments?We’re now doing the mass production for goods, and the color box with cartons will be completed next Wednesday.It will take us roughly 7 days for packaging and testing. And the final inspection time is OK for us after 10 days. Would you like us to do the internal inspection for you? Or ask the 3rd party to take the responsibility?By the way, I would like to recommend you some new items. Please check another email with full photos and descriptions.Any interest, please keep me posted. I have all samples on hand, and could send them at any time.I look forward to hearing from you soon.Kind regards,Kerry HuHere attached the photos for some of our new products.Take the responsibility for the final inspection.三、Order follow-up 订单操作28.Receiving PODear Stephy,Attached you can find the order W-XK153 for 6 pcs screwdriver set. We’d like to change L/C at sight into T/T 30 days.We need urgently 3 sets of samples. Give me the tracking number after arrangement.Sincerely,EvaWe could only accept L/C 60 days as payment terms.Please arrange the sampling in our selected Pantone No. ASAP.Only a trial order will be placed this time!If 5% discount provided, we’ll decide to place another 1X40’FCL.Drop test procedure: 摔箱跌落测试确定高度，一角三边六面测试。

第三课练习练习五：1.After a market investigation for about one year, we found your products to be very marketable inour local area・ And we hereby take the liberty of writing to you, hoping to co-operate with you. 2.We are much impressed by your KC-99-220 harvestor displayed at the Asian AgriculturalMachinery Fair held in Manila last 28th , and we hereby write to you to negotiate about the sales of this product on our local market.3.We learnt from the Brazilla in Brazil that you are the largest seller of auto clutch on the localmarket, and we are eager to establish a long standing business relationship with you.4.As for our credit standing in the business of car batteries, you may please refer to the Hiss or theUnited National Bank・5.We are the largest distriibtor of Motor Bike Spareparts in our local area, if we are luchy enough tobe your exclusive agent in this area, we are sure your sales will double at our promotion in the local area.6.The product has been tested by many users and have received a good evaluation from them. If youintend to introduce the product to your market, we will provide you with ten cases of samples by consignment.7.We are the largest stationery importer in our local area・ In the past five years we have imported alarge amount of pencils, pens and pencil box from Europe・ But now because of a rise in cost and etc., we hope to increase our import from China・8・ We learnt form the Pheonix TV ads that you are producing a new pattern of window curtains wholly made of velvet material. So we hereby write to you, hope to obtain some information about you and the details of your products・9.Our newly developed product appears to be quite the same with the previous KC・114, but on closeexamination you may find that they are very different in terms of their stuff, color and hardness.10・ We are very intersted in your air-con compressors and we hope to negotiate with you about its sales on our local market.笫四课练习练习三.1 • We have been in the market for first quality shirts with permanent press since last yea匚Andrecently we learnt from your commercial counsellor^ office that you are the special maker of this shirt. We would appreiate it very much if you can provide us ith some color samples and illustrated catalogue, stating the CIF price, discount rate and the earliest date of delivery of diffent shirts.2.We learnt from the ABC company that you are exporting all kinds of gloves, and we would bemuch obliged if you would send us details of your products, including the size, color, price and the discount rate when our order in beyond five gross, along with the samples made of differentmaterials. We are largest chains store in this area, and if your price is reasonable, we are sure your products will sell well here・3.Thank you for your letter of Sept. 15th・ Upon receipt of your letter, we contacted the Haida, who isthe largest stationery exporter in this area, and is very experienced in the sales of stationery・ They will contact you in three days・4.We deeply regret to tell you that as we are being heavily committed with orders, we can notentertain any fresh order for the time being, nor can we sign any contract with you now・ But the factory can accept new orders by the end of next month. We hope that we can be of service to you at that time.5・ We hereby send you under separate cover the catalogue and price list of our latest products. And we hope that their quality and price will be of satisfaction to you.笫五课练习三.1.Thank you for your letter of this 20th, offering us 50 L/Ts of the captioned item at U.S.D.l 35 per L/TCFR Shanghai.Our reply is as follows: We are sorry that our users considered your price to be exceeding high, and out of line with the prevailing market. It is said that some Japanese commodities are being sold at the price of U.S.D.125 per L/T. Therefore, it will be difficult to advise our users to accept your price, when we can buy the same goods with better quality and lower price・ If you are willing to reduce your price by, say, 8%, we may come to terms.It is only in view of our long standi ng busi ness relations that we made the above counter offer. Price is falling. So please consider it carefully and cable your acceptance at an early date・2.We have carefully studied your letter of Oct. 12山・Considering our business relations for manyyears, we should in fact accept your proposal to lower the price or our underwears. But it is pretty difficult for us to do so. In the past few months, we have experienced a rapid rise in the cost of raw materials. If we reduce the price by 15% as you suggested, we will have to lower the standard of our quality. But this is not what we are willing to do.So we suggest that for all the orders valued over 3,000, price will be reduced by 8%, but not 15%. So the price reduction will not affect the quality.四.1.Thank you for your letter of June 14th, inquiring about the export price of our local garlic of thisyearns crop.2.We hereby enclose a sample of our existing stock. If you are satisfied with it, please inform us so thatwe can prepare the cargo.3・ After contacting our makers, we were informed that they have been heavily committed until the end of May. Therefore they cannot entertain your order for the time being.4.We learnt from your letter of May 15th that if we grant another 10% discount on the list price, youmay place an orde匚Such a big discount will be very exceptional. But considering the fact that it is the initial transaction between us, we decided to accept your conter offe匚5.The price is already very workable・ But in order to expand the business between us, we maygive you another 3% discount.6.If your order is over 2,000, we will make a special offer at $ 9.00 per set, i.e. a 3% discount.7.Our best price at present is the same with that we offered in our letter No. 456. If your actual order isover 7,500 yards, we may advise the maker to further reduce their price・&We hereby offer 200 M/T of Noth-east soybeans of 1999 crop at the price of RMB 1750 per M/T CIFEMP for December shipment・9.We deeply regret that we can not meet requirments for the time being owing to two many orders.10.The green beans are packed in ordinary second hand gunny bags, each with a net weight of 50 kgs.第六课练习1.We have received with thanks your letter of Feb. 15 along with the enclosed pattern sample and the price list. We selected three items and we hereby enclose our order No. 777. We are in urgent need of the cargo and please make shipment as soon as possible.Item No. Unit Price Quantity Date of ShipmentPacking: one doz・ in each case, and ten cases in each cartonInsurance: to be covered against FPA for 10% over the invoice amount.Payment: by inevocable L/C payable by sight draft・2.In reply to your letter of May 20th, we are much interested in your different sizes of children's clothes. After a creful study of your proposals, we decided to make the following trial order, on condition that you promise to deliver the cargo to the port of Melbourne before the end of next month. Beyond that date, we will reserve our right to cancel the order and reject the cargo. Please inform us if you agree to this term.3.We learned with great pleasure from your letter of May 15th that you intended to place a substantial order for many items, on the basis of our offer dated May 5l lAll the items are in stock, except for 50 dozens of pink bed sheets. The pink were all sold out after we sent out our offer, and the maker told us that fresh supply will be available only after four weeks.As you stated in your order that you are in urgent need of the cargo, we replaced the cargo with orange, which is totally the same with the pink in both the color and quality. It is beautiful and attractive, and is very popular among our customers・ We hope that you will be satisfied with it. Otherwise, please cable us immediately・4.We learned from your letter of March 30 that you considered our captioned item to be on the high side. Thank you for your cooperation in telling us the daily price in your local market. But we are very sorry that it is impossible to reduce our price by 8% as you suggested・ By the way, we want to tell you that we have had many inquires from other customers, and it is likely that we can come to terms at about our level. Our price is very workable and can not accept your counter-offer at the moment. If later, you can see your way to raise your price, please inform us. Also, please inform us of the change of your market. We promise to give serious consideration to any of your inquiries.五•翻译1.What we quoted is our rock-bottom price, and we deeply regret that we cannot accept any further reduction.2.Our price is the best price we can offer now.3.It is impossible to conclude any business, unless you reduce your price by 15%.4.The factory has to decline any fresh orders due to a shortage of raw materials.5.Our products are better in quality than other suppliers・ If you take this into consideration, you maysee that our price is in fact better than others.6.In view fo the conditions of our present stock, it is likely that we can not accept any new orders until the end of next month.7. We are in receipt of your letter dated July 15 along with the enclosed order for 200 sets of drillers・We hereby enclose our sales confirmation No.236 in duplicate・ Please sign and return one copy for our file.& We have booked your order No. 45 for 100,000 yds of printed fabric item No. 10074. Please inform us of the colors and open the relevant L/C in our favor as stipulated in the contract.9.We are satisfied with the results of the negotiation in Kwangchou. We hereby enclose our order No.95 for 500 sets of alarm clock for a trial sale on our market.10.We hereby enclose our trial order for 200 sets of knitting machine・ If the quality proved to be satisfactory, many orders will follow・第七课练习七1 ・ In order to encourage your sales promotion of our products, we reached an agreement with you at afavourable price below the prevailing market level.2.Please make a contract on the basis of our agreed terms and send it to us for our counter-sign.3.As for the date and quantity of shipment, we have made it very clear in the sales confirmation: 5M/T for London in May, 10 M/T for Liverpool in June.4.We hereby enclose our sales confirmation No. KD-120 in triplicate for 20 M/T of ciitronella oil.Please sign and return one copy for our file.5.As for the details of the contract, please refer to the cables between us during April and May・6.We need to reconsider the details of the contract you worked out before we can sign it・7.We want to make a special statement that the contract must have definite stipulations about theinspection time after the cargo arrived at the port.& As this is a contract about the import of plant, so it has a lot of complications, and we need to consult our technicians about the details of the equipment parameters before we can determine them.9.Some patented technologies are included in the equipment. Therefore the contract must havedefinite stipulations about the use of such patents so as to avoid unnecessary subsequent disputes.10.Our general view of this contract is that it stipulated too much about the seller's rights but itsstipulations about the seller's obligations and the buyer's rights are too generalized. Therefore we cannot say that it is a contract balanced between rights and obligations. So we must re-consider the clauses of the contract before we can decide to sign it.第八课：练习八翻译1・ We are awaiting the amendment cable of the validity and shipment date of the relevant L/C・2.because direct steamers are very few, we have to request you to amend the relevant clauses in yourL/C to "transshipment via Hongkong allowed”3.Because of the late arrival of your L/C and the congestion of the cargo, we failed to abtain thenecessary space・4.As the s.s. Victoria filed to rech the shceduled port of shipment before July 15, and there are noother vessles available, we will have to ask you to extend the date of shipment and the validity of the L/C to August 5 and 20 respectively.5.Referring to the 2,000 dozs of shirts under our sales confirmation No. KC-215, the date of shipmentis approaching, please expedite the establishment of your L/C and cable us of the opening bank, the number and date of the L/C.6.D/A will be too risky for us, so we only accept D/P at sight.7.Referring to the peanut kernels under our sames confiimation HK/7021, we have booked a space onthe s.s. Dorris sailing directly for Marseille on June 25. Please advise your bank to airmail theoriginal L/C No. HS-231 as soon as possible.& We are in receipt of the L/C No. 9845 opened by the H.S. Bank of Singapore. The said L/C covers 120 M/Ts of F.A.Q. peanuts kernels of 1999 crop under our sales contract HJ402.9.The cargo has been ready for shipment for quite a long time・ But we failed to make shimpentbecause your L/C is yet to arrive.10."Banking commisions and charges are for the befeficiary5s account" must be deleted from your L/C.Because such fees are for the buyer's accout as stipulated in the agreement.练习九1.Through our joint efforts and cooperation, we have reachen an agreement on the sales of 31 M/Tsof bar steel on the Guangzhou Trade Fair. We sincerely hope that this initial business will promote the trade and friendly relations between us. As for the terms of payment, we have noted in thenegotiation that the pound is experiencing a depreciation and we insist on opening your L/C interms of U.S.$ so as to guarantee the real value of the our amount. Obviously you agreed to us and that is why we signed the agreement. But in your letter of April 15 you said you find it difficult to open in dollars. We are surprised to hear that. Many customers in your area didn't find anydiffuculties in opening in dollars・ We have started the man ufacture of your order as con traded and shipment can be made upon receipt of your L/C ・ Please open your L/C at once ascontracted・2.Upon receipt of your notice of May 10 that the export lisence had been issued, we, as usual, hadopened our L/C by cable for an amount of U.S.D. 25,000・Please make sure that delivery to be made within this month・ Delivery on time is very important on our local market・Please paint the drum with a remarkable shipping mark of “DKKso as to facilitate our taking delivery.Please try to load the cargo on board the vessel s.s. "KOREAN", which is due to sail off on the 24 of this month.3.Three discrepancies with the contract were found in your L/C:First, Certificate of Manufactures was required in your L/C, but no such clause can be found in the contract. In fact the contracted item is a kind of farm product, and it is impossible to obtainCertificate of Manufactures.Secondly, the total CIF amount was stipulated to be 5,000 dollars in your L/C, but it is 5,500dollars in the contract・Thirdly, the contract number should be 82/1245 but not 82/1254.The cargo is ready for shipment and please amend your L/C by cabel as soon as possible・第九课：练习九1.We will do our best to arrange the first shipment on time so that you can catch the season.2.The cargo has been ready for shipment for as long as one month, but up to now, your L/C is yet toarrive・3.The cargo under our S/C No. DM-41 has been ready for shipment. Please hasten to establish yourL/C through your bank.. Otherwise it will be difficult for us to obtain necessary containers and space・4.We want to make it clear. If there is any further delay in your L/C, we will be unable to guaranteeour shipment within the contracted time.5.As transshipment is required in transportation, we packed the cargo with special care to avoid anypossible damage during the transit.6.As our stock is not up to the requirements in your L/C, we hope you would amend your L/Cthrough the opening bank so that we can make delivery within the contracted time.7.The cargo has been ready for shipment for over 30 days・ But you have not remitted 50% of thevalue as downpayment to our designated account just as we agreed in the contract.& We have repeatedly noted in our order that the cargo must be carried in containers. Otherwise the insurance company will refuse to bear whole responsibilities for the damage or shortage therefrom.9.We hereby inform you that 300 M/Ts of Coconut oil uner your order No. 99-KM412 has beenloaded onto the vessel s.s. “Pearl”. T he said vessel is scheduled to reach the Port of Antwerp at the beginning of April.10.After shipment, we have prepared the full set of shipping documents presented them to the localbank for negotiation・练习十1.It is stipulated in the contract No. CT865 concluded in Dec. 20, 1996 that 5,000 M/Ts of steel plateare to be delivered in March 1997. But so far we have not heard any news from you about this. Our user is in urgent need of the cargo and we intend to despatch the s.s. Dongfeng to take load. The vessel will reach your port around the end of April. Please cable us if you agree to this・ Otherwise please tell us when the cargo cam be ready・The delay in shipemnt has caused us much troubles. If you cannot make shipment in April, we will have to claim against you and reserve our right to cancel the order.2.Thank you for your letter of November 15 inquiring about the sales of our costumes. We herebyenclose our catalog and price list as requested, along with other conditions and terms of payment.We carefully studied your proposals to guarantee a minimum order in exchange for a special discount. But we think it to be better to grant you a special discount on the following progressive terms:Total Annual Purchase Discount RateWe hope that the above arrangement will be more satisfactory to both of us.We look forward to your early acceptance of our proposal and your usual sales confirmation, so that we can make an immediate delivery.第十课练习三.1・ Our insurance for the fertilizer is for 120% of the total invoice value up to the port of desti natio n.2. Please note that insurance covers only FPA and the risk of breakage .If additional insurance isrequired, the extra premium will be for your own account.3・ Insumnce isto be covered at 110% of our CIF value. If any additional insurance is required, plese inform the seller beforehand and such additional fees will be borne by the buyer.4.As for the insura nee of the cargo, it was definitely stipulated in the contract that insurance coversonly against W.A. including T.P.N.D. (W/W clause) and War Risks. Please make it clear when you open your L/C.5.Please see to it that insurance covers only W.A. including warehouse to warehouse clause valid for15 days.6.You made your offer on the basis of CFRC4%, so you are to cover insura nee. But we can coverinsurance for your account if you request. In this case, you should inform us of the amount and risks to be covered 15 days before the date of shipment.7・ Under the present weather conditions, the insurance company will face more risks. And therefore they may raise their premium nite.8.As for your claims for the shortage due to the breakage of 14 cases, we, as the insurer, can not giveyou any reply at the moment, because no investigations about the causes of the damage have been made. But we promise you that a reply will be sent to you from our agen within one week.9.Coverage of risks should be determined in accordance with the specifics of the cargo. Otherwise theinsurance may either fail to provide effective protection to the cargo or the premium may beunnecessarily too high・10・ If you do not pack the cargo in wooden cases, the insurance company may reject any claims for compensation. Because this packing is not the customary packing of this cargo.第十一课练习四1.As the cargo arrived 15 days later than the contracted date, our clients refused to take the cargo, andso we will have to refect the cargo and claim against you.2.We deeply regret to tell you that the cargo under contract KM-944 loaded on the S.S. "Victoria^arrived and upon inspection we found that 5 cases were severely deformed, 4 cases with half of the contents missing, and 7 cases lost their iron bands with conditions of their contents unknown.3.When we checked the cargo we found that the cargo were severely damaged・ So we will have towithhold the payment until we have the official inspection certificate・4.When checking the cargo we found that over half of the goods were covered with mould, and this isapparently due to inappropriate packing・5・The outer packing of the cargo were in good conditions but there was a serious shortage in the contents. Therefore we will have to take it as something already existed when you packedyour goods in your factory.6.We are deeply sorry for the delay of the cargo and for the inconveniences it might have brought toyou. And we want to point out that the delay was due to a provisional breakdown of the carrying vessel which failed to sail off on time.7.If you can provide qualified certificates evidencing that the deteriorated part of the cargo is morethan 5% of the whole lot, we will try to contact the insurance company for compensatio n.8.We are sure that this consignment has a great quality discrepancy with the samples you gave usbefore the conclusion of the contract. Therefore you must bear responsibilities therefrom・9.When we seriously consider the problem of claims, we will contact the makers and press them toimprove their carton packing immediately, so that the cargo can be protected from any possible damage by rough handling・10.When checking the number of the goods, we found that their actual number isdifferent from thenumber stated in the invoice and bill of lading・。

一、汉译英3.按照你方要求，我们把样品另行邮寄你处。

As requested,we are sending you the samples under separate cover.5.你方需要的那种老式花样已没有存货，我们今天已寄给你方一件最新式样的样品，如果你们认为可以使用，我们可以立即供应现货。

The old design you require is no longer available from stock. We have today sent you a sample of the latest design and if you consider it suitable we are in a position to supply the goods immediately from stock.6.你11月15日来信收到，谢谢。

货号2112电扇我们歉难推销，因为你方价格太高，买方无意还盘。

While thanking you for letter of Nov. 15 concerning electric fan Art. 2112,we regret being unable to promote sales as your price is too high to interest buyers to make a counter -offer.10.我们公司专营化工品进口业务。

We specialize in the import of chemicals.二、英译汉3.In views of the large demand for this commodity,we would advise you to work fast and place an order with us as soon as possible.鉴于该产品有很大的市场需求，我们建议你方尽速下单。

外贸函电课后翻译Unit 2Exercise Ⅱ1. We are glad to inform you that the articles you require fall within the scope of our business activities .2. We specialize in the export of textiles and are willing to establish business relations with you.3. In compliance with your letter of 12, we have sent you under separate cover our catalogue and quotation.4. In order to give you a general idea of our products, we enclose a pamphlet.5. If your prices are competitive, we will place volume orders on you.1. 我们愿意在平等互利的基础上与你们做生意。

2. 贵方来信收悉，得知你们愿意与我公司建立贸易关系，我们非常高兴。

3. 我们得知贵公司是当地最大的电器产品进口商之一。

4. 希望能够尽快收到你们的答复。

5. 在收到你方具体询价时，我们会立即寄上我们的样品和报价单。

Dear Sirs,We owe your name and address to Mr. Green .We take the liberty of writing this letter with a viewto building up trade connections with you.We have dealt in the export of cotton cloth formany years. Our products are of superior quality andare popular with our customers from various parts ofthe world. In order to give you a general idea of ourproduct, we have enclosed a catalogue. Furtherinformation will be available on your request.We are awaiting your prompt reply.Yours faithfully.Unit 31. Whenever you are in the market for the products, please contact us for your requirements directly. (请就你方的需求直接与我方联系).2. If your prices are competitive (如果你方价格有竞争力),we are willing to place our first order for 1200 dozen, i.e. 400 dozen of each type.3. Only the goods which are fine in quality but low in price can interest our customers. (才能吸引我方客户).4. Several of our customers have recently expressed interest in your products and we are enclosing our inquiry for 1,000 pieces of Children’s Bicycles.(现随函附上我方有关一千辆童车的询盘).5. We should be obliged if you will quote us your lowest price CIF New York, U.S.A. (如蒙报给最低成本加运费、保险费美国纽约价)for the following goods.Dear Sirs,We are glad to inform you that Floppy Disk Drive Model No. R1816 is of special interest to us.With the popularity of personal computers, we trust there is a promising market for reasonably-priced drives in our country. If possible, please send us relative technical data and your best quotation CIF Rotterdam for 100,000 pieces, shipment in November, 2004.We shall also be very interested if you have any models in the same range to supply.We look forward to your early reply.Yours faithfully,Un it 41. name of commodity2. article No. of commodity3. packing condition4. price term5. unit price6. quantity7. shipment8. other terms and conditions9. make an offer for sth.10. by separate post1. Thank you for your letter of October 1 asking us to offer you 500 “Midea” Brand Electric Cooker (你方报盘500个美的牌电饭锅)for May shipment.2. For your information, your 5% commission is included in ourquotation(我们的报价中已包含你方百分之五的佣金).3. As requested, we are making you an offer as follows USD 84 per case CIF Xingang (每箱84美元CIF新港).4. The commission on our shoes would be allowed on purchase of not less than 1000 cases (以不少于1000箱的购买量).1. Thank you for your inquiry of March 8 for our famous-brand athletic shoes of Nike, Adidas2. At your request, we are offering you 500 famous-brand athletic shoes of Puma at USD 458 per pair CIF New York.3.The above offer is subject to your reply reaching us before the end ofthis month.4.We are sending you our latest quotation and 5 pairs ofshoes samples.5. Because of the heavy demand for our goods, we suggest your placing orders without delay.Unit 5. You might be interested in our leather shoes.2. If you are interested, we will send you an illustrated sample book.3. Our Hongyu Brand Women’s Shirts are of nice colors, modern designs and good quality.4. The electrical heaters are selling very fast in the new season.5. We are sure that you will be satisfied with this trial order for our furniture.6. As market is advancing, we hope you will place an order as soon as possible.Dear Sirs,We are very pleased to receive your inquiry of April 6. We are sending you our quotation today, and the latest illustrated catalogue and samples by separate post.As request, we are making you a firm offer, subject to your reply here by 5 p.m. our time, Thursday, May 20, as follows: Commodity: Boots for MenSpecifications: more than 20 assortments with new designs of brown or red colors (detailed in catalogue).Quality: the leather used is of superior qualityPrice: FOB Dalian US$ 90 to 295.00 according to various designsPayment: confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time of shipment Packing: at the buy er’s optionShipment: October, 2004Our products are very popular for their modern designs, nice colors, and fine quality. We advise you to place an order as soon as possible.We are looking forward to having your early order.Yours faithfully,Unit61. As the price quoted by us is reasonable, we trust the above will be acceptable to you(我们相信你方能够接受).2. The prices listed in our proforma invoice are all made on FOB Xingang basis (均为新港交货价).3. As soon as you get the Import License(一俟获得进口许可证)，please fax us so that we can get the goods ready.4. This is our best offer (这是我方最优惠的报盘)，which you can not obtain elsewhere.5. In order to promote the development of our business, we have decided to make you an offer on FOB Dalian basis(我们决定按大连交货价向你方报盘).6. Unless otherwise stated, the above offer is subject to prior sale (以先售为条件).1. The offer is subject to the goods being unsold on receipt of your reply.2. In reply to your letter of April 5, we send you samples of our various kinds of goods and please check. And we take pleasure in quoting you the following.3. We trust you will find our offer satisfactory and place considerable orders with us.4. As requested, we are pleased to quote you without engagement the following.5. This is our best price, at which we have concluded manyorders with other buyers in your city.6. We await your valued orders, which will receive our most careful attention.Unit71. We very much regret to inform that (很遗憾地告知) we can’t accept your offer for the cars.2. It is regretful that your price is out of line with the market level (你方报价与市价不符).3. If you make a reduction of 2% on our offer(如果你方把报盘降价2%)，we will close the business.4. You’d better lo wer your prices, for the market is weak (由于市场不坚挺).5. We would like to point out that the prices are our lowest level which make the margin of profit very thin(所获利润微薄).6.The best we can do is to give you a discount of 9% on all orderscoming to us before the end of May (给你方5月底以前来的订单打9%的折扣) as a special concession.7. As a result of the increasing prices of freight(由于运输价格的上涨)，we have to adjust our prices to cover the increasing cost.8. We regret to say that our new prices were put into practice on May 6 (我方的新价格于5月6日起使用).1. appreciate the nice designs and good workmanship of your articles2. persuade our customers to accept your prices3. To come to terms4. allow us a special discount of 5%5. result in a high market share with great profit in the future6. consider this factor7. the market is declining8. we regret to say that9. be out of line with the prevailing market level10. competitive pricesDear Sirs,We are pleased to receive your offer of October 24th for T-shirt and relative your replica sample.Your sample meets our demand and it is no problem for us to give you our authorized letter as per your requirement. We agree to pay 10% deposit too. However your price counts much.As you know, the market is declining. It is difficult for us, as a commissionaire, to persuade our end-users to accept your price. To accept your present quotation would mean a heavy loss to us, not to speak of profit.If you were prepared to reduce your price by, say 5%, we might come to terms.We await your prompt reply.Yours faithfully,Unit 81. We thank you for your quotation of May 23 and the samples you sent us. We are pleased to place an order with you for the following items.2. Enclosed is our S/C No. 68 in duplicate, one copy of which please sign and return to us for our file.3. We are sure that our products will be satisfactory to your customers.4. We are sending you our order for 300 dozen blouse. We shall appreciate it if you can ship the goods as early as possible.5. You have a good reputation for prompt delivery and high quality.1. 所订货物的花式与我们寄给你们的样品完全相同，这一点是非常重要的。

1.正如在谈判时我们已经说过的，贷款必须以保兑的、不可撤销的、凭即期汇票支付的信用证支付。

As we stated during our negotiations that payment should be made by a confirmed,irrevocable letter of credit payable by draft at sight.2.近期原材料成本上涨，如按你公司所提减价15%，将大大影响产品的质量标准。

The cost of raw material has risen rapidly recently,so to reduce the prices by 15% as you mention in your letter will considerably lower our standards of quality.3.本地区对中等价格的高品质手套有稳定的需求，请惠寄贵公司的手套目录一份，详述有关价目与付款条件，并惠赐样品。

There is a steady demand here for gloves of high quality at moderate prices.Will you please send us a copy of your glove catalogue,with details of your prices and terms of payment?It could be most helpful if you supply samples of these gloves at the same time.4.We have arranged for a check-up at the warehouse at the loading port and found that there are some 30 bags left behind broken.This was due entirely to negligence on the part of the forwarding agent.For this,we apologize.我们在装货港安排了仓库检查，发现有30袋留下破损。

1 建立业务关系第一部分●We have obtained your address from….and we are now writing you for the establishment （build up）(enter into ) of business relations .●We have heard from …..that you are in the market for (leading importer)….●On the recommendation of….,which comes within the frame of our business activity .●We write to introduce ourselves as one of the largest exporters of a wide range of Machinery and Equipment .●In reply to your message of…●We should be highly obliged if you could let us have your opinion on their reputation and their financial standing .●Through the courtesy of ….,we come to know your name and address .●We owe your name and address to ….●We are indebted to …. For your name and address .第二部分●Specializing in the export of…we express our desire to trade with you in this line .●we are very well connected with all the major dealers here of …products , and feel sure we can sell large quantities of goods if we get you offers at a competitive prices .●we enclose a copy of our lastest catalog covering the details of all the items available at present .●Please submit full specifications of your….together with terms of payment and discount rate .●Please furnish us with your samples of…closest in designs and quality to those we enclose here .●We have pleasure in forwarding you by air one catalogue and a few samples for your perusal .●Your letter addressed to …has been forwarded to us for attention , as the export of this article is exclusively handled by us .●The company you mentioned is old-established one who has been enjoying high reputation . They have now a sound business standing with an excellent business turnover .●As (with regard to/regarding) to our standing , we are permitted to mention the ….. , as a reference .●It will be a great pleasure to receive your inquiries for any of the items against which we will send your our lowest quotations .●Should , by chance ,your corporation not deal with the import of the goods mentioned above ,we would be most grateful if the letter could be forwarded to the correct import corporation .●We have extensive sales network for this line of goods , so we are confident that we can sell your products at lowest possible prices .第三部分●Please let us have all necessary information regarding your products for export .●We are looking forward to your favourable and prompt reply .●We would be highly appreciate it if you would respond to our request at your earliest convenience .●Your immediate（prompt/favourable）reply would be highly appreciated .2 询价Dear sirs ,We are glad to note from your letter of March 9 that ,as exporters of Chinese Cotton Piece Goods , you are desirous of entering into direct business relations with us .This happens to coincide with our desire .At present , we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues ,samples and all necessary information regarding these goods so as to acquaint us with the quality and workmanship of your supplies .Meanwhile please quote us your lowest price ,CIF Vancouver , inclusive of our 5% commission,starting the earliest date of shipment .Should your price be found competitive and delivery date acceptable , we intend to place a large order with you .We trust you will give us an early reply .3 报价Dear sirs,we thank you for your enquiry of August 22 and are pleased to send you our quotation for the goods your required as follow:commodity:”white Rabbit”Brand woolen mixed blanket No.33size:12*45 inweight:…bsColour:yellow ,green assortmentQuantity:…..pcsPrice:US$...per piece CIF….You are cordially invited to take advantage of this attractive quotation . we are anticipating a large order from the USA ,and that will cause a sharp rise in price .we look forward to receiving your order .回复Dear sirs ,”white Rabbit”Brand woolen mixed blanketThank you for your quotation of August 24 for 1000 pieces of the captioned goods .we immediately contacted our customers and they showed great interest because there is a growing demand for woolen blankets .The prices you quoted , however , are found too much on the high side .ABC company ,one of our customers ,told us that they would possibly order 2000 pieces of the goods ,provided that you can reduce your prices toUS%...per piece .ABC company is one of the leading importers in our country , so there is a good chance of finalizing an order with them if the present price can be lowered to meet their requirement . we hope you will take advantage of this chance so that you will benefit from the expanding market .we are most anxious that you will do your utmost to reduce the price and we await your reply with great interest .4 还盘Dear sirs ,Your offer NO.12 for Haier Refrigeratorswe have received your offer No.12 offering us 2500 sets for three designs of subject goods .In reply , we regret to inform you that our clients find your prices much too high .Information indicates that some kinds of said articles made in other country has been sold here at level about 5% lower than that of yours .we do not deny that the quality of your products is slightly better , but the difference in price should ,in no case,be so big .To step up the trade ,we counter offer as follows ,subject to your reply here by 5 pm ,our time ,18 Feb:US $240 for BYD212As the market is of keen competition , we recommend your immediate acceptance.we thank you for your quotation of 3 Feb for 100 sets of … we find your price as well as delivery date satisfactory ,however we would give our suggestion of an alteration of your payment terms .Our past purchase of other household electrical appliances from you has been paid as a rule by confirmed ,irrevocable letter of credit at sight .On this basis ,it has indeed cost us a great deal . From the moment to open credit till the time our buyers pay us ,the tie-up of our funds lasts about four months .Under the present circumstances ,this question is particularly taxing owing to the tight money condition and unprecedentedly high bank interest .In view of our long business relations and our amicable cooperation prospects , we suggest that you accept either”cash against documents on arrival of goods”or “drawing on us at 60day’s sight”.Your first priority to the consideration of the above request and an early favourable reply will be highly appreciated .5 订单，接受和回绝和续订单订单例一：Dear sirs ,Re:NV-FJ630Video camera recorderFurther to our recent discussions through fax and e-mail , we should like to confirm details of ordering the above mentioned goods:Quantity Description Unit price Amount500pieces NV-FJ630 USD120 USD60000The above price is on CFR Guangzhou Basis .Packing :Each piece is packed in a polybag then in a carton . Payment:By irrevocable documentary letter of credit opened with Bank of China and drawn at sight .Delivery:As we need the goods urgently ,please deliver within 40 days after receipt of the order .we would like you to send us your acknowledgement of this order at your earliest convenience . when we receive your acknowledgement we will arrange to apply for L/C.Your early attention to this order will be highly appreciated .例二Dear sirsWe thank you very much for your quotation of 15 February and the sample sweaters . we find both quality and prices satisfactory and are pleased to place an order with you for the following:10 doz. cashmere sweaters ,small ,US$120 per doz .Packing: Each sweater to be packed in a polybag , per dozen in a tinlined carton , with 10dozen to a wooden case .Other terms as per your quotation .we expect to find a good market for the above and hope to place further and larger orders with you in the near further .接受Dear sirsWe are very pleased to receive your order No.BD135 for furniture .we accept the order and are enclosing you our Sales Confirmation No.135 in duplicate of which please countersign and return one copy to us for our file . we trust you will open the relative L/C at an early date .As to the items A and B , we shall arrange delivery as soon as we get your L/C , and for items C and D we shall ship accordingly .Hoping the goods will turn out to your entire satisfaction and we may have further orders from you .回绝Dear sirs ,we refer to your Order No246 and regret to say that we are not able to accept your bid price for Frozen Rabbit Meat .AS you may be aware that the prices for foodstuffs have gone up sharply owing to the rough weather . so it is impossible to purchase supplies at economic prices . Moreover , we have improved our packing method , asyou may have seen from our samples ,which cost us a lot . The price ,therefore ,is 8%higher than your bid .As the market is firm with an upward tendency , we advise you to accept our price without delay . In view of our long business connection we will definitely keep supplies available for you if you amend the price in your order within 5 days .例二Dear sirs ,Your order No.456Refering to the 50 metric tons of Silicon Steel Sheet under your Order No.456, we regret to tell you that we have no stock of the goods you required for the time being and do not expect further deliveries for at least another two months .Before then you may have been able to obtain the goods elsewhere , but if not we will revert to this matter as soon as our new supplies come up .we are enclosing 2 copies of our catalog covering all the articles available at present .If you need any of the items please inform us . we assure you that your requirement will receive our prompt attention at all times .6 信用证的开立，审证开立Dear sirs ,we are glad to inform you that we have now opened an irrevocable letterof credit through the Bank of …..in your favour .Please make sure that the shipment is effected within September , since punctual delivery is one of the important considerations in dealing with our market .we are awaiting your shipping advice .例二Dear sirs ,Re: Your order No.456 for ammonium sulphateWith reference to our faxes dated the 20th of April and the 18th of May , requesting you to establish the L/C covering the above mentioned order ,we regret having received no news from you up till now .we wish to remind you that it was agreed, when placing the order , that you would establish the required L/C upon receipt of our confirmation .Needless to say , we are placed in a very embarrassing situation now that one month has elapsed and nothing whatsoever has been heard from you . As the goods have been ready for shipment for quite some time , it behoves you to take immediate action ,particularly since we cannot think of any valid reason for further delay of opening the credit .例三Dear sirsOur sales confirmation No.11Reference is made to the 1000 cartons of …..under the subject sales confirmation , we wish to draw your attention to the fact that the date of delivery is approaching ,but up to the present we have not received the covering L/C .Please do your utmost to expedite its establishment , so that we may execute the order within the prescribed time .In order to avoid subsequent amendments ,please see to it that the L/C stipulations are in exact accordance with the terms of the contract .We look forward to receiving your favourable response at an early date .7 装运Dear sirsL/C NO.11 issued by the Bank of ….has duly arrived .On perusal , we find that transshipment and partial shipments are not allowed .As direct steamers to your port are few and far between , we have to ship via HK more often than not .As to partial shipment ,it would be to our mutual benefit if we could ship immediately whatever is ready instead of waiting for the whole shipment to be completed . Therefore ,we are asking you to amend you L/C to read”Partshipments and transshipment allowed”.we shall appreciate it if you will modify promptly the L/C as requested . 例二Dear sirs,Re ：L/C No.11 issued by First National city BankWe have received the above L/C established by you in payment for your Order No.11 covering 200 cases of…when we checked the L/C with the relevant contract , we found that the amount in your L/C is insufficient ,The correct total CIF New York value of your order comes to US$2750 instead of US$2550 , the difference being US$200 .Your L/C allows us only half a month to effect delivery .But when we signed the contract we have agreed that the delivery should be made within one month after receipt of the L/C.As to packing , the contract stipulates that the goods should be packed in cartons and reinforced with nylon straps outside , but your L/C required metal straps instead . We think we should arrange the packing according to the contract .In view of the above , you are kindly requested to increase the amount of your L/C by US$200 , extend the shipment and validity to Sep 15 and 30 respectively , as well as amend the term of packing . Meanwhile please advise us by fax .Dear sirs ,Re: Your L/C No.11we have received your L/C No.11 for the amount of …to cover your order No.11 for 20 metric tons of…The said credit calls for shipment on or before the 31st of December. As the earliest steamer sailing for your port is S.S”PEACE”scheduled to leave shanghai on or about Jan3 next year , it is ,therefore, impossible for us to effect shipment at the time you named .This being the case , we have to ask you to extend the date of shipment to the 15th of January ,under advice to us by fax .Dear sirsL/C No.11 Frozen Rabbit Meatwe thank you for your L/C No.11 for the captioned goods . we are sorry that owing to some delay on the part of our suppliers , we are unable to get the goods ready before the end of this month .So we write to you asking for an extension .It is expected that the consignment will be ready for shipment in the early part of May and we are arranging to ship it on S.S “Red Star”sailing from HK on May 10 .We are looking forward to receiving your extension of the above L/C , thus enabling us to effect shipment of the goods in question .7 装运例一Dear sirsRe: Our Order NO.11With reference to the shipment of our Order No.11 for 100 cases of China Wares , we wish to draw your attention to the following:As the goods are susceptible to be broken , the wares must be packed in wooden cases capable of withstanding rough handling .Please mark the cases with our initials in a diamond , under which comes the destination with contract number and stencil conspicuously the words:”FRAGILE ,HANDLE WITH CARE”on both sides of the cases .we trust that the above instructions are clear to you and that the shipment will give the users entire satisfaction .集装箱Dear sirswe have 50cases of medicines and chemical reagents at the above address ready for dispatch to any European Main Port ,and shall be glad if you will arrange for your shipping container to collect them .Each case weights 60 kgs.As our requires us to ship the goods not later than July 15 ,please quote us for a shipping container from HK to the above mentioned port before that deadline .Your early quotation will be highly appreciated .包装Dear sirswe regret to inform you that of the 150 cartons of Iron Nails you shipped Dubai on April 12,20 were badly damaged ,of course through no fault of yours .we are now writing to you in regard to the packing of these nails , which we feel necessary to clarity for our future dealings .The packing for Dubai is to be in cartons of 112 1bs net ,each containing 7 1bs *16packets . For Malta , we would like you to have the goods packed in double gunny bags of 50/60 kilos each .As for the British market ,our buyers prefer 25-kilo cartons .Kindly let us know whether these requirement could be met .8 申诉，索赔和理赔错发货物Dear sirsOur Order No.11we duly received the documents and took delivery of the goods on arrival of the S.S”Lucky”at Shanghai .we are much obliged to you for the prompt execution of this order .Everything appears to be correct and in good condition expect in case NO.11.Unfortunately when we opened this case we found it contained completely different articles ,and we can only presume that a mistake was made and the contents of this case were for another order .As we need the articles we ordered to complete deliveries to our own customers , we must ask you to arrange for the dispatch of replacement at once . We attach a list of the contents of case NO.11 ,and shall be glad if you will check this with our order and the copy of your invoice .In the meantime , we are holding the above-mentioned case at your disposal . Please let us know what you wish us to do with it .Dear sirsYour Order No.11 per S.S “Lucky”Thank you for your fax of … we were glad to know that the consignment was delivered promptly , but it was with great regret that we heard case No.11 did not contain the goods you ordered .On going into the matter we find that a mistake was indeed made in packing ,through a confusion of number ,and we have arranged for the right goods to be dispatched to you at once . Relative documents will be mailed as soon as they are ready .we will appreciate it if you will keep case No.11 and contents until called for by the local agents of World Transport Ltd.,our forwarding agents ,whom we have instructed accordingly .Please accept our many apologies for the trouble caused to you by the error .迟交Dear sirsOur Order No.11we are referring to our Order No.11 for Hand Tools . when we gave you our order on June 1st we stated explicitly that we wanted delivery not later than 15th July and you have confirmed our order accordingly . Since the date you confirmed our order ,one month has passed but we are surprised that we have not yet received the goods or any advice from you when we can expect delivery .we must point out to you that this delay is very seriously inconveniencing us , and we ask you give the reason of the non-execution of our order . In the event of your being unable to supply us we shall be compelled to cancel the order and get these goods from other sources .Dear sirsYour Order No.11we have received your letter of July 15 and very much regret the delay which has occurred in the execution of your Order No.11 .This was occasioned by a serious breakdown in our supplier’s machinery ,in consequence of which all their work was brought to a standstill for several days . The damage , however , has been repaired ,and we can assure you we will lose no time in the prompt delivery of the goods .we may expect to receive the goods by the 25th .we regret the inconvenience you have sustained , but trust this unavoidable accident will not influence you unfavourably in future orders.质量低劣Gentlemen :we have received the goods of our OrderNo.11 for 200 cases Muslins ,which you shipped by the S.S “FengQing”,but much to our regret we have to inform you that we have received serious complaints from our buyer . He states that the goods are not only much inferior in quality , but a number of pieces are woven narrowly to the pattern submitted by you . These faults make the good quite unsalable in this market .we are , however ,making efforts to settle the matter amicably , but in case our buyer persists in making complaint , there is no way for us but put the matter before the Chamber of Commerce of Singapore for arbitration , and any allowance that we may have to make will be debited to you in due course .we hope the matter will come to your best attention .索赔Dear sirsRe: Claim for 10000pcs of Valveswe are enclosing a copy of the Inspection Certificate No..11 issued by the Shanghai .The certificate proved that the above goods we received on May 5 are much inferior in quality to your previous samples .As this lot of goods is of no use at all to us , we require you refund the invoice amount and inspection fee of the goods amounting to US$...we trust you will promptly settle this claim .As soon as the settlement is accomplished , we will send the goods back to you .All the expenses will be for your account .理赔Your claim for 1000pcs of ValvesFurther to our fax of May 16 , we are writing to tell you that our representative has looked into the matter and found that it was a mistake by our staff at the warehouse . we are , therefore ,going to settle the claim.But our proposal of settlement is that we will immediately send to you replacements of which the quality is guaranteed .As to the valves you received ,we will be highly appreciated if you try to sell for us in your market at our quoted price ,i.e US$....per piece including your..%commission .If you agree with our proposal , please inform us by fax.we feel greatly regretful for the inconvenience you have sustained and would like to assure you that all possible steps will be taken to avoid suchmistake happening again .不良包装Dear sirsOur Order NO.11we received this morning the 20 cartons of Wool Carpet under our Order No.11 per S.S “CHENGFENG”. we found that one side of 8 cartons were worn and torn and 4 cartons were broken and the carpets were in the open .It was obviously attributed to improper packing .Though the carpets can be used ,we have to sell them at a price much lower than usual . In view of the above we suggest you give us 20%of discount on the invoice value or we will return the goods to you and ask for replacements .Please let us know your decision as soon as possible .回复Dear sirsYour claim on order NO.11we regret to learn from your letter of Sep8 that your Order No,11 of 20 cartons of Wool Carpet arrived in poor condition .If we were at fault we would be responsible to agree to your proposal . But in view of the fact that our goods were carefully packed by experienced workman and sent out in perfect condition as shown by a copy of the clean B/L which we enclose herewith . We are certain theywere damaged through careless handling while in transit .we therefore suggest you had better enter a claim immediately against the shipping company .If you will send us the papers which show exactly the condition the goods reached you , we will take up the matter for you with the view of recovering damages from the shipping company .we are awaiting your reply .短重Dear sirsRe: Our Order NO.11we have just received the Survey Report from …..evidencing that the captioned goods unloaded here yesterday was shortweight 1111kg . A thorough examination showed that the short weight was due to the improper packing , for which the suppliers should be definitely responsible .On the basis of the said organization’s Survey Report , we hereby register a claim with you for ….in all .we are enclosing the Survey Report No.11 and look forward to settlement at an early date .。