外贸函电常用范文.docx

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外贸函电常用范文.docx

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外贸函电常用范文.docx

外贸函电常用范文

Setnewbusinessrelationship

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。

DearMr.Jones:

Weunderstandfromyourinformationpostedon

Athatyouareinthemarketfortextiles.Wewouldliketotakethisopportunitytointroduceour

companyandproducts,withthehopethatwemaywork

withBrightIdeasImportsinthefuture.

Weareajointventurespecializinginthemanufactureand

exportoftextiles.Wehaveenclosedourcatalog,which

introducesourcompanyindetailandcoversthemain

productswesupplyatpresent.Youmayalsovisitour

website,whichincludesourlatestproduct

line.

Shouldanyoftheseitemsbeofinteresttoyou,pleaselet

usknow.Wewillbehappytogiveyouaquotationupon

receiptofyourdetailedrequirements.

Welookforwardtoreceivingyourenquiressoon.

Sincerely,

JohnRoberts

2.Makeaninquiry

询盘的内容主要是商品的价格、包装、交货期、付款方式等。

询盘信应简洁、清楚、礼貌。

DearSirorMadam:

MessrsJohnsandSmithofNewYorkinformusthatare

exportsofallcottonbed-sheetsandpillowcases.Wewould

likeyoutosendusdetailsofvariousranges,including

sizes,colorsandprices,andalsosamplesofthedifferent

qualitiesofmaterialused.

Wearelargedealersintextilesandbelievethereisa

promisingmarketinourareaformoderatelypricedgoods

ofthiskindmentioned.

Whenquoting,pleasestateyourtermsofpaymentand

discountyouwouldallowonpurchasesofquantitiesofnot

lessthan100dozenofindividualitems.Pricequoted

外贸交流学习商业目的请联系实惠网（）

Yoursfaithfully

3.Makeanoffer

报盘函是指卖方在销售某种商品时，向买方报价、介绍商品

情况。

提出交易条件（包括商品名称、数量、价格、付款条

件、交货日期等）时所写的一种外贸信函。

报盘有实盘和虚

盘之分。

实盘是报盘人在规定的期限内对所提条件的肯定表

示，报盘人在有限期内不得随意改变和撤回报盘内容，报盘

一经买方接受，买卖立即敲定，双方就有了法律约束力的合

同关系。

虚盘是报盘人所作的非承诺性表示，附有保留条件，

如“以我方最后确认为准（subjecttoourfinalconfirmation）

_”等。

（a.）firmoffer

DearMr.Jones:

Wethankyouforyouremailenquiryforbothgroundnuts

andWalnutmeatCNFCopenhagendatedFebruary,21.

外贸交流学习商业目的请联系实惠网（）

Inreply,weofferfirm,subjecttoyourreplyreachinguson

orbeforeFebruary26for250metrictonsofgroundnuts,

handpicked,shelledandungradedatRMB2000netper

metrictonCNFCopenhagenandanyotherEuropean

MainPorts.Shipmenttobemadewithintwomonthsafter

receiptofyourorderpaymentbyL/Cpayablebysightdraft.

Pleasenotethatwehavequotedourmostfavorableprice

andareunabletoentertainanycounteroffer.

Asyouareawarethattherehaslatelybeenalarge

demandfortheabovecommodities.Suchgrowingdemand

willlikelyresultinincreasedprices.Howeveryoucan

securethesepricesifyousendusanimmediatereply.

Sincerely,

（b.）no-firmoffer

DearMr.Jones:

外贸交流学习商业目的请联系实惠网（）

WethankyouforyourletterdatedApril8inquiringabout

ourleatherhandbags.Asrequested,wetakepleasurein

offeringyou,subjecttoourfinalconfirmation,300dozen

deerskinhandbagsstyleNo.MS190at$124.00perdozen

CIFHamburg.Shipmentwillbeeffectedwithin20days

afterreceiptoftherelevantL/Cissuedbyyourfirstclass

bankinourfavoruponsigningSalesContract.

Wearemanufacturingvariouskindsofleatherpursesand

waistbeltsforexportation,andenclosedabrochureof

productsforyourreference.Wehopesomeofthemmeet

yourtasteandneeds.

Ifwecanbeofanyfurtherhelp,pleasefeelfreetoletus

know.Customers'inquiriesarealwaysmeetwithour

carefulattention.

Sincerely,

4.Makeacounteroffer

外贸交流学习商业目的请联系实惠网（）

买方收到卖方的报盘后，如果不接受或者不能完全接受其交

易条件，可以针对价格、支付方式。

装运期等主要条件进行

修改和提出不同的建议。

这种修改称为还盘。

DearSirorMadam

WeacknowledgereceiptofbothyourofferofMay6and

thesamplesofMen'sShirts,andthankyouforthese.

Whileappreciatingthegoodqualityofyourshirts,wefind

yourpriceisrathertoohighforthemarketwewishto

supply.

WehavealsotopointoutthattheMen'sShirtsare

availableinourmarketfromseveralEuropean

manufacturers,allofthemareatpricesfrom10%to15%

belowthepriceyouquoted.

Suchbeingthecase,wehavetoaskyoutoconsiderifyou

canmakereductioninyourprice,say10%.Asourorder

外贸交流学习商业目的请联系实惠网（）

worthwhiletomakeaconcession.

Wearelookingforwardtoyourreply,

Sincerely,

DearSirorMadam,

WeconfirmhavingreceivedyourtelexNo.LT/531ofMay

17,askingustomakea10%reductioninourpricefor

Men'sShirts.Muchtoourregret,weareunabletocomply

withyourrequestbecausewehavegivenyouthelowest

possibleprice.Wecanassureyouthatthepricequoted

reflectsthehighqualityoftheproducts.

Westillhopetohavetheopportunitytoworkwithyouand

anyfurtherenquirywillreceiveourpromptattention.

Sincerely,

外贸交流学习商业目的请联系实惠网（）

接受是交易的一方完全同意对方的报盘或还盘的全部内容

所作的肯定表示。

一经接受，交易即告成立，买卖双方分别

承担自己的义务。

DearSirorMadam,

Subj:

Leathershoes

WeacceptyourcounterofferofJuly7thandarepleasedto

confirmhavingconcludedthetransactionofthecaptioned

goodswithyou.Ourfactoryhasinformedusthattheycan,

atpresent,entertainedordersof20,000pairsperweek.

Thus,youcanrestassuredthatyourorderof50,000pairs

forshipmentnextmonthwillbefulfilledascontractedupon.

However,emphasishastobelaidonthepointthatyour

L/Cmustreachherebytheendofthismonth.Otherwise,

shipmenthastobedelayed.

外贸交流学习商业目的请联系实惠网（）

No.37G4321induplicate.Pleasecountersignandreturn

usonecopyforrecords.Weappreciateyourcooperation

andtrustthatourproductswillturnouttoyoursatisfaction.

Sincerely,

6.Payment

国际贸易主要付款方式有三种：

（1）汇付（Remittance），

包括信汇（MailTransfer），电汇（TelegraphicTransfer）和

票汇（DemandDraft）；

（2）托收；（3）信用证。

目前信用证

是最普遍的一种付款方式。

DearSirorMadam,

WethankyouforyourorderNO.23A46for200Air

Conditionersandappreciateyourintentiontopushthe

salesofourproductsinyourcountry.However,your

suggestionofpaymentbytimeL/Cisunacceptable.Our

usualpracticeisacceptordersagainstconfirmed

外贸交流学习商业目的请联系实惠网（）

madeandallowtransshipmentandpartialshipments.

Aspertheabovetermswehavedonesubstantialbusiness.

Wehopeyouwillnothesitatetocometoagreementwith

usonpaymenttermssoastogetthefirsttransaction

concluded.

Yourfavorablereplywillbehighlyappreciated.

Yoursfaithfully,

DearSirs:

May1,2001

Inquiriesregardingournewproduct,theDeer

MountainBike,havebeencominginfromallpartsof

theworld.Reportsfromusersconfirmwhatweknew

beforeitwasputonthemarket-thatitisthebest

mountainbikeavailable.Enclosedisourbrochure.

Yoursfaithfully

2.提出询价

DearSirs:

Jun.1,2001

Wereceivedyourpromotionalletterandbrochure

today.Webelievethatyourwoulddowellherein

theU.S.A.Kindlysendusfurtherdetailsofyour

pricesandtermsofsale.Weaskyoutomakeevery

efforttoquoteatcompetitivepricesinorderto

secureourbusiness.Welookforwardtohearing

fromyousoon..

外贸交流学习商业目的请联系实惠网（）

3.迅速提供报价

Gentlemen:

June4,2001

ThankyouforyourinquiryofJunethe1st

concerningtheDeerMountainBike.Itgivesusgreat

pleasuretosendalongthetechnicalinformationon

themodeltogetherwiththecatalogandpricelist.

Afterstudyingthepricesandtermsoftrade,youwill

understandwhyweareworkingtocapacitytomeet

thedemand.Welookforwardtotheopportunityof

beingofserviceofyou.

交易的契机

4.如何讨价还价

Gentlemen:

June8,2001

外贸交流学习商业目的请联系实惠网（）

carefully.However,thepricelevelinyourquotation

istoohighforthismarket,Ifyouarepreparedto

grantusadiscountof10%foraquantityof200,we

wouldagreetoyouroffer.Youshouldnotethat

somepricecutwilljustifyitselfbyanincreasein

business.Wehopetohearfromyousoon.

Yourstruly

5-1同意进口商的还价

DearSirs:

June12,2001

ThankyouforyourletterofJunethe8th.Wehave

acceptedyourofferonthetermssuggested.

Enclosedourwillfindaspecialpricelistthatwe

believewillmeetyourideasofprices.Youshould

notethattherecentadvancesinrawmaterialshave

affectedthecostofthisproductunfavorably.

However,foryourorderwehavekeptourprices

外贸交流学习商业目的请联系实惠网（）

Sincerely

5-2拒绝进口商的还价

DearSirs:

June12,2001

ThankyouforyourletterofJunethe8th.Weregret

thatwecannotmeetyourterms.Wemustpointout

thatthefallingmarkethereleavesuslittleorno

marginofprofit.Wemustaskyouforakeenerprice

inrespecttofutureorders.Atpresentthebest

discountofferedforaquantityof200is5%.Our

currentsituationleavesuslittleroomtobargain.We

hopeyouwillreconsidertheoffer

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