外贸英语学习资料.docx
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外贸英语学习资料
外贸英语学习资料
国际商务英语写作
（1）业务拓展开发
每天学习一点点，坚持一年后，你会发现你已经站在更高的一个台阶了。
“Nocustomer,nobusiness”isasayingcommonlyknowninthebusinessworld,soanyfirmengagedinforeigntradeneedsextensivebusinessconnectionstomaintainorexpanditsbusinessactivities.Therefore,abusinessmustnotonlydowhatitcantoconsolidateitsestablishedrelationsbutalsodevelopandrevitalizeitstradebysearchingfornewconnections.Inotherwords,theestablishmentofbusinessrelationsisoneoftheimportantundertakingsofanycompany.Foranewlyestablishedfirm,toseekprospectiveclientsisofevengreaterimportance.
业务开发拓展的信，重要性不用赘述。
以下是参考例句：
1、Sourcesofinformation获知对方信息的来源介绍
?
Ilearnedyouresteemedcompanythrough（from）thetrademagazinethe
BusinessWorldthatyouareinthemarketforbundlingmachines.
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WehaveseenyouradvertisementinTheNewYorkandshouldbegladto-------?
HavinghadyournameandaddressfromtheCommercialCounselor’sOfficeofourEmbassyintheUK,we-----
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Yournamewasreferred（recommended/given/passedon）tousbythePRCconsulinyourXXXasalargeexporterofWoolenGoods.
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Ontherecommendationof（throughthecourtesyof）Johnson&Co.,Ltd.Inyourcity,wearegiventounderstandthatyouare----
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Weareappreciative（indebted/beholden/impassioned）foryournameandaddresstoMr.JohnSmith,CanadianAmbassadorinBeijing.
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IthascometoourattentionthroughZhejiang’sTradeDirectorythatyouarealargeimporterofhomeelectricalappliances.
2、Purposeofletters写信的目的
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Pleaseallowustoexpressourhopeofopeninganaccountwithyou.
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Havingbeendeeplyinterestedinthequalityofyourproducts,wearedesirousofdoingbusinesswithyou.
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SpecializingintheexportofChinesefoodstuffs,wewishtoexpressourdesiretotradewithyouinline.
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Wearegladtoforwardtoyouthisintroductoryletter,hopingthatitwillbethepreludetomutuallybeneficialrelationsbetweenus.
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Wetakethelibertyofwritingtoyouwithaviewtoestablishingbusinessrelationswithyou.
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Ourlatestpricelistwillbesenttoyouuponrequest.
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Enclosedareourcatalogandpricelistcoveringthecompletelineofourgoods.?
Theenclosedcatalogwillgiveyouagoodknowledgeofthearticleswearehandling.
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Shouldyoudesire,wewouldbepleasedtosendyoucatalogstogetherwithexportpricesandestimatedshippingcostsfortheseitems.
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Toacquaintyouwiththelightindustrialgoodswehandle,wearesendingyou,byseparateairmail,severalpamphletsforyourreference.
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Foryourreferenceweareenclosingourlatestillustratedcatalogtogetherwiththepricelistonselectedgoodswhichwebelievewouldbeofinteresttoyou.
3、Friendlyclose友好结尾
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Weawaityourfavorablereplyinthenearfuture.
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Welookforwardverymuchtopleasantbusinessrelationswithyou.
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Wethankyouinadvanceforyourkindlyattentionandhopetohearfromyousoon.
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Wewouldbeobligedifyouwouldreplyatanearlydate.
国际商务英语
（2）询盘和回复
每天学一点，坚持一年后，你会发现你已经站在更高的一个台阶了。
通常，询盘都是买家写给卖家的信件。
一般是有两类：
笼统的询问或是索要产品目录、价格表等，而没有指明具体的型号和要求。
另一类是针对性强、有具体的产品和要求。
通过询盘信件的内容，以及邮件地址，我们基本可以判断出对方公司的实力和目的。
通过网络搜索，我们甚至可以得知买家最近进口的商品，以及从哪个生产商进口。
分析了客户的需求，从而可以有目的的、针对性强的报上客户有兴趣的内容。
有用的参考例句：
Self-introduceandreasonsforinquires
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Wewritetointroduceourselvesasaleadingimporterofsurgicalinstrumentsandweareinterestedin---
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Wearelargedealersinitandknowthereisapromisingmarketinourareafor
moderatelypricedgoodsofthiskind.
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Wehavereceivedanumberofinquiriesforportableelectronicgameswhichwethinkwillhavegreatdemandhere.
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Weareinterestedinyourman’sshirtsdisplayedinyourshowroom.
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Weareinterestinyouradvertisementinthismonth’sissueofChinaForeignTradeandweshouldliketoreceivefulldetailsofyourcommodities.
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YourproductsareofgreatinteresttooneofourclientsinTianjin,whowishestohaveyourquotationsfortheitemsspecifiedbelow.
Makinginquiriesorrequests
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Wewouldbemuchobligedifyoucouldsendusacompletesetofleafletssoastogiveusageneralideaoftheexportitemsyouhandle.
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Pleaseinformusofyourtermsofpaymentanddiscountsallowedonregularpurchasesofquantitiesnolessthan100000units.
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Youarekindlyrequestedtoupdateusonthepricesandavailablilityforthefollowingproducts.
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Pleaseadviseifyouareabletoofferthisproductandincludeleadtime,packingandpriceFOBChinaportandCIFChicago.
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Itwouldbequitehelpfulifyoucouldsupplyuswithyournewlydevelopedproducts.
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Wewouldliketohaveabookletwhichincludesyourlatestdesignsforbuildinguptheequipment.
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Wearethinkingofgettingasupplyofquilts.pleasesendusyourbestofferbycableindicatingoriginandpacking.
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WehavepleasureinenclosingourinquiryNo0086againstwhichyouarerequestedtomakeusanofferonFOBbasis.
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WeshouldappreciatefurtherinformationwithregardtotheinfantsuitsadvertisedbyyouinBeijingWeekly.
Offeringalluringtermsforafavorablereply
1、Iftermsanddeliverydatearesatisfactory,weshouldexpecttoplaceregularorderswithyou.
2、Shouldyourpricesbefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.
3、Weshallmakedeliveryofthegoodsuponreceiptofyourorder.
4、Youmaybecertainthatthedependablequalityofthematerialwillgiveyoueverysatisfaction.
5、Wehavetheproductsofthefinestmaterialsandthehighestcraftsmanshipandshallbereadytograntyoua20%specialdiscountforaquantityofmorethan100dozen.
Acknowledgingreceiptofaninquiry
1、Yourletterinquiringaboutourfurniturewasbroughttomyattention.2、Wethankyouforyourletter---andarepleasedtoinformyouthat----3、Wetakepleasureinacknowledgingyourletterof----
4、WewelcomeyourinquiryofMay26andthankyouforyourinterestinourproducts.
5、ThankyouforyourfaxdatedMarch8threquestinginformationaboutourpricesfor---
Givingreplies
1、Itgivesusmuchpleasuretosendyouthecatalogaskedforinyourletterofyesterday.
2、Thesampleswhichareenclosedwiththisletterwillgiveyouanideaoftheexcellentqualityofourproducts.
3、Weareappreciativeofyourefforttoputournewproductsonyourmarketandhopetheinformationenclosedherewithbeofgreathelptoyou.
4、Incompliancewiththerequestinyourletter,weinformyouthatwehavelong-termestablishedrelationswiththemajordealersinthelineofprinting.
5、Wearepleasedtoforwardyouthesamplesofourproductswiththeirquotationanddiscountforyourreference.
6、Wearenowsendingyouaquotationsheetforyourconsideration.pleasebeinformedthat,onaccountofthefluctuationsofforeignexchange,thequotationissubjecttochangewithoutpreviousnotice.
7、Unfortunatelywearenotinapositiontomakedeliverywithin2monthsfromreceiptofyourorder,owingtoaheavydemandforthearticlefromCanada.
8、Weregrettoinformyouthatwedonothaveinstockthegoodsofthedesiredquality.
9、Weregretthatitisimpossibletoacceptyourcounteroffer,eventomeetyouhalfway;thepriceofrawmaterialhasadvanced20%andweshallshortlybyissuinganadvancedpricelist.
10、Althoughweareanxioustoopenupbusinesswithyou,weregretthatitisimpossibleforustoallowthereductionaskedfor.
11、Weregrettoinformyouthatwearenotinapositiontomeetyouneedforthesaidgoods.Onceoursuppliesarereplenished,weshallbeonlytoopleasedtoreverttothismatter.
12、Asthegoodsofyourspecificationsareinshortsupply,weintendtofurnishyouwithourT-315asasubstitute,whichisofgoodqualityandveryclosetospecificationsbutwillbeofferedatamorefavorableprice.
Friendlyclose
1、Thankyouforyourcooperationinthismatter.
2、Ishouldliketoexpressmyappreciationforyourassistance.3、Pleasefeelfreetocontactusifyouhaveanyquestions.
4、Mayweexpectatrialorderfromyouwhilepricesaregreatlyinyoufavor.5、Wehopethiswillgiveyoutheinformationneeded.
6、Wearereadytoprovideanyfurtherinformationorsampleasrequestedandlookforwardtoyourfavorablereply.
国际商务英语写作（3）上篇
每天学一点，坚持一年后，你会发现你已经站在更高的一个台阶了。
Quotations,OffersandCounter-offers报价、报盘、还盘
Canyoudifferentiate（distinguish）aquotationfromanoffer?
你能区分报价和报盘吗？
下面就简述一下什么是报价、报盘和还盘。
Offer翻译为报盘或发盘，是外贸业务中的一个环节，是对inquiry（询价）的答复。
它是交易的一方（通常是卖方）向对方提出某种交易条件（包括货名、数量、规格、价格、交货期等），并愿意按此条件成交。
Offer作报盘讲时，有实盘（firmoffer）和虚盘（nonfirm或offerwithoutengagement）之分。
如附有firmfor3days的是实盘，附有subjecttoourfinalconfirmation的是虚盘。
实盘是指报盘人在有效期内不得随意撤回或修改报盘的内容，并且报盘一经对方有效期内无条件地接受，交易即告成立，双方就有了法律约束力的合同关系。
但是，在实际业务中，往往要在卖方报盘后，买方提出意见或正式的还盘（counteroffer），甚至要经过双方多次反复磋商，才能达成交易。
按一般惯例，当对方对实盘提出不同意见或还盘时，该实盘即宣告失效，对报盘人即无约束力。
至于虚盘，因在报盘中附有保留条件（如subjecttoourfinalconfirmation等），一般地说，对报盘人没有约束力。
总而言之，quotation就是报价单，没有约束力；offer是报盘，具体有价格、条款、数量、规格、包装、付款方式、有效期等。
报盘在法律上负有责任，在有效期内有约束力，双方接受了后，就达成交易。
Aquotationisapromisetosupplygoodsonthetermsagreeduponbybothparties.Butitcannotbeseenasanofferbecauseitlacksanexpresspromisetosell.Thustheprospectivebuyerisnotobligedtopurchasethegoodsforwhichaquotationisrequested,whilethesellerdoesnothavetosellwhathasbeenpreviouslyquotedfor.Aquotationisnotanofferinthelegalsense,
becausethesellercanwithdrawit.
Anofferismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Itisusuallyareplymadebyabuyer.Itnotonlyquotesthepricesforproductstheexporterwanttosell,butalso
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