POCIB贸易函电范本.docx

POCIB贸易函电范本.docx

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POCIB贸易函电范本

贸易函电是贸易实务中最为重要的环节之一，POCIB对函电的要求也较高，并且在评分中非常重要，会有老师定期人工批改大家的函电，请大家注意以下几点：

1、选择正确的“业务种类”，明示标题。

2、选择合适的贸易函电格式书写函电，如齐头式、缩进式、混合式等。

3、全部使用英文撰写，要求语言简洁、流畅，无语法和拼写错误。

切忌在函电中使用中文。

4、尽量使用自己组织的语言书写函电，不允许直接使用百科中范例中的语句。

5、磋商内容清晰完整，包含必要的磋商要素如：

品名、规格或质量要求、数量、包装、价格、付款方式、运输方式、装运时间、装运港、目的港、保险条款等。

（具体可参考发盘。

）

6、磋商过程中有多次议价过程或英文函电写作文采较好都能够得到相应加分。

一、建立贸易关系（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。

范例一:

20July2011

PIVOTTRADINGCOMPANY

M.605,HEWLETTCENTRE,54HOIYUENRD.KWUNTONG,KLN

DearSir:

Weunderstandfromyourinformationpostedonwww.Pthatyouareinthemarketfortextiles.Wewouldliketotakethisopportunitytointroduceourcompanyandproducts,withthehopethatwemayworkwithBrightIdeasImportsinthefuture.

Weareajointventurespecializinginthemanufactureandexportoftextiles.Wehaveenclosedourcatalog,whichintroducesourcompanyindetailandcoversthemainproductswesupplyatpresent.Youmayalsovisitourwebsite,whichincludesourlatestproductline.

Shouldanyoftheseitemsbeofinteresttoyou,pleaseletusknow.Wewillbehappytogiveyouaquotationuponreceiptofyourdetailedrequirements.

Welookforwardtoreceivingyourenquiressoon.

Yoursfaithfully

Aaron

PNGLANDHOLDING

7THFLOOR,FLATC,HIGHLANDMANSION,CAUSEWAYBAY

范例二:

15May2011

SHAWSPENCERINTERNATIONALPLC

VALEHOUSE,34-38VALEROAD,BUSHEYHERTFORDSHIRE

DearSir:

Inquiriesregardingournewproduct,theFANCYSOAP,havebeencominginfromallpartsoftheworld.ReportsfromusersconfirmwhatweknewbeforeitwasputonthemarketthatitisthebestFANCYSOAP.Enclosedisourbrochure.

Lookingforwardtoreceivingyourenquiressoon.

YoursfaithfullyBart

HANS&TONYCOMPANYLTD.

FLATD,12THFLOOR,YEUNGYIUCHUNG（NO.8）IND.BLDG.,NO.20WANGHOIROAD,KOWLOONBAY,KOWLOON

范例三:

25June2011

NipponLife

Room201,No.34,Lane125,XiKangRoad.

DearSirs：

Wehaveyournameandaddressfromthewww.Pthatyouareinthemarketfortextiles.Wetakethisopportunitytowritetoyouwithaviewtosetupfriendbusinessrelationswithyou.

Weareastate-ownedcompanydealingspeciallywiththeexportoftablecloth.Weareinapositiontoacceptordersaccordingtothecustomer'sspmples.Inthecustomer'sspmples,requestabouttheassortedpattern,specificationandpackageoftheneededgoodscanbeindicatedparticularly.

Inordertogiveyouagengralideaofvariouskindsofthetable-clothwearehandling,weareairmailingyouunderseparatecoverourlatestcatalogueforyourreference.Pleaseletusknowimmediatelyifyouareinterestedinourproducts.Wewillsendyouourpricelistandsampletoyouassoonaswereceiveyourspecificinquiry.

Lookingforwardtoyourearlyreply.

Yoursfaithfully

Kis

MEMPHISFORIMPORT&EXPORT

127,MASR&ALSOUDANAT.,TOWER（C）4THFLOORCAIRO

范例四:

15May2011

GOODSTONECENTURYINC.

64-03,UTOPIAPKWY,FRESHMEADOWS,NY11365

DearSirs：

Wehaveobtainedyouraddressfromthewww.Pthatyouareinthemarketfortextiles,andarenowwritingyoufortheestablishmentofbusinessrelations.

WeareverywellconnectedwithallthemajordealershereofShoesProducts,andfeelsurewecanselllargequantitiesofChinesegoodsifwegetyouroffersatcompetitiveprices.

Astoourstanding,wearepermittedtomentiontheBankofFrance,Paris,asareference.

Pleaseletushaveallnecessaryinformationregardingyourproductsforexport.

Yoursfaithfully

Aem

WINCDITY（AUSTRALIA）COPTYLTD

2GREENGUDLYCLOSE,KEILORDOWNS,VIC

范例五:

5JUNE2011

ORDTRONCANADAINC

26FORBESCRESMDRKHAM,ON.

Gentlemen:

WehaveobtainedyournameandaddressfromAristoShoes,Milan,andwearewritingtoenquirewhetheryouwouldbewillingtoestablishbusinessrelationswithus.Wehavebeenimportersofshoesformanyyears.Atpresent,Weareinterestedinextendingour,rangeandwouldappreciateyourcataloguesandquotations.Ifyourpricesarecompetitivewewouldexpecttotransactasignificantvolumeofbusiness.

Welookforwardtoyourearlyreply.

Yoursfaithfully

jill

WINNANGSKY（ASIA）LIMITED

UNIT908,9F,NEWEASTOCEANCENTER,9SCIENCEMUSEUMROADTSIMSHATSUIEASTHANGKANG

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二、询盘（Inquiry）

又称询价，是交易的一方向对方探询交易条件，表示交易愿望的一种行为。

询盘多由买方作出，也可由卖方作出，内容可详可略，可以是只询问价格，也可以是询问其他一项或几项交易条件，主要是商品的价格、包装、交货期、付款方式等，以致要求对方向自己作出发盘。

询盘的内容询盘应简洁、清楚、礼貌。

询盘对交易双方无约束力。

范例一:

20March2011

NEXTWEAR,INC.

Room403,No.37,Astreet

Tianjin,China

DearSirorMadam:

MessrsJohnsandSmithofNewYorkinformusthatareexportsofallcottonbed-sheetsandpillowcases.Wewouldlikeyoutosendusdetailsofvariousranges,includingsizes,colorsandprices,andalsosamplesofthedifferentqualitiesofmaterialused.

Wearelargedealersintextilesandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthiskindmentioned.

Whenquoting,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchasesofquantitiesofnotlessthan100dozenofindividualitems.PricequotedshouldincludeinsuranceandfreighttoLondon.

Yoursfaithfully

Carl

CoapaqCampany

Floor4,6SouthZunyiRd.,HongqiaoFriendshipShoppingMall.

范例二:

21June2011

NAssauMAtArCo.,Ltd

No.272,BayARoad

NEWYORK,USA

DearSir:

Seeingyouradin“POCIB”webecomeinterestedinyourWOMEN'SPYJAMAS.PleasequoteusforthesupplyoftheitemslistedontheenclosedqueryformandgiveyourpricesC.I.F.Shanghai.Itwouldbeappreciatedifyouincludeyourearliestdeliverydate,termsofpayment,anddiscountsforregularpurchases.

Yoursfaithfully

TonySmithGroupeAuchan

Room1403,No.45,reerResidentialQuarter,BegdeDistrict,U.S.A

范例三:

1January2011

NovartisCo.,Ltd

P.O.BOX21A,STRATHFIELDSOUTHNSW2136SYDNEY

DearSir:

InyourletterofDecember31,2010,wegotyourenclosedpricelistandcatalogue;wefoundthatoneofyourgoodsistooursatisfaction,sowearenowpostitspicturebacktoyou.Wouldyoupleaseinformusindetailitsprice,termsofpaymentandtermsofshipment?

Wehopeyouwouldquoteusthemostreasonableprice.Aswehavealargepopulationhere,ifthegoodsaresoldwell,wearesuretoplaceregularorderswithyou.

Yoursfaithfully

David

ViacomCo.,Ltd

Room2203,No.7xaderDistrict.

范例四:

20March2011

GentleCreditInvestmentCo.,Ltd

91AMANDOONRD.,GIRRAWEEN2145NSW

DearSir:

WeareinterestedinbuyinglargequantitiesofHANDSAWinallsizes.WewouldbeobligedifyouwouldgiveusaquotationperkilogramCFRLiverpool,England.Itwouldalsobeappreciatedifyoucouldforwardsamplesandyourprice-listtous.

Weusedtopurchasetheseproductsfromothersources.Wemaynowprefertobuyfromyourcompanybecauseweunderstandthatyouareabletosupplylargerquantitiesatmoreattractiveprices.Inaddition,wehaveconfidenceinthequalityofyourproducts.

WelookforwardtohearingfromyoubyreturnE-mail.

Yoursfaithfully

Evan

AbeyCo.,Ltd

#324KINGST.NEWTOWN

范例五:

20March2011

ITOCHUAUSTRALIALTD.SYDNEYOFFICE

LEVEL29GROSVENORPLACE225GEORGESTREETSYDNEY,N.S.W.

DearZhangMin:

WelearnfromourtradingpartnerJohn&SonCorporationthatyouarealeadingimporterandexporterofArts&Craftsinyourcountry.Wetakethisopportunitytoapproachyouinthehopeofestablishingbusinessrelationswithyouandmakinganenquiry.

WeareanimporterandexporterofArts&CraftsinAustraliawithmorethan30yearsoftradingexperienceinthiscircle.

Atpresent,weareveryinterestedinyourembroideredtableclothandshouldappreciateyoursendingusthelatestillustratedcataloguesandpricelists.

Ifyourpricesarecompetitive,wewillplacebulkorderswithyou.

Welookforwardtoreceivingyourearlyreply.

Yourssincerely,

KennethKing

SANTONAIMPORT&EXPORTLTD.

RM.1213,12/F.,HOUSTONCENTRE,63MODYROAD,TSIMSHATSUIEAST,KOWLOON

范例六:

DearSirs:

20May2011

GentleCreditInvestmentCo.,Ltd

Room403,No.37,SutangResidentialQuarter,BaiShanDistrict

Tianjin,China

WethankyouforyourletterofMay3andshallbegladtoenterintobusinessrelationswithyou.

WehaveseenyourbrochureandareinterestedinGreenTeaExtractandPorcelainTeaSetNo.TSM001.Weshallbepleasedifyouwillkindlysendussamplesandallthenecessaryinformationregardingthesetwoproducts.

Meanwhile,pleasequoteusthelowestprice,CIFLiverpool,statingtheearliestdateofshipmentandtheminimumquantity.

Shouldyourpricebecompetitiveanddateofshipmentacceptable,weintendtoplacealargeorderwithyou.

Yourearlyreplywillbehighlyappreciated.

Yoursfaithfully

Gavin

J.MORIYAMAHAIRDESIGN

58UPPERMONTAGUSTREET,LONDON

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三、发盘（Offer）

发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。

提出具体的交易条件（包括商品名称和规格、数量、价格、付款条件、交货日期、运输方式和时间、保险、商检证书的需求等等）时所写的一种外贸信函。

发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,发盘一经买方接受,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。

发盘要包含所有的具体交易内容，尤其是实盘要全面准确。

发盘的具体内容包括：

1.价格条款，包含币别、金额、计量单位、贸易术语等4个要素。

例如：

UnitPrice:

USD59PERPCCIFNEYAGO

2.品名，包含商品编号和名称。

注：

在POCIB中一笔合同只能包含至多3个商品，而且要是同一类别的。

例如：

Product:

No.2500324KGoldDecoration

3.规格或质量要求，有两种表示方法：

一是文字说明；二是以样品实物表示。

例如：

Description:

24KPuregold,Scape:

24.5CM,Flowersindiameter:

6.5CM,Leaves:

6CM,GoldWeight:

1g,Packaging:

1pc/box,10boxes/carton

Quality:

AspersamplesNo.2662submittedbyselleronMarch10,2011.

4.数量：

欲交易的或是最终合同的交易货物数量。

例如：

QUANTITY:

100PCS

5.包装：

根据货物的特点明确包装方式。

例如：

Packing:

1pc/box,10boxes/carton

6.付款方式：

根据交易国家和自身的情况选择适合的付款方式。

例如：

Payment: