POCIB贸易函电范本.docx

1、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例中的语句。 5、磋商容清晰完整，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

2、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（ Set new business relationship ）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。 例一:20 July 2011PIVOT TRADING COMPANY M.605,HEWLETT CENTRE,54 HOI YUEN RD.KWUN TONG,KLNDear Sir: We understa

3、nd from your information posted on .Pocib. 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

4、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 .export.,which includes our latest product line. Should any of these items be of interest to you, please let us know. We will be happy t

5、o give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Yours faithfullyAaronPNG LAND HOLDING 7TH FLOOR,FLAT C,HIGHLAND MANSION,CAUSEWAY BAY 例二:15 May 2011SHAWSPENCER INTERNATIONAL PLCVALE HOUSE, 34-38 VALE ROAD,BUSHEY HERTFORDSHIREDear Sir

6、: Inquiries regarding our new product, the FANCY SOAP, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market that it is the best FANCY SOAP. Enclosed is our brochure. Looking forward to receiving your enquires soon. Yours faithfully

7、BartHANS & TONY COMPANY LTD. FLAT D,12TH FLOOR,YEUNG YIU CHUNG (NO.8) IND.BLDG.,NO.20 WANG HOI ROAD,KOWLOON BAY,KOWLOON 例三:25 June 2011Nippon Life Room 201, No. 34, Lane 125, XiKang Road. Dear Sirs： We have your name and address from the .Pocib. that you are in the market for textiles. We take this

8、opportunity to write to you with a view to set up friend business relations with you. We are a state-owned company dealing specially with the export of tablecloth. We are in a position to accept orders according to the customers spmples.In the customers spmples,request about the assorted pattern, sp

9、ecification and package of the needed goods can be indicated particularly. In order to give you a gengral idea of various kinds of the table-cloth we are handling, we are airmailing you under separate cover our latest catalogue for your reference. Please let us know immediately if you are interested

10、 in our products. We will send you our price list and sample to you as soon as we receive your specific inquiry. Looking forward to your early reply. Yours faithfullyKis MEMPHIS FOR IMPORT & EXPORT127, MASR & ALSOUDAN AT.,TOWER (C) 4TH FLOOR CAIRO 例四:15 May 2011GOODSTONE CENTURY INC.64-03,UTOPIA PKW

11、Y,FRESH MEADOWS,NY 11365Dear Sirs： We have obtained your address from the .Pocib. that you are in the market for textiles,and are now writing you for the establishment of business relations. We are very well connected with all the major dealers here of Shoes Products, and feel sure we can sell large

12、 quantities of Chinese goods if we get your offers at competitive prices. As to our standing, we are permitted to mention the Bank of France, Paris, as a reference. Please let us have all necessary information regarding your products for export. Yours faithfully AemWINCDITY (AUSTRALIA) CO PTY LTD2 G

13、REEN GUDLY CLOSE,KEILOR DOWNS,VIC 例五:5 JUNE 2011ORDTRON CANADA INC 26 FORBES CRES MDRKHAM, ON.Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of sho

14、es for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. Yours faithfully jillWINNANG SKY(ASIA) LIMITE

15、DUNIT 908, 9F,NEW EAST OCEAN CENTER,9 SCIENCE MUSEUM ROADTSIMSHATSUI EAST HANGKANG 返回页首 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，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。 询盘的容询盘应简洁、清楚、礼貌。 询盘对交易双方无约束力。 例一:20 March 2011NEXTWEAR,INC.Room 403, No.37,A

16、 streetTianjin, ChinaDear Sir or Madam: Messrs Johns and Smith of New York inform us that are exports of all cotton bed-sheets and pillowcases. We would like you to send us details of various ranges, including sizes, colors and prices, and also samples of the different qualities of material used. We

17、 are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned. When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. Price quoted

18、 should include insurance and freight to London. Yours faithfullyCarlCoapaq CampanyFloor 4, 6 South Zunyi Rd., Hongqiao Friendship Shopping Mall.例二:21 June 2011 NAssau MAtAr Co., LtdNo. 272, BayA RoadNEW YORK, USADear Sir: Seeing your ad in“POCIB” we become interested in your WOMENS PYJAMAS. Please

19、quote us for the supply of the items listed on the enclosed query form and give your prices C.I.F. Shanghai. It would be appreciated if you include your earliest delivery date, terms of payment, and discounts for regular purchases. Yours faithfullyTony Smith Groupe AuchanRoom 1403, No. 45, reer Resi

20、dential Quarter, Begde District,U.S.A 例三:1 January 2011 Novartis Co., LtdP.O.BOX 21A,STRATHFIELD SOUTH NSW 2136 SYDNEY Dear Sir: In your letter of December 31, 2010, we got your enclosed price list and catalogue; we found that one of your goods is to our satisfaction, so we are now post its picture

21、back to you. Would you please inform us in detail its price, terms of payment and terms of shipment? We hope you would quote us the most reasonable price. As we have a large population here, if the goods are sold well, we are sure to place regular orders with you. Yours faithfullyDavidViacom Co., Lt

22、dRoom 2203, No. 7 xader District. 例四:20 March 2011Gentle Credit Investment Co., Ltd91A MANDOON RD.,GIRRAWEEN 2145 NSW Dear Sir: We are interested in buying large quantities of HAND SAW in all sizes. We would be obliged if you would give us a quotation per kilogram CFR Liverpool, England. It would al

23、so be appreciated if you could forward samples and your price-list to us. We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence i

24、n the quality of your products. We look forward to hearing from you by return E-mail. Yours faithfullyEvanAbey Co., Ltd#324 KING ST.NEWTOWN 例五:20 March 2011ITOCHU AUSTRALIA LTD. SYDNEY OFFICE LEVEL 29 GROSVENOR PLACE 225 GEORGE STREET SYDNEY, N.S.W. Dear Zhang Min: We learn from our trading partner

25、John & Son Corporation that you are a leading importer and exporter of Arts & Crafts in your country. We take this opportunity to approach you in the hope of establishing business relations with you and making an enquiry. We are an importer and exporter of Arts & Crafts in Australia with more than 3

26、0 years of trading experience in this circle. At present, we are very interested in your embroidered table cloth and should appreciate your sending us the latest illustrated catalogues and price lists. If your prices are competitive, we will place bulk orders with you. We look forward to receiving y

27、our early reply. Yours sincerely,Kenneth KingSANTONA IMPORT & EXPORT LTD.RM.1213,12/F.,HOUSTON CENTRE,63 MODY ROAD,TSIMSHATSUI EAST,KOWLOON例六:Dear Sirs: 20 May 2011Gentle Credit Investment Co., LtdRoom 403, No. 37, Sutang Residential Quarter, BaiShan DistrictTianjin, ChinaWe thank you for your lette

28、r of May 3 and shall be glad to enter into business relations with you. We have seen your brochure and are interested in Green Tea Extract and Porcelain Tea Set No.TSM001. We shall be pleased if you will kindly send us samples and all the necessary information regarding these two products. Meanwhile

29、, please quote us the lowest price, CIF Liverpool, stating the earliest date of shipment and the minimum quantity. Should your price be competitive and date of shipment acceptable, we intend to place a large order with you. Your early reply will be highly appreciated. Yours faithfullyGavinJ. MORIYAM

30、A HAIR DESIGN58 UPPER MONTAGU STREET, LONDON返回页首 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对所提条件的肯定表示,报盘人在有限期不得随意改变和撤回报盘容,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(subject to our fin

31、al confirmation）”等。 发盘要包含所有的具体交易容，尤其是实盘要全面准确。发盘的具体容包括：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：Unit Price :USD 59 PER PC CIF NEYAGO 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.25003 24K Gold Decoration 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:24K Pure gold, Scape: 24.5CM, Flowers in diameter: 6.5CM, Leaves: 6CM, Gold Weight: 1g, Packaging: 1pc/box, 10boxes/cartonQuality: As per samples No.2662 submitted by seller on March 10, 2011.4.数量：欲交易的或是最终合同的交易货物数量。例如：QUANTITY:100 PCS 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