Week 10 Terms of Payment
一式两份:in duplicate
下订单:place an order (orders)
销售合同:sales contract
1. 请注意，付款是以保兑的、不可撤销的、允许分装和转船、见票即付的信用证支付。
Please be informed that payment is to be made by confirmed,irrevocable and sightL/C, allowingpartialshipmentsand transshipment
2. 我们的付款方式，一般是以保兑的、不可撤销的、以我公司为受益人的、按发票金额见票即付的信用证支付。该信用证应通过我们认可的银行开出。
Our usual terms of payment is by confirmed and irrevocable L/C in our favor, available by sight draft(at sight) for full invoice value to be issued/established/openedby a bank we recognize.
3. 我们通常的做法是凭即期付款交单而不是信用证。因此，我们希望你对这笔交易和今后交易也接受付款交单方式。
Our usual term of payment is by D/P at sightrather than by L/C. Therefore, we advise you to accept this term of payment for the present and subsequent transactions.
4. 对你方1156号定单，我们可以接受你们所提的用远期汇票支付的建议。货物装出后，我们将向你方开出60天期的汇票，请到期即付。
As regards your order No.1156, we will accept your proposal of terms of payment bydraft after sight. After the goods are shipped, we will draw a 60d/sdraft/bill on you and please honor the draft when it is due. 5. 你方以付款交单方式付款的要求，我方已予以考虑。鉴于这笔交易金额甚微，我们准备以此方式办理装运。
We are giving your request for payment by D/P our careful consideration. In view of the small amount of the transaction, we will effect shipment on a D/P basis.
Week 12
1. Our latest design has won worldwide B .
A. popular
B. popularity
C. popularly
D. popularize
2. Art. No.8905 enjoys the fame of wide C
A. selling
B. salable
C. sales
D. sell
3. We are unable to satisfy your requirements, for the goods are __A_____ great demand.
A. in
B. on
C. of
D. having
4. Payment by D/P should be __D_____ to you.
A. agree
B. agreed
C. agreement
D. agreeable
5. As we are __C_____ urgent need of Art. No.5609, please ship our order without delay.
A. on
B. of
C. in
D. to
6. We __A_____ you of our prompt shipment after receipt of your order.
A. assure
B. assurance
C. insure
D. insurance
7. We have to claim for your delay in ___A____ of our order.
A. shipping
B. shipment
C. ship
D. deliver
8. Our company has wide experience ___B_____ the textiles line.
A. on
B. in
C. about
D. of
9. You have delayed in dispatching us the shipping ___A____ after shipment.
A. advice
B. instruction
C. information
D. data
10. Please effect payment when the draft ___A____ .
A. expires
B. due
C. falls due
D. falls expiration
T/T 电汇
D/P 付款交单
L/C 信用证
B/L 海运提单
Quotation 报盘
Counter-offer 还盘
Confirmed L/C 保兑信用证
Dear Sirs,
We want t o say how pleased we were to receive your order of 15th April for Ladies’ and Children’s Shoes. We confirm supply of 1000 pairs of the shoes at the prices stated in your order No.888 and will allow a 5% special discount on you order worth $5000 or above. Our Sales Confirmation No. BC-510 in two originals were airmailed to you. Please sign and return one copy of them for our file.
It is understood that a letter of credit in our favour covering the said shoes should be opened immediately. We wish to point out that stipulations in the relative L/C must strictly conform to the stated in our Sales Confirmation so as to avoid subsequent amendments . You may rest assured that we will effect shipment without delay on receipt of your letter of credit.
We appreciate your cooperation and look forward to hearing from you.
Yours truly
Week 12 Establishment of L/C and Amendment
1. Your request for payment ___B___ Letter of Credit is unacceptable.
A. with
B. by
C. using
D. of
2. As instructed, we will draw ___C____you a sight draft for collection through the Bank of China.
A. for
B. against
C. on
D. from
3. The bank who opens the L/C is called _A_____ .
A. issuing bank
B. notifying bank
C. establishing bank
D. paying bank
4. Please send us the amendment __B____ L/C immediately or we shall not be able to ship your order on time.
A. of
B. to
C. as to
D. with
5. As the goods are _A__ great demand we regret being unable to cover your requirements.
A. in
B. on
C. of
D. having
6. Our company has 30 years’ experience ___B__ the machinery line.
A. on
B. in
C. about
D. of
7. We regret to report that a consignment of silk piece goods __D__ Order No. 567 has not been delivered.
A. with
B. for
C. on
D. under
8. __B___ your Enquiry No. 123, we are sending you a catalog and a sample book for your reference.
A. According
B. As per
C.As
D. About
9. We are sending you the samples ___C___ requested.
A. be
B. are
C. as
D. for
10. We would like to take this __B__ to establish business relations with you.
A. opening
B. opportunity
C. step
D. advantage
FOB 装运港船上交货
ETA 预计到港时间
Sales Contract 销售合同
Sight Draft 即期汇票
Irrevocable L/C 不可撤消信用证
More or Less Clause 溢短装条款
Insurance Policy 保险单
1）对这次交易，我们例外同意用信用证方式付款，但对以后的交易，我们要求更有利的付款条件，也就是付款交单。
For this transaction, we exceptionally agree to make payment by L/C but for future t4ransactions, we would ask for more favorable payment terms, I.e. D/P.
2）今收到你公司对第12号销售确认书开来的第XL001号信用证，但发现少开500美元。请与上述销售确认书核对并希及早修改。
We have received your L/C#XL001 against S/C#12 , but found its amount is US$500 short. You will find the shortage by referring to the said contract. It is hoped that you will make it up at your earliest convenience.
3）我们报的是CFR价格，因此，货物将由你方保险，但我们在货物装运后，将立即通知你们有关的装运情况。
Our price is quoted on CFR basis and consequently the insurance is to be covered by yourselves. However, as soon as we ship the goods we will let you know the relative shipping position.
4）按照你们的要求，我们报50公吨大豆的实盘如下，以自本日起一周之内你方复到为准。
At the request of you, we offer you firm, subject to your reply reaching here within one week, 50m/t soybeans as follows.
5）如果你公司能将9月3日的报价单的价格降低3%，则我公司将乐意接受你们的报价。
If you reduce the price of quotation sheet dated Sep. 3rd by 3%, we are pleased to accept your offer.
Week 13 Shipment
Dear Sirs
In reply to your letter of the 3rd November enquiring about the insurance on our CIF offer for Double Offset Ring Spanners made to you on the 20th, we wish to give you the following information.
For transactions concluded on CIF basis , we usually effect insurance with The People’s Insurance Company of China against All Risks, as per Ocean Marine Cargo Clauses of The People’s Insurance Company of China, dated the 1st January, 1981. Should you require the insurance to be covered as per Institute Cargo Clauses we would be glad to comply but if there any difference in premium between the two it will be charged to your account .
We are also in a position to insure the shipment against any additional risks if you so desire, and the extra premium is to be borne by you. In this case, we shall send you the premium receipt issued by the relative underwriter.
Usually, the amount insured I 110% of the total invoice value . However, if a higher percentage is required, we may do accordingly but you have to bear the extra premium as well.
We hope our above information will provide you with all the information you wish to know and we are now looking forward to receiving your order.
Yours faithfully
China National imp.& Exp. Corp.
From Chinese into English.
1.一旦收到你方具体的询盘，我们将立即给你们报出优惠的香港到岸价。
As soon as we receive specific enquiry, we will make you favorable quotation on CIF basis, HK.
2.关于支付条款，我们要求不可撤销的，凭即期汇票支付的信用证。
As for terms of payment, we require irrevocable L/C payable by draft at sight.
3.本报盘五日内有效。
This offer is valid within five days.
4.我们今天已经由中国银行开出了一张以贵方为受益人的信用证，金额合计为200，000美元。
We have opened an L/C in your favor with Bank of China for the amount of USD200,000
5.我们已经向中国人民保险公司办理了投保一切险，保险金额为25，000人民币。
We have handled insurance against All Risks with PICC for RMB 25,000.
Week 14Insurance
Dear Sirs,
We refer to your L/C No.157 coveringGlazed Wall Tiles, which we have just received.
Please note for this article we do not cover Breakage. You have to, therefore, delete the word “Breakage” from the insurance clause in the credit.
Furthermore, we wish to point out that for such articles as window glass, porcelains, etc, even if additional Risk of Breakage has been insured, the cover is subject to a franchise of 5%. In other words, if the breakage is surveyed to be less than 5%, no claims for damage will be entertained.
We trust that the position is now clear. Please cable the amendment at once.
Yours faithfully
China National imp.& Exp. Corp.
2 From Chinese into English.
6.我们是按FOB价达成交易的，所以由你方去投保。
We have concluded the business on an FOB basis, so the insurance should be effected by you.
7.如果没有你们的明确指示，我们将按一般惯例投保平安险和战争险。
In the absence of your definite instructions, we will cover insurance FPA and War Risks according to usual practice.
8.我们应按发票金额的110%投保一切险。
We shall cover WPA for 100% of the invoice value.
台布 我们从我国商务部处得悉贵公司的名称和地址，现借此机会与你方通信，意在建立友好业务关系。 我们是一家国营公司，专门经营台布出口业务。我们能接受顾客的来样定货，来样中可具体需要产品的花样图案，规格及包装装潢的要求。 为使你方对我各类台布有大致的了解，我们另航寄最新的目录供参考。如果你方对产品有兴趣，请尽快通知我方。一俟收到你方具体询盘，即寄送报价单和样本。 盼早复。 SPECIMEN：INTRODUCING BUSINESS OPERATION Dear Sirs, RE:TABLECLOTH We have your name and adress from Ministry of Commerce of the People's Republic of China.We take this opportunity to write to you with a view to set up friend business relations with you. We are a carpet manufacturer, our products are a unique style of novel, inexpensive..We are in a position to accept orders according to the customer's spmples.In the customer's spmples,request about the assorted pattern,specification 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 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,we are. Yours faithfully Xiaoli
目录Chapter 1 外贸函电 1. 资信调查Credit Information 2. 推销Salesmanship 3. 建立贸易关系Establishing Business Relations 4. 询盘Inquiry 5. 报盘Offer 6. 还盘Counter-offer 7. 下订单Order 8. 接受订单Accepting the Order 9. 拒绝订单Declining the Order 10. 支付方式Terms of Payment 11. 催款Reminder 12. 更改信用证Amending the L/C 13. 理赔Settlement of Claims 14. 代理Agency Chapter 2 商务报告 1. 建议报告Proposal Report 2. 工作进度报告Progress Report 3. 述职报告Work Report 4. 说明报告Introduction Report 5. 总结报告Final Report 6. 可行性报告Feasibility Report 7. 评估报告Appraisal Report 8. 市场调查报告Investigation Report Chapter3 行政文书 1. 便条Note 2. 启事Announcement 3. 简报Briefing 4. 广告Advertisement 5. 备忘录Memorandum 6. 介绍信Letter of Introduction 7. 会议日程表Agenda of the Meeting 8. 会议记录Minutes 9. 公司决议Directors’ Resolution Chapter 4 申请函
本文档由实惠网（https://www.doczj.com/doc/916175628.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/916175628.html,） 外贸函电常用范文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。 Dear Mr. Jones: We understand from your information posted on https://www.doczj.com/doc/916175628.html, that you are in the market for textiles. We 本文档由实惠网（https://www.doczj.com/doc/916175628.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/916175628.html,）
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 https://www.doczj.com/doc/916175628.html,,which 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 本文档由实惠网（https://www.doczj.com/doc/916175628.html,）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（https://www.doczj.com/doc/916175628.html,）
1.永康盛辉公司的Frank Luo收到美国Sunshine Trading Co., Ltd.经理Adam 初次询盘并按其要求及时寄出商品目录和价目单 Dear Adam, We thank you for your letter asking for our new catalogues and shall be glad toenter into business relations with your firm. Complying with your request, we are sending you under separate cover our latestcatalogues and pricelist covering our exports available at present and hope thatyouwill find many items in it which interest you. We look forward to receiving your inquiries soon. Sincerely, Frank 2.美国客商在收到材料后，表示对其中三款角磨机感兴趣并寻问Frank Luo 能否报FOB价，最惠价，最低订货量等问题。 Dear Frank, Thanks foryour information. We are interested to buy large quanties of AngleGrinder and shall appreciate it if you would give us the best FOB Ningbo price. I havenow listed below the models that are of interest: AG105L, AG203S, AG880H Please send us some samples for testing. We will pay the sample fees. How about MOQ? We are waiting for your reply. Best Regards, Adam
函电(1) 今天的题目是: Self-introduction 例文如下: Dear Sirs, We owe your name and address to the Commercial Counsellor's Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. We are a state-operated corporation,handling both the import and export of Textiles. In order to acquaint you with our business lines,we enclose a copy of our Export List covering the main items suppliable at present. Should any of the items be of interest to you,please let me know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. In our trade with merchants of various countries,we always adhere to the principle of equality and mutual benefit. It is our hope to promote,by joint efforts,both trade and friendshp to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, 函电(2) ------ A (A) Request for the establishment of business relations 例文如下: Dear sirs, Having obtained your name and address from Messrs. Anderson & Co.,Rotterdam,we are writing you in the hope of establishing business relations with you. We have been importers of Arts & Crafts for many years. At present,we are interested in various kinds of Chinese Arts and Crafts and should appreciate your catalogues and quotations. If your prices are in line,we trust important business can materialize. We are looking forward to receiving your early reply.
建立业务关系 Dear Sirs， Through the courtesy of Mr.Freemen,we are given to understand that you are one of the leading exporters of Chinese light industrial products in your area. We now avail ourselves of this opportunity to write to you and see if we can establish business relations with you. We are very well connected with all the major dealers of light industrial products in this area . We are confident that we can sell large quantities of Chinese goods if we receive your offers at competitive prices. Please send to us necessary information regarding your products for export. We look forward to receiving your early reply. Y ours sincerely, XXX Dear Sirs， We acknowledge with thanks the receipt of your letter of September 10 ,2009,informing us of your interest in our products. We look forward to establishing positive business relationship with your corporation. We are a state-owned corporation（国有公司) specializing in the export of Chinese light industrial products. We are convinced that our joint business efforts will be to our mutual benefit. As requested, a booklet including a general introduction , the scope of business and other topics are enclosed for your reference . Should you require any further information,please don't hesitate to let us know. Y ours sincerely, XXX 询盘 United Textiles Ltd. Y ork House , Lawton Street ,
经典外贸函电范文汇总 外贸函电是一种商务信件，英文foreign correspondence。写外贸函电是外贸业务员的日常工作之一，然而，能写好外贸函电的外贸业务员却不多，为了有助于大家写好外贸函电，本文总结了几个经典外贸函电范文，可供参考。 外贸函电就是有着国际贸易关系的双方由于彼此的业务往来而产生的信件，但在信息化高度发达的今天，该信件并不局限于纸质信件，也可以是电子邮件、传真或MSN。 外贸函电最常用的内容：建立业务关系、询盘、发盘、回复、销售合同、包装、保险、赔偿、仲裁等。 外贸函电基本要求：主题明确，内容简洁，语言精炼，表述完整。 外贸函电的格式：有固定的语言、习惯用法和常用句型。 外贸函电的语气：各部分语气。开发信、询盘回复一般要客气，表达感谢;平常业务联系要细心、信任;催促付款要紧急而不失礼貌;客户索赔要理解、给予足够的解释和说明。 外贸函电范文： 一、如何表达在涨价前订货 Thank you for your letter of October 10 for business copiers. We are now sending you our price-list and catalog of the newest types that are under production and we can supply at once from stock. We want to notice you that prices of copier parts and components have gone up steadily since the second half of the year. Though we have tried hard to keep our quotations down, we are afraid the margin for keeping on going like this will not long. Therefore, we suggest that you will let us have your order before further rises in costs, which will lead to a raise in prices very soon unavoidably. 感谢贵方10月10日关于商用复印机的询函。现随函奉送本公司正在生产的、并有现货供应的最新型号的产品清单和价目表。 我方想告诉贵方，自下半年以来，复印机的零、部件价格一直不断增长。尽管我方尽量压低报价，但恐怕有此余地的时间不会太久。因此，建议贵方在零、部件再次涨价，并不可避免地引起成品涨价之前便向我方订货。
外贸函电之：索赔信函范例[中英] 外贸业务中，外贸函电的种类非常多，虽然有很大一部分不是我们经常使用的信函，但是，作为一名专业的外贸从业人员，我们必须了解和掌握每一种外贸函电。 外贸索赔函电中英文范例 20 January 2004 Kee & Co.， Ltd 34 Regent Street London， UK Dear Sirs： Thank you for your letter of 20 January 2004. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. We accept what you say， but we are of the opinion that the quality of the other makes does not measure up to that of our products. Although we are keen to do business with you， we regret that we cannot accept your counter offer or even meet you half way. The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval.We look forward to hearing from you. Yours faithfully， Tony Smith Chief Seller 先生： 二零零四年元月二十日来函收到，不胜感激。得知贵公司认为火焰牌打火机价格过高，无利可图，本公司极感遗憾。来函又提及日本同类货品报价较其低近百分之十。 本公司认同来函的说法，然而，其他厂商的产品质量绝对不能与本公司的相提并论。 虽然极望与贵公司交易，但该还盘较本公司报价相差极大，故未能接受贵公司定单。 特此调整报价，降价百分之二，祈盼贵公司满意。 谨候佳音。 销售部主任 托尼.斯密思谨上 原文来自必克英语https://www.doczj.com/doc/916175628.html,/topic-3036.html
Dear Sirs Having had your name and address from the Commercial Counsellor's Office of our Embassy in Pakistan,we avail ourselves of this opportunity to write to you and see if we can establish business relations with you. We are a state-owned corporation sepcializing in the export of table-cloths,and are in a position to accept orders against customers'samples specifying design,specifications and packaging are also prepared to accept orders for goods with customers'own trade marks or brand names. In order to give you a rough idea of our various table-cloths,we are airmailling you under separate cover a copy of our latest catalogue for your you find any of the items interesting,please let us know as soon as shall be glad to send you quotations and samples upon receipt of your concrete enquiries. We await your early reply. Yours faithfully Dear Sirs, We known your name and address from the website of and note with pleasure the items of your demand just fall within the scope of our business line. First of all, we avail ourselves of this opportunity to introduce our company in order to be acquainted with you. (我们从阿里巴巴网站上看到您公司的名称和地址，并且很高兴地了解到您需要的产品正好符合我们的业务范围。我们很荣幸有这个机会向您介绍我们的公司。) Our firm is an Chinese exporter of various Canned Foodstuffs. We highly hope to establish business relations with your esteemed company on the basis of mutual benefit in an earlier date. we are sending a catalogue and a pricelist under separate cover for your reference. We will submit our best price to you upon receipt of your concrete inquiry. (我公司是一家中国的出口企业，主营各类罐头食品。我们非常希望能在双赢的基础上尽早同贵公司建立业务关系。我们给您发出了产品目录和价格表以供参考。如果能够收到您具体的询盘，我们将为您提供最优惠的价格。) We are looking forward to receiving your earlier reply. (期待您的尽早回复。) Yours faithfully,
7种外贸函电常用模板 1、请求建立商业关系 Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb 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 shoes 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. V ery truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。如价格公道，本公司必大额订购。烦请早日赐复。此致 2、回复对方建立商业关系的请求 Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us. 本月16日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为盼。此致敬礼 3、请求担任独家代理 We would like to inform you that we act on a sole agency basis fora number of manufacturers. We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types of household linen. Until now , we have been working with your textiles department and our collaboration has proved to be mutually beneficial. Please refer to them for any information regarding our company. We are very interested in an exclusive arrangement with your factoryfor the promotion of your products in Bahrain. We look forward to your early reply. ` 本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销中东。与贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。盼望能成为贵公司独家代理，促销在巴林市场的货品。上述建议，烦请早日赐复，以便进一步联系合作。此致敬礼 4、拒绝对方担任独家代理 Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens. I regret to say that, at this stage ,such an arrangement would berather premature. We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works. It would be necessary for you to test the market for our productsat you end. You would also have to build up a much larger turnover tojustify a sole agency. We enclose price lists covering all the products you are interested in and look forward to hearing from you soon. 9月1日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时机尚未成熟，不能应允该安排深感抱歉。然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。奉上该货品之报价单，敬希查照。专此候复。此致敬礼 5、同意对方担任独家代理 Thank you for your letter of 12 April proposing a sole agency for our office machines. We have examined our long and ,I must say ,mutually beneficial collaboration. We would be very pleased to entrust you with the sole agency for Bahrain. From our records, we are pleased to note that you have two service engineers who took training courses at our Milan factory .the sole agency will naturally be contingent on you maintaining qualified aftersales staff. Wterms and conditions and let us know whether they meet with your approval. On a personal note, I must say that I am delighted that we are probably going to strengthen our relationship. I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan . My very best wishes to you and your wife. 4月12日建议担任为公室器具之独家代理来信已经收悉。过去双方合作皆互利互助，能获您的眷顾作我公司于巴林的独家代理，殊感荣幸。据知您公司两服务技师曾到我公司米兰工厂受训。相信您公司在取得代理权后，仍会继续注重合格售后服务人员的训练。现随信附上协议草稿，请查实各项条款，惠复是盼。能加强业务，我亦感到欣喜，前次到访巴林，蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主之谊。此致敬礼
1. 永康盛辉公司的Frank Luo收到美国Sunshine Trading Co., Ltd. 经理Adam 初次询盘并按其要求及时寄出商品目录和价目单 Dear Adam, We thank you for your letter asking for our new catalogues and shall be glad to enter into business relations with your firm. Complying with your request, we are sending you under separate cover our latest catalogues and pricelist covering our exports available at present and hope that you will find many items in it which interest you. We look forward to receiving your inquiries soon. Sincerely, Frank 2. 美国客商在收到材料后，表示对其中三款角磨机感兴趣并寻问Frank Luo能否报FOB价，最惠价，最低订货量等问题。 Dear Frank, Thanks for your information. We are interested to buy large quantities of Angle Grinder and shall appreciate it if you would give us the best FOB Ningbo price. I have now listed below the models that are of interest: AG105L, AG203S, AG880H Please send us some samples for testing. We will pay the sample fees. How about MOQ? We are waiting for your reply. Best Regards, Adam 3. 收到询盘后，Frank Luo给美国客商做了回复。 Dear Adam, With reference to your last inquiry, we have already forwarded you the samples and take pleasure in making the following offer: Art No. AG105L: USD25.30/PC FOB Ningbo, Art No. AG203S: USD30.50/PC FOB Ningbo, Art No. AG880H: USD13.00/PC FOB Ningbo” Please note the prices we have quoted above are based on our MOQ600PCS for each item. Please feel free to contact us if you have any question. Sincerely, Frank
1.向顾客推销商品： Dear Sir, Inquiries regarding our new product, the Deer Mountain Bike, 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 mountain bike available. Enclosed is our brochure. Y ours faithfully. 2.提出询价： Dear Sir, We received your promotional letter and brochure today. We believe that you would do well here in the USA. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon. Truly 3.迅速提供报价： Dear Sir, Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you. 4.如何讨价还价: Dear Sir, We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market. If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. Y ou should note that some price cut will justify itself by an increase in business. We hope to hear from you soon. 5.同意进口商的还价： Dear Sir, Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meer your ideas of prices. Y ou should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down. Sincerely. 5-2拒绝进口商的还价： Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must point out that falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer. 6.正式提出订单： Dear Sir, We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date. 7.确认订单：