商业信函新版.doc

国际商业信函常用语PartoneStaringBusinessandEstablishingBusinessRelation开始业务与建立业务关系1. Tellingyourreadershowyougetthenameandaddressoftheircompany告诉对方你是如何知道其公司名称与地址的(1)WeoweyouraddresstoABCCompany.承蒙ABC公司告知你的地址。(2)WeoweyournametotheBankofChina,thoughwhomwelearnedthatyouaremanufacturersandexportersofplasticproducts.承蒙中国银行告知你公司名称，得知你公司是塑料制品生产商和出口商。(3)YouhavebeenrecommendedtousbytheChamberofCommerceinNewYork.承蒙纽约商会向我方推荐你。(4)YournamehasbeenrecommendedtousbytheChamberofCommerceinyourcity.承蒙你市商会向我方推荐你。(5)WehaveseenyouradvertisementinSouthChinaMorningPost.我从南华早报上看到了你公司的广告。(6)WehaveheardyournamefromMr.HenrySmith,oneofourbusinessfriends.承蒙我方商务伙伴亨利史密斯先生告知你方姓名。(7)OntherecommendationofMessrs.,wehavelearnedwithpleasurethenameofyourfirmandshallbegladtoenterintobusinessrelationswithyou.承蒙公司推荐，我们得知你方行名。我们非常乐意与你方建立业务联系。(8)YournameandaddresshavebeenpassedontousbyABCCo.,andwearegladtoyouthisintroductoryletter,hopingthatitwillbethepreludetomutuallybeneficialrelationsbetweenus.承蒙ABC公司告知你方行名和地址，我们欣然寄出这封自荐信，希望此函是建立我们双方互利关系的前奏。2. Abriefself-introduction自我简介(1) Wearewell-establishedexportersofallkindsofChinesegoods.我公司是一个声名卓著的出口商，经营各类中国制造产品。(2) Wehavebeenestablishedhereforovertwentyyearsasgeneralexporters.作为一个杂货出口商，我公司在本地已经开业了二十数年。(3) WehavebeenengagedinmanufacturingElectronicMachineryofalldescriptionandexportingitallovertheworld.我方致力于生产各种类型的电机并出口到世界各地。(4) WeareoneoftheprinciplemanufacturersofDVDplayersinChina.我方是中国重要DVD生产商之一。(5) Mayweintroduceourselvesasoneoftheleadingimportersoffoodproductshere?请允许我方冒昧自我介绍，我公司是本地重要食品生产商之一。(6) Wehavebeenengagedintheimportoftextilesforhalfacentury,havingawidenetworkofreliabledistributorsoverthecountry.在过去的50年里，我方一直从事纺织品进口，在全国有一个可靠的分销商网络。(7) WewishtointroduceourselvestoyouasoneoftheleadingexportersofdigitalproductsinChina.我们是中国出口数码产品的重要出口商之一。(8) Beingspecializedintheexportofgarments,weexpressourdesiretotradewithyouinthisline.我们专业出口服装，希望与你方在该行业进行贸易。(9) WehavebeenimportersofArtandCraftsformanyyears.Atpresent,weareinterestedinvariouskindsofChineseArtandCrafts.我们进口工艺美术品数年了。目前我们对各种中国的工艺美术品很有爱好。ParttwoEnquiriesandQuotation询价与报价1. Invitationtoofferorquotation邀请发盘或报盘(1) Takingadvantageofthisopportunity,weshouldliketohaveyourofferfor500tonsWalnutmeatforshipmentduringNovember/December.我方想借此机会，请你方报盘500吨核桃仁，船期11/12月。(2) PleasequoteusyourlowestCIFVancouverprice,inclusiveofour5%commission,statingtheearliestdateofshipment.请你方报CIF温哥华最低价，涉及我方5%佣金，并注明最早交货期。2.Makingenquiries询价(1)Wewouldliketomakeanenquiryaboutyourproducts.我想对你公司的产品询价。(2)Aclientofoursenquiriesfor100casesofBlackTea.我方的一个客户询价100箱红茶。(3)WearebuyingforchainstoresinAustralia.Theyareinterestedinchinaware.Iwouldliketomakeanenquiry.我方是为澳洲的连锁店采购商品，他们对瓷器非常感爱好。我想询价。3. Enclosure随函附寄(1) Weareenclosingherewithacatalogueforyourreference.兹随函附上我公司的产品目录供你方参考。(2) Enclosedareapricelistandacatalogue.随函寄上价目单一张，产品目录一份。4. Sendingsth.Underseparatecover另寄(1)Weareenclosingherewithacatalogueforyourreference.另函寄上我公司最新产品目录。(2)Enclosedareapricelistandacatalogue.我们已另函寄给你方新的产品目录。5. Askingforsendingrelatedliterature索取及寄送相关资料(1)Weshallbepleasedtoreceiveformyoubyairmailcatalogues,samplebooksandallthenecessaryinformationregardingthesegoodssoastoacquaintuswiththequalityandworkmanshipofyoursupplies.请航寄商品目录、样品本以及有关此项商品的一切必要资料，以便我方能对你方所提供商品的质量和工艺有所了解。(2)Inordertogiveyousomeideaofvariousqualitiesofhandicraftswehave,wehavepleasureinforwardingyoubyairmailonecatalogueandafewsamplebooksforyourreference.为使你方对我方各种款式的手工艺品有初步了解，今航邮我方商品目录和一些样品册，供您参考。(3) Weshouldbeobligedifyouwouldsendussamplesandpricelistsofyour如蒙寄送有关你方的样品和价目表，我们将甚为感激。PartThreeOffer,Counter-Offer,AcceptanceandRefusal发盘、还盘、接受或拒绝1. makingafirmoffer发实盘(1) Wearemakingafirmoffer.我方报的是实盘。(2) Weofferyoufirmhere,validforaweek.我方发实盘如下，有效期为一周。2. makinganon-firmoffer报虚盘(1) Wearepleasedtoofferyouasfollows,subjecttoourfinalconfirmation.我方欣然发盘如下，以我方最后确认为准。(2) Thisofferissubjecttothegoodsbeingunsold.此发盘以货品未被售出为准。(3) Thisofferissubjecttosampleapproval.此发盘以样品拟定后生效为准。(4) Thisofferissubjecttoexport/importlicense.此发盘以获得出口/进口许可证为准。3. Validityofanoffer发盘有效期(1) Wemakeyouthefollowingoffersubjecttoyourreplyreachinguswithin10days.现发盘如下，以你方在10日之内复到有效。(2) Wemakeyouthefollowingoffer,subjecttoyourreplyreachingusnotlaterthannoontimeMay15thBeijingtime.现发盘如下，以你方在北京时间5月15日中午前复到有效。(3) Theofferisvalidfor7days.此发盘有效期为7天。(4) TheofferisopentillMay15.此发盘在5月15日前有效。4. Markettendency市场行情(1) Themarketisfirmwithanupwardtendency.行市坚挺并有上扬趋势。(2) Theworldmarketforcrudeoilhasadvancedconsiderably.国际油价行市有很大涨幅。(3) Theinternationalmarketforsteelisstilldeclining/dropping.国际钢材行市仍在下跌。(4) Yourbidisoutoflinewiththecurrentmarket.你方出价与当前行市不符。(5) Ourofferisinlinewiththeprevailinginternationalmarket.我方发盘与现行行市一致。(6) Themarketisweakwithadownwardtendency.市场疲软并有下滑趋势。(7) Therehasbeenajump/slumpinsugarpricerecently.进来糖价暴涨/暴跌。5. Requestforareduction规定降价(1) WedonotdenythatthequalityofyourPilchardFishisslightlybetter,butthedifferenceinprice,should,innocase,beasbigastenpercent.我方不否认你方沙丁鱼质量略优，但价格差距无论如何不能高达10%。(2) Yourpriceisfoundsohighthatourmarginofprofitwouldbequitenarrow.你方价格太高，我方利润空间很小。(3) Wewouldnotmakeanyprofitsatthepriceyouoffered.以你方所报的价格，我们毫无利润可言。(4) Yourproductshavenocompetitivecapacityinourmarketatyourofferedprice.若按你方报价，你方产品在我方市场上没有竞争力。(5) Yourquotationisoutoflinewiththeprevailingmarketprice.Therefore,ithasfailedtoevokeanyinterestinourcustomers.你方报价背离行情，因此我方客户没有爱好。(6) Itwouldbeverydifficultforustopushanysalesifweacceptyouroffer.假如我们接受你方发盘，我方很难将其推销出去。(7) Informationindicatesthatsomeparcelsofsimilarqualityfromothersourcesarebeingsoldatalevelabout10%lowerthanyours.有消息表白，与你公司产品质量相似的其他来源产品目前销售价比你公司的产品低大约10&。6. Givingaslightreductionorinsistingontheoriginaloffer稍作降价或坚持原价(1) Thepricewequotedisreasonable/favorable/competitive.我方报的价格很合理/优惠/具有竞争力。(2) Inviewofourlong-standingrelations,wedecidetomakeafavorablereductionofourpricetoyou.鉴于我们长期的业务关系，我方决定给你方一个优惠降价。(3) Weareafraidthereisnotmuchroomforfurtherreduction.恐怕没有多大再降价的空间。(4) Thisisourrockbottomprice.Wecouldnotmakeanyfurtherconcessions.这已经是我方的最低价，我们不能再让步了。(5) Letusmeeteachotherhalfwayandreducethepriceby2%.让我们各让一步，将价格减少2%。(6) Thecostofrawmaterialhasincreasedconsiderably,sowearenotinapositiontomakeanyreduction.原材料成本大幅增长，所以我们不能降价。7. Acceptinganofferormakingacounter-offer接受发盘或还盘(1)Owingtoourpleasantcooperationinthepast,wewouldliketomakeaconcessiontosatisfyyourrequirementsandconfirmthefollowingofferwithyouatyourrevisedprice:鉴于过去双方间的快乐合作，我方愿做出让步，按你方的规定价格重做如下报盘：(2)Sinceyouareavaluedcustomeroflong-standingrelationship,wearegivingyouthisopportunityofacceptingyourcounter-offer.由于你方是我方的老客户，弥足珍贵，我方决定这次接受你方的还盘。(3) InreplytoyourofferofMay24,wearesendingyouheretheconfirmingletter,acceptingallyouhaveofferedasfollows:关于你方的5月24日的发盘，我方准备接受你方发盘，兹确认如下：