函电草拟.doc

建交函
1.华东贸易公司（East-China Trading Corp.）的传统客户局限在欧洲。新近从美国驻上海使馆商务参赞处得知，美国芝加哥 MID-WEST 公司（Mid-West Import & Export, Inc.）欲觅一家中国公司，从事工业产品的进出口业务。请据此以华东贸易公司的身份写一封建交信。
注：双方均为进出口公司。

2.网上有一则悉尼THOMAS WILSON CO.,LTD的求购广告,急需一批EVA底运动鞋。发份E-MAIL 过去，再寄一套最新目录。下面是公司的有关情况，你可以参考一下。
上海杰西化工进出口公司是一家国有外贸企业，主要经营化学工业所需原料及相关产品的进出口业务。近年来，随着公司内部管理体制的改革及外贸业务的高速发展，公司已经取得了巨大的成绩。
橡胶制品部是公司的主要业务部门之一，经营各类国产鞋类的出口，包括布面胶鞋、睡鞋、童鞋、胶底皮鞋、便鞋及EVA底运动鞋等，产品行销香港、欧洲、美国及亚洲市场。
公司拥有经验丰富的制鞋专业人员， 品质管理人员及国际贸易人员，并与市内和附近的十余制鞋厂家建立了密切的联系，可确保稳定广泛的货源及质量。
公司竭诚与国内外的客户寻求合作机会，可通过如兴办合资鞋厂，或来样加工、补偿贸易等多种形式，愿意按照互利互惠、共同发展的则同全世界的鞋类经销商联系。

3. 一天，你在工作笔记上发现了如下一段文字：
Freemen & Co., Ltd., 2378 Flee Street,Lagos, Nigeria
除此之外便没有更多的信息。作为上海机械进出口公司( 北京东路231号)的外销员，请拟写一封信函，附寄最新目录，以拓展出口市场。

4. 1998年7月13日《金融信息》上有一则加拿大多伦多家用电器商EPSINA ELECTRIC APPLIANCES COMPANY的求购广告，欲觅电风扇。
作为拥有独立出口权的上海第一电器厂的外销员，请拟一封建交信，特别推荐新产品“美瑞牌”( Merry Brand )电扇，附寄样本,了解对方的往来银行, 并告之本公司的资信情况可向中国银行上海分行查询。

5. Wit Ltd Co 是韩国一家颇具实力的经销商，在当地有广泛的商销渠道。
上海新际进出口公司系专营轻工业产品的一家国有进出口公司。成立于1986年，拥有注册资金人民币2000万元。成立十多年来，经营商品种类已增至上百种。同时，仍不断致力于与国内优秀生产厂家建立联系，向国外客户介绍中国的优秀轻工业产品。
该公司新近组织到一批台式打火机，款式新颖大方，制作精巧，选材独特，既可用于点缀桌面，又可作为馈赠佳品。该产品已在日本打开销路。
请根据上述背景， 代新际公司拟函，与Wit公司联系，推荐上述产品，随寄公司目录，并另寄样品。

6. 杭州物资总公司由Mills Lean Trading Co., Ltd.处得知，澳大利亚墨尔本有一客户拟进口中国的轻工业产品。请根据以下的公司简介，写一封建交信，附寄目录和价目表，表达与对方建立长期业务关系的愿望。

杭州市物资总公司简介

杭州市物资总公司位于杭州西子湖畔繁华商业区之中心， 是经国家批准具有进出口经营权的综合性贸易公司。总公司及所属的15家专业公司（总厂）主要经营金属材料，机电设备，木材，木材制品，燃料，建筑材料，化工原料，轻工产品，废旧金属等各类工业品生产资料以及日用品百货，五金等民用商品。共有职工5100人，拥有资本金2.56亿元， 拥有固定资产1.46亿元， 实有仓库面积达47.6万平方米，拥有铁路专线7条，水陆起卸码头4座，各类吊装运输车辆及设备400多台，年物资进销额40亿元，年工业总产值1.4亿元，年物资吞吐量达3000多万吨，已具有较为完善的物资进销体系和相当规模的经营实力，在开拓发展外向型经济具有一定的基础。

杭州市物资总公司积36年的经营生产历史，具有联系范围广，经营销量大，总体实力强等优势，热忱欢迎国内外朋友，客商来杭旅游观光，洽谈业务，投资合作，共图发展。

总经理：楼金华

电话：[phone] 7068410
传真：[phone] 7027017
地址：中国杭州市延安路8号
邮编：310001

7. 小王:
1. Barrison Bros Ltd.的 Mr Cooper今早发来传真，想增订200套SPT007绣花枕套,与新乐厂联系一下。
2. 他还提到英国的Foothill Enterprises Trade Development Co., Ltd.想进口一批木制工艺品。发份传真问问情况，推荐一下木制饰品。另寄一份旧的价目表，解释一下上面的价格与实际价格可能稍有不同，一些新产品也没有编进去。新的正在印制，完成了会立即寄给他们。
请根据上述指示拟写一封建交函。
注意：本公司的业务范围主要是工艺品出口。

8. 请代舒芙特公司拟函，表明欲与之建交的热切愿望，随寄目录和样本，并请对方告知其来银行的名称。

9. ATTENTION!
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公司新近营销目标：开拓北欧市场
PROFILE
=======
公司主营各类玩具、各种童车、中国工艺品、旅游纪念品, 是国家对外贸易经济合作部批准成立的上海商业系统的进出口公 司。
INFORMATION
===========
1997年度上海市出口额前五十名，中国进出口额前500家企业之一。
NEWS!
=====
经中国国际贸易促进会介绍，得知有一家丹麦儿童用品经销商对中国产品感兴趣。该经销商的地址为：17 Mayfield Road, Copenhagen, Denmark
作为上海申华进出口有限公司(SHANGHAI SHENHUA IMP.& EXP.CO.,LTD) 的一名外销员,请根据上述情况草拟一封建交函，附寄产品宣传册，向对方推荐公司产品。

10. Company Profile
University Industry Co Ltd

Business Type: Export Trading Company
Year Established: 1989
No of total staff : 11 t
Current Export Markets : Europe
Primary Competitive Advantages : Quality Competitive Price
Sales Volume: US$10,000,000 - 49,999,999
Product Range: Covering nearly 110 series and 1300 articles of porcelainware, hotelware andintensified porcelainware (including Chinese and European dinner sets, tea set, coffee sets, cup and saucer accessories, bowls and plates)
Contact Details: University Industry Co Ltd
1501 Fuxing Road Shanghai China
Tel: [phone]
Fax: [phone]
Email Address: aney@
The latest development goal is to expand into American market. With reference to the above company profiles, please write a sales circular, enclosing catalogues and leaflets.

发盘函
11. 昨日收到国外来函如下：

G WOOD & SONS ELECTRICAL TRADING COMPANY
36 Castle Street, Bristol, BS1 ABO, U.K.

To whom may concern August 17th, 1998
Tianya Industrial Trading Corporation
No. 451 Dianchi Road,
Shanghai, China

Dear Sir or Madam,

Armstrong & Smith of Sheffield inform us you are manufacturers of polyester cotton bed-sheets and pillowcases. We'd like you to send us details of your various ranges and some samples. Pls state terms of payment and discounts you would allow on purchases of not less than five hundred of indi-vidual items.

We believe there is a promising market in our area for moderately priced goods of the kind mentioned.

Looking forward to your favorable reply.

Yours sincerely,

G WOOD & SONS ELECTRICAL
TRADING COMPANY
CHRISTINE MARJI

请代纺织出口部部门经理拟一封回信，要点为：
1）产品的详细资料，诸如规格、价格和包装等，可参见随寄的目录和价目表；
2）样品另寄；
3）信用证付款；
4）所提数量可给予3%的优惠，若采用即期信用证，折扣率可达5%；
5）定货若早于本月底，保证在到证日后14天内交货。

12. Hot Off The Fax

FM: 965-45-4723455 TO:86-21-64789898
Date: July 20, 1998

Dear Sir or Madam,

We have recently received a number of requests for your lightweight raincoats and have good reason to believe that we could place regular orders with you if your prices are competitive enough.

From the description in your catalogue we feel that your "Heaven" range is the one most suitable for our market and should be glad if you would send us your quotation for men's and women's coats in small, medium,and large sizes, delivered CIF Alexandria. Provided prices are right we wish to place a first order for 600 raincoats, I.e.100 of each six items. Shipment would be required within September.

We would particularly stress the importance of price since the principal market here is for mass-produced goods at popular prices.

Yours sincerely,
FLEKISH-BILLERG LINK LTD.
Abdullar Hassan
Manager

小姚：
给客户回封信,价格是:男小9.50美元/件 男中10.00 男大10.50 女小8.00 女中8.80 女大9.70 包装统一, 6打/纸箱, 30天远期信用证付款,证到后4星期出运, 投保水渍险和战争险,再随寄一些产品宣传册给客户

李清一

请根据客户传真及信后的批示，写一封报价函 , 注意内容的完整性。

13. FM：44-79-34895676
TO：86-21-64568932
DT：October 23, 1998

Dear Miss Li,

Thanks for your information that you are also supplying these kinds of gloves/mitten.

We are airmailing to you today 4 pcs of different styles ski gloves and mitten for which we need your quotations on CFR Lothian.

Further we have to offer more/different styles to our client. Please be kind enough to select from your makers some 5 or 6 different styles and send same to us with prices as soon as possible. Those are very urgent if we still want to suggest them to our client for winter 98.

Please do not wait until our samples have reached you, because we are loosing too much time.

All the styles have to be lined, outside nylon. The styles should be fancy, some with structured nylon material, with zippers and adjus-table straps for width, some with print and / or embroidery or plastic labels.

Thanks and best regards!

Yours truly,
Margaret Trading Co.
Clarence M. Woods

TO DO LIST

October 23, 1998

1．把客户传真复印一下归档

2．把佳伦厂前天送来的五对样品寄给客户, 报价如下:
ST001 USD3.80/双, ST002 USD4.50/双, ST003 USD5.10/双 YE101 USD4.70/双, YE115 USD5.30/双 CFR Lothian 信用证远期60天成交,月底开到的话, 11月底能交货 ST系列16打/CTN, YE系列10打/CTN, 起订量都是50箱发盘一周有效

3．等客户样品寄到, 立即与海源厂联系, 抓紧时间

请根据客户的传真及TO DO LIST的提示, 给对方回一份传真。

14. To: Shanghai Yiqing Light Industrial Products Trading Co.

Dear Sir or Madam,
Your firm has been recommended to us by Mr. James Dickinson, Manager of Seven Stars Co., with whom we have done business for many years.
We are interested in your Pressed Tumbler and shall be glad if you send us a copy of your catalogue and your best quotation on CIF Liverpool and FOB basis.
Yours faithfully,

Eagle Imp. & Exp. Co. Ltd

X X X

梁先生是上海逸清轻工业品进出口公司的销售经理，某日收到上述E-MAIL，请代拟一封回函。

回函要求：
按10%的利润算，AF101 CIF价每罗15美元，FOB价为12.60美元，4罗一纸箱；AF102 CIF价14.20美元，FOB价 12.30美元，5罗一纸箱。初次交易，即期信用证方式付款。有现货，证到后一个月出运没问题。保险按常规保一切险。发盘有效期5天。目录航空寄过去。

15. 根据以下客户来函，拟一封发盘信，另附公司的产品目录和该系列的报价单，并告之对于金额超过1500美元的订单将给予5%的价格优惠。

TO: 0086-21-62701234

FM: 0049-38-47235959

DT: June 21, 1998

RE: BATHROOM EQUIPMENT SERIES TY004
-------------------------------------

Dear Sir or Madam:
This is to introduce us as a leading household equipment importer in Germany.

We see your advertisement on the BUILDERS MAGAZINE. We're greatly attracted by your products, especially the captioned series.So we'd like you to send us detailed information, including sizes and prices.

Your early reply is awaited.

Yours sincerely,
XXX

16. 1998年8月15日 星期六
中中服装公司在巴黎举办服装展示会，展示了近百款特色服装。

1998年8月17日 星期一
收到Red Dot Garments Co. Ltd.传真，询问在会展出的Casual Suits的14—20号报价。

1998年8月18日 星期二
与仓储部联系后得知：16号服装要到下个月才有货，其它均有现货。

公司原则：
初次交易客户须以即期信用证方式成交，现货供应的产品于证到后20天内交货。

请根据上述背景，为中中公司写一份传真，随寄报价单（FOB价目表）。

17. 一国外老客户急需进口肠衣

上海土畜产进出口公司今早发电报如下:
“你20日电实盘星期五本处有效肠衣28/38以上1/2/7/10/10/20USD46 CFRC3电汇11/12装”

其它情况如下：
品 名: 盐猪肠衣（Salted Hog Casings）
规 格(cm): 28/30 30/32 32/34 34/36 36/38 38以上
数 量(桶): 1 2 7 10 10 20
目 的 港: 纽约.
检 验: 品质检验证由中国商品检验局签发。产地证由中国国际贸易促进会签发。
备 注: 对方要求较大比例的小口径搭配，我方不能接受。

请你代表公司发实盘确认。

18. Fm：0071-34-452378 To：0086-21-62347335
Date: April 10th, 1998 Numbers of Page：1

Dear Sirs,

§I visited your stand at the East China Fair held in Shanghai last month, and I am very interested in your display of ladies’sandals.

*I would be grateful if you could send me your catalogue for the complete range of this kind of shoes as well as your price list. Since the season will soon be underway,earliest reply will be appreciated.

*I also request a quotation for 500 dozen‘Little Flower’sandals on FOB Shanghai basis.Please also let me know your terms of payment and the required time of delivery after you receive the order.If terms and time are satisfactory, we expect to place regular orders.

Yours sincerely,
GOLD DEER COOMPANY
BESSIE SMITH
BESSIE SMITH

* 查一下对方的资信情况。

* 先把橡胶雨鞋带插图的价目表传过去，有现货的做个记号。本月新制的目 录航空寄过去，特别推荐一下女式小山羊皮鞋（Kid Tie Shoes）和女式小牛皮运动鞋（Calf Court Shoes）。

* GH001 USD28.90/打, GH002 USD34.50/打, GH003 USD24.80/打, GH101 USD30.20/打, GH102 USD33.70/打
全部4打/纸箱, 即期信用证付款, 证到后15天装运。

请根据外方的传真和后面的批示给外方回信。

19. 请根据以下客户发来的传真及商品资料发盘，有效期为五天，另寄样品和目录。

FM: FLESHME(0061-46-4634764)
TO: SHENHUA(0086-21-64759723) June 2, 1998

Dear Sir or Madam,

We have learned you are a leading exporter of ceramics from the Canton Trade Fair.

There is a steady demand here for high quality porcelain dinnerware. If your price competitive, quality superior, and delivery punctual, we will place an trial order and we are confident that our cooperation will bring both of us considerable profits.

Please send us your catalogue and the detailed quotation based on FOBC3 Shanghai in July delivery,and together with sample for our testing.

Dinnerware in Stock for Small Orders Available by 30 Days L/C

XYA3022
==========
Individual Packaging Details (Inner Packing) Paper box
Selling Unit Set
Unit Per Inner Packing 1
Unit Per Export Carton 72
Export Carton Packing Material Cardboard
Dimension of Export Carton 60*35*36cm
Unit Price FOB Shanghai USD 42.00
Min Order Unit 216

XYA3033
==========
Individual Packaging Details(Inner Packing) Paper box
Selling Unit Set
Unit Per Inner Packing 1
Unit Per Export Carton 60
Export Carton Packing Material Cardboard
Dimension of Export Carton 72*36*40cm
Unit Price FOB Shanghai USD 68.00
Min Order Unit 180

20. 1998年10月17日 网上有如下一条求购信息：

Burgent trading CO.
125 SUNFLOWER PLAZA SINGAPORE
FAX: [phone]
E-mail:lima@.sg

This is to introduce ourselves as light industrial products distributors having many years’experience in this particular line of business. Currently, we need a Nov. Supply of server sets for restaurant use.

Anyone who is in a position to assist us, please contact us immediately. The price on CIF basis is required and some catalogues and samples appreciated.

请给对方发一封电子邮件，简单介绍本公司的情况，诸如专营轻工业产品，货源稳定充足，产品远销中东、欧美等，并表达建立长期业务联系的愿望。

公司全套齐尔乐牌快餐餐具共有3个型号，其价格核算表如下：

商品 Cheer Brand Stainless Steel Server Sets
------------------------------------------------------
货号 S9420 S9320 S9411
采购价（元/套） 105.00 126.60 154.48
包装方式（套/纸箱） 5 4 3
实际成本（元/套） 97.82 117.94 143.92
起 订 量（纸箱） 200 200 200
国内费用（元/套） 4.76 5.95 7.93
出口运费（元/套） 12.38 15.46 20.63
保险加成率 10% 一切险费率 1%
预期利润率 6% 10% 8%
CIF价（美元） 15.00 19.00 23.00
------------------------------------------------------

付款方式为提单日后90天付款远期信用证。
有现货，能在十一月出运，但信用证必须在十月底前开到。
同意寄商品目录，样品将在对方作出具体询价后再寄。

21. 作为公司外销员，前天你收到国外客户的传真，如下：

To: Super Dense International Limited ( Fax: [phone])
Fm: Mino Kikal Co.Ltd. ( Fax: [phone])
Dt : June 16, 2000

Dear Sir or Madam,

We were impressed by the selection of Strength Brand Sweaters displayed on your stand at the "Menswear Exhibition" held in Chicago last month.
Please quote your best CFRC3 New York price for Art.No.FCH001 and Art.No. FCH002 for next month's shipment.
As we usually place large orders, we would expect a considerable quantity discount, and our terms of payment are normally 30-day bill of exchange, documents against payment.

If these conditions interest you, and you can meet the delivery time, please reply to us without delay. Your current catalogue is expected.

Yours faithfully,
Mino Kikal Co.Ltd.
Frank Lee
Purchase Manager

货号FCH001和FCH002每件单价分别为10.5美元和12.5美元，起订量分别为600件和800件。若一次订购数量超过2000件，可给予2%的数量折扣。FCH001六件装一纸箱，FCH002八件装一纸箱。鉴于初次交易，要求仍按即期信用证付款。只要对方在4月10日前将信用证开到，即可保证及时装运。本报价有效期为5天。最