1、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 A that you are in the market for textiles. We would like to take this opportu
2、nity 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 supp
3、ly at present. You may also visit our website ,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,
4、 John Roberts 2. Make an inquiry 询盘的内容主要是商品的价格、包装、交货期、付款方式等。询盘信应简洁、清楚、礼貌。 Dear 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 sa
5、mples of the different qualities of material used. We 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
6、less than 100 dozen of individual items. Price quoted should include insurance and freight to London. 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） Yours faithfully 3. Make an offer 报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。提出交易条件（包括商品名称、数量、价格、付款条件、交货日期等）时所写的一种外贸信函。报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
7、内容，报盘一经买方接受，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 final confirmation）_”等。 (a.)firm offer Dear Mr. Jones: We thank you for your emai l enquiry for both groundnuts and Walnutmeat CNF Copenhagen dated February, 21. 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） In reply, we o
8、ffer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per metric ton CNF Copenhagen and any other European Main Ports. Shipment to be made within two months after receipt of your order payment by L/C p
9、ayable by sight draft. Please note that we have quoted our most favorable price and are unable to entertain any counter offer. As you are aware that there has lately been a large demand for the above commodities. Such growing demand will likely result in increased prices. However you can secure thes
10、e prices if you send us an immediate reply. Sincerely, (b.)no-firm offer Dear Mr. Jones: 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） We thank you for your letter dated April 8 inquiring about our leather handbags. As requested, we take pleasure in offering you, subject to our final confirmation, 300 doze
11、n deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg. Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract. We are manufacturing various kinds of leather purses and waist belts for exportati
12、on, and enclosed a brochure of products for your reference. We hope some of them meet your taste and needs. If we can be of any further help, please feel free to let us know. Customers inquiries are always meet with our careful attention. Sincerely, 4. Make a counteroffer 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商
13、业目的请联系实惠网（） 买方收到卖方的报盘后，如果不接受或者不能完全接受其交易条件，可以针对价格、支付方式。装运期等主要条件进行修改和提出不同的建议。这种修改称为还盘。 Dear Sir or Madam We acknowledge receipt of both your offer of May 6 and the samples of Mens Shirts, and thank you for these. While appreciating the good quality of your shirts, we find your price is rather too high
14、 for the market we wish to supply. We have also to point out that the Mens Shirts are available in our market from several European manufacturers, all of them are at prices from 10% to 15% below the price you quoted. Such being the case, we have to ask you to consider if you can make reduction in yo
15、ur price, say 10%. As our order would be worth around US$50,000, you may think it 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） worthwhi le to make a concession. We are looking forward to your reply, Sincerely, Dear Sir or Madam, We confirm having received your telex No.LT/531 of May 17, asking us to make
16、a 10% reduction in our price for Mens Shirts. Much to our regret, we are unable to comply with your request because we have given you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products. We still hope to have the opportunity to work with you a
17、nd any further enquiry wi ll receive our prompt attention. Sincerely, 5. Acceptance 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） 接受是交易的一方完全同意对方的报盘或还盘的全部内容所作的肯定表示。一经接受，交易即告成立，买卖双方分别承担自己的义务。 Dear Sir or Madam, Subj: Leather shoes We accept your counteroffer of July 7th and are pleased to confirm having conc
18、luded the transaction of the captioned goods with you. Our factory has informed us that they can, at present, entertained orders of 20,000 pairs per week. Thus, you can rest assured that your order of 50,000 pairs for shipment next month wi ll be fulfilled as contracted upon. However, emphasis has t
19、o be laid on the point that your L/C must reach here by the end of this month. Otherwise, shipment has to be delayed. We are now enclosing here with our Sales Contract 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） No.37G4321 in duplicate. Please countersign and return us one copy for records. We appreciate
20、 your cooperation and trust that our products will turn out to your satisfaction. Sincerely, 6.Payment 国际贸易主要付款方式有三种：（1）汇付（Remittance） ，包括信汇（Mail Transfer） ，电汇（Telegraphic Transfer）和票汇（Demand Draft） ；（2)托收；（3）信用证。目前信用证是最普遍的一种付款方式。 Dear Sir or Madam, We thank you for your order NO.23A46 for 200 Air C
21、onditioners and appreciate your intention to push the sales of our products in your country. However, your suggestion of payment by time L/C is unacceptable. Our usual practice is accept orders against confirmed irrevocable at sight, valid for 3 weeks after shipment is 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的
22、请联系实惠网（） made and allow transshipment and partial shipments. As per the above terms we have done substantial business. We hope you will not hesitate to come to agreement with us on payment terms so as to get the first transaction concluded. Your favorable reply wi ll be highly appreciated. Yours fai
23、thfully, 1. Dear Sirs: May 1, 2001 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. Yours fait
24、hfully 2. 提出询价 Dear Sirs: Jun.1, 2001 We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. 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 b
25、usiness. We look forward to hearing from you soon Truly 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） 3. 迅速提供报价 Gentlemen: June 4, 2001 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
26、 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. 交易的契机 4. 如何讨价还价 Gentlemen: June 8, 2001 We have received your price lists and have studied
27、it 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） 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. You should note that some price cut will justify itself by an increase i
28、n business. We hope to hear from you soon. Yours truly 5-1 同意进口商的还价 Dear Sirs: June 12, 2001 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 meet your ideas of prices. You should note that
29、 the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down. 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） Sincerely 5-2 拒绝进口商的还价 Dear Sirs: June 12, 2001 Thank you for your letter of June the 8th. We regret that we cannot m
30、eet your terms. We must point out that the 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 yo
31、u will reconsider the offer. Truly 6. 正式提出订单 Gentlemen: June 15, 2001 本文档由实惠网（）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（） 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
32、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. Truly 7. 确认订单 Gentlemen: June 20, 2001 Thank you very much for your order of June 15 for 200 Deer Mountain Bikes. We will make every possible effort to sp
33、eed up delivery. We will advise you of the date of dispatch. We are at your service at all times. 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） Sincerely 8. 请求开立信用证 Gentlemen: June 18, 2001 Thank you for your order No. 599. In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000
34、 in our favor. This account shall be available until Sep. 20. Upon arrival of the L/C we will pack and ship the order as requested. Sincerely 9. 通知已开立信用证 Dear Sirs: June 24, 2001 Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocabl
35、e L/C, we have instructed the 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed. Sincerely 10. 请求信用证延期 Gentlemen： Sep. 1, 2001 We are sorry to report that in
36、 spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30. Sincerely 11. 同意更改
37、信用证 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） Gentlemen: Sept. 5, 2001 We received your letter today and have informed our customers of your situation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Please keep us abreast of any new
38、 development. Sincerely 外贸函电书写基本原则 一、Courtesy 礼貌 语言要有礼且谦虚，及时地回信也是礼貌的表现。 例如： We have received with many thanks your letter of 20May, and we take the pleasure of sending you our latest catalog. We wish to draw your attention to a special offer which we have made in it. You will be particularly interes
39、ted in a special of 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） fer on page 5 of the latest catalog enclosed, whichyou requested in your letter of 20 May. 二、Consideration 体谅 写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。 例如： “You earn 2 percent discount when you pay cash. Wewill send you the brochure next month
40、. ”就比 “We allow 2 percent discount for cash payment. We wontbe able to send you the brochure this month.” 要好。 三、Completeness 完整 一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。 四、Clarity 清楚 意思本文由网站 公文大全 收集整理表达明确，要注意： 本文档由实惠网（）编制，版权所有，尽供外贸交流学习商业目的请联系实惠网（） （一）避免用词错误： 例如：As to the steamers sailing from H
41、ong Kong to San Francisco, we have bimonthly direct services. 此处 bimonthly 有歧义：可以是 twice a month 或者 once two month.故读信者就迷惑了，可以改写为： 1.We have two direct sailings every month from HongKong to San Francisco. 2.We have semimonthly direct sailing from Hong Kongto San Francisco. 3.We have a direct sailing
42、 from Hong Kong to San Francisco. （二）注意词语所放的位置： 例如： 1. We shall be able to supply 10 cases of the item only. 2. We shall be able to supply 10 cases only of the item. 前者则有两种商品以上的含义。 （三）注意句子的结构： 例如： 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） 1.We sent you 5 samples yesterday of the goods which you request
43、ed in your letter of May 20 by air. 2.We sent you, by air, 5 samples of the goods whichyou requested in your letter of May 20. 五、Conciseness 简洁 （一）避免废话连篇： 例如： 1.We wish to acknowledge receipt of your letter.可改为：We appreciate your letter. 2.Enclosed herewith please find two copies of.可改为: We enclose
44、two copies of. （二）避免不必要的重复： （三）短句、单词的运用： Enclosed herewith-enclosed at this time-now due to the fact that-because a draft in the amount of $1000-a draft for $1000 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） 六、Concreteness 具体 七、Correctness 正确 外贸函电:约定 约定 Appointments Dear Mr. / Ms., Mr. John Green, our Gen
45、eral Manager, will be in Paris from June 2 to 7 and would like to come and see you, say, on June 3 at 2.00 p.m. about the opening of a sample room there. Please let us know if the time is convenient for you. If not, what time you would suggest. Yours faithfully 约定 尊敬的先生/小姐， 我们的总经理约翰格林将于六月 2 日到 7 日在巴
46、黎，有关在那开样品房的事宜，他会于六月 3 日下午 2：00 点拜访您。请告知这个时间对您是否方便。 如不方便，请建议具体时间。您诚挚的 外贸英语函电范文 外贸函电 Foreign Economic Relations & Trade Committee ofWhat City Address: 地址略- Tel: 电话号码略 Fax: 传真号码略_ To: Ms Jaana Pekkala, Consultant for China Swiss Organization for Facilitating Investments Fax: +41-1-249 31 33 Total pages
47、 of this fax: 2 本文档由实惠网（）编制，版权所有， 尽供外贸交流学习商业目的请联系实惠网（） _ Dear Ms Jaana Pekkala, We understand from The Swiss Business Guide for China that your organization is helping Swiss firms inseeking opportunities of investing in China and business cooperating with Chinese partners. To establish business relations with your organization and attract Swiss companies investment here in What, Wewrite to introduce our city, the city of What, as one of the open cities in Liaoning Province, China and also ourselves, Foreign Economic Relations & Trade Committee of What, as a What government initiative
