1、实训项目一、1. We are introducing ourselves as an exporter of imitation jewelry with years of experiences in this line.2. Your letter addressed to our head office last week has been given to us because the article you mentioned falls within our business scope.3. We have various kinds of light industrial p
2、roducts available for export.4. We have are glad to receive your letter enclosing an illustrated catalogue.5. We look forward to receiving your specific requirements for our products.6. We are a well established private company and desire to establish trade relations with you.7. The manager gave me
3、a brief introduction to Messrs Johnson, which is a prospective customer.8. In order to give you a general idea of the items in the sheet, we are enclosing a brochure and a latest price list.9. Our products are good in quality and favorable in price.1. Your company has been recommended to us by CCPIT
4、.2. Prices tend to be low when supply exceeds demand.3. On the recommendation of local Chamber of Commerce, we are writing to you in the hope of establishing trade relations with you.4. From your latest catalogue, we note that you are able to supply corm in large quantities.5. All the sample cups se
5、nt to us are decorated with cartoon figures.6. The goods available for export at present are all illustrated in the catalogue.7. We will airmail you the samples and brochures upon receipt of your reply.9. Please forward your letter to our branch office in New Jersey direct to avoid any delay.10. We
6、await your samples.1. We are a Sino-US joint venture specializing in export.1. It would be appreciated if you could execute our order within the stipulated time.2. Please keep us informed of the development in your peanuts market.3. We assure you that all the information about the financial and busi
7、ness standing of the company will be kept in strict confidence and without any responsibility on your part.4. The coffee retailer has given your name as a reference.5. A customer in Southeast Asia in approaching us for the purchase of refrigerators.6. We have received your letter of 29th asking us t
8、o inquire into the background of the company.7. Please be informed that the company in question, mainly dealing in import and export of agricultural products, has a good credit standing.8. The customers are writing letters inquiring about the execution of the order.9. We will appreciate it if you ca
9、n recommend our products to the importer from North America.10. We are not sure about the financial standing of this company and therefore recommend a cautious approach when dealing with them.2. The1, 000 sets of refrigerators you require can all be supplied from stock.3. We have a large stock and a
10、re pleased to send you samples of various patterns and colors you require.4. Tank you for your enquiry of October 1 for Philips Vacuum Cleaners and we now enclose a full range of illustrated catalogues for goods that are in production.5. We will appreciate it very much if you can quote us the lowest
11、 price for high quality green tea CIF Melbourne.6. We can assure you of our good credit standing.7. Fax machines, of which you have enquired for 5,000 sets, are out of stock at present.8. Please quote us the most favorable price for 1,000 cases of lipsticks CFR Qingdao.1. You are requested to provid
12、e us with samples of pure silk hand-kerchiefs corresponding with the design and quality to those we enclose here.2. All the items listed in our catalogue are now in stock and ready for immediate shipment.3. If you have no TV sets of Model 2930 in stock, please quote us the price for Model 2935 or an
13、y other models that can be supplied from stock.4. We shall be obliged if you will give an immediate and careful attention to our enquiry for cotton piece goods.5. Regarding buying samples, we will immediately send them by airmail in order to let you know the quality and shade we require.6. We are ma
14、king an enquiry for approximately 2,000 cashmere coats.7. If blankets are out of stock, please tell us when you can get fresh supplies.8. The quality of our required goods must correspond with that of those previously supplied us.9. We are please to send you by airmail our revised catalogue and a pr
15、ice list. We hope you will be interested in our chinaware.10. Please send us a full range of Christmas candle samples, quoting us your competitive price for a large quantity order. 1. 按照你方 8 月 10 日来信要求,我们向你方报盘 400 台 IBM 笔记本电脑(laptop computers, notebook computers).2. 现报 500 台空调,每台 250 美元,成本加运费旧金山价,5
16、月装运.3. 请报我方 2000 台 29 英寸高清晰度彩色电视机最低价,FOB 青岛含佣 2%,8 月装运.4. 如全自动洗衣机现在有货,请按 CFR 大阪(Osaka) 基础上报价.5. 我们有这两种洗发精现货,数量分别是,1000 瓶和 2000 瓶.实训项目二Date: 20th April 20Foothill Enterprises Trade Development Co. Ltd.Taiz StreetP. O. Box 22789Sanaa Republic of YemenDear Sirs,Your company has been introduced to us by
17、 Commercial Counselors Office of your embassy in Beijing as prospective buyers of arts & crafts.In order to introduce our products to the Middle East, we are writing to you in the hope of establishing trade relations.The main line of our business covers the export of chinaware of superb quality, fas
18、hionable design and competitive price, which enjoys a good reputation all over the world. For your information, we are enclosing an illustrated catalogue and the latest. Samples and quotations will be airmailed to you upon receipt of your specific inquiries.Looking forward to your early reply.Yours
19、faithfully,Dear Sirs,We learn from China Daily of last week that you are interested in silk clothes.We introduce ourselves as a leading exporter here in the line of garments and are willing to set up / establish / enter into business relations with you on the basis of equality and mutual benefit.Our
20、 silk clothes are made of high quality silk materials with traditional workmanship. For your reference, we are enclosing an illustrated catalogue and the latest price list. If you are interested, please send us your specific inquiry on receipt of which we will send our quotation and samples.We are l
21、ooking forward to your early reply.Yours faithfully，实训项目三先生:我们已经从北京城市商业银行收到你方在 6 月 6 日信中要了解的信息.贵方提到的汽车公司是一家外商独资公司,成立于是 1996 年.该公司信誉良好,能够准时履行订单。该信息是保密的，我方不承担任何责任。商祺Date: 25 April,20The Bank of ChinaDear Sirs,We are going to execute an order from a new customer in America about whom we know little. We
22、 would highly appreciate it if you could inform us, in confidence, of the financial and business standing of the firm, details of which are gives as follows:Name: Universal Trading Co. Ltd.Address: P.O. box 1734Otterspool WayWatford, Herts WD25 8WWUNITED KINGDOMReference bank: Barclays Bank PLC54 Lo
23、mbard Street,London EC4 3AH, UKPlease approach the above reference bank for all possible information we require. Any information you give will be kept in strict confidence and without any responsibility on your part.Thank you in advance.Yours faithfully,实训项目四：询盘及回复信函的中英文翻译与写作Dear SirsDigital Cameras
24、We are interested in your various types of digital cameras displayed at the Guangzhou Fair in April.We introduce ourselves as one of the largest importers of electric goods in London and have been in this line for over ten years. We expect to establish business relations with you with keen interest.
25、At present we are enlarging our import business and the said products fit in very well. Please send us a full range of illustrated catalogues and samples. We will appreciate it very much if you will quote us the lowest price CIF London for the digital cameras that can be supplied from stock.We look
26、forward to your early reply.Yours faithfully,买家您好 ,很高兴再次收到您的查询：您在去年 9 月 15 日曾向我们查询过竹篮，那时我们曾寄过公司目录给您，如您需要我可再寄一次给您。您并不是巴西唯一向我们查询过竹篮的进口商，我们也曾收到来自巴西 ABC、Universal等的进口商的查询，但他们总是查询另一种竹篮，如您有需要，我可以向您介绍那一类的竹篮，您是否希望我为您的巴西市场做些特别的样品给您？我们是有十四年专业竹制品经验的中国制造商和提供超过 1,500 种多样的竹制品，月产量达五百万个，是您最值得信赖的中国竹制品供应商。您询问的产品如附图资料
27、如后：XXXXXXXXXXXX。我明天会寄一份目录给您，若您能提供您的快递帐号，我们将把样品一同寄给您！期待尽快收到您的回复。点评：（1）给买家提供最初查询您产品的回忆参考点，这样有助于买家回忆起他是在什么时候，通过什么方式，对什么产品产生了什么样的兴趣或问题。因为固有的熟悉感会增加买家与您合作的兴趣与信心。买家一天中会发出许多查询，如果您的回复与其它回复相比无任何出众地方，只能陷于一大堆无聊的产品报价，不会吸引买家。这种回忆的参考点有时间，事件或物件等。在本例中，供应商使用的是时间和事件：“您在去年 9 月 15 日曾向我们查询过竹篮，那时我们曾寄过公司目录给您”；（2）给买家适当的增加些许
28、压力。目的在于促进买家回复的速度与认真程度，有些目的甚至在于迫使买家不得不进行采购行为。在本例中，供应商告诉买家你的竞争对手或同行正在与我取得联系，并且我一直协助你的同行抢占你的巴西市场。如果供应商原先的合作客户是 A 级买家，那么对这位新买家就具有带动作用；如果是同级，这位新买家就会更加迫切的进入竞争状态中来；当然你不能告诉你的买家“我们原先一直和比你规模小的买家合作”，这样会使他觉得对你的信心不足。原句是：“ 您并不是巴西唯一向我们查询过竹篮的进口商,我们也曾收到来自巴西 ABC,Universal 等的进口商的查询” ；（3）告诉买家作为供应商你是做什么产品的？你能做到如何？买家凭什么完
29、全的相信你？这就是企业介绍与实力规模证明。在本例中，供应商用一系列数据证明了自己的规模与实力，如：“十四年专业竹制品经验 ”、 “提供超过 1,500 种多样的竹制品” 、 “月产量达五百万个”；（4）不是我要向你索取什么，而是我能为你做什么。切记服务理念。在本例中，供应商热忱与负责的服务态度使买家能够感受到与其合作的良好基础。如：“如您需要我可再寄一次（目录）给您”、 “如您有需要 ,我可以向您介绍那一类的竹篮” 、 “您是否希望我为您的巴西市场做些特别的样品给您?”；（5）主要问题：所答即所问，所答非所问；很多供应商认为网络营销首先就会遇到一个问题，即样品寄送的问题。其实到目前为止我们也没
30、很好的办法解决这一问题，但这位供应商就很聪明。买家要样品 ，那我就免费寄一份样本给你看，也算所答即所问。但样 品呢，怎么说？反正供应商没表示是否免费寄送，只要你给了快递帐号，我就会一同寄送，如果你要不给快递账号呢？我也没说不送（但后来，他告诉笔者，还是送了，轻工艺品，不看样品不成） 。这也算所答非所问吧。（6）不寄样本行不行？行！网络沟通无极限，虽说样品不能电子传送，但样本总归是能够电子传送吧，而且方便，快捷，成本较低。我们说不仅是回复时可以传送样本，而且平时就应该使用这种方式做推广。在本例中，加上上面附的图和后来附的资料，就是一个完整的产品样本。如果你还有其它样口可以推荐，也完全可以一并附上
31、。（7）记住：吸引买家回复你的回复。本例是如何做到的呢？A，我可以再寄样本给您，如果你回复我；B，我可以向您介绍您的同行采购的那种产品，如果您回复我；C，我可以为您做些特别的样品，如果您回复我；D，如果你想知道 1,500 种样品如何，我可以向您介绍，如果你回复我；E，如果你想要样品，请回复我；F，期待尽快收到您的回复；一封完整的感谢信：感谢+公司介绍+负责人的签字或署名分享 C1。你的行业出口量和前景。本行业内各个企业报价的平均水平和报价趋势。你的产品质量在国内同类产品属于哪个水平面（高中低） ，以达到报价的正确性。2。在我每一个报价和寄样后都必须请求客人有反馈的过程。对价格和质量以及其它问
32、题的意见。大部分都有回复。3。在来往邮件中尽量语言的专业性和针对性。让内行的客人看到你的邮件就知道你是此行业内的熟手。4。开发一个新客人的周期是半年到一年，特别是在网络上。别老是想到客人的订单而是先交朋友和交换有价值的信息和意见。5。现在做外贸的人越来越多，竞争也越来越历害。故特别注意服务和经常学习，避免出错。分享 D1、首先将客人谈判的细节做好详细的记录和回忆，先判断此客户的购买欲有多强，也就是说，要区分清楚他是“真的买家 ”还是“打听行情的买家”；有的客户其实他已经有长期稳定的供应商，他其实只是把你当报价的参照物罢了，要特别小心这类客户。对这类客户，我个人的意见：不但不要报价，连资料都不要
33、给。因为在这样的客户身上花费太多的时间精力不值。我不否认也有“精诚所至，金石为开 ”的客户，但以我做外贸的经验，骗 “财”（价格）骗“色 ”（样品、资料）的客户太多，不值得追捧。2、关于真假买家，可以通过交谈（面谈、电话、传真、EMAIL）来辨别（这种方法的条件是-你所提的问题客人要有所反应）：真还是假？行家还是生手？只要问他几个关键性的问题，比如：产品的规格、技术参数，希望接受的价位，打算订购的数量，做什么品牌，该品牌在当地是否有影响力，和中国的哪些企业有过生意往来，和中国做生意有多长时间（也就是说是否为“中国通 ”）等等，通过这些大致可以区分出客户的 “真”与“ 假”， “实”与“ 虚”
34、， “大”与“小”。3、从外商提供的名片也可以判断客户的实力，如：公司所处该城市的地段，有几条电话线、传真线，有没有自己的网站，是零售商、批发商还是进口商？在当地是否代理过一些著名的品牌，等等。4、做外贸其实就是做服务，谁的服务好，谁就能赢得客户。服务好包括如下几方面：A）报价恰如其分，不能过低，也不能过高；好东西不能贱卖，普通的产品不要报高。因为客户往往会从你的报价来判断你的诚实性，并同时判断你对产品的熟悉程度；如果一个非常简单普通的产品你报一个远离市场的价位，这说明你的诚实性不够，你根本不懂这一行，自然而然别人会对你的传真不屑一顾；B）对客户的任何信息要及时响应并回复；对客户的回复不能简单
35、的一问一答，要尽可能全面、周到，但切不可啰嗦。实训项目五：实训 2:1. The stock of first grade soybean is running low at present.2. We will accept your quotation of August 5 if you can reduce it by 2%.3. We have quoted you our lowest price at which we have done many deals with other clients.4. We make you this firm offer, subject t
36、o your reply reaching here within 10 days from today.5. In view of the longstanding friendly relationship between us, we accept your counter-offer.6. A the market is declining, we hope you will reconsider our counter-offer and send us your acceptance by fax as soon as possible.7. Please draw your cu
37、stomers attention to the readjustment of our prices caused by the rising market.8. We appreciate your reduction in price, but we feel it is still more than we can take.9. Information indicates that some parcels of French makes have been sold here at a much lower price.10. The two sides finally struc
38、k a deal at 60 euros per dozen after friendly negotiations.实训 3：Dear Sirs,We learn from your letter of 9th April that our price for iron wire is found to be on the high side. Much as we would like to cooperate with you in expanding sales, we regret that we cannot entertain your counter-offer, since
39、the price of raw materials has advanced 5% and our quality is superior to any other similar products.In addition, for minimum quantity of one ton, which is the size of your order, we usually do not grant any discount.For your information, our products are enjoying fast sales both at home and abroad,
40、 so the stocks are getting low. On account of a limited supply available at present, we suggest you accept our offer without delay.If you have any further enquiries please contract us, and we assure you that they will receive our prompt attention.Yours faithfully,实训 4：Dear Sirs,Our clients have care
41、fully tasted the samples of your dishwashers sent to us on June 6th. We are pleased to inform you that they are quite satisfied with them. However, they feel that the prices offered are a little to high.If you can reduce your price by 5% or so and make delivery by the end of this month, we may be ab
42、le to persuade them to place an order for 200 to 250 sets.It goes without saying that all the goods must agree with the samples submitted, otherwise we shall have the right to reject them. Payment terms are as usual.We look forward to your early reply. Yours faithfully,实训项目六: 订单，接受和回绝信函的翻译与写作实训 1：Pl
43、acing an orderDear Sirs,We acknowledge receipt of your letter of May 5, and request you to take in hand the construction of 100 pumping machines described in detail in ours of May 3, at the prices fixed by you.As you make no mention of the guarantee usually given when delivering machines, we would p
44、oint out to you that we must stipulate for a two years guarantee, during which period you engage to make goods any necessary repairs free of charge. Moreover, to ensure delivery of the machine on/before August 1, you are to furnish us with a 2% performance bond, which shall be forfeited by default o
45、n the expiration of the time specified.Please acknowledge acceptance of our order, and confirm the conditions stated above by return of mail.Yours faithfully,实训 2：Accepting an order敬启者：感谢贵方 5 月 17 日要求发送 100 台水泵的来函。请放心我方尽最大努力履行订单，直至您满意。5 月 5 日信函中省略顾客保证书一事，是我方疏忽，请接受我们的歉意。我方在此保证订购的 100 台水泵，在 2 年内由于材料不当
46、造成的故障，我们免费维修。我们也准备提供您规定的履约保证金。实训 3：Refusing an orderDear Sirs,We were very glad to receive your order of May 17 for 100 pumping machine, since you make delivery before August 1 a firm condition, deeply regret that we cannot supply you, as we have done on so many occasions in the past.The manufacture
47、s are finding it impossible to meet current demand for this very popular set. We ourselves placed an order for twenty-four a month ago, but were informed that all orders are being met in strict rotation and that our own could not be dealt with before the beginning of February.I gather from our telep
48、hone conversation this morning that your customers are unwilling to consider other make. I hope therefore you will be able to obtain your needs from other source. May I suggest that you try Dalian Mechanical Manufacturing Company Ltd, Dalian. This I am afraid is the only suggestion I can make that i
49、s likely to be of some use.Sincerely yours,(Signature)实训项目七：促销信函的翻译与写作促销信(世界各地的用户的报告证实了我们在著名的 DUNYEAR 的新型无内胎轮胎上市前已料到的一件事，那就是每个车主梦寐以求的愿望终于可以实现。)(普通轮胎的一系列缺点想必你已知悉) （穿孔漏气）（突然应力）（缺乏附着力）（潮湿路面）-（这只是一般驾驶员所抱怨的主要几项）/我们打算于四月份在贵国进行一次广告宣传，这对你购进并库存一批将是十分有利的。/我方在你处的代理是。他将会乐意照顾你的要求并提供售后服务。穿上我们的新潮服装，展示你的才干。 (来源：你试过电脑控制的扬声器提供的双语服务吗？为什么不参加我们的周末旅行，走出城市的喧闹，步入郊外的宁静呢？我们新投放市场的学生工具包是选用上等塑料薄膜制成的，它耐用、易洗、透明；方便学生放铅笔、钢笔、尺子、活页纸、卡片、零花钱和其他许多物品。 我们的新品浴袍是纯棉制品。选料考究，纺织和印花工艺严格，款式美观新颖。验证一下这种新型搪瓷，在上面划痕，切割，火烧，把它放在酸液里。你会发现此种搪瓷产品是多么坚硬、多么耐火、耐酸。 (来源：英语资料下载 http:/) 不锈钢刀出现问题即可退货。即使超过保质期，我们也免费替换。马上填单
