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 20 May, 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 interested in a special offer on page 5 of the latest catalog enclosed, which you 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. We will send you the brochure next month. ”就比 “We allow 2 percent discount for cash payment. We won't be 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，表达明确，要注意：

（一）避免用词错误：

例如：As to the steamers sailing from Hong 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 Hong Kong to San Francisco.

2.We have semimonthly direct sailing from Hong Kong to San Francisco.

3.We have a direct sailing 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：

1.We sent you 5 samples yesterday of the goods which you requested in your letter of May 20 by air.

2.We sent you, by air, 5 samples of the goods which you 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...

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2.Enclosed herewith please find two copies of...可

改为: We enclose 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

六、Concreteness 具体

七、Correctness 正确

外贸函电:约定</P< p>

约定

Appointments

Dear Mr. / Ms.,

Mr. John Green, our General 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

外贸英语函电范文

Invitation and Reply

Dear Mr. / Ms,

We should like to invite your Corporation to attend

the 2000 International Fair which will be held from August 29 to September 4 at the above address. Full details on the Fair will be sent in a week.

We look forward to hearing from you soon, and hope

that you will be able to attend.

Yours faithfully

尊敬的先生/小姐，

在上述地址，我们想请贵公司参加于八月二十九日到九月四

日举办的2000国际商品交易会，关于交易会的详情我们一

周内将寄给你。希望不久能收到你的来信，并能来参加。

您诚挚的

肯定答复

Dear Mr. / Ms,

Thank you for your letter of June 28 inviting our corporation to participate in the 2000 International Fair. We are very pleased to accept and will plan to display our in-flight appliances as we did in previous years.

Mr. Li will be in your city from July 2 to 7 to make specific arrangements and would very much appreciate your assistance.

Yours faithfully

否定答复

Dear Mr. / Ms,

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Thank you very much for your invitation to attend the 2000 International Fair. As we are going to open a repair shop in your city at that time, we are sorry that we shall not be able to come.

We hope to see you on some future occasion.

Yours faithfully

外贸函电:祝贺信

Congratulation lette

尊敬的先生/小姐，

值此国庆三十五周年之际，请接受我们最真诚的祝贺。愿我们两国之间的贸易联系持续发展。

Congratulation letter 2

Dear Mr. Minister

Allow me to convey my congratulations on your promotion to Minister of Trade. I am delighted that many years service you have given to your country should have been recognized and appreciated.

We wish you success in your new post and look forward to closer cooperation with you in the development of trade between our two countries.

Sincerely

尊敬的部长先生，

请允许我向您升任贸易部长表示祝贺。多年来你对国家的贡献被认可，欣赏，我非常高兴。我们祝愿您在新的职位取得成功，期待我们两国在贸易发展上进一步合作。

回信

Dear Mr. / Ms,

Thank you for your letter conveying congratulations on my appointment. I wish also to thank you for the assistance you have given me in my work and look forward to better cooperation in the future.

Sincerely

尊敬的先生/小姐，

感谢你来信对我的任命表达的祝贺。我也感谢您对我的工作

给予的支持，并期望未来能有更好的合作。

外贸函电:咨询

Dear Mr. / Ms,

We are much concerned that your sales in recent months have fallen considerably. At first we thought this might be due to a slack market, but on looking into the matter more closely, we find that the general trend of trade during this period has been upwards.

It is possible that you are facing difficulties of which we are not aware. If so, we would like to know what we can do to help. We, therefore, look forward to receiving from you a detailed report on the situation and suggestions as to how we may help in restoring our sales to their former level.

Yours faithfully

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1. 向顾客推销商品

Dear Sir: 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 faithfully

2. 提出询价

Dear Sir: 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 business. We look forward to hearing from you soon..

Truly

3. 迅速提供报价

Dear Sir: 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 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

Dear Sir: June 8, 2001

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. You should note that some price cut will justify itself by an increase in 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 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

Dear Sirs: June 12, 2001

Thank you for your letter of June the 8th. We regret that we cannot meet 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 4

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.

Truly

6. 正式提出订单

Dear Sir: June 15, 2001

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.

Truly

7. 确认订单

Dear Sir: 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 speed up delivery. We will advise you of the date of dispatch. We are at your service at all times.

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 in ou* **vor. 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 Sir: June 24, 2001

Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in you* **vor, valid until Sep. 20. Please advise us by fax when the order has been executed.

Sincerely

10. 请求信用证延期

Dear Sir： Sep. 1, 2001

We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at ou* **ctory. 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. 同意更改信用证

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 development. Sincerely

交易的进行

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12. 抱怨发货迟延

Dear Sirs: Sept. 25, 2001

Concerning our order No. 599 for 200 mountain bikes, so far you have shipped only 50 bikes against the shipment. We are notifying you that we reserve our right to claim on you for the shortage, if it is confirmed. We have given our customers a definite assurance that we would supply the goods by the end of September. We hope you will look into this urgent matter.

Yours faithfully

12a. 处理客户的抱怨

Gentlemen: Sept. 30, 2001

In response to your letter of Sept.25, we regret your complaint very much. Today we received information from Hong Kong that the remaining 150 bikes were on a ship that developed engine trouble and had to put into port for repairs. The trouble was not serious, and the vessel is now on her way. She would arrive at your place tomorrow or the next day.

Truly

14-1 取消订货

Dear Sirs: Oct. 2, 2001

We are sorry that causes completely beyond your control have made it impossible for you to keep the shipment date of Sept. 30. Since you have failed to uphold your end of the agreement, we find it necessary to cancel our order. Unfortunately, our buyers cannot wait indefinitely for the units. We are sorry that it is necessary to take such a drastic step.

Sincerely

14-2 谅解迟运原因

Gentlemen: Oct. 2, 2001

We have received of your notice of delay of shipment due to mechanical troubles on the ship. We are pleased that the order is now on its way. Thank you for the notice. We are eagerly awaiting the ship's arrival.

Yours faithfully

交易的尾声

15. 货物损坏报告

Dear Sirs: Oct. 4, 2001

Upon arrival of your shipment, the ship's agents noticed that case No. 5 was damaged and notified us. The number of articles in the case is correct according to the invoice, but the following articles are broken: (List of articles)

As you will see in our survey report and of the ship's agents', that these units are damaged and quite unsaleable. Please send us replacements for the broken articles; we await your reply in due course.

Sincerely

16-1. 拒绝承担损坏责任

Dear Sirs: Oct. 8, 2001

Thank you for informing us of the damaged shipment. Since the units were packed with the best of care, we can only assume that the cases were handled roughly. We 6

therefore urge you to lodge your claim with the insurance company.

Sincerely

16-2. 承担赔偿责任

Gentlemen: Oct. 8, 2001

As soon as we got your letter we got in touch with the packers and asked them to look into the matter. It appears that the fault lies with the packaging materials used. We have since corrected the mistake. We apologize for the oversight, and are sending a new delivery immediately.-

Sincerely

交易花絮

17. 催要逾期货款

Dear Sirs: Nov. 30, 2001

It has come to our attention that your payment is one month overdue. The units ordered were delivered to you on September 26 and were invoiced on September 30. Payment is due on October 30. We look forward to seeing your remittance within a week.

Sincerely

18. 付清逾期货款

Dear Sirs: Oct. 3, 2001

We have looked into the cause of the delay in payment and have found that our accounting department made an oversight in ****** your remittance.

We are sorry for the inconvenience. The sum of US$ 20,000 has been sent to you by Telegraphic Transfer and should reach you sometime tomorrow.-

Sincerely

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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 Alibaba.com that you are in the market for textiles. We 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

,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

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 samples 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 less than 100 dozen of individual items. Price quoted should include insurance and freight to London.

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:

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We thank you for your email enquiry for both groundnuts and Walnutmeat CNF Copenhagen dated February, 21.

In reply, we offer 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 payable 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 these prices if you send us an immediate reply.

Sincerely,

(b.)no-firm offer

Dear Mr. Jones:

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 dozen 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 exportation, 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

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 Men's Shirts, and thank you for these. While appreciating the good quality of your shirts, we find your price is rather too high for the market we wish to supply. We have also to point out that the Men's 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 your price, say 10%. As our order would be worth around US$50,000, you may think it worthwhile 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 a 9

10% reduction in our price for Men's 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 and any further enquiry will receive our prompt attention.

Sincerely,

5. Acceptance

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 concluded 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 will be fulfilled as contracted upon. However, emphasis has to 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 No.37G4321 in duplicate. Please countersign and return us one copy for records. We appreciate 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 Conditioners 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 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 will be highly appreciated.

Yours faithfully,

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给客户报价后如何跟进

回复A：直接去函敦促

Dear Hugo Chu,

Wish everything well with you and your esteemed company !

We are in receipt of your letter dated Aug 10 , and as requested was expressed you 3 catalogues for our refrigeration goods . We hope they will reach you in due course and will help you in making your selection .

Wish we will promote business as well as friendship!

Best wishes !

Aaron

回复B：先写邮件问清情况。本人觉得先写邮件问清情况，简单的询问，如HAVE YOU RECEIVED MY P/I, IS THERE ANY QUESTION OR PROBLEM WITH YOU? 再问何时开L/C 或汇订金过来.....如客户没回复，那你应该(很有必要)打个电话过去问清情况。是价格问题还是临时发生改变? 客户是中间商，还在等最终客户的确认？还是其它问题？然后根据情况做一些措施看能否挽回这一张订单。

Dear Sir,

Good morning! Hope you have got a wonderful weekend!

For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of **** dated ** ** ** according to your relative inquiry. Have you got (or checked) the prices or not? ( You can add some words to introduce your advantage of your product or something else to attract the customer). Any comments by return will be much appreciated. It will be our big pleasure if we have opportunities to be on severice of you in near future.

Looking forward to your prompt response,

Thanks and best regards,

Yours Faithfully

Aaron

回复C：如果仍然没有回音的话，可以在一、两个月后再写一封信。 Dear Sir,

Now I am writing for keeping in touch with you for further business. If any new inquiry, welcome here and I will try my best to satisfy you well with comptetitive prices as per your request.

By the way, how about your order (or business) with item ***? If still pending I would like to offer our latest prices to promote an opportunity to cooperate with each other.

Thanks and best regards,

Aaron

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