1.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 www.xxxxx.com,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:
We thank you for your email enquiry for both groundnuts and Walnut meat 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 worth while 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 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,
1. 主动联系采购商
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 faithfully
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 business. We look forward to hearing
from you soon..
Truly
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 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 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
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
Gentlemen: 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
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 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 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 irrevocable L/C, we have instructed the
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 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
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
（一）避免用词错误：
例如：As to the steamers sailing from Hong Kong to S
an 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：
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...
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
约定
Appointments
Dear Mr. / Ms.,
Mr. John Green, our General Manager, will be in Par
is 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 of
What 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 Or
ganization for Facilitating Investments Fax: +41-1-
249 31 33
Total pages of this fax: 2
_________________________
Dear Ms Jaana Pekkala,
We understand from The Swiss Business Guide for China that your organization is helping Swiss firms in
seeking 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, We
write 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 to facilitate business relationship with foreign companies.
Our committee provides advice and assistance to What firms seeking to export their services, goods to
foreign areas and import goods and services abroad.
We also assist What firms in establishment of joint
ventures and carry the procedures for examination
and approval of joint ventures and foreign sole investment firms. Our Committee can provide What companies with information on the world market and specific commercial opportunities as well as organize trade missions, seminars and business briefings.
Our committee facilitates and encourages investment
from other countries into targeted sectors of What
economy and maintains active promotion of What through its network of contacts in domestic and abroad
areas.
Nowadays, we are seeking foreign investment in the
field of capital construction, such as improving of
tap water system and highway construction. Also, w
e are setting up a tannery zone in Tong' erpu, the largest leather clothes producing an
wholesaling base in North China. We invite Swiss companies with most favorable polices to set up their
firms in any form on tanning, leather processing and sewage treatment.
Any information on investment projects into What an
d on business cooperation with firms in What is highly appreciated and will be pass on to anyone who have approached us with interest in similar project.
You are also invited to our city for investigation
and business tour.
Should you have any questions, please fell free to
contact us.
Thank you for your attention and looking forward to
your prompt reply.
Sincerely yours, Qiming Di
Commercial Assistant
For Foreign Economic Relations & Trade Committee of
What City
Invitation and Reply
Dear Mr. / Ms,
We should like to invite your Corporation to attend
the 2000 International Fair which will be held fro
m 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 本文档由实惠网（www.sfyh.com）编制，版权所有， 尽供
外贸交流学习商业目的请联系实惠网（www.sfyh.com）
to display our electrical 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
尊敬的先生/小姐，
感谢六月二十八日来信邀请我们公司参加2000 国际商品交
易会。我们乐于参加并计划展示我们前几年生产的电子设
备。李先生将于七月二日至七日去你市做具体安排，非常感
谢你的协助。
你诚挚的
否定的答复
Dear Mr. / Ms,
Thank you very much for your invitation to attend t
he 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
尊敬的先生/小姐，
非常感谢您邀请我们参加2000 国际商品交易会。由于我们
将于同一时间到你市新开一家维修店，非常抱歉我们不能前
去。
希望以后在某些场合见到您。
您诚挚的
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。
你诚挚的
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。
诚挚的
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。
诚挚的
外贸函电:咨询
Consultation
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
Yours faithfully
咨询
尊敬的先生/小姐：
我们非常关心你方销售近几个月大幅度下降。开始我们以为
是市场疲软，但仔细研究问题，我们发现过去这段时间贸易
的总趋势是上升的。有可能你方面临我方还不知道的困难，
如是这样，我方想知道是否能帮助什么。我们期望收到关于
问题的详细报告，及建议我们怎样帮助才能把销售恢复到原
来的水平。
您诚挚的
建立与发展关系函电
们从我驻巴基斯坦使馆商务参赞处得悉贵公司的名称和地
址，现借此机会与你方通信，意在建立友好业务关系。
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外贸交流学习商业目的请联系实惠网（www.sfyh.com）
我们是一家国营公司，专门经营台布出口业务。我们能
接受顾客的来样定货，来样中可具体需要产品的花样图案，
规格及包装装潢的要求。
为使你方对我各类台布有大致的了解，我们另航寄最新
的目录供参考。如果你方对产品有兴趣，请尽快通知我方。
一俟收到你方具体询盘，即寄送报价单和样本。
盼早复。
SPECIMEN：INTRODUCING BUSINESS OPERATION
Dear Sirs,
RE:TABLECLOTH
We have your name a
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