外贸邮件回复技巧

在外贸业务中，我们每天都在回复客人的询盘，那么你的回复是否规范，是否表达得明确而具体呢？这是我收集到的回复报价的英文样函，和大家一起分享吧。

说明涨价原因

Dear Sir or Madam:

Enclosed is our new price lis t which will come into effect the end of this month. You will see that we have increased our prices on most models. We have, however, refrained from doing so on some models of which we hold large stocks. The explanation for our increased prices stems from the fact that we are now paying 10% more for our raw materials than we were paying last year, along with some of our subcontractors having rais ed their prices as much as 15%.

As you know, we take great pride in our product an dare proud of the reputation for quality and dependability we have built over 15years. We will not compromis e that reputation because of rais ing costs. We have, therefore, decided to rais e the price of some of our products.

We hope you will understand our position and look forward to your cooperation.

With best regards,

Hillary

说服买家涨价之前下单

Dear Sir or Madam:

This is regarding our quotation dated 2 November, and our mail offer dated 8 November concerning the supply of widgets(小机具).We are prepared to keep our offer open until the end of this month.

For your information, the market is firm and growing. There is very little likelihood of any significant change in the vis ible future. As this product is in great demand and the supply is limited, to secure your order, we would recommend that you accept this offer without delay.

Yours sincerely,

Hillary

对价格作出让步

Dear Sir or Madam:

Thank you for your mail. We are dis appointed to hear that our price for your required product is too high for your acceptance. You mentioned that Japanese goods are being offered to you at a price approximately 8% lower than our quote.

We accept your position, but we are of the opinion that the quality of the other makes does not measure up to that of our products. Although we are keen to do business with you, we regret that we cannot accept your counter offer.

We do want to try and work with you, and meet your request, but the best we can do is to reduce our previous quotation by 3%.We hope that this will meet your approval.

We look forward to hearing from you.

With best regards,

Hillary

答复在30日有效期的信用状付款的建议

Dear Sir or Madam:

Thank you for your order of 500b/w TV sets by your letter dated 17 July.

We have considered your proposal to pay by a 30-day letter of credit. We do not usually accept time credit; however, in view of our long and mutually beneficial relationship, we are willing to make an exception this time.

I must stress that this departure from our usual practice relates to this transaction only. This one-time accommodation does not set a precedent for future transactions.

I am enclosing our sales contract No.834 covering the order. I would be grateful if you would follow the usual procedure.

Yours sincerely,

Hillary

答复直接付款的要求

Dear Sir or Madam:

Thank you for your letter dated 2 October requesting payment against documents for contracts No.482 and 483.

We are pleased to say that we agree to your request. We wis h, however, to make it clear that in our future transactions, involved for each transaction is less than US$5,000 or the equivalent in Renminbi. Should the amount exceed that figure, payment by letter of credit will be required.

We would like to say that this exception is allowed only in light of our long and mutually beneficial association.

Yours sincerely,

Hillary

同意修改付款条件

Dear Sir or Madam:

We thank you for your letter dated 6 June and are pleased to acknowledge your order No. 463 of the same date for ceramic tiles.

The modified terms of payment you propose are quite acceptable and a telex has been dis patched to you to this effect.

All the items in your order can be supplied from stock and will be packed and shipped immediately upon the remittance by telegraphic transfer being received.

The following documents will be air mailed to you immediately after shipment is made:

1. Bill of lading in duplicate

2. Invoice, FOB Shanghai in triplicate

3. Guarantee of quality

We will, of course, notify you by telex as soon as your order is shipped.

You can rely on us to give prompt attention to this and any future orders you may place with us.

Yours sincerely,

Hillary

就要求以承兑交单付款作答复

Dear Sir or Madam:

Thank you for your request for a trial delivery of ceramic resis tors but regret to say that we cannot agree to your proposal.

As an exception, the best we can do for the trial delivery is to offer you direct payment at sight terms.

If you accept our proposal, you run very little ris k, since our brand products are well known for the quality, attractive design and reasonable price. Our lines sell very well all over the world and have done so for the last 30 years. We do not think you will have any difficulty in achieving a satis factory performance with this item.

If you find our proposal acceptable, please let us know and we can then expedite the transaction.

Yours sincerely,

Hillary

要求开立信用状

Dear Sir or Madam:

This is in regards to your order for 5,000widgets and our sales confirmation No. 341. We would like to remind you that the delivery date is approaching and we have not yet received the covering letter of credit.

We would be grateful if you would expedite the establis hment of the L/C so that we can ship the order on time. In order to avoid any further delay, please make sure that the L/C instructions are in precis e accordance with the terms of the contract.

We look forward to receiving your response at an early date.

Yours sincerely,

Hillary

修改信用状

Dear Sir or Madam:

Your letter of credit No.8844 is sued by the Royal Bank of Canada has arrived.

Upon further examination, we have found that transshipment and partial shipment are not allowed.

As direct sailings to Portugal are infrequent, we have to transshipment may be necessary. With regard to partial shipment, it would speed matters up if we have in stock instead of waiting for the whole shipment to be completed.

With this in mind, I send you a letter today asking for the letter of credit to be amended to read “part shipment and transshipment allowed”.

I trust this amendment will meet your approval and you will send e-mail to us that effect without delay.

Yours sincerely,

Hillary

延长信用状期限

Dear Sir or Madam:

Thank you for your letter of credit covering your order for 10,000 widgets. We regret to say that, owing to a delay on the part of our suppliers, we will not be able to get the shipment ready before the end of this month. We faxed you earlier today to that effect.

We expect that the consignment will be ready for shipment in the early part of August. We are arranging to ship it on the Great Wall-sailing from Shanghai on 7 August.

We are looking forward to receiving your faxed extension to the letter of credit so that we can effect shipment of the goods.

We send our sincere apologies for the delay and trust that it will not inconvenience you.

Yours sincerely,

Hillary

请示提供信用资料

Dear Sir or Madam:

Thank you for you interest in our products. We hope the samples we sent you on 5 February were up to your expectations.

We would like to sort out the credit formalities as soon as possible so that we can begin trading. Could you provide us that we can begin trading. Could you provide us with the requis ite financial information so that we can open your new account immediately?

Please include a recent financial statement, the name of your bank and references, together with any other relevant credit details. The information you provide will, of course, be held in the strictest confidence.

We look forward to a long and prosperous relationship with your company.

Yours sincerely,

Hillary

拒绝赊销

Dear Sir or Madam:

Thank you for your order No. 6565 dated 1 July for 100widgets.

I regret to say that our records show that we do not have sufficient letter

of credit. We can fulfill your order only upon the receipt of a confirmed, irrevocable letter of credit.

We are sorry for the delay and await your instructions.

Yours sincerely,

Hillary

要求按现金提货方式装运订货

Dear Sir or Madam:

Thank you for your order No.6464 dated 28 April for 40 widgets. We would like to arrange for immediate shipment. Unfortunately, we do not have sufficient credit information to offer you open account terms at this time. Would it be acceptable to ship this order cash on delivery?

If you wis h to receive open account terms for your next order, please provide us with the standard financial statement and bank reference. This information will be held in the strictest confidence.

We look forward to hearing from you.

Yours sincerely,

Hillary

延迟付款

Dear Sir or Madam:

Thank you for your letter dated 24 March. We are very sorry to hear about your company’s current financial problems.

We have considered your request to delay payment of your outstanding balance of US$11.426 until 1 May of this year. We are happy to tell you that we can agree to your proposal.

We must add, however, that this preferential treatment is being given only because of your current circumstances. It cannot be taken as a precedent for our future commercial relationship.

We wis h you better times ahead.

Yours sincerely,

Hillary

确认供货

Dear Sir or Madam:

As a result of our recent exchange of information, we have a strong interest to work with your proposal.

Please see the following terms and conditions as a confirmation of the start of our business relationship.

Product Name:

Spec. Number:

Quantity:

Price:

Packing:

Payment:

We hope that this first transaction will come to a successful conclusion for both of us. We look forward to continuing a mutually beneficial trade between our companies.

Yours faithfully,

《外贸英语函电》复习大纲

适用班级：08级应用英语

重点复习Unit 3、4、5、6、8中的样信及课后练习题

……………………

附：《外贸英语函电》综合复习题

一、填介词

1.(1)the courtesy of the Chamber of Commerce in Tokyo,

we have learned that you have been supplying the best quality foods all

over the world

2.If you can assure us (2) workable price, excellent quality and

prompt delivery. We shall be able to deal (3) these goods on a substantial scale.

3.To acquaint you (4) light industrial goods we handle, we are

sending you, (5) separate airmail, a commodity lis t and several

sample books (6) your reference.

4．As requested, we now enclose our quotation sheet with samples and catalogues to be sent

(7) separate cover.

5．As direct steamers to your port are few and far (8) , in most

cases, goods have to be transshipped from Hong Kong.

6．As we now desire to have the shipment insured at your end, we shall

be much pleased if you will kindly arrange to insure the same (9)

our behalf(10) All Ris ks(11) 110% of the invoice

value.

7. We sincerely that our request will meet with your approval and await

your reply (12) keen interest.

8.(13)receipt of the same, please deliver our Order No.811 (14) chemical fertilizer per S.S. “Elizabeth”and confirm(15) return

that the goods will be ready in time.

9. In order to cover this shipment we have drawn (16)you a

draft (17) L\C and negotiated it through The Bank of China.

10. As our orders was place (18) a CIF basis and you effect

the insurance, we should be grateful if you would submit the insurance

claim (19)us (20) the insurers.

答案：

(1)Through (2) of (3)in (4) with

(5)by (6)for

(7) under (8) between (9)on (10) against (11) for

(12) with (13)Upon (14)for (15) by (16)

on (17)under (18)on (19)for (20)with

二、英汉翻译

1.We would like to inform you that at present we can supply you with various kinds of men's leather shoes.

2.As we said previously, it is only in view of our long friendly relations that we extend you this accommodation.

3.If you make us an offer at competitive prices we can sell a

large quantity of chemical product in our dis trict.

4. We advis ed you in our letter of Dec.1, that we would like to place a trial order with you for 50 pieces Flying Pigeon Bicycles.

5. After reinspection at the port of destination, the quality of the goods shipped ex S.S.“Red Star” under Contract No. CT7543 was found not in compliance with the contract stipulations.

6. We wis h to call your attention to the validity of the L/C, since there is no possibility of L/C extension.

7. We send you a brochure on the various kinds of bicycle now available for export.

8. Please advis e us whether you iron nail packed in plywood kegs of 60kgs,net and whether you can ship our order from stock.

9. Since the premium varies with the scope of insurance, extra premium is for buyer's account, should additional ris ks be covered.

10. We shall be glad to ship the goods by a direct steamer to Vancouver within 30 days after receipt of your L/C.

答案：

1.我们想通知贵公司我们目前可以供应你们各式各样的男式皮鞋。

2.我们以前曾说过，只是鉴于双方的长期友好关系，我们才给你方这一照顾。

3.如你方以竞争性价格报盘，我们能在我方地区大量销售化工产品。

4.我方曾在12月1日信中告知你方，我方愿向你方试订50辆车飞鸽牌自行车。

5.经在目的港的复验，发现“红星”轮装来的第CT7543与合项下货物质量与合同规定不符。

6.此信用证无展延可能，特此提请你方注意该信用证的有效期。

7.兹寄去一份有关我公司目前可供出口的各式自行车的小册子。

8.请告你方铁钉是否以胶合板桶装，每桶净重60公斤，以及是否可供现货。

9.保险费随保险的责任范围不同而异，如投保额外险，额外险费由买方负担。

10.我们将乐意在接到你方信用证后30天内，将货物交由驶往温哥华的直达轮装出。

三、汉译英

1．很抱歉，我方不能接受你方的还盘，因为我方报给你方的价格是很实际的。

2．一俟收到你方具体询价单，我们马上寄送样品并报最优惠的价格。

3．在大量词订购之前，我们想要你方产品的样本以便熟悉你们货物的质地和工艺。

4．关于我们向你方订购的600台“蝴蝶牌”缝纫机，我们已收到你方第5678号销售合同

5．第1986号合同项货物现已备妥待装，请赶快开立信用证。

6．我们不妨在这里补充说明一下，由于需求量大，该盘有效期到12月20日截止，过期后我们无法再把货物保留着不出售（或：过期不候）

7．兹就“东风”轮装来货物短重一事提出索赔。

8．此信用证无展延可能，特此提请你方注意该信用证的有效期。

9．兹证实我方已给你方拍了电报，报给你方核桃仁30公吨，每公吨欧洲主要口岩价计人民币21860元，11月船期。

10．希望早日报给我们工作母机的实盘，最好电开。（或：如能早日报给我们工作母机）的实盘，最好电报报盘，我们将不胜感激。）

答案：

1．we regret that your counter-offer is not acceptable to us as the price we quoted is quite realis tic。

2． samples and quotations at favorable prices will be immediately sent to you upon receipt of your specific enquiry。

3．we desire some sample of your products in order to acquaint ourselves with the material and workmanship before we place a large order with you。

4． with regard to our order for 600 sets “Butterfly” Brand sewing Machines， We have already received your Sales Contract No.5678。

5． As the goods under Contract No. 1986 are now ready for shipment、please rush your L／C with the least possible delay

6． We might add here that， owing to heavy demand， our offer remains firm untill December 20 and that there is little likelihood of the goods remaining unsold once this particular offer has lapsed。

7． We are lodging a claim on the shipment ex S/S“East Wind” for short delivery。

8． We wis h to call your attention to the validity of the L／C since there is no possibility of L／C extension。

9． We confirm having cabled you an offer of 30 metric tons walnut meat at RMB 21 ，860 Yuan per metric ton CIF European Main Ports

for November shipment。

10． It will be appreciated if you will immediately let us have your firm offer for machine tools， preferably by cable。

四、撰写英文书信

XXX先生：

我们已及时收到你方第4806号销售合同一式两份，按照你方的要求，我们已经会签，兹随函退回一份。

有关信用证已通过伦敦中国银行开出。不久即可到达你处。收到后请即安排装运，并电告船名和开航日期。

XXX谨上

答案：

Dear Mr.XXX:

We have duly received your Sales Contract No.4806 in duplicate. As requested, we return here with one copy completed with our counter-signature.

We have already establis hed with the Bank of China, London the relevant L/C , which we believe will

reach you soon. Upon receipt, please arrange shipment and advis e us of the name of streamer and its sailing date

by cable.

Sincerely yours,

五、翻译英文书信

Dear Sirs,

We are surpris ed to note from your letter of the 5th June that you are not prepared to consider our offer of a 15 percent dis count to compensate you for the defects in the goods supplied in execution of your order No.93\30 of the 1st June.

Though we consider our offer adequate, and even generous, we are prepared to admit that our views may not be justified by the fact. At the same time we regard with dis favor your threat to resort to litigation, and we suggest that

the dis pute could be settled just as effectively and far more economically by arbitration.

We would recommend on the grounds of economy a joint arbitrator, but should you prefer to have one appoint by each of us, and a third called in with a casting vote in the event of dis agreement, we should be prepared to fall in with your wis hed.

Yours faithfully,

答案；

敬启者：

接六月五日来函，获悉贵公司对于本公司前按六月一日93/30号订单配发货品时所发生之缺点，不拟考虑我方之建议，以15%之折扣为之补偿，深感惊异。

虽然我方深觉所开示之此数额为适当，甚至尚称优厚，但仍拟承认，按种种事实，我方之见解或未正确。同时我方以为贵公司大有以诉诸法律相威胁之态度，殊不敢苟同。我方以为此项纷争如以仲裁之方式解决，自有实效，且极经济。

本公司愿建议基于经济之理由，邀一共同仲裁人。但倘若贵公司有意双方各指定一人，并邀第三人，以便两人意见相左时，可有第三者投票决定，我方将尊重你方意见。

商祺

完