2、asgeneralbaseinAsia.Weshallbemuchobligedifyouwillintroducetousamostreliableimporterhandlingbusinessmachines.Ourlineofbusinessincludes:Typewriter,CopyingMachines,CompanyPrintingMachines,CashRegisters,AddressingMachines,etc.Concerningourfinancialstatusandr
3、eputation,pleasedirectallinquiriestotheBankofChina,theFirstCommercialBank,BeijingortheNewmanCashRegisterCo.Ltd.inChina.Thankyouverymuchforyourco-operation.Wehopetohearfromyousoon.Yoursfaithfully,自我介绍我公司成立于1950年，是家商用机器大进出口商，一直在全世界扩大业务经营，现在打算把业务活动扩大到你方市场，（把
4、你方市场）作为我公司在亚洲（开展业务活动）的总基地。若能给我们介绍一家可靠地经营商用机器的进口商当不胜感激。我们经营的品种包括打字机、复印机、印刷机、收款机、姓名住址印写机等。关于我们的资信情况，请向中国银行。北京第一商业银行查询。预先感谢贵方的合作。希尽快收到你方的消息。2.StartingBusinessRelationswithanExporterDearSirs,WeoweyournametotheFirstCommercialBankatyourend,throughwhomweunderstandthat
5、youarewellexperiencedintheexportofengineeringequipmentwithservice.Wetakethisopportunitytointroduceourselvesasoneoftheimportersbuyingvariouskindsofmachines,instruments,tools,etc.,forclientsintheeastChinaregion.Inordertoletushaveabetterunderstandofyou
6、rproductswithfulldetails.Uponreceiptofsuchmaterials,weshallseewhatitemsareofinteresttoandpassourenquiriestoyou.Weanticipatethepleasureofhearingfromyouinthenearfuture.Yourssincerely,与出口商着手业务关系承蒙贵方第一商业银行告知贵公司名称，我们通过该行获悉贵公司在出口工程设备及服务方面卓有经验。我们利用此机会作自
7、我介绍：我公司是家进口商，代华东区客户购买各种机器、仪表、工具等。为使我们更好的了解你方产品，请速寄你方产品详细目录与价目单。一俟收到该材料，发现感兴趣商品，我们立即向你方发出询盘。盼不久收到你方消息。3.RequestfortheEstablishmentofBusinessRelationGentlemen,AsyournameandaddresswerelistedinTheTextileMagazine,wearewritinginthehopeofopeninganaccountwithyourcom
8、pany.Weareoneoftheleadingexportersoffirstclasscottonandrayongoodsandexcellentreputationthroughfiftyyears’businessexperience.Wearesurethatyouwillbequitesatisfiedwithourservicesandtheexcellentqualityofourgoods.Weencloseherewithapamphletintroducingourbu
9、sinessstandingandoutline,thecompletecatalogofourgoods,andsomesamplesfromwhichyouwillreadilyobservetheextentofourreliabilities.Ifyouneedmoreobjectiveinformationconcerningourcredit,pleaserefertoTheBankofAmerica,NewYorkandKahnCo.Ltd.,Chicago.Wearelookin
10、gforwardtoyourearlyandfavorablereply.Verytrulyyours,要求建立业务关系先生们：从《纺织杂志》上获悉贵公司名称地址，今致函希望与贵公司建立业务关系。我公司是一家优质棉、人造丝商品的大出口商，在50年的业务生涯中，享有良好声誉。我们相信，贵公司对我们的服务及优良的产品质量会相当满意。随函寄送一本介绍我们商业信誉和公司概况的小册子、一份我方产品的完整目录以及一些样品，从中一眼就会看出我们值得信赖的程度。如需要更多有关我们信用的客观信息，请向纽约美洲银行和芝加哥Kahn有限公司查询。盼速
11、复佳音。谨启4.AReplytotheRequestfortheEstablishmentofBusinessRelationsDearSirs,Wethankyouforyourletterof5ththismonthandshallbegladtoenterintobusinessrelationswithyou.Complyingwithyourrequest,wearesendingyouseparatecoverourlatestcatalogueandpricel
12、istcoveringourexports.Paymentshouldbemadebyanirrevocableandconfirmedletterofcredit.Ifyoufindbusinesspossible,pleasecontactusforoffers.Formoreinformation,pleasecontactusthroughE-mail.Yoursfaithfully,对要求建立业务关系的复信谢谢你方本月5日来信并高兴与贵公司建立业务关系。按你方要求，我们将另封寄送我产
13、品的最新目录和价目单。以保兑不可撤销信用证付款。如你方认为业务可行，请与我方联系索盘。如要了解更多的情况，请通过E-mail与我们联系。5.MakinganEnquiryDearSirs,Wehavegottheaddressofyourcompanythroughyour.Letusintroduceourcompany.Ourmainbusinessissellingfamous-brandathleticshoes,suchasNike,Adidas,andsoon.Webelieveth
14、ereisapromisingmarketintheU.S.A.andCanada.Wearelookingforasupplierasourlongtermpartner,andwewouldlikeyoutosendusdetailedinformationonsuchitems,includingsizes,colours,andyourlowestquotationsonCIFNewYork.Ifyourpricesarecompetitive,wemayplacealarge
15、order.Wearelookingforwardtohearingsoonaboutwhatweneedinthisregard.Yourssincerely,询盘我们从你们网址获悉你公司地址。让我们自我介绍。我们的主要业务是销售名牌运动鞋——耐克、阿迪达斯等品牌。我们认为该货在美国和加拿大市场看好。我们正在寻找一家供货商作为长期伙伴，并希望贵公司向我们提供有关该商品德详细情况，包括尺码、颜色和你方CIF纽约最低报价单。如你方价格有竞争力，我们会大量订货。盼早日收到有关我方所需商品的消息。6.MakinganOff
16、erDearSirs,WeareverypleasedtoreceiveyourenquiryofApril6.Wearesendingyouourquotationtoday,andthelatestillustratedcatalogueandsamplesbyseparatepost.Asrequested,wearemakingyou,subjecttoyouracceptancereachingusnotlaterthanApril20,thefollowingoffer
17、basedon20’FCL.Quantitieslessthanthatareslightlyhigher.Othertermsandconditionsarethesameasusual.Astherehasbeenalargedemandforthetwoitems,suchagrowingdemandcanonlyresultintheincreaseinprice.Weadviseyoutoplaceanorderassoonaspossible.Weare
18、lookingforwardtohavingyourearlyorder.Yourssincerely报盘非常高兴收到你方4月6日询盘。我们今天寄送报单。最新图例目录和样品另封寄出。按要求，我们以20英尺整箱集装箱为基础向你方作如下报盘，以你方接受不迟于4月20日抵达为准。如订货数量小于报盘数量，价格则略高些。其他条件如故。由于对这来年各个品种需求量大，必然造成价格上涨，劝你方尽早订货。盼早日收到你方订单。7.SendingProformaInvoiceDearSirs,Thankyouforyourinterestin
19、purchasing6000piecesofourGoodLuckBrandElectricFans.ComplyingwithrequestinyourletterdatedApril26,wetakepleasureinenclosingyouourProformaInvoiceinquadruplicate.Wewouldlikeyounotethatourofferremainsvalidfortendaysonly.Foryourinformation,thegoodsyoue
20、nquiredforhavecommandedagoodmarket,andwehavereceivedalotofotherenquiriesforthem.Pleasetakeallthenecessarystepsyoucandowithoutdelay.Weanticipatethepleasurehearingfromyousoon.YoursFaithfully,寄形式发票谢谢贵方拟购6000台好运牌电风扇。按照你方4月26日信中要求，我们附寄形式发票一式四份。请注意，我方报盘有效期仅为10
21、天。供你方参考，你们所询购的货物十分畅销，我们已收到该货的大量询盘。请你方立即采取必要步骤。盼早日收到你方消息。8.MakingaVoluntaryOfferDearSirs,YoumightbeinterestedinourChinesesilkgoods.Wearesendingyouherewithacopyofsamplebookillustratingourfull-rangeproducts,togetherwithourcurrentpricelist.Alloursilki
22、temsareofnicecolours,moderndesignsandgoodquality.Theyaresellingverywellinthenewseason.Fromallthelistprices,atradediscountof30%andafurtherspecialdiscountareallowed,thatis35%inall,ifordersarriveatusonorbeforeMay11.Perhapsyouwouldbegoodenoughtos
23、tudytheinformationsentbyus,andyouwillobservethatatthequotedprices,thegoodsweareofferingaregoodvalueformoneyafteratrailorder.WhynottakefulladvantageofthefavourabletermsWetrustthatmanyoftheitemsinourcataloguewillbeofinteresttoyou.Wewouldbepl
24、easedtoserveyouifyoulikethem.Lookingforwardtohearingfromyousoon.Yourssincerely,主动报盘你们可能会对中国丝绸品感兴趣。我们随函寄送有关我们全套产品的图例样品薄和现行价目单。我们所有的丝绸品均颜色好、设计时新、品质优良，在本季度很畅销。如订单于5月11日或之前抵达，对价目单价格均给30%贸易折扣，并再给特别折扣，共计为35%。敬请研究我们提供的信息。试订后，你们会发现，按所报价格，该产品货真价实。为什么不充分利用这有利的条件？我们确信，你们会对
25、目录中许多品种感兴趣。如果你们喜欢，我们愿意为您服务。盼早日收到你方消息。9.RequestforLowerPriceDearSirs,WearepleasedtoreceiveyourofferofMarch22,2005andanillustratedcatalogue.Inreply,weregrettosaythatyourpricesareoutoflinewiththecurrentmarketlevel.Informationhereshowsthatthema
26、kesofferedbyyoucanbeobtainedfromothersourcesatpricesmuchlowerthanyours.Moreover,themarketisdeclining.Inthiscase,itisimpossibleforustopersuadeourcustomerstoacceptyourpriceseventhoughyoucansupplyfull-rangfamous-brandathleticshoes.Ifyouwerepreparedto
27、reduceyourlimitby,say6%,wemightcometoterms.Itistruecompetitivepriceswilloftenresultinahighmarketsharewithgreatprofitinthefuture.Wewishyoutoconsiderthisfactor.Weawaityourpromptreply.Yourssincerely,要求减价很高兴收到你方2005年3月22日的报盘及图例目录。兹复，很遗憾，你方价
28、格与现行市价不符。这里有信息表明，你方所报的货物可从其他货源得到，价格比你们的低得多。此外，行情在下跌、在这种情况下，即使你方能提供系列名牌运动鞋，我们也不可能劝客户接受你方价格。若你方打算减价，比如6%，我们可能成交。事实上，有竞争性的价格通常会带来高市场份额和丰厚的利润回报。希望你们考虑此点。等待你方迅速回复。10.DecliningPriceReductionDearSirs,ThankyouforyourfaxofApril2,butweregrettolearnthatyoufeelourpri
29、cestoohigh.Wewouldliketopointoutthatthepriceswequotedareourlowestlevel,whichmakestheprofitmarginverythin.Sowecannotseeourwaycleartomakeanyreductioninthepriceofthistype.Withaviewtosupportingyoursales,werecommendourType304asanexcellentsubstitu
30、teatyourpreviously-mentionedprice.Itisofthesimilarqualityandfunctiontothesubstanceyoudemand.Yourfavourableconsiderationofthisopportunitywouldbehighlyappreciated.Yourssincerely,拒绝减价谢谢你放4月2日传真。但很遗憾，你们认为我方价格太高。须指出，我们所报的价格已是最低价，赚头很小，所以不能减价。为鼓励你方销售，我们推荐304型作为你们先前提到价
31、格的绝好替代品。该型号产品的质量与功能，与你们所要的货物的质量与功能类似。请充分考虑我们建议。11.ConcessiononPriceDearSirs,WearegladtoreceiveyourletterofApril5.Toourregret,weareinformedthatourpricescan’tmatchthemarketlevel.Consideringthequalityoftheshoesoffered,wefeelourpricesrealistic,eventhough
32、alargenumberofshoesofsimilardesignfromvariousothercountriesaresoldatpricebelowours.Ourslowleavewithnarrowmarginofprofit.Thereforeweareverysorrytosaythatwearenotinapositiontoacceptyourcounter-offeroreventomeetyouhalfway.Butweareanxioustodoever
33、ythingwecantoaidanoldcustomerlikeyoutodevelopthetrade.Wearepreparedtoallowyou4%commissiononeachpair,plusadiscountof5%onallorderscomingtousbeforetheendofthismonth.Wearelookingforwardtohavingyourearlyorder.Yourssincerely,要求减价高兴地收到你方4月5日来信。非常遗憾，
34、你们认为我方价格与市价不相称。虽然有大量其他国家类似式样的鞋，售价低于我方价格，但考虑到所报鞋的质量，我们认为我方价格是实际的。我们的价格低，没给我们留多大赚头。因此，很抱歉，我们不能接受你方还盘，甚至各让一半。但我们十分想尽可能帮助像你们这样的老客户发展贸易。我们打算对每双鞋给4%佣金，对本月底之前发来的所有订单另加5%折扣。盼早日收到你方订单。12.IncreaseinPriceDearSirs,Wewishtoinformyouthatwehaveadjustedthepriceaswepreviouslyquotedyouf
35、orthecellphonesyourequired.OurnewpricestakeeffectonSeptember20.Mayweexplaintheincreaseinthepricestoyou.Theyresultfromthreepoints:thesuddenriseinfreightcostonSeptember19becauseoftighterfreightandportmarket;thecontinualincreaseinthepricesofmaterial;
36、thesteadyriseinthelabourcostastheresultofeconomicsinthedirections.Weknowfrequentchangesofpricearemostunfavourable,butwecan’tkeepouroldpricesanylongerinordertocovertheincreasingcost:cuttheallowanceto3%onpurchasequantitynotlessthan1000articles,and
37、reducethecommissionto4%each.Infact,thesepricesarestillabout3%belowthemarketlevelbecausewewouldliketocontinuetodobusinesswithyou.Furthermore,ourgoodsremaincompetitivefortheirexcellentquality,fashionabledesignsandpopularcolours.Wetrusttheywillhelpyoua
38、lotofstandfirmlyinyourmarket.Wewishyoutoplaceyourordersatanearlydate.Yourssincerely,提价兹通知你方，我们对先前的报你的手机价格已做了调整，新价格从9月20日生效。我们提价原因向你解释一下，原因有三：由于运输紧张，运费于9月19日突然上涨；原材料价格持续走高；周边的经济发展造成的劳动成本不断上扬。我们知道价格经常变动极为不利，但为了弥补成本上涨，我们不能继续维持原价：（只好）对购买1000件以上的订货把折扣减到3%，把每件的佣金降到4%。事实上这些价格依然
39、比市价低约3%，因为我们愿意继续与贵公司做生意。另外，我货以其质地优良、设计时尚、颜色漂亮，依然极具竞争力，能大大地有助你们站稳市场。希早日收到你方订单。13.SendingaSalesConfirmationDearSirs,ReferringtoyourE-mailofFebruary12,wearepleasedtoconfirmhavingsoldtoyou100pairsofAdidasShoesonthetermsandconditionsagreedsoon.Weencloseher
40、ewithourSalesConfirmationNo.WS215induplicate,acopyofwhichpleasecountersignandreturntousforourrecord.Yoursfaithfully,寄销售确认书关于你方2月12日电子邮件，今高兴确认按议定的条件已售你方100双阿迪达斯牌运动鞋。随函附寄第WS215号销售确认书一式两份，其中一份请会签并退回供我方存案。14.S.T.TradingCo.
41、Ltd.DearSirs,Re:ContractNo.WS226-ChineseSilkGoodsWehavereceivedthecaptionedshipmentexS.S.“Victory”,andarepleasedtoinformyouthatallyourgoodsarefoundquitesatisfactory.Asitiscertainthatthemarketisingreatneedofadditionalquantities,wewishtobookwithy
42、ouarepeatorderforthefollowingitems.OthertermsandconditionsarethesameasarestatedinContractNo.WS226.PatternNo.043175196Quantity34000yards36000yards50000yardsWeareinurgentneedofthegoodsandrequirepromptshipm
43、ent,foranydelayinitwouldcauseusinconvenience.Iftherepeatedordercan’tbeshippedfromstock,pleaseadviseuswithallparticularsthespecificationsofthosewhichcanbeavailablefromstock.Wearelookingforwardtofavourablereplytowhatweneedinthisregard.Yourssincerely,
44、S.T.贸易公司事由：第WS5226号合同——中国丝绸由“胜利”号船运来的标题货物已收到，并高兴地告知，你货相当令人满意。肯定市场对此货还有大量需求，我们想向你方续订下列品种。其他条件如同第WS5226号合同。货号043175196数量34000码36000码50000码我们急需此货，要求即期装运，任何耽搁都会给我们造成不便。如续订货物不能现货供应，请告知可供现货的规格及详细情况。盼收到有关我方需求的佳音。15.FailingtoSupplyDearSir,Re:
45、ChineseSilkGoodsWearepleasedtoacknowledgeyourfaxofApril27,throughwhichwenotethatyouwishtoplacearepeatorderbecauseofyoursatisfactionwithourChinesesilkgoodsshippedtoyouperS/S“Victory”.Butwefeelitregrettablethatthepatternsrequiredbyyouareoutofstoc
46、kforthetimebeing.Wecannotacceptanyfreshordersfortheabove-mentionedgoodsatleastforanothermonthaswearefullycommitted.However,weshallnotfailtocontactyouassoonasournewsuppliescomein.Isitagreeablethatweaskforfortydays’delayinshipmentRegardingstock
47、Chinesesilkgoods,wearealsoenclosingalistforyourperusalincaseyouareinterestedinanyotheritems.Ifpossible,pleasedonothesitatetoletusknowyourdetailedrequirements.Weassureyouthatyou’llreceiveourpromptattentionatalltime.Lookingforwardtohearingfromyouso
48、on.Yoursincerely,不能供货高兴收到你方4月27日传真，从中看到，由于你方对由“胜利”轮发运的中国丝绸满意，欲向我方续订。但很抱歉，你方所需的花色眼下无货。对上述货物，由于订货已满，我们至少下个月不能接受新订单。但一有新货供应，我们会立刻和你们联系。关于现货中国丝绸，你们可能对其他品种感兴趣，我们附寄一份货单供你们阅读。如果可能，务请告知具体需求。我们保证，你方的需求，我们总会讯以办理。盼收到你方消息。16.RequestforPaymentbyD/PDearSir,Weareinpossessionpf
49、yourSalesConfirmationNo.WS215andtherelevantletter.Referringtoyourpaymentterms,weregrettoadvisethatitisnotacceptabletousduringthissales-pushingstage,forestablishmentofanL/Cwouldinvolveusinalotofexpensesandthetie-upoffundsforalongtime.Wewouldlikeyo
50、utotakeintoconsiderationofourrequestforshippingthegoodsasatrialtousbypaymentagaindocumentsatsight.Wearesurethatyouraccommodationinthisrespectwouldbeaspecialsignofencouragementinourbusiness.Ifyouwishtomakeenquiriesaboutourfinancialstanding,youmay
53、forthesegoods.Astheynowenjoylittlepopularityhere,wecannotcountonregularsales.Thuswefinditimpossibletomakepurchasesonourownaccount.Asitisatrialorder,wearemakingtheproposalforpaymentbyDocumentsagainstAcceptance,whichwillbesuretooffergoodprospects.
54、Wehavebeenbusinesspartnersforquiteafewyears,youassumenoriskinacceptingourproposal.Weshouldbegratefulifyoukindlygiveprioritytotheconsiderationoftheaboverequestandsendusanearlyfavourablereplytoournewarrangement.Yourssincerely,建议D/A方式付款今致函告知贵公司，我们最近收到
55、许多新花色中国丝绸询盘。我们感到这类商品有潜在市场。由于该商品在我们当地尚无名气，我们不能指望长期销售。这样我们就不能自行购买。由于这是试购，我们建议用承兑交单方式支付，这样做，肯定前景看好。我们已是多年贸易伙伴，接受我们的建议，你方不会承担风险。如对上述要求给予优先考虑，并早回佳音，当不胜感激。18.ModifyingTermsofPaymentDearSirs,Re:OurOrderNo.0-B109Thankyouforyourfaxinformingthespecificationsandpricelistofyour
56、goodsavailablefromstock.Wegetintouchwithyouurgentlyaswefindthereisapromisingmarketforsomeoftheitemsafterstudyingyourinformation.Wehavedecidedtogiveyoutheenclosedorder.Astothepaymentterms,wehavesatisfactorilytradedwithyouonconfirmed,irrevocablesight
57、L/Cbasisinthepast.Butnowwewishtoproposeaneasierway“TelegraphicTransfer”.Whenyougettheshipmentofourorderready,includingthefreightspacewhichhasbeenbooked,pleaseletusknowassoonaspossible.WewillremityouthefullvaluebyT/T.Thisprocedurewouldcertainlyhe
58、lpussavemuchtimeandahugeamountofcostonopeningtheL/Caswell.Wetrustitwillpromoteoursales.Yourkindnessingrantingusthetermandconfirmingourorderswillbehighlyappreciated.Yourssincerely,更改（付款）条件谢谢你方传真告知你方现货的规格和价目单。我们紧急与你方联系，因看过你们的资料后，我们认为某些品种市场前景看好。我们决定随函寄送订货单。
60、4for3000ZhonghuaBrandBicycleshasbeendispatchedbyS.S“MerchantPrince”whichsailedfromShenzhenyesterdayandisduetoarriveatLondononAugust9,2005.Asrequested,theconsignmentwillbehandledonarrivalatLondonbyMessrsBehren&Co.,whowillmakeallthearrangementsforits
61、deliverytoyou.Wehaveimpresseduponthemtheneedforurgency.Enclosedpleasefindonesetofshippingdocumentscoveringthisconsignment,whichcomprise:InvoiceNo.CL1220induplicateNon-negotiableBillofLadingNo.AB1234PackingListNo.5023induplicateInsurancePolicyNo.BG
62、9546SurveyReportNo.TF3345CertificateofOriginWelookforwardtohearingfromyouthatthegoodshavearrivedsafelyandingoodorderandthatyouarepleasedwiththem.Yoursfaithfully通知装运谢谢你方展延第5757号信用证，今通知你方，你方第134号订单下3000辆中华牌自行车已由“MerchantPrince”号船发出，该船昨日从深圳起航，预计2005年8月9日抵达伦敦。
63、按照要求，该货一到伦敦，将由Behern公司处理，他们将为向你方交货做出一切安排。我们已催促他们速办此事。随函寄送该货装运单据一套，请查收，其中包括：第CL1220号发票两份第AB1234号不可转让提单第5023号装箱单两份第BG9546号保险单第TF3345号检验单产地证盼收到你方好消息：货物安全抵达、状况良好，你方对该货满意。20.PlacinganOrderDearSirs,Wehavereceivedwithpleasure3copiesofyourquotationsforthesubjectartic
64、lesandappreciateyourpromptattention.WefindthequalityofyourproductssatisfactoryandpricesacceptableandwishtoorderfromyouasperourPurchaseOrderenclosed.IfthegoodssellwellinHongkongmarket,weshallplacefurtherandsubstantialorderswithyouinthenearfuture.Yoursfaithfully,订货我们高兴地收到你方标题商品报价单3份，感谢你们迅速办理此事。你方产品令人满意，价格可以接受，我们希望按附寄的够货单向你们订货。如该货在香港市场畅销，我们很快就会向你们大量订货。