加拿大外贸
常用商务信函写作实例与训练1. 建立贸易关系 (Establishing Trade Relations)
一个公司，一家企业，要想进入市场，寻找货源，求生存，求发展，最首要的工作是与别的商家建立贸易关系。达此目的的途径很多，如阅读广告、参加交易会、参观访问、引荐介绍等。此外，还可以直接通过书信的形式建立贸易关系。
建立贸易关系信函的写作可以按照以下步骤进行：
1) 告诉对方从何种途径获得对方的信息 (如：通过……得知……)。
2) 写明去函的目的：了解对方经营产品的情况；提供本公司产品的情况。
3) 希望保持联系。
另外，信函措辞应礼貌诚恳、热情、表达清楚透彻。
实例
Dear Sir,
We have seen your name in various trade magazines and we understand that you have been supplying EPSON STYLUS printers of the best quality to all places over China for these 2 years.
We should like to offer you our service as a trading firm of office appliances, and we have offices or representatives in almost all major cities in East China towns. In addition, we operate our own advertising agency. According to our market investigation report there is a large demand for office appliances in China. Therefore we should be obliged if you would advice us whether you have a mind to establish business relation with us by return mail.
Yours sincerely,
John Waine
常用套语
1. As your name and address appear on Yangtse Evening Post, we are writing to you with a desire to open an account with you / to establish business relation with you.
我们在《扬子晚报》上看到贵公司的名称和地址，非常希望与贵方建立商务关系。
2. We write to introduce ourselves as one of the leading exporters of a wide range of...
我们作为主要的出口商之一，经营……
3. We are enjoying an excellent reputation and we should like to offer you our service.
本公司具有良好的信誉，并愿意向贵方提供服务。
4. We are willing to enter into business relations with you on the basis of equality and mutual benefit and exchanging needed goods.
我方乐于在平等互利、互通有无的基础上与贵方建立贸易关系。
5. Your desire to establish direct business relations with us coincides with ours.
贵方与我建立直接的贸易关系的愿望与我方打算相吻合。
6. We are also enclosing a catalogue showing the details of our line.
附上一本我公司经营产品的详细目录。
7. ...that you'll be quite satisfied with our goods and service.
……贵方将对我们的货物及服务满意。
2. 销售信函 (Sales Letter)
推销产品是商务活动中一重要环节，其目的是要吸引对方的注意，激发购买欲望，最后售出货物。销售信函内容应包括：
1) 介绍所推销产品的情况，如性能、价格等较同类产品的优越。
2) 附带一些优惠条件或帮助。
此类信函需措辞得当、简洁精练、语气肯定、具有说服力。忌离题、冗长、华而不实。
实例
Dear Sirs,
In the field of salted food in Jiangsu, NANJING SALTED DUCK from the Nanjing Xue Hua Duck Group has been considered the best for quite a long time. Competitions help increase its quality and attraction. Its reputation and recommendation are spread by everyone who tastes it. NANJING SALTED DUCK is now sold in large quantities to South-east Asian countries every year. Our company also supplies cured meat (腊肉), sausage, bacon, etc.
In addition to a trade discount stated we would allow you a first order discount of 5%. You will find enclosed leaflets of our latest products.
We look forward to your early reply.
Sincerely yours,
Lin Ping
常用套语
2.1. We take pleasure in enclosing the latest catalogue of... / price list of...
我方十分乐意为您（贵方）寄上我们最新的……商品目录 / 价格表。
2.2. This item, superior in quality and moderate in price, is sure to be salable in your market.
本产品质量上乘，价格适中，在你方市场一定有销路。
2.3. We expect you to try our products and are sure that you would be pleased with...
希望贵方使用我方的产品，相信贵方对……定会感到满意。
2.4. We inform you that since price is subject to change, please put an order before 8 Oct. if possible.
敬告贵方，由于价格可能变动，如果可能请在10月8日前订货。
评论
2.5. We regret that we have had no opportunity to do business with you.
很遗憾我方与贵公司仍未有生意往来。
2.6. The high quality of our product is well known and universally acknowledged.
我方产品的高质量已是众所周知，并得到广泛认可。
2.7. We stand ready to serve you.
我们随时乐意为您提供服务。
3. 定购函 (Letter of Order)
定购函是商贸活动中一种必不可少的例行手续。它通常是贸易双方经过电话、电报、面读等方式洽谈或协商，将交易谈成后，买方以书面形式对定购事宜进行确认的信函形式。订货函的内容及撰写原则是：
1) 感谢买方提供货物报价。
2) 准确陈述所定购商品的名称、货号、质量、规格、单价以及自己能接受的报价。
4) 说明运货条件：时间，地点，方式，运费支付，包装，保险等。
5) 确认付款方式。
目前，许多大型公司除使用订货函外，还一并附订货单。卖方收到买方的定购函和订货单后应该尽快确认。
实例
Dear Sirs,
Subj. Cotton Wash-And-Wear Dress
Thank you for your quotation of 18 April together with sample dresses.
The quality, the style and the prices are satisfactory and we are pleased to place an order for the following sizes (Please refer to the Purchase Order enclosed) on condition that they will be supplied from stock at the price in last December quotation. Our usual terms of payment are by D / P 40 days at sight (40天付款交单) and we hope this will be accepted.
We expect to find a good market for this kind of dress and hope to place further and larger orders with you in the near future.
Yours sincerely,
________________
Accepting an Order
Dear Sirs,
We are pleased to receive your order of 22 April for cotton wash-and-wear dresses. We accordingly accept the order and shall arrange delivery before 1 May.
We hope they will reach you in the stated time and expect to have further orders from you.
Yours sincerely,
________________
常用套语
3. 1. Thank you for your order of... (date).
感谢贵方……（日期）的定购。
3. 2. We accept the trading terms you've quoted and enclose our official Order No...
我方接受贵方所报的交易条件，并附上我方正式定单，第……号。
3. 3. The ordered goods are in urgent need and your prompt delivery will be appreciated.
所定货物急切需要，如蒙迅速交货，不胜感谢。
3. 4. We should be glad if you would let us know whether...
如贵方告知是否……我方将很高兴。
3. 5. This is a trial order. If the goods sell well, we'll place / give further orders.
这是试定购。如果销售情况良好，我方将继续定购。
3. 6. Please see to it that your goods meet our requirement.
请务必保证贵方货物符合我方要求。
4. 询盘与报盘 (Inquiry and Offer)
在贸易中，要达成一笔交易需经过反复的磋商，即买卖双方通过函电或其他方式相互洽谈、沟通、交换意见，从而达成一致。交易磋商中的主要环节就是询盘与报盘。
询盘--在买卖双方进行交易时，买方向卖方致函询问，了解货色、价格、付款方式、交货期限等销售条件。也称询价函。
报盘--卖方答复买方询问商品的情况。也称报价函。
撰写时应包括以下内容：
1) 询价函首先说明获得对方商品信息的来源以及写此函的目的，然后询问对方商品的详尽情况。
2) 报价函首先感谢对方的询问，并表示乐意为之提供服务，并按对方询问的内容一一做解答。
无论是询价函还是报价函，语言表达均要准确、具体、切题，切忌模棱两可。
实例
Letter of Inquiry
Gentlemen:
Subj. WPS 2000 Word Office Software
We provide editorial and publishing service for book publishers. Most of our work is done on MNO word processor system. We read from SOFTWARE WORLD that you supply WPS 2000 word processing office software from KINGSOFT.
We need to know how it works on MNO equipment and, in particular, what it will do for us. We will be grateful if you mail a copy of your catalogue, with details of your prices and terms of payment.
If you have done all these, we would consider to place an order.
Sincerely yours,
________________
Letter of Offer
Dear Sirs,
Thank you for your inquiry of February 15 and we are pleased to tell you that WPS 2000 word processing system is a newly designed office work software. It can be equipped on MNO equipment and on any Windows state.
We enclose some brochures to further illustrate the software and the quotations we are able to supply.
Looking forward to your first order.
Sincerely yours,
_________________
常用套语
4. 1. We learn from... that you are one of the manufacturers of... Will you pleased send us your prices of...
.我方从……获悉贵方是……的制造商，请报贵方……的价格。
4. 2. We shall be pleased if you send us the lowest quotations for the following.
如果贵方能就下列……向我方报上最低价，我方将不胜感谢。
4. 3. If you supply goods of the type and quality required, we may place regular orders for large quantities.
如贵方提供货型、质量与要求相符的货物，我方将考虑进行批量、定期订货。
4. 4. Please inform us what special offer you can make us for...
请告知贵公司对于……能给与多少特价优惠。
4. 5. In reply to your letter of... we enclose our latest pricelist for...
就贵方的来信，我方随信寄上……的最新价目表。
4. 6. We have received an inquiry for...
我们已经收到……的询盘。
4. 7. In reply to your letter / inquiry of..., we wish to inform you that...
兹复贵方……的来函 / 询盘，我们愿意告诉贵方……。
4. 8. We understand that there is a good demand for... in your market, and take this opportunity of enclosing our Quotation No... for your consideration.
我们了解到贵方市场对……要求强劲，借此良机，附上我方第……号报价单。
4. 9. We thank you for your letter asking for a quotation for... We are pleased to make the following offer.
感谢贵方……的来函，及要求对……进行报价。我方十分乐意进行如下报价。
4. 10. We hope these terms are satisfactory and look forward to your order.
希望上述条件会令贵方满意，并期望订货。
4. 11. As we have no... in stock, we regret being unable to offer. But we'll keep in mind your requirement and shall contact you once it is available.
关于……，目前无货，歉难报盘。但我方会留心贵方的要求，一旦有货，将立即同您联系。
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