加拿大外贸
一、建立业务联系（一）、主动跟新买家建立联系
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 online company introduction at Http://xxxxxxxxxx.alibaba.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
注解：
1. understand from…… : 从……处了解到；从……处听说；获悉
例句：We understand from sister-house that you wish to have an agent in this market.
从我姐妹公司获悉，你方想在这个市场上有一个代理人。
2. be in the market for : 想要购买；有意购买；想买进
例句：The usurped Premier League champions are known to be in the market for a right-back and have earmarked the attacking 24-year-old as a possible acquisition.
去年的英超冠军正在求购一名右边后卫，而这位24岁的球员就是他们的一大目标。
3. joint venture ：合资企业；联合经营
4. specializing in :专门从事
例句：The company is specializing in the research, production and sales of health food, and engaging in the development of health cause.
公司是一家专业从事保健食品的研究、生产和销售，致力于发展健康事业的企事业。
5. be of interest to ：对……是有意义的；对……有趣
例句：Since it concerns plants, it should be of interest to people.
既然它涉及到植物，所以应该能引起人们的兴趣。
6. upon receipt of ：一收到……即
例句：Quotations and samples will be sent upon receipt of your specific enquiries.
一收到贵司的具体询价，我们将送上样品及其报价。
7. We look forward to receiving your enquires soon.
我们期待着您的询盘。
8. Sincerely ：真诚地；诚挚地；由衷地 =Your sincerely
[ 本帖最后由 gameteor0420 于 2010-7-24 21:44 编辑 ]
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（二）、对新买家要求建立业务联系的回复
Dear Mr. Jones:
We have received your letter of 9th April showing your interest in our complete product information.
Our product lines mainly include high quality textile products. To give you a general idea of the various kinds of textiles now available for export, we have enclosed a catalogue and a price list. You may also visit our online company introduction at Http://xxxxxxxxxx.alibaba.com which includes our latest product line.
We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future.
Sincerely.
注解：
1. We have received your letter of DATE 我们收到你某日的来信（说明为什么给他写信，让他一看就明白）
2. interest in ：对……感兴趣；
例句：He disclaimed any interest in the plan.
他否认对该计划有任何兴趣。
3. product lines ：生产线；产品线；产品目录
4. a general idea of…… ：……的大意；……的梗概
5. available for…… ：适用，宜于；有效；可用于…的；对…有效的；能参加…的
例句：These profiles are available for users to select in their personal options.
这些配置文件可用于用户选择在他们的个人选择。
6. enclosed ：附上
7. We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future.
我们期待着您的具体询盘,希望能有机会和你一起工作。（结尾语，表示自己期待他的回信）
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（三）、向老客户介绍公司的最新产品信息
Dear Mr. Jones:
We have refreshed our online catalog at http://xxxxxxxxxxx.com, and now it covers the latest new products, which are now available from stock.
We believe that you will find some attractive additions to our product line. Once you have had time to study the supplement, please let us know if you would like to take the matter further. We would be very happy to send samples to you for close inspection.
We will keep you informed on our progress and look forward to hearing from you.
Sincerely,
注解：
1. are now available from stock ：现在有存货
2. take the matter further ：进一步探讨这个问题
3. look forward to hearing from you ： 期望收到你的来信
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回复函电的格式规范
一、称呼 Dear Mr. Jones:
二、开始语
（对询盘表示感谢并提出所针对的目标询盘）
Thanks for your inquiry dated March 16 for Rechargeable led flashlight(YU-3193).
三、主体 （产品介绍；报价；公司介绍；进一步探询需求点……）
（一）、公司介绍
针对买家的需求，着重宣传自己的竞争优势：生产能力/供货能力、品质控制、认证、出口经验 ……
（其中买家诉求点的筹码越多，越能赢得青睐！）
（二）、产品介绍
你的产品优势在何处？
吸收学习、不断积累产品/行业知识：初步了解行业和产品（维基百科）；行业杂志、行业网站；生产第一线……
（三）、报价：Money Talks？
要不要马上给客人报价？
报多高的价格才合适？
外商还价过低，怎么办？
（四）进一步探询需求点
例如接到这样一个询盘
Dear Sirs:
We are interested in women evening dresses.
We need full information about prices, thpes, and minimum quantity.
Please give us a pricelist.
B/RGDS.
TAREK
TAREK [email protected]
对笼统询盘怎么办？
1. “抛砖”：如果市场比较透明，给出两三个卖得最好的、价格最有竞争力的款式报价给买家做参考
Our product lines mainly include high quality evening dresses with competitive prices. To give you a reference, we enclosed a quation for 3 items which are the most popular in Mideast market.
2. “引玉”：说明报价会根据订货量、交货期、材料、包装要求的不同而有所区别，探询买家的实际需求点
Our quotations are usually according to different quantity, terms of payment & delivery time etc. In order to make an accurate pricelist, would you please give us more details such as the specific material/packing conditions you need for your market?
( 五)、后需跟进
Dear Tarek:
How are you? For several days no news from you since we quote for Item 3211, according to your inquiry No 3750 dated Aug 3. I will obliged if you return this message by any comments. (探询买家对报价的反馈)
We are wondering if there is anything we can do for you? Please don't hesitate to tell es.(主动争取机会)
PEGGY
Dear Tarek:
How are you? Hope everything goes well.
We understand your choice and thanks for all your efforts done for us. If you have any new inquiry about our products, or have some new orders to fill, you are welcomed to contact us. We wil try our best to meet your requisition.(长效联系，争取下次机会)
If you visit China, you are welcomed to our factory.(邀请买家来看厂，增进双方了解和信赖)
Best regards.
PEGGY
四、结束语
结束时，希望该报价能被对方接受：Hope the above would meet with your requirement and looking forward to your prompt reply.
或希望尽快答复：Your prompt reply will be appreciated./Waiting for you early reply.
五、表示敬意的结尾（与称呼相对应）
Your sincerely/Your truly/Yours faithfully
六、落款
（一）、签名/LOGO： 独特（不同字体/颜色，加深对方印象）
（二）、联系信息完整，便于买家联系
NINGBO CXC CO.,LTD.
Add： AAAAA East Road NINGBO CHINA
Tel：86-574-xxxxxxxx
Fax：86-574-xxxxxxxx
Mobile：13xxxxxxxx
Email: [email protected]
http://www.xxxxx.com
MSN: [email protected]
[ 本帖最后由 gameteor0420 于 2010-7-25 15:06 编辑 ]
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楼主辛苦了！！！！！！！
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路过！学习了，lz不容易啊
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谢谢楼主的分享。 对于新人来说很有帮助的。
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又学习了另外一表达，posted,也是邮件中常用的。呵呵。
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非常感谢，非常的实用，收藏了
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谢谢 呵呵 不错
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谢谢楼主的分享~对于我这个新人来说受益非浅
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学习了，多谢楼主分享
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在外贸函电课上学到过，谢谢分享
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太好了，谢谢你！
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二、回复查询及报价
（一）、回复对某个产品的查询
Dear Mr. Jones:
Thank you for your inquiry of 16 March. We are pleased to hear that you are interested in our product "toaster".
We've enclosed the photo and detailed information of the product for your reference:
Product: toaster
Specification: xxxxxxxxxxxxxxx
Package: 1pcs/box
Price: 10usd/pcs
Payment: L/C
For purchase quantities over 1,000pcs of individual items we would allow you a discount of 1%. Payment is to be made by irrevocable L.C at sight.
We look forward to receiving your first order.
Sincerely,
注解：
1．for your reference ：供您参考；供你方参考
2．irrevocable L.C at sight ：不可撤销即期信用证
（二）、无法提供对方查询中所要求的产品时
Dear Mr. Jones:
Thank you for your enquiry of 12 March cate 9 cable.
We appreciate your efforts in marketing our products and regret very much that we are unable to supply the desired goods due to excessive demand.
We would, however, like to take this opportunity to offer the following material as a close substitute:
Cate 5, US$__ per meter FOB Shanghai, including your commission 2%.
Please visit our catalog at http://www.xxxxxxxxx.com for more information on this item. If you find the product acceptable, please email us as soon as possible.
Sincerely,
注解：
1. due to excessive demand ：由于过度的需求
2. a close substitute ：相似替代品
3. commission ：佣金
4. as soon as possible ：尽快
（三）、查询对方公司的产品
Dear Sir or Madam:
We know that you are exporters of textile fabrics. We would like you to send us details of your various ranges, including colors and prices, and also samples of the different qualities of material used.
We are volume 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 1000 meters of individual items. Prices quoted should include insurance and freight to San Francisco.
Sincerely,
注解：
1. volume dealers ：大经销商
2. a promising market ：有前途的市场
3. terms of payment ：付款条件
4. not less than :不少于；至少
（四）、几种报盘
(a.)
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,
注解：
1. In reply ：作为答复
2. offer firm ：报实盘
3. subject to your reply reaching us 我方接受你方答复
4. at RMB2000 net per metric ton CNF Copenhagen： CNF/CHR的报价方式
5. sight draft :即期汇票
6. favorable price ：优惠价格
7. counter offer ：还盘
(b.)
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,
1. subject to our final confirmation ：需经我方最后确认
2. at $124.00 per dozen CIF Hamburg ：CIF的报价形式
3. your first class bank ：是和出口商银行有往来业务联系的银行
4. in our favor ：以我方为抬头（商务用语）
5. Sales Contract ：销售合同
6. feel free to ：随意
(c)
Re: SWC Sugar
Dear Sirs,
We are in receipt of your letter of July 17, 2002 asking us to offer 10,000 metric tons of the subject sugar for shipment to Japan and appreciate very much your interest in our product.
To comply with your request, we are offering you the following:
1. Commodity: Qingdao Superior White Crystal Sugar.
2. Packing: To be packed in new gunny bag of 100kgs. each.
3. Quantity: Ten thousand (10000) metric tons.
4. Price: US dollars one hundred and five (US$105.00) per metric ton, Fob Qingdao.
5. Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in Qingdao and to be drawn at sight.
6. Shipment: Three or four weeks after receipt of letter of credit by the first available boat sailing to Yokohama direct.
Please note that we do not have much ready stock on hand. Therefore, it is important that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.
We are awaiting your reply.
Sincerely,
注解：
1. be in receipt of ：已收到
2. stock on hand ：存货；现存量
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