加拿大外贸
1)A first enquiryDear Sirs,
We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.
We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.
Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?
We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.
Yours faithfully,
Sandra Jones
Manager
====================================
A first enquiry
第一次詢價
Dear Sirs,
執事先生:
We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.
從伯明翰.史密斯公司!獲悉貴公司制作了一系列款式新穎的皮革手提包.
We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.
本公司經營高檔零售業務,雖然銷量不多,但貨品屬優質高檔.
Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?
現懇請惠寄貨品目錄、價格表和付款方式細則.
We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.
此外,如蒙提供各類皮革樣本,不勝感激.
Yours faithfully,
Sandra Jones
Manager
==========================================
Useful phrases
1.We have learned from … that you
從…獲悉貴公司…
2.We operate a quality retail business
本公司經營高檔零售業務
3.Would you please send me a copy of your handbag catalogue
現懇請惠寄貨品目錄…
4.We would find it most helpful if you could also supply samples of
如蒙提供各類…樣本,不勝感激
=======================================
Notes段意解說
1.Say how you obtained the company’s address and indicate what you are interested in.
各知如何取得收信人地址及發信原因．
2.Introduce yourself and describe your field of activity.
自我介紹有關經營的業務範圍
3.Make your main request.
提出請求
4.The second request is going to cost the company more. Make it tactfully.
第二個請求花費較大，需要得體地提出．
=====================================
Alternative phrases替代用語
We have learned from Smith and Company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers.
(I have been told by/I have heard from…)
(…handbags in several different leathers…)
We operate a quality retail business and although our sales volume is not large , we obtain high prices for our goods.
Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?
We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.
(It would be very helpful if…)
(…from which you make the handbags.)
============================================
Comments 評注
The enquiry is brief and to the point, telling the reader exactly what the enquiry is about. It requests the usual free literature and politely asks for an additional item: samples.
這封信簡明扼要，讓收信人確切清楚查詢內容．先要求索取贈閱目錄，再禮貌地要求提供樣本
[ 本帖最后由 joesonkid 于 2006-7-23 13:24 编辑 ]
评论
(2) Reply to a first enquiry
Dear Ms Jones,
Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.
We are sending you a copy of our latest catalogue under separate cover, together with samples of some of the skins we regularly use in the manufacture of our products.
I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.
Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.
We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls.
We look forward to receiving an order from you.
Yours sincerely,
Damien Carr
Marketing Vice-President
===========================================
Reply to a first enquiry
答復第一次詢價
Dear Ms Jones,
瓊斯女士:
Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.
7月16日來函詢價憶收到.得悉貴公司對我們的產品有興趣,實感榮幸.
We are sending you a copy of our latest catalogue under separate cover, together with samples of some of the skins we regularly use in the manufacture of our products.
玆奉上我們最新的產品目綠和常用的皮革樣本,謹供參考.
I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.
很抱歉未能寄上全套樣本,但其它諸如鱷魚皮、駝鳥皮等皮革都是同樣優質上乘的.
Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.
本公司歐洲營業經理安杰拉.韋恩太太將於下月攜同各類產品前赴英國,.屆時您若能抽空與她面談和看看我們的產品,相信也會同意我們的產品質料上乘、手工精巧,能吸引最有鑒賞力的買主.
We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls.
除了手提包外,本公司亦制造多種系列精美的皮帶和手套,貴公司如感興趣,可參看產品目錄中所刊登的插圖.韋恩太太拜訪時將向您展示樣本.
We look forward to receiving an order from you.
期待接到您的訂單.
Yours sincerely,
Damien Carr
Marketing Vice-President
銷售部副總經理
=============================================
Useful phrases
1. We are pleased to hear that you are interested in our products.
得悉貴公司對我們的產品有興趣,實感榮幸.
2. I regret to say that we can not send you the full range of samples.
很抱歉未能寄上全套樣本…
3. She will have with her a wide range of our products.
攜同各類產品…
4. We think that you will agree that only the best quality materials are used
…相信也會同意我們的產品質料上乘、手工精巧…
5. The high standard of workmanship will appeal to the most discriminating buyer.
…能吸引最有鑒賞力的買主.
======================================
Notes段意解說
1.Make the reference clear and respond.
確認來函,作出回應.
2.State what acting you are taking
詳述現正采取的措施
3.Explain why you have not been able to meet the request in full
解釋未能滿足收信人所有要求
4.Add details of any follow-up action
告知其他后續措施
5.Broaden the customer’s interest, hoping to sell additional products.
吸引收信人對其他產品的興趣,盡量推銷
======================================
Alternative phrases替代用語
Thank you for your enquiry of 16 July. We are pleased to hear that you are interested in our products.
(I refer to your…)
(I am glad to…)
We are sending you a copy of our latest catalogue under separate cover, together with samples of some of the skins we regularly use in the manufacture of our products.
I regret to say that we can not send you the full range of samples. You can be assured , however, that such skins as crocodile and ostrich, not include in the watch, are of the same high quality.
(I am sorry to…)
(I can assure you, however,…)
Mrs Angela Wane, our European Sales Manager, will be in the UK next month and will be pleased to call on you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer.
(…that we use the best quality materials…)
(…the most discerning…)
We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrated in our catalogue and are of the same high quality as our handbags. Mrs Wane will be able to show you examples when she calls.
We look forward to receiving an order from you.
===========================================
Comments評注
This is a concise, yet full, response to the enquiry. It demonstrates the efficiency and dynamism of the company’s approach. The visit of a sales representative will almost certainly lead to a sale.
本信精要詳盡,同時顯示發信人公司處理效率和衝勁.派營業代表到訪將可建雙方的合作關系.
评论
(3)An enquiry for steel screws
Dear Sirs,
We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England.
It would also be appreciated if you could forward samples and your price list to us.
We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.
We look forward to hearing from you by return.
Yours faithfully,
Nigel Brown
Purchasing Manager
=========================================
An enquiry for steel screws
鋼螺釘詢價
Dear Sirs,
營業部主管,
We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England.
本公司有意大量購買各型號鋼螺釘,欲知每公斤送抵英國利物浦的成本加運費價格.如蒙惠賜上述報價單,不勝感激.
It would also be appreciated if you could forward samples and your price list to us.
如能惠寄樣本和價格表,亦必感謝不盡.
We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.
本公司素來向其他公司購買此類貨品,聞悉貴公司貨品質優價廉,故欲與貴公司建立合作關系.
We look forward to hearing from you by return.
專此候復.
Yours faithfully,
Nigel Brown
Purchasing Manager
採購部經理
======================================
Useful phrases實用短語
1.We would be obliged if you would give us a quotation per…
如蒙惠賜上述報價單,不勝感激.
2.It would also be appreciated if you could forward samples and your price list to us.
如能惠寄樣本和價格表,亦必感謝不盡.
3. We have confidence in the quality of your products.
…聞悉貴公司貨品質優價廉…
==============================
Notes段意解說
1.State the enquiry clearly, giving details.
詳細告知詢價項目和細則
2.State any additional requests
說明其它請求
3.Explain why you are approaching this particular company
解釋選擇與收信人公司接洽的原因.
4.Ask for a quick response
要求盡早回復.
====================================
Alternative phrases替代用語
We are interested in buying large quantities of steel screws in all size. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England.
(We would like to purchase…)
(We would be grateful if…)
It would also be appreciated if you could forward samples and your price list to us.
(We would appreciate it…)
We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.
(We previously purchased…)
(…we are given to understand…)
(…more competitive prices…)
We look forward to hearing from you by return.
=======================================
Comments 評注
The enquiry is clearly stated with all relevant details at this stage. It makes it clear that the prospective purchaser wishes to buy quite large quantities but wants top quality products at very competitive prices.
有關詢價項目和細則均清楚列明.此外,發信人亦表示只要貨品質優價廉,便會大批購買.
评论
(4)Reply to an enquiry for steel screws
Dear Mr Brown,
Thank you for your enquiry of 2 October 1995. In reply, we would like to make the followings offer, subject to our final confirmation:
Production: Steel screws
Specifications: As per the attached list
Packing: Loose in boxes of 5kg net
Quantity: 100 boxes
Price: As per the attached list
Shipment: January/February 1996
Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.
Under separate cover, we have sent you samples of various sizes, our catalogue and price list.
If you find our offer acceptable, please telex or fax us for confirmation.
Yours sincerely,
K T Chang
Sales Manager
================================
Reply to an enquiry for steel screws
答復鋼螺釘詢價
Dear Mr Brown,
布朗先生,
Thank you for your enquiry of 2 October 1998. In reply, we would like to make the followings offer, subject to our final confirmation:
貴公司1998年10月2日詢價函收悉.如下報價需在本公司確認后,方可有效:
Production: Steel screws
產品:鋼螺釘
Specifications: As per the attached list
規格:依照附表
Packing: Loose in boxes of 5kg net
包裝:凈重5公斤散裝箱
Quantity: 100 boxes
數量:100箱
Price: As per the attached list
價格:依照附表
Shipment: January/February 1999
裝運:1999年1月至2月
Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.
付款:保況不可撤銷即期信用證,需於裝運前230天開立
Under separate cover, we have sent you samples of various sizes, our catalogue and price list.
另函附寄各型號樣本、商品目錄和價格表.
If you find our offer acceptable, please telex or fax us for confirmation.
如題公司接受上述報價,請盡早落實定單為盼.
Yours sincerely,
K T Chang
Sales Manager
銷售部經理
================================
Useful phrases
1.We would like to make the followings offer, subject to our final confirmation
如下報價需在本公司確認后,方可有效
2. Under separate cover, we have sent you samples of various sizes, our catalogue and price list.
另函附寄各型號樣本、商品目錄和價格表.
==================================
Notes段意解說
1.Acknowledge the enquiry identifying the reference
確認來函和查詢事宜.
2.Tabulate the details of the offer for absolute clarity. Define the method of payment (letter of credit) precisely.
把各項要點詳列成表.清楚注明付款規定.
3.List samples and other enclosures to be sent in a separate parcel.
告知有關附件和樣本將另函寄奉.
4.Encourage a speedy reply
敦促早日回復.
==================================
Alternative phrases替代用語
Thank you for your enquiry of 2 October 1995. In reply, we would like to make the followings offer, subject to our final confirmation:
(In reply to your enquiry of…)
(The offer is conditional on our final confirmation.)
Production: Steel screws
Specifications: As per the attached list
Packing: Loose in boxes of 5kg net
Quantity: 100 boxes
Price: As per the attached list
Shipment: January/February 1996
Payment: Confirmed, irrevocable letter of payable by draft on sight to be opened 30 days before the time of shipment.
Under separate cover, we have sent you samples of various sizes, our catalogue and price list.
If you find our offer acceptable, please telex or fax us for confirmation.
(If our offer is acceptable…)
=========================================
Comments評注
The offer is concise and clear. The method of payment, letter of credit, is the securest form of payment when dealing with export orders. Tabulating details of an offer provides a simple checklist for the customers to follow. The offer is conditional to allow for any unforeseen problems such as cost increases.
報價簡潔明確,項目詳列成表.令收信人一目了然.需經發信人最后確認方為有效.可避免因其他因素而引致的成本上漲.以信用證付款是處理出口訂貨最可靠的方法.
评论
(5)Asking for a pro forma invoice
Dear Sirs,
One of our clients has asked us to obtain a pro forma invoice for the following product:
Lion Brand Nail Clippers Model 21 chrome plated.
Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client’s confirmation.
We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.
Yours faithfully,
T S Khayam
Import Manager
===================================
Asking for a pro forma invoice
索取形式發標
Dear Sirs,
執事先生:
One of our clients has asked us to obtain a pro forma invoice for the following product:
本公司客戶要求獲得下列產品的形式發票
Lion Brand Nail Clippers Model 21 chrome plated.
獅牌21型鍍鉻指甲鉗2500打
Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client’s confirmation.
現請貴公司盡快寄送一式三份的形式發票給我們,以便取得該客戶的確認.
We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.
申請進口許可證並無困難.此事一經同意,本公司將立即開立以貴公司為收款人的信用證.
Yours faithfully,
T S Khayam
Import Manager
進口部經理
===========================================
Useful phrases實用短語
1.One of our clients has asked us to obtain …
本公司客戶要求獲得…
2. We will have to no problem in obtaining the import licence.
申請進口許可證並無困難.
3. As soon as this is approved, a letter of credit will be opened in your favour.
此事一經同意,本公司將立即開立以貴公司為收款人的信用證.
=====================================
Notes段意解說
1.State the request and identify the product
告知請求和有關的產品.
2.Give details of the proposed order and the reasons for requesting the pro forma invoice
詳細暫擬訂單細節和請求發出形式發票
3.Add any other details and state the proposed method of payment
附加其他資料和列明暫擬的付款方法.
==================================
Alternative phrases
One of our clients has asked us to obtain a pro forma invoice for the following product:
(One of our customers has asked us to get…)
Lion Brand Nail Clippers Model 21 chrome plated.
Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client’s confirmation.
(Please send three copies of your pro forma invoice …)
We will have to no problem in obtaining the import licence. As soon as this is approved, a letter of credit will be opened in your favour.
(We will not encounter any difficulty in…)
===========================================
Comments評注
A pro forma invoice is not a request for payment. It is a simple way of showing a potential customer what an order is going to cost. It makes the vendor go through the actual process of costing the order. In this case the pro forma invoice is required for a third party. A dozen(12) is still a quantity often used by some traders. A gross(144) is also used, but less frequently.
形式發票並非付款通知,而是賣主按正式程序報價,讓潛在客戶預算成本.這里述及的形式發票是為第三者索取的.’打’(12件)仍常用於商業貿易中,但’羅’(144件,即12打)剛較為少見.
评论
(6)Sending a pro forma invoice
Dear Mr Khayam,
In reply to: your request , dated 14 July 1999, we have much pleasure in sending you our pro forma invoice in triplicate.
For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.
We look forward to hearing from you.
Yours sincerely,
M T Lui
Export Manager
============================
Sending a pro forma invoice
寄送形式發票
Dear Mr Khayam,
哈亞姆先生,
In reply to: your request , dated 14 July 1996, we have much pleasure in sending you our pro forma invoice in triplicate.
現應1999年7月14日的要求, 謹寄上形式發票一式三份.
For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.
玆奉告本公司的報價一般有效期一周.另因本公司出品的指甲鉗銷路极佳,為免向隅,貴公司宜盡早回復.
We look forward to hearing from you.
煩請早日賜復
Yours sincerely,
M T Lui
Export Manager
出口部經理
=========================================
Useful phrases實用短語
1. We have much pleasure in sending you…
謹奉上…
2. Our offers usually remain open for about a week
本公司的報價一般有效期一周
3. We suggest that you act on the quotation without delay.
貴公司宜盡早回復
====================================
Notes段意解說
1. Identify the request and state what action you are taking.
確認來函並告知采取的措施
2. Encourage the potential customer to act quickly.
敦促收信人盡早回復
==========================================
Alternative phrases替代用語
In reply to: your request , dated 14 July 1999, we have much pleasure in sending you our pro forma invoice in triplicate.
(In answer to your request of…)
(…we enclose our…)
For your information , our offers usually remain open for about a week. Seeing that our nail clippers are selling very fast, we suggest that you act on the quotation without delay.
(…our offers are normally firm for…)
(Since the product is selling quickly, please respond as soon as possible)
We look forward to hearing from you.
================================================
Comments 評注
This is concise response to a request. At the same time it encourages and early reply. The language is rather formal with a few redundant. Set phrases are, however, used; see the phrases on the right for simpler alternative.
本信先就來函作簡復,並催促收信人早日回復.文字規範而簡潔
评论
(7)Offering a substitute
Dear Mrs Stones,
Thank you for your telex enquiry of 23 September concerning cotton print 634.
We appreciate your efforts in marketing our products and consequently we 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, without engagement, the following material as close substitute.
500 pieces cotton print 428 at Us﹩1.5 per metre
CIF New York, including your commission of 2%
A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.
Your sincerely,
J S Chowdry
Sales Manager
=========================================
Offering a substitute
提供代用品報盤
Dear Mrs Stones,
斯通太太,
Thank you for your telex enquiry of 23 September concerning cotton print 634.
貴公司9月23日詢問有關634號印花棉布價格的電傳已收到,多謝來函.
We appreciate your efforts in marketing our products and consequently we regret very much that we are unable to supply the desired goods due to excessive demand.
本公司感謝你們熱心推銷我們的產品.但因有關產品需求殷切,未能滿足公司要求,深感遺憾.
We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.
然而,本公司另有出產類似的織品.現報上虛盤如下:
500 pieces cotton print 428 at Us﹩1.5 per metre
CIF New York, including your commission of 2%
482號印花棉布500件,每米1.5美元紐約
到岸價,當中包括貴公司佣金2%
A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.
隨函敬附樣本供貴公司參考.若滿意樣本質量,請盡快電傳復實.
Your sincerely,
J S Chowdry
Sales Manager
銷售部經理
=========================================
Useful phrases
1. We regret very much that we are unable to supply the desired goods due to excessive demand.
但因有關產品需求殷切,未能滿足公司要求,深感遺憾.
2. We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.
然而,本公司另有出產類似的織品.
3. A sample is enclosed for your reference
隨函敬附樣本供貴公司參考
============================================
Notes段意解說
1. Identify the reference and goods.
確認來函,列明有關貨品.
2. State the reason why you can not accept the order
解釋未能滿足收信人要求的原因
3. Offer a substitute with details of the offer
提供代用品及列明有關詳情.
4. Enclose anything required by the prospective purchaser to make a decision. Urge acceptance.
附寄代用品樣本,敦促回復.
==================================
Alternative phrases
Thank you for your telex enquiry of 23 September concerning cotton print 634.
(Many thanks for…)
We appreciate your efforts in marketing our products and consequently we regret very much that we are unable to supply the desired goods due to excessive demand.
(We are grateful for…)
(…and, as a result, we are very sorry that…)
(…the goods you required because of heavy demand)
We would, however, like to take this opportunity to offer, without engagement, the following material as close substitute.
500 pieces cotton print 428 at Us﹩1.5 per metre
CIF New York, including your commission of 2%
A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.
(If the sample is…)
================================================
Comments評注
The seller is unable to accept an order and state the reasons. In a case like this, it is a good idea to offer a substitute in an effort to win an order. It appears that the prospective buyer is an intermediary or agent who operates on commission which is included in the price of the goods.
賣主未能接受來函要求,提供代用品爭取訂單是最好的主意.收信人就是收取佣金的代理商,佣金已計算在貨價內.
评论
(8)Inability to supply goods
Dear Sirs,
We refer to your telex of 12 August and ours of today regarding the supply of black silk.
As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.
We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know.
Yours faithfully,
C C Ho
Manager
=========================================
Inability to supply goods
無法供貨
Dear Sirs,
執事先生,
We refer to your telex of 12 August and ours of today regarding the supply of black silk.
貴公司8月12日的電傳已收到,現就有關黑色絲綢供貨問題電復.
As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.
自去年以來,上述貨品的需求量极高.本公司暫未能承接定單,故無法按貴公司要求報價.
We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know.
他日一旦有新貨源,本公司定當立即與貴公司聯絡,若貴客戶需要其他絲綢貨品,亦請告知.
Yours faithfully,
C C Ho
Manager
=============================
Useful phrases實用短語
1. Demand for…has been heavy since…
上述貨品的需求量极高
2. We are fully committed at the moment
本公司暫未能承接定單…
3. We shall contact you as soon as fresh supplies become available
他日一旦有新貨源,本公司定當立即與貴公司聯絡
4. Should your customers require other…please let us know
若貴客戶需要其他絲綢貨品,亦請告知.
=====================================
Notes 段意解說
1. Identify the reference and the goods
確認來函
2. Explain why you can not supply the goods
解釋未能供貨的原因
3. Say that you will keep the enquiry before you until such time as the goods become available, and that you will contact the client at that time. Remind the client that other goods are available.
說明如有新貨源將立即供給對方,並詢問是否需要其他种類的絲綢.
===========================================
Alternative phrases
We refer to your telex of 12 August and ours of today regarding the supply of black silk.
(With reference to…)
As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested.
(You may know that …)
(As a result, we are…)
(…we can not make you an offer…)
We assure you , however , that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know.
(You can be sure that…)
(If your custo9mers…)
(…please contact us.)
============================================
Comments評注
This letter briefly explain why goods are not available, keeps the enquiry open, and tries to sell other goods which are available.
本函簡要解釋未能供貨的原因,承諾一俟有新貨源,必即時供給收信人,發信人亦試圖促銷其他產品.
评论
(9)Declining an order
Dear Sirs,
Thank you for your order no. 488 for tin plate sheets which we received today.
We regret that, owing to a shortage of stocks we are unable to fill your order.
Moreover, our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.
In the meantime, please feel free to send us your specific enquires for other types of metal sheets. You can be assure of our best attention at all times.
Yours faithfully,
Margaret Brown
Export Manager
====================================
Declining an order
拒絕接受訂貨
Dear Sirs,
執事先生,
Thank you for your order no. 488 for tin plate sheets which we received today.
今天收到貴公司4 5 8 號鍍錫薄板的定單.
We regret that, owing to a shortage of stocks we are unable to fill your order.
因為存貨短缺,未能供應貴公司所需貨品,特此致歉.
Moreover, our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.
此外,制造商尚未確定原料供應是否充足,所以不能接受其他定單.一旦供應情況改善,我們將電傳通知貴公司.
In the meantime, please feel free to send us your specific enquires for other types of metal sheets. You can be assure of our best attention at all times.
若貴公司需要其他金屬薄板型號的資料,我們樂意隨時效勞.
Yours faithfully,
Margaret Brown
Export Manager
出口部經理
==================================
Useful phrases
1. We regret that, owing to a shortage of stocks we are unable to fill your order.
因為存貨短缺,未能供應貴公司所需貨品,特此致歉.
2. Our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.
制造商尚未確定原料供應是否充足,所以不能接受其他定單.
3. You can be assure of our best attention at all times.
我們樂意隨時效勞.
===============================
Notes段意解說
1. Identify the reference
確認有關事項
2. Apologize for not being able to accept the order, giving the reason.
解釋未能供貨的原因,加以道歉
3. Explain the future position and promise to be in touch later.
說明將來的情況,答允保持聯絡
4. Try to obtain orders for other goods.
爭取其他訂單
=====================================
Alternative phrases
Thank you for your order no. 488 for tin plate sheets which we received today.
We regret that, owing to a shortage of stocks we are unable to fill your order.
(Because of shortage…)
Moreover, our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves.
(…can not promise to accept your…)
(…because the supply of raw materials is uncertain…)
(…when supply returns to normal.)
In the meantime, please feel free to send us your specific enquires for other types of metal sheets. You can be assure of our best attention at all times.
(We shall attend to your enquiries promptly
===========================================
Comments評注
The letter states the position clearly and briefly. It gives honest information about future supplies and tries to sell other goods.
本函簡要說明現狀,告知貨品的未來供應情況,借機爭取促銷其他貨品.
评论
(10)A repeat order
Dear Sirs,
We have received the above shipment ex SS Blue Seas and are pleased to inform you that we find the goods quite satisfactory.
Since we believe we can sell additional quantities in this market , we wish to place with you a repeat order for 500 dozens of the same style and size.
We would be grateful if you could arrange early shipment of this repeat order as we are in urgent need of the goods.
If the goods are not available from stock, we would be grateful if you could advise us, with full particulars of the specifications, of replacement goods which can be shipped from stock.
Yours faithfully,
Fiona Green
Head Buyer
======================================================
A repeat order
再次訂貨
Dear Sirs,
執事先生,
We have received the above shipment ex SS Blue Seas and are pleased to inform you that we find the goods quite satisfactory.
本公司憶收到上述由藍海號船載運的貨品, 其質量令人滿意.
Since we believe we can sell additional quantities in this market , we wish to place with you a repeat order for 500 dozens of the same style and size.
預計銷量將會增加,現欲增訂500打相同式樣的尺碼的貨品.
We would be grateful if you could arrange early shipment of this repeat order as we are in urgent need of the goods.
如蒙及早安排裝運此批貨品,以應燃眉之急,本公司將萬分感激.
If the goods are not available from stock, we would be grateful if you could advise us, with full particulars of the specifications, of replacement goods which can be shipped from stock.
貴公司若無此存貨,懇請建議可行的替代品及其資料
Yours faithfully,
Fiona Green
Head Buyer
採購部主任
===========================================
Useful phrases實用短語
1. We find the goods quite satisfactory.
其質量令人滿意.
2. We would be grateful if you could arrange early shipment of this repeat order as we are in urgent need of the goods.
如蒙及早安排裝運此批貨品,以應燃眉之急,本公司將萬分感激.
3. We would be grateful if you could advise us, with full particulars of the specifications, of replacement goods which can be shipped from stock.
懇請建議可行的替代品及其資料
============================================
Notes段意解說
1. Identify the order and product State what has happened.
確認有關貨品,表示滿意
2. Give details of the repeat order.
提出要求增訂的原因
3. Urge prompt delivery
敦促盡早落實訂單
4. Ask for details of a substitute if you think the goods may not be in stock
如該貨短缺,請求提供替代用品
==============================================
Alternative phrases替代用語
We have received the above shipment ex SS Blue Seas and are pleased to inform you that we find the goods quite satisfactory.
(The above shipment has arrived safely by SS Blue Seas and we are pleased to say that the goods are satisfied)
Since we believe we can sell additional quantities in this market , we wish to place with you a repeat order for 500 dozens of the same style and size.
(…sell more of this product…)
We would be grateful if you could arrange early shipment of this repeat order as we are in urgent need of the goods.
(…as we need the goods urgently…)
If the goods are not available from stock, we would be grateful if you could advise us, with full particulars of the specifications, of replacement goods which can be shipped from stock.
(…if you would tell us…)
================================================
Comments評注
The supplier will be pleased by the complimentary tone of this letter. As a result. , s/he will do the best to oblige the purchaser by responding promptly.
收信人獲得贊賞,定必從速回復發信人,並安排有關增訂事宜.
评论
(十)Thank a customer for an order
Dear Mr Dakin,
Thank you for your order no.464 of 20 September.
The models you selected from our showroom went out today under my personal supervision.
The package is being airfreighted to your on Swissair . The relevant documentation is enclosed.
I enjoyed meeting you and hope that this order represents the beginning of a long and prosperous relationship between our companies.
The next time you visit us,please let me know in advance so that I can arrange a lunch for your with our direction.
Yours sincerely,
Jean-Pierre Prost
Sales Manager
======================================
Thank a customer for an order
感謝客戶訂貨
Dear Mr Dakin,
代金先生.
Thank you for your order no.464 of 20 September.
謝謝9月20日第464號定單.
The models you selected from our showroom went out today under my personal supervision.
今天我已親自監督發送您自展展覽室挑選的產品
The package is being airfreighted to your on Swissair . The relevant documentation is enclosed.
該產品隨附有關文件經瑞士航空公司運送.
I enjoyed meeting you and hope that this order represents the beginning of a long and prosperous relationship between our companies.
很榮幸與您會面,衷心希望是次定單能加強雙方的關系.
The next time you visit us,please let me know in advance so that I can arrange a lunch for your with our direction.
下次到方前,煩請賜知,以能安排與本公司董事會共進午餐.
Yours sincerely,
Jean-Pierre Prost
Sales Manager
銷售部經理
============================================
Useful phrases
1.The models you selected went out today under my personal supervison.
今天我已親自監督發送 您自展覽室挑選的產品.
2.I hope that this order represents the beginning of a long and prosperous relationshiop between our companies.
衷心希望是次定單能加強雙方的關系.
=======================================
Notes
1.Identify the reference
指出有關的定單
2.Give the shipping date.
交待裝運其和運輸方式
3.State the means of delivery and mention the enclosure
提及貨口隨附文件送上
4&5 End with a friendly message.
建立友好關系
=====================================
Alternative phrases 替代用語
Thank you for your order no.464 of 20 September.
(Many thanks for …)
The models you selected from our showroom went out today under my personal supervision.
(The goods your chose…)
The package is being airfreighted to your on Swissair . The relevant documentation is enclosed.
(I enclose the relevant documents.)
I enjoyed meeting you and hope that this order represents the beginning of a long and prosperous relationship between our companies.
The next time you visit us,please let me know in advance so that I can arrange a lunch for your with our direction.
(When you visit us again…)
===================================
Comments 評注
This letter confirms shipment of an order. The vendor makes it clear that he will personally supervise transactions. The offer of hospitality should further consolidate the business relationship.
此信是要交代貨物的裝運情況,指出過程由銷售部經理親監督.信中表現出殷勤好客的態度,借此促進雙方的業務發展.
评论
(十一)Selling more to a steady customer
Dear Sirs,
I enclose an illustrated supplement to our catalogue. It covers the latest designs which are now available from stock.
We are most gratified that you have, for several years,included a selection of our products in your mail-order catalogues. The resulting sales have been very steady.
We believe that we will find our new designs most attractive . They should get a very good reception in your market.
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 closer inspection.
For your information ,we are planning a range of classical English dinner services which should do well in the North American market.
We will keep you informed on our progress and look forward to hearing from you.
Yours faithfully,
Peter Reeve
Export Manager
========================================
Selling more to a steady customer
向長期客戶推銷新產品
Dear Sirs,
採購部主管,
I enclose an illustrated supplement to our catalogue. It covers the latest designs which are now available from stock.
隨函寄奉配有插圖的商品目錄附頁,介紹最新設計的產品.
We are most gratified that you have, for several years,included a selection of our products in your mail-order catalogues. The resulting sales have been very steady.
貴公司的郵購目錄多年來收錄本公司產品,產品銷售成績理想,特此致以深切謝意.
We believe that we will find our new designs most attractive . They should get a very good reception in your market.
最新設計的產品巧奪天工,定能吸引顧客選購.
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 closer inspection.
煩請參閱上述附頁,若需查看樣本,請賜復,本公司樂意效勞.
For your information ,we are planning a range of classical English dinner services which should do well in the North American market.
本公司現正設計一系列款式古典的英國餐具,適合北美市場需求.如感興趣,亦請賜知.
We will keep you informed on our progress and look forward to hearing from you.
願進一步加強聯系,並候復音.
Yours faithfully,
Peter Reeve
Export Manager
出口部經理
============================================
Useful phrases 實用短語
1.We believe that you will find our new designs most attractive.
最新設計的產品巧奪天工…
2.Please let us know if you would like to take the matter further.
…本公司樂意效勞.
3.For your information…
如感興趣,亦請賜知.
4.We will keep you informed on our progress.
願進一步加強聯系…
========================================
Notes 段意解說
1.Refer to the enclosure
提及附件
2.Thank the company for their business
感謝客戶長期惠顧
3.Refer to the new products
介紹新產品.
4.Offer further service.
提供進一步服務.
5.Describe future development.
簡述未來發展.
=========================================
Alternative phrases 替代用語
I enclose an illustrated supplement to our catalogue. It covers the latest designs which are now available from stock.
(Please find enclosed…)
We are most gratified that you have, for several years,included a selection of our products in your mail-order catalogues. The resulting sales have been very steady.
(We are very pleased…)
(We sales that have resulted…)
We believe that we will find our new designs most attractive . They should get a very good reception in your market.
(We think that…)
(There should be a good market for them in you country)
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 closer inspection.
(When you have looked at…)
For your information ,we are planning a range of classical English dinner services which should do well in the North American market.
(…which should sell well…)
We will keep you informed on our progress and look forward to hearing from you.
=============================================
Comments評注
The vendor already sells to the recipient of the letter. He is now supporting the existing sales and trying to encourage an expansion in business. The letter’s main purpose is to maintain the recipient’s interest in the vendor’s products and keep him informed of developments.
賣主與客戶一向有商業聯系,現在希望擴展業務.這封信的目的為要繼續引起客戶對產品的興趣和提供發展情況的資料.
评论
(12)Canvassing advertisers for a trade directory
Dear Sirs,
Thank you for your business. You are currently represented in our directory. This is the only directory of its kind which reaches all companies in the building and construction industry in the UK. Advertising in our directory was a wise move on your part.
We are currently compiling a new edition of the directory which will be published in April 1995. The new edition will be expanded to include major manufacturers of pluming equipment in the European Community.
For proper coverage in the directory ,you ought to appear in more than one category. If you do opt for a multiple listing, you will be able to buy space in additional categories at half price.
You can be assured that the new edition will be on the desks of all the major decision makers in the building and hardware trades.
Please complete the enclosed form and return it with the appropriate fee.
Thanks again for your business.
Yours fainthfully.
Brian Price
Manager
======================================
Canvassing advertisers for a trade directory
為商貿指南兜攬廣告客戶
Dear Sirs,
敬啟者,
Thank you for your business. You are currently represented in our directory. This is the only directory of its kind which reaches all companies in the building and construction industry in the UK. Advertising in our directory was a wise move on your part.
衷心感謝惠顧.貴公司商號已刊登在本公司的商貿指南中.該指南乃唯一覆蓋英國全部建築公司的刊物.在此刊登廣告確是明智之舉.
We are currently compiling a new edition of the directory which will be published in April 1995. The new edition will be expanded to include major manufacturers of pluming equipment in the European Community.
現正籌備1995年4月版的貿易指南,新版會羅列歐洲共同體的主要鍋管業制造商.
For proper coverage in the directory ,you ought to appear in more than one category. If you do opt for a multiple listing, you will be able to buy space in additional categories at half price.
為達到出色的宣傳效果,貴公司宜考虙在不同類別刊登廣告.如蒙惠顧,除首個廣告外,其餘類別的廣告將可獲半價優惠.
You can be assured that the new edition will be on the desks of all the major decision makers in the building and hardware trades.
該指南將分送給所有建築公司和五金器具公司的主管.
Please complete the enclosed form and return it with the appropriate fee.
煩請填妥隨附表格,邊同廣告費用一並寄回.
Thanks again for your business.
專此盼候佳音.
Yours fainthfully.
Brian Price
Manager
經理
===============================
Useful phrases實用短語
1.We are currently compiling a new edition of…
現在正籌備…
2.For proper coverage…
為達到出色的宣傳效果…
3.If you do opt for…you will be able to…
如蒙惠顧…將可獲…
4.Please complete the enclosed form and return it with the appropriate fee.
煩請填妥隨附表格,邊同廣告費用一並寄回.
===================================
Notes段意解說
1.Thank the client for his business and describe the circulation of the directory.
感謝客戶惠顧,簡述指南的流通量.
2.Write about the new edition and the plans for wider circulatin.
告知關於新版籌備工作和擴大流通量之事宜.
3.Encourage the client to take more space
促請客戶刊登更多的廣告.
4.Stress the importance of the people who will get the directory.
強調指南對讀者的重要
5.Mention the enclosures
提及附件
==============================
Alternative phrases替代用語
Thank you for your business. You are currently represented in our directory. This is the only directory of its kind which reaches all companies in the building and construction industry in the UK. Advertising in our directory was a wise move on your part.
(At the moment you are listed…)
We are currently compiling a new edition of the directory which will be published in April 1995. The new edition will be expanded to include major manufacturers of pluming equipment in the European Community.
(We are putting together…)
(Coverage in the new edition will be increased…)
For proper coverage in the directory ,you ought to appear in more than one category. If you do opt for a multiple listing, you will be able to buy space in additional categories at half price.
(If you decide on a multiple entry…)
You can be assured that the new edition will be on the desks of all the major decision makers in the building and hardware trades.
(We can assure you that…)
Please complete the enclosed form and return it with the appropriate fee.
Thanks again for your business.
(…and enclose the correct fee.)
=============================
Comments評注
The letter has two main purpose . The first is to keep the client’s business. The second is to try to sell more advertising space. To achieve these aims, the letter stresses the wider circulation of the new edition , the importance of the people who will receive it and the usefulness of multiple listing.
本信的目的有兩個: 保持與客戶現有的商業聯系和促銷更多廣告版面.因此,本信強調新版擴大發行,讀者包括有關行業的決策人,以及刊登不同類別廣告的優惠.
评论
(13)A request to use a customer as a reference
Dear Mr Legrand,
Thank you for your letter of 2 November. We are delighted to hear that you are so pleased with the refurbishment of your hotel.
As you know, in our line of work, we depend on good reports about our projects to win further business. Our clients always shop around and look for references before committing themselves.
With our permission, we would like to use hotel as a reference when we discuss similar refurbishments in the hotel industry. Would you agree to our suggesting that future clients should call you?
It would also be most helpful if we could occasionally bring a client to look at your hotel. We would, of course, stay overnight at least.
I will call you next week to hear your reaction. Thanks again for you kind words.
Yours sincerely,
Robert Gould
Manager
=============================
A request to use a customer as a reference
請求客戶作推薦人
Dear Mr Legrand,
勒格朗先生,
Thank you for your letter of 2 November. We are delighted to hear that you are so pleased with the refurbishment of your hotel.
從11月2日的來函得悉閣下對貴飯店的整修感到滿意,此消息對本公司實是一大鼓.
As you know, in our line of work, we depend on good reports about our projects to win further business. Our clients always shop around and look for references before committing themselves.
設計行業重視聲譽,客人在選擇設計公司時必然會有所比較.
With our permission, we would like to use hotel as a reference when we discuss similar refurbishments in the hotel industry. Would you agree to our suggesting that future clients should call you?
如蒙允許,本公司欲請貴飯店作推薦人,證明有關整修的質素.未知可否讓其他客戶來電垂詢.
It would also be most helpful if we could occasionally bring a client to look at your hotel. We would, of course, stay overnight at least.
此外,如獲允準間或聯同客戶前來參觀貴飯店整修,定必有莫大幫助.當然,本公司會預訂房間,至少留宿一晚.
I will call you next week to hear your reaction. Thanks again for you kind words.
上述事宜,還請亮察.本公司於下周致電,聽候佳音.再次衷心多謝貴飯店的誇獎.
Yours sincerely,
Robert Gould
Manager
經理
===================================
Useful phrases 實用短語
1.We are delighted to hear that…
…此消息對本公司實是一大鼓勵
2.We depend on good reports about our projects to win further business.
…重視聲譽…
3.With your permission ,we would like to use…a reference
如蒙允許,本公司欲請貴飯店作推薦人…
4.It would be most helpful if…
…定必有莫大幫助.
================================
Notes段意解說
1.Acknowledge the letter. Thank the client for his praise.
告知客戶收到來信,感謝稱贊.
2.Mention the need for references in your business.
提及有關的業務需要.
3.Ask the client if he is willing to act as a referee.
請求客戶作推薦人.
4.Hold out the promise of business for the client if he cooperates.
如客戶應許作推薦人,承諾加強業務合作.
5.Urge a reply and express again your gratitude.
給予充中時間考虙,並再次感謝贊賞.
==================================
Alternative phrases 替代用語
Thank you for your letter of 2 November. We are delighted to hear that you are so pleased with the refurbishment of your hotel.
(We are pleased …)
As you know, in our line of work, we depend on good reports about our projects to win further business. Our clients always shop around and look for references before committing themselves.
(…,in our profession,…)
(Our clients always consider their options…)
With our permission, we would like to use hotel as a reference when we discuss similar refurbishments in the hotel industry. Would you agree to our suggesting that future clients should call you?
(…similar projects…)
(Could we suggest that prospective clients call you?)
It would also be most helpful if we could occasionally bring a client to look at your hotel. We would, of course, stay overnight at least.
I will call you next week to hear your reaction. Thanks again for you kind words.
=======================================
Comments 評注
The letter takes advantage of a satisfied reaction from a client to attempt to recruit a referee. The writer is astute in that he indicates that the referee will be rewarded with extra business. It is important to offer some kind of incentive when asking for a favour of this kind.
發信人借著答復客戶的贊賞,請求客戶作推薦人,並充諾以業務合作為回報.在類似的請求信中,給予回報是必需的.
评论
(14) Announcing a price increase
Dear sirs,
We enclose our new catalogue and price list. The revised prices will apply from 1 April 1997.
You will see that there have been a number of changes in our product range. A number of improved models have been introduced. Our range of washing machines has been completely revamped. Many popular lines,however,have been retained unchanged.
You will be aware that inflation is affecting industry as a whole. We have been affected like everyone else and some price increases have been unavoidable. We have not,however,increased our prices across the board. In many cases,there is a small price increase, but in others, none at all.
We can assure you that the quality of our consumer durables has been maintained at a high standard and that our service will continue to be first class.
We look forward to receiving your orders.
Yours faithfully,
Tim Smith
Export Sales Manager
===================================
Announcing a price increase
通知客戶價格調整
Dear sirs,
敬啟者,
We enclose our new catalogue and price list. The revised prices will apply from 1 April 1997.
僅附上新的產品目錄和價格表,.修床價格定於1997年4月11日起生效.
You will see that there have been a number of changes in our product range. A number of improved models have been introduced. Our range of washing machines has been completely revamped. Many popular lines,however,have been retained unchanged.
產品系列有一些變化,增加了不少改良的型號.推出一系列新款的洗衣機,但許多流行的型號仍保持不變.
You will be aware that inflation is affecting industry as a whole. We have been affected like everyone else and some price increases have been unavoidable. We have not,however,increased our prices across the board. In many cases,there is a small price increase, but in others, none at all.
通貨膨脹影響整個工業,連帶令貨品價格上漲.雖然如此,本公司並未全面提升價格,調整幅度亦不大.
We can assure you that the quality of our consumer durables has been maintained at a high standard and that our service will continue to be first class.
本公司堅守一貫信念,務求出產優質之耐用消費品,適應顧客的需要.
We look forward to receiving your orders.
盼繼續合作.
Yours faithfully,
Tim Smith
Export Sales Manager
銷售部經理
====================================
Useful phrases實用短語
1.We enclose our new catalogue and price list
僅附上新的產品目錄和價格表.
2.You will see that there have been a number of changes in our product range.
產品系列有一大革新…
3.Some price increases have been unavoidable.
…邊帶令貨品價格上漲.勢
4.We can assure you that the quality of our consumer durables has been maintained at a high standard
本公司堅守一貫信念,務求出產優質之耐用消費品…
5.Our service will continue to be first class.
…迎合顧客的需要.
==================================
Notes段意解說
1.Announce the impending price increases and refer to the enclosure
通知價格調長和提及隨附文件.
2.Describe the changes in the product lines
介紹產品系列的改動
3.Give the reason for the price increases and describe them.
說明價格調升的原因和情況
4.Stress that the high quality of your products and service is unchanged.
強調產品質量和服務水準維持不變.
5.Canvass new orders
兜攬新訂單.
============================
Alternative phrases替代用語
We enclose our new catalogue and price list. The revised prices will apply from 1 April 1997.
(Please find enclosed…)
You will see that there have been a number of changes in our product range. A number of improved models have been introduced. Our range of washing machines has been completely revamped. Many popular lines,however,have been retained unchanged.
(…we have made some changes…)
(We have introduced a number of improved models)
(We have completely redesigned our range of washing machines.)
You will be aware that inflation is affecting industry as a whole. We have been affected like everyone else and some price increases have been unavoidable. We have not,however,increased our prices across the board. In many cases,there is a small price increase, but in others, none at all.
(…the prices of all our products…)
We can assure you that the quality of our consumer durables has been maintained at a high standard and that our service will continue to be first class.
(…we have maintained the high quality of our consumer durables…)
We look forward to receiving your orders
================================
Comments 評注
This is a reasoned announcement of a price increase. The impact is softened by telling the client that some lines are not affected and by stressing continued quality.
這封信通知客戶價格調升事宜.為令客戶安心,指出只有部分貨品需調整價格,又強調保持質量不變.
加拿大电商刚从事这行半年，对电子行业不了解，自己整理了些，算是学习，供大家分享，也请大家补充。我毕竟是个文科生，对这方面知识严重欠缺。 DVD:英文全名是Digital Video Disk, 即数字视频光 加拿大电商昨天我把提单复件发给了客户，今天收到了他回信，如下： Dear Nicholas, please send all shipping documents. We will check B/L copy and we will reply ASAP. Thank you Best Regards .........................................
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