外贸函电

一、与海外企业进行邮件联系注意事项
1. 邮件内容要有趣，吸引人。

2. 在邮件的最后要附上一段，告诉别人如果不再想收到你的邮件该怎么做。

3. 邮件要短。

可以提供相应的超链接让客人直接点进你的公司网站了解更多信息。

4. 客人的邮件一定要在一个工作日内回复。

5. 一定要用可以区分你的公司和部门的专用企业邮箱。

例如：
每一个经营出口业务的公司都应该有以下三个电子邮件地址:
…sale@/ …export@/ …support@
那么，如果某公司网站地址是，那么这个公司的电子邮箱地址将是***@ 那么前面提到的waimao公司的三个email地址分别就应该是：sale@
export@
support@
前两个地址告诉你的客人他们的回信发到你公司的销售部和出口部，support@这个地址告诉他们有疑问或下单后遇到问题时你的公司有个部门可以帮助他们解决。

你的公司有了这三个email 地址，更多的买家会认真对待你的公司。

而没有这三个地址的话，客人就不知道该怎么联系你。

6. 绝对不要发垃圾邮件。

给那些你征求过意见的客人发邮件才是有效的。

7. 不要全用大写的字母写邮件，除非是需要特别强调的问题。

例如：
Would you please deliver them by DECEMBER 20 at the latest.
8. 不要用goldentextile@之类的免费邮箱。

原因：不安全；客户难以产生信任感
解决方法：注册一个专属企业邮箱；
实在要用免费邮箱，gmail
9. 邮件中不要出现彩色字和艺术字，这是幼稚和不专业的表现，通篇用一个字号和黑色。

10. 不要用黑色背景(黑底白字)，坚持用白底黑字。

11. 每两到三个月给“群发名单”的客人都发一封e-mail，介绍新产品。

12. 尽量使你的推广信显得吸引人。

别光介绍你的新产品，还应介绍新产品有趣的地方。

13. 有些企业不喜欢用缩写，认为是懒惰的表现。

视具体情况而定。

14. “ .com”表示是商业机构, 其他常用的有“.gov”表示政府用户,“ .edu”表示教育界用户等。

15. 电子邮件的抄送(Cc:/ carbon copy)与暗送(Bcc:/ blind carbon copy)是有区别的。

抄送和暗送的地址都将收到邮
件, 不同之处在于被抄送的地址将会显示在其他收件中, 而被暗送的地址不会显示在其他收件中。

因此, 其他收件人会知道该邮件被寄送或抄送给谁, 但不会知道该邮件被暗送给谁。

二、外企部门英文名称
总公司Head Office
分公司Branch Office
营业部Business Office
人事部Personnel Department
人力资源部Human Resources Department
总务部General Affairs Department
财务部General Accounting Department/ Financial Department
销售部Sales Department
促销部Sales Promotion Department
国际部International Department
出口部Export Department
进口部Import Department
公共关系Public Relations Department
广告部Advertising Department
企划部Planning Department
产品开发部Product Development Department
研发部Research and Development Department (R&D)
采购部Purchasing Department
工程部Engineering Department
行政部Administration Department
市场部Marketing(MKTG) Department
技术部Technology Department
客服部Service Department
总经理Director, or President
副总经理Deputy Director, or Vice president
总经理办公室Chairman/President Office // General Manager Office (GM office)
监事会Monitor & Support Department
战略研究部Strategy Research
三、外贸邮件常用的英文缩写S/C=SALES CONTRACT
P/O=PURCHASE ORDER
C/I=COMMERCIAL INVOICE
B/L=BILLS OF LADING
L/C=LETTER OF CREDIT
ASAP= AS SOON AS POSSIBLE
PLE=PLEASE
PPT=PROMPT
A/O=at once
BIZ=business
MKT=market
F2F=face to face
NBD=no big deal
N/W =net weight
TKS=thanks
MGR=manager
TIA=thanks in advance
FYR=for your reference
G/A=general average 共同海损
GMQ=Good Merchantable Quality 畅销货质量FAQ= fair average quality中等品/良好平均品质G/W=gross weight
HKD=HongKong dollar
mt. =metric ton 公吨
Ib.=pound 磅
g. =gram 克
kg. =kilogram 公斤
cm.=centimeter 厘米
m.=metre米
yd.=yard码
ft.=foot/feet尺
sq.m=square meter平方米
cu.m=cubic meter立方米
a.a.=after arrival 到达以后
A.A.R.=against all risks 保一切险
四、如何写推销邮件
一、邮箱设臵
1）签名的设臵：顺序是姓名、职称、公司名、地址、电话、手机、传真、邮箱、网址、MSN，如有能力，也可以把公司LOGO加入签名；
2）其它设臵：发件保存、字体设臵（最好为Arial）、字号设臵（小五号）、是否包含对方来邮（选“是”）；3）页面选择：最好是素色。

二、正文部分
1）先设计一封通用格式的推销邮件，包含称呼、公司简介（少说my name is 的废话，垃圾邮件才这样开头）、产品简介，这时之前备好的电子catalogue就可以派上用途了，可以当附件使用；
Dear Madam/Sir,
We know you are one of the leading enterprises in .... line（行业）, We are one of the biggest ... suppliers based in .....
We mainly deal with...., you might have interests in our ....
Attached for your reference is our catalogue in PPT file which will give you a basic idea about our factory and our products.
Should you have any further inquiries and requirements, just let me know without any hesitation.
Best regards.
Yours
（签名略）
2）如遇特别的客户，对其背景比较了解的，则可以针对对方有可能感兴趣的某些产品做特别推荐，必要的话可以附上一两个报价（不建议报价表到处发，最没诚意就是这种）。

五、如何回复邮件
1. 字体选用Arial，字号选择较小字号，对年长及位高权重者可用Mr. 或Mrs.起称，但大部分情况可直呼其名。

如Dear Thomas。

2. 尽量使用1), 2), 3)来叙述自己要表达的要点；如果对方问题较多，则建议回复的内容直接放在对方问题的下
方，但必须用不同颜色字体标识，起头可以说：please refer to my replies in blue；或可用下划线标识重点。

3. 如果要分段，尽量一个段落只表达一个意思，并最好由不超过三个以上的句子组成; 段与段之间空一行。

4. 在使用术语时，尽量延用对方的说法，即使是不太正确的说法。

5. 在风格上尽量接近对方的写作风格，如果对方用短句，那你也用短句，对方用长句，你也可以用长句。

谨记
写邮件不是为了炫耀自己的文法，而是为了让客户看得懂；
6. 尽量少用网络语言或缩写。

即使只有一句话三个单词，都用dear开头，best regards.结尾。

六、Counter-offer
The buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. The effect of a counteroffer is that the original offer is no longer valid, and the offeree now becomes the offeror as the counteroffer becomes the new offer.
Structure of the Counteroffer
1.Thank the seller for his offer, mention briefly the content of the offer
2.Express regret at inability to accept (give the reasons for non-acceptance)
3.Make a counter-offer if, under the circumstances, it is appropriate
4.Hope the counter-offer will be accepted and there may be an opportunity to do business together
Counter-offer
Dear sirs,
Thank you very much for your offer of May 4 for our laser printer. We regret to inform you that our clients find your price on the high side and hesitate to place orders. Although we enjoy the design and style of your laser printer and the way you have handled our inquiry, we are not in the position to accept your offer at the price quoted, s i n c e t h e c o m p e t i t o r s a r e q u o t i n g a l o w e r p r i c e.
If your prices were reduced by 10%, we would place a substantial order with you. We are looking
f o r w a r d t o y o u r f a v o r a b l e r e p l y.
Yours faithfully,
Regret v.
▪We regret being unable to make use of these goods as the price you offer is above the market level here.
▪很遗憾，我们不能购买这些货物，因为贵公司报价高出这里的市场水平。

▪I regret to say that no terms mentioned, we find it impossible to fill the same.
▪实在对不起，对于此次贵公司的订货条件，我公司无法供应。

on the high side （价格）偏高
▪Compared with other suppliers, your price is rather on the high side.
•与其他供应商相比，你们的价格偏高。

▪The price for cotton is rather on the high side in our country, so we have to purchase from other countries.
▪在我们国家棉花的价格偏高，所以我们不得不从其他的国家购买。

accept v. → acceptable a. / acceptance n.
▪We accept that we have no alternative but to replace the damaged parts.
▪我们同意必须无条件地替换那些已损坏的部件。

▪The quality is acceptable, but the time of shipment is not.
▪质量可以接受，但装船期不行。

▪We shall present the draft for acceptance (票据等的承兑).
我们要呈交汇票承兑。

reduce to/ by
▪Please reduce the price by $40.
▪Please reduce the price to $40.
▪请将价格降低40美元。

▪请将价格降至40美元。

reduce
▪如果你方能将价格降至每个5美元，我们将大量订购。

▪我们不能降价20%。

place a substantial order 大量订货
▪We trust to be favored with your substantial orders.
▪我们相信会收到贵公司的大宗订单。

▪If a substantial reduction can be expected, we could reconsider your revised quotation.
▪如蒙贵方能将报价大幅度削减，我们可以重新考虑贵公司修改后的报盘。

Other Useful Expressions
•Information indicates that…
•sell…at
•rock-bottom price
•recommend
•make some concessions
•let us meet each other half way…
•tie up
•make the payment
•It is our usual practice to…
•The best we can do…
•We wish to dra w your attention to the fact that …
•guarantee
Information indicates that 有消息表明
▪Information indicates that the price of rice is rising sharply in Thailand.
有消息表明在泰国大米的价格正急剧增长。

▪Information indicates that this product is popular among young people.
有消息表明这个产品很受年轻人的欢迎。

sell …at
▪During the domestic trial period, we will sell these new products at favorable prices.
▪对于订购数量达到1000台的，我们将以每个20美元的价格销售。

rock-bottom price 最低价
▪This is our rock bottom price. We won‟t make any f urther reductions.
▪Our rock-bottom price is € 500/MT, and cannot be further lowered.
recommend
▪We take the advantage of recommending our new products which have been selling well in Europe.
▪We recommend you to make the payment by L/C for it will give you some additional protection. make some concessions
▪If you could make some concessions, say a reduction of 10%, we may conclude the transaction.
▪We won‟t make any concessions, for we will not make any profits at the price you named.
Let us meet each ot her half way…
▪Let us meet each other half way and make the payment by D/P.
▪让我们双方各让一步，将价格降低5%。

tie up 占据资金
▪To make the payment by L/C will tie up our money.
▪The purchase of raw material has tied up our money, so we can‟t make the payment immediately.
make the payment
▪For special products like flowers, we request the payment to be made in advance.
▪因为订购量很大，所以我们要求用信用证的方式付款。

It is our usual practice to…我们的惯例是…
▪It is our usual practice to cover the insurance for 110% of the invoice value.
▪It is our usual practice to place a trial order before placing a large one.
The best we can do…
▪The best we can do is to give you a discount of 20%.
▪我们最多只能将价格降到每个23美元。

We wish to draw your attention to the fact that … 请注意
▪We wish to draw your attention to the fact that we will not accept the payment by D/P for orders of $10,000 or more.
▪请注意此报盘的有效期为5天。

guarantee
▪If you can guarantee payment, we will forward them the shipment on D/P basis.
▪It is impossible for us to guarantee the time of arrival.
guarantee
▪We are ready to allow you a 3% commission provided you can guarantee a yearly turnover of £75,000 for a start.
七、Claims
Key Expressions
on going into the matter
to hold no liability for sth.
take up the matter
at sb.‟s disposal
make compensation for sb.‟s losses
经调查此事
不负赔偿责任
着手处理这个问题
由某人做主
补偿某人的损失
公正行
不可抗力
仲裁裁决
无追索权
承担责任
the public surveyor
Force Majeure
Arbitration Award
without recourse
assume responsibility
Useful Sentences
经检验，我们发现虽然箱子本身并无损坏现象，但很多货物已严重损坏。

(upon examination)
Upon examination, we found that many of the goods were severely damaged, though the cases themselves show no trace of damage.
我们以上海商检局的报告为依据，特此向你方提出索赔。

(on the basis of)
W e h e r e b y r e g i s t e r a c l a i m a g a i n s t yo u o n t h e b a s i s o f t h e S C IB‟s su rv e y r e p o r t s.☞SCIB:
Shanghai Commerce Inspection Bureau
现向你方就短重及质量低劣提出索赔。

(lodge/register a claim against/with sb. for sth.)
W e n o w l o d g e c l a i m s a g a i n s t y o u f o r s h o r t w e i g h t a n d i n f e r i o r q u a l i t y.
我们提出合同价格减去30%是公平合理的，否则，按照合同办事，买方有权退货并提出索赔。

(lodge a claim) It is just and fair to propose a reduction of 30% in the contractual price, otherwise the buyer has the right to reject t h e g o o d s a n d l o d g e a c l a i m a c c o r d i n g t o t h e c o n t r a c t s t i p u l a t i o n s.
自从你们提出申诉之后，我们已经采取措施以克服缺点。

我们现在已确实弄清楚，货物在装箱之前是完好的。

(in sound condition)
Since you sent us complaints, we have taken measures to overcome the shortcomings. Now, we have satisfied o u r s e l v e s t h a t t h e g o o d s w e r e i n s o u n d c o n d i t i o n b e f o r e t h e y w e r e p a c k e d.
将有缺陷的设备运交你们，非常抱歉。

今天另运出12台替换设备，希望你方对这批新货感到满意。

(send a replacement of)
We regret these faulty sets of equipment were sent to you, and have today sent a replacement of 12 sets. We hope y o u w i l l b e p l e a s e d w i t h t h e n e w l o t.
八、Contract
涉外商务合同•Contract
•Agreement
•Confirmation
•Memorandum
•Order
Explain the following kinds of letters:
•Sales Confirmation
•Sales Contract
•Purchase Confirmation
•Contract for Purchase
合同的常规组成部分•合同名称(Title)
•前文(Preamble)
•本文(Body)
•结尾条款(WITNESS Clause)
前文(Preamble) •订约日期和地点
•合同当事人及其国籍、主营业所或住所
•当事人合法依据
•订约缘由/说明条款
当事人合法依据e. g.
该公司是“按当地法律正式组织而存在的”
a corporation duly organized and existing under the laws of xxx
本文(Body) •合同有效期（Duration）
•合同的终止（Termination）
•不可抗力（Force Majeure）
•合同的让与（Assignment）
•仲裁（Arbitration）
•适用的法律（Governing law）
•诉讼管辖（Jurisdiction）
•通知手续（Notice）
•合同修改（Amendment）
•其它（Others）合同的常规组成部分
结尾条款(WITNESS Clause) •结尾语：份数、使用文件的效力等
•签名
•盖印(Seal)
Most Common Problems •酌情使用公文语惯用副词
•谨慎选用极易混淆的词语
•慎重处理合同的关键细目
惯用副词
here/ there/ where
•hereafter
•thereafter
•thereon\ thereupon
•thereunder
•hereto
•whereto
•hereinabove\ hereinbefore
•hereinafter\ hereinbelow
•thereinbefore
•thereinafter
•从此以后、今后
•此后、以后
•在其上
•在其下
•对于这个，到这里
•对于那个
•在上文
•在下文
•在上文中、在上一部分中
•在下文中、在下一部分中
•hereafter/ hereinafter
•hereby
•herein
•hereto
•hereof
•herewith
•其余部分
•特此，以此
•在此处，于此文件
•到此为止，至此，于此
•在本文件中
•随此，随函附上
•例1：本合同自买方和建造方签署之日生效。

•This Contract shall come into force from the date of execution hereof by the Buyer and the Builder.
•
•例2：下述签署人同意在中国制造新产品，其品牌以此为合适。

•The undersigned hereby agrees that the new products whereto this trade name is more appropriate are made in China.
•例3：Neither party is willing to compromise and herein lies the problem.
•双方都不愿意妥协，问题就在这里。

•例4：a period of 12 months from the date hereof
•从本文件日期起的12个月的时间
2.1
•装运通知
•卖主→买主
•shipping instructions
•装运须知
•买主→卖主
•vendor/ vendee
•consignor/ consignee
•卖主/ 买主
•发货人/ 收货人
2.2
•Both parties shall abide by the contractual stipulations.
•All the activities of both parties shall comply with the contractual stipulations.
遵守：
•abide by☞人
•comply with ☞非人称
2.3
•change A to B/ change A into B
•把A改为B/ 把A兑换（折合）成B
e.g.
Both parties agree that change the time of shipment to August and change US dollar into RMB.
2.4
•ex ☞运来
•per ☞运走
•by ☞承运
e.g.
The last batch per/ ex/ by S.S. “Victoria” will arrive at London on October (S.S. ↔Steamship)由“维多利亚”轮运走/运来/承运的最后一批货将于10月1日抵达伦敦。

2.5
•after ☞“多少天之后”不确切的任何一天
The good shall be shipped per M.V. “Dong Feng” on November 10 and are due to arrive at Rotterdam in 140 days.
(M.V. ↔motor vessel)
该货于11月10日由“东风”轮运出，41天后抵达鹿特丹港。

☞不用after
2.6
•on/ upon
•The invoice value is to be paid on/upon arrival of the goods. （after）
☞发票货值须货到付给。

2.7
合同中表示终止时间
•by: 包括所写日期
•before: 不包括所写日期
The vendor shall deliver the goods to the vendee by June 15.
卖方须在6月15日前将货交给买方。

•含15日在内
by June 15/before June 16
2. 不含15日
by June 14/ before June 15
3.1 限定责任
•and/or ☞甲和乙+甲或乙
The shipper shall be liable for all damage caused by such goods to the ship and/or cargo on board.
如果上述货物对船舶和（或）船上其它货物造成任何损害，托运人应负全责。

•by and between
常用来强调合同是由“双方”签订的，双方必须严格履行合同所赋于的责任。

买卖双方同意按下述条款购买出售下列商品并签订本合同。

☞This Contract is made by and between the Buyer and the Seller, whereby the Buyer agrees to buy and the Seller agrees to sell the under-mentioned commodity subject to the terms and conditions stipulated below.
3.2 限定时间
•合同中表示含当天日期在内的起止时间使双介词
Party A shall be unauthorized to accept any orders or to collect any account on and after September 20.
自9月20日起，甲方已无权接受任何订单或收据。

我公司的条件是，3个月内，即不得晚于5月1日，支付现金。

Our terms are cash within three months, i.e. on or before May 1.
•“not (no) later than +日期”英译“不迟于某月某日”。

本合同签字之日一个月内，即不迟于12 月15 日，你方须将货物装船。

Party B shall ship the goods within one month of the date of signing this Contract, i.e. not later than December 15. •常用include 的相应形式：inclusive、including 和included，来限定含当日在内的时间本证在北京议付，有效期至1 月1 日。

This credit expires till January 1(inclusive) for negotiation in Beijing.
This credit expires till and including January 1 for negotiation in Beijing.
如果不包括1 月1 日在内
till and not including January 1
3.3 限定金额
•大写文字重复金额
英译金额须在小写之后，在括号内用大写文字重复该金额，即使原文合同中没有大写，英译时也有必要加上大写。

“SAY“ ☞“大写”
“ONLY” ☞“整”
聘方须每月付给受聘方美元500 元整。

Party A shall pay Party B a monthly salary of US $ 500 (SAY FIVE HUNDRED US DOLLARS ONLY). •正确使用货币符号
当金额用数字书写时，金额数字必须紧靠货币符号
$891,568，
$ 891,568 （×）
（1）托运人（S H I P P E R），一般为信用证中的受益人。

（2）收货人（CONSIGNEE），如要求记名提单，则可填上具体的收货公司或收货人名称；如属指示提单，则填为“指示”（ORDER）或“凭指示”（TO ORDER）；如需在提单上列明指示人，则可根据不同要求，作成“凭托运人指示”（TO ORDER OF SHIPPER），“凭收货人指示”（TO ORDER OF CONSIGNEE）或“凭银行指示”。

（3）被通知人（NOTIFY PARTY），如果是记名提单或收货人指示提单，且收货人又有详细地址的，则此栏可以不填。

如果是空白指示提单或托运人指示提单则此栏必须填列被通知人名称及详细地址，否则船方就无法与收货人联系，收货人也不能及时报关提货。

（4）提单号码（B/L N O），一般列在提单右上角，以便于工作联系和查核。

（5）船名（N A M E O F V E S S E L），应填列货物所装的船名及航次。

（6）装货港（P O R T O F L O A D I N G），应填列实际装船港口的具体名称。

（7）卸货港（PORT OF DISCHARGE），填列货物实际卸下的港口名称。

如经某港转运，要显示“VIA X X”
字样。

在运用集装箱运输方式时，目前使用“联合运输提单”（COMBINED TRANSPORT B/L），提单上除列明装货港，卸货港外，还要列明“收货地”（PLACE OF RECEIPT），“交货地”（PLACE OF DELIVERY）以及“第一程运输工具”（PRE-CARRIAGE BY），“海运船名和航次”（OCEAN VESSEL，VOY NO）。

填写卸货港，还要注意同名港口问题，如属选择港提单，就要在这栏中注明。

（8）货名（DISCRIPTION OF GOODS），在信用证项下货名必须与信用证上规定的一致。

（9）件数和包装种类（NUMBER AND KIND OF PACKAGES），要按箱子实际包装情况填列。

（10）唛头（SHIPPING MARKS），信用证有规定的，必须按规定填列，否则可按发票上的唛头填列。

（11）毛重，尺码（GROSS WEIGHT，MEASUREMENT），除信用证另有规定者外，一般以公斤为单位列出货物的毛重，以立方米列出货物体积。

（12）运费和费用（FREIGHT AND CHARGES），一般为预付（FREIGHT PREPAID）或到付（FREIGHT COLLECT）。

如CIF或CFR出口，一般均填上运费预付字样，否则收货人会因运费问题提不到货。

如系FOB 出口，则运费可制作“运费到付”字样，除非收货人委托发货人垫付运费。

（13）提单的签发，日期和份数：提单必须由承运人或船长或他们的代理签发，并应明确表明签发人身份。

一般表示方法有：CARRIER，CAPTAIN，或“AS AGENT FOR THE CARRIER：XXX”等。

提单份数一般按信用证要求出具，如“FULL SET OF”一般理解成三份正本若干份副本。

等其中一份正本完成提货任务后，其余各份失效。

九、Export of Bitter Apricot Kernels to
Denmark
Contents
▪Financial Standing
▪Enquiry
▪Offer
▪Counter-offer
Financial Standing/ Enquiries
Components
▪Financial Position (财务状况)
▪Credit (信用)
▪Reputation (声誉)
▪Business Methods (业务做法)
▪Management Capacities (管理能力)
3 “C”
▪Conduct
▪Capacity
▪Capital
Through the Following Channels
▪Bank
▪Chamber of Commerce (商会)
▪Enquiry Agencies (咨询机构)
▪Chinese Commerce Agencies in Foreign Countries (中国驻外商务机构)
▪Foreign Countries Commerce Agencies in China (外国的驻华商务机构)
Enquiry
Inquiries may fall into two categories: general inquiries and specific inquiries.
If the importer intends to purchase goods of a certain specification, he may ask the exporter to make an offer or a quotation for the goods. That is a specific inquiry.
▪If the importer wants to have a general idea of the commodity, he may make a request for a pricelist, a catalogue, samples and other terms. This is a general inquiry. (Generally, it is also a first inquiry. That is an inquiry without writing the first letter to establish business relations)
General inquiry
1 The source of information and a brief self-introduction
2 The intention of writing the letter. (Ask for a catalogue, samples or a pricelist)
3 Stating the possibility of placing an order
Specific Inquiry
▪The names and descriptions of the goods inquired for, including specifications, quantity, etc.
▪Asking whether there is a possibility of giving a special discount and what terms of payment and time of delivery you would expect.
▪Stating the possibility of placing an order.
国际贸易术语
▪三种最常用的贸易术语
FOB 离岸价，装运港船上交货
卖方在合同规定的装运港和规定的期限内，将货物装在买方指派的船只，并及时通知买方。

CIF 成本、保险费加运费
卖方按照合同规定在装运港将货物装上船，完成交货任务。

CFR 成本加运费
卖方按照合同规定在装运港将货物装上船，完成交货任务，及时通知买方。

Useful Expressions
▪提出询盘
Please state your best terms and discount for cash.
请告知以现金支付的优惠条款和折扣比例。

Kindly let us know at what price you are able to deliver quantities of best refined sugar.
敬请告知贵公司可供应的上等砂糖的数量和价格。

We would appreciate it if you will please let us know the ruling prices of the goods.
如您能告知该商品的现行价格，将不胜感谢。

▪受理询盘
In reply to your enquiry of yesterday‟s date, we are sending you herewith several samples of wall paper closely resembling to what you want.
针对你方昨日的询盘，现寄上与你方来函要求相似的墙纸样品数件。

Offer
There are two kinds of offers:
Firm offer and non-firm offer
A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. Once it
has been accepted it cannot be withdrawn.
Non-firm offer are usually made by means of sending catalogues, pricelist, and quotations. It can be considered as an inducement to business.
Section one: The structure of an offer
▪ A good offer often includes the following main parts；一封理想的报盘书信，一般应包括以下几点：
▪1、In the first part of the letter, you acknowledge the enquiry and thank for the buyer‟s interest in your products, and don‟t forget to indicate the writing date of it.
▪确认对方某日的询盘，并对此表示感谢，不要忘记说明写信日期。

▪2、In the middle part, you tell the situation of your stock and state all the terms and conditions, including name, quality, quantity, specifications of commodities, details of price, terms of payment, discounts, packing and date of delivery, in a complete, clear and definite way. In case of a firm offer, the validity must be exactly stated.
▪告知对方你的存货状况和所有的交易条件，包括商品名称、质量、数量、规格以及价格、折扣、交货期和支付条款的细节和价格包含的内容（如包装、运费和保险等）。

如果是一个实盘，必须说明报盘有效期。

▪3、In the last part, you express your hope that the offer will meet the correspondent‟s satisfaction and will be accepted, and receive his reply.
▪最后表示希望该报盘能为对方接受，并受到他的回复
Section two: Functional sentences/phases of offer
▪I. Make offers:
▪to quote sb a price for sth
向某人保…..价
t o quote for sth at …报某货价
t o send /make/give sb. one’s best/lowest quotation for sth
向某人报最低价
t o offer sb. sth.向某人报盘
to offer CIF/CFR/FOB 报CIF/CFR/FOB价
to offer as follows: 报盘如下：
to make/send/give sb. an offer for (on) sth
subject to one’s confirmation (goods being unsold , reply reaching here within---days/before--- 以某人确认（货物未售出，在---日内收到贵方答复）为有效
This offer is firm/valid/good/open/effective/
available until---/for—days. 有效期为---天
2、虚盘（Non-firm Offer)的表达方式：
▪1) The above offer is made without engagement. 以上报盘没有任何约束力。

▪2）We offer sth… subject to our final confirmation.
▪我方报盘… （各项交易条件）…以我方最后确认有效。

▪We submit you this offer subject to prior sale.
▪我方向你方报盘，以先售为条件。

▪We make you an offer subject to the goods being unsold.
▪我方向你方报盘，以未售出为准。

3、实盘(Firm offer)的表达方式:
1、We are now making you a firm offer for 10 metric tons of rice.
现为你方报10吨大米实盘。

2. We are now offering you firm as follows,
现为你方报实盘如下。

4、实盘有效期（Firm offer’s validity）的表示：
▪ 1. Subject to your reply reaching us by /before/not later than…
▪ 2. Subject to your reply (acceptance)
reaching here within …days
▪ 3. This offer is firm (open, valid. good) for ..day (till/ until…)
5、Useful Sentences
▪1、With reference to /In reply to your enquiry of July 12, we have the pleasure of offering you sth as follows:
▪2、Thank you for your inquiry No.3 for sth, we shall be/are pleased to offer them as follows:
▪3、The price we quoted is accurately calculated, but in order to encourage business, we are prepared to allow you a discount of--%.
▪4、In addition, there will be a discount of 2% on total cost of payment within one month from date of invoice. ▪5、For acceptance within 10 days.
▪6、The offer is subject to the acceptance within a week.
▪7、The prices quoted will apply only to orders received before/by Oct.
▪8、This offer is open for a week from today.
▪9、This offer will/must be withdraw if it is not accepted within five days.
Quantity
(1) 重量(weight)
公斤( )
公吨( )
长吨(long ton)(≈1016kg)
短吨(short ton)(≈907kg)
(2) 数量(number)
件( ) 双( )
套( )
Quantity
(3) 长度(length)
米( )英尺( )
英寸( )码( )
(4) 面积(area)
平方米(square meter, m2)
Quantity
(5) 体积(cubic)
立方米(cubic meter,m3)
(6) 容积(capacity)
公升(liter) 加仑（gallon=3-4升）
蒲式耳(bushel=8加仑)
Unit Price
USD 300 per metric ton CIF Seatle
价格条款的内容
商品的单价通常由四个部分组成，即包括计价货币（如美元）、单位价格金额（如300）、计量单位（如公吨）和贸易术语（如CIF西雅图）
例如：每短吨5600元FOB横滨Yokohama
Unit Price
▪这批大豆(soybean)的价格为惠灵顿（Wellington）成本加运费每长吨260美元。

Packing
▪木箱（wooden case）
▪板条箱（crate）
▪纸箱（carton）
▪麻袋（gunny bag)
▪布袋（sack）（cloth bag）
▪塑料袋（plastic bag)
▪牛皮纸袋（kraftpaper bag）
Packing
▪铁桶（iron drum）
▪塑料桶（plastic drum）
▪木桶（cask）
▪捆（bundle）
▪包（bale）
Packing
▪Cigarettes are to be packed in tin-lined paper box.
▪Pens are packed in paper boxes, 10 pieces to one box.
Packing
▪Walnuts are to be packed in double gunny bags, each containing 50 kilos. ▪Walnuts are to be packed in double gunny bags of 50 kilos each.
Packing
▪Pens are packed 12 pieces to a box and 200 boxes to a wooden case.
Packing
▪砂糖(granulated sugar)要用塑料袋包装，每袋重2.5公斤。

▪所有纸箱都内衬塑料纸，保证绝对防水。

Packing
▪每件衬衫要用塑料袋包装，每一打装一纸箱，每4个纸箱装1木箱。

Shipment
▪can be shipped within one month after receipt of the L/C
▪These goods should be shipped within one month.
▪请在一周之内装运。

Payment
支付工具:
▪汇票(bill of exchange, draft)
▪本票(promissory note)
▪支票( )
支付方式:
▪汇付:信汇(M/T) 电汇( )票汇(D/D)
▪托收:付款交单( )
承兑交单( )
▪信用证( )
Payment by confirmed irrevocable L/C payable by draft at sight
请用…..方式付款。

▪Please pay by….
▪Please make the payment by …
Payment
▪请用信用证付款。

▪我们要求付款方式为保兑的不撤销的信用证。

Insurance
▪for 110% of the invoice value
十、Insurance
Key Expressions
on sb‟s behalf
for one‟s account
refer sb. to sth.
refund the premium to you
in the absence of definite instructions
代表……
由某方付费
请……参看
将保险费退还给你
没有明确指示
保险费
办理保险
保险凭证
仓至仓条款
insurance premium
arrange insurance
insurance certificate
w a r e h o u s e t o w a r e h o u s e c l a u s e
Useful Sentences
水渍险的保险费率为5%，如果你方愿意投保水渍险，我们可以代为办理。

(on one‟s behalf)
Premium for WPA is 5%. If you desire to cover WPA, we will arrange it on your behalf.
我们将在我地办理预约投保。

(under open policy)
We shall take out insurance at this end under open policy.
请按照我们的要求办理保险。

Please arrange the insurance as per our request.
如果没有你们的明确指示，我们将按一般惯例投保平安险和战争险。

(in the absence of definite instructions) In the absence of definite instructions, we will cover FPA and War Risks according to usual practice.
我们知道按照你们的惯例，你们只按发票金额加10%投保，因此额外的保险费由我们负责。

(for one‟s account) We know that according to your usual practice, you insure the goods only for 10% above invoice value, therefore t h e e x t r a p r e m i u m w i l l b e f o r o u r a c c o u n t.
十一、International Business Writing
外贸业务英文函电
♦How many ways of communication in daily life?
Ways of communication
♦Telephone
♦Fax
♦E-mail
♦Letter
♦Telegram
♦Telex
导论
Introduction
♦Good business letters have two specific functions:
♦1) to ask for and give a reply to an enquiry, offer, order or complaint;
♦2) to keep a record of all the important facts for ready reference.
国际贸易的基本业务程序
Lesson One Business Letter: Its Writing and Layout
商业信函的组成部分和格式
Writing Principles of Business Letters
7“C”
•完整（Completeness）
♦信的内容应概括说明各项必须的事项，切记不能含糊不清
2. 具体（Concreteness）
♦商务信函必须写得生动、具体和形象，避免模糊、笼统和抽象
7“C”
3. 清楚（Clarity）
♦使用简短、熟悉和口语化的词语
♦段落简单，一目了然
♦避免使用产生歧义或意义不明确的词汇
•简洁（Conciseness）
♦去掉不必要的词和冗长的句子
♦保留有效、简洁的事实信息。