外贸函电的基本流程
外贸函电知识及模板
第九章：外贸函电基础（编者：莫树鹏）9.1函电基本概述外贸函电是一种商务信件，是我们与客户之间建立联系及合作关系的重要手段。
外贸函电的作用：意识索取信息或传递信息，二是处理商务交流中有关事宜，三是联络与沟通感情。
函电主要通过电子邮件、传真或MSN等方式去传送内容。
9.2函电内容介绍外贸函电相关内容在这里主要是指建立业务关系（如开发信），处理回复和跟进客户询盘、报价、订货协商、签约、包装、装运、支付、结算以及办理保险、商检、索赔以及代理协议、仲裁等等业务工作所要撰写电子邮件和信函内容。
可以说函电内容是整个业务商谈和合作过程中最为重要的往来交流信息和内容。
它很大程度上体现业务员的专业素养和能力，也会直接或者间接影响到业务员的接下订单的概率。
例如，我们写的客户开发信，回复信。
9.3函电基本流程整个业务过程，函电所涵盖的内容有很多。
因此我们业务员需要将基本的函电流程理清楚。
通常整个流程就是我们做客户跟进的流程。
1.建立业务关系这是开启业务合作的第一步，通常通过不同的客户开发渠道与客户建立业务联系。
如写开发信，产品介绍说明等；2.询价与答疑国外潜在买家会通过询价、索要产品资料和方案来与我们业务员建立合作联系。
这时我们业务员需要掌握进出口贸易的基本价格条件（术语），相关产品方案和技术讲解函电的撰写，并熟悉询价与答复客户疑问的常用句型。
3.报价与议价在解决了产品方案和技术问题以后客户会与我们业务员进行价格商榷，我们业务员需要懂得相关报价术语、议价内容和技巧的函电撰写。
4.接受方案双方经过报价与议价阶段达成一致并协商出双方都能接受的方案。
这个过程业务员需要掌握一些促成合作的函电表达技巧。
5.合同拟定双方对产品报价方案达成一致以后便会进行合同细节的商榷和条款拟定。
这时需要业务员懂得相关的合同细节条款（支付与结算方式、包装、质保、商检、装运、保险、仲裁等内容）表达和签约相关的函电内容撰写。
6.订货签约跟进这一阶段业务员需要掌握签约跟进，款项落实的基本函电撰写。
外贸流程图及函电基本用语
外贸流程图及外贸信函基本用语黄牛外贸跟单的流程1．客户询盘：一般在客户下purchase Order之前，都会有相关的Order Inquiry给业务部，做一些细节上的了解。
2．报价：业务部及时回复客人查询，确定货物品名，型号，生产厂家，数量，交货期，付款方式，包装规格及柜型等，proforma Invoice 给客户做正式报价。
3．得到订单：经过洽谈，收到客户正式的订单purchase Order。
4．下生产订单：得到客人的订单确认后，给工厂下订单，安排生产计划。
5．业务审批：业务部收到订单后，首先做出业务审核表。
按“出口合同审核表”的项目如实填写，尽可能将各种预计费用都列明。
合同审批需附上客人订单传真件，与工厂的收购合同。
审核表要由业务员签名，部门经理审批，再交管理部人员审核后才能执行。
如金额较大的，或有预付款和佣金等条款的，要经公司总经理审批才行。
合同审批之后，制成销售订单，交给部门进程员跟进。
6．下达生产通知：业务部在确定交货期后，满足下列情况可下达生产通知, 通知工厂按时生产：6.1：如果是L/C付款的客户，通常是在交货期前1个月确认L/C已经收到，收到L/C后应业务员和单证员分别审查信用证，检查是否存在错误，交货期能否保障，及其他可能的问题，如有问题应立即请客人改证。
6.2：如果是T/T付款的客户，要确认定金已经到账。
6.3：如果是放帐客户，或通过银行D/A等方式收汇等，需经理确认。
7．验货：7.1：在交货期前一周，要通知公司验货员验货。
7.2：如果客人要自己或指定验货人员来验货的，要在交货期一周前，约客户查货并将查货日期告知计划部。
7.3：如果客人指定由第三方验货公司或公正行等验货的，要在交货期两周前与验货公司联系，预约验货时间，确保在交货期前安排好时间。
确定后将验货时间通知工厂。
8．制备基本文件。
工厂提供的装箱资料，制作出口合同，出口商业发票，装箱单等文件（应由业务跟单员制作，交给单证员）。
外贸函电的基本流程
外贸函电的基本流程下载温馨提示:该文档是我店铺精心编制而成，希望大家下载以后，能够帮助大家解决实际的问题。
文档下载后可定制随意修改，请根据实际需要进行相应的调整和使用，谢谢!并且，本店铺为大家提供各种各样类型的实用资料，如教育随笔、日记赏析、句子摘抄、古诗大全、经典美文、话题作文、工作总结、词语解析、文案摘录、其他资料等等，如想了解不同资料格式和写法，敬请关注!Download tips: This document is carefully compiled by theeditor. I hope that after you download them,they can help yousolve practical problems. The document can be customized andmodified after downloading,please adjust and use it according toactual needs, thank you!In addition, our shop provides you with various types ofpractical materials,such as educational essays, diaryappreciation,sentence excerpts,ancient poems,classic articles,topic composition,work summary,word parsing,copy excerpts,other materials and so on,want to know different data formats andwriting methods,please pay attention!外贸函电是指在国际贸易中，买卖双方通过信函、电子邮件等方式进行沟通和交流的一种商务文书。
外贸函电的基本流程
外贸函电的基本流程
外贸函电的基本流程
1、建立业务关系
介绍进出口贸易的种类，步骤，掌握如何撰写有关建立业务关系的函电。
2、询价与答复
掌握进出口贸易的几种基本价格条件，相关函电的撰写，并熟悉询价与答复的常用句型。
3、报盘与递盘
掌握报盘中实盘与虚盘两大种类，如何报盘与递盘及相关函电的撰写。
4、还盘，反还盘和接受
掌握还盘，反还盘的技巧，了解什麽是有效的接受，并掌握相关函电的撰写及还盘，反还盘和接受的常用句型。
5、订货和签约
了解订货单及合约一般包括事项，掌握相关函电的撰写及订货和签约的常用句型。
6、包装
了解包装的目的，形式，什麽是合理的包装，及唛头，掌握相关函电的撰写及包装的常用句型。
7、装运
了解装运的种类，工具及提单，掌握相关函电的撰写及装运的常用句型。
8、支付与结算
掌握几种常用的付款条件和结算方法，掌握相关函电的撰写，及支付与结算的常用句型。
9、保险
了解风险和损失的种类，常用的保险条款及保单；掌握相关函电的撰写，及保险的常用句型。
10、商检
了解商检的种类，商检条款及商检单；掌握相关函电的撰写，及商检的常用句型。
11、抱怨，索赔,理赔及仲裁
了解相关知识，掌握相关函电的撰写及常用句型。
12、代理，特殊贸易，经济技术合作。
外贸函电---课程资料
二、简答下列各题
三、比较下面每组的两个句子，说说其中哪一 种表达的效果好，为什么？（P259）
19
思考与练习
三、写作实践题
1. 试以史密斯公司的名义，给吴氏公司写一封希望 建立业务关系的信函。 2. 以吴氏公司的名义，向花旗银行写一份调查史密 斯公司信用情况的信函。 3. 刘明所在的公司为周年庆典活动向专门经销高级 音像设备的美国的M&M公司订购了五套音像设备。 货物运到后结果发现质量存在问题，刘明的公司决 定索赔。 请根据以上材料，为刘明所在的公司拟写在这一完 整的贸易活动中需要用到的全部外贸信函。其他信 20 息可以自拟。
7
二、通函(Circular Letters, Circulars)
(三)注意事项 (1) 信函形式的通函和传真形式的通函在写 法上没有根本的区别，只不过前者按书信格 式书写；后者按传真格式书写。 (2) 开业通知是通函的最常用的形式，多为 内容相同的印刷件，只要在其抬头打上受函 方名称即可。 (3) Circular letters和Circulars的区别。前者 具备书信的一切格式，后者则不具备，仅仅 是印刷体的“通告”(Announcements)，有 时没有日期，也没抬头。
(1) 开头部分说明收到对方来函的情况。 (2) 表明对索赔要求的态度和看法。 (3) 表示歉意。
18
思考与练习
一、理解以下词语
外贸函电 通函 信用调查函 询盘函 报盘函 答复索赔 函 1. 信函的格式有哪几种？ 2. 外贸信函包括哪些要素？ 3. 外贸传真的格式包括哪几部分？
四、询盘函(Enquiry)
外贸函电英文写作流程模拟
目录1案例内容介绍1.1 卖方公司背景 (1)1.2买方公司背景 (1)1.3交易背景简介 (2)2 交易流程模拟2.1 建立业务关系 (3)2.2询盘 (4)2.3 发盘 (5)2.4 还盘 (6)2.5接受 (7)2.6保险 (10)2.7付款 (11)2.8 装运 (12)2.9索赔 (13)2.10续订购 (15)参考文献 (16)河北鑫憧毛绒玩具有限公司与美国ACE GALLERY公司卡通人偶服饰交易流程函电模拟写作1 案例内容介绍1.1卖方公司背景Seller‘s background河北鑫憧毛绒玩具有限公司，是一家专业生产销售毛绒布衣玩具的企业，座落在文明世界的国际商贸城--河北白沟。
该公司拥有进口先进的生产设备、做为专业的毛绒玩具制造商，在产品形象的制作、推广和创新方面，都有自己非常完善的运作流程，能够满足国内及国际玩具严格的生产标准。
该公司一直为众多企业设计生产：各种款式，规格的企业毛绒吉祥物、仿真毛绒动物玩具、布艺洋娃娃，并新增卡通人偶服饰，完美再现了其造型的立体形象，做工讲究、质量上乘，深得客户及消费者的喜爱。
该公司可由专业设计师设计打样，也可来样加工各类毛绒玩具，及各项活动人偶服。
该公司从来样询价、定样、生产，实行一条龙优质服务，充分节约客户的宝贵时间，以规范的生产流程，新颖的造型设计，严格的质量控制，为客户生产满意的产品。
该公司始终奉行“今天的质量，明天的市场，现在的客户，永远的朋友。
”为宗旨，在不断满足现有需求的同时，积极开拓国际市场，产品远销欧洲、东南亚等几十个国家和地区。
1.2买方公司背景Buyer's background美国ACE GALLERY公司创建于1961年，创始人是现任主任道格斯先生，位于洛杉矶。
ACE GALLERY公司长期致力于影视、媒体、艺术、文化传播等，在举办艺术个展及各类文化活动，距今已经有很长的历史。
ACE GALLERY以挖掘现代艺术观念、现代动画、影视视角为理念，主要着眼于新兴市场，通过大型节展活动，艺术评论等手段，宣扬各大艺术家的艺术主张和新观念的发现和认识，加强艺术家群体之间的创新资讯交流。
外贸函电实训指导书
3月26日做方案一的练习二和方案二的练习二，做成电子档
4月6日做方案一的练习三和方案二的练习三，做成电子档
5月16日做方案一的练习四和方案二的练习四，做成电子档
5月26日做方案一的练习五和方案二的练习五，做成电子档
四、《外贸函电》课程实训报告书要求
练习三
假设你是南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的业务员Cathy Lee，加拿大Carters Trading Company, LLC的Joe Brown先生给你公司发来邮件，向你询盘。请根据该邮件向你的客户发盘，写信时间为2014年10月13日。
2．熟练掌握相关的专业术语英文表述，能够熟练应用常用的专业英语句子来表达基本的意思；
3．通过课程实训训练，发现书写外文函电中存在的问题和不足；并进行有针对性的巩固训练，以熟练掌握基本的写作技能；
4．分组作业：按既定分组，先讨信函格式要点，及在撰写书信过程中的问题和相关建议。
5．个人独立完成实训书信写作，小组成员相互纠错，然后演示答案，教师在旁指导。
信中要点为：
1.感谢你方2014年10月18日报价和寄来的样品；
2.认为对方产品的品质优良，价格合理；
3.随信附寄编号为CTC5236的购买合同一式两份，会签后请归还一份以便存档；
4.请在装船后两天内给我们发装船通知，告知包装件数、毛净重、船名、货值、提单号码和日期；
5.由于客户急需，请尽快装运，如果这次合作愉快，今后将大量订购。
2.将“documents presented for negotiation should include cargo receipt issued by buyers”字样去掉；
进出口贸易流程及相关商务信函.pptx
5-1 同意进口商的还价
e.g. Dear Sirs: June 12, 2001
Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.
建议多采用CNF/CFR成本加运费、CIF成本 加运费加保险费的报价形式。
三、签约
贸易双方就报价达成意向后，买方企业正式 订货并就一些相关事项与卖方企业进行协商，双 方协商认可后，需要签订《购货合同》。在签订 《购货合同》过程中，主要对商品名称、规格型 号、数量、价格、包装、产地、装运期、付款条 件、结算方式、索赔、仲裁等内容进行商谈，并 将商谈后达成的协议写入《购货合同》。这标志 着出口业务的正式开始。通常情况下，签订购货 合同一式两份由双方盖本公司公章生效，双方各 保存一份。注意内外销售合同的差异，要做到字 斟句酌，保证合同的严密性，认真核对产品的型 号，尤其注意特别地区、特殊国家的特别要求。
Sincerely 5-2 拒绝进口商的还价
e.g. Dear Sirs: June 12, 2001
外贸函电模板
L/C+CIF履约流程第2周实训任务：发布广告和信息，交易磋商发布广告和信息：进口商：公司广告、需求信息出口商：公司广告、需求信息工厂：公司广告、产品广告、供应信息出口商向进口商发建交函建交函三步式写法Dear Mr. Carter,（进口商法人）We known your name and address from the website of and note with pleasure the items of your demand just fall within the scope of our business line. First of all, we avail ourselves of this opportunity to introduce our company in order to be acquainted with you.Our firm is an exporter of various Canned Foodstuffs（出口商业务范围）. We highly hope to establish business relations with your esteemed company on the basis of mutual benefit in an earlier date. We are sending a catalogue and a pricelist under separate cover for your reference. We will submit our best price to you upon receipt of your concrete inquiry.We are looking forward to receiving your earlier reply.Yours faithfully,Minghua Liu（出口商法人）Grand Western Foods Corp.（出口商公司名称）进口商向出口商发询盘函Dear Mr.Minghua Liu,（出口商法人）Thanks for your E-Mail.With reference to your letter of July 28, 2004（进口商收到出口商建交函的日期）, we are glad to learn that you wish to enter into trade relations with us.At present, we are in the market for CANNED SWEET CORN（商品名称）, and shall be glad to receive your best quotations for this item, with indications of packing, for date of shipment, CIF TORONTO （CIF+目的港）.Your early replay will be appreciated.Yours sincerelyCarter（进口商法人）Carters Trading Company, LLC（进口商公司名称）工厂向出口商发建交函刘铭华先生（出口商法人）：您好！我们是冠弛股份有限公司（工厂名称），我公司有着悠久的经营历史，在国内外享有良好声誉。
外贸函电整个流程
外贸函电整个流程外贸函电是国际贸易中非常重要的一环，是商务交流的主要方式之一。
外贸函电流程大致包括如下几个步骤：准备、起草、审核、签署、传递和跟进。
一、准备阶段在准备阶段，我们需要明确函电的目的和内容。
我们需要了解收件人的背景、要求和需求以及我们自己的能力和利益，以确定需要发送何种形式的函电。
同时，我们还需要准备需要使用的工具和文档。
二、起草阶段在起草阶段，我们需要根据准备阶段的内容开始撰写函电。
这里需要注意的是，函电必须准确、简洁而且易懂，要求用语清晰，语言规范，要有礼貌，措辞得体，以确保不会产生任何误解。
同时，要注意格式的规范，如信头、称呼、正文、结尾等。
在起草完成后，还需要进行审查。
三、审查阶段审查阶段是非常重要的一环，此时我们需要对函电进行认真的审核和检查。
在审核时，我们需要检查函电的格式、语法、拼写、标点、词义、用词是否得当等方面，以及确认信息无误。
四、签署阶段签署阶段就是将函电正式签署并加上相关印章，以确保函电的真实性和有效性。
五、传递阶段在传递阶段，我们需要确认函电的发送方式，并确保可以安全可靠地传递给收件人。
这里需要根据函电内容选择合适的传递方式，如电子邮件、传真、快递等，并注意确认地址、联系方式等信息无误。
六、跟进阶段在函电发送后，我们还需要进行跟进，以确保收件人已经收到函电，并确认收到后能够及时回复。
在进行跟进时，我们需要了解收件人的回复态度和处理方式，以及及时跟进后续的工作安排。
总之，外贸函电流程是一项非常细致、繁琐的工作，需要我们严格按照规范和流程进行操作。
只有这样才能确保函电的有效性和可靠性，促进商业合作的顺利进行。
外经贸英语函电流程5篇
外经贸英语函电流程5篇第一篇：外经贸英语函电流程…………外经贸英语函电整个流程外贸究其根本，用同事的语言来讲就是“买进”和“卖出”。
那我们在外贸英语中用比较专业词汇讲就是“出口”(Export)和“进口”(Import)。
那它又不像我们在日常生活中买进和卖出这么简单，因为它涉及到的是跨国交易，其中里面有许多我们需要注意事项和办理的业务。
因其复杂性，所以那我们要学习的东西也就比较多。
那我们今天就先把外贸的总体流程和本书课程设置的框架跟大家一起分享。
一.外贸的总体流程：1.寻找目标客户--Souring the↓ resource.a.寻找国外进口商。
Sourcing the↓ importer.根据自己产品的特色，来寻找国外潜在的目标客户即进口商(importer),那对于我们↓ 来讲，我们就是出口商(Exporter)。
搜索的途径就有很多了,例如利用goolgle搜索引擎，采购商买家资料，参↓ 加广交会等等。
b.寻找国外出口商。
Souring the↓ exporter.根据自己的需求，来采购国外出口商的产品。
那对于我们来讲，我们就是进口↓ 商(Importer)。
搜索的途径也比较多，例如goolgle搜索引擎，参加国外的展会，拿到国外出口商的资料等↓ 等。
那大家都知道我们是出口大国，所以我们在外贸中遇到的一般都是第一种情况。
↓ 所以在今后的课程当中，我们也将重点学习如何做好出口外贸↓↓2.建立贸易关系----Establish Business→ relations.那这里面我们要做的上面第一点讲到了寻找目标客户，那我们找到后就要进行工作就比较多了,具↓ 这一步的建立贸易关系问题了。
体如下：a.自我介绍----Self introduction。
在外贸英语中就要用到自我介绍函电了。
一封很好↓ 的外贸自我介绍函电可以很好的开启外贸合作之门。
b.提供产品目录-----Sending Catalog。
外贸函电Terms of Payment
承兑交单
承兑交单（Documents against Acceptance）即卖方在装 运后开出远期汇票，随附全套单据，通过银行向买方提 示，买方承兑汇票后，代收行即将全套单据交给买方。 在汇票到期后，买方再来履行付款义务，承兑交单实际 上买方先取得货物所有权，将来以后再来付款。所以对 卖方来说风险非常大。一旦买方到期不付款，卖方就会 遭到货款两空的损失。所以我国外贸公司现在对承兑交 单非常谨慎。
Amendment to the L/C 3. Letter of amendment to the L/C (1)Thanks for the opening of L/C
(2)The content of amendment of the L/C one by one
(3)Anticipation for the amendment of the L/C in certain time.
Paying procedure under D/P at sight
Importer
Contract
Exporter
5
4
3
Business Credit
1
7
2
Collecting Bank
6
Remitting Bank
托收方式的当事人 1 委托人：卖方 2 托收行：出口地银行 3 代收行：进口地银行 4 付款人：买方
Opening Bank or Issuing Bank
信用证的主要当事人
(1)开证申请人(Applicant)
即向银行申请开立信用证的人。在进出 口业务中为进口商。 通常开证申请人需向开证银行交一定的 押金，并在信用证到期时付款。
(2)开证银行(Opening Bank，Issuing Bank， Establishing Bank)
进出口英语外贸函电_采购流程
进出口英语外贸函电---------------------------------------------------------------------------------------------------------------- 1. 主动联系采购商Dear Sirs: May 1, 2001Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.Yours faithfully---------------------------------------------------------------------------------------------------------------- 2. 提出询价Dear Sirs: Jun.1, 2001We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon..Truly---------------------------------------------------------------------------------------------------------------- 3. 迅速提供报价Gentlemen: June 4, 2001Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you.---------------------------------------------------------------------------------------------------------------- 4. 如何讨价还价Gentlemen: June 8, 2001We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.Yours truly----------------------------------------------------------------------------------------------------------------5-1 同意进口商的还价Dear Sirs: June 12, 2001Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.Sincerely---------------------------------------------------------------------------------------------------------------- 5-2 拒绝进口商的还价Dear Sirs: June 12, 2001Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.Truly--------------------------------------------------------------------------------------------------------------- 6. 正式提出订单Gentlemen: June 15, 2001We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date.Truly--------------------------------------------------------------------------------------------------------------- 7. 确认订单Gentlemen: June 20, 2001Thank you very much for your order of June 15 for 200 Deer Mountain Bikes. We will make every possible effort to speed up delivery. We will advise you of the date of dispatch. We are at your service at all times.Sincerely------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------8. 请求开立信用证Gentlemen: June 18, 2001Thank you for your order No. 599. In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000 in our favor. This account shall be available until Sep. 20. Upon arrival of the L/C we will pack and ship the order as requested. Sincerely--------------------------------------------------------------------------------------------------------------- 9. 通知已开立信用证Dear Sirs: June 24, 2001Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed.Sincerely--------------------------------------------------------------------------------------------------------------- 10. 请求信用证延期Gentlemen：Sep. 1, 2001We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.Sincerely--------------------------------------------------------------------------------------------------------------- 11. 同意更改信用证Gentlemen: Sept. 5, 2001We received your letter today and have informed our customers of your situation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Please keep us abreast of any new development. Sincerely---------------------------------------------------------------------------------------------------------------。
外贸英语函电的询盘及回复(全流程每个步骤,直接复制可用!)
外贸询盘回复黄金模板常常听到业务员抱怨“询盘质量不高”、“有询盘没转化”、“有些印度客户只是来比价格的”……想必大家都不陌生！但难道只有平台问题、客户问题吗？我们自身的处理真的没问题吗？外贸员在回复询盘时经常出现的问题有哪些？询盘的回复规则：1、回复及时（24小时内是黄金时间）2、内容专业（清晰、简洁、完整）3、格式规范（别忽略问候语，结束语等细节）客户主动询价、我方报价一般回复Dear Mr./Ms XXThanks for your inquiry about XX products!Now we here kindly quote you our best XX price as following:Products name:Specification, weight and size:Packing:Payment:Delivery time:Shipment fee:Quantity:Validity:Others:Pls review the above price and let us know your confirmation in an early date. Looking forward to hearing from you soon产品的库存不多Dear X,Tank you for your inquiry.Yes, we have this item in stock. How many do you want? Right now, we only have X lots of the X color left. Since they are very popular, the product has a high risk of selling out soon. Please place your order as soon as possible. Thank you!Best regards,(name)客户所要产品断货Dear X,We are sorry to inform you that this item is out of stock at the moment. We will contact the factory to see when they will be available again. Also, we would like to recommend to you some other items which are of the same style. We hope you like them as well.You can click on the following link to check them out.Please let me know for any further questions.Thanks.Best Regards,(Your name)向客户询问规格Dear sir,Thanks for your inquiry of our XX(products).on dec.10th.and we are in XX filed for many years,so we are confident we can do it.but the specifications you given is still lack.such as the diameter,meterial,quantity and so on.....,so pls can you send us the details?the drawing(cad)is ok.After we confirmed,we are happy to provide you with our good quality and competitive price.Look forward your soonest reply,Thanks and regards问客户对报价的意见第一次询问Dear Mr/Ms XXRe XX products, We have quoted you FOB/CIF/ price by e-mail dd XXXX, 2007.. Have you received it? Please check it and let me know your comments about the price.Looking forward to hearing from you soon.第二次询问Dear Mr/Ms XXRe the XX products, I have e-mail the FOB QINGAO price to you dd XX . And asked for your comments on XX. But still no reply . Have you received it? Please review it and let me know your comments. If any problems, please don't hesitate to contact us, We shall be pleased to be of service to you at all times.Thanks in advance for your quick reply!第三次询问Dear Ms/Ms XXRe XX products, we have quoted you FOB/CIF/ price by e-mail after Canton Fair on Oct 24, 2016. But for a long time, you haven't replied us. So we sent two e-mail to you asking for your comments on Nov 9 and Nov 21, 2016. But still no reply. Now I'd like to know whether you still interested in this item.Looking forward to hearing from you soon.重新报价Dear Mr./Ms.XXRe XX products, we have quoted you FOB QINGAO price , But for a long time,you haven't reply us. So we sent two e-mail to you asking for your comments on Nov 13 and Nov 23, 2016. Now we here kindly requote you the adjusted price as follows:USDXX/pcHope you can accept this price.If sample required, we will send to you for your approval.Thanks in advance for your quick reply!询问对新价格的意见Dear Mr./Ms.XXRe XX products, in order to build our further business relationship. we have requote you new price on XX.Have you received it?. If you check other suppliers ,you will find this is our bottom price, hope you satisfied this time and accept it.报价不回复方式一Dear X,Hope you still remember me,i sent you quotation for XX(products)on XX(date)，well maybe you are very busy ,and i understand.I review your websit very carefully, and have much interests to make a start for our cooperation,to provide the best special service.Could you give me some advice so that we can do better.方式二Dear sir,Did you receive our quotation on Apr 12th?and no reply from you.i was waiting until all the colleagues left the office. May be you are very busy.So pls can you take some time to give me a reply?and kindly give me some advice on XX(products)Look forward your replyThanks and regards.回应买家砍价方式一Dear x,Thank you for your interests in my item.I am sorry but we can’t offer you that low p rice you asked for.We feel that the price listed is reasonable and has been carefully calculated and leaves me limited profit already.However, we’d like to offer you some discounts on bulk purchases.If your order is more than X pieces, we will give you a discount of xx% off.Please let me know for any further questions. Thanks.Sincerely,(name)方式二Dear X,Sorry for my late reply,i discuss with our boss for a long time, but regarding the price,it is near our bottom line,you know the market is changing everyday,and it is hard to cut more on cost as we need the products with best quality.But we treasure our first cooperation,so we allow you a 2%discount,this is the best i can do for you.I hope that if you have the will to cooperate,pls don’t just focus on the price,the most important is the quality,i think.If you any comments ,pls let me know.Thanks and regardsAngela.提醒买家尽快付款方式一Dear X,We appreciated your purchase from us.However, we noticed you that h**en’t made the payment yet.This is a friendly reminder to you to complete the payment transaction as soon as possible. Instant payments are very important; the earlier you pay, the sooner you will get the item.If you have any problems making the payment, or if you don’t want to go through with the order, please let us know. We can help you to resolve the payment problems or cancel the order.Thanks again!Looking forward to hearing from you soon.Best Regards,(Your name)方式二Dear X,We appreciate your order from us. You have chosen one of the bestselling products inour store. It’s very popular for its good quality and competitive price. Right now, we only have X lots of the X colors left. We would like to inform you that this product has a high risk of selling out soon.We noticed that you hadn’t finished the payment process for the order. We’d like to offer you a 10% discount on your order, if you purchase now, to ensure that the product doesn’t sell out. We will ship your order within 24 hours once your payment is confirmed. If you need any help or have any questions, please let us know.Best Regards,(your name)PS: We are one of the biggest suppli ers on . With more than 3 years’ experience in world trade,we are able to provide the best prices, the highest quality and the superior service. We inspect our products before shipping them out and provide a 1 year warranty for all products. We promise to give you a full refund if the products are not as described.If you have any questions, please contact us; we are happy to help you.未付款订单Dear $buyer,We have got your order of XXXXXX。
外贸函电的标准格式与用法
THANK YOU FOR WATCHING
谢谢观看
04
外贸函电的常见错误与分析
外贸函电的语法错误
时态错误
主谓不一致
逗号的使用错误
• 描述过去的动作时使用现在时
• 主语和谓语在数上不一致
• 逗号位置不当
• 描述将来的动作时使用过去时
• 主语和谓语在时态上不一致
• 逗号与句子的关系不清晰
• 混淆各种时态的使用
• 主语和谓语在性上不一致
• 逗号与分号的使用混淆
• 日期：2022年6月1日
• 正文：
• 称呼：尊敬的xxx先生/女士
• 正文内容：询问产品详细信息及报价
• 结尾：期待您的回复
• 报价函实战演练
• 标题：报价函
• 收件人信息：xxx公司
• 发件人信息：xxx公司
• 日期：2022年6月2日
• 正文：
• 称呼：尊敬的xxx先生/女士
• 正文内容：提供产品报价及交货期
• 报价函
• 标题：报价函
• 收件人信息：xxx公司
• 发件人信息：xxx公司
• 日期：2022年6月2日
• 正文：
• 称呼：尊敬的xxx先生/女士
• 正文内容：提供产品报价及交货期
• 结尾：期待您的订单
03
外贸函电的用词与表达
外贸函电的用词原则
01
准确性
• 使用专业词汇
02
简洁性
• 突出关键信息
外贸函电的书籍推荐
《外贸函电》
《外贸英语函电与单
证》
《国际商务函电》
• 作者：陈岩
• 作者：王宏
• 作者：李海燕
• 介绍了外贸函电的基本知识和写
全套国际商务函电流程
INQUIRYNewland Trading Company Ltd.52 Heron Lane, Falling Waters,West Virginia 25419 , United StatesTel：001-304-2740202E-mail: ntc@June 6,2013MAI BA HESales ManagerGreat Wall Import & Export CorporationNo.1689 Nan Erhuan RoadBaoding, HebeiP.R.ChinaDear Sirs,As you know , we are one of the largest importers of Canvas shoes No.7602 in our country particularly from China . We are enjoying a good reputation among several corporations in China .There is a steady demand here for canvas shoes of high quality and fashionable styles . Although sales are not particularly high, good prices are obtained .We shall appreciate it if you e-mail us your catalogues , with details of your prices and terms of payment . We should find it most helpful if you could also supply us with some sample shoes .Please do your best and rush your answer .Yours truly,EnochPurchasing ManagerNewland Trading Company Ltd.OFFERGreat Wall Import & Export CorporationNo.1689 Nan Erhuan Road,Baoding, Hebei, P.R.ChinaTel：0086312-2143158Fax：0086312-2195637E-mail:chchch@June 8,2013 Purchasing Manager:EnochNewland Trading Company Ltd.52 Heron Lane, Falling WatersWest Virginia 25419United StatesDear Sirs,Think you for your enquiry dated June 6,2013 ,asking us to offer Canvas shoes No.7602 ,and we appreciate very much your interest in our product .As requested ,we take pleasure in manking you a firm offer as follows ,subject to your reply reaching here on or before June 16th .modity:Star brand Canvas shoes No.7602 ,Baoding Hebei Origin2.Quantity:three thousand (3,000) pairs of Canvas Men’s Shoes3.Price:U.S dollars 9.9 per pair FOB Qingdao4.Packing:in new carton,each containing 50 cardboard5.Payment:by irrevocable and confirmed Letter of Credit payable by draft at sight for the full invoice to be opened 30 days before the date of shipment6.Shipment:During June ,2013We are a company manufacturing various style of Canvas shoes for exportation ,and we are sending you a brochure of our products under separate cover for your information .we hope some of them will meet the need of your customers .We are looking forward to your early reply .Yours trulyMAI BA HESales ManagerGreat Wall Import & Export CorporationCounter-offerNewland Trading Company Ltd.52 Heron Lane, Falling Waters,West Virginia 25419 , United StatesTel：001-304-2740202E-mail: ntc@June 10,2013MAI BA HESales ManagerGreat Wall Import & Export CorporationNo.1689 Nan Erhuan RoadBaoding, HebeiP.R.ChinaDear Sirs,Your offer of June 8,2013 and the samples of the Canvas shoes have been received with thanks .In reply ,we are regretful to say that our customers find your price is on the high side and out of line with the prevailing market ,although we appreciate the high quality of your shoes .Such being the case ,as the products of the same quality can be obtained at a much lower price .Should you be prepared to make a price reduction by ,discount 91% ,we might put the deal through .We trust that you will find our counter-offer reasonable and we are awaiting your prompt reply .Yours faithfullyEnochPurchasing ManagerNewland Trading Company Ltd.Accept the Counter-offerGreat Wall Import & Export CorporationNo.1689 Nan Erhuan Road,Baoding, Hebei, P.R.ChinaTel：0086312-2143158Fax：0086312-2195637E-mail:chchch@June 12,2013 EnochPurchasing ManagerNewland Trading Company Ltd.52 Heron Lane, Falling WatersWest Virginia 25419United StatesDear Sirs,We have for acknowledegement for your e-mail of June 10,2013 ,asking us to make a 9% reduction in our price for Canvas shoes .In reply , much to our regret ,we find it intolerable to meet your request because our price leaves us with a small profit and if it were not for the regular orders we receive from various sources ,we could not have quoted even at those prices .However ,in order to develop our market in your place ,we have decided to accept your counter-offer as an exceptional case .We hope we can come to terms and await your prompt reply with great interest .Your faithfullyMAI BA HESales ManagerGreat Wall Import & Export CorporationGREATWALL IMPORT & EXPORT CORPORATIONNO.1698 SOUTH 2ND RING ROAD,BAODING, HEBEI,CHINASALES CONFIRMATIONNo.: 000107548Date： June 15,2013 TO：NEWLAND TRADING COMPANY LTD .52 HERON LANE ,FALLING WATERS ,WEST VIRGINIA 25419 ,UNITED STATESArt.No. Commodity and Quantity Unit Price Amount Specification & TermsFOB QINGDAO NO.7602STAR BRAND 3,000 PAIRS USD9.00/PER PAIR USD27,000 CANV AS SHOESSay Total: :SAY U.S.TWENTY-SEVEN THOUSAND DOLLARS ONLY Payment: IRREVOCABLE AND CONFIRMED LETTER OF CREDITPacking: NEW CARTON,EACH CONTAINING 50 CARDBOARDPort of Shipment: QINGDAO,CHINAPort of Destination: SAN FRANCISCO,U.S.AShipment: DURING JUNE ,2013 PARTIAL SHIPMENTS ARE NOT ALLOWED TRANSSHIPMENT IS NOT ALLOWED FROM QINGDAO,CHINA TO SAN FRANCISCO,U.S.AShipping Mark: N/MQuality: AS PER SAMPLE SUBMITTED BY THE SELLER.Insurance: TO BE COVERED BY THE BUYER.Remarks: WITHOUTNEWLAND TRADING COMPANY LTD. GREATW ALL IMPORT & EXPORT CORPORATION （The Buyers）（The Sellers）。
外贸英语函电流程及总体框架
本书的 Page40--Page80
a.下单 函： Letter 20-Letter 23 本书的 Page81--Page96 b.包装 函： Letter 43-Letter46 c.付款 函： Letter 24-Letter 29 d.保险 函： Letter30--Letter35 本书的 Page122Page141
a.出货时 间-----Delivery time .这 个要按 照之前 订单的 交期来 走。不 可有任 何的延 误， 如 果有其 它情况 导致不 能按时 出货， ↓ 应提前 解决方 ↓ 法。 b.出货港 口-----Departure Port. 按 照之前 和客人 ↓ 做的协
c.商检报 关-----Commodi ty inspection & declare at customs 。这个 工作一 定要提 前做 ↓ 好，以 d.货到收 款-----Collect on delivery 。这个 是最后 的收尾 工作， 那货出 后放提 单。 客 人收到 ↓ 提单，
根据自 己的需 求， 来 采购国 外出口 商的产 品。 那 对于我 们来 讲， 我 们就是 进口商 (Importer) 。搜索 的途径 也比较 ↓ 多， 例 国外的 展会， 拿到国 外出口 ↓ 商的资
那大家 都知道 我们是 出口大 国， 所 以我们 在外贸 中遇到 的一般 都是第 一种情 况。 所 以在今 后的课 程当 ↓ 中， 我 ↓ 2. 建立 贸易关 系---↓ Establish → Busin 程主要 是函 电， 所 以都是 用letter的 形式来 讲述整 个外贸 过程中 所要做 的工作 和遇到 本书有 96封贸 易函 电，那 按照上 面讲的 流程来 分的 话，可 以把我
1.建立贸 易关系 a.自我介绍函：
外贸流程模拟实训函电往来PPT课件
我们拟提请你方注意，如你方价格合理，我们将大量订购。
3) If your prices are in line, we trust important business can materialize.
为答复你方对500吨核桃的询盘，我们现向你方发盘如下：
.
16
句型2：报价
1)We offer you 500 tons of Walnuts at USD 1,000 per ton CIF EMP. 我们向你们发盘，500吨核桃，每吨1 000美元CIF欧洲主要港口。
2)We are making you an offer for 500 dozen Men’s Shirts at USD 80 per dozen CIFC5 San Francisco for shipment in May.
用法和外贸习惯。
.
3
（一） 建立业务关系 (ESTABLISHING BUSINESS RELATIONS)
写信要点包括：
（1）信息来源：从何处得悉公司名称、地址和经营范围等 （2）写信的目的：希望建立业务关系等 （你希望是买还是卖？） （3）自我介绍 （WHO ARE YOU， WHAT DO YOU DO？WHAT
2) We require payment by irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
外贸函电的基本流程
1、建立业务关系
介绍进出口贸易的种类，步骤，掌握如何撰写有关建立业务关系的函电。
2、询价与答复
掌握进出口贸易的几种基本价格条件，相关函电的撰写，并熟悉询价与答复的常用句型。
3、报盘与递盘
掌握报盘中实盘与虚盘两大种类，如何报盘与递盘及相关函电的撰写。
4、还盘，反还盘和接受
掌握还盘，反还盘的技巧，了解什麽是有效的接受，并掌握相关函电的撰写及还盘，反还盘和接受的常用句型。
5、订货和签约
了解订货单及合约一般包括事项，掌握相关函电的撰写及订货和签约的常用句型。
6、包装
了解包装的目的，形式，什麽是合理的包装，及唛头，掌握相关函电的撰写及包装的常用句型。
7、装运
了解装运的种类，工具及提单，掌握相关函电的撰写及装运的常用句型。
8、支付与结算
掌握几种常用的付款条件和结算方法，掌握相关函电的撰写，及支付与结算的常用句型。
9、保险
了解风险和损失的种类，常用的保险条款及保单；掌握相关函电的撰写，及保险的常用句型。
10、商检
了解商检的种类，商检条款及商检单；掌握相关函电的撰写，及商检的常用句型。
11、抱怨，索赔,理赔及仲裁
了解相关知识，掌握相关函电的撰写及常用句型。
12、代理，特殊贸易，经济技术合作。