商务英语信函及合同

1.Importer_establish relationship Inquiry Dear Sir or Madam,
We know that you are exporters of textile fabrics. We would like you to send us details of your various ranges, including colors and prices, and also samples of the different qualities of material used.
We are volume dealers in textiles（纺织品）and believe there is a promising market in our area for moderately（适度的公道的）-priced goods of this kind mentioned
When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 1000 for each single transaction. Prices quoted should include insurance and freight to San Francisco.
Wish every one of your family a happy life and may everything go smoothly with you.
Sincerely,
John Roberts
2 Exporter-establish relationship
Dear Mr. Jones,
We understand from your information posted on the webpage of your company that you are in the market for textiles. We would like to take this opportunity to introduce our company and products with the hope that mutual benefits（互惠
互利双赢）can be won.
We are a joint venture specializing in the
manufacture and export of textiles. We have
enclosed our catalog, which introduces our
company in detail and covers the main products
we supply at present. You may also visit our
online company introduction at
which includes
our latest product line.
Our products, which have long been
well-received in Southeast Asia, are currently
sharing the European market.
Should any of these items be of interest to you,
please let us know. We will be happy to give you
a quotation（报价单）upon receipt of your
detailed requirements.
John Roberts
3.Establish relationship
Dear Mr. Jones,
Please first of all allow me to extend my hearty
gratitude to you for your letter dated __Nov. 17th,
2009_____ concerning __nnnnnn__
We have received your letter of the 9th of April
showing your interest in our complete product
information.
Our product lines mainly include high quality
textile products. To give you a general idea of the
various kinds of textiles now available for export,
we have enclosed a catalogue and a price list. Y ou
may also visit our online company introduction at
which includes
our latest product line.
We look forward to your specific enquiries and
hope to have the opportunity to work together
with you in the future.
Sincerely,.
3 Establish relationship
Dear Mr. Jones:
We have refreshed our online catalog at
, and now it covers the
latest new products, which are now available
from stock
We believe that you will find some attractive
additions to our product line. Once you have had
time to study the supplement, please let us know
if you would like to take the matter further. We
would be very happy to send samples to you for
close inspection.
We will keep you informed on our progress and
look forward to hearing from you.
Sincerely,
4quotation
Dear Mr. Jones,
Thank you for your inquiry of March 16th. We
are pleased to hear that you are interested in our
product "toaster".
We've enclosed the photo and detailed
information of the product for your reference（供
您参考）:
Product: toaster
Specification: xxxxxxxxxxxxxxx
Package: 1pcs/box
Price: 10usd/pcs
Payment: L/C
For purchase quantities over 1,000pcs of
individual items we would allow you a discount
（折扣）of 1%. Payment is to be made by
irrevocable L.C at sight.
We look forward to receiving your first order.
Overall quantities
Sincerely,
5Counter-offer
Dear Mr. Jones,
We acknowledge（确认收到确切得到）receipt
of both your offer of May 6 and the samples of
Men's Shirts, and thank you for these.
While appreciating the good quality of your shirts,
we find your price is rather too high for the
market we wish to supply.
We have also to point out that the Men's Shirts are available in our market from several European manufacturers, all of which are at prices from 10% to 15% below the price you quoted.
Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%. As our order would be worth around US$50,000, you may think it worthwhile to make a concession.
We are looking forward to your reply,
Sincerely,
Sincerely,
6Counter-counter offer
Dear Mr. Jones:
We confirm having received your telex（电传）No.LT/531 of May 17, asking us to make a 10% reduction in our price for Men's Shirts. Much to our regret, we are unable to comply（遵从依从）with your request because we have given you the lowest possible price. We can assure you that the price quoted（报价）reflects the high quality of the products
We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention.
Sincerely,
7Urge the opening of L/c Dear Mr. Jones:
With reference to the 4,000 dozen shirts under
our Sales Confirmation No.SX260,
we wish to draw your attention to the fact that the
date of delivery is approaching but up to the
present we have not received the covering L/C.
Please do your utmost to expedite（促进加速）
its establishment so that we may execute（实施
执行）the order within the prescribed（规定的
指定的）time.
In order to avoid subsequent（随后的后来的）
amendments（修正改善）, please see to it that
the L/C stipulations（规定条款）are in exact
accordance with the terms of the contract.
We look forward to receiving your favorable
response at an early date.
Sincerely,
8Delay of the opening of L/C
Dear Mr. Jones:
With reference to our Sales Confirmation No.825
dated August 10, 2002, we regret to say that your
letter of credit has not yet reached us up to the
time of writing. This has caused us much
inconvenience as we have already made
preparations for shipment according to the
stipulations（规定条款）of the said Sales
Confirmation.
You must be aware that the terms and conditions
of a contract once signed should be strictly
observed, and failure to abide（遵守）by them
will mean violation（违背）of contract. If you
refer to our Sales Confirmation, you will see the
clause（条款）reading:
"The Buyer shall establish the covering Letter of
Credit before 30th August, 2002, failing which
the Seller reserves the right to rescind（废除撤
销）the contract without further notice."
The goods you ordered have been ready for quite
some time and the demand of late has been so
great that we find it hard to keep them for you
any longer. However, in consideration of our
friendly business relations, we are prepared to
wait for your L/C, which must reach us not later
than October 5, 2002. If we again fail to receive
your L/C in time, we shall cancel our Sales
Confirmation and ask you to refund（退款赔偿）
to us the storage charges we have paid on your
behalf.
Your cooperation in this respect will be
appreciated.
9 Rectify（修改）the L/C
Dear Mr. Jones:
We have received your L/C No.121/99 issued by
the Yemen Bank for Reconstruction &
Development for the amount of $19,720 covering
1,600 dozen Men's Shirts. After reviewing the
L/C, we find that transshipment（转载换船）
and partial shipment are not allowed.
As direct steamers to your port are difficult to
find, we have to ship via Hong Kong more often
than not. As to partial shipment, it would be our
mutual benefit because we could ship
immediately whatever we have on hand（现有的
在手边）instead waiting for the whole lot to be
completed.
We, therefore, are writing this afternoon, asking
you to amend the L/C to read:
"TRANSSHIPMENT AND
PARTIALSHIPMENT ALLOWED"
We shall be glad if you see to it that amendment
（修正条款）is cabled（发电报）without any
delay, as our goods have been packed ready for
shipment for quite some time.
Sincerely,
10.Claims and Adjustments Complaint
10,。

1买房就质量向卖方申诉及索赔
We are so sorry to have to lodge a claim against
you about the quality of the goods you shipped us
on the 22nd of June, and we hope that this matter
be settled through our personal discussion.
10.2卖方回复索赔（就买方对颜色的投诉）
After thorough investigation, we find that slight
deviation of the color is normal according to the
usual standard of our industry, therefore we regret
to say that we cannot accept your claim.
10.3买方对卖方的恢复进行再投诉（颜色）
But if you compare the present sample with your
previous supplies, you`ll find that the color difference is not within the normal standard of the industry. Former
10.4卖方的回复（数量重量）
According to the agreement we signed, the Certificate of Quantity issued by CCIB shall be considered as final , therefore we are not responsible for the weight shortage, since the 200 tons of goods was inspected and weighed by the CCIB prior to the shipment.
10.5买方投诉（质量）
Much to our regret, the goods shipped by the S.S.”FengGuang”on June 21, 2009 were inferior in quality, and have caused complaints from our customers. Therefore, we have to pass you the claim.
10.6买方向卖方投诉或卖方向承运人投诉（货物丢失）
We took delivery of goods on May 5, 2005, but much to our regret, some units in case No.21-27 were missing. And we take it that you make a mistake when packing,therefore we wish you to make prompt arrangement for quick dispatch of the replace.
10.7买房向卖房索赔（外表质量）According to the inspection result made by CCIB,the appearance and the quality of the goods are not in accordance with the stipulations of the Contract, therefore we reserve the right to lodge a claim against you.
10.8买方投诉（重量数量）
According to the Weight Inspection Certificate, the actual gross weight of the commodities is 609pieces/4756.910M/Ts, this is 82.51M/Ts short compared with 610pieces/4839.420M/Ts of gross
weight stated in the Bill of Lading/Invoice. We
hope that this matter can be cleared up through
our friendly negotiation.
10.9买房申诉（数量重量）
We have applied for the weight inspection to the
CCIB after the discharge of the goods on April
26,2009.According to the inspection result, the
consignment is 5M/Ts short, therefore we hope
you can promptly solve the matter and give us a
satisfactory reply immediately.
10.10卖方回复（质量重量）
We know that there is weight shortage while
discharging the goods at the destination, but B/L
is clean and on board, so it`s the ship owner or
the insurance company to be held responsible.
10.11买方索赔(重量短缺)
According to the international customs and
practices, the franchise for the captioned is 1% of
the total weight ,so the compensation for the
weight shortage should be 23.510M/Ts, and the
amount should be USD985.96(23.510×USD296)
10.12买方投诉（货物与合同不一致）
Much to our regret , the consignment is not fully
in conformity with the contract. we suggest that
you either make a concession or replace the
goods at once.
10.13卖方回复（不可抗力因素）
We are very sorry to inform you that due to the
circumstances beyond our control,we are not in a
position to supply you the goods at the
moment.But you can rest assured that,once the
circumstances make it possible for us arrange the
relevant production, we shall give priority to your
order.
10.14卖方回复（就质量投诉的）
Since our goods have been favored by most of
our customers, so we are quite surprised that you
should make a claim against us for the quality of
the goods.Therefore we would like you to give us
the details of your complaints so that we can
straighten out the matter immediately.
10.15卖方就买方质量投诉的回复
Dear Mr. Jones:
We have received your letter of 18th July,
informing us that the sewing machines we
shipped to you arrived in a damaged condition on
account of imperfectness of our packing.
Upon receipt of your letter, we have given this
matter our immediate attention. We have studied
your surveyor's report very carefully.
We are convinced that the present damage was
due to extraordinary circumstances under which
they were transported to you. We are therefore
not responsible for the damage; but as we do not
think that it would be fair to have you bear the
loss alone, we suggest that the loss be divided
between both of us, to which we hope you will
agree.
Sincerely,
10.16卖方回复（就原材料与样品不一致）
Dear Mr. Jones:
We very much regret to learn form your letter of
2nd March that you are not satisfied with the
dress materials supplied to your order No.9578
From what you say it seems possible that some
mistakes has been made in our selection of the
materials meant for you and we are arranging for
our Mr. Yang to call on you later this week to
compare the materials supplied with the samples
form which your ordered them.
If it is found that our selection faulty, then you
can most certainly rely on us to replace the
materials. In any case, we are willing to take the
materials back and, if we can not supply what
you want, to cancel your order, though do this
reluctantly since we have no wish to lose your
custom.
10.合同
Sales Contract
No. :
Signed at:
Date:
Seller:
Address :
Tel:
Fax: E-mail:
Buyer:
Address:
Tel:
Fax:
E-mail:
The undersigned Seller and Buyer have
agreed to close the following transactions
according to the terms and conditions set
forth as below:
1. Name，Specifications and Quality of
Commodity:
2. Quantity：
3. Unit Price and Terms of Delivery：
The terms FOB，CFR，or CIF shall be
subject to the International Rules for the
Interpretation of Trade Terms
(INCOTERMS 2000) provided by
International Chamber of Commerce (ICC)
unless otherwise stipulated herein.
4. Total Amount:
5. More or Less:＿＿＿%。

6. Time of Shipment:
Within _____ days after receipt of L/C ,
allowing transshipment and partial shipment.
7. Terms of Payment：
By Confirmed，Irrevocable，Transferable
and Divisible L/C to reach the Seller before
______ and to remain valid for negotiation
in China until ______after the Time of
Shipment. The L/C must specify that
transshipment and partial shipments are
allowed.
The Buyer shall establish a Letter of Credit before the above-stipulated time，failing which，the Seller shall have the right to rescind this Contract or to lodge a claim for the direct losses sustained，if any.
8. Packing：9. Insurance：
Covering _____ Risks for______% of Invoice
Value to be effected by the ____________.
10. Quality/Quantity discrepancy：
In case of quality discrepancy，claim should be
filed by the Buyer within 30 days after the arrival
of the goods at port of destination，while for
quantity discrepancy，claim should be filed by
the Buyer within 15 days after the arrival of the
goods at port of destination.
It is understood that the Seller shall not be liable
for any discrepancy of the goods shipped due to
causes for which the Insurance Company，
Shipping Company，other Transportation
Organization /or Post Office are liable.
11. The Seller shall not be held responsible for
failure or delay in delivery of the entire lot or a
portion of the goods under this Sales Contract in
consequence of any Force Majeure incidents
which might occur.
Force Majeure as referred to in this contract
means unforeseeable，unavoidable and
insurmountable objective conditions.
12. Dispute Resolution:
Any dispute arising from or in connection with
this contract shall be submitted to China
International Economic and Trade Arbitration
Commission, South China Sub-Commission for
arbitration, which shall be conducted in
accordance with the Commission's arbitration
rules in effect at the time of applying for
arbitration. The arbitral award is final and binding
upon both parties.
13. This Contract is executed in two counterparts
each in Chinese and English，each of which
shall be deemed equally authentic. This Contract
is in _____ copies effective since being
signed/sealed by both parties.
The Seller:The Buyer:
Exclusive Agency Agreement
This agreement is made and entered into by and
between the parties concerned on September
20,2009 in Qingdao, China on the basis of
equality and mutual benefit to develop business
on terms and conditions mutually agreed upon as
follow:
1. The Parties Concerned
2. Appointment
Party A hereby appoints Party B as its Exclusive
Agency to solicit orders for the commodity
stipulated in Article 3 from customers in the
territory stipulated in Article 4,and Party B
accepts and assumes such appointment.
3. Commodity
“Golden Fish” Brand Washing Machines
4. Territory
In Singapore only
5. Minimum turnover
Party B shall undertake to solicit orders for the
above commodity from customers in the above
territory during the effective period of this
agreement for not less than USD 100,000,000.
6. Price and Payment
The price for each individual transaction shall
be fixed through negotiations between Party B
and the buyer, and subject to Party A's final
confirmation.
Payment shall be made by confirmed, irrevocable
L/C opened by the buyer in favor of Party
A ,which shall reach Party A 15 days before the
date of shipment.
7. Exclusive Right
In consideration of the exclusive rights granted
herein, Party A shall not, directly or indirectly,
sell or export the commodity stipulated in Article
3 to customers in Singapore through channels
other than Party B; Party B shall not sell,
distribute or promote the sales of any products
competitive with or similar to the above
commodity in Singapore and shall not solicit or
accept orders for the purpose of selling them
outside Singapore.
Party A shall refer to Party B any enquiries or
orders for the commodity in question received by
Party A from other firms in Singapore during the
validity of this agreement.
8. Market Report
In order to keep Party A well informed of the
prevailing market conditions, Party B should
undertake to supply Party A, at least once a
quarter or at any time when necessary, with
market reports concerning changes of the local
regulations in connection with the import and
sales of the commodity covered by this
agreement, local market tendency and the buyer's
comments on quality, packing, price, etc. of the
goods supplied by Party A under this agreement.
Party B shall also supply party A with quotations and advertising materials on similar products of other suppliers.
9. Advertising and Expenses
Party B shall bear all expenses for advertising and publicity in connection with the commodity in question in Singapore within the validity of this agreement, and shall submit to Party A all audio and video materials intended for advertising for prior approval.
10. Commission
Party A shall pay Party B a commission of 5% on the net invoiced selling price on all orders directly obtained by Party B and accepted by party A. No commission shall be paid until Party A receives the full payment for each order.
11. Transactions Between Governmental Bodies
Transactions concluded between governmental bodies of Party A and Party B shall not be restricted by the terms and conditions of this agreement, nor shall the amount of such transactions be counted as part of the turnover stipulated in Article 5.
12. Industrial Property Rights
Party B may use the trade-marks owned by Party A for the sale of the Washing Machines covered herein within the validity of this agreement, and shall acknowledge that all patents, trademarks,
copy rights or any other industrial property rights
used or embodied in the Washing Machines shall
remain to be the sole properties of Party A.
13. Validity of Agreement
This agreement, when duly signed by the both
parties concerned, shall remain in force for 12
months from October 1, 2009 to September
30,2010, and it shall be extended for another 12
months upon expiration unless notice in writing is
given to the contrary.
14. Termination
During the validity of this agreement, if either of
the two parties is found to have violated the
stipulations herein, the other party has the right to
terminate this agreement.
15. Force Majeure
Either party shall not be held responsible for
failure or delay to perform all or any part of this
agreement due to flood, fire, earthquake, draught,
war or any other events which could not be
predicted, controlled, avoided or overcome by the
relative party.
However, the party affected by the event of Force
Majeure shall inform the other party of its
occurrence in writing as soon as possible and
thereafter send a certificate of the event issued by
the relevant authorities to the other party within
15 days after its occurrence.
16. Arbitration
All disputes arising from the performance of this
agreement shall be settled through friendly
negotiation. Should no settlement be reached
through negotiation, the case shall then be
submitted for arbitration to the China
International Economic and Trade Arbitration
Commission (Beijing) and the rules of this
Commission shall be applied. The award of the
arbitration shall be final and binding upon both
parties.。