外贸函电第八章
外贸函电-付款
第八章P ay me nt付款第一节P a yme n t s L e t t e r s付款信一、T he S t e ps o f W r i t i n g P a y me n t L e t t e r s付款信的写作步骤付款是商务交易的重要部分。
所有商务活动的结果都应该是对所提供的货物或服务获得价值。
如果付款不能保证，那么所有的一切都没有意义。
在商业上有许多付款方式，而国际贸易中的付款方式更复杂，国外账户的支付也有许多形式。
国际贸易中最常用的支付方法是信用证（简称L/C），这是一种可靠而安全的支付方法，便于卖方与陌生的买方交易，并对买卖双方都有保障。
开证的程序始于买方。
他通知他的往来银行开立以卖方为受益人的信用证，并以购货的金额为该信用证金额。
买方的往来银行（开证行）把信用证寄给他在卖方国家的往来行，告知信用证金额、受益人为谁、所使用的货币、必备单证以及其他特定要求。
信用证到达后，该往来行通知卖方，该信用证已收到。
有时卖方要求保兑信用证。
在这种情况下，该往来行通常由自己保兑，成为保兑行，并把由他保兑的情况，通知卖方，卖方是按信用证所列要求发货。
支付有时通过银行托收，其术语为“付款交货”（D/P）或“承兑交单”（D/A）。
在这种情况下，银行只能作托收和汇付的工作，对进口商不付货不予负责；而用信用证的情况下，开证行以自己的信用为交易垫付货款。
付款交单要求在移交装运单证即付款。
它分为见票（即期）付款交单和见票后（远期）付款交单两种。
前者要求进口商见票即付款来获得装运单证；后者给予进口商一定的期限，如见票后三十天、四十五天、六十五天或九十天才付款，但在未付款前他不能拿到装运单证。
承兑交单要求承兑卖方所开立汇票后，才交付装运单证。
承兑交单总是在见票后若干天再付款。
就卖方的利益来说，信用证比付款交单好，见票即付款交单比见票后才付款交单好，而付款交单又比承兑交单好。
在国际贸易中，只在进口商财务状况良好，或过去一系列业务中进口商付款可靠，从而取得出口商信任，才可以接受托收贷款的办法。
外贸函电实务Unit 8
The Practice of Business Correspondences
§Task 5 Marks Requirement
业务背景：浙江宜佳服装有限公司向美国森泰服装
公司订购了一批绣花衬衫，订单号为668，美国森泰 公司对该货物的包装提出了建议，但宜佳公司还想 了解包装的详细情况。请以宜佳公司的名义致函森 泰公司询问货物具体的包装信息。
信函要点：
（1）提出对对方的包装建议很满意； （2）希望了解包装详细情况：包装方式，防潮防雨 措施，包装材料，内包装。 （3）希望回复。
The Practice of Business Correspondences
2. particulars 特殊情况，详细情况 •For further particulars I refer you to my secretary. 详情请问我的秘书。 •I had better give a few particulars about myself. 我最好还是详细讲一下我自己的情况.
10. The unique design of the packing will help you promote the sale of drugs.
The Practice of Business Correspondences
§Task 1 Packing Requirement
业务背景：浙江康泰药品有限公司现急需一批药品，
急需 badly in need of
The Practice of Business Correspondences
Notes to Letter 1
新编外经贸英语函电与谈判课件unit08
• (3) • Dear…:
• In reply to your letter of September 4 regarding insurance:
• Your customer’s request for insurance coverage up to the inland city is acceptable on condition that such extra premium is for his account. • Second, we cannot grant you insurance coverage for 150% of the invoice value, because the contract stipulates that insurance is to be covered for 110% of invoice value. • We trust the above information serves your purpose. Meanwhile we await your reply. • Sincerely,
• (2) • Dear…:
• Regarding your instructions dated May 8, we have insured your shipment of 5,000 sets of “Butterfly” Sewing Machines shipped from Shanghai on board S.S. “Fengching”, sailing for New York on May 20th, as per the policy enclosed. Please remit $1,200 to our account for this policy by bank check.
外贸函电 8PPT课件
• Wooden Case木箱
The wooden case is strong. It is used for small, heavy items, for example hand tools, industrial cutting tools, and machine parts.
• Wooden Crate板条箱
Thisjects like machines.
• Can (or Tin)
• A small metal container in which small quantities of paint, oil or certain foodstuffs are packed.
Unit 8
Packing
• Packing is an art. It needs more care in export trade than in home trade. The real art of packing is to get the contents into a nice, compact shape that will stay that way during the roughest journey.
• 装国际标准茶箱，24箱装一托盘，10 托盘装一整集装箱。
Packing Container 包装容器
• Bag or Sack 袋 It is commonly used for powder and
granular materials. May be made of strong paper, linen,
• Every buyer expects that his goods will reach him in perfect condition. It has been estimated that as much as 70% of all cargo loss could be prevented by proper packaging and marking.
英文函电 unit 8
LOGO
Part One
2. Instruments of Payment in International Trade There are three major instruments of payment used in international trade: (1) cheques (seldom used) (2) promissory Notes (more popular) (3) bills of Exchange/Draft (the most popular)
LOGO
Part One
4. Letter of Credit (1) Letter of Credit (abbreviated to L/C) is a reliable and safe method of payment, facilitating trade with unknown buyers and giving protection to both sellers and buyers. There are various types of L/C, such as irrevocable documentary credit, revolving credit, standby credit and back-to-back credit. Among them, the irrevocable documentary credit is the most popular. The parties concerned to a documentary credit are: the applicant (importer/buyer), the issuing/opening bank, the advising/notifying bank, the confirming bank, if any, the nominated paying/negotiating/accepting bank and the beneficiary (seller/exporter).
外贸函电课件整合完整版
外贸函电复习第一章商务信函基础知识English Correspondence for International TradeTo understand the importance of communication skills in relation to the career success, and explain the need for thinking critically, taking charge of your career, and strengthening your communication skills (reading, listening, speaking and writing).Unit OneBasic Knowledge of Business Letter WritingThe structure and layout of a business letterWriting principles of business letter (7C原则)Courtesy 礼貌Consideration 体谅Completeness 完整Clarity 清楚Conciseness 简洁Concreteness 具体Correctness 正确第二章建立贸易关系Unit TwoEstabilishing Business Relations建立贸易关系是交易的第一个环节。
良好的开端是成功的一半。
因此，在写有关建立贸易关系的信函时，应注意礼貌、得体，并应将自己要表述的内容清楚的叙述完整。
Estabilishing Business Relations1、常用模式1.进口商写给出口商2.出口商写给进口商Dear Sirs; Dear Sirs;A.如何得知对方信息 A.如何得知对方信息B.表明自己意图 B.得知贵方有需求C.介绍本公司 C.介绍本公司D.请提供相关信息 D.随函附寄目录等E.盼回复 E.盼回复2、常用句型A类：从…得知贵方信息We have heard from China Council for the Promotion of International Trade that you are in the market for Electric Appliance.从中国国际贸易促进委员会获悉，你们有意购买电器用品。
外贸函电培训第八单元
Call
1)v. Call for： 要求 Call for immediate payment 要求立即付款 Call on sb. at a place ：拜访，访问,停于 I called on Mr. Green. 我拜访了格林先生。 I called at Mr. Green’s house. 我曾到格林先生府上拜访。 Call on a client 访问客户
承兑票据支票汇票honoronessignature因为开立信用证发费时间而该订单项下的货物急需应付销售季节我们建议你方通过你方银行对我方开出即期汇票我们在汇票提示时当即承兑付款
Unit 7 Terms of Payment
Points for attention: 在外贸业务中，付款方式主要有三种： 1.汇付（Remit)
invoice. 请按发票金额开立以我方为付款人的汇票。
draw on us: draw a draft on us
Exercise
I. 1.Through your repeated requests and in view of the small amount
of this trial order, we would grant you such favorable terms of payment as D/A 45 days after sight. in view of：鉴于 D/A 45 days after sight：45天的承兑交单 D/A (Documents against Acceptance) favorable：赞成的，有帮助的 通过你们反复要求，并鉴于这笔试购订单金额较小，我们愿给你 D/A45天的有利条款。
Unit eight外贸函电
E-mail 2
Titanium Ores 锡矿石 The high quality of our products and the smooth execution of your first order leads to further cooperation between us. 我方高质量的产品以及贵方首次订单的顺利执行使 得我们进行进一步的合作。 Execution of an order ? After an order is placed and a contract is signed, it is time to fulfill or execute the order, including make payments, packing, shipping, the insurance and so on.
When ?
1. In which situation, can a short form of contract, i.e. a Sales Confirmation or a Purchase Order be possibly used? a high degree of trust between the exporter and importer; with relative small amount 2. In which situation, can a long form of contract, i.e. a sales contract or a purchase contract be possibly used? a comparatively low degree of trust; the transacted goods are complicated; with a larger total amount
外贸函电unit 8 shipment1
Goods having high weight or cubic capacity or value ratio, the usuverseas is by ocean cargo vessel. One popular method of shipment now is to use containers obtained from carriers of private leasing companies. The ocean bill of lading is an essential document in making shipment.
Unit 8 Shipment
装运
Teaching points
1.Introduction of shipment 2. What is the types of shipment letter? 3. Words and expressions used in such letters (Teaching difficulty) 4. How to write and reply such letters? (Teaching difficulty)
Types of shipment letter:
Letter regarding shipment are usually written for the following purpose: • To urge an early shipment; • To amend shipping terms; • To give shipping instruction; • To give shipping advice; • To dispatch shipping documents.
外贸英语函电课件unit8
精品课程《外贸函电英语》
1. Commodity, Specifications & Packing: Lithopone Zn content 28% min. （ 品 名 、 规 格 及 包 装 ） glass-fiber bags paper-lined (锌钡白,最低含锌量28%, 衬纸玻璃纤维袋装) 2. Quantity: 50 m/tons （数量） （50 公吨）
精品课程《外贸函电英语》
10.Terms and Payment: The Buyers shall open with a bank acceptable to the Sellers an Irrevocable Sight Letter of Credit to reach the Sellers 30 days before the month of shipment, valid for negotiation in China until the 15th day after the month of shipment. （付款条件） （买方应由卖方可接受的 银行于装运月份前30天开立并送达卖方不 可撤销的即期信用证，至装运月份后第15 天在中国议付有效.）
外贸函电UNIT EIGHT Payment by L C
beneficiary: the one who is enpowered to use the L/C, i.e. the exporter or the supplier
Comparison between D/P after sight & D/A
Both D/P after sight and D/A belong to usance payment, but as to D/A the importer can obtain the documents as soon as he accepts the draft, while in the case of D/P after sight, documents are not released to him until he actually pays for the merchandise. In this case the importer is given a certain period of credit. In reality, he can borrow the documents from the collecting bank based on his special relations with the bank. Therefore, on exporter’s part, D/P at sight is more favorable than D/P after sight, and D/P is more favorable than D/A.
Lesson Eight
Payment by L/C
Main Points
Kinds of International Payment Procedure of Issuing L/C Tasks & Assignment
外贸函电Unit 8 Payment
---------------------------------------------------------------最新资料推荐------------------------------------------------------外贸函电Unit 8 PaymentUnit 8Payment1/ 38The most used modes of paymentRemittanceM/T—mail transfer T/ T—telegraphic transfer D/D —demand draftCollectionD/ P—documents against payment D/ A—documents against acceptance commercial banker’s credit creditLetter of Credit(L/C)---------------------------------------------------------------最新资料推荐------------------------------------------------------ Procedure of CollectionCollecting bank 4 3 5 Remitting bank 1 62Buyer(Drawer)GoodsSeller (Payee) (Beneficiary)3/ 38Operation of L/CApplicant (Importer) 1 Beneficiary (Exporter)10924563Opening Bank Paying Bank 7 8 Advising Bank Negotiating Bank---------------------------------------------------------------最新资料推荐------------------------------------------------------ Letter 1Payment by T/T1.agree with与…一致，符合 e.g. Your account of the affair does not agree with hers.同意，赞成，与…意见一致 e.g. Do you agree with me on/about the situation?2.credit （某人在银行帐户上的）存款数额5/ 38Letter 1Payment by T/T3. clear an account 结账 The use of account: ① on account? 作为先付的部分款项e.g. I’ll give you ￡20 on account.? 赊购e.g. ② ③ ④They wish to buy our products on account. on account of sth 因为，为了某事物 on sb’s account 为了某人的缘故 for one’s account 有某人负担，付款---------------------------------------------------------------最新资料推荐------------------------------------------------------ Letter 1Payment by T/T4.balance 余额 balance of payment进出口贸易差额，国际收支差额balance sheet资产负债表，资金平衡表7/ 38Letter 6Proposing to Pay by D/P1.as a rule 作为惯例2.on…terms/basis 采用…支付方式 3.as an exceptional case 破例 4. draw on sb. 5.documentary draft 跟单汇票---------------------------------------------------------------最新资料推荐------------------------------------------------------ 汇票用语 A draft for amount 金额 is drawnby the Drawer 出票人on the Drawee(Payer)付款人payable at sometime 付款时间to the Payee 收款人dated the date of issuing出票日期 marked 出票条款.9/ 38Specimen of draftExchange for GBP 21,787.00 Beijing, 22 May, 2006 At 90 days sight pay to the order of ourselves the sum of Pounds sterling twenty one thousand seven hundred and eighty seven only. Draw under Bank of Atlantic, London L/C No. 1162/2006 dated 21 Jan., 2006To Bank of Atlantic, LondonFor China National Animal By-Products Imp. & Exp.. Corp., Beijing Branch, Beijing. Signature---------------------------------------------------------------最新资料推荐------------------------------------------------------ Useful Sentences onTerms of Payment11/ 38Choice of terms of paymentUnd er (on)…terms按……方式?Weregret that we are unable to consider your request for payment under D/A terms.---------------------------------------------------------------最新资料推荐------------------------------------------------------ Choice of terms of paymenton…basis按……方式?Weare prepared to accept payment for your trial order on D/P basis.13/ 38Choice of terms of paymentas a special accommodation作为特殊照顾? Asa special accommodation, we agree to your proposal and accept payment by D/P at sight, but this should not be regarded as a precedent.与as an exceptional case （破例）用法相同---------------------------------------------------------------最新资料推荐------------------------------------------------------ Choice of terms of paymentto remit…by? Inorder to save a lot of expenses on opening the letter of credit, we will remit you the full amount by T/T when the goods are ready for shipment and the freight space is booked.15/ 38Letter 3Proposing to pay by 30 days’L/C1. “开证”的表示方法： ? to open an L/C ? to establish an L/C ? to issue an L/C 2.draw a 30 d/s bill on sb.---------------------------------------------------------------最新资料推荐------------------------------------------------------ The Types of L/C1. Sight L/C and Time / Usance L/C 即期信用证和远期信用证；Under time draft, the money is paid at a determinable future time. The future time is determined in three ways: Payable at…days sight（见票后…天付款）; Payable at…days after date of draft （出票后…天付款）;Payable at…days after issued date of B/L（提单签发日期后…天)17/ 38The Types of L/C2. Unconfirmed L/C and Confirmed L/C 不保兑和保兑信用证； 3. Transferred L/C and divisible L/C 可转让信用证和可分割信用证； 4. L/C without recourse and L/C with recourse 无追索权和有追索权信用证； 5. Documentary L/C and Clean L/C 跟单和光票信用证； 6. Anticipatory L/C and packing credit 预制信用证和打包贷款； 7. Revolving L/C 循环信用证； 8. Circular L/C or traveler’s L/C 流通或旅行信用证。
《外贸函电》Unit8 Insurance
UNIT 8 InsuranceI.Teaching Aims and RequirementsHelp students to write a business letter about insuranceHelp students to learn additional sentence patterns abou insurance II. ContentsStudying letters about insuranceStructure of a business letter about insuranceAdditional sentence patterns about insuranceIII. Focus on and DifficultiesKey words, phrases and sentence patternsThe structure of the letter about insuranceIV. Teaching steps1. Types of insurance policy2.Parties involved3.Risks and Losses4.Structure of the bodyGenerally speaking,there are mainly three kind of business letter about insurance:1) letter about asking thye seller to cover the insurance for the buyerWhen asking the seller or the buyer to cover the insurance,thefollowing points should be mentioned:>the exact business terms adoped>the exact kind of insurance requested< the sum of premium2) Types of coverage adoped , the following points should bementioned:>The relevent goods and the documents No.>Informing the addressee the types of coverage adoped>Confirming the premium3) Letter of replying letter requesting the excessive insurance> The relevent goods and the documents No.>The extra premium agreed> The party pay the extra premiumV. Practical ExercisesComplete the following sentences:1.We will____________（投保水渍险）2.（该保险单为我们保了）————TPND3.Buyer’s request for insurance to be covered up to the inland citycan be accepted on condition __________(额外保费由买方负担)4.The PICC enjoys high prestige among trade circles at home andabroad__________(由于收费低廉，理赔公正迅速)Practical Writting敬启者我们非常遗憾地通知你方，不能对你方所订购的1000台计算机按发票金额150%投保，因为我们的惯例是按发票金额110%投保。
实用外贸英语函电教程unit eight Order_OK
• Order • 订货
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Brief Introduction（业务简介）
• 订货就是要求供给指定量的货物，它是报盘被接受或询盘之后相继而来的报价单而产 生的结果。
• 1. Name of commodity, model number, size, color, or any other relevant information; • 2. Quantity; • 3. Date and method of shipment; • 4. Price per item; • 5. Packing; • 6. Payment.
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Specimen Letters（信函样例）
• Letter 1. • Letter 2.
An Order from New Customer (新客户订货) 见P104 Reply—Seller Confirming the Order (卖方确认买方订单—回复) 见P105
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• Letter 3. • Letter 4.
Order with Terms and Conditions (附有条件的订单) 见P105 Seller Sends Substitutes (卖方送上替代品) 见P105-106
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• Letter der from a New Customer (新客户订货) 见P106-107 The Seller Accepting Partial Order (卖方接受部分订货) 见P107
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外贸函电部分课文及翻译
第三篇第2篇Willing to CooperateDear Sir or Madam:We owe your name and address to the Chamber of commerce of Beijing through whom we understand that you are interested in establishing business relations with Chinese corporation for the purpose of selling hardware of your country.We take this opportunity to introduce ourselves as one of the important dealers in the line of hardware in china for many years. We should appreciate your catalogues and quotations of you products,and we shall gladly study the sales possibilities in our market.We shall always be very happy to hear form you and will carefully consider any proposals likely to lead to business between us.Yours truly,翻译：寻求合作执事先生和女士：承蒙北京商会告知地址，并获悉贵公司有兴趣与中国公司建立商务关系，销售贵公司的硬件设备。
今特此机会特向贵公司介绍，本公司多年来一直经营硬件设备，是中国主要经销商之一。
如能收到你方产品目录和报价，将不胜感激，同时我方很愿意研究其在我方市场的销售前景。
外贸函电
Return
with reference to
参考，查看
With reference to your offer of Jan. 3, we wish to point out that the price is $24 each instead of $ 26. We refer you to our contract of July 3 for 1000 dozen of men‟s shirts.
Return
EXPORT-IMPORT PROCEDURE
11.Buyer surrenders bill of lading to carrier (in case of ocean freight) in exchange for the goods or the delivery order.
请修改信用证金额，金额应为2万5千欧元。
amend ….as/to
‘Partial shipment is not allowed‟ should be amended as „Partial shipment is allowed‟.
不允许分批装运应改为允许分批装运。
Please amend the amount of the L/C to read “ 2% more or less”
Warming-up
Tools for payment bill of exchange (draft) 1 draft at sight (sight draft) 2 draft after sight (time draft) 3 a draft at 30 day‟s sight promissory note check/cheque
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（1）介 绍所促销 的产品， 使对方了 解并对该 产品产生 兴趣
to be well-know for…（以……闻名） to sell well/fast…（销路很好） to meet with warm reception…（很受欢 迎） to have/find/command a good/ready market/sale…（畅销） to be popular with customers…（受到顾 客欢迎）
faithfully, Lee
Rob
Letter 5：Recommending products
Dear Sir or Madam: One will certainly feel pleased with ladies’ dresses that are beautiful in pattern, elegant in style and reasonable in prices. These are just the characteristics of our ladies’ dresses for export. The range of our ladies’ dresses is extensive. They are all made of selected fabrics and deliberately designed, cut and trimmed. A catalogue has been enclosed. Please let us have your specific enquiry enabling us to dispatch samples and make quotations.
We deem it to your advantage to push the sales of our products in your market. We are prepared to give you a 10% quantity discount if your order exceeds 10 000 pieces. We are sure that you will find a ready sale of our products. We are looking forward to hearing from you soon. Yours Ming
Customers who have ordered this highly innovative machine on a trial basis have praised its unique features, especially its completely automated operation, and have placed repeated orders. By integrating this revolutionary new machine into your manufacturing system we feel sure your production volume can be substantially increased. We are looking forward to your reply. Very truly
（5）促销信函不仅在外观上要吸引人，而且信函一开头就 要能引起读者的兴趣。
Writing Skills（写作技巧）
促销信函的写作步骤及常见表达方式：
写作步骤 表达方式 to be made of…（由……制成） to be moderate in price, superior in quality, excellent in craftsmanship, and novel in designs…（价格公道，质量上乘， 工艺精湛，设计新颖……） to be beautiful in pattern, elegant in style, matching in colors and skillful in workmanship…（式样优美，款式典雅，色泽 和谐，做工考究……） to be famous for…（以……著名）
一般说来，在撰写促销信函时，应注意以下问题： （1）促销信函不可冗长，应以简短为上，否则会给人以负 担。 （2）在介绍产品或服务的特征、优势和利益时，语言要清 楚、简洁，态度要诚恳，切勿使用夸大的言辞，避免给人 以不实的感觉。 （3）促销信函的口吻要有亲切感，多使用敬称。 （4）要使对方明了能从你所推荐的产品或服务中受益。
Chapter 8
sales promotion
Introduction
促销信函必须具有以下四个特征： 吸引注意（Attention），激发兴趣（Interest）， 产生购买欲望（Desire）导致购买行动（Action）。
促销信函应以诱人的开头来吸引对方的注意力，然后，通过介绍产
品或服务的特征（Feature来引起对方的兴趣和欲望，并最终导致对方采取购买行 为。
sincerely,
7.5 Useful Sentences
1. Our goods are moderate in price, about 10% lower than our competitors’. 2. Our products have been enjoying fast sales in Europe. 3. Being moderate in price, excellent in craftsmanship, and unique in design, our products are very popular with the young. 4. The quality and prices of our products compare favorably with those you are now using.
to be acceptable to …（可以为……接受）
7.3 Specimen Letters（样函）
Letter 1：Product promotion
Dear Mr. Jones, As you may know, considerable interest was shown in our new product following its recent introduction into overseas markets. We believe you may be interested in personally evaluating its outstanding qualities, and have taken the liberty of forwarding under separate air shipment directly to your attention.
（4）表述对方 可以从中获益， 引起对方最终的 购买行为
to advise you to avail yourselves of … in your own interest…（建议你方……为了自己的利 益）
to deem it to one’s advantage to do …（认 为……对……很有利） to advise … to work fast…（劝……尽早做决定）
sincerely,
Chang
Yours Helen
Letter 6：A reply to Letter 5
Dear Miss Chang, Referring to your mail, we regret to have to disappoint you. We just gave an order of ladies dress and don’t expect further orders for at least six months. We trust that you would be kind enough to understand our difficulty and excuse us. Nevertheless, we are still looking forward to your offer after six months. Yours Cyrille
to compare favorably with…（优于） （2）进行 商品比较， 体现本产品 的优势，进 一步激发对 方的兴趣 （3）给予 对方一定的 优惠条件， 诱发对方的 购买欲望 to be 形容词比较级 than…（比……要……） a comparison will convince … of …（比 较会使人相信……） to make a comparison of …. in respect to …（作有关……的比较） to give … the first chance…（给予……优 先） to offer/ allow/ give/ grant … a… discount…（给……折扣）
faithfully, Wang
Letter 4：A reply to Letter 3
Dear Mr. Wang, Thank you so much for your introduction and the discount you offered. We find both quality and prices satisfactory and are pleased to give you an order for 20 000 pieces on the understanding that they will be supplied from current stock. We hope to find a good market for these cigarette lighters. Please send us your confirmation of sales in duplicate. Yours
Rob
Letter 3：Offering a discount Dear Sir or Madam, We are glad to have your letter of inquiry forwarded to us by the Chamber of Commerce. We wish to inform you that we are the largest manufacturing of cigarette lighters in China with a history of over 30 years. Our products are well-known for their superior quality and prompt shipment. The quality and prices compare favorably with those of other makes.