第一章__国际贸易函电

建立业务关系信函
建立业务关系信函往往也被认为是促销信函，它主要包含了以下几个方面的内容：
一、要告知对方获取对方信息的来源，使对方有安全感，同时也建立信任，表达礼貌。

1．Your name has been given us through the recommendation of the Jordanian Commercial Office in Shanghai.
2．We have got your name from our good friend, Mr. Frank Chen of XYZ Co., Ltd.
3．We have learned your name from the 325th issue of China Business.
二、介绍产品的优点
Due to our excellent quality, good management system and goods after sales service, we have already earned a long lasting good reputation in the world market.
Our product has the following advantages: durability, precision, delicacy, efficiency and accurate function, so you are able to promote your market without worrying about competition.
We assure you that out products are far superior in quality to any other supplier’s at the same price level.
Our products are welcome by consumers everywhere because of our fashion style, good quality, convenience as well lower prices.
三、介绍自己公司
We are a well-known maker of ----and our products have been enjoying a good reputation due to their excellent quality.
We are one of the well experienced exporters in China, have been engaged in --- since 1965 and have had good relations with local manufacturers.
We are one of the leading suppliers of ----in China, and therefore we believe that we can meet all the requirements of customers.
We have been established here for over 10 years as a prime exporter and import of ----
四、提供新资讯
Considering the long trend, the development of ---must be towards the high quality market.
Most consumers have begun to move up to more expensive, better quality items, prices are not always their motivation.
五、目前哪些客户在购买
Our products have enjoyed a very good reputation from all of our customers such as ABC company in USA.
六、表示愿意建立业务关系
We are looking forward to establishing business relations with you.
We would like to have the opportunity to set up a business relationship with you.
We would like to do business with you in the near future.
七、期待对方尽快回音，下单
We are looking forward to receiving your early reply.
We hope to receive your first order very soon.
Your early reply would be highly appreciated.
We would appreciate your prompt and favorable reply.
Dear Mr. Withrow,
We are glad to know from Global Sources that you are interested in fashion wallets and wallet sets, which are just in our lines. So we would like to take this opportunity to introduce our company to you and see if there is any possibility to do business with you.
With more than 20 years experience in manufacturing and exporting various kinds of promotional products to U.S. AND European markets, we possess very professional know-how especially in controlling the quality of logo printing.
Since there are more than 100 items for your choice, we would like to attach three pictures of our newest products: WL012, WL013, WW-009 for your reference. For more information, we sincerely invite you to visit our website: to see if any item interests you. You are also welcome to e-mail us the image or specifications for the products you are buying now. The relevant quotation and sample will be sent upon request.
Thank you very much for your kind attention to the above and look forward to hearing your comments or inquiry soon.
Best regards
Shanghai
询价信的写法
一、说明从什么地方知道对方的大名，希望建立商业关系。

二、强调本地市场对其产品有大需求或稳定需求，所以对该产品感兴趣。

再自我介绍。

三、说明想要哪些资料及要这些资料的原因、目的用途，强调如果对方价格有竞争力则将会
下大订单给对方（或定期订单或试销订单）
四、结尾语，希望早日收到对方回音。

一、如何得知对方的信息
We have seen your advertisement in ----, and are pleased to know that---
We have heard form the ---- that you are a maker in ---
Through the help from ---, we are pleases to know your esteemed company is----
二、希望收到目录或价格表
Please kindly send us
We would be pleased to receive
We would appreciate receiving
We would appreciate if you send us
We should be grateful if you send us
We should be obliged if you send us
Our market experience tells us---
三、请对方安排业务代表来公司洽谈
We would like to discuss the problem of ----we would be grateful if you could arrange for one of your representatives to call on us within the next two weeks.
四、提出要求
As we are hard pressed by our customers for a quotation
We look forward t receiving your favorite reply and your most competitive price list.
五、要求对方样品、
Can you send us samples of --- with your price list?
We should be glad to have samples of your various------ with the lowest prices.
It would be helpful if you could send us catalogue and
六、索取样品
A number of our customers have been asking about your ---- which is listed in your catalogue Before selling ---, we prefer to test them for safety, could you therefore send us at least two samples.
We are interested in your ---- and shall be pleased to have your catalogue and quotation
We should be glad if you send us your catalogue and current price list about---
七．请对方报价
Please inform us of your minimum order and quote us your best price.
What is your term of payment? is it cash or L/C?
发盘函
Dear Ms. Conrey,
Thank you for your inquiry of this morning concerning magnifiers. As requested, we have attached an image of our standard magnifier and quote as below.
Commodity:
Standard size:
Unit price:
Min. quantity:
Packing:
Shipment:
Payment:
Insurance:
As to the logo printing, it will usually add USD 0.05 per piece for each color.
Please check if the above meets your requirement. If not, please send us your comments by E-mail for quoting.
We handle a wide selection of products with superior quality, and can execute your order efficiently and faithfully. We would be pleased to receive your orders, which will always have our best attention.
Best regards
Shhanghai Yihui Tradeing Co., Ltd
Lucia
交易磋商（还盘函）
Dear Mr. Aloi,
Thank you for your offer dated Nov. 12.
Although we appreciate the good quality of your products, we found that your prices appear to be much higher.
For your information, local MB suppliers now have a strong position in the market, which 65% market share in 2004, and continuing to expand this year. So to be competitive in the market, we must locate the quality products at the lowest possible costs. Moreover, other suppliers in your country offered us more attractive quotations in which prices are from 6% to 10% below yours.
As our market can’t stand those prices you asked for and the order we have in hand would be worth around USD 100,000.00, we suggest you review your cost very carefully and give us a discount of 8%. If you do so, we will immediately place a large order with you and have confidence to establish a foothold in this line.
Please try your best to make the cost down in every respect and let us know your revised quotation soon.
Best regards,
Shanghai Magic Electronic Appliances Trading Company.
Samada Yu
还盘函
Dear Mr. Godgrey,
Thank you for your reply of May 28, but we are sorry to know you felt our price too high.
In fact we have done our best to set our prices as low as possible without sacrifice of quality. Please note that durability and resistance against the air-borne dust are the most important advantages of our products. Asian market has proved that they are more competitive and popular than other similar ones. Considering the excellent quality and the continual appreciation for RMB to USD in the past three months, it is almost impossible for us to make any further reduction.
But in view of the special character of your market, we have decided to offer a special discount of 3% if you place an order over USD 50,000.
We make this allowance because we would like to do business with you if possible, but we must stress that it is the utmost that we can help you.
We would like to send you our samples for the quality approval. However, our products are made of costly material, so the samples will be sent to you after the sample charge of USD 55 has been received. We promise that the sample charge will be deducted from the invoice value of y our first order.
Please take the above into consideration and we look forward to hearing from you soon.
Sincerely,
Shanghai Speedy Electronic Company
Willianm Zhou
Dear Ms. Jenny Nielson,
Thank you for your letter of April 25.
We have carefully noted all the specification listed in your letter. Although your best prices are still higher than our original expectation and your favorable payment terms are not so good as we can obtain from other suppliers, we are willing to accept them this time, specially, in order to begin our initial cooperation.
Besides, we have sent you today the relevant Purchase Confirmation No. Nc25au02 in duplicate by DHL. Please countersign them in time and return one copy for our file. You may rest assured that we will issue the L/C without delay.
We are one of the leading importers in the line of IQ toys and have had over 20 years’ experience in this field. It is our sincere hope that we will have good business relationship to our mutual profits in the near future.
We are looking forward to successful competition of this order and thank you for your special cooperation.
Best regards
Shanghai Yitong Toys Import & Export Company Limited
Helina Xiao
典型例句
一、出口商拒绝降低价格
1、以成本上涨为理由拒绝
You may notice that the price for this commodity has gone up since last year.
As labor cost and costs of the materials have risen substantially, we are compelled to adjust our prices to cover at least part of this rise. Therefore we are not in a position to accept your proposal.
2.以价格已经降低到谷地。

As prices have been reduced as low as possible, further reduction would not be possible without a sacrifice of quality.
The prices we quoted in our letter of 20th only leave us with the narrowest profit. In fact, if it ware not for a substantial order we hope to receive from you, we couldn’t offer you such a low price.
3. 以符合市场价格为理由拒绝
Our price is reasonable as compared with that in the international market.
4.以品质好为理由拒绝
The quality is the best available at the prices we offered to you, and far superior to those of other foreign makers who are supplying to your market.
二、出口商同意降低价格
1．为显示诚意而接受
In order to show our sincerity, we finally decided to accept your prices.
2. 破例接受
Regarding your request for a reduction in price of 5%, we agree to this, as an exceptional case, because it can help you to extend sales and build your market.
We may, however, be unable to repeat this after May.
We will offer a special discount of 5% only for this time.
3.基于长期合作
In view of the long business relations, we are compelled to accept your demand for discount, but we hope that you will help us when you are in the market next.
4.为开发市场，以调整自身收益来接受
As we should like to enter the market in your country, we have cut our margin of profits to give you the benefit of a 5% price reduction.
三、出口商有条件接受客户还价
1、要求增加定单
However, in order to meet your request, we will grant you a special discount of 3% if you can increase your order to USD 80000 in value.
2.以改变付款方式代替降价
If you can make the terms of payment by T/T in advance, then we will offer you another cash discount of 4%.
五、出口商拒绝变更付款方式
First transaction on L/C basis is a policy of our company. I hope you can understand and cooperate. Certainly, when the business with you is stable, we will be very glad to welcome you as one of our credit customers.
It’s our company rules to use L/C terms with new customers. I hope you can understand my inability and accept the situation which is only temporary.
六、出口商同意变更付款方式
In consideration of the very pleasant business we have had with you, we have decided to agree to your suggestion.
Therefore we will do business on a D/A basis in the future. But may we indicate that if your outstanding payment is up to USD 60,000 we will change payment terms to L/C basis.
七、进口商询盘并随寄样品
We have a large demand for the supply of 50,000 meters, brown serge, whose sample is enclosed to show you the shade and quality we require. Please send your samples corresponding to our samples with the most reasonable price CIF shanghai.
进口商介绍公司情况
With more than 10 years’experience in handling agricultural products, we not only have many distributors in each area but also have very good direct sales channels.
We have close relations with local dealers and distributors, who depend on our services to import all various products they need from all over the world. For this reason, we are confident that we can obtain large orders from our customers, if your prices are competitive enough.
We are a well-experienced and professional importer. With many distributors spreading in China, we also have strong sales channels, and good business relations. We are able to promote your products quickly and well.
进口商要求降低价格
1.为增强竞争力，要求降价
Please note it is already very difficult to promote your blankets under your original offered prices, if you raise again the prices, it will be more difficult for us to compete in Chinese market.
2.顺应市场价格趋势，要求降价
In view of the prevailing prices in the market, your quotation is really expensive. We trust you can see your way clear to give us a price reduction.
The price you offered is about 5% higher than the level workable to us, and we can’t but make a counter offer.
进口商要求变更付款方式
1.以长久交易关系为理由要求变更
By now as we have done business with you for 5 years on the basis of payment on invoice, we would like to ask you to grant us open account terms, with half a year settlement.
After several years of satisfactory trade with you, we feel that we need easier payment terms. Most of our suppliers are drawing on us by D/A 60 days and we will be grateful if you can grant us the same terms.
2.以促进销售为理由
However, we also found that the payment term on an L/C basis have constrained our marketing capacity. Therefore we would like to ask you to give us the payment by D/A 60 days. If you need bank reference, we will be glad to supply them.
3.以市场行情变化为理由
Please consider our present market situation in the off peak season and assist us with more workable terms of payment.
4.以立即付款有困难为理由要求变化
In view of our difficulty with payment, we ask you to extend the sight draft to 90 days.。