爱华网| 建立贸易关系的常用书信 Letters for Establishing Business Relations 1.Importer Writes to Exporter Dear Sirs, We have obtained your address from the Commercial Counsellor ofyour Embassy in London and are now writing you for theestablishment of business relations. We are very well connected with all the major dealers here of lightindustrial products, and feel sure we can sell large quantities ofChinese goods if we get your offers at competitive prices. As to our standing, we are permitted to mention the Bank ofEngland, London, as a reference. Please let us have all necessary informat ion regarding yourproducts for export. Yours faithfully, Notes 1.commercial adj. 商业的，商务的 commercial counsellor 商务参赞 commercial counsellor's office 商务参赞处 commercial attache 商务专员 commercial articles 商品， （报上）商业新闻 commerce n. 商业 commerce department 商业部门 2.embassy n. 大使馆 the American Embassy in Beijing 美国驻北京大使馆 ambassador n. 大使，使节 3.dealer n. 商人 retail dealer (or:retailer) 零售商 wholesale dealer (or:wholesaler) 批发商 deal n. b. 贸易，成交，经营 make (or:do) a deal with... 与...做交易 deal on credit 信用交易，赊帐买卖 4.connected with... 与...有联系；与...有关系 5.light industrial product 轻工业产品 6.competitive adj. 有竞争力的 competitive price 竞争价格 competitive capacity 竞争能力 competitive power 竞争能力 competitive edge 竞争优势 eg.If your price is competitive, we will place an order with you.如果你方价格有竞争力的话，我们将向你方发出订单。 Your products has no competitive capacity in our market.你方产品在我市场上没有竞争力。 compete v. 竞争 ～with (or:against) sb. in sth. 在...方面与某人竞争 eg.We should compete with other enterprises in the quality of theproducts. 我们必须在产品的质量方面与其它企业竞争。 ～with (or:against) sb. for sth. 为...事情与某人竞争 eg.We must compete against other countries in trade for obtaininglarger international market. 为了获取更大的国际市场我们必须与其他国家在贸易方面进行竞争。 competition n. 竞争 eg.To enable us to meet competition, you must quote the lowestpossible price. 为了使我们能适应竞争， 你方必须报尽可能低的价格。 competitor n. 竞争者，竞争对手 eg.We trust that the superior quality, attractive design andreasonable price of our products will surely enable us to defeatthe competitors. 我们相信我方产品的优良质量、诱人设计、合理价格定能使我方击败竞争对手。 7.standing 资信情况，信誉，固定的，永久的 standing cost 长期成本，固定成本 standing orders 长期订单 standing director 常务董事 有关“资信情况”的表达方法还有： credit standing 信誉情况 financial standing 财金情况 finances 财源，资金情况（常用复数） 8.We are permitted to mention the Bank of England, London, as areference. 我们已征得伦敦的英国银行同意，把它们作为我们的咨询银行。 9.regarding prep. 关于，与 with regard to, in regard to, as regards同义，一般可以换用。 eg.Regarding the terms of payment, we require confirmed andirrevocable letter of credit. 关于支付条件，我们要求保兑的、不可撤消的信用证。 |
| 建立贸易关系的常用书信 Letters for Establishing Business Relations 1.Importer Writes to Exporter Dear Sirs, We have obtained your address from the Commercial Counsellor ofyour Embassy in London and are now writing you for theestablishment of business relations. We are very well connected with all the major dealers here of lightindustrial products, and feel sure we can sell large quantities ofChinese goods if we get your offers at competitive prices. As to our standing, we are permitted to mention the Bank ofEngland, London, as a reference. Please let us have all necessary information regarding yourproducts for export. Yours faithfully, Notes 1.commercial adj. 商业的，商务的 commercial counsellor 商务参赞 commercial counsellor's office 商务参赞处 commercial attache 商务专员 commercial articles 商品， （报上）商业新闻 commerce n. 商业 commerce department 商业部门 2.embassy n. 大使馆 the American Embassy in Beijing 美国驻北京大使馆 ambassador n. 大使，使节 3.dealer n. 商人 retail dealer (or:retailer) 零售商 wholesale dealer (or:wholesaler) 批发商 deal n. b. 贸易，成交，经营 make (or:do) a deal with... 与...做交易 deal on credit 信用交易，赊帐买卖 4.connected with... 与...有联系；与...有关系 5.light industrial product 轻工业产品 6.competitive adj. 有竞争力的 competitive price 竞争价格 competitive capacity 竞争能力 competitive power 竞争能力 competitive edge 竞争优势 eg.If your price is competitive, we will place an order with you.如果你方价格有竞争力的话，我们将向你方发出订单。 Your products has no competitive capacity in our market.你方产品在我市场上没有竞争力。 compete v. 竞争 ～with (or:against) sb. in sth. 在...方面与某人竞争 eg.We should compete with other enterprises in the quality of theproducts. 我们必须在产品的质量方面与其它企业竞争。 ～with (or:against) sb. for sth. 为...事情与某人竞争 eg.We must compete against other countries in trade for obtaininglarger international market. 为了获取更大的国际市场我们必须与其他国家在贸易方面进行竞争。 competition n. 竞争 eg.To enable us to meet competition, you must quote the lowestpossible price. 为了使我们能适应竞争， 你方必须报尽可能低的价格。 competitor n. 竞争者，竞争对手 eg.We trust that the superior quality, attractive design andreasonable price of our products will surely enable us to defeatthe competitors. 我们相信我方产品的优良质量、诱人设计、合理价格定能使我方击败竞争对手。 7.standing 资信情况，信誉，固定的，永久的 standing cost 长期成本，固定成本 standing orders 长期订单 standing director 常务董事 有关“资信情况”的表达方法还有： credit standing 信誉情况 financial standing 财金情况 finances 财源，资金情况（常用复数） 8.We are permitted to mention the Bank of England, London, as areference. 我们已征得伦敦的英国银行同意，把它们作为我们的咨询银行。 9.regarding prep. 关于，与 with regard to, in regard to, as regards同义，一般可以换用。 eg.Regarding the terms of payment, we require confirmed andirrevocable letter of credit. 关于支付条件，我们要求保兑的、不可撤消的信用证。 |
| 建立贸易关系的常用书信 Letters for Establishing Business Relations 1.Importer Writes to Exporter Dear Sirs, We have obtained your address from the Commercial Counsellor ofyour Embassy in London and are now writing you for theestablishment of business relations. We are very well connected with all the major dealers here of lightindustrial products, and feel sure we can sell large quantities ofChinese goods if we get your offers at competitive prices. As to our standing, we are permitted to mention the Bank ofEngland, London, as a reference. Please let us have all necessary information regarding yourproducts for export. Yours faithfully, Notes 1.commercial adj. 商业的，商务的 commercial counsellor 商务参赞 commercial counsellor's office 商务参赞处 commercial attache 商务专员 commercial articles 商品， （报上）商业新闻 commerce n. 商业 commerce department 商业部门 2.embassy n. 大使馆 the American Embassy in Beijing 美国驻北京大使馆 ambassador n. 大使，使节 3.dealer n. 商人 retail dealer (or:retailer) 零售商 wholesale dealer (or:wholesaler) 批发商 deal n. b. 贸易，成交，经营 make (or:do) a deal with... 与...做交易 deal on credit 信用交易，赊帐买卖 4.connected with... 与...有联系；与...有关系 5.light industrial product 轻工业产品 6.competitive adj. 有竞争力的 competitive price 竞争价格 competitive capacity 竞争能力 competitive power 竞争能力 competitive edge 竞争优势 eg.If your price is competitive, we will place an order with you.如果你方价格有竞争力的话，我们将向你方发出订单。 Your products has no competitive capacity in our market.你方产品在我市场上没有竞争力。 compete v. 竞争 ～with (or:against) sb. in sth. 在...方面与某人竞争 eg.We should compete with other enterprises in the quality of theproducts. 我们必须在产品的质量方面与其它企业竞争。 ～with (or:against) sb. for sth. 为...事情与某人竞争 eg.We must compete against other countries in trade for obtaininglarger international market. 为了获取更大的国际市场我们必须与其他国家在贸易方面进行竞争。 competition n. 竞争 eg.To enable us to meet competition, you must quote the lowestpossible price. 为了使我们能适应竞争， 你方必须报尽可能低的价格。 competitor n. 竞争者，竞争对手 eg.We trust that the superior quality, attractive design andreasonable price of our products will surely enable us to defeatthe competitors. 我们相信我方产品的优良质量、诱人设计、合理价格定能使我方击败竞争对手。 7.standing 资信情况，信誉，固定的，永久的 standing cost 长期成本，固定成本 standing orders 长期订单 standing director 常务董事 有关“资信情况”的表达方法还有： credit standing 信誉情况 financial standing 财金情况 finances 财源，资金情况（常用复数） 8.We are permitted to mention the Bank of England, London, as areference. 我们已征得伦敦的英国银行同意，把它们作为我们的咨询银行。 9.regarding prep. 关于，与 with regard to, in regard to, as regards同义，一般可以换用。 eg.Regarding the terms of payment, we require confirmed andirrevocable letter of credit. 关于支付条件，我们要求保兑的、不可撤消的信用证。 |
建立贸易关系的常用书信
Letters for Establishing Business Relations
1.Importer Writes to Exporter
Dear Sirs,
We have obtained your address from the Commercial Counsellor ofyour Embassy in London and are now writing you for theestablishment of business relations.
We are very well connected with all the major dealers here oflight industrial products, and feel sure we can sell largequantities of Chinese goods if we get your offers at competitiveprices.
As to our standing, we are permitted to mention the Bank ofEngland, London, as a reference.
Please let us have all necessary information regarding yourproducts for export.
Yours faithfully,
Notes
1.commercial adj. 商业的，商务的
commercial counsellor 商务参赞
commercial counsellor's office 商务参赞处
commercial attache 商务专员
commercial articles 商品， （报上）商业新闻
commerce n. 商业
commerce department 商业部门
2.embassy n. 大使馆
the American Embassy in Beijing 美国驻北京大使馆
ambassador n. 大使，使节
3.dealer n. 商人
retail dealer (or:retailer) 零售商
wholesale dealer (or:wholesaler) 批发商
deal n. b. 贸易，成交，经营
make (or:do) a deal with... 与...做交易
deal on credit 信用交易，赊帐买卖
4.connected with... 与...有联系；与...有关系
5.light industrial product 轻工业产品
6.competitive adj. 有竞争力的
competitive price 竞争价格
competitive capacity 竞争能力
competitive power 竞争能力
competitive edge 竞争优势
eg.If your price is competitive, we will place an order with you.如果你方价格有竞争力的话，我们将向你方发出订单。
Your products has no competitive capacity in our market.你方产品在我市场上没有竞争力。
compete v. 竞争
～with (or:against) sb. in sth. 在...方面与某人竞争
eg.We should compete with other enterprises in the quality of theproducts. 我们必须在产品的质量方面与其它企业竞争。
～with (or:against) sb. for sth. 为...事情与某人竞争
eg.We must compete against other countries in trade for obtaininglarger international market. 为了获取更大的国际市场我们必须与其他国家在贸易方面进行竞争。
competition n. 竞争
eg.To enable us to meet competition, you must quote the lowestpossible price. 为了使我们能适应竞争， 你方必须报尽可能低的价格。
competitor n. 竞争者，竞争对手
eg.We trust that the superior quality, attractive design andreasonable price of our products will surely enable us to defeatthe competitors. 我们相信我方产品的优良质量、诱人设计、合理价格定能使我方击败竞争对手。
7.standing 资信情况，信誉，固定的，永久的
standing cost 长期成本，固定成本
standing orders 长期订单
standing director 常务董事
有关“资信情况”的表达方法还有：
credit standing 信誉情况
financial standing 财金情况
finances 财源，资金情况（常用复数）
8.We are permitted to mention the Bank of England, London, as areference. 我们已征得伦敦的英国银行同意，把它们作为我们的咨询银行。
9.regarding prep. 关于，与 with regard to, in regard to, as regards同义，一般可以换用。
eg.Regarding the terms of payment, we require confirmed andirrevocable letter of credit. 关于支付条件，我们要求保兑的、不可撤消的信用证。
出口商的自我介绍
Dear Sirs,
We write to introduce ourselves as one of the largest exporters,from China, of a wide range of Machinery and Equipments.
We enclose a copy of our latest catalog covering the details of allthe items available at present, and hope some of these items willbe of interest of you.
It will be a great pleasure to receive your inquiries for any ofthe items against which we will send you our lowestquotations.
Should, by chance, your corporation not deal with the import of thegoods mentioned above, we would be most grateful if this lettercould be forwarded to the correct import corporation.
We are looking forward to your favourable and prompt reply.
Yours faithfully,
Notes
1.a wide range of... 大范围的...， 各类的...
2.enclose v. 封入
eg.We enclose a copy of our price list. 随函附上我方价目表一份。
过去分词enclosed可作名词用，前面加定冠词。
eg.We believe you will find the enclosed interesting.我们相信你们对所附之件会感兴趣。
enclosure n. 附件（缩写：Encl. Enc.)
3.catalogue n. 目录（也可写作catalog）】
latest catalogue 最新目录
catalogue for the standardized parts 标准化零件目录
catalogue of material 材料目录
4.available adj. 可利用的，可得到的，可供应的（做定语时前置后置均可，后置较为常用。）
commodities available for export 供出口的商品
not available 缺货
We will ship by the first steamer available (or:the first availablesteamer) next month. 货物将由下月第一条便船装运。
This is the only stock available (or:the only available stock).这是唯一可供之货。
We are sending you under cover a catalog covering the goodsavailable at present. 随函附上一份我方目前可供之货的目录单。
5.inquiry n. 询价，询盘 （美国人常用，英国人有时使用enquiry）
6.quotation n. 报价，行情
quotation table (list) 价目表
exchange rate quotation 外汇行情
discount quotation 贴现行情
market quotation 市场行情
quote v.t. 开价
quote a price 报价
quote favourable terms 报优惠价
7.deal with 经营，处理
Our company deals with the import and export of chemical products.我们公司经营化工产品的进出口业务。
表示“经营（某种或某类商品）”的说法很多，常见的有：handle, deal in, trade in, be in theline等。上面的例句可改写为：
Our company handles (or:deals in, trades in, is in the line of) theimport and export of chemical products.
8. forward v.t. 转交，传递
Your letter of November 8 addressed to our Head Office has beenforwarded (or:transmitted, referred, passed on, handed over) to usfor attention and reply. 你方11月8日致我总公司的函已转给我们办复。
9.care of=c/o 由...转交，信封上常用。 如：
Mr. David Smith
c/o world Trading Co.
由世界贸易公司转交史密斯*大卫先生。
10.favourable adj. 有利的，赞成的，有帮助的
表示赞同某事或表示对某人、某事有利，后接介词to:
We are favourable to your terms and conditions of this transaction.我们同意你方这个交易的条件。
The market has so changed as to be favourable to the sellers.市场变为对买方有利。
如果表示对某种行为有利一般接介词for：
The time is not favourable for the disposal of the goods.现在不是卖货的有利时机。
favourable reply 合意的回答，类似good news, 相当于中文的“佳音”、“好消息”。
favourable price 优惠价格3.Exporter Writes to Importer
出口商给进口商的信
(1)Dear Sirs,
Your firm has been recommended to us by JohnMorris&Co., with whom we have done business formany years.
We specialize in the exportation of Chinese Chemicals andPharmaceuticals, which have enjoyed great popularity in worldmarket. We enclose a copy of our catalogue for your reference andhope that you would contact us if any item is interesting toyou.
We hope you will give us an early reply.
Yours faithfully,
Notes
1.specialize in 专门（从事），专门（经营）
We specialize in the import an export of Arts and Crafts.我们专门经营工艺品的进出口。
2.chemicals n. 常用复数，化工产品、化学制品 (=chemical products)
3.pharmaceutical n. 药品，药剂，成药
4.enjoy great popularity 享有盛誉
类似的表达方法有：
The goods are most popular with our customers.
The goods have commanded a good market.
The goods are selling fast (or enjoy fast sales).
The goods are universally acknowledged.
The goods are unanimously acclaimed by our customers.
“畅销品”有如下表达法：
ready seller;quick seller;quick-selling product.
Judging from our experience in marketing our garden tools inAustralia, we are rather confident that they will soon becomequick-selling products in your market.根据我们在澳大利亚销售园林工具的经验，我们相信这些产品将很快在你方市场上成为畅销品。
5.contact v.t. 与...联系；与...接触
For further details, please contact our local office.详情请向我们当地的分支机构探询。
contact n. 联系；交往
We have been in contact with that firm for nearly two years.我们与那家公司有近两年的交往。Dear Sirs,
Through the courtesy of Messrs. Freemen&Co., Ltd.,Lagos, Nigeria, we come to know your name and address. Also we areinformed that you are a prospective buyer of Chinese Cotton PieceGoods. As this item falls within the scope of our businessactivities, we shall be pleased to enter into business relationswith you.
We enclose a brochure and a pricelist to acquaint you with ourcommodities now available for export. Quotations and samples willbe airmailed to you upon receipt of your specific inquiry.
Your favourable reply will be highly appreciated.
Yours faithfully,
Notes
1.Through the courtesy of..., we come to know your name andaddress. 承蒙...使我们得知你公司的名称和地址。
类似的表达方式还有：
We owe your name and address to...
We are indebted to... for your name and address.
2.fall within the scope of our business activities 属于我们的经营范围
类似的表达方法有 be within (lie within, come under) the scope of our tradeactivities; be within (lie within, fall within) our business scope(sphere)等。
3.brochure n. 小册子（法语）， 相当于英语pamphlet
4.acquaint v.t. 使认识，使了解
acquaint sb. with (或 of;that)
In order to acquaint you with our products, we airmailed you twosamples this morning. 为使你方了解我方产品，我们今晨寄去两个样品。
5.appreciate v. 感谢，感激（可接动名词，不可接不定式）；理解，体会
We highly appreciate your kind cooperation.我们十分感激你方的合作。
We shall appreciate your giving this matter your seriousconsideration. 请你方对此事认真考虑为感。
We shall appreciate it if you will send us a brochure and samplebook by air immediately. 如能立即航寄一份说明书和一份样本，不胜感激。
We hope you will appreciate our position. 希望你们能理解我们的处境。
其他用法还有：
It will be greatly appreciated if you will send us your samplesimmediately. 如能立即寄来你方样品， 我们将不胜感激。
Your prompt reply will be greatly appreciated.如能尽快回复将不胜感激。4.Self Introduction by Manufacturer
生产厂家的自我介绍
Dear Sirs,
We have learned, from the China Daily, that you are a leadingimporter of household electric appliances, and at present you arein the market for Electric Fans.
We, therefore, take pleasure in informing you that we areanenterprise manufacturing vatious electric fans and have recentlyproduced a new model of gentle breeze electric fan entitled "ChangFeng" whose quality as well as functions has been proved by ascrupulous test, and the designs and colours have been clearlyexplained in our illustrated catalog enclosed.
Considering the improvements it offers, we believe you will findour "Chang Feng" a very good seller in your market.
If you have interest in dealing with us in "Chang Feng" or othertypes of the goods shown in our catalog, please inform us of yourrequirements together with your banker's name and address.
For our credit standing, please refer to the following bank: TheBank of China, Xi'an Branch (address)...
Your immediate reply would be highly appreciated.
Yours faithfully,
Notes
1.leading improter 主要进口商
leading market 主要市场
leading stock 主要股份
2.be in the market for 想要购买
One of our customers is in the market for Chinese BlackTea.我方一位客户想要购买中国红茶。
3.scrupulous test 严格检验
4.illustrated catalog 附有插图的目录
5.refer to sb. for sth. 向某人打听（查询）某事
Please refer to the Bank of China, Xi'an Branch for our creditstanding. 请向中国银行西安分行查询我方资信情况。
上述句子也可以写成：
For our credit standing, please refer to the Bank of China, Xi'anBranch. 关于我方的资信情况，请向中国银行西安分行查询。
refer to 提到，谈判，谈及，涉及
We refer to your telex of May 15. 兹谈及你方5月15日电传。
| 5.Manufacturer Writes to Importer 厂家给进口商的信 Dear Sirs, We owe your name and address to the Chamber of Commerce, Tokyo, whoinformed us that you are in the market for PersonalComputers. We are one of the largest computer manufacturers in our country andhave handled with various kinds of the products for about 10 years.We approach you today in the hope of establishing businessrelations with you and expect, by our joint effects, to enlarge ourbusiness scope. In order to acquaint you with our business lines, we enclose a copyof our illustrated catalogue covering the main items suppliable atpresent. If you are interested in any of the items, please tell usby fax. We'll give you our lowest quotations and try our best tocomply with your requirment. Our customers are always satisfied with our products and theservice after sale. And we believe that you will be so too, after we do businesstogether. Our bankers are the Bank of Tokyo, Japan. They can provide youinformation about our business and finances. We are looking forward to your early reply. Yours faithfully, Notes 1.the chamber of commerce 商会 In almost every town or city of the western countries, there is achamber of commerce. It is an organization of businessmen. One ofits tasks is to ge business information and to find new businessopportunities for its members. 2.manufacturer n. 制造商，厂商 manufacture v. n. 制造（品），制造业 manufactured article 人工制品 manufactured goods 制成品 manufactured products 工业产品 of Chinese (home, foreign) manufacture 中国（本国，外国）制造的 Chinese manufactures=Chinese makes 中国制品 silk manufactures 丝制品 the textile manufacture 纺织业 manufactory n. 制造厂，工厂 a hardware manufactory 五金工厂 3.approach v.t. 与...接洽（和contact同义，但被动语态用approach较多） Please approach (contact) them again. 请再与他们联系。 We have been approached by several buyers for the supply ofwalnuts. 已有好几家买主向我们联系核桃的供应。 4.joint effect 共同努力 5.covering the main items suppliable at present包括我方目前能够供货的主要项目。 6.comply with 依照，符合 We hope you will be able to comply with our request.希望你方能按我方要求办理。 in compliance with 依从...；按照... Please make us a firm offer in compliance with our request.请按我们要求发实盘。 7.service after selling 售后服务 8.our bankers are...我方银行是... |
Export Department
Henren Cutlery Co., Ltd
Tel:0086-662-000000
Jan.3th,2006
Dear Mr. or Madam
This recommendation letter is regarding to our company: HenrenCutlery Co., Ltd.
HENREN CUTLERY Co., Ltd is a company that specializes inprofessional making kitchenware that contains: cutlery, scissors,flatware, sharpener, barbecue tools, kitchen tools, cutting boardand so on.
Our company has acquired, thanks to its reliable article quality,creative design, reasonable price, perfect serve. All the scissors,cutlery and flatware constantly following the European& International Standard BS, EN, ISO, 8442.1/2005.Further more most silver plated cutlery and hollow ware are marked‘E.P.N.S.' And for the stainless steel cutlery or hollowware issometimes silver plated, in which case it may be marked‘E.P.S.S
From the raw materials to the full products, as well as the strictQC procedure are absolutely ensure our product's quality and meetthe highest international standard. Each item has passed thefollowing test: corrosion test; strength test; hardness test and soon. We also have the instruction of each item, for example: washingdetails, care of stainless and care of sliver. Each has the numberEN28442-1 with an N for normal grade and S for special grade toidentifying the manufacturer or responsible supplier. Therefore, itdeserves the “excellent quality kitchenware” brand.
Being a professional company, our mission is to lead our industryby providing excellent quality, superior customer service,technical innovation and on-time delivery. If you are looking areliable kitchenware maker in Asia, Henren is your bestchoice.
If you have any question about Henren Cutlery Co., Ltd I must helpwith, please feel free to contact me at 0086-662-000000
Yours truly,
Kmily
Henren Cutlery Co., LtdThe Letters of Enquiries and Replies
询价和回复的信函例文
1.General Enquiry and Reply
一般询价和回复
(Enquiry)
Gentlemen:
We learn from ABC & Co. Ltd, New York that you area leading exporter in your country.
We are, at present, very much interested in importing your goodsand would appreciate your sending us catalogues, sample books oreven samples if possible.
Please give us detailed information of CIF Guangzhou prices,discounts, and terms of payment.
We hope this will be a good start for a long and profitablebussiness relations.
Truly yours,
(Reply)
Gentlemen:
We welcome you for your enquiry of March 21 and thank you for yourinterest in our export commodities.
We are enclosing some copies of our illustrated catalogues and aprice list giving the details you ask for. Also under separatecover, we are sending you some samples which will show you clearlythe quality and craftsmanship. We trust that when you see them youwill agree that our products appeal to the most selectivebuyer.
We allow a proper discount according to the quantity ordered. As tothe terms of payment we usually require L/C payable by sightdraft.
Thank you again for your interest in our products. We are lookingforward to your order and you may be assured that it will receiveour prompt and careful attention.
Truly yours,
Notes
1.CIF 价格术语“Cost, Insurance andFreight”，成本、保险加运费的缩写。通常称作“到岸价”。
2.discount n. 折扣，折价，贴现
allow (or:give, make, grant)...%discount off (on) the prices ofgoods 按货价给予...％的折扣
If you order for 5,000 sets, we would grant you 10% discount.如果你方能定购5000台，我们将给予10％的折扣。
We give 10% discount for cash payment. 现金付款，我们予以九折优待。
at a discount 低于正常价格；打折扣；（货物无销路）
The goods are selling at a discount. 该货正以低价销售。
3.terms of payment 支付条件，也可以说 payment terms
4.profitable adj. 有益的，有利的，可获利的
profitable fields of investment 有利的投资场所
profit n. （常用复数）利润
net profits 净利润，纯利润
total profits 总利润
profit ratio (rate) 利润率
gross profits 总利润，毛利
sell sth at a profit 出售某物而获利
5.craftsmanship n. （工匠的）技术，技艺
6.appeal (to) vi. 有吸引力，有感染力
appeal to the most selective buyer 吸引最挑剔的买主
7.L/C payable by sight draft 即期信用证，也可以说L/C available by sightdraft
8.assure v. 向...保证，使确信，主要用于以下四种结构：
(1) assure sb. of sth.
We assure you of the reliability of the information.我们可以向你方保证这信息的可靠性。
(2) assure sb. that
We assure you that we shall do our best to expedite shipment.请确信我们将迅速装运。
(3) be (or: rest) assured of sth (rest 是系动词)
Please (or: You may) be (or: rest) assured of our continuedcooperation. 请确信我方仍将继续合作。
(4) be (or:rest) assured that
You may (Please) be (rest) assured that we will contact you as soonas our fresh supply comes in. 请确信一俟我方新供货到来，我方即与你方联系。2.Specific Enquiry and Reply
具体询价和回复
(1) Enquiry for Chinese Cotton Piece Goods
对中国棉织品的询价
Dear Sirs,
We are glad to note from your letter of March 9 that, as exportersof Chinese Cotton Piece Goods, you are desirous of entering intodirect business relations with us. This happens to coincide withour desire.
At present, we are interested in Printed Shirting and shall bepleased to receive from you by airmail catalogues, samples and allnecessary information regarding these goods so as to acquaint uswith the quality and workmanship of your supplies. Meanwhile pleasequote us your lowest price, C.I.F. Vancouver, inclusive of our 5%commission, stating the earliest date of shipment.
Should your price be found competitive and delivery dateacceptable, we intend to place a large order with you.
We trust you will give us an early reply.
Yours faithfully,
Notes
1.be desirous of 渴望，想要
We are desirous of entering into (to enter into) direct businessrelations with you. 我们热切盼望与你方建立直接的贸易关系。
desire n. v. 期望，渴望，要求，请求（比wish强烈）
What do you desire to buy at present? 你方目前想要买些什么？
It is desired that the catalogues shall be airmailed to us withinone week. 深盼在一周内给我们航邮目录本。
2.coincide v. （意见等）一致；（时间上）相同
We are glad that our ideas coincide. 很高兴我们双方意见一致。
Your enquiry coincided with our offer. 你方询盘正好与我方报盘同时发出。
3.regarding prep. 关于，与with regard to, in regard to,as regards同义，一般可以换用。
We have already written to you regarding this matter.关于此事我们已给你方写过信。
Regarding the balance, we will advise you of the position in a fewdays. 关于剩余数量的情况，将于日内告知。
4.quote v. 报价
作“报价”解，这个动词的基本结构是：
quote sb. a price for sth.
Please quote us your lowest price for walnots. 请向我方报核桃最低价。
有时可用：quote sb. for sth.
Please quote us for walnuts. 请向我方报核桃价。
也可用：quote sb. a price
Please quote us your lowest price. 请报你方最低价。
5.inclusive of our 5% commission 包括我方5%佣金
This offer (or:price) is inclusive of your 2% commission.
=This offer (or: price) includes your 2% commission.
此报盘（或：价格）包括你方2％的佣金。
本课原句 Please quote us your lowest price, C.I.F. Vancouver, inclusiveof our 5% commission. = Please quote us your lowest price, C.I.F.Vancouver, including our 5%commission.请报你方CIF温哥华最低价，包括我方5％佣金。(2)Enquiry for Dyeing Machines
对印染机的询价
Gentlemen:
We learn from your letter of July 2 that you are manufacturing andexporting a variety of textile machines. As there is a demand herefor high-quality dyeing machines, we will appreciate your sendingus a copy of your illustrated catalogue, with details of yourprices and terms of payment.
Kindest regards.
Yours truly,
(Reply)
Gentlemen:
We warmly welcome your enquiry of July 15 and thank you for yourinterest in our dyeing machines.
We are enclosing our illustrated catalogue and pricelist giving thedetails you ask for. As for the payment terms we usually requireconfirmed, irrevocable Letter of Credit payable by draft atsight.
We have already sole some of those machines to China and are nowrepresented there by The Engineering Export Ltd, Beijing. May wesuggest that you contact the company directly? We think the firmmay supply you with more details of our machines. We feel confidentthat you will find the goods are both excellent in quality and veryreasonable in price.
With best regards.
Yours sincerely,
Notes
1.Confirmed, irrevocable Letter of Credit payable by draft at sight保兑的，不可撤销的，凭即期汇票支付的信用证
2.be represented by...由...代理
representative n. 代理人
a legal representative 法定代理人
3.reasonable adj. 合理的
Our price is quite reasonable. 我方价格是相当合理的。
类似的表达法还有：realistic adj. 符合实际的，现实的；workable adj. 可行的；in the linewith the present market 与现行价格相符，etc(3) Enquiry for Textiles 对纺织品的询价
Dear Sir,
It is a pleasure for us to introduce ourselves to you as acommission for Chinese Commodities. We've been engaged with thispost for over 5 years now.
We would be so much grateful if you send us catalogues and samplesfor the following items.
(1)Towels, bed-sheets and blankets
(2) Baby napkins and diapers
(3) Garments for men, women and children
(4) Underwear for men, women and children
(5) Cotton piece goods and cotton fabrics
(6) Sewing thread
(7) Cotton Knitwear
(8) Synthetic fabric
(9) Any other item that you wish to offer
We are awaiting your earliest reply.
Yours faithfully,
Notes
1.commission n. 委任，委托，代办(权），代理（权）；委员会；佣金
commission house 委托商行；证券经济公司
commission sale 委托销售
commission agent 佣金商；代理商
commission broker 掮客，经纪人
commission of authority 授权书
commission for acceptance 承兑佣金
commission ticket 佣金票证
2.cotton fabrics 棉织品
3.synthetic fabrics 合成纤维织品
(4) Enquiry for Cosmetics 对化妆品的询价 Dear Sirs, Re: COSMETICS We are one of the leading importers of Daily Chemicals in this cityand shall be please to establish business relations with yourcorporation. At present we are interested in your cosmetics, details as per ourEnquiry Note No. 1345 attached, and shall be glad to receive yourlowest quotation as soon as possible. We would like to mention that if your price is attractive anddelivery date acceptable, we shall place our order with youimmediately. We look forward to your early reply. Faithfully yours, Encl. As stated Notes 1.cosmetics n. 化妆品 2.as per 按照，根据 as per list price 按照表上价格 as per enclosed documents 根据所附单据 3.Enquiry Note No. 1345 1345号询价单 4.attach v.t. 附加 order with conditions attached 带有附加条件的订单 aid with no conditions attached 无附加条件的援助 5.quotation n. 报价（单），行情（表） lowest quotation 最低报价 discount quotatuon 贴现行情 exchange rate quotation 外汇行情 quotation table 价目表 quote v.t. 报价，开价 quote favourable price 报优惠价格 6.delivery date 交货期 也可以用下列方式表示： date of delivery; time of delivery; delivery time; date ofshipment; time of shipment; shipment time (date) etc. |
| (4) Enquiry for Cosmetics 对化妆品的询价 Dear Sirs, Re: COSMETICS We are one of the leading importers of Daily Chemicals in this cityand shall be please to establish business relations with yourcorporation. At present we are interested in your cosmetics, details as per ourEnquiry Note No. 1345 attached, and shall be glad to receive yourlowest quotation as soon as possible. We would like to mention that if your price is attractive anddelivery date acceptable, we shall place our order with youimmediately. We look forward to your early reply. Faithfully yours, Encl. As stated Notes 1.cosmetics n. 化妆品 2.as per 按照，根据 as per list price 按照表上价格 as per enclosed documents 根据所附单据 3.Enquiry Note No. 1345 1345号询价单 4.attach v.t. 附加 order with conditions attached 带有附加条件的订单 aid with no conditions attached 无附加条件的援助 5.quotation n. 报价（单），行情（表） lowest quotation 最低报价 discount quotatuon 贴现行情 exchange rate quotation 外汇行情 quotation table 价目表 quote v.t. 报价，开价 quote favourable price 报优惠价格 6.delivery date 交货期 也可以用下列方式表示： date of delivery; time of delivery; delivery time; date ofshipment; time of shipment; shipment time (date) etc. |
Dear Sirs,
We are pleased to learn from your letter of 1st August that, as amanufacturer of computers, you are desirous of entering into directbusiness relations with us. This is just our desire, too. We havestudied your catalogue and are interested in your IBM CPU 80586personal computer. Please quote us your lowest price, CIFGuangzhou, inclusive of our 2% commission, stating the earliestdate of shipment.
Should your price be found competitve and delivery date acceptable,we intend to place a large order with you.
Please give us your reply as soon as possible.
Yours faithfully,
Notes
1.be desirous of sth. 想要某物
be desirous of doing sth. 渴望做某事
be desirous to do sth. 渴望做某某事
desire n. 渴望，愿意
2.commission n. 佣金
commission 作佣金讲时一些习惯用法如下：
（1）百分之几佣金：a commission of ...% 或 ...％ commission
（2）你方/我方百分之几佣金： your/our commission of ...% 或 your/our ...%commission
（3）两笔或几笔佣金： two or several items of commission
（4）一切佣金或各项佣金： all commissions
draw (receive) a commission of 5% on each sale在每笔生意中抽取（收取）5％的佣金
The above price includes your 2% commission. 以上所开价格包括你方2％的佣金。
3.Place a large order with you 向你方大量订货
order n. 订单
名词order常与动词make,send,place等连用，如果表示订购某项货物，后接介词“for”，也可接“on”或“of”，但“for”最为普遍。
If your price is in line, we will send you an order for 5,000 sets.如果你方价格与市价相符，我们将定购5000台。
order v.t. 订购，订（货）
If you allow us 10% discount, we will oder 10,000 dozen.如果你方给予10％的折扣，我们将订购10000打。
| Quotation and Reply 报价及回复 (Quotation) Dear Sirs, We thank you for your enquiry of August 22 and are pleased to sendyou our quotation for the goods you required as follows: Commodity: "White Rabbit" Brand Woolen Mixed Blanket No.33. Size:74*84in Weight:4lbs Colour:yellow, brown, green assortment Quantity:1,000pcs. Price:US$40.00 per piece CIF Montreal Shipment:October You are cordially invited to take advantage of this attractiveoffer. We are anticipating a large order from the United States,and that will cause a sharp rise in price. We look forward to receiving your order. Yours faithfully, (Reply) Dear Sirs, "White Rabbit" Brand Woolen Mixed Blanket Thank you for your quotation of August 24 for 1,000 pieces of thecaptioned goods. We immediately contacted our customers and they showed greatinterest because there is a growing demand for woolen blankets. Theprices you quoted, however, are found too much on the high side.ABC Company, one of our customers, told us that they would possiblyorder 2,000 pieces of the goods, provided that you can reduce yourprice to US$38.00 per piece. ABC is one of the leading importers inour country, so there is a good chance of finalizing and order withthem if the present price can be lowered to meet their requirement.We hope you will take advantage of this chance so that you willbenefit from the expanding market. We are most anxious that you will do your utmost to reduce theprice and we await your reply with great interest. Yours faithfully, Notes 1. woolen mixed blanket 混纺毛毯 2. pcs. 是pieces的缩写；piece的缩写为pc. 3. We are anticipating a large order from the United States,... 我们预计美国方面将有一个大的订单到来，... anticipate v.t. 盼望、期望，后接名词、动名词或that引导的从句。 We anticipate your acceptance. 盼望你方接受。 We anticipate receiving your early reply. 盼你方早日回复。 We anticipate that fresh supplies will arrive next month.我们预计新货将于下月来到。 anticipate与expect的区别： 这两个动词都表示预期某事将发生，但有所不同。在意思上，anticipate所预期的一般都指可喜的事，expect则不一定。 We anticipate (or:expect) our products will be a quick seller inyour market. The firm expects heavy losses this year. (一般不用anticipate) 在结构上，除两个动词都可以用名词及that从句为宾语外，anticipate后面可接动名词，不可接不定式，expect则可接不定式，不可接动名词。 We anticipate shipping the goods next week=We expect to ship thegoods next week.我们期望下周装货。 expect还可接：名词或代词+不定式“构成的复合宾语，anticipate则不可。 正：We expect the shipment to arrive in a few days.我们预期装运的货物将于日内到达。 误：We anticipate the shipment to arrive in a few days. 4. a sharp rise in price 价格急剧上涨 5. the captioned goods 标题项下的货物（这里指“White Rabbit”Brand Woolen MixedBlanket) 类似的表达法还有： the subject article (goods) the goods (article) mentioned in the subject lined 6. growing demand 增长的需求 a large demand 大的需求 a great demand 很大的需求 latent demend 潜伏需求 overfull demand 过多需求 demand and supply 供与求；供求 7. on the high side （指价格）偏高 We regret to say that we cannot accept your offer, as your price isfound (to be) on the high side.谦告由于你方价格偏高，我们不能接受你方报盘。 类似的表达方式有： Your price is a bit high. 你方价格有点高。 Your price is too high.你方价格太高。 Your price is rather stiff. 你方价格相当高。 Your price is excessive. 你方价格过高。 注意：out of line with the market （与市价不一致）,unreasonable （不合理），unworkable （不可行）， impracticable （行不通）， infeasible （行不通），unrealistic （不现实）等如果出自买方之口，往往指价格偏高， 如果出自卖方之口，则往往指价格偏低（on the lowside）。 8. provided conj. 假若；倘使；假如；以......为条件（与that连用） We will send you an order for 5,000 metric tons, provided that youcan ship in May. 如果你方能在5月份装船，我们将订购5000吨。 9. finalize an order with them 接受他们的订单 |
寄送报价
Dear Sirs,
We thank you for your Enquiry List No. 303 and enclose ourQuotation No. 104 for the captioned goods.
We have sent you our latest illustrated catalogue today by parcelpost. Their attractive designs and the resonable prices at which weoffer them will, we hope, convince you that our toys are reallygood value. Provided we receive your order by 15 May, we make you afirm offer for delivery by the end of June at the pricesquoted.
On orders for 500 pieces or more we allow a special discount of 4%and look forwrd to receiving your order.
Yours faithfully,
Enc. Quotation No. 104
| 5.Manufacturer Writes to Importer 厂家给进口商的信 Dear Sirs, We owe your name and address to the Chamber of Commerce, Tokyo, whoinformed us that you are in the market for PersonalComputers. We are one of the largest computer manufacturers in our country andhave handled with various kinds of the products for about 10 years.We approach you today in the hope of establishing businessrelations with you and expect, by our joint effects, to enlarge ourbusiness scope. In order to acquaint you with our business lines, we enclose a copyof our illustrated catalogue covering the main items suppliable atpresent. If you are interested in any of the items, please tell usby fax. We'll give you our lowest quotations and try our best tocomply with your requirment. Our customers are always satisfied with our products and theservice after sale. And we believe that you will be so too, after we do businesstogether. Our bankers are the Bank of Tokyo, Japan. They can provide youinformation about our business and finances. We are looking forward to your early reply. Yours faithfully, Notes 1.the chamber of commerce 商会 In almost every town or city of the western countries, there is achamber of commerce. It is an organization of businessmen. One ofits tasks is to ge business information and to find new businessopportunities for its members. 2.manufacturer n. 制造商，厂商 manufacture v. n. 制造（品），制造业 manufactured article 人工制品 manufactured goods 制成品 manufactured products 工业产品 of Chinese (home, foreign) manufacture 中国（本国，外国）制造的 Chinese manufactures=Chinese makes 中国制品 silk manufactures 丝制品 the textile manufacture 纺织业 manufactory n. 制造厂，工厂 a hardware manufactory 五金工厂 3.approach v.t. 与...接洽（和contact同义，但被动语态用approach较多） Please approach (contact) them again. 请再与他们联系。 We have been approached by several buyers for the supply ofwalnuts. 已有好几家买主向我们联系核桃的供应。 4.joint effect 共同努力 5.covering the main items suppliable at present包括我方目前能够供货的主要项目。 6.comply with 依照，符合 We hope you will be able to comply with our request.希望你方能按我方要求办理。 in compliance with 依从...；按照... Please make us a firm offer in compliance with our request.请按我们要求发实盘。 7.service after selling 售后服务 8.our bankers are...我方银行是... |
| 5.Manufacturer Writes to Importer 厂家给进口商的信 Dear Sirs, We owe your name and address to the Chamber of Commerce, Tokyo, whoinformed us that you are in the market for PersonalComputers. We are one of the largest computer manufacturers in our country andhave handled with various kinds of the products for about 10 years.We approach you today in the hope of establishing businessrelations with you and expect, by our joint effects, to enlarge ourbusiness scope. In order to acquaint you with our business lines, we enclose a copyof our illustrated catalogue covering the main items suppliable atpresent. If you are interested in any of the items, please tell usby fax. We'll give you our lowest quotations and try our best tocomply with your requirment. Our customers are always satisfied with our products and theservice after sale. And we believe that you will be so too, after we do businesstogether. Our bankers are the Bank of Tokyo, Japan. They can provide youinformation about our business and finances. We are looking forward to your early reply. Yours faithfully, Notes 1.the chamber of commerce 商会 In almost every town or city of the western countries, there is achamber of commerce. It is an organization of businessmen. One ofits tasks is to ge business information and to find new businessopportunities for its members. 2.manufacturer n. 制造商，厂商 manufacture v. n. 制造（品），制造业 manufactured article 人工制品 manufactured goods 制成品 manufactured products 工业产品 of Chinese (home, foreign) manufacture 中国（本国，外国）制造的 Chinese manufactures=Chinese makes 中国制品 silk manufactures 丝制品 the textile manufacture 纺织业 manufactory n. 制造厂，工厂 a hardware manufactory 五金工厂 3.approach v.t. 与...接洽（和contact同义，但被动语态用approach较多） Please approach (contact) them again. 请再与他们联系。 We have been approached by several buyers for the supply ofwalnuts. 已有好几家买主向我们联系核桃的供应。 4.joint effect 共同努力 5.covering the main items suppliable at present包括我方目前能够供货的主要项目。 6.comply with 依照，符合 We hope you will be able to comply with our request.希望你方能按我方要求办理。 in compliance with 依从...；按照... Please make us a firm offer in compliance with our request.请按我们要求发实盘。 7.service after selling 售后服务 8.our bankers are...我方银行是... |
