1、6貿易函電是貿易實務中最為重要的環(huán)節(jié)之一，POCIB對函電的要求也較高，并且在評分中非常重要，會有老師定期人工批改大家的函電，請大家注意以下幾點：1、選擇正確的“業(yè)務種類”，明示標題。2、選擇合適的貿易函電格式書寫函電，如齊頭式、縮進式、混合式等。3、全部使用英文撰寫，要求語言簡潔、流暢，無語法和拼寫錯誤。切忌在函電 中使用中文。4、盡量使用自己組織的語言書寫函電，不允許直接使用百科中范例中的語句。5、磋商內容清晰完整，包含必要的磋商要素如：品名、規(guī)格或質量要求、數(shù)量、 包裝、價格、付款方式、運輸方式、裝運時間、裝運港、目的港、保險條款等。(具體可參考發(fā)盤。)6磋商過程中有多次議價過程或英文函

2、電寫作文采較好都能夠得到相應加分。一、建立貿易關系(Set new busi nessrelati on ship)建立貿易關系,可以通過多種途徑，比如通過駐外機構、國外商會、同業(yè)商行、銀 行、出國訪問、商品交易會、報紙廣告、市場調查等等。建立貿易關系的信函 要寫得誠懇、熱情、禮貌、得體，并將寫信人的意圖清楚地敘述完整，給對方留下 深刻地印象，使其愿意與你交往。范例一：20 July 2011PIVOT TRADING COMPANYM.605,HEWLETT CENTRE,54 HOI YUEN RD.KWUN TONG,KLNDear Sir:We un dersta nd from yo

3、ur in formatio n posted on www.P that you are in themarket for textiles. We would like to take this opport unity to in troduce our companyand products, with the hope that we may work with Bright Ideas Imports in the future.We are a joint venture specializing in the manufacture and export of textiles

4、. We haveen closed our catalog, which in troduces our compa ny in detail and covers the mainproducts we supply at prese nt. You may also visit our ,which in cludes our latest product line.Should any of these items be of interest to you, please let us know. We will be happyto give you a quotati on up

5、on receipt of your detailed requireme nts.We look forward to recei ving your enq uires soon.Yours faithfullyAaro nPNG LAND HOLDING7TH FLOOR,FLAT C,HIGHLAND MANSION,CAUSEWAY BAY范例二：15 May 2011SHAWSPENCER INTERNATIONAL PLCVALE HOUSE, 34-38 VALE ROAD,BUSHEY HERTFORDSHIREDear Sir:Inq uiries regard ing o

6、ur new product, the FANCY SOAP, have bee n coming in fromall parts of the world. Reports from users confirm what we knew before it was put onthe market that it is the best FANCY SOAP. Enclosed is our brochure.Look ing forward to recei ving your enq uires soon.Yours faithfully BartHANS & TONY COMPANY

7、 LTD.FLAT D,12TH FLOOR,YEUNG YIU CHUNG (NO.8) IND.BLDG.,NO.2O WANG HOIROAD,KOWLOON BAY,KOWLOON范例三：25 June 2011Nipp on LifeRoom 201, No. 34, La ne 125, XiKa ng Road.Dear Sirs:We have your name and address from the www.P that you are in the marketfor textiles. We take this opportunity to write to you

8、with a view to set up friendbusiness relations with you.We are a state-owned company dealing specially with the export of tablecloth. We arein a position to accept orders according to the customers spmples.In the customersspmples,request about the assorted pattern, specification and package of the n

9、eededgoods can be indicated particularly.In order to give you a gengral idea of various kinds of the table-cloth we are handling,we are airmailing you under separate cover our latest catalogue for your reference.Please let us know immediately if you are interested in our products. We will send youou

10、r price list and sample to you as soon as we receive your specific inquiry.Looking forward to your early reply.Yours faithfullyKisMEMPHIS FOR IMPORT & EXPORT127, MASR & ALSOUDAN AT.,TOWER (C) 4TH FLOOR CAIRO范例四:15 May 2011 GOODSTONE CENTURY INC.64-03,UTOPIA PKWY,FRESH MEADOWS,NY 11365Dear Sirs：We ha

11、ve obtained your address from the www.P that you are in the marketfor textiles,and are now writing you for the establishment of business relations.We are very well connected with all the major dealers here of Shoes Products, andfeel sure we can sell large quantities of Chinese goods if we get your o

12、ffers atcompetitive prices.As to our standing, we are permitted to mention the Bank of France, Paris, as areference.Please let us have all necessary information regarding your products for export.Yours faithfullyAemWINCDITY (AUSTRALIA) CO PTY LTD2 GREEN GUDLY CLOSE,KEILOR DOWNS,VIC范例五：5 JUNE 2011ORD

13、TRON CANADA INC26 FORBES CRES MDRKHAM, ON.Gen tleme n:We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willi ng to establish bus in ess relations with us.We have been importers of shoes for many years. At present, We are interested

14、inextending our, range and would appreciate your catalogues and quotatio nsf yourprices are competitive we would expect to tran sact a sig nifica nt volume of bus iness.We look forward to your early reply.Yours faithfullyjillWINNANG SKY(ASIA) LIMITEDUNIT 908, 9F,NEW EAST OCEAN CENTER,9 SCIENCE MUSEU

15、MROADTSIMSHATSUI EAST HANGKANG返回頁首二、詢盤(Inquiry )又稱詢價，是交易的一方向對方探詢交易條件，表示交易愿望的一種行為。詢盤 多由買方作出，也可由賣方作出，內容可詳可略，可以是只詢問價格，也可以是 詢問其他一項或幾項交易條件，主要是商品的價格、包裝、交貨期、付款方式等, 以致要求對方向自己作出發(fā)盤。詢盤的內容詢盤應簡潔、清楚、禮貌。詢盤對交易雙方無約束力范例一:20 March 2011 NEXTWEAR,INC.Room 403, No.37,A streetTianjin, ChinaDear Sir or Madam:Messrs Johns a

16、nd Smith of New York inform us that are exports of all cottonbed-sheets and pillowcases. We would like you to send us details of various ranges,including sizes, colors and prices, and also samples of the different qualities ofmaterial used.We are large dealers in textiles and believe there is a prom

17、ising market in our area formoderately priced goods of this kind mentioned.When quoting, please state your terms of payment and discount you would allow onpurchases of quantities of not less than 100 dozen of individual items. Price quotedshould include insurance and freight to London.Yours faithful

18、lyCarlCoapaq CampanyFloor 4, 6 South Zunyi Rd., Hongqiao Friendship Shopping Mall.范例二:21 June 2011NAssau MAtAr Co., LtdNo. 272, BayA RoadNEW YORK, USADear Sir:Seeing your ad in“POCIB”we become interested in your WOMENS PYJAMAS.Please quote us for the supply of the items listed on the enclosed query

19、form and giveyour prices C.I.F. Shanghai. It would be appreciated if you include your earliestdelivery date, terms of payment, and discounts for regular purchases.Yours faithfullyTony Smith Groupe AuchanRoom 1403, No. 45, reer Residential Quarter, Begde District,U.S.A范例三:1 January 2011Novartis Co.,

20、LtdP.O.BOX 21A,STRATHFIELD SOUTH NSW 2136 SYDNEYDear Sir:In your letter of December 31, 2010, we got your enclosed price list and catalogue; wefound that one of your goods is to our satisfaction, so we are now post its picture backto you. Would you please inform us in detail its price, terms of paym

21、ent and terms ofshipment? We hope you would quote us the most reasonable price. As we have alarge population here, if the goods are sold well, we are sure to place regular orderswith you.Yours faithfullyDavidViacom Co., LtdRoom 2203, No. 7 xader District.范例四:20 March 2011Gentle Credit Investment Co.

22、, Ltd91A MANDOON RD.,GIRRAWEEN 2145 NSWDear Sir:We are interested in buying large quantities of HAND SAW in all sizes. We would beobliged if you would give us a quotation per kilogram CFR Liverpool, England. Itwould also be appreciated if you could forward samples and your price-list to us.We used t

23、o purchase these products from other sources. We may now prefer to buyfrom your company because we understand that you are able to supply largerquantities at more attractive prices. In addition, we have confidence in the quality ofyour products.We look forward to hearing from you by return E-mail.Yo

24、urs faithfullyEvanAbey Co., Ltd#324 KING ST.NEWTOWN范例五:20 March 2011ITOCHU AUSTRALIA LTD. SYDNEY OFFICELEVEL 29 GROSVENOR PLACE 225 GEORGE STREET SYDNEY, N.S.W.Dear Zhang Min:We learn from our trading partner John & Son Corporation that you are a leadingimporter and exporter of Arts & Crafts in your

25、 country. We take this opportunity toapproach you in the hope of establishing business relations with you and making anenquiry.We are an importer and exporter of Arts & Crafts in Australia with more than 30 yearsof trading experience in this circle.At present, we are very interested in your embroide

26、red table cloth and shouldappreciate your sending us the latest illustrated catalogues and price lists.If your prices are competitive, we will place bulk orders with you.We look forward to receiving your early reply.Yours sincerely,Kenneth KingSANTONA IMPORT & EXPORT LTD.RM.1213,12/F.,HOUSTON CENTRE

27、,63 MODY ROAD,TSIMSHATSUIEAST,KOWLOON范例六:Dear Sirs:20 May 2011Gentle Credit Investment Co., LtdRoom 403, No. 37, Suta ng Reside ntial Quarter, BaiShan DistrictTianjin, ChinaWe tha nk you for your letter of May 3 and shall be glad to en ter into bus in ess relations with you.We have see n your brochu

28、re and are in terested in Gree n Tea Extract and Porcela inTea Set No.TSMOOI. We shall be pleased if you will ki ndly send us samples and allthe n ecessary in formati on regard ing these two products.Mean while, please quote us the lowest price, CIF Liverpool, stat ing the earliest dateof shipment a

29、nd the minimum quantity.Should your price be competitive and date of shipme nt acceptable, we intend toplace a large order with you.Your early reply will be highly appreciated.Yours faithfullyGavi nJ. MORIYAMA HAIR DESIGN58 UPPER MONTAGU STREET, LONDON返回頁首三、發(fā)盤（Offer ）發(fā)盤函是指賣方在銷售某種商品時，向買方報價、 介紹商品情況。 提

30、出具體的交 易條件（包括商品名稱和規(guī)格、數(shù)量、價格、付款條件、交貨日期、運輸方式和 時間、保險、商檢證書的需求等等）時所寫的一種外貿信函。發(fā)盤有實盤和虛盤之分。實盤是報盤人在規(guī)定的期限內對所提條件的肯定表示，報盤人在有限期內不得隨 意改變和撤回報盤內容，發(fā)盤一經(jīng)買方接受，買賣立即敲定，雙方就有了法律約束 力的合同關系。虛盤是報盤人所作的非承諾性表示，附有保留條件,如“以我方最后確認為準（subject to our final con firmati on） ”等。發(fā)盤要包含所有的具體交易內容，尤其是實盤要全面準確 發(fā)盤的具體內容包括：1.價格條款，例如：包含幣別、金額、計量單位、貿易術語等4

31、個要素。Unit Price :USD 59 PER PC CIF NEYAGO2.品名，包含商品編號和名稱。忌注：在POCIB中一筆合同只能包含至多3個商品，而且要是同一類別的 例如：Product: No.25003 24K Gold Decoration3.規(guī)格或質量要求，有兩種表示方法：一是文字說明；二是以樣品實物表示 例如：Description:24K Pure gold, Scape: 24.5CM, Flowers in diameter: 6.5CM, Leaves:6CM, Gold Weight: 1g, Packagi ng: 1pc/box, 10boxes/cart

32、on Quality: As per samplesNo.2662 submitted by seller on March 10, 2011.4.數(shù)量：欲交易的或是最終合同的交易貨物數(shù)量 例如：QUANTITY:100 PCS 5包裝：根據(jù)貨物的特點明確包裝方式。 例如：Pack in g:1pc/box, 10boxes/cart on6.付款方式：根據(jù)交易國家和自身的情況選擇適合的付款方式 例如：Payme nt: T/T AT SIGHT7.運輸方式：選擇適合商品的運輸方式。 例如：Mea ns of tran sport: BY AIR8.有效期：明確該發(fā)盤的有效時間或在將來的某個時

33、間點前截止 例如：This quotatio n is valid for 3 days.9.裝運時間：確切告知對方貨物出運時間。 例如：Shipme nt: With in 2 weeks of recei ving L/C10.裝運港：出口國所在國家港口 例如：Port of Shipme nt: Nagoya11.目的港：進口商所在國港口 WE HEREBY INFORM YOU THAT THE GOODS UNDER THE ABOVEMENTIONED INVOICE HAVE BEEN SHIPPED.THE DETAILS OF THESHIPPMENT ARE AS FOLL

34、OWS:Product No: 23001Product: RAW SUGARDescriptio n: Net Weight: 50KG, Quality Grade: Premium, Packed in PP woven bagUnit Price :USD 500 PER mt CIF NEWYORKQUANTITY:10mtAMOUNT:USD5000Quality: As per samples 7555 and 7238 submitted by seller on JAN 3, 2011.Payme nt: By 30 days L/CPacki ng: 0.05MT/ BAGMea ns of tran sport: BY SEASHIPPING MARK:RAW SUGARU.S.AC/NO. 1-200MADE IN CHINAPort of Shipme nt:SHANGHAIPort of Dest in atio n:NEWYORKDATE OF SHIPPMENT:ja n.10.2011VESSELS NAME: DANVBHVM/S009B/L NO: CGLSHA 0303011NAExpected Time of Delive