對(duì)外貿(mào)易函電簡(jiǎn)要商務(wù)信函的基礎(chǔ)知識(shí)（一）商務(wù)信函的特點(diǎn)和原則Features&Principles商務(wù)信函是商務(wù)活動(dòng)中企業(yè)與企業(yè)之間溝通信息的重要工具，它不僅具有一般信函的特點(diǎn)，同時(shí)又與商務(wù)活動(dòng)密切相關(guān)，里面會(huì)用到一些商務(wù)術(shù)語(yǔ)，另外在內(nèi)容和結(jié)構(gòu)方面又和普通信函存在明顯的不同。因此，撰寫人必須充分注意歸集商務(wù)活動(dòng)對(duì)于商務(wù)信函的特殊要求。目前，商務(wù)信函一般遵循“五C原則”（FiveC’sPrinciples），即Correct（正確）、Clear（清楚）、Concise（簡(jiǎn)潔）、Complete（完整）、Courteous（禮貌）。1、Correct（正確）一封商務(wù)信函在各個(gè)方面應(yīng)該都是正確的，包括格式、語(yǔ)法、拼寫、術(shù)語(yǔ)應(yīng)用等等。錯(cuò)誤的內(nèi)容不僅會(huì)造成雙方的誤解，導(dǎo)致貿(mào)易糾紛，還會(huì)給公司形象帶來不良影響，傷害公司信譽(yù)。舉例說明常見的不規(guī)范錯(cuò)誤：Dearsirs,正確：DearSirs,錯(cuò)誤：No.213,MaylandRoad正確：213MaylandRoad,錯(cuò)誤：Thisgoodsishigh.正確：Thisarticle(item)ishighinprice.錯(cuò)誤：Wearesatisfiedwiththequalityofthegoodsyoushippedtous.正確：Wearesatisfiedwiththequalityofyourshipment.錯(cuò)誤：Weshalldeductthisamountfromyouracount.\正確：Weshalldebityouraccountwiththisamount.2、Clear（清楚）商務(wù)函電所述問題務(wù)必清楚明白，不可令人產(chǎn)生誤解，句子不能帶有歧義，否則會(huì)帶來嚴(yán)重后果。在實(shí)務(wù)工作中，由于函電導(dǎo)致的糾紛屢見不鮮。常見例子如下：歧義：Wehaveacceptedyourproposalinyourlastletter.清楚：WehaveacceptedyourproposalinyourletterdatedMay3rd.歧義：Wearegaldtotellyouthatwehaveshippedyourorder.清楚：WearegladtotellyouthatwehaveshippedthegoodsasperyourorderNo.231.歧義：Thecreditwillremainvaliduntiltheendofthismonth.清楚：ThecredirwillremainvaliduntilMay31st,2008.3、Concise（簡(jiǎn)潔）商務(wù)函電所述問題要直截了當(dāng)。簡(jiǎn)明扼要，避免拐彎抹角，負(fù)責(zé)會(huì)給人一種啰嗦的感覺，也會(huì)造成誤會(huì)，使對(duì)方不能明白你的本意。4、Complete（完整）函電中要把需要說明的事件全面交代清楚、敘述問題有始有終，切忌有頭無尾。一個(gè)問題說明之后，與此相關(guān)的問題最好也能做出相應(yīng)說明，減少雙方來回確認(rèn)的次數(shù)，提高效率。原句：Yourorderfor500m/tsSodaAshhasbeenshippedonboardthevessels.s.”Victoria”onJuly5th.修改：Yourorderfor500m/tsSodaAshhasbeenshippedonboardthevessels.s.“Victoria”onJuly5thunderB/Lno.xxxxxxxxxx.ThesaidvesselistoleavefordestinationonJuly8thandwillarriveonJuly25th.5、Courteous（禮貌）禮貌是商務(wù)函電的重要特征，對(duì)于增進(jìn)買賣雙方的感情、實(shí)現(xiàn)預(yù)期目的具有非常積極的作用。我們來比較一下下面幾組句子在語(yǔ)氣上的不同：不禮貌：Youarerequestedtoshipourorderwithoutanydelay.禮貌：Yourpromptshipmentofourorderwillbehighlyappreciated.不禮貌：Weinsistonyourimmediatepayment.禮貌：Wearecountingonreceivingyourremittancesoon.除了上面介紹的幾個(gè)原則之外，撰寫商務(wù)信函是還有一些小問題需要加以注意：盡量多使用第二人稱，就是所謂的”YouAttitude”。第二人稱會(huì)讓對(duì)方感覺你時(shí)時(shí)把對(duì)方放在第一位，對(duì)于增進(jìn)雙方的關(guān)系大有幫助。使用第一人稱：Wehavedispatchedyourorderyesterday.使用第二人稱：Yourorderhasbeendispatchedyesterday.使用第一人稱：Wearelookingforwardtoyourearlyreply.使用第二人稱：Yourpromptanswerwillbeappreciated.盡量使用積極的口氣，能讓人產(chǎn)生信心，化解不滿意的事情，淡化一些不愉快的問題。消極：WearesorrytoinformyouthatwecannotshipyourorderbecausewehavenotreceivedyourL/C.積極：WeshallbegladtoshipyourorderuponreceiptofyourL/C.消極：Wearesorrythatwehavedelayedtheshipmentofyourorder.積極：Wesincerelyhopethatthisdelayhavenotinconveniencedyoutoomuch.(二)格式和結(jié)構(gòu)一般商務(wù)信函的基本格式實(shí)務(wù)中常用的信函格式主要采用兩種，一種叫做平頭式(FULLBLOCKFORM)，另一種叫縮行式(INDENTEDFORM)。（1）平頭式（FULLBLOCKFORM）這種格式要求所有內(nèi)容在開頭時(shí)第一個(gè)字母都要緊靠左邊第一格，沒有空格。這種格式最常用在英國(guó)以及英聯(lián)邦國(guó)家，但是現(xiàn)在也越來越多地被使用。（2）縮行式(INDENTEDFORM)縮行式是被廣泛采用的信函格式，要求信函的題目居中，每段開頭第一格字母前必須有空格，落款寫在正文的右下方等等。但是需要注意的是，地址部分一般還是采取平頭式書寫。舉例如下：ThePurchasingManagerABCcompany222HightowerBoulevard,PrinceU.S.A.June28,2008TianjinDearSirs,SUBJECT:SupplyofVariousChemicalsWewouldliketointroduceourcorporationasthelargesttradingcompanyinthefieldofchemicalsthroughoutChina.WecometoknowthatyouarenowpurchasingXXXXfromChina.Wetakethelibertytoseewhetherthereissomebusinesspossibilitybetweenus.Pleaseletushaveyourspecificinquirysothatwecouldgiveyouourquotation.Yourpromptandfavorablereplywillbehighlyappreciated.Verytrulyyours,(Signature)常用函電的格式（傳真和E-MAIL）由于現(xiàn)代辦公用品的廣泛應(yīng)用以及互聯(lián)網(wǎng)的普及，商務(wù)函電更多的采取傳真和電子郵件的方式進(jìn)行傳遞，實(shí)務(wù)中函電也就自然帶有上述兩種方式的特點(diǎn)，傳統(tǒng)的函電格式被簡(jiǎn)化。一般來說，一個(gè)公司對(duì)外發(fā)出的傳真都是打印在格式相對(duì)固定的傳真紙上對(duì)外發(fā)出，所以一般來說信頭部分可以省略，只要列明雙方的傳真號(hào)碼，信函內(nèi)容基本和上面提到的格式相同。此外，E-Mail目前被更加廣泛的應(yīng)用，具有快速、簡(jiǎn)單、節(jié)省費(fèi)用等一系列優(yōu)點(diǎn)，我們要注意的是，在使用E-Mail的時(shí)候，一定要寫明事件標(biāo)題，這對(duì)我們每天大量處理來往郵件的過程中能夠清晰明了，在查詢的時(shí)候也會(huì)簡(jiǎn)單的多。商務(wù)函電的結(jié)構(gòu)(LayoutofBusinessLetters)商務(wù)函電的格式可以各自不同，但它們?cè)趦?nèi)容結(jié)構(gòu)上大體是一樣的。主要構(gòu)成部分簡(jiǎn)單介紹一下：信頭LetterHead信頭指信紙的頂端上部印有公司名稱、地址、電話、傳真、E-mail等內(nèi)容的地方。SINOCHEMTIANJINCORPORATION58NANJINGROAD,P.R.CHINATEL:+86-22-23146216FAX:+86-22-23146215E-MAIL:chemicals@(2)日期Date一般日期表在函電的右上方。格式分為兩種，一種是英國(guó)式，比如25thOctober,2007；另一種是美國(guó)式，比如October25,2007。寫信是可以考慮不同的收信人分別使用。(3)參考號(hào)ReferenceNo.我們可以看到，一般國(guó)外來函中大都列明一個(gè)參考號(hào)，以備查。我們現(xiàn)在很少列明參考號(hào)，一旦出現(xiàn)問題，來往函電的連續(xù)性就會(huì)被打折扣，所以要特別注意?，F(xiàn)在，我們可以使用訂單號(hào)、合同號(hào)、發(fā)票號(hào)等等作為參考號(hào)，既實(shí)用又方便。（4）封內(nèi)地址InsideAddress指的是函電正文左上方關(guān)于收信人的具體資料。一般由職務(wù)、姓名、部門、公司名稱和地址等信息組成，格式上一般采取平頭式。（5）稱呼Solution信的開頭一般必須有一個(gè)禮貌的稱呼。指名的信件可以直接寫Mr.Smith、Mr.Lee等。如果寫給一個(gè)公司的不確定人或機(jī)構(gòu)，一般使用DearSirs、DearGentlemen等。（6）主題SUBJECT商務(wù)函電習(xí)慣于在正文的上方使用一個(gè)主題，這樣可以吸引收件人的注意力，突出函電的中心內(nèi)容。注意：使用主題的函電只能是內(nèi)容比較單一的，如果函電中要說明很多內(nèi)容，就不要使用主題，避免引起誤會(huì)。（7）正文Bodyoftheletter正文是函電的最重要部分，一定要遵循上面說過的5C原則。（8）結(jié)尾問候語(yǔ)ComplimentaryClose上午函電的結(jié)尾問候語(yǔ)分為很多種，大致列舉如下。Verytrulyyours,Yoursverytruly,Yoursfaithfully,Faithfullyyours,Yourssincerely,Respectfullyyours,Verytrulyyours,VeryCordiallyyours等都是一些比較正規(guī)的說法；Sincerelyyours,Cordially,Yourstruly以及Yours都是一些在比較熟悉的人之間使用的說法，一把用在非正式場(chǎng)合。（9）簽名Signature商務(wù)函電中（信函和傳真），一般都要在最后出現(xiàn)寫信人的親筆簽名，簽名處還應(yīng)打印出簽名人的名字。建立業(yè)務(wù)關(guān)系建立業(yè)務(wù)聯(lián)系是我們?nèi)粘９ぷ髦凶钪匾牟糠种?，而函電則是聯(lián)系的最常用手段。一般情況下，進(jìn)出口雙方可以通過以下渠道來取得相互之間的了解：銀行（BANK）商會(huì)（CHAMBEROFCOMMERCE）商務(wù)參贊處（COMMERCIALCOUNSELOR’SOFFICE）交易會(huì)和展覽會(huì)（EXPORTCOMMODITIESFAIRS&EXHIBITIONS）廣告（ADVERTISEMENT）商業(yè)目錄（TRADEDIRECTORY）其他在外貿(mào)實(shí)務(wù)中，給新客戶寫信是建立業(yè)務(wù)關(guān)系的慣例。建立業(yè)務(wù)聯(lián)系的函電一般應(yīng)該涉及以下內(nèi)容：告知對(duì)方我們是如何知道對(duì)方相關(guān)信息的表示出我方與對(duì)方建立業(yè)務(wù)關(guān)系的強(qiáng)烈愿望介紹本公司性質(zhì)、基本業(yè)務(wù)和經(jīng)營(yíng)范圍等說明希望推銷或者購(gòu)買的商品必要時(shí)可向?qū)Ψ教峁┵Y信證明人附公司簡(jiǎn)介、商品目錄、價(jià)目表等等寫作技巧（WRITINGSKILLS）建立業(yè)務(wù)聯(lián)系的函電有以下的寫作步驟和表達(dá)方式：寫作步驟表達(dá)方式1、說明信息來源Yourcompanyhasbeenkindlyintroducedtousby……..Welearnthrough/from….that…..Ontherecommendationof…….2、對(duì)自己公司簡(jiǎn)單介紹Wewishtointroduceourselvestoyouasa……..Ourlinesasmainly…….…….fallwithinourbusinessacivities/scope3、表達(dá)寫信目的Wearewillingtoenterintobusinessrelationswithyou.Weexpressourdesireto…..Wearenowwritingyoufor……Wearearedesirousof…..4、表達(dá)與對(duì)方合作及盡早收到回復(fù)的愿望Welookforwardtoreceiving…..Hopetoreceive…..Yourearlyreplyisappreciated.Weareanticipatingyouranswer.回復(fù)建立業(yè)務(wù)關(guān)系的信函：寫作步驟表達(dá)方式1、感謝對(duì)方的興趣Thankyoufor…..Tahnkyouforyourinterestin….Wehavereceived…..YourletterofJune8hasbeenreceivedwiththanks.2、表示與對(duì)方建立業(yè)務(wù)關(guān)系的興趣Yourwishofestablishingbusinessrelationscoincideswithours.Thisisalsoourdesire.Weshallbeverygladtoenterintobusinessrelationswithyou.3、表示采取進(jìn)一步的行動(dòng)Wearesendingyouourcatalogueandpricelist…Weshallbegladtohaveyourspecificinquiry.函電樣本：DearMr.Johnson,Wehaveobtainedyourname&addressfromInternetandarenowwritingtoyoufortheestablishmentofbusinessrelationsWeareverywellconnectedwithallthemajormanufacturershereofchemicalmaterials,andfeelsurewecanbecapablesupplierifwegetyourinquiries.Pleaseletushaveallnecessaryinformationassoonaspossible.Yoursfaithfully,關(guān)鍵詞匯：benefitdealencloseinformline實(shí)用例句：Wetakethelibertytointroduceourselvesasexportersofsilkpiecegoods,whichwehavebeenexportingtoEuropeandJapan.Wearespecializedintheabovebusinessandrecallthatmanyyearsago,considerablebusinesswasdonewithyourcountryonsuchitems.Weshallbegratefulifyouwillletusknowwhetheryouareinterestedintheaboveitems.Togiveyouageneralideaofourproducts,weencloseaco,pletesetofleafletsshowingvariousproductsbeinghandledbyourcorporationwithdetailedspecificationsandmeansofpacking.Youwillbeinterestedtoknowthatforover50yearswehavebeenengagedinmanufanturingelectronicmachineryofallspecificationsandexportingthemtousersallovertheworld,enjoyingagoodreputation.ThankyouforyourfaxnessagedatedJuly25,inwhichyouexpressedyourwillingnesstoenterintobusinessrelationswithus.WearewritingtoyouatthesuggestionofourCommercialCounselor’sOfficeoftheEmbassyinyourcountry.Weavailoueselvesofthisopportunitytowritetoyouandseeifwecanestablishbusinessrelationswithyou.Wearewillingtoenterintobusinessrelationswithyourfirmonthebasisofequality,mutualbenefitandexchangingwhatonehasforwhatoneneeds.詢盤及回復(fù)Enquiries&Replies交易磋商（BusinessNegotiation）是國(guó)際貿(mào)易業(yè)務(wù)中作重要的環(huán)節(jié)，一般程序分為“詢盤”、“發(fā)盤”、“還盤”和“接受”四個(gè)環(huán)節(jié)。詢盤（Enquiry）又稱詢價(jià)，是指買方或賣方想對(duì)方詢問以價(jià)格為中心的各種相關(guān)的交易條件，包括一般詢價(jià)（GeneralEnquiry）和具體詢價(jià)(SpecificEnquiry)。詢盤必須簡(jiǎn)短、具體、有禮貌并且合理。而對(duì)詢盤的回復(fù)，則應(yīng)迅速、客氣，并能對(duì)對(duì)方有所幫助。寫作技巧（WritingSkills）詢盤的函電有以下的寫作步驟和表達(dá)方式：寫作步驟表達(dá)方式1、說明信息來源YournamehasbeengiventousbytheChamberofCommerce……YourfirmhasbeenrecommendedtousbyABCCorp.withwhomwehavedonebusinessformanyyears.Mr.JohnsonofABCCorp.hasgivenusyournameassoleagentfor….2、說明擬采購(gòu)商品Weareconsideringthepurchaseof…..Weareinterestedinimportingsnookertablesbutweneedtohavefurtherdetailsofthecostbeforemakingafinaldecision.Weareregularbuyersofmen’sknitwear.3、請(qǐng)求對(duì)方寄送目錄貨樣品Willyoupleasesendusyourillustrated/latestcatalogueandprice-list?Wewouldliketoreceiveacopyofyourlatestcatalogueandfulldetailsofyourexportpricesandtermsofpayment,togetherwithsamples.Kindlyletushaveadescriptionof……4、強(qiáng)調(diào)對(duì)方報(bào)價(jià)應(yīng)合理和具有競(jìng)爭(zhēng)力Ifyourquotationisreallycompetitive……Providedpricesareright.Ifyourproductsandtermscomparefavorablywiththoseofothersuppliers,weshallsendyouanorder.5、詢問對(duì)方所能給的折扣，寫清你方能接受的支付條件和期望的交貨時(shí)間等Wewouldliketoknowifyouallowdiscount.PleaseletushaveyourlowestFOBprices,togetherwithyourtermsofbusiness,andstateyoursoonestdeliverydate.Werequirethegoodsdeliverywouldbeeffectedwithinsixweeksoforder.6、表示訂購(gòu)貨物的可能性WillyoupleaseletusknowbyApril4sothatwecanplaceourorderpromptly?Pleaseletusknowbyreturnwhetheryouwouldbeinterestedinsuchanorder.回復(fù)詢盤的函電有以下的寫作步驟和表達(dá)方式：寫作步驟表達(dá)方式1、感謝對(duì)方的詢價(jià)Manythanksforyourenquiryof….Thankyouforyourenquiryandforyourinterestinourproducts.Wethankyouforyourenquiryof…….2、表示很高興附寄….給對(duì)方Wearepleasedtoenclose…..Wehavepleasureinenclosing…..Wearesendingyouourlatestprice-listandcatalogue.3、說明能提供商品的詳細(xì)信息及優(yōu)點(diǎn)Weareconfidentyouwillfindourproductsthefinestonthemarketandconsiderablybetterthanthoseofourcompetitorswhosupplyyourmarketatpresent.Thespecimenssentwillconvinceyouoftheexcellentqualityofourmedicalinstruments.4、表明報(bào)價(jià)的合理性并說明報(bào)價(jià)期限Thisisthemostfavorableofferwecanmakeandyouwillagreethatnoneofourcompetitorscanequaltheseterms.PriceisvaliduntilDec.31.Subjecttobeingunsold.5、闡明所能接受的付款條件和可能的交貨期Ourtermsofpaymentarecashondelivery.Weshouldrequirepaymentbyirrevocableletterofcredit.Wecanusuallydeliverwithinthreeweeksofreceivinganorder.6、希望客戶對(duì)報(bào)價(jià)滿意并能盡快收到訂單等Wehopeyouwillfindourquotationsatisfactoryandlookforwardtoreceivingyourorder.Welookforwardtodoingbusinesswithyou.函電樣本：詢價(jià)DearSirs,WehavebeeninformedbytheBnakofUSCommerce，NewYork,thatyouareoneoftheleadingexportersoftextilesinChina,andthatyouwishtoexportpuresilkgarmentstoourmarket.Youwillbepleasedtonotethatourcorporationisoneoftheleadingimportersoftextileproducts,havingover30years’historyandhighreputation.Weshallbegladtogiveyouconsiderableorders,ifthequalityofyourproductsisfineandthepricesaremoderate.Wewouldbeobligedifyouwillsendussomesampleswiththebesttermsatyourearliestconvenience.Yoursfaithfully,回信DearSirs,WetakepleasuretoacknoledgereceiptofyourletterofJanuary20,fromwhichwelearnthatyouareinterestedinbringingsilkgarmentstotheNewYorkmarket.Weareenclosingouequotationsheetcoveringdifferentsizesandcolorsofourpuresilkgarmentsthatcanbesuppliedfromstock.Wearealsoairmailingyoutwodozensamplegarmentsindifferentsizesandcolors.Deliverywillbewithin30daysafteryourplacinganordertous.PaymentofthepurchaseistobeeffectedbyairrevocableL/Catsightinourfavor.Thisofferissubjucttoyourimmediatereplywhixhshouldreachusnotlaterthantheendofnextmonth.Thepricewillprobablybechangedoncethisparticularofferhaslapsed.Yoursfaithfully,關(guān)鍵詞匯：competecreditregularcompare實(shí)用例句：WehaveanimporterenquiryforWoolenBlanketsandwouldliketoobtainacatalogue,price-listtogetherwiththesamplesassoonaspossible.Youradintoday’sChinaDailyinterestsusandwewillbegladtoreceivesampleswithyourlowestprices.WeshouldbemuchobligedifyoucouldquoteusthebestCIFC5%Shanghaiandindicatetherespectivequantitiesandvarioussizesthatyoucouldsupplyforpromptshipment.Thisisreallythemostfavorableofferwecanmake,andwearesurethatyouwillbepleasedtoacceptouroffer.Pleaseletusknowonwhattermsyoucansupplytheabovegoods.Thepriceofrawmaterialhasgoneupsteadilyinrecentthreemonth,butwehavenotraisedourquotation.Asitisthecase,wedonotmakeanydiscount.Ifyouareinapositiontomeetourdemang,weahllplacealargesumorderfromyou.Thoughthequalityofyourproductissatisfactorytous,yourquotationisnotquiteinlinewiththepresentmarket.Wehavemuchpleasureinenclosingaquotationsheetforourproductsandtrustthattheirhighqualitywillinduceyoutoplaceatrialorder.還盤和接受Counter-offerandAcceptance在接到發(fā)盤時(shí)，受盤人必須對(duì)報(bào)盤內(nèi)容進(jìn)行認(rèn)真研究。如果覺得價(jià)格或其他條件不能接受，可以拒絕接受或者向發(fā)盤人提出建議，稱為還盤。還盤既是建議又是對(duì)發(fā)盤人提出的新發(fā)盤。交易磋商的過程就是不斷的發(fā)盤和還盤，最終雙方達(dá)成一致。還盤函電應(yīng)注意以下幾點(diǎn)：對(duì)發(fā)盤表示感謝對(duì)由于某種原因無法接受發(fā)盤表示歉意對(duì)發(fā)盤的內(nèi)容也就是己方所希望達(dá)到的交易條件提出建議希望對(duì)方能夠接受己方提出的建議如果受盤人認(rèn)為可以接受發(fā)盤的全部?jī)?nèi)容和條件，那么就可以向發(fā)盤人確認(rèn)，即為接受，也稱為承諾。有效接受具備一下條件：接受只能有受盤人作出接受必須是無條件的，完全同意發(fā)盤中提出的各項(xiàng)交易條件接受的方式必須符合發(fā)盤的要求接受必須在發(fā)盤規(guī)定的有效期內(nèi)作出還盤函電的寫作技巧WritingSkills寫作步驟表達(dá)方式1、對(duì)發(fā)盤人報(bào)價(jià)表示感謝Thankyouforyourpromptanddetailedquotation.ThankyouforthesampleyousentinresponsetoourenquiryofJune8.2、表示無法接受發(fā)盤并說明原因Wearesorrytoinformyouthatwecannottakeyouupontheofferasthepriceyouareaskingisabovethemarketlevelhereforthequalityinquestion.Weshouldliketopointoutthatyourchoiceincolorandpatternisverylimitedandtheshadesthatarenowfashionablearemissing.3、對(duì)所希望的交易條件提出建議Maywesuggestthatyoucouldperhapsmakesomeallowanceonyourquotedpricesthatwouldhelptointroduceyourgoodsonthismarket.Weregeretthatyourtermsareunsatisfactoryandunlessyoucanamendthosetermsweshallhavetoplaceorderelsewhere.4、希望對(duì)方能接受還盤的建議Itishopedthatyouwouldseriouslytakeitintoconsiderationandletushaveyourreplyverysoon.Wehopeyouwillconsiderourcounter-offermostfavorable,andfaxusacceptanceatyourearlyconvenience.函電樣本：OFFERDearSirs,WeacknoledgewiththanksthereceiptofyourinquiryofJune5,andarepleasedtomakeyouanofferregardingSODAASH99%Min.atUSD400permetrictonCIFKarachiwithpaymentbyT/TinadvanceorL/Catsight.TheaboveofferisvalidtillJune30,2008.Wecouldeffectshipmentwithin20daysuponreceiptofyourpaymentororiginalL/C.Lookforwardtoreceivingyourconfirmationbyreturnfax/e-mail.Trulyyours,COUNTER-OFFERDearSirs,Wearegaldtohavereceivedyoure-maildatedJune8offeringSODAASHatUSD400/MTCIFKarachi.Inreply,weregrettoinformyouthatyourpriceistoohigh.Someothersuppliersareoffering5%lowerthanyours.Anyway,inaviewtodoingbusinesswithyourcorporation,wewouldliketohaveapriceatUSD385/MTCIFKarachiwithquantityof1000MTS.Itishopedthatyouwouldseriouslytakeitintoconsiderationandletuahaveyourearliestreply.Sincerelyyours,ACCEPTANCEDearSirs,WehavereceivedyourmessagedatedJune11.Itisregretfulforustoseethatyoucutdowntherpicetoosharp.Butregardingourlongtermofbusinessrelationship,wedecidetoacceptyourpriceideaonconditionthatorderquantityis1000MTSatminimumandpaymentbyT/Tinadvance.Sincerelyyours,關(guān)鍵詞匯：acceptcontributeexecuteorderstock實(shí)用例句Youhavenodoubtobservedanupwardtendencyofbeingmaintainedinthepriceofourproducts.Besides,youarealsoawarethattherehasbeenlatelyagreatdemandforthiscommodityintheworldmarket.Ourofferiscompetitive,ascomparedwithothers.Ifyouareabletoacceptthisoffer,pleaseletusknowyouracceptanceimmediately.Ifasubstantialreductioncanbeexpected,wecouldreconsideryourrevisedquotation.Thisisafirmoffer,subjecttothereceiptofreplybyusbeforeApril5th.Wearesurprisedtoseeasteepriseintherpiceofferedbuyou,butthepriceofrawmaterialhasbeenweaksincethebeginningofthisseason.Wearesorrytosaythatasyourpriceistoohigh,wewillhavetomakeourpurchaseelsewhere.Weregrettosaythatthereisnopossibilityofourcuttingtherpicetotheextentyouindicated,i.e.15%.訂單及其履行OrdersandTheirFulfillment訂單是指買方要求賣方按照先前報(bào)盤達(dá)成的交易條件供應(yīng)具體數(shù)量的貨物。很多公司采用有正式編號(hào)的訂貨單，但是有一些公司，尤其是小公司，采用函電方式訂貨。訂單必須準(zhǔn)確、清楚、并經(jīng)過書面形式加以確認(rèn)，一般來說，訂單應(yīng)包括以下內(nèi)容：品名和品質(zhì)價(jià)格和數(shù)量包裝和標(biāo)識(shí)裝運(yùn)地點(diǎn)、日期、運(yùn)輸方式及代理等等付款條件單據(jù)替代品寫作技巧WritingSkills訂單函電的寫作步驟和表達(dá)方式寫作步驟表達(dá)方式1、表明向?qū)Ψ接嗁?gòu)貨物WeareinreceiptofyourfaxofOctober4thandarepleasedtoplaceanorderwithyouforthefollowinggoods.EnclosedpleasefindourOrderNo.B6578for……2、確認(rèn)雙方達(dá)成的交易條件Wewouldliketoconfirmthatpaymentistobemadebuirrevocableletterofcredit.Wewouldliketothankyouforthe30%discountyouallowedus.3、表達(dá)進(jìn)一步合作的冤枉Wewillsubmitfurtherorders,ifthisoneiscompletedtooursatisfaction.接受訂單函電的寫作步驟和表達(dá)方式寫作步驟表達(dá)方式1、對(duì)收到訂單表示高興，并同意訂單條件Wearepleasedtoconfirmyourorderwhichwehaveacceptedontheterms.WeareinreceiptofyourfavorofMay10th,withyourorderforfivepringtingmachines,whichweherewithacknowledgewiththanks.WeacknowledgereceiptofyourOrderNo.6578,andthankyouforyourtrust.2、保證對(duì)訂單迅速、認(rèn)真的處理Weappreciatethebusinessyouhavebeenabletogiveusandassureyouthatyourorderwillenjoyourmostcarefulattention.WearepleasedtosaythatwehavealreadymadeupyourorderNo.9901,andyoumayexpectdeliverywithinthenextthreedays.3、提醒對(duì)方注意其他可能感興趣的商品BesisesSODAASH,wesupplyawiderangeofotherchemicalsandencloseacopyofourcurrentpricelistforyourreference.4、希望今后收到更多訂單Weappreciateyourcooperationandlookforwardtoreceivingyourfurtherorders.拒絕訂單函電的寫作步驟和表達(dá)方式寫作步驟表達(dá)方式1、對(duì)未能滿足對(duì)方要求表示歉意Wearesorrythatthemodelrequiredisnolongermanufactured.Wearesorrythatwemustturndownyourorderaswehavefullorderbooksatpresentandcannotgiveadefinitedatefordelivery.2、如有替代產(chǎn)品，介紹給對(duì)方Wearesorrythatyourorderofmodel678isoutstocknow.Pleaseselectasuitablesubsitutefromtheenclosedcatalogue.3、希望下一次有機(jī)會(huì)合作Weregretthat,owingtoashartageofstocks,weareunabletofillyourorder.Wewill,however,contactyoubyfax/e-mailoncesupplyingimproves.函電樣本接受訂單DearSirs,Re:YourorderNo.456ThankyouforyourorderNo.456for1000metrictonsofSodaAshandwearehappythatyoubecomeoneofourcustomers.Weherebyconfirmyourorderdetailsasfollows:Commodity:SodaAsh99%Quantity:1000metrictonsPrice:USD385perMetricTonCIFKarachiPayment:T/TinadavncePacking:in25kgsnetbagsandinbulkDelivery:within30daysuponreceiptofpaymentThankyouforyouraboveorderandhopethatthiswillleadtoalong-termcooperationbetweenus.Yoursfaithfully,拒絕訂單DearSirs,WewereverygladtoreceiveyourorderNo.890forCitricAcidbut,sinceyouaskedfordeliverybeforeChristmasafirmcondition,deeplyregretthatwecannotsupplyyou.Themanufacturersarefindingitimpossibletomeetsurrentdemandforthisitem.Weourselvesplacedanorderof500M/Tsonemonthago,butwereinformedthatallordersarebeingmetinstrictrotationandthatourowncouldnotbedealtwithbeforethebeginningofJanuary.Wegatherfromourtelephoneconversationthismorningthatyourcustomerscouldnotwaittillthen.Sowehopethatyouwillbeabletoobtainyourneedsfromothersource.Sorryagainfornotgivingyougoodnewsthistime.SincerelyYours,關(guān)鍵詞匯：confirmfavormarketregister實(shí)用例句：Inconsiderationofthisbeingyourinitialorder,wehavedecidedtograntyou3%specialdiscounttostrengthenyourpositionincompetionwithothersuppliers.WehavereceivedyourfaxdatedMay8thalongwithyourproformainvoiceNo.215/7749intriplicateandtakepleasureinplacinganorderwithyouforthesaiditems.WearepleasedtoinformyouthatyourorderNo.456hasbeenacceptedbyourmanufacturer.WeherebyconformacceptanceofyourorderandaresendingyouoursalescontractNo.xxxxxxbyseparateairmailintwoorigianls,oneofwhichpleasesignandreturntousforourfile.Inviewofourheavybookings,wearenotinapositiontocommitourselvestoneworders.Thankyouagainforyourtrialorder,wesincerelyhopeitwillleadtofurtherbusiness.Ifthefirstorderissatisfactorilyexcecuted,weshallplacefurtherandlargerorderswithyouinthefuture.Weareworkingonyourorderandwillkeepyouinformedincourseoftheprogress.Wehopethisorderwillmeetyourimmediateacceptanceandcarefulexecutionasusual.付款Payment對(duì)外貿(mào)易實(shí)務(wù)中，主要采用的付款方式包括信用證(LetterofCredit)、匯付(Remittance)和托收(Collection)。具體分類請(qǐng)參見下表：付款方式詳細(xì)分類信用證(L/C)種類很多，不一一列舉，常用的是跟單信用證（DocumentaryL/C）匯付(Remittance)電匯(TelegraohicTransferorT/T)---最常用的方式信匯（MailTransferorM/T）票匯(DemandDraftorD/D)托收(Collection)付款交單(DocumentsAgainstPaymentorD/P)承兌交單(DocumentsAgainstAcceptanceorD/A)寫作技巧：寫作步驟表達(dá)方式1、提醒對(duì)方貨物備妥或交貨臨近，相關(guān)付款方式對(duì)方尚未有動(dòng)作Inregardto1000m/tsofSodaAshundertheSalesConfirmationNo.456,wewouldliketodrawyourattentiontothefactthatthedateofdeliveryisapproaching,butuptonowwehavenotreceivedyourrelativeletterofcredit.AswehasbookedthevesselforyourorderNo.786onnextFriday,pleaseeffectT/TpaymenttoourbankaccountandletushavetheT/Tcertificateasssonaspossible.Wewouldliketohaveyourbankingdetailssothatwecouldpresentourshippingdocumentsrightaftershipment.2、向?qū)Ψ秸f明及時(shí)開證（付款）的重要性Wewishtoremindyouthatitwasagreedwhenplacingtheorder,thatyouwouldissuetherequiredL/CuponreceiptofourConfirmation.Accordingtothetermsinourcontract,youshouldeffectT/Tpayment30daysbeforeshipmenttoavoidanypossibledelay.3、敦促對(duì)方盡快開證（付款）Asthegoodshavebeenreadyforshipmentforquitesometime,itishopedthatyouwouldtakeimmediateaction,particularlysincewecannotthinkofanyvalidreasonforfurtherdelayingtheopeningofthecredit.Asthedeadlineforpaymentiscoming,pleaseconsultyourbankforthefinalpaymentofourorderNo.786，i.e.D/A60days.4、希望對(duì)方給予合作Yourpromptattentiontothematterwillbemuchappreciated.WeareconfidentthatyouwillgiveuscooperationbyextendinglatestdateofshipmenttoJune10andexpirydatetoJune31asstipulatedintheL/C.函電樣本：DearSirs,WithreferencetothegoodsunderSalesContractNo.66890,wewishtodrawyourkindattentiontothefactthatthedateofdeliveryisapproaching,butwehavenotyetreceivedthecoveringL/Ctodate.PleasedoyourutmosttoexpeditetheL/C,sothatwecouldexecutetheordersmoothly.Inordertoavoidsubsequentamendment,pleaseseetoitthattheL/CstipulationsareinexactaccordancewiththetermsintheContract.Hopetohearfavourablyfromyousoon.Yourstruly,DearSirs,Re:LetterofCreditNo.Ak2764WehavereceivedyourLetterofCreditNo.AK2764fortheamountofUSD385000.00tocoveryourOrderNo.456for1000M/TsofSodaAsh.Thesaidcreditcallsforshipmentonorbeforethe31stofJuly.AstheearlieststeamersailingforyourportistheS.S.PeacescheduledtoleaveXingangonoraboutthe3rdofAugust,itis,therefore,impossibleforustoeffectshipmentatthetineyounamed.Thisbeingthecase,wehavetoaskyoutobesokindastoextendthedtaeofshipmenttill15thofAugustandtheexpirydateaccordingly.Thankyouforyourcooperationandwaitforyouramendmentcopybyreturnfax.Yoursfaithfully,關(guān)鍵詞匯：accountamountcoverissuevaluedueobligeoutstanding實(shí)用例句：WehaveopenedanL/CinyourfavoragainstcontractNo.GF809availablebydocumentarydraftatsixtydays’sight.AccordingtothestipulationofS/CNo.2033,youshouldestablishthecoveringL/CbeforeApril20.WithregardtoL/CNo.xxx,pleaseinstructyourbanktoextendthedatesofshipmentandvaliditytoMay10andMay31respectively.YourL/CNo598stipulatesforaCertificatepfOrigintobexisaedbyyourconsul.Weregretbeingunabletoacceptthisclause.PleaseamendL/CNo.789allowingpartialshipment,sothatwemayeffectshipmentwithoutdelay.WehavesurrenderedtotheBankofChina,Tianjin,thefullsetofshippingdocumentsaccordingtothetermsofyourL/CNo.999.WearepreparedtoacceptpaymentforyourtrialorderonD/Pbasisi.WeregretthatweareunabletoconsideryourrequestforpaymentunderD/Aterms.Consideringthelongbusinessrelationshipbetweenus,weagreetochangethetermsodpaymenttoD/PorD/A.Enclosedwehandyouastatementofaccounttodate,showingabalanceofUSD20,000inourfavor,whichwetrustwillbefoundinorder.包裝、保險(xiǎn)及裝運(yùn)Packing,Insurance&Shipment在對(duì)外貿(mào)易實(shí)務(wù)操作中，這幾項(xiàng)事宜務(wù)必要買賣雙方明確，為避免發(fā)生爭(zhēng)議，最好在往來函電中再次對(duì)合同或訂單內(nèi)容進(jìn)行一下確認(rèn)。寫作步驟表達(dá)方式1、告知對(duì)方寫信的目的WethankyouforyourE-Mailof……Wepleasedtoinformyouthat….2、說明包裝方式等內(nèi)容Wewritetoyouinregardtothepackingof….,andwewouldlikeyoutohavethegoodspackedin……..WeshallpackSodaAshin25kgnetbagsinsteadofin50kgsnetbagsas………3、說明保險(xiǎn)內(nèi)容Pleaseseetoitthattheinsuranceiscoveredfor110%oftheinvoicevalueagainstallrisks&warrisks.4、裝運(yùn)方面的內(nèi)容Asweareinurgentneedofthegoods,wefinditnecessarytostresstheimportanceofmakingpunctualshipmentwithinthevalidityoftheL/C.WefellapologeticthatwereallyhavenowaytomakeshipmentonJuly10,becauseofthebadweather.Wearepleasedtonotifyyouthatthecargohasbeenshippedby……5、結(jié)束語(yǔ)Wedoappreciatethebusinessyouhavebeenabletogiveusandassureyouthatallyourfutureorderswillcontinuetoreceiveourmostcarefulattention.Weshouldbeobligedifyouwouldkindlyunderstandthesituationandyouwouldcomplywithourrequest.函電樣本：DearSirs,Re:SalesContractNo.678WethankyouforyourletterdatedOctober10,enclosingtheaboveSalesContractinduplicatebutwishtostatethatthepackingclauseinthecontractisnotclearenough.Therelativeclauseshouldberead:Packing:seaworthyexportpacking,suitableforlongdistanceoceantransportation.Thegoodsunderthecaptionedcontractshouldbepackedin25kgsnetplasticbags,onemetrictononapallet,and20palletsinoneFCL.Wehavemadeafootnoteonthecontracttotheeffectandarereturningnereinonecopyofthecontract,dulycountersignedbyus.Wehopeyouwillfinditinorderandpayspecialattentiontothepacking.Welookforwardtoreceivingyourshippingadvicesoonandthankyouinadvance.Yoursfaithfully,DearSirs,WerefertoSalesContractNo.21