【www.shanpow.com--简历范文】
商务英语函电一:全套商务英语函电
Letter 1
Self-introduction
Dear Sirs,
Through the courtesy of the Chamber of Commerce in Tokyo, we have learned that you have been supplying the best quality foods all over the world, and we are sure there is a large demand for various exotic foods in our country. We are writing to you in the hope of establishing business relations with you.
We are the largest food trading company in Japan with offices or representatives in all major cities and towns in the country. We have been importing a large variety of foods from Europe and the U.S.A. and consider that we have considerable experience in this field.
A bright prospect for your products in our market is foreseeable, We look forward to hearing from you and assure you of our close cooperation at all times.
Yours faithfully,
Letter 2
Asking to Establish Business Relations
Dear Sirs,
Your letter of November 21 addressed to our sister corporation in Shanghai has been transferred to us for attention. As the items fall within the scope of business activities, we shall be pleased to enter into direct business relations with you. We have learned that you are one of the leading importers and wholesalers of Electric and Electronic Machinery and Equipment in Thailand. We are exporters of the same lines of business, having a business background of some 40 years, and are now particularly interested in exporting to your country Electronic Products of all types.
All kinds of our products are good sellers and worth commendation for their excellent quality. If you are interested in marketing these products at your end, please let us know and we shall be pleased to send you our quotations and sample books upon receipt of your specific enquiries.
We look forward to your favorable reply.
Yours faithfully,
Letter 3
Asking for Catalogues
Dear Sirs,
We owe your name and address to Bank of China, Lagos Branch, through whom we have learnt you are exporters of Chinese Textiles and Cotton Piece Goods. For your information, textiles are our main imports, but now we are especially interested in importing Printed Shirting from your country.
If you can assure us of workable prices, excellent quality and prompt delivery, we shall be able to deal in these goods on a substantial scale.
We would therefore highly appreciate it if you would send us by airmail catalogues, sample books and all necessary information regarding Printed Shirting, so as to acquaint us with the material and workmanship of your supplies.
We are looking forward to your early reply.
Yours faithfully,
Letter 4
Asking to Establish Business Relations
Dear Sirs,
Your name and address have been recommended to us by the Commercial Counselor’s Office of our Embassy in your country as well-established importers of light industrial goods in your country. We now avail ourselves of this opportunity to write to you and see if we can establish business relations by a start of some practical transactions.
Our corporation is established for the purpose of carrying on import and export business as well as other activities in connection with foreign trade. We are active in commercial intercourse with the trade and financial circles of various countries and districts. We are striving to expand economic cooperation and exchange of technology with foreign countries, and to utilize common and reasonable international practices in a flexible way.
To acquaint you with light industrial goods we handle, we are sending you, by separate airmail, a commodity list and several sample books for your reference. We welcome your inquiries.
Yours faithfully,
Letter 5
Invitation to Guangzhou Fair
Gentlemen:
We are glad to learn that you are considering a visit to China to pave the way for cooperation between our two companies.
We agree with you that a discussion between us in person is beneficial and necessary. As the next session of the Chinese Export Commodities Fair in Guangzhou is to be held from April 15 to April 27, 2000 in the city of Guangzhou in southern China, we would like to suggest that you attend it. The general manager and sales representatives of our company will be there to meet you and conduct negotiations with you. Some of the new products will be on display at our stands at the Fair. After the visit to the Fair you are welcome to come to the city of Nanjing to see some of the factories you are interested in.
Provided you have decided on such a visit, we will forward you a formal invitation, with which you can apply for an entry visa.
We are confident that our meeting at the Fair will be productive and lead to advance of our business relations.
Yours sincerely,
Letter 6
An itinerary of a Visit
Gentlemen:
We are in receipt of your telex message this morning. In compliance with your request, we have made a tentative itinerary for your trade group’s visit to Nanjing as follows:
July 24, Monday
10:00 a.m.: Arrival in Nanjing by MU9803
2:00p.m.: Business negotiation
July 25, Tuesday
Morning and afternoon: Going to Suzhou to visit SuzhouIndustrial Park
July 26, Wednesday
Morning: Return from Suzhou to Nanjing
Afternoon: Visit factories in Nanjing
July 27, Thursday
9:00 a.m.: Business negotiation
Afternoon: Sightseeing in Nanjing
7:30p.m. : Departure from Nanjing to Beijing by Flight CA1505
The above itinerary is open to alterations and your comments and suggestions are welcome. Your prompt reply will be highly appreciated.
Respectfully Yours
Letter 7
Showing Interest in Products
Dear Sirs,
We have read your advertisement in “Economic Reporter” and we are glad to know that you are one of the leading exporters of silk blouses in China. We are interested in the products and would like to be informed of details of your various types, including sizes, colors and prices.
We are large dealers in silk garments, having over 15 year’s experience in this particular line of business. Silk blouses of good quality and moderate prices command a good sale in our market.
When replying, please state terms of payment and discounts you would allow on purchases of quantities of over 100 dozen of individual items.
We look forward to your early reply.
Sincerely yours,
Letter 8
Making an Enquiry
Gentlemen:
Please be informed that one of our clients is in the marked for peanuts. It will be highly appreciated if you could quote us your rock-bottom prices for the same, with indication of date of shipment.
We would like to stress the point that the peanuts enquired for are handpicked Shandong peanuts, 2001 crop and packed in new gunny bags of 100 kgs each. Meanwhile, the goods should be surveyed by a certified public surveyor as to their quality and weight.
In order to facilitate our mutual business, it is hoped that you would airmail us the soonest possible your proforma invoice for 2,000 tons of the above commodity with prices on CFR Genoa basis, so that we could get our client’s confirmation.
Your prompt reply would be appreciated.
Sincerely yours,
Letter 9
An Enquiry for Arts & Crafts
Gentlemen:
We are much obliged to Bank of China for the name and address of your company and are pleased to know you are one of the principal producers and exporters of arts and crafts in China.
We are glad to tell you there is an urgent need for moderately priced gifts of salient oriental characteristics in Australia for the forthcoming 2000 Olympic Games in Sydney. We shall appreciate it if you will quote us your floor price for cloisonné cups and vases of different sizes at your earliest convenience. Quotations for other recommended Chinese arts and crafts appealing to tourists as gifts are also welcome. Provided the prices quoted are competitive, we should like to place large orders with you.
As for payment, we will open irrevocable letter of credit in your favor for the total value right after orders have been confirmed by us. Your soonest reply will be much appreciated
Sincerely yours,
Letter 10
Reply to an Enquiry
Dear Sirs,
Your enquiry for Pens has been passed on us for attention by our Commercial Counselor’s office in your country.
We specialize in producing Hero Brand Pens of various types, with a history of 64 years. The enclosed catalogue will make you acquainted with some of our products.
In particular, we recommend and quote for the following types which have met with warm reception in the Middle East market and, we are sure , will be of interest to you.
Art No.
Name of Commodity
Specifications
Prices(per dz)
Type 200
Type 13
Type 251
Twin Gift Set
High Grade Golden Pen
High Grade Iridium pen
A fountain pen of 14k gold nib
Matches a ballpen.
12k gold nib, Stainless steel cap
exposed nib, Aluminum cap,
plastic barrel
US $ 100.50
US $ 52
US $ 36
It is understood the above prices are quoted on FOB Shanghai basis and are without engagement, subject to our final confirmation, We’d appreciate payment by confirmed, irrevocable L/C at sight. The goods would be ready for shipment one month from receipt of your written order.
We look forward to your trial order.
Sincerely yours,
Letter 11
Making a Quotation
Dear Sirs,
We are in receipt of your letter of July 17, asking us to offer 10,000 metric tons of Superior White Sugar on FAS Shanghai basis and appreciate very much your interest in our product.
To comply with your request, we are quoting you as follows:
1. Commodity: Superior White Crystal Sugar.
2. Packing: To be packed in new gunny bag of 100 kgs. each.
3. Quantity: Ten Thousand (10,000) metric tons.
4. Price: at USD105.00 per metric ton, FAS Shanghai.
5. Payment: by 100% irrevocable and confirmed letter of credit in our favor available by draft at sight.
6. Shipment: October/November 1999
Your attention is drawn to the fact that we have not much ready stock on hand. Therefore, it is imperative that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.
We are awaiting your immediate reply.
Yours faithfully,
Letter 12
Making an Offer
Dear Sirs,
We are in receipt of your letter of Nov. 21, for which we thank you, and to which we have sent you a reply by telex this morning.
You must have noted from our telex that we are in position to make you a firm offer on 250 L/Ts Steel Tubes at ￡620.00 per L/T CIF Lagos, for shipment to be effected within two months after receipt of your order, and payment is to be made by sight L/C. This offer is subject to your reply reaching here within one week.
As you are aware, there has been an active demand for Steel Tubes in the market. Therefore, it is impossible for us to keep this offer open too long for it will certainly result in increased price, to which we hope you will pay attention, and meanwhile we are expecting your early reply.
Yours faithfully,
Letter 13
Making a Counter-offer
Gentlemen:
Re : Bitter Apricot Kernels 1999 Crop
We are in receipt of your letter of August 14 offering us 60 metric tons of the captioned goods at RMB2,660 per metric ton on the usual terms.
In reply, we regret to inform you that our buyers in Odense find your price much too high. Information indicates that some parcels of Turkish origin have been sold there at a level about ten percent lower than yours.
We do not deny that the quality of Chinese Kernels is slightly better, but the difference in price should, in no case, be as big as ten percent.
To step up trade, we, on behalf of our buyers, counteroffer as follows ,subject to your reply being received here by August 26, our time: “60 metric tons Bitter Apricot kernels, 1999 Crop at RMB 2350 per metric ton on CIFC 2% Odense with transshipment at Copenhagen, other term as per your letter dated 14/8/99”.
As the market is declining, we recommend your immediate acceptance.
Yours truly,
Letter 14
Advising Sb. To Accept a Quotation
Dear Sirs,
We have for acknowledgement your letter of Feb. 27 from which we note that you find our quotation for the abovementioned commodity too high to be acceptable, as the goods of Spanish origin have been offered at a price about 10% lower than ours. While we do not doubt what (ever) you said, we are of the opinion that the quality of the Spanish goods is far from being comparable to ours.
However desirous we are to develop trade between us, we very much regret that we cannot accept your counteroffer. The best we can do is to allow you a 2% reduction in price. We believe if you take the quality into consideration, you will find our quotation most favorable. As our stocks are running low, it is advisable for you to make an immediate decision.
We are looking forward to your favorable reply.
Yours faithfully,
Letter 15
Comparison of Goods
Gentlemen:
We are pleased to learn from China Council for the Promotion of International Trade who informed us that you are in the market for honey.
We wish to inform you that we are specialized in the export of the commodity. Chinese honey is popular with European customers with its special flavor.
As requested, we now enclose our quotation sheet with samples and catalogues to be sent under separate cover. We trust that the quoted price is acceptable to you, which is 10% lower than that of the similar article of Indian origin. A fair comparison in quality between our products and those of other suppliers will convince you of the reasonableness of our quotations.
We would suggest that you send us your trial order as soon as possible, as there is a brisk demand for this article.
Yours faithfully,
Letter 16
Recommendation of a Substitute
Dear Sirs,
We are delighted to receive your letter of November 18 asking whether we can supply you with Art. No.6024. However, we regret to tell you that the said article is not available owing to the rush of orders.
In order to meet your demand, we would recommend an excellent substitute. It is as good as the inquired article in quality, but the price is 25% lower. It has already found a ready market in Asia. We are dead sure it will meet with warm reception in your country as well.
Full details of our export prices and terms of business are enclosed with this letter. Our illustrated catalogues and sales literature are being sent by separate post.
You may be sure of our immediate attention to your order, which we look forward to receiving.
Sincerely yours,
Letter 17
Introducing commodity
Dear Sirs,
The Global Trading Co., Ltd has informed us that you are searching for high-grade Wool Sweaters to be shipped to Denmark. We’d like to offer you our “Arrow” lines which reach a standard sufficiently high to redound your credit.
“Arrow” brand Wool Sweaters are exclusively made from quality export-grade Australian pure new wool, which has unique features giving natural warmth and comfort with proper elasticity and soft feeling. They are also ideal for those with rheumatic, arthritis and back suffering, and already have a good market in over 25 countries and regions.
Dealers in this line have reaped gratifying profits and we have no doubt that you will also be able to share the success.
We enclose a catalogue of the goods for your reference and look forward to your early reply.
Sincerely yours,
Letter 18
Sales Promotion
Dear Sirs,
Thank you for your letter of June 18 ordering 8,000 meters of 100 cm wide watered silk.
We regret to say that we can no longer supply this silk. Fashions constantly change and in recent years the demand for watered silks has fallen to such an extent that we ceased to produce them.
In their place we can offer our new Gossamer brand of rayon. This is a finely woven, hardwearing, non-creasable material with a most attractive luster. The large number of repeat orders we regularly receive from leading distributors and dress manufacturers is a clear evidence of the widespread popularity of this brand. At the low price of only $1.10 per meter, this rayon is much cheaper than silk and its appearance is just as attractive.
We also manufacture other cloths in which you may be interested, and are sending a complete range of patterns by parcel post. All these cloths are selling very well in many countries and can be supplied from stock. If, as we hope, you decide to place an order, we could meet it within three weeks.
We hope to hear from you soon.
Very cordially yours,
Letter 19
Supplier Refuses Price Reduction
Dear Sirs,
We have carefully considered your counter-proposal of 20 July to our offer of woolen underwear, but very much regret that we cannot accept it.
The prices quoted in our letter of 18 July leave us with only the smallest margins, and are in fact lower than those of our competitors for goods of similar quality.
The wool used in the manufacture of THERMALINE range undergoes a special patented process, which prevents shrinkage and increases durability, the fact that we are the largest suppliers of woolen underwear in this country is in fact in itself evidence of the good value of our products.
We hope you will give further thought to this matter, but if you then still feel you cannot accept our offer we hope it will not prevent you from approaching us on some future occasion. We shall always be happy to consider carefully any proposals likely to lead to business between us.
Sincerely yours,
Letter 20
Placing an Order
Gentlemen:
Enclosed please find our order No. AB3015, for Canvas Shoes in assorted sizes, colors and designs.
We have decided to accept the 8% discount you offered and terms of payment, viz. Documents against Payment, but would like these terms to be reviewed in the near future.
Would you please send the shipping documents and your sight draft to Northminster Bank (City Branch)
Deal Street, BirminghamB3 ISQ
?
If you do not have any of the listed items in stock, please do not send substitutes in their place.
We would appreciate delivery within the next six weeks, and look forward to your acknowledgement.
Yours sincerely,
Enc. : Order form No. AB 3015
Letter 21
Declining an Order
Dear Sirs,
We thank you very much for your order of Aug 3. After careful consideration on your request, however, we have come to the conclusion that we cannot but decline the said order.
In order to meet the specifications for your order we would have to install a large amount of special equipment at our plant, and this would not be possible before January next year without interrupting our normal production. This is something we cannot afford to as we will be heavily committed to orders for the rest of the year.
We regret not being in a position to accept your order, but hope that you will understand our situation. Please let us have any other inquiries of yours, as we shall be only too pleased to meet your requirements.
Yours truly,
Letter 22
Delay in Completing an Order
Gentlemen:
I am writing to you concerning your Order No AB3523 which you placed five weeks ago. At that time we had expected to be able to complete the order within the delivery date we gave you which was July 5th, but since then we have heard our main supplier of copper has gone bankrupt.
This means that we have to find another supplier who could fulfill all the outstanding contracts we have to complete. As you will appreciate this will take some time, we are confident that we should be able to arrange to get our materials and deliver consignments to our customers by the middle of next month.
We regret the unfortunate situation over which we had no control and apologize for the inconvenience. If you wish to cancel the order it would be quite understandable, but we stress that we will be able to complete delivery by next month and would appreciate it if you could bear with us till then.
Please let us know your decision as soon as possible. Thank you for your consideration.
Yours sincerely,
Letter 23
Fulfilling an Order
Dear Sirs,
Order No. k1236
The above order has now been completed and sent to Zhangjiagang Docks where it is awaiting loading onto SS Eastsea which sails for Kobe, Japan on 25 July and arrives on 29 July.
Once we have the necessary documents we will hand them to Chartered Bank, your bank’s agents here, and they will forward them to the Union Trust Bank in Japan.
We have taken special care to see that the goods have been packed as per your instructions, the six crates being marked with your name, and numbered 1—6. Each crate measures 6ft*4ft*3ft and weighs 5 cwt.
If there is any further information you require, please contact us. Thank you very much for your trial order, and we hope it will lead to further business between us.
Yours faithfully,
Letter 24
Introduction to Terms of Payment
Dear Sirs,
We are pleased to receive your inquiry of 5th July and enclose our illustrated catalogue and price list.
We are confident you will be interested in our products and welcome your further inquiry.
As to our terms of payment, we usually adopt confirmed and irrevocable letters of credit in our favor, payable by draft at sight, reaching us one month ahead of shipment, remaining valid for negotiation in China for a further 21 days after prescribed time of shipment and allowing transshipment and partial shipment.
We hope the above payment terms will be acceptable to you and expect to receive your trial order soon.
Looking forward to your early reply.
Sincerely yours,
Letter 25
Accepting D/P Terms
Dear Sirs,
We are in receipt of your letter of August 22. Having studied your suggestion for payment by D/A for a trial order of 120 cartons Black Tea, we regret that we are unable to entertain your request. As our usual practice goes, we require payment by confirmed and irrevocable letter of credit. That is to say, at present, we cannot accept D/A terms in all transactions with our buyers abroad. However, in consideration of our friendly relations, we are, as an exceptional case, prepared to accept D/P sight terms.
We sincerely hope that the above payment will be acceptable to you and trust you will appreciate our co-operation.
Looking forward to your early reply.
Sincerely yours,
Letter 26
Urging Establishment of L/C
Dear Sirs,
Re: Our Sales Confirmation No. AJ105
The goods under the captioned S/C have already been ready for shipment. The date of delivery is approaching, but we still have not received your covering Letter of Credit to date. Please do your utmost to rush the L/C so as to enable us to effect shipment within the stipulated time.
In order to avoid subsequent amendments, please see to it that the L/C stipulations conform to the terms of the Contract. Moreover, we wish to invite your attention to the fact that the Contract is concluded on FOB Shanghai basis, therefore, your responsibility is to dispatch the vessel to the loading port in due course.
We are looking forward to receiving your L/C soon.
Yours sincerely,
Letter 27
Advice of Establishment to L/C
Dear Sirs,
We have received your letter of December 11 in connection with your Sales Confirmation No. Y1656.
In reply, we are pleased to tell you that we have today established with the National Bank the confirmed, irrevocable Letter of Credit No. 6783 in your favor for the amount of FRF 62,000 payable by sight draft accompanied by a full set of the shipping documents.
As the season is drawing near, our buyers are in urgent need of the goods. Please arrange shipment of the goods ordered by us upon receipt of the L/C. We would like to stress that any delay in shipping our order will involve us in no small difficulty. We hope you will let us know at your earliest convenience the name of the carrying vessel and its sailing date.
Thank you in advance for your cooperation.
Faithfully yours,
Letter 28
Asking for Amendment to L/C
Dear Sirs,
We have today received L/C No. 2398 covering Order No. 6125.
After checking we have found some discrepancies. Please make the following amendments without the least possible delay:
1. Increase the amount of your L/C by $ 520.
2. Allow partial shipment and transshipment and delete the clause “by direct steamer”.
3. Amend the quantity to read: 15,000 M/T (5% more or less at Sellers’ option).
Please see to it that your amendments reach us by 30 October, otherwise shipment will be further delayed.
Yours faithfully,
Letter 29
Amending L/C as Allowing Transshipment
and Partial Shipment
Gentlemen:
We thank you for your L/C No. 6288 covering your Order No. 333 for 12,000 dozen Lotus Brand jeans.
On perusal, we find that transshipment and partial shipment are not allowed. As direct steamers to your port are few and far between, in most cases, goods have to be transshipped from Hongkong. As to partial shipment, it would be to our mutual benefit if we could ship immediately whatever is ready instead of waiting for the whole shipment to be completed. Therefore, we find it necessary to request you to amend your L/C as allowing transshipment and partial shipment, failing which the delivery of this order will by force be delayed.
Your prompt attention to the matter will be much appreciated.
Yours faithfully,
Letter 30
Asking for Extension of L/C
Dear Sirs,
We thank you for your Letter of Credit No.BC630 issued through the Commercial Bank covering 6,000 pieces of computers.
In accordance with the stipulations of the L/C, shipment should be effected not later than August 19, and transshipment is not allowed. However, owing to the workers’ strike here, there will be no direct steamer to your port until the end of August. Therefore, we have to request you to extend the date of shipment and the validity of the L/C to September 30 and October 15 respectively.
Since this is the urgent matter, please confirm the amendment by fax. Your compliance with our request will be highly appreciated.
Yours faithfully,
Letter 31
Asking for Insurance Arrangement
Dear Sirs,
Re: Our Order No.113, Your Sales Contract No. 90 Covering 400 Cases Pottery.
We wish to refer you to our Order No.113 for 400 cases of pottery, from which you will see that this order was placed on CFR basis.
As we now desire to have the shipment insured at your end, we shall be much pleased if you will kindly arrange to insure the same on our behalf against All Risks for 110% of the invoice value, i.e. USD3300.
We shall of course refund the premium to you upon receipt of your debit note or, if you like, you may draw on us at sight for the same.
Yours faithfully,
Letter 32
Reply to an Insurance Application
Dear Sirs,
Re: Your Order No. 113, our Sales Contract No. 90 Covering 400 Cases Pottery.
We thank you for your letter of June 30, requesting us to effect insurance on the captioned shipment for your account.
We are pleased to confirm having covered the above shipment with the People’s Insurance Co. of China against All Risks for USD3300. The policy will be sent to you in a day or two together with our debit note for the premium.
For your information, this parcel will be shipped on s/s “Fengqing”, sailing on or about the 10th next month.
Yours faithfully,
Letter 33
Asking for Extra Insurance
Dear Sirs,
Please refer to our Order No. A135 for 10,000 M/T Rock Phosphate, from which you will certainly note that this order is placed on CIF basis.
Now we would like to remind you to have the shipment insured in due course. Please see to it that the above-mentioned goods should be shipped before October 20 and that the shipment should be covered WPA for 130% of the invoice value. We know that according to your usual practice you insure the goods only for 10% above the invoice value; therefore the extra premium will be for our account.
We sincerely hope that our request will meet with your approval and await your reply with keen interest.
Sincerely yours,
Letter 34
Clarification of Insurance Terms
Dear Sirs,
Re: Your L/C No. TK309
We thank you for your letter of December 6 and your L/C No.TK309 for RMB25, 000 issued by the Bank of Singapore, advised through the Bank of China, HongKong.
On going through the stipulations of your credit, we regret to find that in addition to FPA and War Risk, you require insurance to cover TPND and SRCC which were not agreed upon by both parties during our negotiations at the First Beijing International Fair.
Under the ordinary circumstance, no loss or theft of such merchandise as mild steel flat bars is likely to occur during transport or after arriving at its destination. Therefore, it is our practice to cover FPA for such commodity. Since you desire to have your shipment insured against TPND, we can arrange such insurance at your cost.
With regard to SRCC, we wish to state that the People’s Insurance Company of China, from now on, accepts this special coverage and will fall in with the usual international practice.
We hope you will see your way to arrange with your bank for an amendment to your L/C to increase the amount in order to cover the extra premium under advice to us.
We assure you that as soon as your amendment reaches us, we shall of course, make the necessary arrangement for the shipment.
Yours faithfully,
Letter 35
Advising Insurance Rate
Dear Sirs,
We have received your letter dated 14th July and are pleased to note that you would like to insure with us a shipment of Glassware from Tianjin to New York by sea.
We would advise that the rate now being charged by us for the proposed shipment against All Risks including war risk is 1% subject to our own Ocean Marine Cargo Clauses and Ocean Marine War Risk Clauses, copies of which are enclosed herewith for your reference.
If you find our rate acceptable, please let us know the details of your shipment so that we may issue our policy accordingly.
We are looking forward to your early reply.
Yours faithfully,
Letter 36
Urging Shipment (I)
Dear Sirs,
Re: Your Sales Confirmation No.100 Covering 500 Cases Toys.
We thank you for your letter dated 21st August in connection with the captioned goods. In reply, we take pleasure in advising you that the confirmed, irrevocable Letter of Credit No.654 for the sum of USD5, 500, has been opened this morning through the First Commercial Bank Ltd., New York.
Upon receipt of the same, please effect shipment of the goods booked by us as soon as possible. We are informed by the local shipping company that s/s “Apollo” is due to sail from your city to our port on or about the 12th September and, if possible, please try your best to ship by that steamer.
Should this trial order prove satisfactory to our customers, we can assure you that repeat orders in increased quantities will be placed. Your close co-operation in this respect will be highly appreciated. In the meantime, we await your shipping advice by fax.
Yours faithfully,
Letter 37
Urging Shipment (II)
Dear Sirs,
We are very anxious to know about the shipment of our order for 8,000 pieces Giant Bicycles.
According to the terms of Contract No.FA44, the shipment is to be effected by April 15, 2001. However, up to now we have not received from you any information concerning this lot. We recall that we stated explicitly at the outset the importance of punctual execution of this order. As the selling season is rapidly approaching, we shall appreciate it very much if you will arrange shipment as soon as possible, thus enabling the goods to catch the brisk demand at the start of the season.
We are in urgent need of the goods. Please do make serious efforts to get the goods dispatched with the least possible delay. Otherwise, we shall be compelled to cancel this order.
Yours faithfully,
Letter 38
Reply to Request for Earlier Shipment
Dear Sirs,
Re: Your L/C No.456 Contract No.123 Covering 50 Metric Tons Mild Steel Flat Bars.
Referring to your letter of May 12, we wish to inform you that we have just received your amendment to the captioned L/C.
Immediately upon receipt of your above letter, we approached our mills with the request that they hasten their production of your contracted bars. But much to our regret they are not in a position to advance deliveries, as they are heavily booked with orders for months ahead. Under the present condition, the best the mill can do is to ship the whole quantity of 50 metric tons within the stipulated time of shipment, i.e. July.
We would ask you, therefore, to extend the shipment date and validity of your L/C to 15th and 31st July respectively.
While we are extremely sorry for our inability to advance the date of shipment of 50 metric tons to June to meet your urgent need, we can assure you that special care will be given to your order and that we shall do everything possible to ensure smooth shipment of the goods contracted.
Yours faithfully,
Letter 39
Asking for Allowing Transshipment
Dear Sirs,
We thank you for your Letter of Credit No. E-102 amounting to USD1, 050,000 issued in our favor through The Hongkong & Shanghai Banking Corporation.
With regard to shipment, we regret very much to inform you that despite strenuous efforts having been made by us, we are still unable to book space of a vessel sailing to Jakarta direct. The shipping companies here told us that, for the time being, there is no regular boat sailing between ports in China and Jakarta. Therefore, it is very difficult, if not impossible, for us to ship the 10,000 metric tons of sugar to Jakarta direct.
In view of the difficult situation faced by us, you are requested to amend the L/C to allow transshipment of the goods in Hongkong where arrangements can easily be make for transshipment. Please be assured that we will ship the goods to Hongkong right receipt of the L/C amendment. And your understanding of our position will be highly appreciated.
We are anxiously awaiting the amendment to the L/C.
Yours faithfully,
Letter 40
Shipping Instructions
Gentlemen:
In reply to your letter dated July10, we are pleased to advise that the confirmed, irrevocable Letter of Credit No.326 for the amount of USD24,000 was established through the ABC Bank, London on July 15. Upon receipt of the same, please deliver our Order No.811 for chemical fertilizer per S.S. “Elizabeth” ETA August 25, 2000 at Rotterdam and confirm by return that the goods will be ready in time. We also ask you to see to it that all the goods are well packed, so as to avoid damage in transit.
We shall appreciate your close co-operation in this respect and await your shipping advice by fax.
Yours sincerely,
Letter 41
Shipping Advice (I)
Dear Sirs,
We are please to advise you that the whisky you ordered was dispatched by M/S “Sunlight” today, which is due to arrive at Sydney on May 5. In spite of every care in packing, it sometimes may happen that a few barrels are broken in transit. Should there be any breakages or other causes of complaint, please do not hesitate to let us know.
Further details, concerning the consignment including packing and shipping marks, are contained in our invoice No.218 enclosed in triplicate. In order to cover this shipment we have drawn on you a draft under L/C and negotiated it through The Bank of China, Hongkong with relative shipping documents.
We trust that the goods will reach you in good condition and give you complete satisfaction.
Yours faithfully,
Letter 42
Shipping Advice (II)
Dear Sirs,
Regarding your Order No.100, we are pleased to inform you that your consignment of refrigerators has been dispatched by M/S “Venice”, due to arrive at London on March 30.
Marks: FE
London
C/#1-3
No. of cases: 3
Weight of each case: 80 kilograms
Measurement of each case: 1.8m*0.8m*1.8m
The commercial invoices (2), and insurance certificates (2), together with clean on board ocean Bills of Lading, have been sent through The Bank of China, Ltd., Beijing, with our sight draft under your L/C.
We hope that the goods will reach you safe and sound so that you may favor us with further orders.
Yours faithfully,
Letter 43
About Inner Packing
Dear Sirs,
In reply to your fax message of May 26, we regret having forgotten to mention the inner packing requirements of Bee Brand Brown Sugar we ordered at the Guangzhou Spring Fair this year. Now we have discussed the matter with our customers. They request as follows:
As brown sugar is moisture absorbent especially in hot rainy seasons, it should be packed in kraft paper bags containing 20 small paper bags of 1 kilogram net each, two kraft paper bags to a carton lined with water-proof paper.
We hope the above requirements will be acceptable to you and look forward to your early reply.
Yours sincerely,
Letter 44
About Outer Packing
Dear Sirs,
We regret to inform you that of the 30 cases of machine parts you shipped to Sydney on February 18, five were seriously damaged. In consideration of the long and friendly relations between us, we refrain from lodging a claim this time. But we feel it necessary to stress the importance of trustworthy packing for your future deliveries to us.
As machine parts are susceptible to shock, they must be wrapped in soft materials and firmly packed in seaworthy cases in such a manner that movement inside the cases is impossible. The bright metal parts should be protected from dampness and rust in transit by a coating of antirust grease.
We trust that you can meet the above requirement and thank you in advance for your co-operation.
Yours faithfully,
Letter 45
Advising Packing and Shipping Marks
Dear Sirs,
We thank you for your letter dated May 2 inquiring about the packing and the shipping marks of the goods under Contract No.P211, and are pleased to state as follows:
All powders are wrapped in plastic bags and packed in tins, the lids of which are sealed with adhesive tape. Ten tins are packed in a wooden case, which is nailed, and secured by overall metal strapping.
As regards shipping marks outside the wooden case, in addition to gross, net and tare weights, the wording “Made In Japan” is also stenciled. Should you have any special preference in this respect, please let us know and we shall meet your requirements to the best of our ability.
We assure you of our close co-operation and await your further comments.
Yours sincerely,
Letter 46
Size Tickets
Dear Sirs,
Am sending today by Federal Express outer carton labels and price tickets for this order.
Regarding SIZE TICKETS, I am also sending a K-Mart labeling requirement manual which shows all information required for production of these SIZE TICKETS. I also faxed you the relevant pages from this manual regarding the SIZE TICKETS when I faxed the order.
Unfortunately, we cannot supply you with the SIZE TICKETS. However, you can either source them yourselves using the specifications noted in the labeling manual or contact the South Pacific Company and just ask them which supplier they use for these SIZE TICKETS. I know they won’t order them for you, but they may be able to give you the name of their supplier so that you can order from this supplier as well.
Please let us know you go.
Kind rgds.
Letter 47
Asking for Compensation
Gentlemen:
Re: Our Order No.642
20 cases of Brother Sewing Machines shipped by S.S. “Goddess” arrived here yesterday. We had the cases opened and the contents examined by a local insurance surveyor in the presence of the shipping company’s agents. But much to our regret we have to inform you that four sewing machines in two cases of them were badly damaged. Obviously, the damage was caused by rough handling during transit.
We enclose the surveyor’s report and the shipping agent’s statement. As our order was placed on a CIF basis and you effected the insurance, we should be grateful if you would submit the insurance claim for us with the insurers. We expect to be compensated for the loss sustained in due course.
We hope no difficulty will arise in connection with the insurance claim and thank you in advance for your trouble on our behalf.
Yours faithfully,
Letter 48
Complain about Late Delivery
Dear Sirs,
We regret to have to complain about late delivery of the filing cabinets ordered on 2nd July. We did not receive them until this morning though you had guaranteed delivery within a week. It was on this understanding that we placed the order.
Unfortunately, there have been similar delays on several previous occasions and their increasing frequency in recent months compels us to say that business between us cannot be continued under conditions such as these.
We have felt it necessary to make our feelings known since we cannot give reliable delivery date to our customers unless we can count on undertakings given by our suppliers. We hope you will understand how we are placed and that from now on we can rely upon punctual completion of our orders.
Yours faithfully,
Letter 49
Complaint of Order Cancellation
Dear Sirs,
We are in receipt of your letter dated November 18, requesting cancellation of your order No.321 for textiles. We cannot see our way, however, to comply with your request for the following reasons:
1. In direct overseas trade of this nature, any changes in import duties are considered to be the importers’ risk, not the exporters’. We, therefore, are in no way to be held responsible for the revision.
2. It does not seem very reasonable for you to say, after you have committed yourselves by placing a definite order with us, that there is no advantage in importing our textiles. In your eagerness to secure profits, we fear, you have failed to give due consideration to the sellers’ standpoint.
3. As you will understand, we had to sign a firm contract with the manufacturers immediately upon receipt of your order. Now, all orders, including your own, have already been made up and are awaiting dispatch, so that we have to hold you to your contract regardless of the circumstances in your country.
We always dislike refusing requests of any kind from regular customers, but regret we have no choice but to do so. Should you refuse to proceed with your order, we reserve the right to claim compensation from you the loss we shall suffer in disposing of the goods elsewhere.
Yours faithfully,
Letter 50
Complaint about Short Delivery
Dear Sirs,
Re: Our order No.123
We duly received the documents and took delivery of the goods on arrival of s/s “Prince” at Hamburg.
We thank you for your prompt execution of this order. Everything appears to be correct and in good condition except in case No.3.
Unfortunately when we opened this case we found that the goods were short by 5 units. We have, as you know, demanded these items very urgently as we have only a few stocks.
This is the first time in all our transactions with you that some mistake has occurred, and we hope you will do your utmost to remedy it. We ask you, therefore, to ship the five typewriters by air immediately on receipt of this letter.
Yours faithfully,
Letter 51
A Claim for Short-weight and Inferior Quality
Dear Sirs,
We have received the goods of our Order No.P2001, which you shipped by S.S. “Morning Star”.
From the Survey Report issued by the Commodity Inspection Bureau here you will see that there is a shortage of 868 kilos. As the packing remains intact, it is beyond doubt that the shortage occurred prior to shipment. Meanwhile the goods are much inferior to the samples you submitted to us before. Under the circumstances, we have to lodge claims with you as follows.
Claim Number Claim for Amount
GM-30 Short weight USD 1120.85
GM-40 Quality USD 1028.60
Plus survey charges USD 60
Total Amount USD 2209.45
Enclosed please find one copy each of Survey Reports No.3018 and No. 3028 together with our Statement of Claims. We hope you will give the matter your most favorable consideration and settle the claims as soon as possible.
Yours sincerely,
Letter 52
Lodging a Claim for Damaged Goods
Dear Sirs,
We have received your shipment covering our order No. 1121 for 200 units of electric heater, which you shipped by M/S “President”, but much to our regret we have to inform you that we have found that one of the cases of your consignment is in a badly damaged condition. Among the goods, the panels of 20 heaters were broken and the mechanisms were exposed. It looks as if some heavy cargo had fallen on it.
As you see in our survey report stating twenty sets of heaters severely damaged, these goods are quite unsaleable. Therefore we would ask you to ship replacements for the broken goods as soon as possible while we will register our claim with the insurance company. We hope the matter will come to your best attention.
Yours faithfully,
Letter 53
Lack of Short-landed Memo
Dear Sirs,
We thank you for your letter of August 10, 2000 with the documents enclosed.
After further examination of the file, we note that although the Survey Report mentions 10 packages short-landed, this loss is not shown either in the Warehouse Delivery Tally No.9645 or Warehouse Receipt No.3198. Both of the documents instead confirm that the whole consignment of 120 packages was delivered. Therefore, we do not agree to pay this portion of loss.
Please revise your Debit Note with reduction of the value of the 10 packages alleged to have been short-landed and complete the Receipt and Subrogation form in duplicate annexed herewith. Upon receipt of the same, we shall arrange our remittance in due course.
Sincerely Yours,
Letter 54
Referring a Client to the Insurance Company
for Compensation
Dear Sirs,
Re: 10,000M/T Rock Phosphate under Contract No.227.
We have received your letter of March 5, lodging a claim with us for short weight of 50 metric tons on Rock Phosphate shipment.
While we regret this unfortunate incident, we must point out that the 10,000 metric tons of Rock Phosphate underwent physical weighing by the independent surveyors and the superintendent of shipping company at our end. Both of them certified the actual weight to be 10,000 metric tons, which was confirmed by the surveyor’s Weight Memo and the shipping company’s Bill of Lading.
Under such circumstances, we have reason to believe that the shortage is due to natural loss during transit, for which the responsibility entirely rests with the insurance company. As this consignment has been covered against All Risks, please file your claim against insurance company’s agents at your end.
Yours faithfully,
Letter 55
Proposal for Settlement of a Claim
Gentlemen:
We thank you for your letter dated September 6, with the enclosure of Survey Report No. F5986.
You claim that the quality of the goods shipped per S.S. “East Wind” is inferior to the original sample and request us to make a 10% reduction on the contract price. This does not appear to us to be reasonable, as we sent you an advance sample prior to shipment, and not hearing from you to the contrary, presumed it to be acceptable to you. Meanwhile, this is a quality we have sold for years without receiving any complaints from other customers. It is made in our own mills, and the source of raw materials has not been changed.
However, considering our long-standing business relations and since the goods were examined by a Public Surveyor upon arrival, we will meet you halfway by offering a discount of 5%.
We hope that our proposal will be entertained by you for the settlement of the pending case so that we may continue doing business with you shortly.
We look forward to your early reply.
Yours faithfully,
Letter 56
Recommending a Joint Arbitrator
Dear Sirs,
We are surprised to note from your letter of the 5th June that you are not prepared to consider our offer of a 15 per cent discount to compensate you for the defects in the goods supplied in execution of your order No.93/30 of the 1st June.
Though we consider our offer adequate, and even generous, we are prepared to admit that our views may not be justified by the fact. At the same time we regard with disfavor your threat to resort to litigation, and we suggest that the dispute could be settled just as effectively and far more economically by arbitration.
We would recommend on the grounds of economy a joint arbitrator, but should you prefer to have one appointed by each of us, and a third called in with a casting vote in the event of disagreement, we should be prepared to fall in with your wishes.
Yours faithfully,
Letter 57
Letter in Response to the Complaint about
Trially-made Goods
Dear Sirs,
You were right to let us know about the unsatisfactory quality you found when your goods were put into the market. Your complaint is perfectly understandable; however we hope you will also see our viewpoint.
You asked us to alter our specifications to your need, and we informed you repeatedly that the change demanded a substantial revolution on our production system and it was beyond our technical standard.
However at your request we reluctantly had to manufacture the goods neglecting the level of our technique. We apologize for failing to perfect the goods you required but we will do our utmost to make you satisfied with our improved product in the near future.
Sincerely yours,
Letter 58
Apologizing for Mixture of Other Goods
Dear Sirs,
We are really sorry for your complaint that your goods have been mixed up with others. We have made the most searching inquires but the only explanation we could find was that the labels had been confused. How this error failed to be found out by our checking system is beyond our understanding.
We hasten to offer our sincere apologies for this mistake which is all the more unfortunate as we were so pleased that you had given our goods such splendid admiration. It goes without saying that 20 sets were on their way to New York within a week on receipt of your letter and we hope that they will reach you in time to meet the anticipated demand for this article.
To compensate you to a certain extent for the trouble we have caused you, we will grant you a special discount of 1% for your next order within the amount of USD100, 000.
Yours faithfully,
Letter 59
Letter in Response to the Claim of
Discrepancy of Goods
Dear Sirs,
We have read carefully your letter of complaint on the discrepancy of the goods with the original sample. Apparently this was caused by the oversight of our production department. Please accept our apologies for your inconvenience.
We are sending you a new lot by air at once, and would ask you to return the faulty goods at your convenience with freight forward. Or you may keep them for sale at a reduced price of 30% discount.
You are perfectly correct in saying that packing and insurance are normally less for air cargo. However we remind you that your request to send the goods by air was made at very short notice. It was impossible for us to use the lighter air freight packing materials. Furthermore, our insurance is on an open policy, and depends on the value of the goods, not the method of transportation.
We look forward to receiving your remittance when due.
Yours faithfully,
Letter 60
Giving a Claim Exgratia Consideration
Dear Sirs,
Your suppliers Jiangsu Overseas Trading Corp, have passed for our consideration the claim files on Policy No. AC. 1285.
After examing the documents, we agree with our agents that according to the situations as stated in the relative survey report the claim is actually not payable by us. Apart from the fact that the water damage does not seem to have occurred within the currency of our insurance, it is noted that the damage was finally ascertained after the shipments left the insured final destination named in the relative policy, i. e. , Sydney and after lapse of certain length of time which would certainly leave the existing damage to aggravate.
Now that, your suppliers have requested us to give the claim exgratia consideration, we would suggest that you retire the claim from our agents and send us the original claim documents. Nevertheless, we would make it clear that, as things stand, our offer would be less than 50% of the damage claimed. As to the exact amount paid for the claim it will be pinned down after the concerned documents are examined.
Sincerely yours,
Letter 61
Acceptance of a Claim
Dear Sirs,
Re: Contract No. FX-261-Chemical Fertilizer
We thank you for your letter of May 4, with enclosures, claiming for shortage in weight and inferior quality on the consignment of the chemical fertilizer shipped per S/S “Red Star”.
On examination we found that some 50 bags had not been packed in 5-ply strong paper as stipulated in the contract, resulting in breakage during transit. However, the quality of the consignment was up to standard. We really cannot account for the reason of your complaint in regard to quality. But since the chemical fertilizer was examined by a public surveyor upon arrival at Shanghai and in view of our long-standing business relations, we cannot but accept your claims as tendered.
We therefore enclose our check No. 1485 for USD 20,073.00 in full and final settlement of your claims PBC-51 and 52. Kindly acknowledge receipt at your convenience.
We apologize sincerely for the trouble caused to you, and will take all possible steps to ensure that such a mistake is not made again.
Yours faithfully,
Letter 62
Asking to Be an Agent
Dear Sirs,
We learn that you are looking for a reliable sales organization with good connections in the furniture trade to represent you. We are writing to ask to be your agent.
Having had experience in the trade for 15 years, we are familiar with customers’ need and are confident that we could develop a good market in our country. Our sophisticated marketing facilities and the wide connections we possess in the trade should enable us to work up a satisfactory business with you.
As to our financial standing or other information concerning us, we refer you to the Trust and Investment Bank.
We hope to hear favorably from you and know on what terms you would be willing to conclude an agency agreement with us.
Yours faithfully,
Letter 63
Offering to Be Textiles Agent
Dear Sirs,
We would like to offer our services as agents for the sale of your products in Australia.
Our company was established in 1926 and we are known throughout the trade as agents of the highest Standing. We are already represented in several West European countries, including France, Germany and Italy.
There is a growing demand in Australia for British textiles, especially for fancy worsted suiting and printed cotton and nylon fabrics. The prospects for good quality fabrics at competitive prices are very good, and according to a recent Chamber of Commerce survey the demand for British textiles is likely to grow considerably during the next 2 or 3 years.
If you would send us details of your ranges, with samples and prices, we could inform you of their suitability for the Australian market, and also indicate the patterns and qualities for which sales are likely to be good. We would then arrange to call on our customers with your collection.
You will naturally wish to have references and may write to Barclays Bank Ltd, 99 Piccadilly, Manchester, or to any of our customers, whose names we will be glad to send you.
We feel sure we should have no difficulty in arranging terms to suit us both. And look forward to hearing from you soon.
Yours faithfully,
Letter 64
Offering to Be Del Credere Agent
Dear Sirs,
The demand for toiletries in the United Arab Emirates has shown a marked increase in recent years. We are convinced that there is a considerable market here for your products.
There is every sign that an advertising campaign, even on a modest scale, would produce very good results if it were backed by an efficient system of distribution.
We are well-know distributors of over 15 years’ standing, with branches in most of the principal towns. With knowledge of the local conditions, we feel we have the experience and the resources necessary to bring about a market development of your trade in this country. Reference to the Embassy of the United Arab Emirates and to Middle East Services and Sales Limited would enable you to verify our statement.
If you were to appoint us as your agents, we should be prepared to discuss the rate of commission. However, as the early work on development would be heavy, we feel that 10 per cent on orders placed during the first 12 months would be a reasonable figure. As the market would be new to you and customers largely unknown, we would be quite willing to act on a del credere basis in return for an extra commission of 2 1/2 per cent to cover the additional risk.
We hope you will see a worthwhile opportunity in our proposal, and that we may look forward to your early decision.
Yours faithfully,
Letter 65
Reply to Del Credere Agency Application
Dear Sirs,
We are interested in your proposals of 8 July but, though favorably impressed by your views, are concerned that even a modest advertising campaign may not be worthwhile, we therefore suggest that we first test the market by sending you a representative selection of our products for sale on our account.
In the absence of advertising we realize that you would not have an easy task, but the experience gained would provide a valuable guide to future prospects. If the arrangement was successful we would consider your suggestion for a continuing agency.
Meanwhile, if you are willing to receive a trial consignment, we will allow commission at 12 1/2 per cent, with an additional 2 1/2 per cent del credere commission, commission and expenses to be sent against your monthly payments.
Please let us know as soon as possible if this arrangement is satisfactory to you.
Yours sincerely,
Letter 66
Inquiry about Agency Applicant’s Conditions
Dear Sirs,
We thank you for your letter of July 18, in which you proposed to sell our products on sole agency basis.
We are deeply impressed by your kindness in submitting this proposal to us, and your application is now under our careful consideration. However, before going further into this arrangement we would like to know your market consumption, the definite quantities you require quarterly or annually, your plan to push the sales of our products, licencing position at your end, your bank references, etc.
Last but not least, the whole matter hinges upon the question of amount of commission you would require on orders obtained and executed. And as your Mr. John Smith intends visiting London in October, we shall be pleased to discuss the possibility of coming to an agreement with him personally.
We are looking forward to your early reply and awaiting Mr. John Smith’s call.
Sincerely yours,
Letter 67
Main Terms in an Agency Agreement (I)
Dear Sirs,
Re : Agency Agreement
We are pleased to learn that you have offered to act as our sole agent for marketing our footwears in the U.S.A. After a careful review of our business relations and your past efforts in pushing the sales of our products, we have decided to entrust you with the exclusive agency for our footwears in your country. We set out below the main terms to be covered in the Agency Agreement and should like you to confirm them before drafting the formal agreement.
1. The agency to be a sole agency for marketing our footwears in the U.S.A.
2. No sales of competing products to be made in the U.S.A., either on your account or on account of any other firm or company.
3. All customers’ orders to be transmitted to us immediately for prompt supply.
4. All goods supplied to be invoiced by us direct to customers, with copies to you.
(to be continued)
Letter 68
Main Terms in an Agency Agreement (II)
5. A commission of 5% based on FOB values of all goods shipped to the U.S.A., whether on order placed through you or not, payable at the end of each quarterly period.
6. A special del credere commission of 2.5% to be added.
7. Credit terms not to be given or promised to any customer without our express content.
8. Customers to settle their accounts with us direct, and we to send you a statement at the end of each month of all payments received by us.
9. The agency to operate as from 1st January next for a period one year, automatically renewable on expiration for a similar period unless notice is given to the contrary.
10. All questions of difference arising under our agreement to be solved through consultation or to be referred to arbitration if necessary.
We will then arrange for a formal agreement to be drafted and copies sent for your signature.
Yours faithfully,
Letter 69
Principal’s Complaint of Agent’s Work
Dear Sirs,
We note with regret that your sales on our account have fallen considerably during the past few months.
At first, we thought this might be due to the slack season in your country, but on looking into the matter more closely, we find the general trend during this period has been upwards.
It is of course possible that you are facing difficulties of which we are not aware. If so, we should like to know of them since it is always possible for us to take measures that would help. We therefore look forward to receiving from you a detailed report on the situation and also any suggestions of ways in which you feel we may be of some help in restoring our sales to at least their former level.
Yours faithfully,
Letter 70
Agent’s Complaint of Slow Delivery
Dear Sirs,
We enclose our statement of sales made on your account during May and of commission and expense payable, and if you will confirm our figures, we will credit you with the amount due.
These sales are most disappointing, but this is due entirely to late arrival of the goods we ordered from you last February. Not having received the goods by mid-April we faxed you on the 17th, but found on enquiry that the goods were not shipped until the 26th April and consequently did not reach us until the 22nd May.
This delay in delivery is most unfortunate as the local agents of several of our competitors have been particularly active during the past few weeks and have taken a good deal of the trade that would doubtless have come our way had the goods been here. What is more disturbing is that these rival firms have now gained a footing in a market which, until now, has been largely our own.
We have reminded you on a previous occasion of the competition from Taiwan manufacturers, whose low prices and quick deliveries are having a striking effect on local buyers. If therefore you wish to keep your hold on this market, prompt delivery of orders we place with you is essential.
Yours faithfully,
Letter 71
Appointment of Agency (I)
Dear Sirs,
We have received your letter of January 24 and favorably impressed with your proposal for an agency agreement between us. In view of your excellent performance in pushing the sales of our manufactures and the satisfactory business records, we have decided to appoint you as our sole agent for our Panda Brand Recorders in the territory of Iran.
We have draw up a draft sole agency agreement in which the terms and conditions are set forth in details. Please examine it and tell us if they meet with your approval.
We hope the establishment of agency will further expand the business to our mutual benefit.
Yours faithfully,
Letter 72
Appointment of Agency (II)
Dear Sirs,
It was a pleasure to meet you yesterday, subsequent to my letter of 17 September.
We are now pleased to offer you an appointment as our sole agents for France on the terms and conditions agreed verbally with you.
This appointment will be for a trial period of 12 months and we will pay you a commission of 7% on the net value of all sales against orders received through you ,to which would be added a del credere commission of 2.5%.
As we are able to facilitate quick delivery there will be no need for you to maintain stocks of our goods, but we will send you full ranges of samples for display in your showrooms.
Please confirm these terms in writing as soon as possible, after which we will arrange for a formal agreement to be drawn up. When this is signed, a circular will be prepared for distribution to our customers in France announcing your appointment as our agents.
We look forward to a successful business relationship.
Yours faithfully,
Letter 73
Refusal to Agency Application
Gentlemen:
We are in receipt of your letter dated February 11, recommending yourselves to be our agent in Finland.
While we appreciate your offering, we have to say frankly that it would be premature to commit ourselves at this stage when the record of transactions shows only a moderate volume of business.
Please do not misinterpret the above remarks, which in no way implies dissatisfaction on our part. As a matter of fact, we are quite satisfied with the way you handle our business and the amount of business you have brought us. However, we are of the opinion that a bigger turnover must be reached to justify establishing the agency.
In view of the above, we deem it advisable to postpone the matter until your future sales warrant such a step. We hope our views will be shared by you and we will make joint efforts to enhance our happy working relationship.
Yours sincerely,
Letter 74
Specimen Agency Agreement (I)
1. The Principal appoints the Agent as and from the first day of January, 2001 to be its sole Agent in Finland ( hereinafter called “the area”)for the sale of Printed Cotton manufactured by the Principal and such other goods and merchandise (all of which are hereinafter referred to as “the goods”) as may hereafter be mutually agreed between them.
2. The Agent will during the term of 2 years (and thereafter until determined by either party giving three months’ previous notice in writing) diligently and faithfully serve the Principal as its Agent and will endeavor to extend the sale of the goods of the Principal within the area and will not do anything that may prevent such sale or interfere with the development of the Principal’s trade in the area.
3. The Principal will from time to time furnish the Agent with a statement of the minimum prices at which the goods are respectively to be sold and the Agent shall not sell below such minimum price but shall endeavor in each case to obtain the best price obtainable.
4. The Agent shall not sell any of the goods to any person, company, or firm residing outside the area, nor shall he knowingly sell any of the goods to any person, company, or firm residing within the area with a view to their exportation to any other country or area without the consent in writing of the Principal.
(to be continued)
Letter 75
Specimen Agency Agreement (II)
5. The Agent shall not during the continuance of the Agency hereby constituted sell goods of a similar class or such as would or might compete or interfere with the sale of the Principal’s goods either on his own account or on behalf of any other person, company, or firm whomsoever.
6. Upon receipt by the Agent of any order for the goods the Agent will immediately transmit such orders to the Principal who (if such order is accepted by the Principal) will execute the same by supplying the goods direct to the Customer.
7. Upon the execution of any such order the Principal shall forward to the Agent a duplicate copy of the invoice sent with the goods to the customer and in like manner shall from time to time inform the Agent when payment is made by the customer to the Principal.
8. The Agent shall duly keep an account of all orders obtained by him and shall every three months send in a copy of such account to the Principal.
9. The principal shall allow the Agent the following commissions (based on F.O.B. United Kingdom values) in respect of all orders obtained direct by the Agent in the area which have been accepted and executed by the Principal. The said commission shall be payable every three months on the amounts actually received by the Principal from the customers.
(to be continued)
Letter 76
Specimen Agency Agreement (III)
10. The Agent shall be entitled to commission on the terms and conditions mentioned in the last preceding clause on all export orders to Finland for the goods received by the Principal from the Agent. Export orders in this clause mentioned shall not include orders for the goods received by the Principals from and sold delivered to customers’ principal place of business outside the area although such goods may subsequently be exported by such customers into the area, excepting where there is conclusive evidence that such orders which may actually be transmitted via the Head Office in England are resultant from work done by the Agent with the customers.
11. Should any dispute arise as to the amount of commission payable by the Principal to the Agent the same shall be settled by the Agent for the time being of the Principal whose certificate shall be final and binding on both the Principal and the Agent.
12. The Agent shall not in any way pledge the credit of the Principal.
13. The Agent shall not give any warranty in respect of the goods without the authority in writing of the Principal.
(to be continued)
Letter 77
Specimen Agency Agreement (IV)
14. The Agent shall not without the authority of the Principal collect any money from customers.
15. The Agent shall not give credit to or deal with any person, company or firm which the Principal shall from time to time direct him not to give credit to or deal with.
16. The Principal shall have the right to refuse to execute or accept any order obtained by the Agent or any part thereof and the Agent shall not be entitled to any commission in respect of any such refused order or part thereof so refused.
17. All questions of difference whatsoever which may at any time hereafter arise between the parties hereto or their respective representatives touching these presents or the subject matter thereof or arising out of or in relation thereto respectively and whether as to construction or otherwise shall be referred to arbitration in England in accordance with the provision of the Arbitration Act 1950 or any re-enactment of statutory modification thereof for the time being in force.
18. This agreement shall in all respects be interpreted in accordance with the Laws of England.
Letter 78
Looking for Partners for Joint Ventures
Dear Sirs,
You are probably aware that we are one of the largest manufacture and exporters of chemical fertilizers in Japan, having over 35 years’ experience in this line of business. We have factories producing chemical fertilizers in practically all the industrial cities in our country.
We are pleased to learn of the announcement made by your government that China continues to encourage equity joint ventures with foreign firms. We take this opportunity to approach you in the hope that you will introduce us to any Chinese partners interested in forming joint ventures with us in producing chemical fertilizers in China.
We are aware that joint venture involves complicated legal procedures as well as arrangements relating to percentage of contributions, distribution of dividends and management, etc. of which we should like to have full particulars from you at your earliest convenience so that we may go further into the matter and come to an agreement in the near future.
We hope our interest in joint venture will help promote China’s modernization in chemical industry. We await your early reply.
Sincerely yours,
Letter 79
Inquiry about Conditions for Joint Ventures
Dear Sirs,
We are in receipt of your letter of October 20 expressing your interest in joint venture in manufacturing chemical fertilizers and requesting us to introduce to you Chinese partners who may be interested.
We have immediately contacted some of the potential Chinese partners, who state that they welcome your participation but first of all would like to know the approximate amount of your investment and in what form your contribution will be, i.e. in cash, capital goods or technology. They would also like to know if you agree to the project site being in a city other than the cities you suggested.
Our Joint Venture Law places no upper limit on the share of the registered capital of a joint venture contributed by a foreigner although generally speaking the minimum amount acceptable will not be less than 25%. The profits, risks and losses of a joint venture shall be shared by the parties to the venture in proportion to their contribution to the registered capital.
It is advisable to state that according to China’s Joint Venture Law, once a joint venture has been concluded, the contracting parties will have to apply to the concerned government authorities for authorization of the agreement of contract signed between the parties to the venture. When authorized, the joint venture shall register with the Administration for Industry and Commerce of our government and start operation under licence.
We should appreciate your early reply to the questions enumerated above.
Yours faithfully,
Letter 80
Stating Particulars for the Proposed Joint Venture
Dear Sirs,
Please accept our thanks for your prompt response to our letter dated October 20 regarding joint venture.
We wish to state that the amount of our investment will be around 1 to 1.5 million U.S. Dollars, partly in the form of cash and partly in capital goods. As to the projects site, we prefer Nanjing to other cities in China because Nanjing offers better conditions for technology, transportation, communication and banking. This city will be especially suitable for exporting chemical fertilizers after the factory in question is completed and starts production. In case our choice Nanjing as the projects site is not acceptable to your Authorities, we have no alternative but to choose Suzhou or Wuxi as a substitute.
We wish to add that the equipment we are going to supply is up-to-date by world standards. We believe that we are entitled to a Tax Holiday for a certain period. It is understood that the net profit earned by the proposed factory is allowed to be remitted in convertible currency.
As joint venture involves complicated procedures, especially in the legal aspects, we should appreciate your furnishing us with more concrete details so as to enable us to proceed with the matter further.
If, however, you think a face-to-face discussion will help clarify and settle any questions existing between us, We are prepared to send our Assistant Manager, Mr. Tanakaki, and two experts to China to call on you in person, so that problems can be settled on the spot, and an agreement can be reached at an early date.
We await with keen interest your comments and sincerely hope that our proposed talk will yield fruitful result to our mutual advantage.
Yours faithfully,
Letter 81
Arranging Face-to-Face Talk on Joint Venture
Dear Sirs,
We thank you for your letter of October 28 in which you proposed to send your Assistant Manager and experts to Nanjing to have a face-to-face talk with us on the subject of joint venture.
We have informed the prospective Chinese partners of your intention and they have told us that they welcome your personnel to Nanjing for talks on the matter.
In order to enable you to have a clear understanding of China’s Joint Venture Law, we take pleasure in enclosing a copy of the Law together with a reference copy of the joint venture agreement for your perusal. Please go through these documents to see whether there are any questions you wish to ask at the time of negotiation in person. Other concerned laws and regulations enacted by the Chinese government will be handed to your representatives when they are here.
Please let us know when your manager will come to Nanjing.
Yours faithfully,
Letter 82
Proposal for a Wholesale Joint Venture
Dear Sirs,
Earlier this year we were very pleased to have you with us in Melbourne, and discuss ways and means of developing the piece goods business.
Among other items we proposed entering the wholesale business as a means of expanding exports and were pleased to learn recently from your office that your Corporation is willing to consider joining hands with us in such a venture.
We therefore take this opportunity to send you herewith a memorandum on the subject as enclosed. It is merely a broad outline intended as a starting point for more detailed discussions between us.
Our manager and I would be pleased to visit Beijing, say from the 2nd to the 5th February, to discuss matters in detail with officials from your head office. If the suggested timing of our visit is not suitable, we shall be glad to change it to a more convenient time.
We hope that our detailed discussions in Beijing will result in the signing of a provisional agreement during our visit.
We look forward to your comments.
Yours sincerely,
Encl: Memorandum
Letter 83
Memorandum on Wholesale Joint Venture (I)
WHOLESALE JOINT VENTURE IN AUSTRALIA BETWEEN PANDA CORP. AND COLLINS PTY. LTD.
With a view to expanding Chinese TV sets exports to Australia, Collins ( hereinafter referred to as Party A ) and Panda Corp. ( hereinafter referred to as Party B ) have agreed to set up a joint venture company in Australia, with Collins holding 70% of the shares and Panda Corp. 30%. The joint venture company will be the dedicated wholesaler of Chinese TV sets in the Australian market.
1. Business Activities
The joint venture company will operate as importers and wholesalers of TV sets and other electric appliances from the People’s Republic of China.
2. Structure of Joint Venture Company
Share holding Authorized capital
Collins 70% AUD 700,000
Panda Corp 30% AUD 300,000
(to be continued)
Letter 84
Memorandum on Wholesale Joint Venture (II)
3. Name and Registration of Company.
Name: Collins Panda PTY. LTD.
Registration: To be registered in the state of Victoria, Australia.
Commencement date suggested: 1 January 2001.
4. Directors
The Board of Directors will be structured according to share holding –3 directors to be appointed by Party A and 2 by party B. It is suggested that the board have a rotating Honorary Chairman.
5. General Business laws
The joint venture company will function in Australia according to the laws set down by Federal and State Governments for taxation and general business.
6. Validity
This agreement will be valid for ten (10) years to be renewed six (6) months prior to its expiry. If at any time Parties A or B consider it necessary and in the best interests of the company to sever this agreement they shall do so.
Letter 85
Reply to Memorandum on Wholesale Joint Venture
Dear Sirs,
We were very pleased to receive your letter of October 12 and the enclosed memorandum with detailed proposals on the subject.
We have studied your memorandum carefully and would like to respond to your proposals as follows:
1. The memorandum is generally acceptable and may serve as a basis for further discussions.
2. We suggest the inclusion of two more clauses:
1) SETTLEMENT OF DISPUTES
Any dispute arising from the execution of, or in connection with the agreement shall be settled through friendly consultations between the two parties. In case no settlement can be reached through consultations, the disputes shall be submitted to the Foreign Economic and Trade Arbitration Commission of the China Council for the Promotion of International Trade in Beijing for arbitration in accordance with its rules of procedure. The arbitral award is final and binding upon both parties.
2) This agreement is subject to ratification by the authorities of both parties.
We look forward to welcoming you to Beijing and discussing matters in detail from the 2nd to the 5th November and hope that a provisional agreement can then be signed.
Yours sincerely,
Letter 86
Confirmation of the main Points in
Joint Venture Discussion
Dear Sirs,
We are pleased that during our discussions last week we reached an agreement on the proposed joint venture in Australia. Before drawing up the formal contract for signature we should like to confirm the main points upon which we have agreed, namely:
1. That Panda and Collins enter into a wholesale joint venture in the State of Victoria.
2. That Panda holds 30% of the shares and Collins 70%.
3. That Collins undertakes to establish warehouse facilities in Melbourne.
4. That the joint venture is to be registered to operate also in the State of New South Wales.
5. That all profit, losses, costs and liabilities will be prorated according to the share-holding of each party.
6. That any disputes in connection with the joint venture agreement which cannot be settled by consultation shall be referred to arbitration by the CCPIT Arbitration Commission, whose award being final and binding upon both parties.
7. That the agreement is subject to ratification by the two government authorities.
Upon receiving your letter of confirmation we will arrange for the contract to be drawn up and sent to you for signing.
Yours faithfully,Letter 87
Compensation Trade (I)
Dear Sirs,
If you refer to the previous correspondence exchanged between us, you will find that we had several satisfactory dealings in Textiles during 1995—1997, but later we failed to maintain communication with you.
We hasten to write you this letter in the hope that our relations will be resumed and strengthened.
We have now received an enquiry from our old friends in Europe for large quantities of men’s poplin shirts, which are to be manufactured according to the design, material and needlework desired by them. To give you some idea of what our clients require, we are sending you by separate mail a sample of the shirt.
Upon receipt, please examine the sample thoroughly and let us know if you are in a position to manufacture. If so, we shall appreciate receiving your counter sample for our consideration, together with your lowest quotation, CIF European Main Ports, stating mode of packing and time of delivery, etc.
You will notice from our sample that the shirt was sewn with a new type of sewing machine, the stitches being not only neat and fine but attractive as well. Our clients in Europe are very particular about the quality of the shirts to be supplied, and we wonder if your sewing machines are good enough to produce such results. If not, we are thinking of supplying you with this new type of sewing machine. The cost of the machines may be repaid by resultant products, and the whole transaction can be carried out under compensation trade arrangements.
Please give our enquiry your consideration and let us have a detailed reply at your early convenience, on receipt of which we shall go further into the matter.
Yours faithfully,
Letter 88
Compensation Trade (II)
Dear Sirs,
Thank you for your letter dated September 16, 2000 and your sample of the men’s poplin shirt, both of which reached us yesterday.
The moment your sample reached us, we approached our manufacturers about your enquiry, who informed us that the sewing machines they are using are good enough to sew the shirts you intend to order. However, in order to display their excellent skill, they are making a counter sample, which we will airmail to you within a couple of days. When you see our counter sample, we hope you will be satisfied with the design, material and quality, particularly the stitches sewn with our manufacturers’ machines,. But should you find the stitches not so desirable as you hope for, please do not hesitate to let us know. We shall consider importing a new type of sewing machine from you under compensation trade arrangements.
We highly value your enquiry and, with an eye to future cooperation, we have asked our manufacturers to keep their prices as low as possible so as to put this business through as a friendly gesture for a long-term cooperation.
With regard to the new type of sewing machine suitable for making poplin shirts, we have not yet decided at present to make purchases but would suggest that you immediately send us catalogues and price lists so that we may consider this matter well in advance. Thus, no time will be wasted if we find such purchases necessary.
We await your reply with interest and sincerely hope that concrete business can be concluded as soon as possible, for our manufacturers are likely to be heavily committed when the summer season comes.
Yours faithfully,
Letter 89
Compensation Trade (III)
Dear Sirs,
Please accept our thanks for your prompt response to our letter dated September 25 in connection with the above subject. We have also received your counter sample of the men’s poplin shirt.
Having carefully examined the counter sample, we find everything satisfactory except for the stitches, which are not what we expected. We attribute this shortcoming to the old type of sewing machine being used by your manufacturers. We feel sure this problem can easily be solved if a new type of machine is installed.
As requested, we enclose a catalogue and a price list for ModelAS –348 Sewing Machine produced by Messrs, Juki & Co., Hongkong. They have in stock 91 machines which can be shipped to you promptly. This is the very machines suitable for making our poplin shirts, and the present price is HK $ 15,000 each FOB Hongkong, which we can assure you is the lowest obtainable.
Please fax us as soon as possible if you are interested in these machines, and in the meantime let us have your best offer for the poplin shirts based on our order of 2,000 to 2,500 dozen per month. On receipt of your reply to our offer of the sewing machines and your quotation for the shirts, we shall try our best to conclude the two deals as one package under compensation trade arrangements.
We thank you in advance for an early reply and assure you of our full cooperation at all times.
Yours faithfully,
Letter 90
Compensation Trade (IV)
Dear Sirs,
We acknowledge with thanks receipt of your letter of October 7,2000 quoting us your price for 91 sewing machines of Model AS—348 @ HK $ 15,000 each FOB Hongkong. While we thank you for this offer, we find that your price is about 5% higher than that offered by other exporters in your city. If you can see your way to reduce your price to the same level as your competitors’, we are willing to place our order with you so as to conclude the deal on the basis of compensation trade. Please let us have your decision as soon as possible.
Referring to your order for men’s poplin shirts, our manufacturers have just called on us and, through our mutual consultation, we now take pleasure in quoting you the following:
1. Men’s poplin shirts to be manufactured according to the design, material and needlework as per your sample submitted and to be sewn with the sewing machines supplied by you: @ HK $ 352 per dozen CIF European Main Ports, based on the quantity of your order of not less than 2000 dozen each month. Our prices and other terms for your future orders are to be discussed and specified in detail on each occasion.
2. Packing : Half a dozen packed to a cardboard box; six dozen to a carton.
3. Delivery: 2000/2,500 dozen to be delivered monthly.
It is essential for you to rush your acceptance without any delay, as our manufacturers may find it necessary to raise their prices soon owing to the increase in the cost of raw materials.
Your early reply will be highly appreciated.
Yours faithfully,
Letter 91
Compensation Trade (V)
Dear Sirs,
We have just received your letter of October 19, 2000 concerning our offer of 91 sewing machines and your quotation of men’s poplin shirts.
As a sign of our sincere cooperation with you to the fullest, we have decided, as an exceptional case, to accept your request for 5% reduction off our original price of HKD15, 000 each for the 91 sewing machines. We made this special concession on condition that this deal is to be concluded in combination with your offer of men’s poplin shirts as one package under compensation trade arrangements.
We find your offer of the shirts not attractive enough but with a view to starting some substantial business with you at an early date, we have accepted your quotation of HKD352 per dozen CIF EMP.
Now the two transactions have been finalized, and we expect to receive your confirmation by return.
We are pleased to inform you that our sales manager will be visiting Shanghai within the next few days to attend a mini-fair. While in Shanghai, she will call at your office to discuss in detail the terms and conditions of this compensation trade agreement. Please have the draft of the compensation trade agreement drawn up well in advance so that when she calls she can sign the agreement forthwith if no rectification to the agreement is necessary.
Our sales manager is looking forward to meeting you in Shanghai soon and hopes that everything will go on smoothly.
Yours faithfully,
Letter 92
Agreement on Compensation Trade (I)
This Agreement is entered into on November 15,2000 by and among Jiangsu Garments Import & Export Corporarion (hereinafter called Party A), Renald Garland & Co., Ltd., Hongkong (hereinafter called Party B) and Jiangsu Shirt Factory (hereinafter called Party C), whereby the three parties agree to conclude the following compensation trade under the terms and conditions set forth below:
1. After friendly discussions with Jiangsu Shirt Factory, Party A agrees to supply man’s poplin shirts to Party B from January 2001 2,000 dozen to 2,500 dozen each month, or 24,000 dozen to 30,000 dozen each year,. The aforesaid goods shall be manufactured by Party C for Party B with machines supplied by Party B. Party B guarantees to place orders with Party A for approximately the above stated quantity each month. During the period from 2001 to 2005, Party A shall give priority to the orders from party B for shirts as mentioned above provided that Party B advises party A of its requirements half a year in advance, failing which Party A shall not reserve the productive capacity for Party B.
2. In order to raise the quality of the products, Party B agrees to supply Party A with 91 sewing machines manufactured by Juki & Co., Hongkong (for details see the attached list) amounting to HK $ 1,296,750 plus freight and interest at 5% per annum. Party A shall settle the amount by installments before the end of December 2001,by deducting it from the total value of the shirts to be supplied to Party B.
(to be continued)
Letter 93
Agreement on Compensation Trade (II)
3. Party B shall guarantee that the machines to be provided are in accordance with Party C’s requirements and specifications. If there is any problem in the performance of the machines, Party A shall have the right to claim against party B for any loss or losses to the extent of Juki’s responsibility based on its warranty.
4. Party B shall notify the Juki people to join in supervising, the installation and repair of the machines.
5. Party B shall have the right to inspect the quality of the shirts in the course of manufacturing and if any quality problem is found, Party B should advise Party A to make rectification immediately.
(to be continued)
Letter 94
Agreement on Compensation Trade (III)
6. The price and other terms shall be specified in detail in each contract when it is concluded.
7. Any complaints or disputes in connection with this Agreement or the execution thereof shall be settled amicably through friendly negotiation.
8. This Agreement shall become effective as soon as it is signed by the three parties. The validity of this Agreement for the acquisition and financing of the equipment is for one year only from January 2001 to December 2001 while all other provisions of this Agreement are valid for a period of five years, starting from January 2001 to December 2005. This Agreement is renewable for a further period upon mutual consent after consultation among all parties concerned.
Nanjing, November 15,2000
Jiangsu Garments Import & Export Corp.
Renald Garland & Co., Ltd.
Jiangsu Shirt Factory
Letter 95
Assembling with Supplied Parts and Components
Dear Sirs,
Your Vice President had several pleasant and fruitful discussions with us about assembling refrigerators while he was in Guangzhou in October this year. Now we wish to mention the following four points as supplements to the previous discussions.
1. With the components, auxiliary materials, and necessary equipment and tools supplied by your company, we shall assemble 26,000 refrigerators within a period of three years, namely, 8,000 domestic refrigerators and 2,000 industrial refrigerators to be assembled within the first year (1996),10,000 domestic refrigerators and 3,000 industrial refrigerators to be assembled in the second and the third year respectively.
2. All the finished products will bear a neutral brand. 60% of the finished products will be shipped to Hongkong and 40% to Sydney. Shipment of the products is to be effected once half a year. All the shipping expenses will be for your account.
3. Payment for the assembling fee and shipping expenses is to be made by sight L/C to be opened by you not later than 30 days before the shipping schedule.
4. In case there arise some disputes which couldn’t be solved, it is necessary to state an arbitrator which can settle such disputes, Unless otherwise agreed, contracts are commonly governed by the laws of our country.
Please give the above points your careful consideration.
Yours faithfully,
Letter 96
Processing According to Supplied Samples
Dear Sirs,
Thank you very much for your letter of August 2 enquiring about the possibility of manufacturing Leather Bags according to your samples.
We are pleased to inform you that we have been doing business of processing according to supplied samples and processing with supplied materials for years, in addition to our ordinary import and export transactions. Our leather products are superior in materials and excellent in workmanship, and we have won the confidence of customers abroad in our commercial integrity.
As to prices, we find it difficult to work out an exact price before receiving your samples and knowing the quality of your order. Therefore, please inform us of the quarterly or yearly quantity we may expect from you, as the quantity of your order will be an important factor in pricing.
We assure you of our close co-operation at any time and look forward to receiving your samples at an early date.
Yours sincerely,
商务英语函电二:外贸英语函电大全
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外贸英语函电大全
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今天的题目是: Self-introduction 例文如下: Dear Sirs,
We owe your name and address to the Commercial Counsellor"s Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles.
We avail ourselves of this opportunity to approach you for the establishment of trade relations with you.
We are a state-operated corporation,handling both the import and export of Textiles. In order to acquaint you with our business lines,we enclose a copy of our Export List covering the main items suppliable at present. Should any of the items be of interest to you,please let me know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements.
In our trade with merchants of various countries,we always adhere to the principle of equality and mutual benefit. It is our hope to promote,by joint efforts,both trade and friendshp to our mutual advantage. We look forward to receiving your enquiries soon. Yours faithfully, Encl.
函电 (1) ------ 注解 A
1. owe ...... to ...... 把.....归功于......
例句: We owe your name and address to ....... 2. Commercial Counsellor"s Office 商务参赞处 3. be in the market for 想要购买....
例句: We are in the market for Groundnuts. be in the market 要买或卖
例句: Please advise us when you are in the market. 4. avail oneself of ...... 利用.....
例句: We avail ourselves of this opportunity to express our thanks to you for your close cooperation. 5. approach v. 与......接洽
例句: We have been approached by several buyers for the supply of walnuts. 6. state-operated corporation 国营公司 7. handle v. 经营
例句: This shop handles paper and stationery. 8. acquaint sb. with sth. 使某人了解某事
例句: You will have to acquaint us with the details. 9. line n. 行业 ; (一类)货色
例句: We have been for many years in the chemical line
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This is a good line of hardware. 10. enclose v. 随函附上
例句: We enclose a copy of our pricelist.
Please refer to the pricelist enclosed with (or : in) our letter of August 5. Enclosed please find a copy of our pricelist.
(Or: Please find enclosed a copy of our pricelist.) We believe you will find the enclosed interesting.
enclosure n. 附件 (信内有附件时,常用 Encl. 或 Enc. 注明与信末坐下角,如例文.) 例句: We thank you for your letter of April 15 with enclosures. 函电 (1) ------ 注解 B
11. covering 包括......的 , 涉及......的 , 有关......的
例句: Please let us have your pricelist covering your typewriters. 12. sth. be of interest to sb. 使感兴趣 , 有兴趣 例句: This article is of special interest to us. 注意区分: sb. be interested in sth.
13. upon (or : on) receipt of 收到......后 (即......)
例句: On (or : Upon) receipt of your instrucions we will send the goods. 14. requirement n. 需要 ; 需要之物
例句: We can meet your requirements for (or: of) Walnutmeat. 15. trade n. 贸易 ; 行业
例句: They have been in the wool trade for quite a number of years. trade v. 从事贸易 ; 做生意 ; 经营
例句: They trade in cotton piece goods with many countries. 16. adhere to = stick to 忠于 ; 坚持
例句: We always adhere to our commitments.
17. principle of equality and mutual benefit 平等和互利的原则
18. both trade and friendship to our mutual advantage 对双方都有利的贸易和友谊 经典句子: (曾经我尝试过在我客户的身上运用此句子,收到的效果不错.)
It is our hope to promote,by joint efforts,both trade and friendship to our mutual advantage. 函电 (2) ------ A
今天例文的题目是: (今天会有两封信,因为有一封是回信) (A) Request for the establishment of business relations 例文如下: Dear sirs,
Having obtained your name and address from Messrs. Anderson & Co.,Rotterdam,we are writing you in the hope of establishing business relations with you.
We have been importers of Arts & Crafts for many years. At present,we are interested in various kinds of Chinese Arts and Crafts and should appreciate your catalogues and quotations. If your prices are in line,we trust important business can materialize. We are looking forward to receiving your early reply. Yours faithfully, 函电 (2) ------ B
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(B) A reply to the above Dear sirs,
We thank you for your letter of the 3rd this month and shall be glad to enter into business relations with your firm.
Complying with your request,we are sending you under separate cover our latest catalogues and pricelist covering our exports.
Payment should be made by an irrevocable and confirmed letter of credit. If you find business possible,please cable us for offers. Yours faithfully, 函电 (2) ------ 注解 A
注解:
1. obtain v. 获得
例句: We regret to say we cannot obtain any interest.
例文中的 Having obtained ...... from ...... 也是一句向对方表达如何获得对方联系方式的句型. (今天学的是第二句)
还记得昨天学的第一句表达如何取得对方联系方式的句子吗? We owe your ...... to ...... 这些句型是在你向初次联系的客户发邮件时可使用的好句子,这样,客人就不会觉得你的联系太突然了. 2. appreciate v. 感谢,感激 ; 理解,体会
例句: We highly appreciate your kind cooperation.
We shall appreciate your giving this matter your serious consideration.
We shall appreciate it if you will send us a brochure and two sample books by air immediately. We hope you will appreciate our position.
这是一个在函电里用的频率比较高的一个词, 这个词的好的运用会使你的信件增添一份美. 3. in line (with) = in agreement (with) ------- mean : suitable 例句: If your price is in line,we can take large quantities. 4. materialize v. 实现
例句: We hope the business will eventually materialize. 函电 (2) ------ 注解 B
5. enter into ph.v. 开始(某种关系、事业、谈判等） ；缔结（契约等）
例句：We wish to enter into business relations with your corporation for the supply of light industrial products. We expect to enter into (=begin) business talks with them next week. 6. comply (with) vi. 依照，符合
例句： We hope you will be able to comply with our request. This offer does not comply with our requirements.
表示 “ 按照...... 和......一致" 意思的,除了 comply with 外, 还有 in compliance with , in line with , in accordance with , in comformity with . 7. under separate cover 另邮 , 另寄
也可以说 by separate mail 如附在信里则用 under cover (随函) 或 enclose (见上一个例文).
例句: We are sending you catalogue under separate cover. = We are sending you catalogue by seperate mail. We are sending you under cover a copy of pricelist. = We are enclosing a copy of our pricelist. 8. cable v. 打电报
注意: cable sb. sth. 把某事物电达给某人 cable sb. for sth. 向某人电索某事物
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例句: Please cable us offers. Please cable us for offers. cable n. 电报
例句: Please make us an offer by cable. = Please make us an offer by telegram. Please make us a cable offer. = Please make us a telegraphic offer. 函电 (3)
今天例文的题目是: Transferring Business Relations 例文: Dear sirs,
Enamelled Copper Wire
Your letter of 1st August addressed to our Shanghai Branch Office has been passed on to us for attention and reply, as the captioned goods lie within the scope of our business activities.
We regret to inform you, however, that this particular line has already been represented by ABC & Co., Ltd., 144 Broad Street, Alexandria, Egypt. As a result, we are not in a position to supply you with the goods but would rather recomment that you approach them direct for your requirements.
If you are interested in any other items, please let us know and we shall be only too pleased to make you offers. Yours truly,
cc ABC & Co., Ltd., Alexandria, Egypt 函电 (3) ------ 注解
1. enamelled copper wire 漆包线 2. pass on ph. v. 传递 , 转交
例: We will pass on your decision to the buyers. 3. captioned adj. 标题项下的 , 标题所说的
例: We are pleased to advise you that the captioned goods were shipped yesterday per s.s. Pearl. caption n. 标题
例: We have noted your letter of August 6 under the above caption. 4. lie within the scope of our business activities 属于我们的经营范围
5. regret v. 抱歉 , 惋惜 , 引为遗憾 + sth. / doing sth. / to do / that ... 例: We very much regret our inability to comply with your wishes. We regret being unable to offer you this article at present.
We regret to note (or : learn) that you cannot make any headway with our offers. We regret that the business has fallen through. regret n. 抱歉 , 遗憾
例: Much to our regret,we are unable to even shade the price. 6. be in a position to 能够
例: We are not in a position to take on new business at present.
7. resommend v. 推荐 , 劝告 , 建议 + n. / doing sth. / sb. to do / that 例: We strongly recommend acceptance for our stocks are running low. We recommend buying a small quantity for trial. We recommend you to buy a small quantity for trial. 8. be only too pleased to ... 十分乐于...... 函电 (4)
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今天进入第二个主题: Enquiries & Offers
在开始今天的例文之前,先插几个知识点的讲解.
1. 在给对方写信时,在要提起某个问题来回答时,常有 "关于(你方的要求),至于......" ,那可用的词组有哪些呢? as to / as for / in regard to / regarding / referring to / in respect of / concerning 2. offer n. & v. 的用法: 1) Your offer of ...
2) 常与动词 make , cable , send 连用 3) 常与介词 for , of , on 搭配 3. Enquiry / Inquiry :
An enquiry must be acknowledged in terms that establish good will if an immediate sale is not possible. If it is from an old customer,say how much you appreciate it if it is from a new customer,say you are glad to receive it and express the hope of keeping up friendly business relationship. 1) a general inquiry 普通询盘
general information : a catalogue , pricelist , sample , photo 2) a specific inquiry 具体询盘
detail information : name of the commodity , specification , quantity , unit price (CIF,FOB,etc.) , shipment date , terms of payment 4. Offer :
1) non-firm offer 虚盘
Non-firm offers are usually indicated by means of sending catalogues, pricelists, proforma invoices and quotation though quotations with certain qualifying words sometimes play the function of firm offers. 2) firm offer 实盘
A firm offer is made when a seller promises to sell goods at a stated price within a stated period of time. The promise may be expressed (i.e. clearly stated in words), as when it takes the form of a letter or it may be implied (i.e. understood), as when it takes the form of a quotation that contains the words "for acceptance within seven days", or similar qualifying words.
The firm offer creates a power of acceptance permitting the offeree by accepting the offer, to transform the offeror"s promise into a contractual obligation. Thus, once it has been accepted it cannot be withdrawn. 3) A satisfactory offer will include the following: a) an expression of thanks for the enquiry, if any
b) names of commodities , quality , quantity and specifications c) details of prices , discounts and terms of payment
d) a statement or clear indication of what the prices cover (e.g. packing , freight and insurance) e) packing and date of delivery
f) the period for which the offer is valid.
以上这些只供参考,这些纯粹是一些理论的知识. 似乎在实际操作中,也不会把那么多个point放在同一封信里描述.
函电 (4) ------ B
今天例文的题目是: An Enquiry for Chinese Cotton Piece Goods 正文如下: Dear sirs,
We are glad to note from your letter of 1st September that , as exporters of Chinese Cotton Piece Goods , you are desirous of entering into direct business relations with us. This happens to coincide with our desire.
At present, we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues, sample books and all necessary information, regarding these goods so as to acquaint us with the quality and
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workmanship of your supplies. Meanwhile, please quote 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 date acceptable, we intend to place a large order with you. We trust you will give us an early reply. Yours faithfully, 函电 (4) ------ 注解 A
Notes:
1. note v. 注意到
例: We note from your letter that you are in the market for chemicals. 2. be desirous of 渴望 , 想要 + doing sth. / sth.
例: We are desirous of entering into (or : to enter into) direct business relations with you. desire n. & v. 期望 , 渴望 ; 要求 , 请求
例: They have no desire to buy anything at the moment. What do you desire us to do?
3. coincide v. (意见等) 一致 ; (时间上) 相同 一般搭配为 coincide with
例: We are glad that our ideas coincide. Your enquiry coincided with our offer. 4. catalogue n. 目录 (本)
单页的商品说明书称为 leaflet. 函电 (4) ------ 注解 B
5. workmanship 做工 6. regarding prep. 关于
与 with regard to , in regard to , as regards 同义,一般可以换用. 例: We have already written to you regarding this matter. 7. supply n. 供应
例: Supply now exceeds demand on our market. (供大于求)
The goods are in short (scarce , light , free , abundant , ample) supply. We are replenishing supply (or : supplies).
8. inclusive adj. 包括......的 ( inclusive of = including exclusive of = not including) 例: This offer (or: price) is inclusive of your commission of 2%. (= This offer (or : price) includes your commission of 2%.) This applies to Items 1 to 10 inclusive. 函电 (4) ------ 注解 C
9. competitive adj. 有竞争力的
例: Our price is competitive enough to induce business. compete v. 竞争
例: We have to compete against (or : with) other countries in trade. competition n. 竞争
例: To enable us to meet competition, you must quote the lowest possible price. competitor n. 竞争者
例: Competitors are offering lower prices.
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10. place v. 置......于 ; 订购 ; 售出
"给某人下单,给某人定货" 为 place order with sb.
例: If you cannot effect shipment in time, you will place us in an awkward position. If your price is competitive, we shall be glad to place a substantial order with you. If your price is right, we believe we can place additional quantities in our market. 函电 (5) ------ A
没人喜欢看不要紧,没人支持也无所谓,自己复习才是最重要的!要坚持自己的原则,说过每天坚持帖一篇例文的(周六日除外).
好,今天的第一篇例文的题目是: A " First " Enquiry 正文如下: Dear sirs,
We learn from Spett. Ditta Fratelli of Rome that you are producing for export hand-made golves in a variety of natural leathers. There is a steady demand here for gloves of high quality and although sales are not particularly high. good prices are obtained.
Will you please send me a copy of your glove catalogue, with details of your prices and terms of payment. I should find it most helpful if you could also supply samples of the various skins of which the gloves are made. Yours faithfully, 函电 (5) ------ B
Reply: Dear sirs,
We welcome your enquiry of 22nd August and thank you for your interest in our products. A copy of our illustrated catalogue is being sent to you today, with samples of some of the skins we regularly use in our
manufactures. Unfortunately, we cannot send you immediately a full range of samples, but you may take it that such leathers as chamois and doeskin, not represented in the parcel, are of the same high quality.
Mr Wang, our overseas director, will be in Rome early next month and will be pleased to call on you. He will have with him a wide range of our manufactures and when you see them we think you will agree that the quality of the material used and high standard of craftmanship will appeal to the most selective buyer.
We also manufacture a wide range of hand-made leather hand-bags in which we think you may be interested. They are fully illustrated in the catalogue and are of the same high quality as our gloves. Mr Wang will be able to show you samples when he calls.
We look forward very much to the pleasure of receiving an order from you. Yours faithfully, 函电 (5) ------ 注解
1. supply sb. with sth. supply sth. to sb.
2. manufacture n. (单数) 制造 , 生产 ; (复数) 制造品 , 产品 如: They are engaged in the manufacture of plastics. They sell their various manufactures locally. manufacture v. 制造 , 生产
如: Your order is being manufactured and will soon be ready for shipment. manufacturer n. 制造工厂 , 制造者
如: We have already bought the goods from another manufacturer.
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3. be made of (看得到原材料的) be made from (看不到原材料的) 4. illustrated adj. 有插图的 5. range n. 范围
a full range 全套的 a wide range 大量的 如: We can supply carpets in a wide range of designs. 6. chamois n. (单复数同形) 小羚羊 ; 羚羊皮 ; 麂皮 7. doeskin n. 母鹿皮
8. appeal to ph. v. 引起好感 , 引起兴趣
如: We trust this new product of ours will appeal to your market. 9. selective buyer 善于挑剔的买住 , 有眼力的买主 " 挑剔的 " 还有 picky , fussy 函电 (6) ------ A
今天的例文的题目是: (A) An Enquiry for Iron Nails 正文: Dear sirs, Iron Nails
We are interested to buy large quantities of Iron Nails of all sizes and should be obliged if you would give us a quotation per metric ton C.F.R. Lagos,Nigeria.
It would also be appreciated if samples and/or brochure could be forwarded to us.
We need to purchase this article from other sources but we now prefer to buy from your corporation because we are given to understand you are able to supply large quantities at more attractive prices. Besides,we have confidence in the quality of Chinese products. We look forward to hearing from you by return. Yours faithfully, 函电 (6) ------ B
(B) A Reply to the Above Dear sirs,
In reply to your letter of August 15, we are giving you an offer, subject to our final confirmation, as follows: Commodity : Common Round Iron Wire Nail Specifications : As per attached list
Packing : Loose in plywood keg of 60 kgs. net Quantity : 100 kegs
Price : US $ ... net per keg CFR Lagos Shipment : September / October, 20..
Payment : Confirmed, Irrevocable Letter of Credit payable by draft
at sight to be opened 30 days before the time of shipment Under separate cover, we have sent you samples of various sizes and the brochure required. If you find the above acceptable, please cable us for confirmation. Yours faithfully, Encl.
函电 (6) ------ 注解 A
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注解:
1. be obliged 感激 (陈腐的客套语) = be appreciated 如: We shall be obliged if you will cable us an offer. Your prompt reply will oblige. 2. brochure n. 小册子 (法语) 相当于英语的 pamphlet.
3. be given to understand = be informed
如: We are given to understand that you deal in brushes of all kinds. 4. have confidence in sb. / sth. 5. by return 立即 , 收信后立即 函电 (6) ------ 注解 B
6. in reply to (= in answer to) 为答复......
如: This is in reply (or: answer) to your letter of August 25. 7. subject to 以......为条件的 , 以......为有效 如: The offer is subject to confirmation.
The plan is subject to the manager"s approval. 8. as per ph. prep. 按照 (仅用语商业书信)
如: We handle a wide range of light industrial products as per list enclosed. 9. net adj. 净的 (英国习惯写作 nett)
net price 实价 , 净价 (不含佣金或折扣) net weight 净重 (不包括皮重) net profit 净利 , 纯益 函电 (7)
看来一不自救,我的帖子又沉了........ 今天的例文的题目是: A Firm Offer 内容如下: Dear sirs,
Groundnuts & Walnutmeat
We confirm your cable of 2nd September asking us to make you firm offers for both Groundnuts and
Walnutmeat CFR Copenhagen. We cabled back this morning, offering you 250 metric tons of Groundnuts,
Hand-picked, Shalled and Ungraded at RMB￥1,800 net per metric ton CFR Copenhagen or any other European Main Port for shipment during October / November,1985. This offer is firm, subject to the receipt of reply by us before 25th September.
Please note that we have quoted our most favourable price and are unable to entertain any counteroffer.
As regards Walnutmeat, we would inform you that the few parcels we have at present are under offer elsewhere. However, if you should make us an acceptable bid, there is a possibility of your obtaining them.
As you are aware that there has been lately a large demand for the above commodities, such growing demand has doubtlessly resulted in increased prices. However you may avail yourselves of the advantage of this strengthening market if you will send us an immediate reply. Yours truly,
函电 (7) ------ 注解
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1. groundnut 花生 walnutmeat 胡桃肉
2. firm adj. 确定的 , 有效的 如: The offer is firm (for) 3 days. firm adv. 确定地 , 有效地 如: We offer firm as follows.
We offer you firm subject to reply by 5 p.m. our time, Wednesday, October 3. firm offer 实盘
non-firm offer 虚盘 (即 offer without engagement / obligation 无约束力的报盘) 3. European Main Ports 常缩写成 EMP. 4. favourable adj. 有效的 , 赞成的 如: We are favourable to your proposal.
The time is not favourable for the disposal of the goods. 函电 (7) ------ 注解 B
5. entertain v. 考虑(引申为接受)
如: We shall be glad to entertain any constructive suggestion you make. We are too heavily committed to be able to entertain fresh orders. 6. parcel n. 小包 ; 一批货
如: We are sending you a parcel of samples.
商业上常用 parcel 指 "一批货", 相当于 a lot. 如: This is the only parcel left. 7. under offer 在出售中
如: We have only a parcel of 100 tons left, which is under (or : on) offer elsewhere. 8. bid n. & v. 递价 , 出价
如: If we ask the buyers for a bid, probably they will name a low price. They made a bid at US$... for Walnutmeat.
Last week we bid US$... per ton for Green Tea. Now we can do a little better. 函电 (7) ------ 注解 C
9. aware adj. 意识到的 , 知道的
如: We are fully (or : well) aware of the change in the market. We are not aware (of) why you have not opened the L/C. 10. lately adv. 最近 , 不久前
如: We have received a crowd of enquires lately (or : recently of late). We received a crowd of enquires lately (or : recently). 11. result in ph. v. 导致 , 终归
如: We confirm cables exchanged resulting in the sale to you of 15 metric tons Licorice. result from ph. v. 产生于
如: We confirm the sale to you of 15 tons Licorice resulting from cables exchanged. 12. strengthen vt. 加强 vi. 价格上涨
如: We agree to your proposed terms for this transaction in order to strengthen our relations. The market is strengthening. (= The market is becoming stronger.) 函电 (8)
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新的一周来临,先祝大家新的一周有好心情和好运气!
今天的例文的题目是: A Voluntary Offer 正文: Dear sirs,
A year ago you placed a substantial order for Type CB555 Rechargeable Battery, a discontinued line that we had on offer at the time. As we now have a similar line on offer, i.e. Type AP303, it occurs to us that you may be interested.
We have a stock of 1,200 dozen of Type AP303 (see enclosed leaflet) which we are selling off at Stg ￡60 per dozen with a quantity discount of up to 15%, though we are prepared to give 20% for an offer to buy the complete stock.
We are giving you the first chance in view of your previous order, but we should appreciate a prompt reply so that we can put the offer out in the event of your not being interested. Yours faithfully, Encl.
函电 (8) ------ 注解
1. discontinued line 中断或停止 （生产、使用、供应等）的货色 2. occur v. 发生 ， 想到
如： If another instance of this discrepancy should occur, it would be very embrassing. It has occurred to us that Type 32 might suit your purpose just as well. 3. sell off ph. v. 卖掉 （尤指廉价出售） 如： It was sold off below prime cost. 4. discount n. 折扣 ， 贴现
如： The highest discount we can allow on this article is 10%. at a discount 按较低价格 ； 无销路的 ； 不受欢迎的 如： The goods are selling at a discount. Off-grade goods are now at a discount.
discount v. 贴现 ； 打折扣 ； 不完全置信 如： Bills can be easily discounted in London. 5. up to (15%) 达到 ， 多达 （15%）
这是在累进的数量折扣（progressive discount for quantity)中，最多达到某种程度的一种说法，如买100打，给5%的折扣；买500打，给10%的折扣；买1000打，给15%的折扣。 6. be prepared to 准备，打算 （含有既愿意又能够的意思） 如： If you require additional, we shall be prepared to arrange. 7. put the offer out 普遍发出报盘
8. in the event of 如果发生，万一 （= in case of）
如： The seller may cancel the contract and reserve the right to claim in the event of buyer"s breach of contract. 函电 (9)
今天例文的题目是: A Special Offer 内容如下: Dear sirs,
We are in receipt of your letter dated March 21 and, as requested, are airmailing you, under separate cover, one catalogue and two sample books for our Printed Shirting. We hope they will reach you in due course and will help
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you in making your selection.
In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows:
Art. No. : 81000 Printed Shirting Design No. : 72435-2A
Specifications : 30 x 36 x 72 x 69 35" x 36" x 42 yds Quantity : 12,600 yards
Packing : in bales or in wooden cases, at seller"s option Price : US$ ... per yard C.I.F. C. 5% Vancouver
Shipment : to be made in three equal monthly instalments, beginning from June 19..
Payment : by confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment
We trust the above will be acceptable to you and await your trial order with keen interest. Yours faithfully, 函电 (9) ------ 注解
1. be in receipt of 已收到
商业书信表示"收到"的一种比较陈旧的说法.
表面上是一般现在时,含义上是现在完成时,即等于have received. 2. as requested 按照要求 (或请求)
商业书信应对方要求办某事后,常用 as requested 于句首. 3. in due course 在适当的时候, 如期地 (有时用duely). 例: We trust the shipment will reach you in due course. We have duly noted the reason for the late delivery. 4. take pleasure in (某人) 高兴地 (做某事) 例: We take (或 have) pleasure in + 动名词 We take (或 have) the pleasure of + 动名词 We take (或 have) the pleasure to + 不定式 5. option n. 选择
例: The destination on the B/L is to be written "London option Hamburg". at seller"s option = up to the seller
6. instalment n. 分期 原指"分期付款".
例: How many instalments did it take to pay off the loan? 用于分批装运
three equal monthly instalments = three equal monthly shipments 7. be acceptable to sb. be accepted by sb.
8. with keen interest 殷切地 函电 (10) ------ A
今天的例文题目是: (A) Asking for Proforma Invoice 内容如下: Dear sirs,
We have a client who requests us to obtain from you a Proforma Invoice for the following: "SHUANGLEE" Brand Household Scissors Model No.1 Chrome plated
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Please send us your CIF Proforma Invoice in quadruplicate for 1,000 dozen of the above article the soonest possible so as to enable us to get our client"s confirmation. There is no question of our obtaining the Import Licence. As soon as the said licence is approved, an L/C will be opened in your favour. Your close cooperation will be highly appreciated. Yours faithfully. 函电 (10) ------ B
(B) Sending Proforma Invoice Dear sirs,
In compliance with your mail request dated 12 October, we have much pleasure in handing you herewith our Proforma Invoice in quadruplicate.
For your information, our offer usually remains open for about a week only. Seeing that our Household Scissors are enjoying fast sales, we suggest you take all necessary steps without delay. We anticipate the pleasure of hearing from you before long. Yours truly, Encl.
函电 (10) ------ 注解
1. quadruplicate n. (文件等)一式四份 外贸业务中常用的一式几份是: in duplicate 一式二份 in triplicate 一式三份 in quadruplicate 一式四份
一式四份及以上的也常说 in four copies, in five copies, ... 或 in four fold, in five fold ... 2. in sb"s favour (in favour of sb.) 以......为受益人 , 以......为抬头 如: The letter of credit has been opened in your favour. favour (美 favor) n. 欢迎 , 赞许
如: Chinese commodities have enjoyed growing favour among buyers abroad. favour (美 favor) v. 有利于
如: The opportunity does not favour our making a binding arrangement. 3. in compliance with 按照(要求, 愿望等), 依从
如: In compliance with your wishes (or: request), we are sending you samples of our woolens. 4. for your information 供你参考
如: For your information, the tendency of the leather market is still uncertain. 5. enjoy fast sales (货物) 畅销
6. take all necessary steps 采取必要的步骤
与 do the necessary 及 do the needful 等意义相同 7. anticipate v. 盼望 , 期望 + n. / doing / that 如: We anticipate your acceptance.
We anticipate receiving your early reply.
We anticipate that fresh suppliers will arrive next month. 函电 (11)
题目: Urging the buyer to accept the offer 正文:
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Dear sirs,
"Seagull" Pens
We refer to our quotations of 16th September and our mail offer of 3rd October regarding the supply of "Seagull" pens.
We are prepared to keep our offer open until the end of this month and, as this prdocut is now in great demand and the supply rather limited, we would recommend you to accept this offer as soon as possible. Yours faithfully, 注解:
1. refer vi. 谈到 (后接介词 to) vt. 参考 , 提交 , 接洽
如: We refer to our/your letter of August 30. We refer you to our/your letter of August 30. We refer the matter to you. We have referred them to you.
2. keep an offer open until (or : till) ......保留报盘到......有效 函电 (11)
今天例文的题目是: Concession on price 内容如下: Dear sirs,
"Seagull" Pens
We are informed in your letter of October 22 that our price for the above article is too high to work on, since Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us. Although we do not doubt about what you say, we are of the opinion that the quality of other makes does not measure up to that of our products. Desirous as we are to expand our business with you, we feel very regretful that we cannot accept your counteroffer or even meet you half way. The best we can do is to make a reduction of 2% in our previous quotation. We hope you will direct the attention of your users to the superior quality of our products.
We hope to hear from you soon. Yours truly,
函电 (11) ------ 注解 A
1. work on ph. v. 进行
例: We are working on your offer and will reply as soon as possible. 2. approximately adv. 大约
在国际贸易中的通常习惯, about 指百分之五左右, approximately 指百分之二左右. 3. be of the opinion (the 可有可无) 认为, 有此看法
例: We are of (the) opinion that improvement in packing will push sales a long way forward. 4. make n. 制造方法或式样 ; (工业) 产品 例: of first-class make British make other makes
They are interested in things of Chinese make. 5. measure up to ph. v. 符合, 达到, 够得上
例: We regret to say that the quality does not measure up to the contracted standard.
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函电 (11) ------ 注解 B
6. regretful adj. 感到抱歉的
例: We are regretful that we did not advise you ealier.
regretful 是名词 regret 派生的形容词, 是指某人感到抱歉的 ; regrettable 是动词 regret 派生的形容词, 是指某事物令人遗憾的. 例: We feel regreful that we must decline your counteroffer.
We feel that it is regrettable to decline your counteroffer, however, we can not do so. 7. meet sb. half way 各让一半, 折衷处理 例: Shall we meet each other half way? 8. reduction n. 减少
例: Buyers ask for a reduction in price.
Buyers ask for a reduction of ￡25 per ton.
9. direct sb"t attention to sth. 使某人把注意力放在......, 使某人着眼于......
例: We wish to direct (or : draw , call , invite) your attention to the shipment of our Order No.45. We wish to bring this matter to your attention. 10. superior adj. 优良的, 卓越的
例: We are interested only in superior grades. This quality is superior (inferior) to that.
superior to 身份比别人高, 地位比别人高, 质量比别人好 inferior to 身份比别人低, 地位比别人低, 质量比别人差 函电 (13)
Chapter Three: Making Counter-offers And Declining Orders 进入今天的例文: Counter-offer on Groundnut Kernels 内容: Dear sirs,
Groundnut Kernels FAQ 1985 Crop
We are in receipt of your letter of August 22 offering us 50 metric tons of the captioned goods at RMB￥3,700 per metric ton on the usual terms.
In reply, we regret to inform you that our buyers in Rotterdam find your price much too high. Information indicates that some parcels of Indian orgin have been sold here at a level about 10% lower than yours.
We do not deny that the quality of Chinese kernels is slightly better, but the difference in price should, in no case, be as big as ten percent. To step up the trade, we counter-offer as follows, subject to your reply received by us on or before 14th September.
50 metric tons of groundnut kernels FAQ 1992 crop at RMB￥3,550 per m/t CIF Rotterdam other terms as per your letter of August 22
As the market is declining, we recommend your immediate acceptance. Yours faithfully, 函电 (13) ------ 注解 A
1. FAQ (19.. Crop) (19.. 年收成的) 大路货
FAQ 是 Fair Average Quality 的缩写, 也可写成 F.A.Q. 或 faq 或 f.a.q.
中文为: 良好平均品质, 我们习惯上称为大 路货, 常作为出口农副产品的品质标准
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2. on (the) usual terms 按照惯常的条款 如: We cannot do business on your terms.
3. We are in receipt of your letter of ... = We acknowledge the receipt of your letter ... 4. in reply 此复
如: In reply, we would like to observe that we cannot do business on your terms. 5. level n. 水平
本为 "水平", 常引申为 "价格".
如: Your price is not on a level with the current market. 函电 (13) ------ 注解 B
6. in no case 决不, 无论如何不能 (加强语气)
如: The shipment should, in no case, be made later than May. 7. step up ph. v. 加速, 促进
如: To step up the trade, we are prepared to lower our price by 5%. 8. counter-offer v./n. 还盘
如: The price you counter-offered is not in line with the prevailing market. If you cannot accept, please make best possible counter-offer. 9. on or before 在....... 或 在...... 之前 用这个结果的目的在于明确时间界限. 10. decline vt. 拒绝, 谢绝
如: For this reason, we cannot but decline your proposal. Our buyers decline raising (or : to raise) their limit. decline vi. 下降
如: The market (or : price) has declined in the last few weeks. 反义词为: advance 上扬, 上涨 形容这个 market 的形容词还有:
The market is firm / active / brisk / strong / weak. 函电 (14)
大家周末过得好吗? 今天早上比较忙,一直到现在才有时间来更新帖子,不好意思啊,各位! 今天例文的题目是: Persuading the Buyer to Accept the offer 内容如下: Dear sirs,
Groundnut Kernels
While we thank you your letter dated 3rd September, we very much regret that we are unable to entertain your counter-offer of RMB￥3,500 per metric ton CIF Rotterdam for the above mentioned goods.
We have to point out that your bid is obviously out of line with the price ruling in the present market, as other buyers in your neighbouring countries are buying freely at our quoted price. For your information, the market is firm with an upward tendency, and there is very little likelihood of any significant change in the foreseeable future.
In view of the above, we would suggest in your interest that you accept our offered price,i.e. RMB￥3,700 per m/t without any delay. Yours faithfully, 函电 (14) ------ 注解
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1. out of line (with) (与......) 脱节 ; (与......) 不一致 例句: Your price is entirely out of line.
The commodities you offered are out of line with the business scope of ours. 2. ruling adj. 现行的
例句: Your price is in line (out of line) with the ruling market here. 3. freely adv. 大量地; 乐意地 ; 无困难地
例句: Competitors are offering freely at this price.
Goods of the same quality are freely obtainable in the local market. 4. firm adj. 坚挺的
例句: The pound stayed firm against the dollar in London but fell a little in New York. firm v. 上升
例句: The London stock market firmed up a bit. 5. likelihood n. 可能性
例句: There is no likelihood of the price going down. 6. in view of (= considering) 鉴于
例句: In view of the unusual circumstances, they agree to waive their requirement. 函电 (15)
今天的题目是: Offering Substitute 例文: Dear sirs,
We thank you for your cable enquiry of 23rd September for Pongee Silk 6311.
While we appreciate your efforts in pushing the sale of our products, we very much regret that we are not in a position to offer you the desired quality, owing to excessive demand. However, we should like this opportunity to offer without engagement the following material as a close subsitute for your consideration: 500 pieces Pongee Silk 6103 at DM4.80 per yard CIF Hamburg, including your commission of 3%
A sample cutting is enclosed for your reference. If you are able to close business as we propose here, please cable us as soon as possible. Yours faithfully, Encl.
函电 (15) ------ 注解
1. push v. 推进 (商业上引申为"推销") 例句: Please make efforts to push this article. 2. substitute n. 代用品 , 替代品
例句: We would suggest your accepting Pattern No.45 as a substitute. substitute v. 代替
以 A 代替 B 是 substitute A for B 或 substitute B by A 或 substitute B with A.
例句: If agreeable to you, we will substitute Type No.15 for the portion underlivered. substitution n. 代替
例句: We enclose an amended contract in substitution for the previous one. 3. for your (our, their) reference 供你们 (我们, 他们) 参考
例句: For your reference, we enclose any analysis of the test we have made. 4. close business 达成交易, 成交
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函电 (16)
今早一来看,我的这个帖又在沉沉沉了......已经沉到第三页去了
都不明白为什么那么好的帖大家还会甘愿看
着它沉的!
继续,今天例文的题目是: Inability to Supply 内容如下: Dear sirs,
Reference is made to your cable of 24th October and ours of today, which reads as follows: YC24TH REGRET NOSUPPLY WRITING
As you perhaps know, demand for the article you enquiry for has ever heavy since last year and we are fully committed at this moment with the result that we are not able to make you the offer as requested. We shall, however, not fail to contact you as soon as fresh supplies come up. Should your customers need some other types, please let us know.
Nevertheless, we thank you for your enquiry. Yours faithfully, 函电 (16) ------ 注解
1. reference is made to 兹谈及
例句: Reference is made to your yesterday"s cable, a copy of which please find enclosed. 2. commit v. 承诺, 约束, 使负有责任 (商业上常指定货)
例句: We will do our best to advance shipment but cannot commit ourselves. The manufacturers are heavily committed for many months to come. commitment n. 所承诺的事, 所承担的责任 (指合同履行) 例句: We have not made any commitment in this respect.
Owing to heavy commitments, we cannot accept fresh orders at present. 3. with the result that 因此, 结果是
例句: We have approached them again with the result that they accept the extended shipment offered by you. 4. not fail to 务必, 一定
例句: As soon as you get the licence, please do not fail to cable us. 5. come up ph. v. 到来, 出现
例句: We will resume offering when replenshment comes up.
函电 (17) ------ A
OK,今天的例文的题目是: (A) Declining a Counter-offer Dear sirs,
Silicon Steel Sheets
We learn from your letter of 10th October that our price for the subject article is found to be on the high side. Much as we would like to cooperate with you in expanding sales, we are regretful that we just connot see our way clear to entertain your counter-offer, as the price we quoted is quite realistic. As a matter of fact, we have received a lot of orders from various sources at our level.
If you see any chance to do better, please let us know. On account of a limited supply available at present, we would ask you to act quickly.
In the meantime, please keep us posted of development at your end. We assure you that any further enquires from you will receive our prompt attention. Yours faithfully,
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函电 (17) ------ B
(B) Declining an Order Dear sirs,
Silicon Steel Sheets
We thank you for your Order No.115 received this morning for the above goods, but regret that owing to
shortage of stocks, we are unable to accept the same, nor can our manufacturers undertake to entertain your order for future delivery on account of the uncertainty of raw materials.
We will, however, revert to this matter and contact you by cable, once the supply position improves.
Meanwhile, please feel free to send us your specific enquiries for any other metal sheets and you can rely on our best attention at all times. Yours faithfully, 函电 (17) ------ 注解 A
1. on the high side 偏高 (指价格)
例: We regret to say that we cannot accept your offer, as your price is found (to be) on the high side. 2. see one"s way (clear) 有可能 (做某事), 设法
例: We hope you will see your way (clear) to accept (or : accepting) September shipment. 3. realistic adj. 符合实际的 例: Your price is not quite realistic.
4. do better (指价格时) 出较高的 (或更低的) 价格
例: If later on you can see any chance to do better, please let un know. 5. available adj. 可利用的, 可得到的, 可供应的
例: We will ship by the first steamer available (or: the first available steamer) next month. 函电 (17) ------ B
6. keep sb. posted (of) 随时告知某人(......)
也可以说 keep sb. informed (of) 或 keep sb. advised (of)
例: Please keep us posted (or: informed, advised) of any change in the situation. 7. development n. (单数) 发展 ; (复数) 事态发展的情况 例: We look forward to the rapid development of our business. 8. at your end 在你处
例: Please advise the price ruling at your end (or: on your side, in your place). 9. receive one"s attention 得到注意， 予以办理 例: Your letter has received our careful attention.
10. shortage n. 不足, 不足额 (指交货时,常指短重)
例: Please do your utmost to ship shortage by the next available steamer. 函电 (17) ------ 注解 C
11. undertake v. 承担, 答应
例: As this is an order of substantial size, we cannot safely undertake to complete its manufacture in a month"s time.
12. uncertainty n. 变化, 不肯定
例: In view of the uncertainty of price movement, we deem (means: consider, regard) it advisable to withhold offering.
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13. revert (to) v. 复原, 复旧, 重提
外贸函电中常用 revert to this matter, 表示以后再谈
例: It would probably be a month before we can revert to the special quality you required, which is being test-manufactured.
14. feel free to 无约束的
与 do not hesitate to 意义相似.
15. rely on ( 或 reply upon) ph. v. 信赖, 依靠
例: You may rely on our shipping the goods within the period specified. 16. on account of = because of 函电 (18) ------ A
今天例文的题目是: (A) A Repeat Order 内容: Dear sirs,
Contract No. PGO17-Tiantan Brand Men"s Shirts
We have received the captioned shipment ex s.s. "Dongfeng" and are very pleased to inform you that we find the goods quite satisfactory. As we believe we can sell additional quantities in this market, we wish to place with you a repeat order for 1,000 dozen of the same style and sizes. If possible, please arrange early shipment of this repeat order, as we are badly in need of the goods.
In case the said goods are not available from stock, we shall be very grateful if you will advise us with full particulars of the specifications of those which can be shipped from from stock. Yours truly, 函电 (10) ------ B
(B) Declining a Repeat Order Dear sirs,
Tiantan Brand Men"s Shirts
We have the pleasure of acknowledging your letter of October 6th, in which you inform us that you are satisfied with our men"s shirts shipped to you per s.s. "Dongfeng". We also note that you wish to book a repeat order. Much to our regret, we cannot at present entertain any fresh orders for Tiantan Brand Men"s Shirts, owing to heavy commitments.
However, we are keeping your enquiry before us and as soon as we are in a position to accept new orders, we will contact you telegraphically.
Regarding stock shirts, we are enclosing a list for your perusal. If you are interested in any of our stock goods, please let us know your detailed requirements, stating quantity, size, style, etc. Yours truly, Encl.
函电 (18) ------ 注解
1. ex prep. 从
ex 是拉丁语 = from, 如 ex stock = from stock 商业上用以表示 "由......轮卸下" 和 "在......交货". 如: The goods ex S.S. Peach have been inspected. The price is $90 per ton ex warehouse London. 2. badly in need of 急需
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如: As they are badly in need of (or: in urgent need of, in great need of) the goods, please hurry all possible. 3. acknowledge v. 告知 (收到) 承认
如: We acknowledge your letter of March 5. = We acknowledge (the) receipt of your letter of March 5. 4. per prep. 每 ; 由, 由......装运
如: This material sells at US$... per metric ton CIF. Please reply per return post.
We advise having shipped Contract No.425 per s.s. Peace. 5. book n. 帐册
v. 把......记载入册 to put to book 登入帐册
如: We are glad we have been able to put the business to book. We are glad that we have booked your order for 150 bicycles. We are glad that we have booked with you 150 bicycles. bookings n. pl. 订货
如: Owing to heavy bookings, we cannot accept fresh orders at present. 6. keep your enquiry before us 记住你方的询价
也可以说 keep your enquiry in mind 或 keep your enquiry on file for future reference 7. for your perusal 供你方祥阅
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如: As they are badly in need of (or: in urgent need of, in great need of) the goods, please hurry all possible. 3. acknowledge v. 告知 (收到) 承认
如: We acknowledge your letter of March 5. = We acknowledge (the) receipt of your letter of March 5. 4. per prep. 每 ; 由, 由......装运
如: This material sells at US$... per metric ton CIF. Please reply per return post.
We advise having shipped Contract No.425 per s.s. Peace. 5. book n. 帐册
v. 把......记载入册 to put to book 登入帐册
如: We are glad we have been able to put the business to book. We are glad that we have booked your order for 150 bicycles. We are glad that we have booked with you 150 bicycles. bookings n. pl. 订货
如: Owing to heavy bookings, we cannot accept fresh orders at present. 6. keep your enquiry before us 记住你方的询价
也可以说 keep your enquiry in mind 或 keep your enquiry on file for future reference 7. for your perusal 供你方祥阅
函电 (19)
大家周末过得愉快吗？ 呵呵
好，进入今天的例文： Partial Rejection of an Order 正文如下： Dear sirs,
We have received your order of October 26 for a minimum quantity of 100 metric tons of Zinc Oxide 99.5%. Had you contacted us earlier we could have complied with your request to the full. But now, with our stock appreciably diminished, the maximum we can supply is 50 tons. The remainder can be replaced by Zinc Oxide 99%, which is a new type almost similar to 99.5% but priced lower by 5%. Of course, this substitution is subject to your approval. If you agree to our proposal, it is a deal; otherwise, you would have to be satisfied with only 50 tons for the time being.
For your prompt attention, we have cabled you this morning to the above effect.
Yours faithfully,
函电 (19) ------ 注解 A
1. to the full 完全的
例：We are glad that we can supply your needs to the full. 2. appreciably adv. 可感到地， 可看见地， 明显地 例：The price has advanced appreciably.
The pound has appreciably (considerably, substantially) lowered in value.
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3. diminish vt. 使减少 vi. 减少
例：Owing to heavy bookings, our stocks have diminished to a large extent (很大程度上). 4. remainder n. 剩余，遗留
例： What about the remainder (= remaining portion) of the order?
函电 (19) ------ 注解 B
5. replace v. 代替
例：We agree to replace Item No.25 with (or : by ) No.30.
(= We agree to substitute Item No.30 for No.25.)
Item No.25 will be replaced by (or: with) No.30.
(= Item No.30 will be substituted for Item No.25.) 6. price v. 开价，定价
例：Please price your offer as low (or : easy , keen) as possible. 7. deal n. 交易
例：We have closed several big deals with them. 8. otherwise adv. 不同地，在不同方面，在其它方面
例：Our future offers will include your 2% commission unless otherwise advised. The admixture is a little too high, but otherwise the shipment is satisfactory.
otherwise conj. 否则
例：Please rush your L/C otherwise shipment will be delayed. 9. to the above effect 按以上的意思
函电 (20) ------ A
开始进入今天的例文: (A) Sending a Sales Contract
内容如下:
Dear sirs,
We wish to refer to the recent exchange of cables and are pleased to confirm having concluded with you a transaction of 30 metric tons of groundnut kernels. Enclosed you will find our Sales Contract No.354 in duplicate of which please countersign and return one copy to us for our file. We trust you will open the relative L/C at an early date.
As regards additional quantities, we are working and will let you have an offer sometime next week.
Yours faithfully, Encl.
函电 (20) ------ B
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(B) Sending a Sales Confirmation
Dear sirs,
Re: Your Order No.237
We have booked your Order No.237 for 500 Butterfly Brand Sewing Machines and are sending you herewith our Sales Confirmation No. BP-103 in three orginals. Please sign and return one copy to us for our records.
It is understood that a letter of credit in our favour covering the above-mentioned goods will be
established immediately. Meanwhile, you may rest assured that we shall effect shipment with the least possible delay upon receipt of the credit.
We appreciate your cooperation and look forward to receiving your future orders.
Yours truly, Encl. As stated
函电 (20) ------ 注解 A
1. exchange n. 交换
例如: We confirm exchange of cables regarding the subject article. foreign exchange 外汇 a bill of exchange 汇票
the rate of exchange 或 exchange rate 外汇率 exchange v. 交换, 兑换
例如: We confirm cables exchanged between us regarding the subject articles. 2. conclude v. 达成, 得出结论
例如: We are glad to have concluded this transaction with you.
Since we have received no reply from you, we conclude that you have already covered your requirements.
conclusion n. 商定, 结论, 结束
例如: We look forward to the eventual conclusion of this business.
We have come to the conclusion that now is not the time to discuss this subject. 3. transaction n. 交易
例如: With reference to cables exchanged, we are pleased to confirm the following transaction.
transact v. 办理, 执行
例如: We are prepared to transact business only on these terms. "达成交易"的多种说法:
transact / close / put through / finalize / conclude a business / transaction come to terms
4. Sales Contract 销售合同, 售货合同
Sales Confirmation 销售确认书, 售货确认书
例如: For good order"s sake, the sellers send the Sales Confirmation or Sales Contract to the buyers, giving full particulars of goods sold, terms of payment, etc.
函电 (20) ------ 注解 B
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5. countersign v. 副署, 连署, 会签
counter signature (或 counter-signature 或 countersignature) n. 副署签名, 连署签名
例如: When the Sales Contract has been signed by the seller, it will be countersigned by the buyer. 6. for one"s file / records 以便某方存档 7. book your order for ... 卖给你方
例如: With reference to your letter of the 4th November, we have pleasure in informing you that we have booked your order for 1,000 alarm clocks.
8. rest assured = be assured 放心, 确信
例如: The chief difficulty in accepting your orders now is the heavy backlog of commitments. But you may rest assured that as soon as we are able to accept new orders, we shall give priority to yours. 9. effect v. 实现, 完成 to effect shipment 装船 to effect insurance 投保 to effect supply 供货 to effect delivery 交货 to effect amendment 修改
10. with the least possible delay = without any delay
函电 (21)
今天例文的题目是: Confirming a Purchase 内容如下: Dear sirs,
"Parrot" Brand White Cement
As a result of our recent exchange of telegrams, we confirm having purchased from you 1,000 long tons (tons of 2,240 lbs) of the captioned goods on the following terms and conditions: Price : at ￡... per long ton CFR Genoa, net shipping weight Packing : in 6 -- ply kraft-paper bags of about 110 lbs net each
Quality : against the Seller"s own guarantee that the goods are fully up to the Chinese Export Standard
Shipment : in one or two lots to be shipped from Qinhuangdao to Genoa during January,19.. , preferably by direct steamer Payment : by a confirmed and irrevocable letter of credit in your favour, payable by draft at sight.
We are pleased to have transacted this first business with your corporation and look forward to the future expansion of trade to our mutual benefit. Yours faithfully, 函电 (21) ------ 注解
1. as a result of 由于 (...... 的结果)
例如: The goods were eventually disposed of as a result of our repeated efforts. 2. purchase n. 购买
例如: Dealers are not ready to make large purchases. Purchase Contract 购货合同, 订购合同 Purchase Confirmation 购货确认书, 订购确认书
例如: The buyers usually send the Purchase Confirmation or Purchase Contract to the sellers immediately after a deal is concluded.
purchase v. 购买
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例如: We are purchasing these goods for our own account. 3. terms and conditions 条款, 条件
例如: It was a very unpleasant surprise to learn that the terms and conditions we finally agreed upon had been turned down by your company.
4. guarantee n./v. 担保, 保证 例如: Bank guarantee is requireed. 5. preferably adv. 更好
例如: The gloves are to be packed in dozen or in single pairs, preferably the latter. 6. against the seller"s ... 根据......
7. be up to (mens: be capable of , be equal to ) 例如: He is not up to his work. (他不胜任这工作.)
The product is not up to our standard. ( 这产品不符合我们的标准.) 函电 (22)
今天例文的题目是： Conclusion of Business 内容如下： Gentlemen:
We are pleased to confirm the cables exchanged between us as per copies attached.
From our yesterday"s cable you will note that we have succeeded in putting through the business of 500 "Gold Deer" Bicycles. Accordingly, we are enclosing our Order No. B459 together with our shipping instructions.
Kindly follow carefully the shipping instructions and make sure that our order is executed to the entire satisfaction of our customers and with the least possible delay.
We are taking all necessary steps for the opening of the L/C and hope it will reach you in a week or so. Yours truly, Encl.
函电 (22) ------ 注解 A
1. put through ph. v. 完成 （= carry out） put through the business = put the business through
如： If you renew your offer for a further three days, we believe we can put the business through. 2. accordingly adv. （句首或句中）因此；（句末）照办，相应地
如： Our stocks are running low on account of heavy sales. Accordingly, we cannot offer you more than 10 tons. We have amended the credit accordingly.
比较： We have amended the credit in accordance with your request. 3. execute vt. 执行 （= carry out）
如： Please do your utmost to execute this order as it will lead to other business. execution n. 执行
如： We assure you of the punctual execution of your order. 4. satisfaction n. 满足，满意
to sb"s satisfaction 或 to the satisfaction of sb. 使人满意 如： We trust the package will open up to your satisfaction. Your sample satisfies us.
We are satisfied with your sample. Your sample is found to our satisfaction. Your sample is found (to be) satisfactory.
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5. shipping instruction 装船指示 shipping notice 装船通知 函电 (23)
今天例文的题目是: Counter-Signature 内容如下: Dear sirs,
We have duly received your Sales Contract No.5623 covering 50 tons walnutmeat we have booked with you. Enclosed please find the duplicate with our counter-signature. Thanks to mutual efforts, we were able to bridge the price gap and put the deal through.
The relative L/C has been established with the Bank of China,London, in your favour. It will reach you in due course. Regarding further quantities required, we hope you will see your way clear to make us an offer. As an indication, we are prepared to order 80 tons. Yours faithfully, Encl.
函电 (23) ------ 注解 1. thanks to 由于
例句: Thanks to your cooperation, we succeeded in puting the deal through. 2. bridge the gap 弥合差距
例句: It needs mutual efforts to bridge the gap. 3. indication n. 概念, 示意, 迹象, 征兆
indication of price = idea of price 价格意见, 也可说 price indication = price idea , 复数分别为 indication of prices, idea of prices, price indications, price ideas. 例句: Please give us indication at which you think you could close. 4. in due course = durly 函电 (24)
大家好啊! 又新的一周罗! 周末过得愉快吗? 有些朋友等更新等得有点不耐烦了吧? 哈哈
好好好, 现在赶紧来上传新的一篇例文: Confirming a Repeat Order 内容如下: Dear sirs,
We thank you for your telegram duplicating your order of October 12 for 1,000 doz. Rubber Shoes.
Although the prevailing quotations are somewhat higher, we will accept the order on same terms as before with the view of encouraging business.
As requested in your previous letter, we have made out our Sales Confirmation No.500 in duplicate and shall thank you to send back one copy duly countersigned.
We are glad to know that a letter of credit will be established in our favour immediately. However we would like to draw your attention to the fact that the stipulations in the relative credit should strictly conform to the terms in our Sales Confirmation in order to avoid subsequent amendments.
We appreciate your cooperation and trust that the shipment which is to be dispatched after receipt of the relative letter of credit, will turn out to your entire satisfaction. Yours faithfully, Encl
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函电 (24) ------ 注解 A
1. duplicate v. 重复, 使再发生
如: We have some stock left, and shall be able to meet your requirements if you wish to duplicate your last order. duplicate n. 副本
如: Please send back the duplicate duly countersigned. duplicate adj. 完全相同的
如: As the market has now advanced, we cannot execute a duplicate order. 2. prevailing adj. 现行的, 流行的 prevailing price 现行价格
如: The prevailing opinion is that the stagnation is about over. 意思都含“流行的” 的四个单词:
1) prevailing 指“在特定的时间和地点最盛行或最普通的” 如: a prevailing practice 流行惯例。
2) current 指“由一传十, 十传百变为众所周知、被采用或流行的”
如: That pronunciation was current in the 18th century. 那种发音在18世纪很流行。 3) prevalent 指“在讲话所指特定时间内普遍流行的”
如: Whooping cough is very prevalent just now. 百日咳正在广泛流行。 4) rife 指“广泛流行的”、“众多的” .
如: Rumours about the plague were rife. 有关瘟疫的谣传很盛行。 函电 (24) ------ 注解 B
3. with the view of 以......为目的 with the view of 与 with a view to 同义
如: We give you this special accommodation with the view of cementing our relations. 4. make out ph. v. 填写 , 开列 , 制出
如: Please make out your Sales Contract in three orginals. 5. stipulation n. 规定, 条款 (适用于合同, 规定, 信用证等)
如: The transaction is concluded on the stipulation that L/C (should) be opened 30 days before the commencement of shipment.
stipulate v. 规定
如: The contract stipulates payment by sight L/C. 6. conform v. 使一致, 符合
如: It is necessary to conform the specifications to the requirements. This does not conform to the contract. conformity n. 符合, 一致
in conformity with ( 或 in conformity to 和......一致 ; 依照) 如: This is not in conformity with our arrangement. 函电 (24) ------ 注解 C 7. avoid v. 避免
如: We wish to avoid putting you to extra expenses. 8. subsequent adj. 以后的
如: This applies to all subsequent transactions subsequent to 在......以后
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如: The date of this order is subsequent to your Order No.70. 9. dispatch (也可拼为 despatch) n. 发送 , 迅速 v. 发送 , 迅速办理 如: Please do your best to hasten the dispatch of our Order No.65. We are anxious to despatch the matter in hand. 10. turn out ph. v. 结果成为, 结果是
如: We hope everything will turn out (to be) satisfactory in the end. 函电 (25) ------ A
今天的例文是：(A) Acknowledgement of the First Order Dear sirs,
We are pleased to receive your order of 18th July for cotton prints and welcome you as one of our customers.
For goods ordered we require payment to be made by a confirmed and irrevocable letter of credit payable at sight upon presentation of shipping document. Please let us know immediately whether you agree to our terms. As soon as we receive your reply in the affirmative, we shall confirm supply of the prints at the prices stated in your letter and arrange for despatch by the first available steamer upon receipt of your L/C.
We feel confident that when the goods reach you, you will completely satisfied with them at the prices offered.
As you may not be aware of the wide range of goods we deal in, we are enclosing a copy of our catalogue and hope that our handling of this first order of yours will lead to further business between us and mark the beginning of a happy working relationship. Yours faithfully, 函电 (25) ------ B
(B) Confirmation of a Transaction Dear sirs,
Copper Concentrates
We have received your letter of May 24.
We note with pleasure that you have decided to purchase from us 10,000 metric tons of Copper Concentrates on the basis of our offer, to be delivered in one shipment before the end of July.
We thank you for the confidence you place in us. The draft contract is being drawn up and will be submitted to you for approval as soon as ready.
We share your hope that the deal concluded will pave the way for further friendly cooperation between our two concerns and be of mutual benefit. Yours faithfully, 函电 (25) ------ 注解 A 1. presentation n. 提示
如： We trust you will meet the draft on presentation. present v. 提示
如： We trust you will meet the draft when presented. 2. in the affirmative 同意的/地，肯定的/地
如： Your reply in the affirmative = your affirmative reply = if you agree to our payment terms e.g. In the affirmative case, it is a deal otherwise, you would have to be satisfied with only 50 tons. = If you agree to our proposal ...
3. exceptional value 比一般的好 = better than average unusual
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exceptional treatment 破格的待遇 exceptional offer 特殊（优惠）的报盘 4. deal in ph. v. 经营
如： We deal in electric computers of all types. deal with ph. v. 与。。。交往；处理 如： We will deal with this subject in our next letter. 函电 (25) ------ 注解 B
5. Copper Concentrates 精铜砂
6. We note with pleasure ... = We"re pleased to note ... 7. on the basis of our offer 以我方报价为基础 on our terms and condition 以我方条款为基础
8. place one"s trust / faith / confidence in sb. 对（某人）寄予。。。 9. draft contract 合同草案，草约 10. draw up 草拟 = compose , write out draw up a list / contract
如： We will draw up the contract for signature tomorrow. 函电 (25) ------ 注解 C
11. submit to = put forward to , give sth. to 提出，呈交 如： The proposal submitted by you is under our careful study. 12. share v. 分享；分担 n. 一份；股份
如： The profits and losses will be shared by all the stock-holders. They hold 500 shares in a shipping company. 13. concern n. 商号，公司 business concern 商行，企业
如： We hope business will develop rapidly between our two concerns. 14. pave the way for ... 为。。。铺平道路 函电 (26) ------ 注解
下午好啊,各位 可是怎么今天的帖子没人看吗? 一下又沉拉?
第五章节: Telegrams And Telexes
由于考虑到现在我们都很少采用电报来跟客户沟通洽谈生意,故此章节的内容不上传了. 但会把里面的一些知识点照样奉献给各位,希望对大家有用. 1. transmit v. 传递
如: Your letter of November 8 addressed to our Head Office has been transmitted to us for attention and reply. transmission n. 传递
如: When transmission is good, foreign stations can be received. 2. concerned adj. 有关的
如: We will take up the matter with the party concerned. 3. expedite v. 加速
如: We will expedite shipment as much as possible. 4. indicator n. 指示物, 标志
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5. respectively adv. 各自地, 各个地, 分别地
如: Business has been done in Walnutmeat and Walnuts at $... and $... CIF London respectively. 6. practically adv. 实际上, 几乎
如: There is practically no stock available at present. 7. terminal adj. 终点的
terminal city 收报人所在城市 ; 电报发往的城市 a terminal station 终点站
8. message n. 消息, 音讯 (可以指信, 也可以指电报、电传) 如: We refer to your message of 8th March. 9. charge v. 收费, 记帐
如: You may charge us the expenses incurred. charge n. 费用 (常用复数) 10. locality n. 位置, 地点, 所在地
11. destine vt. (常用被动语态) 注定, 预定, 指定 如: The telegrams are destined for Tianjin. 12. reckon v. 计算
如: According to the rules of International Telecommunication Union (ITU, 国际电信联盟), every 10 English letters or characters is counted as one word in reckoning charges. 13. clear at a glance 一目了然 函电 (27) ------ 注解 A
1. at the expense of 以牺牲......为代价; 在损害......的情况下 如: It will not do to lower the price at the expense of quality. 2. offend v. 冒犯, 伤害......的感情
如: With a little care and considerateness in business writing, the writer can convey criticism, disapproval and even rebuke without offending the addressee. 3. recipient n. 接受者, 受方
如: Please pass us any comments made by the receipents of the samples. 4. procedure n. 步骤, 程序
如: We are now going through the usual procedure and expect to cable you shipment advice in a few days. 5. outline v. 概述, 提出要点
如: Please outline the substance of the business talk. outline n. 概述, 大略
如: To give you an outline of the various kinds of cotton piece goods now available for export, we enclose a brochure and a pricelist.
6. supplementary adj. 补充的 如: a supplementary letter 补充信件 7. adjust v. 调整, 修改
如: Price have been adjusted upward (downward). adjustment n. 调整, 修改
如: The wording of the agreement needs adjustment. 8. bulk n. 大量, 大批, 大部分
如: We have already executed the bulk of your orders. in bulk 散装, 大批, 正批 如: The goods will be shipped in bulk.
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函电 (27) ------ 注解 B
9. hereunder adv. = under this 在下面 这是书面正式用语, 类似的还有 hereafter = after this 此后 hereby = by this 从此 herein = in this 在此
hereinafter = in a following part of this document, statement or book 在下文 hereof = of this 关于此 hereto = to this 附此 herewith = with this 同此 10. in detail 详细地
如: Please state in detail description and origin.
11. description n. (本义) 描述 ; (商业) 货品名, 商品说明书 description of article = name of commodity 品名 12. rock-bottom n. 最低点
rock-bottom price 最低价 ; 底盘价格
如: The general opinion is that prices have reached rock-bottom. 13. a pile of = piles of 一大堆
a thick pile of = a heavy pile of (厚厚) 一大堆 ; 大批 如: We have a thick pile of orders to fulfil. 14. margin n. (商业) 赚头 a narrow margin of profit 薄利 no margin of profit 无利可赚 15. utmost n. 最大限度 如: This is the utmost we can do. 16. press v. 催促 ; 逼迫
如: Please press the buyers to send their designs. press for ph. v. 催促 ; 迫切要求 如: We have to press for an L/C. 函电 (27) ------ 注解 C 17. rush v. 赶快做某事 如: Please rush your credit. 18. approach v./n. 临近
如: The selling season is approaching.
On (or: With At) the approach of the season, we expect a large inflow of enquiries. 19. same pron. (商业中常用作代词, 指代前面所说的人或物) 如: If you require our samples, we can supply the same free of charge. 20. few and far between 稀少
如: Direct steamers are few and far between. 21. check v./n. 查对, 核对 check up ph. v. = check ( v.) 如: Please check (check up) the figures. check-up = check ( n.)
如: After a check-up, we found the amount deficient. 22. perusal n. 细阅, 细读
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on perusal 经审查......
如: On perusal of your L/C, we found some discrepancy which needs amending. 函电 (27) ------ 注解 D 23. schedule vt. 排定
如: This ship is scheduled to arrive at your port by the end of May. schedule n. 时间表; 进度安排 according to schedule 按照预定计划或时间 如: The ship is expected to arrive on schedule. 24. enable v. 使(某人)能够
如: To enable us to ship the goods in time, you will have to open the L/C at the stipulated time. Please amend the L/C immediately to enable May shipment. 25. preliminary adj. 初步的
the preliminary inspection 初步的检验
如: We have made only a preliminary survey of possibilities. preliminary to 在......前
如: We are sending you some samples preliminary to making you an offer. 26. inspection n. 检验, 检查 reinspection n. 复验, 复查 27. deteriorate v. 变质 ; 变坏 ; 恶化 如: The material has seriously deteriorated. 28. undergo v. 经历 ; 遭受
如: Our exports must undergo strict inspection before shipment.
We will have to undergo quite a bit of trouble getting your order shipped in June. 函电 (28) ------ 注解
接着,最后那么一节的词汇解释: 1. simplify v. 简化
如: Try to make expressions simplified so as to save words. 2. applicable adj. 适用的
如: This rule is applicable to all parties concerned. apply v. 适用, 申请
如: The new tax legislation does not apply to joint ventures signed before its promulagation. We have applied to the authorities for the import licence. 3. comparison n. 比较
如: Please send us a sample for comparison purpose. in comparison with 和......相比
如: You will find our prices moderate in comparison with those of competitors. 4. of one"s own invention 独出心裁的, 杜撰的 5. book up ph. v. 预定(一空)
如: All shipping space for November shipment has been booked up. 6. discrepancy n. 不同 ; 差异 quality discrepancy 品质异议 quantity discrepancy 数量异议
如: There is some discrepancy between your records and ours.
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7. build up ph. v. 建立
如: Many a large and important business has been built up from small beginnings. 8. connection n. 顾客, 往来关系
如: We have business connections all over the world. 函电 (29) ------ A
Proposing a Pay by 30 Days L/C Dear sirs,
We wish to place with you an order for 1,000 casks Iron Nails at your price of US$150,000 per cask CFRC5% Lagos for shipment during July/August.
For this particular order we would like to pay by 30 days L/C. Involving about US$150,000, this order is comparatively a big one. As we have only moderate means at hand, the tip-up of funds for as long as three to four months indeed presents a problem to us.
It goes without saying that we very much appreciate the support you have extended us in the past. If you can do us a special favour this time, please send us your contract, upon receipt of which we will establish the relative L/C immediately.
Yours faithfully, 函电 (29) ------ B (B) Reply Dear sirs,
Thank you for your order of Iron Nails as per your letter of May 5.
Your proposal of paying by letter of credit at 30 days has been carefully studied by us. Usually, time credit is not acceptable to us. However, in view of our long pleasant relations as well as our willingness to support our African friends, we agree with you this time. But let us make it clear that this accommodation is only for this transaction, which will in no case set a precedent.
Attached hereto is our Sales Contract NO.105 covering the above order. Please follow the usual procedure. Yours faithfully, Encl. As stated. 函电 (29) ------ 注解 A
1. pay vt. 付 (款项,费用等) 给予 (注意等) 进行 (访问等) 如: We trust you will pay our draft on presentation. pay vi. 付款 ; 值得, 合算 如: pay in advance pay on delivery
It does not pay to buy in small quantities. payable adj. 可付的, 应付的
payment n. (不可数) 支付 ; (可数) 支付的款 如: terms of payment 或 payment terms 付款条件 payment on deferred terms
We enclose a cheque for US$2,345.67 in payment of all commissions due to you up to date.
We have received your cheque for DM9,876.50 in payment for the Carpets ordered as per your letter of May 5th. 2. 30 days L/C 见票后30天议付信用证
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L/C = Letter of Credit
sight L/C = Letter of Credit available (or: payable against) draft at sight (or: sight draft) time L/C = usance L/C = term L/C
30 days L/C = L/C available by draft at 30 days after sight = time / usance / term L/C at 30 days confimed L/C irrevocable L/C 函电 (29) ------ 注解 B
3. involve v. 牵涉, 涉及, 包含
如: As the extra premium involved is small, we will not ask you to amend the L/C but will deduct it from the commission due to you.
4. moderate adj. 中等的, 不大的 ; 公道的, 便宜的 如: moderate price
Business has been done on a moderate scale. 5. means n. 资财 ; 手段, 方法 ; 工具
如: This firm is quite reliable. It never does business beyond its means. 6. at hand 在手边
如: We have only a few sample books at hand. 7. tie-up of funds 占压资金 tie-up n. 束缚, 停顿
如: They put forward the request for easier payment terms owing to their tie-up of funds in numerous commitments. 8. extend v. 给予
如: Any courtesy you may extend to our Mr Brown will be highly appreciated. 9. accommodation n. 照顾 ; 通融
如: As a special accommodation, we will accept time L/C at 30 days. accommodate v. 照顾 ; 通融 如: We did this to accommodate your buyers. accommodating adj. 照顾的 ; 通融的 10. precedent n. 先例
如: It must be clearly understood that, in so doing, we are not establishing a precedent. 函电 (30) ------ A
真不好意思各位, 上周五的时候我的电脑死掉了, 做了一个大手术, 昨天才弄好. 所以还没来得及跟大家讲周末快乐呢!
今天赶紧来更新了! 各位久等了吧?
(A) Asking for Easier Payment Terms Dear sirs,
Our past purchase of Mild Steel Sheets from you has been paid as a rule by confirmed, irrevocable letter of credit. On this basis, it has indeed cost us a great deal. From the moment we open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particularly taxing owing to the tight money condition and unprecedentedly high bank interest.
If you would kindly make easier payment terms, we are sure that such an accommodation would be conducive to encouraging business. We propose either " Cash against Documents on arrival of goods" or " Drawig on us at three months" sight".
Your kindness in giving priority to the consideration of the above request and giving us an early favourable reply will be
35
highly appreciated. Yours faithfully, 函电 (30) ------ B (B) Reply Dear sirs,
We note from your letter of August 2 that you wish to ask for an entension of our terms.
Acctually, there is nothing unusual in our original arrangement. Counting from the time you open credit till the time shipment reaches your port, the interval, which is quite normal, is only about three months. Besides, your L/C is opened when the goods are ready for shipment. In this case, we are sorry that we cannot meet your wishes.
As we must adhere to our customary practice, we siincerely hope that you will not think us unaccommodating. As soon as a fresh supply of Mild Steel Sheets comes in, we will contact you. Your faithfully, 函电 (30) ------ 注解A
哎~~~~~~~~ 最近这个帖子越来越不受欢迎了, 几天没来, 居然都沉到第五页去了, 都没人管没人理拉 真受打击啊!
注解:
1. as a rule = usually 通常
如: As a rule, we require commercial invoice in quadruplicate. 2. taxing adj. 难于负担的, 使人感到压力的
如: Such an amount is taxing for a firm of moderate means. 3. tight adj. (钱, 商品等) 紧的, 难得到的 如: tight money 钱根紧
They ask for this accommodation because their fund are tight. 4. unprecedentedly adv. 空前地
如: As a result of depression, the purchasing power in the West is unprecedentedly low. 5. easy adj. (价格, 报盘等) 易于接受的 ; (市场, 行情等) 疲软的 如: easy terms 易于接受的条件, 容易的条件 Please make your offer as easy as possible. The market has turned easy. 函电 (30) ------ 注解B 6. conducive adj. 有帮助的
be conducive to sth. (means: be helpful to sth.)
如: Such a noisy environment are not conducive to your study. (这样嘈杂的环境对你的学习没有帮助.) Accumulating information is conducive to seccess in business. (信息的积累对生意有帮助.) conduce v. 有助于 (means: help to bring sth. about)
如: We trust such arrangement will conduce to the development of our business. (我们相信这样的安排会有助于我们业务的拓展.)
7. cash against document on arrival of goods 货到后凭单付款 简称 CAD = cash against documents 凭单付款 8. draw v. 开出 (汇票) draw on sb. 向某人开出...... 如: draw a cheque 开支票
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draw on us at three months" sight 开出见票三个月付款的汇票向什么收款 As agreed, we are drawing (a draft) on you for the value of this sample shipment. 9. priority n. 优先
如: The question of payment will take top priority in our discussions. I have priority over you in this case. (我在这件事上比你有优先权.) give priority to sb. 给予......优先权 10. interval n. 间隔的时间
如: We hope you will succeed in working up some business in te interval. 11. unaccommodating adj. 不肯通融的, 不肯照顾的 函电 (31) ------ A
今天较忙,现在才来更新,希望大家不要介意! 相信很多朋友都已经下班罗! (A) Asking for D/P Terms Dear sirs,
Reference is made to your Contract No.AB405 covering Weasel Tail Hair in the amount of RMB￥1,200 and No.AB507 RMB￥1,100 for Dressed Goathair "2--4".
As either of these contracts is less than the equivalent of ￡1,000 in value,we shall be glad if you will as usual ship the goods to us on CAD. i.e. each against documents basis.
We hope you will accommodate us in this respect and look forward to your early reply. Yours faithfully, 函电 (31) ------ B (B) Reply Dear sirs,
We are in possession of your letter of 28th August and have noted your proposal for payment against documents for Contract Nos. AB405 and AB507.
We are pleased to say that we agree to your above proposal. However we consider it advisable to make it clear that for future transactions D/P will only be applicable if the amount involved for each transaction is not up to ￡1,000 or its equivalent in Renminbi at the conversion rate then prevailing. Should the amount exceed that figure, payment by letter of credit would be required.
As we said previously, it is only due to our long friendly relations that we extend you this accommodation. Yours faithfully, 函电 (31) ------ 注解
1. in the amount of 总金额计......
如: We have opened an L/C in your favour in (or: for) the amount of ￡25,000 2. be in possession of 已收到 与 be in receipt of 同义, 可换用
3. payment against documents 凭单付款
与 cash against documents 意思相同, 都是从买方角度说的 ; 如果从卖方角度来说, 就是 documents against payment (D/P).
4. equivalent n. 等值
如: What is the equivalent of US$850, -- in DM at the current cross rate? equivalent adj. 相同的
如: Doing business without marketing research is equivalent to committing economic suicide.
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5. conversion rate 兑换率 6. exceed v. 超过
如: According to the current market situatio, demand far exceeds supply. 函电 (32) ------ A 今天的例文如下:
(A) Modifying Terms of Paymen Dear sirs, Our Order No.123
We have studied the specifications and pricelist of your new paints and varnishes and now wish to place the enclosed order with you. As we are in urgent need of several of the items, we should be glad if you could make up and ship the order as soon as you possibly can.
In the past we have dealt with you on sight credit basis. Now, we would like to propose a different way of payment, i.e. when the goods purchased by us are ready for shipment and the freight space booked, you cable us and we will remit you the full amount by T/T. The reasons are that we can thus more confidently assure our buyers of the time of delivery and save a lot of expense on opening the letter of credit. As we feel this would not make much difference to you but would facilitate our sales, we hope you will grant our request.
We look forward to your confirmation of our order and your affirmative reply to our new arrangements of payment. Yours faithfully, Encl. As stated. 函电 (32) ------ B (B) Reply
Dear sirs,
Your Order No.123
We are pleased to acknowledge your order of April 15 for our new paints and varnishes.
The arrangements you proposed to meet our accounts are quite satisfactory. A cable has been despatched to you to this effect. All items included in your order can be supplied from stock and will be packed and shipped immediately your remittance by T/T is received. The following down documents will be airmailed to you directly after shipment is made. Bill of Lading in duplicate Invoice CIF Tripoli in triplicate
Insurance policy for 110% of invoice value Certificate of Quality.
You may rely upon our giving prompt attention to this and any futher orders you may place with us. We will of course notify you by cable as soon as your order is shipped. Yours faithfully, 函电 (32) ------ 注解A 注解:
1. make up ph. v. 拼凑成, 配齐, 弥补 如: Let"s make up a parcel of these items.
We will do all we can to make up the economic losses. 2. remit vt. 汇寄
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vi. 汇款
如: We have already remitted the amount by cheque. remittance n. 汇款 make remittance 汇款
如: We will make (or: send) remittance for US$1,000 to cover the expenses. 3. T/T = Telegraphic Transfer 电汇 M/T = Mail Transfer 信汇 D/D = Demand Draft 票汇
如: The buyer shall pay the total value to the seller in advance by T/T (or: M/T, D/D) not later than ... 函电 (32) ------ 注解B 4. facilitate v. 使容易, 便于
如: We have quoted you the best possible price to facilitate sales. facility n. (常用复数) 使工作方便的东西或设备, 方便条件
如: One of the most modern transport facilities used currently is the container ship. 5. grant v. 答应, 给予
grant sb"s request 答应某人的要求
如: The request was granted in accordance with international law. 6. meet sb"s accounts 支付款项
如: We are sure they will meet the draft on presentation. 7. give one"s attention to sth. 注意某事
如: Please give this matter your close (immediate, prompt) attention. 8. notify v. 通知
在商业书信中, notify 用于比较正式的通知, 一般性通知多用 adise, 比较下面两句: The customer will notify you to take delivery of the goods. Please advise us of the name of steamer. notification n. 正式通知
如: We have just received notification that the shipment of 500 tons Soya Beans has arrived. 函电 (33) ------ A
各位兄弟姐妹, 今天是冬至, 节日快乐啊!
最近可能大家都比较忙,没什么人来理我的帖子了, 每天来看它都是沉啊沉啊......
今天的例文如下:
(A) Request for Payment by D/A
Dear sirs,
We are the largest departmet store in Kuwait and have recently received a number of enquires for your stainless-steel cutlery. We think there are good prospects for the sale of this cutlery, but at present it is little known here and as we cannot count on regular sales we do not feel able to make purchase on our own account.
We are therefore writing to suggest that you send us a trial delivery for sale on D/A terms. We make the proposal hoping to place firm orders when the market is established.
We believe our proposal offers good prospects and hope you will be willing to give it a trial. As to our standing, you may
check it with our bankers, the National Bank of Kuwait. Yours faithfully, 函电 (32) ------ B (B) Reply
Dear sirs,
Thank you for your letter of 9th February. We have carefully considered your proposal to receive a trial delivery of our cutlery on D/A but wish to inform you that to promote business the best we can exceptionally do as a trial will be on D/P sight terms.
In accepting our proposal you assume no risks since our cutlery is well-known for its good quality, attractive design and reasonable price. This cutlery sells well in many other countries and we think it will have a good sale in your store. If you are interested in our proposal, please write us by return and we will approach you further. Yours faithfully, 函电 (32) ------ 注解 注解:
1. prospect n. 展望, 希望 ; (常用复数) 前景
如: There is every prospect of closing the business if the price is reduced. prospective adj. 有望的 如: prospective buyer 可能的买主
There is a prospective buyer in Kuwait for watches. 2. count on (or: upon) ph. v. 指望, 依靠
如: You can count on their cooperation (or: their cooperating) with you. 3. on one"s own account = at one"s own risk 为自己的利益 ; 自负盈亏 如: make purchase on our own account 我们自己买进 4. assume v. 设想, 假定 ; 承担
如: We assume that you have covered your requirements. We cannot assume responsibility for this incident. assumption n. 设想, 假定
如: Your assumption that the market would soon take a turn for the better proved incorrect. 函电 (34)
各位朋友们, 圣诞快乐啊! 大家昨天平安夜过得好吗? 开心吗? 女孩子应该都收到圣诞礼物了吧? 男孩子有没成提款机拉?
好,进入我们今天的例文: Unfavourable Reply to a Proposal of D/A Terms Dear sirs,
We have received your letter dated December 1, 2001. As already pointed out in our previous letter, we had made arrangements with our manufacturers to make delivery as punctually as possible in future. We shall see to it that your interest is well taken care of at all times.
Regarding the terms of payment, while we have every confidence in your integrity and ability, we wish to reiterate that our usual terms of payment by confirmed and irrevocable letter of credit remain unchanged in all ordinary cases. For the time being, therefore, we regret our inability to accept D/A terms in all transactions with our buyers abroad.
For future shipments, however, we shall do our best to fulfil your orders within the time stipulated. If, by any chance, it is
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商务英语函电三:27种外贸英语函电格式
27种外贸英语函电格式
1.请求建立商业关系
Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。 如价格公道，本公司必大额订购。 烦请早日赐复。 此致
2.回复对方建立商业关系的请求
Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us. 本月16日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为盼。 此致 敬礼 3.请求担任独家代理
We would like to inform you that we act on a sole agency basis fora number of manufacturers. We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types of household linen. Until now , we have been working with your textiles department and our collaboration has proved to be mutually beneficial. Please refer to them for any information regarding our company. We are very interested in an exclusive arrangement with your factoryfor the promotion of your products in Bahrain. We look forward to your early reply. `本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销中东。 与贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。 盼望能成为贵公司独家代理，促销在巴林市场的货品。 上述建议，烦请早日赐复，以便进一步联系合作。 此致 敬礼 4.拒绝对方担任独家代理
Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens. I regret to say that, at this stage ,such an arrangement would berather premature. We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works. It would be necessary for you to test the market for our productsat you end. You would also have to build up a much larger turnover tojustify a sole agency. We enclose price lists covering all the products you are interested in and look forward to hearing from you soon. 9月1日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时机尚未成熟，不能应允该安排深感抱歉。 然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。奉上该货品之报价单，敬希查照。专此候复。此致 敬礼 5.同意对方担任独家代理
Thank you for your letter of 12 April proposing a sole agency for our office machines. We have examined our long and ,I must say ,mutually beneficial c
[I][/I]ollaboration. We would be very pleased to entrust you with the sole agency for Bahrain. From our records, we are pleased to note that you have two service engineers who took training courses at our Milan factory .the sole agency will naturally be contingent on you maintaining qualified aftersales staff. We have drawn up a draft agreement that is enclosed. Please examine the detailed terms and conditions and let us know whether they meet with your approval. On a personal note, I must say that I am delighted that we are probably going to strengthen our relationship. I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan . My very best wishes to you and your wife. 4月12日建议担任为公室器具之独家代理来信已经收悉。 过去双方合作皆互利互助，能获您的眷顾作我公司于巴林的独家代理，殊感荣幸。 据知您公司两服务技师曾到我公司米兰工厂受训。相信您公司在取得代理权后，仍会继续注重合格售后服务人员的训练。现随信附上协议草稿， 请查实各项条款 ，惠复是盼。 能加强业务，我亦感到欣喜，前次到访巴林，蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主之谊。 此致 敬礼
6.借引荐建立业务关系
At the beginning of this month , I attended the Harrogate toy fair. While there , I had an interesting conversation with Mr. Douglas Gage of Edutoys plc about selecting an agency for our teaching aids. Douglas described your dynamic sales force and innovative approach to marketing. He attributed his own company"s success to your excellent distribution network which has served him for several years. We need an organization like yours to launch our products in the UK. Our teaching aids cover the whole field of primary education in all subjects .Our patented ‘Matrix’ math apparatus is particularly successful. You may have reservations about American teaching aids suiting your market. This is not a problem since we have a complete range of British English versions. I enclose an illustrated catalogue of our British English editions for your information. Please let me have your reactions to the material. I shall be in London during the first two weeks of October .Perhaps we could arrange a meeting to discuss our proposal. 本用初参观哈洛加特玩具交易会时有幸与教育玩具股份有限公司的道格拉斯·盖齐先生一谈，提及本公司正物色代理人推广教学器材一事。 盖齐先生赞扬贵公司积极推广产品，不断推出新的推销方法，并把其公司的成就归于贵公司完善的经销网络。贵公司的经验，正能替本公司在英国经销产品。 本公司生产初级教育各学科的教育器村、专利产品梅特里克教学器材更傲视同侪。 除美国教学器材外，亦备有全套英式英语版教材，适合当地市场，贵公司无需忧虑切合市场需求。 现附上配有插图的英式英语版教材目录，盼抽空细阅，并赐知宝贵意见。本人拟于10月头两星期前往伦敦，未知能否安排会面，就以上建议作一详谈? 此致 敬礼 7.邀请参观贸易展览会
Many thanks for your letter and enclosures of 12 September. We were very interested to hear that you are looking for an UK distributor for your teaching aids. We would like to invite you to visit our booth,no.6,at next month"s London Toy Fair, at Earl"s court , which starts on 2 October. If you would like to set up an appointment during non exhibit hall hours please call me. I can then arrange for our sensor staff to be present at the meeting. We look forward to hearing from you. 多谢9月12日的来信和附件。获悉贵公司有意物色英国销售商推广教学辅助设备， 甚感兴趣。 本公司将于10月2日于厄尔大楼举行的耸敦玩具商品交易会上展示产品，诚邀贵公司派员参观设于46号之摊位。如能安排于非
[I][/I]展出时间面谈，烦请电复。定必委派高层人员赴会。 本公司深知贵公司产品精美质优，希望能发展互惠之业务。 特此奉告，并候复音。
8.与过去有贸易往来的公司联系
We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading successfully in your region. We would like to extend our congratulations and offer our very best wishes for your continued success. Before the war in Lebanon , our companies were involved in a large volume of trade in our textiles. We see from our records that you were among our best tem customers. We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon. Since we last traded, our lines have changed beyond recognition. While they reflect current European taste in fabrics, some of our designs are specifically targeted at the Middle Eastern market. As an initial step , I enclose our illustrated catalogue for your perusal. Should you wish to receive samples for closer inspection, we will be very happy to forward them. We look forward to hearing from you. 从同行中获悉贵公司贝鲁特复业，生意发展迅速。得闻喜讯，不胜欢欣。谨祝业务蒸蒸日上。 黎巴嫩战事发生前双方曾有多宗纺织品交易；贵公司更是本公司十大客户之一。现今战事平息，亟盼能重展双方互惠的业务联系。 自上次合作至令，产品款式变化极大。除了有迎合欧洲人口味的款式这外，亦有专门为中东市场而设计的产品。现奉上配有插图的商品目录供 初步参考。职需查看样本，还望赐知。 9.确认约会
I would like to confirm our appointment to discuss the possibility of merging our distribution networks. I am excited of the prospect ofexpanding our trade. As agreed, We will meet of our office in bond street at 9.30a.m.on Monday 20 March. I have scheduled the whole day for the meeting. If for any reason you are unable to attend , please phone me so that we can make alternative arrangements. Please let me know if you would like our office to arrange hotel accommodation. I look forward with great pleasure to our meeting. 承蒙拔冗讲讨论合并双方销售网，以扩大贸易发展范围，深感兴奋。现特修函确定会议日程。 谨于3月20日星期一在邦德街办公室候教，请贵公司代表于当日早上9时莅临指导。若因故未能抽空出席，烦请致电告知，以便另行安排会晤。 未知是否需代为安排旅馆膳宿?请尽早赐知，以便早作准备，款待贵客。 谨此预祝会谈成功。 10.感谢客户订货
Gillette-burns Co. 322 Gleenwood street Gleveland 5,Ohio Glentlemen: Thank you for your order no,464 of 20 september. The models you selected from our showroom went out today under my personal supervision.The package is being airfreghted to you on swissair.The relevant documentation is enclosce.I enjoyed meeting yiu and hope that this order represents the beginning of a long and prosperous relationship between oiur companies. The next time you visit us ,please let me know in advance so that I can arrange a luch for you with our derectors. Sincerely yours 谢谢9月20日第464号定单。今天我已新自监督发送您自展览室挑选的产品。该产品随附有关文件经瑞士航空公司运送。 很荣幸与你会面，衷心希望是次定单能加强双方的关系。下次到访前，烦请赐知，俾能安排与本公司董事共进午餐。 11.向长期客户推销新产品
I enclose an illustrated supplement toour catalogue. It covers the latest designs which are now available from stock. We are most gratified that you have, for several yeas. Include a selection of our products in your mail-order catalogues
[I][/I]The resulting sales have been very steady. We believe that you will find our new designs most attractive. Theyshould get a very good reception in your market. Once you have had time to study the upplement , please let us know if you would like to take the matter further. We would be very happy to send samples to you for closer inspection. For your information, we are planning a range of classical English dinner services which ,should do well in the North American market. We will keep you informed on our progress and look forward to hearingfrom you.随函寄奉配有插图的商品目录附页，介绍最新设计的产品。贵公司的邮购目录多年来收录本公司产品，产品销售成绩理想，特此致以深切谢意。最新设计的产品巧夺天工，定能吸引顾客选购。烦请参阅上述附页，需查看样本，请赐复，本公司乐意交劳。本公司现正设计一系列款式古典的英国餐具，适合北美市场需求。如感兴趣，亦请赐知。愿进一步加强联系，并候复音。
12.为商贸指南兜揽广告
Thank you for your business. You arecurrently represented in our directory. This is the only directory of its kind which reaches all companies in the building and construction industry in the UK. Advertising in our directory was a wise move on your part. We are currently compiling a new edition of the directory which willbe published in April 1995.The new edition will be expanded to include major manufacturers of plumbing equipment in the European Community. For proper coverage in the directory, you ought to appear in more than one category. If you do opt for a multiple listing, you will be ableto buy space in additional categories at half price. You can be assured that the new edition will be on the desks of allthe major decision makers in the building and hardware trades. Please complete the enclosed form and return it with the appropriate fee. Thanks again for your business.衷心感谢惠顾。贵公司商号已刊登在本公司的商贸指南中。该指南乃唯一覆盖英国全部建筑公司的刊物，在此刊登广告确是明智之举。现下筹备1998年4月版的贸易批南，新版会罗列欧洲贡同体的主要铅管业制造商。为达到出色的宣传效果，贵公司宜考虑在不同类别刊登广告。如蒙惠顾，除首个广告外，其余类别的广告将可获半价优惠。该指南将分送给所有建筑公司和五金器具公司主管。烦表填妥随附表格，连同广告费用一并寄回。专此盼候佳音。 13.请求客户作推荐人
Thank you for your letter of 2 November. We are delighted to hear that you are to pleased with the refurbishment of your hotel. As your know .in our line of work, we depend on good ,reports about our projects to win further business. Our clients always shop around and look for references before committing themselves. With your permission, we would like to use your hotel as a reference when we discuss similar refurbishments in the hotel industry . Would you agree to our suggesting that future clients should call you? It would also be most helpful if we could occasionally bring a client to look at your hotel . We would , of course , stay overnight at least.I"ll call you next week to hear your reaction. Thanks again for you kind words.从11月2日的来函得悉阁下对贵饭店的整修感到满意，此消息对本公司实是一鼓励。设计行业重视声誉，客人在选择设计公司时必然会有所比较。如蒙允许，本公司欲请贵饭店作推荐人，证明有关整修的质素。未知可否让其他客户来电垂询?此外，如获允准间或联同客户前来参观贵饭店整修，定必有莫大帮助。当然，本公司会预订房间，至少留宿一晚。 14.通知客户价格调整
We enclose our new catalogue and price list. The revised prices will apply from 1 April 1997. You will see that there have been number of changes in our product range. A number of improved models have been introduced. Out range of washing machines has been completely revamped. Many popular lines, however, have been retained unchanged. You will be aware that inflation is affecting industry as a whole .Ws have been affected like everyone else and some price increases havebeen unavoidable. We have not, however, increased our prices across the board, In many cases, there is a small price increase, but in others, none at all. We can assure you that the quality of our consumer durables has been maintained at a high standard and that our service will continueto be first class. We look forward to receiving your orders. 谨谢上新的商品目录和价格表。修订价格定于1997年4月1日起生效。产品系列有一大革新，增加了不少改良的型号，扒出一系列新款的洗衣机，但许多款的开动号仍保持不变。通货膨胀影响整个工业连带令货品价格上涨。虽然如此，本公司并未全面提升价格，调整幅度亦不大。 本公司坚守一贯信念，务求出产优质之耐用消费品，迎合顾客的需要。 谢谢贵公司多年惠顾，盼继续合作。
15.说明价格调整原因
I enclose our new price list , which will come into effect ,from the end of this month. You will see that we have increased our prices on most models. We have ,however , refrained from doing so on some models of which we hold large stocks. We feel we should explain why we have increased our prices. We are paying 10% more for our raw materials than we were paying last year. Some of our subcontractors have raised their by as much as 15%. As you know , we take great pride in our machines and are jealous of the reputation for quality and dependability which we have achieved over the last 40 years. We will not compromise that reputation because of rising costs. We hope, therefore decided to raise the price of some of our machines. We hope you will understand our position and look forward to your orders. 现谨附上本公司新价格表，新价格将于本月底生效。除了存货充裕的商品外，其余大部分货品均已调升价格。是次调整原因是原材料价格升幅上涨10%□，一些承包商的价格调升到15%。 过去40年，本公司生产的机器品质优良、性能可靠。今为确保产品质量，唯有稍为调整价格。上述情况，还望考虑。愿能与贵公司保持紧密合作。 16.回复感谢信
We greatly appreciate your letter describing the assistance you received in solving your air-conditioning problems. We are now in our fifty year of operation, and we receive many letters like your indicating a high level of customer satisfaction with our installation. We are pleased that our technical staff assisted you so capably. We would like you to know that it you need to contact us at any time in the future. Our engineers will be equally responsive to your request for assistance. If we can be of service to you again, please let us know. Thank you again for your very kind letter. 承蒙来信赞扬本公司提供的空调维修工程服务，欣喜不已。五年前开业至今，屡获客户来函嘉奖，本公司荣幸之至。欣悉贵公司识技术人员的服务，他日苛有任何需要，亦请与本公司联络，本公司定当提供优秀技师，竭诚效劳。在此谨再衷心感谢贵公司的赞赏，并请继续保持联络。 17.请客户征询其它公司
Thank you for your enquiry of 5 May concerning silk blouses. We regret to say that we do not manufacture clothing to your own designs to the highest European standards: Swan Textiles corporation The industrial zone Shekou We supply the factor withall their silk materials, I enclose a swatch of our stock materials for your examination. Should you desire any of these samples made up into finished products , we can supply the swan factory with them. We hope that this will be of help to you and wish you every success in your business dealings. 谢谢5月5月日来函查询关于纡绸罩衫的事宜。 本公司只生产纡绸布料，供应纺织品批发商和制造厂家，并没有制造成衣，因而未能接受贵公司订货，谨致万分歉意然而，本公司乐意推荐本地一家生产优质男装的工厂，相信可按贵公司设计的款式制造符合欧洲最高标准的服装：蛇口工业区天鹅纺织品公司。 该厂的丝绸布料全由本公司供应，随函了什样本以供查阅，如贵公司认为适合，本公司乐意负责供应所需布料。愿上资料对贵公司有所帮助。 谨祝生意兴隆，事事顺达。
18.改善服务
Thank you for your letter of 26 January. I apologize for the delivery problems you had with us last month. I have had a meeting with our production and shipping managers to work out a better system for handling your account .We know we made a mistake on your last order . Although we replaced it for you. we want to make sure it does not happen again. We have devised the enclosed checklist to use for each of your future order. It includes your firm"s particular specifications, packing requirements and marking instructions. I believe can service your company better and help you operations run more smoothly with this safeguard. Please contact us if there are any additional points you would like us to include. 感谢1月26日来信。对上月贵公司更换所需货品，唯恐类似事件再发生，本公司生产、运输和出口部经理已商议制订更有效方法处理贵公司事务，并为此特别设计清单。 随信奉上该清单，供贵公司今后订货之用。当中包括特殊规格、包装要求和樗说明等栏目，相信此举有助本公司提供更佳服务，促进双方合作。如欲增设任何栏目于该清单上，恳求惠示。
19.拒绝客户的要求
Thank you for your enquity of 25 August.We are always pleased to hear from a valued customer.I regret to say that we cannot agree to your request for technical information regarding our software security sysytems.The fact is,that most of our competitors also keep such information private and confidential.I sincerely hope that this does not inconvenience you in any way.If there is any other way in which we can help. do not hesitte to contact us again. 8月25日信收悉，谨此致谢。 来信要求本公司提供有关软件保密系统的技术资料，但鉴于同行向来视该等资料为机密文件，本公司亦不便透露，尚祈见谅。我真诚地希望这样不会对贵公司造成不便。如需本公司协助其他事宜，欢迎随时赐顾垂询。 祝业务蒸蒸日上! 20.应付难办的客户
We have been doing business together for a long time and we value our relationship of late, we have not been able to provide the kind of service we both want. The problem is that your purchasing department is changing orders after they have been placed. This has led to confusion and frustration for both of our companies. In several instances. you have returned goods that were originally ordered. To solve the problem , I propose that on receipt of an order, our sales staff contact you to verify it. If you decide on any changes, we will amend the order and fax you a copy so that you can check it. I trust this system will cut down on delays and errors, and allow our operations to run smoothly. 承蒙多年惠顾，本公司感激万分。然近来合作出现问题，令服务水准未能符合对方要求，本公司为此提忧不已。 贵公司采部发出定单后，再三更改内容；更有甚者，屡次退回订购之货品，导致了双方公司工作中的混乱和困惑。为避免问题日趋严重，特此在接到定单后，由本公司销售人员与贵公司复核。若需作出改支，本公司把定单修改后电传副本，供贵
[I][/I]公司查核。 盼望上述办法经受减少延误，促进双方业务发展。
21.祝贺新公司成立
It has just come to our attention that you have lately opened your new European headquarters in Brussels. Congratulations on your bold venture. As you know , our companies have had a long business association in the UK. We look forward to collaborating with you in your European venture. Please let us know if we can be of any assistance to you. We will be delighted to help. We wish you the very best of luck and a prosperous future. 22.非正式的预约要求
Could we meet some time this month to discuss the hypermarket proposal? We want to make decision by the beginning of next month. We would very much like to hear your thoughts before we make any definite plans. Could you choose a venue for the meeting? I can fly to London any time, Perhaps you would prefer Lyon or Paris? I leave it to you to choose. I look forward to seeing you again. 您好!未知能否于本月会面，商谈有关特大自助市场的建议呢?我们准备于下月初作出最后决定。在未订下明确计划之前，希望能咨询的意见。敢问能否选定会面地点?在伦敦、巴黎或里昂商谈都可以，悉随尊便。 期待与您见面。 23.物色代理商
Our company manufactures a range of printing presses that are used successfully by companies in over 20 countries. A product specification brochure is enclosed. We are considering expanding our products to new markets and we would appreciate you assistance. In particular , we would like to identify the best agents who are currently serving the printing industryin your region. We are looking for organizations which conduct their business in a truly professional manner. They must be fully conversant with thetechnical side of the printing industry and have a comprehensive understanding of all the features of the lines t6hey represent. We would be very grateful if you could take a few moments to send us the names of three or four organizations that match our requirements.We shall then contact them to explore the possibility of establishing a mutually acceptable business relationship. Thank you very much for your time and consideration in this matter. 本公司生产的一系列印刷机，获二十多个国家的公司采用。随函附上产品规格说明书，谨供参考。 现为该产品开拓新市场，希望得知贵地区从事印刷工业的代理商资料。如蒙贵公司协助，将不胜感激。如能拨冗寄来数个符合上述要求代理商商号，则感激不尽。本公司将与其联系，研究能否建立互惠互利折业务关系。 右蒙惠告，不胜感荷! 24.欢迎新代理商
I would like to welcome you to our organization. We are very pleased to have you on our ream. I know that you will be equally proud of our products. Our European sales Representative, Antoine Gerin , will be in touch with you at regular intervals. Please feel to call him any time you have a problem, If I can regular intervals. Please feel free to call him any time you have a problem. If I can ever be of service, please call me. I am planning a trip to France next month, and I am looking forward to meeting you. In the meantime, the best of luck with our product line. 欢迎加入本公司成为我们的一分子。相信您也会以本公司的产品为荣。欧洲销售代理安东尼·格林会定期与联络，遇有问题可与他商讨。若有其他需要，欢迎向我提出。 下月我将赴法国一游，期望能与您会面。谨祝产品销量节节上升。 25.要求约见
Would you be interested in stocking a radical new departure in laptop computers? I would very much like to brief you on this great innovation. Could we make an appointment? The machine is the same size as most laptops but comes with some totally new features. The retail price will undercut its nearest competitor by at least 20%.I shall be in the UK from 1 September to 20 October. If you would like to know more, just fax or telex me. 贵公司有没有考虑配置最新型号的手提电脑?本公司诚意推介该崭新产品，盼能预约时间作一介绍。 该电脑体积和同类电脑相仿，但配备多项先进功能。其零 售 价较同类产品便宜20%以上。本人将于9月1日至10月20日逗留英国。如蒙拨冗了解该产品资料，烦 请函复。
26.拒绝约见
Thank you for your letter of 7 July regarding your new laptop computer. I regret to say that we cannot agree to your request for an appointment. We currently have the sole agency for another computer company, Under the terms of the contract , We are barred from stocking any other company"s products. The sole agency comes under review in six months" time . Contact us then and we may be able to consider your new product. 7月7日有关新型号手提电脑函收悉。 本公司暂未能安排会面，深感歉意。现时正为另一家电脑公司提任独家代理，根据合约条款，不得销售别家电脑公司的产品。该代理权将于六个月后期满。届时烦请再作联系，共商贵产品代理事宜。 27.同意约见
Thank you for your letter of 15 September. I note that you will bein the UK during the whole of November. We are quite interested by the fashion knitwear illustrated in yourcatalogue. As a fashion Chain. We might consider having some of our own designs manufactured in China. Please let me know when you would like to call on us. The week beginning 6 November would suit me best. I look forward to meeting you and discussing this matter. 感谢9月15日的来信。欣闻阁下将于11月逗留伦敦一个月，望到时能拨冗相会。本公司对贵公司商品目录中的针织时装深感兴趣。现正研究设计款式，在中国制造后寄本公司时装连锁店发售。 如能于11月6日或其后数天抽空来访，当感激不尽。 期待与您会面，商讨有关事宜。
