一、介绍信
    1. Dear Mr/Ms,

    This is to introduce Mr Frank Jones ,our new marketingspecialist who will be in London from April 5 to midApril on business.We shall appreciate any help you can give Mr Jones andwill always be happy to reciprocate.
    Yours faithfully
    尊敬的先生/小姐，
    现向您推荐我们的市场专家弗兰克·琼斯先生。他将因公务在四月15日到四月中旬期间停留伦敦。
    我们将非常感谢您向琼斯先生提供的任何帮助，并非常高兴施以回报。
    您诚挚的
二、感谢信
    Dear Mr/Ms,
    Thank you for your letter of June 4, enclosing anaccount of the organization and work of your Chamberof Commerce and Industry.We are very grateful for such a detailed account ofyour activities. This information is certain to helpincrease our future cooperation.
    Yours faithfully
    尊敬的先生/小姐，
    谢谢您六月四日的来信及随信附上的说明书，该说明书描述了你们工商总会的工作与组织结构。对给我们一个你们活动如此详细的描述，我们表示非常感谢。这一信息一定能帮助促进我们未来的合作。
    你诚挚的
  三、祝贺信
    1. Dear Mr/Ms,
    On the occasion of the 35th anniversary of your NationalDay, please accept our heartiest congratulations.May the trade connections between our countries continueto develop with each passing day!
    Yours faithfully
    尊敬的先生/小姐，
    值此国庆三十五周年之际，请接受我们最真诚的祝贺。愿我们两国之间的贸易联系持续发展。
    你诚挚的
四、回复信
    Dear Mr/Ms,
    Thank you for your letter conveying congratulations onmy appointment.I wish also to thank you for the assistance you havegiven me in my work and look forward to bettercooperation in the future.
    Sincerely
    尊敬的先生/小姐，
    感谢你来信对我的任命表达的祝贺。
    我也感谢您对我的工作给予的支持，并期望未来能有更好的合作。
    诚挚的
    五、邀请信与答复
    1、邀请信
    Dear Mr/Ms,
    We should like to invite your Corporation to attend the 1997 International Fair which will be held from April 29 to May 4 at the above address. Full details on the Fair will be sent in a week.We look forward to hearing from you soon, and hope that you will be able to attend.
    Yours faithfully
    尊敬的先生/小姐，
    在上述地址，我们想请贵公司参加于四月二十九日到五月四日举办的1997国际商品交易会，关于交易会的详情我们一周内将寄给你。
    希望不久能收到你的来信，并能来参加。
    您诚挚的
    2、肯定答复
    Dear Mr/Ms,
    Thank you for your letter of March 20 inviting our corporation to participate in the 1997 International Fair. We are very pleased to accept and will plan to display our electrical appliances as we did in previous years.Mr Li will be in your city from April 2 to 7 to make specific arrangements and would very much appreciate your assistance.
    Yours faithfully
    尊敬的先生/小姐，
    感谢三月二十八日来信邀请我们公司参加1997国际商品交易会。
    我们乐于参加并计划展示我们前几年生产的电子设备。李先生将于四月二日至七日去你市做具体安排，非常感谢你的协助。
    你诚挚的
3、否定的答复
    Dear Mr/Ms,
    Thank you very much for your invitation to attend the 1997 Internationl Fair. As we are going to open a repair shop in your city at that time, we are sorry that we shall not be able to come.We hope to see you on some future occasion.
    Yours faithfully
    尊敬的先生/小姐，
    非常感谢您邀请我们参加1997国际商品交易会。由于我们将于同一时间到你市新开一家维修店，非常抱歉我们不能前去。
    希望以后在某些场合见到您。

商务信函是在工作中常用到的,希望范文对东莞职场人士有所帮助

英文授权书的范文{下面为一些具体格式和步骤:
A为委托方,B为被委托方
{首先是委任:}
1 Appointment
1. 委任 A hereby appoints the B as the global Distributor for the distribution, sale and promotion of the Goods all over the world (“Territory”) upon the terms and conditions hereinafter contained.
A现根据以下条件和条款委任B作为其全球分销商,并在全球为其配送,销售和推广产品.
{跟着写一些相关的权利和义务(只是参考例子):
A shall not sell or otherwise make available the Goods to anybody from or about whom A knows or has reason to know that such person might sell those Goods to B’s customers.
A不会销售或以其他方式提供此类货物给来自A，或A知道或有理由知道可能销售那些货物给B客户的任何人. 2.B’s General Duties
2.B的义务
B agrees and undertakes with the A that, for the duration of this Agreement the B shall punctually and faithfully observe the following:
B同意并承诺A在本协议有效期内如期并忠实遵守以下条款:
{然后列举一些条款}如:
It shall use its best endeavours to promote and extend the sale of the Goods throughout the Territory.
我们会尽最大努力在全球推广和扩大货品的销售
B shall not sell the Goods to A’s Customers, unless authorized in writing by A, for the duration of this Agreement.
B不会销售货品给A的客户, 除非在协议有效期内得到A的书面授权.
Except for otherwise expressly provided herein, any contracts for the sales of the Goods by B to its own Customers shall be exclusively concluded between B and its Customers. B shall have the sole right to offer and/or accept terms and conditions of such contracts. p !"(s/=
{7 #03 k
除另有明文规定外, 任何B给自己客户的销售合同,应只由B与其客户独立签订. B应具有唯一权提供和/或接受这类合同的条件.
Except for otherwise expressly provided herein, A shall have no right to receive from B’s Customers any payment for the Goods.
除另有明文规定外, A没有权利收受来自B客户的任何货款.
3. A’s Obligations
3. A的义务
A shall in no manner whatsoever modify the price for the duration of this Agreement.
A在该项协议的期限内不得以任何方式修改价格.
A shall be obligated to timely respond to B’s letter, fax, notice, telephone and other inquiry.
A应有义务及时回应B的信件,传真,通知,电话及其他需求.
4. Intellectual Property
Except as expressly authorized by the Manufacturer, the Distributor shall have no rights in respect of any trade names or trade marks used by the Manufacturer in relation to the Products of the goodwill associated therewith, and the Distributor hereby acknowledges that, except as expressly provided in this Agreement, it shall not acquire any rights in respect thereof and that all such rights and goodwill are, and shall remain, vested in the Manufacturer.
除非本协议另有制造商授权，分销商没有利用制造商产品的商品名称或商标以及与商誉相关联的权利。分销商在此承诺，除非本协议另有明确规定，分销商不应得到任何关于持续拥有及归附于制造商所有权和商誉的权利。 5 Representation and Warranty
5 声明和保证
Each Party hereby represents and warrants that neither the execution and delivery of this Agreement, nor the consummation of the transaction contemplated hereunder, nor compliance with any of the provisions of this Agreement, will conflict with, violate, result in a breach of, constitute a default (or an event that, with notice or lapse of time, or both, would constitute a default) under, or require any authorization, consent, approval, exemption or other action by or notice to any court or other governmental body or any other person under any of the terms, conditions or provisions of any contract or other agreement or to which such Party is bound.
双方在此声明并保证，本协议的签署与交付、本协议项下交易的完成、遵守本协议的任何规定，不会与任何法庭或者其他政府机构给予或者接受的授权、同意、许可、免除或者其他行为，或者在任何合同或者其他协议的条款、条件或者规定下约束该方的其他人员、发生冲突、违反、或者构成违约(或者是随着通知或时间的流逝，构成违约).
6. Term and Termination
6. 期限与终止
The duration of this Agreementis One (2) years after the execution hereof
该协议在签订后的两年内有效。
Either Party shall have the right to terminate this Agreement as of right and without judicial recourse, upon giving notice to the other Party, under any of the following circumstances:
在任何一种情况下，任何一方均有权不经司法程序通知另一方解除本协议：
{你可以在这个地方添加一些合乎双方利益的情况,因公司性质不一样,情况也不一样,所以我不列举了
7. Non-Assignment
7. 不可转让
Neither Party shall have the right to assign the benefit of this Agreement (or any part of it), without the prior written approval of the other Party.
没有另一方事先书面授权，任何一方无权转让本协议项下的利益(或其任何部分).
8. Applicable Law )
8. 适用法律
This Distribution Agreement shall be construed in all respects in accordance with the law of HongKong and the A hereto agrees to submit to the jurisdiction of the Court of the domicile of the B.
这项分销协议应视为在所有方面均按照国家法律和A同意服从B所在辖区法院的权限。
9. Miscellaneous
9. 杂项条款
The Appendices are the integral part of this Agreement. The Appendices and this Agreement have the same effect.
附录是本协定的组成部分. 附录和本协议具有同等效力
{你可以在后面附加一些杂项条款}

[东莞职场人士整理,希望对大家有帮助]

进出口英语外贸函电1. 主动联系采购商


Dear Sirs: May 1, 2001

Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.

Yours faithfully

2. 提出询价

Dear Sirs: Jun.1, 2001

We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon..

Truly

3. 迅速提供报价

Gentlemen: June 4, 2001

Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you.

交易的契机 4. 如何讨价还价

Gentlemen: June 8, 2001

We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.

Yours truly

5-1 同意进口商的还价

Dear Sirs: June 12, 2001

Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.

Sincerely

5-2 拒绝进口商的还价

Dear Sirs: June 12, 2001

Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer.

Truly



6. 正式提出订单

Gentlemen: June 15, 2001

We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date.

Truly

7. 确认订单

Gentlemen: June 20, 2001

Thank you very much for your order of June 15 for 200 Deer Mountain Bikes. We will make every possible effort to speed up delivery. We will advise you of the date of dispatch. We are at your service at all times.

Sincerely

8. 请求开立信用证

Gentlemen: June 18, 2001

Thank you for your order No. 599. In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000 in our favor. This account shall be available until Sep. 20. Upon arrival of the L/C we will pack and ship the order as requested.

Sincerely

9. 通知已开立信用证

Dear Sirs: June 24, 2001

Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed.

Sincerely

10. 请求信用证延期

Gentlemen： Sep. 1, 2001

We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.

Sincerely

11. 同意更改信用证

Gentlemen: Sept. 5, 2001

We received your letter today and have informed our customers of your situation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Please keep us abreast of any new development.

Sincerely

[东莞职场人士整理,希望对大家有帮助]

装箱单中英文范例装箱单(又称货物明细单)Packing List

（一）概述

装箱单是发票的补充单据，它列明了信用证（或合同）中买卖双方约定的有关包装事宜的细节，便于国外买方在货物到达目的港时供海关检查和核对货物，通常可以将其有关内容加列在商业发票上，但是在信用证有明确要求时，就必须严格按信用证约定制作。

类似的单据还有：重量单、规格单、尺码单等。其中重量单是用来列明每件货物的毛、净重；规格单是用来列明包装的规格；尺码单用于列明货物每件尺码和总尺码，或用来列明每批货物的逐件花色搭配。

（二）装箱单的格式与说明

·装箱单（Packing List）：在中文"装箱单"上方的空白处填写出单人的中文名称地址， "装箱单"下方的英文可根据要求自行变换。

·出单方（Issuer）：出单人的名称与地址。在信用证支付方式下，此栏应与信用证受益人的名称和地址一致。

·受单方（To）：受单方的名称与地址。多数情况下填写进口商的名称和地址，并与信用证开证申请人的名称和地址保持一致。在某些情况下也可不填，或填写"To whom it may concern"(致有关人)。

·发票号（Invoice No.）：填发票号码。

·日期（Date）："装箱单"缮制日期。应与发票日期一致，不能迟于信用证的有效期及提单日期。

·运输标志（Marks and Numbers）：又称唛头，是出口货物包装上的装运标记和号码。要符合信用证的要求，与发票、提单一致。

·包装种类和件数、货物描述（Number and kind of packages, description of goods）：填写货物及包装的详细资料，包括：货物名称、规格、数量和包装说明等内容。

·填写货物的毛重、净重，若信用证要求列出单件毛重、净重和皮重时，应照办；按货物的实际体积填列，均应符合信用证的规定。

·自由处理区：自由处理区位于单据格式下方，用于表达格式中其他栏目不能或不便表达的内容。

PACKING LIST

Date:25 April 1986 Shipping Mark: ISS V25

Invoice No. : 01/GL-98

Contract No. GA/JS-453

Consignee: Joseph Smith & Sons From: Whampoo

52High Street To: Southampton

Southampton Shipped per MV Wulin

Case Carton NO. Description Quantity Gross Weight Net Weight

SOUTHAMPTION AC/GC-32-34 250cartons unit total unit total

JSS1/25-JSS25/25 Porcelain Figures 12kgs 3000kgs 8kgs 2000kgs

装箱单

日期:1986年4月25日 唛头:JSS V25

发票:01/GL/98

合同号:GA/JS-453 装运工具:“武林”轮

收货人：南安普顿XXX 自：黄埔港

约瑟夫.史密斯父子公司 至：南安普顿

箱号 品名 数量 毛重 净重

JSS1/25- AC/GC32-34 25箱 每箱 总计 每箱 总计

JSS25/25 瓷人 12公斤3000公斤 8公斤2000公斤
[东莞职场人士整理,希望对大家有帮助]

五种常见商务邀请信举例五种常见的邀请信之一

Dear sir/madam: Im delighted that you have accepted our invitation to speak at the Conference in [city] on [date]. As we agreed, youll be speaking on the topic... from [time] to [time]. There will be an additional minutes for questions. Would you please tell me what kind of audio-visual equipment youll need. If you could let me know your specific requirements by [date], Ill have plenty of time to make sure that the hotel provides you with what you need. Thank you again for agreeing to speak. I look forward to hearing from you. Sincerely yours, [name] [title]

五种常见的邀请信之二

Dear sir/madam: Thank you for your letter of [date]. Im glad that you are also going to [place] next month. It would be a great pleasure to meet you at the [exhibition/trade fair]. Our company is having a reception at [hotel] on the evening of [date] and I would be very pleased if you could attend. I look forward to hearing from you soon. Yours sincerely, [name] [title]

五种常见的邀请信之三

Dear sir/madam: [organization] would very much like to have someone from your company speak at our conference on [topic]. As you may be aware, the mission of our association is to promote . Many of our members are interested in the achievements your company has made in . Enclosed is our preliminary schedule for the conference which will be reviewed in weeks. Ill call you [date] to see who from your company would be willing to speak to us. I can assure you that well make everything convenient to the speaker. Sincerely yours, [name] [title]

五种常见的邀请信之四

Dear sir/madam: We would like to invite you to an exclusive presentation of our new [product]. The presentation will take place at [location], at [time] on [date]. There will also be a reception at [time]. We hope you and your colleagues will be able to attend. [company] is a leading producer of high-quality . As you well know, recent technological advances have made increasingly affordable to the public. Our new models offer superb quality and sophistication with economy, and their new features give them distinct advantages over similar products from other manufacturers. We look forward to seeing you on [date]. Just call our office at [phone number] and we will be glad to secure a place for you. Sincerely yours, [name] [title]

五种常见的邀请信之五

Dear sir/madam: On [date], we will host an evening of celebration in honor of the retirement of [name], President of [company]. You are cordially invited to attend the celebration at [hotel], [location], on [date] from to p.m. [name] has been the President of [company] since [year]. During this period, [company] expanded its business from to . Now its our opportunity to thank him for his years of exemplary leadership and wish him well for a happy retirement. Please join us to say Good-bye to [name]. See you on [date]. Yours sincerely [name] [title]
[东莞职场人士整理,希望对大家有帮助]

英语催款信书写1. How to start your letter?

You have not responded in any way to our recent letters about your past due account.

We remind you once more of your open account that is now _____ days beyond our _____-day terms.

Your account is still unpaid in spite of our continual reminders asking for payment or an explanation for your delay.

We urgently request that you immediately pay your balance of _____________, which has been outstanding since ___________[date> despite several notices from us.

2. How to warn the recipient against further delay?

You must realize that we cannot afford to carry this debt on our books any longer.

Any further delay in paying your balance due cannot be accepted.

You can no longer delay payment if you wish to keep your account open.

Our next step is to take legal action to collect the money due us.

This is unpleasant for both of us and is damaging to your credit rating.

3. How to specify your deadline or demand immediate payment?

We must now insist that you send you payment within the next five days.

Unless I receive your remittance within the next three days, our attorney will be instructed to start proceedings to recover the debt.

If we do not receive remittance within five days from the above date, we will have no choice but to pursue other collection procedures.

After April 30, we will have no choice but to cancel your credit and turn your account over to a collection agency.

4. How to end your letter?

We look forward to your prompt payment.

Your immediate response is necessary.

Whether or not we take legal action is now your decision.

Please make every effort to ensure that we are not forced to take this drastic action.

We must hear from you at once to avoid further action.

II. SAMPLE

范文

Dear __________:

I am afraid your failure to settle your account, which is over due for more than six months, will leave us with no alternative but resort to legal proceedings.

This is to notify you that unless we receive your check for $7,550.50 by June 30, we will place your account in the hands of our attorneys for collection.

Yours sincerely,

_____________[name>

_____________[title>

III. TIPS

掌握写作要领

1. Choose a firm tone for your letter.

2. Remind the recipient of your previous collection letters.

3. Remind the recipient of all the necessary details:

The amount owed by the recipient

The length of time the bill has been overdue

The additional amount of late charge if there is any

4. Tell the recipient what kind of legal action will be taken if the final collection effort fails.

[东莞职场人士整理,希望对大家有帮助]

怎样写英文电子邮件？一、文法上

　　1、切忌主客不分或模糊
　　例子: Deciding to rescind the earlier estimate, our report was updated to include $40,000 for new equipment.”
　　应改为：Deciding to rescind our earlier estimate, we have updated our report to include $40,000 for new equipment. (We决定呀, 不是report.)
　　2、句子不要凌碎
　　例子: He decided not to audit the last ten contracts. Because of our previous objections about compliance. 应该连在一起.
　　3、结构对称,令人容易理解.
　　例子: The owner questioned the occupant’s lease intentions and the fact that the contract had been altered with ink markings.
　　应改为: The owner questioned the occupant’s lease intentions and ink alterations of the contract.
　　4.单众数不要搞乱,不然会好刺眼,看不舒服.
　　例如: An authorized person must show that they have security clearance.
　　5.动词主词要呼应. 想想这两个分别:
　　1）.This is one of the public-relations functions that is underbudgeted.
　　2）. This is one of the public-relations functions, which are underbudgeted.
　　6.时态和语气不要转变太多.看商务英语已经是苦事,不要浪费人家的精力啊.
　　7.标点要准确.
　　例如: He did not make repairs, however, he continued to monitor the equipment.
　　改为: He did not make repairs; however, he continued to monitor the equipment.
　　8.选词正确. 好像affect和effect, operative和operational等等就要弄清楚才好用啦.
　　9.拼字正确. 有电脑拼字检查功能后,就更加不能偷懒.
　　10.大小写要注意.非必要不要整个字都是大写,除非要骂人
　　例如: MUST change to OS immediately. 外国人就觉得不礼貌和喝令人一样. 要强调的话,用底线,斜字,粗体就可以了. 二、 写信提示

　　1.人家的名字千万不要错.老一辈的看到名字错就干脆撵去垃圾桶. 同样, 头衔都不要错. 头衔或学位,任择其一吧.以下是一样的: Howard E. Wyatt, D.D.SPhD. Dr. Howard E. Hyatt
　　2.多过一个男人,用Messrs,就是Misters的意思,不过不要跟名字,跟姓就行啦.例如: Messrs. Smith, Wyatt, and Fury 。女人呢? 用Mesdames, Mmes., or Mses. 同样不要跟名字. 例子: Mses. Farb, Lionel, and Gray 。男女一齐呢? 弄清楚称呼就行.例如: Dr. and Mrs. Harold Wright ；Mr. Harold Wright and Dr. Margaret Wright ；Mr. and Mrs. Harvey Adams-Quinn 。
　　3.有人有自己头衔就要跟紧,例如有人有荣誉学位就不喜欢用一般的头衔啊~有时大头不知道对方头衔,干脆用Ms.算了. Ms. Sarah Gray
　　4.地址要低日期至少两行.处名时,职衔短可以一行过,长就下一行吧.例如:
　　Ken Green, President ／Ken Green ／Vice President of International Operations
　　但这个就显得有点。。。:
　　Ken Green ／Vice President of Unicom China
　　正确应为:
　　Ken Green ／Vice President, Unicom China
　　5.老外的名字有时有Jr. 或 Sr.,之前的逗点是随你喜欢的,以下都是正确,不要笑人:
　　Michael J. Smith, Jr. ／Michael J. Smith Sr.
　　6.外国国名尽量用大写.是为尊重,也方便邮差叔叔.
　　7.地址上的数字直接用阿拉伯数字吧,除了One,例子:
　　127 Ninth Avenue, North
　　127 E. 15 Street
　　5 Park Avenue
　　One Wingren Plaza
　　556 - 91 Street 三、其它内容

从问候开始

用问候语开始邮件内容非常重要，例如"Dear Lillian,"。根据你与收件人的关系亲近与否，你可能选择使用他们的姓氏来称呼他们而不是直呼其名，例如"Dear Mrs. Price,"。如果关系比较亲密的话，你就可以说，"Hi Kelly,"如果你和公司联系，而不是个人，你就可以写"To Whom It May Concern:"

感谢收件人

如果你在回复客户的询问，你应该以感谢开头。例如，如果有客户想了解你的公司，你就可以说，"Thank you for contacting ABC Company."如果此人已经回复过你的一封邮件了，那就一定要说，"Thank you for your prompt reply."或是"Thanks for getting back to me."如果你可以找到任何机会那一定要谢谢收信人。这样对方就会感到比较舒服，而且显得更礼貌。

表明你的意图

然后，如果是你主动写电子邮件给别人的话，那就不可能再写什么感谢的字句了。那就以你写此邮件的目的开头。例如，"I am writing to enquire about …"或是"I am writing in reference to …"在电子邮件开头澄清你的来意非常重要，这样才能更好的引出邮件的主要内容。记得要注意语法，拼写和标点符号，保持句子简短明了并句意前后一致。

结束语

在你结束邮件之前，再次感谢收信人并加上些礼貌语结尾。你可以"Thank you for your patience and cooperation."或"Thank you for your consideration."开始接着写，"If you have any questions or concerns, don't hesitate to let me know." 及"I look forward to hearing from you."

结束

最后是写上合适的结尾并附上你的名字。"Best regards," "Sincerely,"及"Thank you,"都很规范化。最好不要用"Best wishes,"或"Cheers,"类的词因为这些词都常用在非正式的私人邮件中。最后，在你发送邮件之前，最好再读一遍你的内容并检查其中有没有任何的拼写错误，这样就能保证你发出的是一封真正完美的邮件！

[东莞职场人士整理,希望对大家有帮助]

对有过联系的潜在客户到展会的邀请函Dear XX,

How are you?

I am XX from Hong Kong Huierpu Medical Co,Ltd, specializing in research, manufacture and sale medical equipment accessories,such as :Spo2 sensor , Spo2 extension cable, ECG cable and leadwires, temperature probe, NIBP and IBP cuff and so on .



Now I am writing to you because in last year you have ever been interested in our products. We sincerely want to take this opportunity to invite you have a look our exhibition stand in CMEF(Chinese Medical Equipment Fair in Dalian, China.) , held from 10th to 13th April, 2007. Our booth No is H1- 1- D02.



We will show a great varity of our medical cables, suitable for worldwide well-known bands monitors, like: Nellcor, Nihon Kohden,HP, Spacelabs,Dolphin Medical and so on . we believe there will be some items attricting you. Meanwhile, I think it will be a good opportunity to communicate with you face to face.



If you are not able to attend but would like to see our range of products, welcome to vist our website: http://www.huierpu-med.com, if there is the special products you are interested in, please send me an email detailing your requirements and I'll give our best price to you,contact me at mailto:test@huierpu-med.com.



We sincerely hope to see you in our exhibition and look forward to hearing from you soon.



Yours sincerely
XX

对有过联系的潜在客户群,要找到重新开发点及突破点,并适时问候,有时会有意想不到的效果.对这种客户,不能用开发信狂轰乱炸,只能用温火漫漫熬,就象有位前辈说的一样.做外贸就象烤地瓜,不怕地瓜不熟,就怕火候不到.
[东莞职场人士整理,希望对大家有帮助]

全套外贸信函写作样本函电书写基本原则

一、Courtesy 礼貌

语言要有礼且谦虚，及时地回信也是礼貌的表现。

例如：
We have received with many thanks your letter of 20 May, and we take the pleasure of sending you our latest catalog. We wish to draw your attention to a special offer which we have made in it.
You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May.

二、Consideration 体谅

写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。

例如：
“You earn 2 percent discount when you pay cash. We will send you the brochure next month. ”就比 “We allow 2 percent discount for cash payment. We won't be able to send you the brochure this month.” 要好。

三、Completeness 完整

一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，确忌寄出含糊不清的信件。

四、Clarity 清楚

意思表达明确，要注意：

（一）避免用词错误：
例如：As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services.
此处bimonthly有歧义：可以是twice a month 或者once two month.故读信者就迷惑了，可以改写为：
1.We have two direct sailings every month from Hong Kong to San Francisco.
2.We have semimonthly direct sailing from Hong Kong to San Francisco.
3.We have a direct sailing from Hong Kong to San Francisco.

（二）注意词语所放的位置：
例如：
1. We shall be able to supply 10 cases of the item only.
2. We shall be able to supply 10 cases only of the item.
前者则有两种商品以上的含义。

（三）注意句子的结构：
例如：
1.We sent you 5 samples yesterday of the goods which you requested in your letter of May 20 by air.
2.We sent you, by air, 5 samples of the goods which you requested in your letter of May 20.

五、Conciseness 简洁

（一）避免废话连篇：
例如：
1.We wish to acknowledge receipt of your letter...可改为：We appreciate your letter...
2.Enclosed herewith please find two copies of...可改为: We enclose two copies of...

（二）避免不必要的重复：

（三）短句、单词的运用：
Enclosed herewith----->enclosed
at this time----->now
due to the fact that----->because
a draft in the amount of $1000----->a draft for $1000


六、Concreteness 具体

七、Correctness 正确


--------------------------------------------------------------------------------

商务函电基本格式


20 May 2000 Date Line 日期)
Kee & Co., Ltd 34 Regent Street London, UK Inside Address 收信人地址
Dear Sirs: Salutation 称呼
We have obtained your name and address from Dee&Co. Ltd, 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 place volume orders on you. We look forward to your early reply. Body 信文
Yours faithfully Complimentary Close 客套结束语
Tony Smith Signature Block 签名栏
Enc. Enclosure Notation 附件说明




--------------------------------------------------------------------------------
同意对方担任独家代理


22 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Mr. Smith：
Thank you for your letter of 20 May proposing a sole agency for our office machines.

We have examined our long and, I must say, mutually beneficial collaboration. We would be very pleased to entrust you with the sole agency for Bahrain.

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 London when you entertained me so delightful. I look forward to reciprocating on your next visit to Beijing.

Yours sincerely,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

----先生：

五月二十日建议担任办公室器具之独家代理来信已经收妥。

过去双方合作皆互利互助，能获您的眷愿作我公司于巴林的独家代理，殊感荣幸。

现随函附上协议草稿，烦请查实各项条款，惠覆是盼。

双方能加强业务，甚感欣喜。前次到访伦敦，蒙盛情款待，不胜感激。祈盼您莅临北京时，容我一尽地主之谊。


出口部主任
托尼.斯密思谨上
2000年5月22日

拒绝对方担任独家代理


22 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:
Thank you for your letter of 20 May suggesting that we grant you a sole agency for our household lines.

I regret to say that, at this stage, such an arrangement would be rather premature.

We would, however, be willing to engage in a trial collaboration with your company to see how the arrangement works.

It would be necessary for you to test the market for our products at your end. You would also have to build up a much larger turnover to justify a sole agency.

We enclose price lists covering all the products you are interested in and look forward to hearing from you soon.

Yours sincerely,

Tony Smith
Chief Seller

Enc.


--------------------------------------------------------------------------------

----先生：

五月二十日有关建议担任家用亚麻制品独家代理的来信收妥，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，贵公司宜就上述货品作市场调查，研究是否可扩大现有营业额。

随函奉上该货品报价单，敬希查照。专此候覆。

出口部主任
托尼.斯密思谨上
2000年5月22日



请求建立商业关系的回复


22 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:


Dear Mr. Smith,
Thank you for your letter of the 20th of this month. We shall be glad to enter into business relations with your company.
In compliance with 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 Email or fax us.

Yours sincerely,

Tony Smith
Chief Seller

----先生：

非常高兴收到贵公司本月二十日有关建立商务关系的来函。

谨遵要求另函奉上最新的出口商品目录及报价单。

款项须请以不可撤销保兑信用证支付。如欲订货，请寄电子邮件或传真为盼。

出口部主任
托尼.斯密思谨上
2000年5月22日


--------------------------------------------------------------------------------
请求建立商业关系

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

We have obtained your name and address from Dee&Co. Ltd, 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 place volume orders on you.

We look forward to your early reply.

Yours faithfully,

Tony Smith
Chief Buyer
--------------------------------------------------------------------------------

——先生:

我们从蒂科公司得知贵司商号与地址，特此来函，希望能同贵司发展商务关系。

多年来，本公司经营鞋类进口生意，目前想扩展业务范围。请惠寄商品目录与报价单。

如贵司产品价格合理，本公司必定向你方下定单。

恭候佳音。

采购部主任
托尼.斯密思谨上
2000年5月20日

加价前优惠大客户

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:
Due to the rise in the world price of paper, from 1 January of next year, prices for our products are due to increase by 10% across the board.

Since you are a valued customer of long standing, we wish to give you the opportunity to beat the price increases by ordering now at the current prices.

In addition, we are willing to give you a discount of 5% on all orders of more than GB￡20,000.

We are aware that you do not have sufficient warehousing for large quantities of reserve stock.. In the circumstances, we would be prepared to hold paper for you to be delivered at your convenience. There will be no charge for warehousing at this end.

We believe that you will see the advantages of this arrangement, which will save you at least 15% on paper purchases in the coming year.

We look forward to your early reply.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

鉴于全球的纸张价格上升，自明年一月一日起，本公司的货品价格将全面提升百分之十。

本公司万分感激贵公司长期以来的支持，特此建议在价格调整前预早订购货品。凡订购金额超过20,000英镑，更可获得九五折优惠。

若未能腾出地方存放纸张，本公司乐意免费提供存货服务，直到贵公司有所安排。此次减价特别优惠顾客，预早订购可减少来年购买纸张至少百分之十五的支出。

期待着你的覆音。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
就价格让步的还盘

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:
Thank you for your letter of 20 May 2000. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us.

We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products.

Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way.
The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval.

We look forward to hearing from you.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:


二零零零年五月二十日来函收到，不胜感激。得知贵公司认为火焰牌打火机价格过高，无利可图，本公司极感遗憾。来函又提及日本同类货品报价较其低近百分之十。

本公司认同来函的说法，然而，其他厂商的产品质量绝对不能与本公司的相提并论。

虽然极望与贵公司交易，但该还盘较本公司报价相差极大，故未能接受贵公司定单。

特此调整报价，降价百分之二，祈盼贵公司满意。

谨候佳音。


销售部主任
托尼.斯密思谨上
2000年5月20日

敦促买方接受报价

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:
We refer to our quotation of 10 May and our mail offer of 20 May regarding the supply of Flame cigarette lighters.

We are prepared to keep our offer open until the end of this month.

As this product is in great demand and the supply limited, we would recommend that you accept this offer as soon as possible.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

关于火焰牌打火机的供应事宜，本公司曾于五月十日报价和于五月二十日邮寄报盘。

现特此通知，该报盘的有效期在本月底结束。

该货品市场需求量很大，供货有限。宜从速接受该报价为荷。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
询价的回复

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:
We welcome your enquiry of 20th May and thank you for your interest in our products. A copy of our illustrated catalogue is being sent to you today, with samples of our products.

Mr. Lee, our overseas director, will be in London early next month and will be glad 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 materials used, and the high standard of craftsmanship will appeal to the most selective buyers.

We manufacture a wide range of hand-made leather shoes 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. Lee will be able to show you samples when he calls.

We hope the samples will reach you in good time and look forward to your order.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

欢迎贵公司5月20号来函询问，谨表谢意!现寄上敝公司产品目录表与样品。

敝公司海外供销主任李先生将于下月初，携同大批货品到伦敦一行，专程拜访贵公司。届时阁下必然同意敝公司的产品品质高且手工精巧，足以满足任何要求极高的顾客。

敝公司同时生产手制皮鞋，品质与手套相同，盼贵公司有意采购，在货目录表内有详细说明。李先生拜访贵公司时会展示样品给贵公司参考。

样品将及时送到贵公司，并盼望早日作出订货决定。

销售部主任
托尼.斯密思谨上
2000年5月20日

第一次询价

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:
We learn from Thomas H. Pennie of New York that you are producing hand-made gloves in a variety of artificial leathers. There is a steady demand here for gloves of high quality at moderate prices.

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 these gloves.

Yours faithfully,

Tony Smith
Chief Buyer


--------------------------------------------------------------------------------

——先生:

从纽约的托马斯·H·彭涅公司处，敬悉贵公司生产各类手工制人造皮革手套。本地区对中等价格的高品质手套向有稳定的需求。

请惠寄贵公司的手套目录一份，详述有关价目与付款条件。希望贵公司顺带惠赐样品。

采购部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
主动报价

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:
This time last year you placed an order for Type BS362 12-volt sealed batteries. This is a discontinued line which we had on offer at the time.

We now have a similar product on offer, Type CN233. It occurs to us that you might be interested. A descriptive leaflet is enclosed.

We have a stock of 590 of Type CN233 which we are selling off at GB￡30 each.

We can offer a quantity discount of up to 15%, but we are prepared to give 20% discount for an offer to buy the complete stock.

We are giving you this opportunity in view of your previous order. We would appreciate a prompt reply, since we will put the offer out in the event of your not being interested.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

去年此时贵公司所订购的BS362型号12伏密封电池，现已停止生产。

现有同类型产品CN233，存货共五百九十件，特惠价每件30英镑。贵公司如感兴趣，敬请参看随附的简介说明。

大批订购可获八五折优惠，整批购入则可享八折特惠。

为感谢贵公司以往惠顾，特此给予订购优惠。极盼立即回覆，如贵公司未欲订购，本公司亦能尽早另作安排。


销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
报实价

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:
This is to confirm your telex of 16 May 2000, asking us to make you firm offers for rice and soybeans C&F Singapore.

We telexed you this morning offering you 300 metric tons of polished rice at A$2,400 per metric ton, C&F Singapore, for shipment during July/August 2000. This offer is firm, subject to the receipt of your reply before 10 June 2000.

Please note that we have quoted our most favourable price and are unable to entertain any counter offer.

With regard to soybeans, we advise you that the few lots we have at present are under offer elsewhere. If, however, you were to make us a suitable offer, there is a possibility of our supplying them.

As you know, of late, it has been a heavy demand for these commodities and this has resulted in increased prices. You may, however, take advantage of the strengthening market if you send an immediate reply.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

二零零零年五月十六日有关查询大米和大豆新加坡到岸价的电传已收悉。

今日上午电传报价：精白米三百公吨，每公吨成本加运费新加坡到岸价为2400澳元。于二零零零年七或八月装运。以上实价需由贵公司于二零零零年六月十日前回覆确实。

该报价为最优惠价，恕不能还价。

本公司与客户正洽售一批大豆交易，若贵公司愿意报以适当买价，本公司乐意出售。近来该类产品需求热烈，令价格上涨。请贵公司把握机会，尽早落实定单为盼。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
答复分期付款的要求

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter of 20 May asking for a change in payment terms.

There is nothing unusual in our current arrangement. From the time you open credit until the shipment reaches your port is normally about three months. In addition, your L/C is only opened when the goods are ready for shipment.

I regret to say that we must adhere to our usual practice and sincerely hope that this will not affect our future business relations.

We will contact you as soon as supplies of the steel pipes you require come into stock.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

贵公司五月二十日要求改变付款条件的来函收悉。

现行的付款条件并无不妥。贵公司只在准备装运时才开立有关信用证，而由开立信用证至货物到达贵公司港口一般约需三个月。

为此，未能满足贵公司要求，实感抱歉，并期望此事不致阻碍双方日后的业务发展。

一俟贵公司所需钢管运抵，本公司即与贵公司联络。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
要求分期付款

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

In the past, our purchases of steel pipes from you have normally been paid by confirmed, irrevocable letter of credit.

This arrangement has cost us a great deal of money. From the moment we open the credit until our buyers pay us normally ties up funds for about four months. This is currently a particularly serious problem for us in view of the difficult economic climate and the prevailing high interest rates.

If you could offer us easier payment terms, it would probably lead to an increase in business between our companies. We propose either cash against documents on arrival of goods, or drawing on us at three months' sight.

We hope our request will meet with your agreement and look forward to your early reply.

Yours faithfully,

Tony Smith
Chief Buyer


--------------------------------------------------------------------------------

——先生:

本公司与贵公司订购钢管，向以保兑不可撤销的信用证付款。

由开立信用证至收到客户付款，所需时间约为四个月。在现今经济气候不佳和利率高企的环境下，这种付款方法占去大量资金。

如蒙贵公司惠允较宽松的付款方法，则可扩展双方业务。建议日后采用货到后凭单据支付现金的方法或由本公司开立见票第三个月付款的汇票交易。

专候佳音。

采购部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
答复用信用证付款的建议

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your order for 500 Irina 262 typewriters by your letter of 20 May.

We have considered your proposal to pay by a 30-day letter of credit. We do not usually accept time credit. However, in view of our long and mutually beneficial relationship, we are willing to make an exception this time.

I must stress that this departure from our usual practice relates to this transaction only. We cannot regard it as setting a precedent for future transactions.

I enclose our sales contract No.83 covering the order. I would be grateful if you would follow the usual procedure.


Yours faithfully,

Tony Smith
Chief Buyer


--------------------------------------------------------------------------------

——先生:

五月二十日来函收悉。承蒙贵公司订购500台伊琳娜262型号打字机，不胜感谢。

就建议以三十日有效期的信用证付款，本公司向无此例，但鉴于贵我双方长期互惠关系，乐意接受该建议完成交易。

此建议仅适用于是项交易，而不能作为今后交易的先例。

随函附上此次订单的第83号销售合同。烦请按过往常规办理为荷。


采购部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
建议用信用证付款

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

We would like to place an order for 500 Irina 262 electric typewriters at your price of US$300 each, CIF Lagos, for shipment during July/August.

We would like to pay for this order by a 30-day L/C. This is a big order involving US$150,000 and, since we have only moderate cash reserves, tying up funds for three or four months would cause problems for us.

We much appreciate the support you have given us in the past and would be most grateful if you could extend this favour to us. If you are agreeable, please send us your contract. On receipt, we will establish the relevant L/C immediately.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

本公司欲以贵公司报价条件，以每台300美元价格（拉哥斯到岸价），订购500台伊琳娜262型号电动打字机，于七至八月装运。

是项交易款额高达150,000美元，本公司只是适量现金储备，占用资金三、四个月将造成麻烦，故建议以三十日有效期的信用证付款。

承蒙贵公司一向照顾，若能继续给予优惠，本公司感激不忘。如同意上述建议，烦请赐寄合约，即开立信用证。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
寄送销售确认书

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

We have great pleasure in enclosing copies of faxes exchanged between us resulting in the conclusion of business for 500 Five_Ram bicycles.

We enclose our sales confirmation no.850 in duplicate. Please sign the bottom copy and return it to us for our files. We look forward to receiving your future enquires and orders.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

就贵我双方500辆五羊牌自行车的交易，现随函附上有关的传真文件副本及第850号销售确认书一式两份。

烦请连署确认书副本，寄回本公司以便存档。望继续合作。

销售部主任
托尼.斯密思谨上
2000年5月20日
[东莞职场人士整理,希望对大家有帮助]

全套外贸信函写作样本（二）拒绝提早装运

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter of 20 May requesting earlier delivery of goods under your purchase contract no. 954.

We have contacted the shipping company and regret to tell you that we are unable to comply with your request. We have been informed that there is no available space on ships sailing from here to your port before 5 April.

We are very sorry that we are unable to advance shipment. We will, however, do everything possible to ensure that the goods are shipped within the contracted time.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

五月二十日要求提早装运第954号合约的来信收到。

　　本公司联络船运公司，得知四月五日前开往贵公司港口的船只已没有剩余货位，因而未能达成有关要求 ，深感抱歉。

　　然而，本公司可确保该货将于合约指定的时间送抵。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
要求提早装运

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

We refer to our purchase contract no. 954.

Under the terms of the contract, delivery is scheduled for May 2000. We would now like to bring delivery forward to March/April 2000.

We realize that the change of delivery date will probably inconvenience you and we offer our sincere apologies. We know that you will understand that we would not ask for earlier delivery if we did not have compelling reasons for doing so.

In view of our longstanding, cordial commercial relationship, we would be very grateful if you would make a special effort to comply with our request.

We look forward your early reply.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

有关第954号采购合约，条款列明交货日期为二零零零年五月。现欲提前于二零零零年三至四月交货。

　　本公司对于提早装运该货所引致的不便，极感歉意。然而，实因有急切需要，才作此要求，还望贵公司能加以谅察。

　　本着贵我双方长期良好的商业联系，相信贵公司定会尽力帮忙。

　　如蒙帮助，将不胜感激；并请早日赐复。

采购部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
装运通知

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter of 20 May enquiring about the shipment of your order under contract 4632.

Please accept my apology for the delay which has been caused by the unavailability of shipping space from Bombay to London.

The matter was, however, in hand and your consignment was shipped yesterday on board SS Pandit which is sailing directly to London.

I enclose one set of shipping documents comprising:
1.One non-negotiable copy of the bill of lading
2.Commercial invoice in duplicate.
3.One copy of the certificate of guarantee.
4.One copy of the certificate of quantity.
5.One copy of the insurance policy.

I am glad that we have been able to execute your order as contracted. I trust the goods will reach you in time for the winter selling season and prove to be entirely satisfactory. I will personally ensure that you receive our prompt and careful attention at all times.

Yours faithfully,

Tony Smith
Chief Seller

Enc.


--------------------------------------------------------------------------------

——先生:

五月二十日询问有关订货合约第4632号装运情况的来信收悉。

　　因为未能取得从孟买到伦敦的货位而造成延误，本人深感歉意。

　　但是，该货已于昨日装运上潘迪特号轮船，直接驶往伦敦。

　　随函敬附下列装运文件：
　　一、不可转让的提货单副本一份；
　　二、商业发票一式两份；
　　三、保证书副本一份；
　　四、数量证明书副本一份；
　　五、保险单副本一份。

　　本人能够按照合约订明的要求为贵公司效劳，深感殊荣，深信此货将及时运抵贵公司，符合订明的质量要求。

　　如有任何需要，本人乐意效劳。

采购部主任
托尼.斯密思谨上
2000年5月20日

附件：装运文件


--------------------------------------------------------------------------------
催促装运安排

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

We refer to the contract no. 4632 covering 500 dozen track suits.

We wish to remind you that we have had no news from you about shipment of the goods.

As we mentioned in our last letter, we are in urgent need of the goods and we may be compelled to seek an alternative source of supply.

Under the circumstances, it is not possible for us to extend further our letter of credit no. 1492, which expires on 21 August. Please understand how serious and urgent it is for us to resolve this matter.

We look forward to receiving your shipping advice, by fax, within the next seven days.

Yours faithfully,

Tony Smith
Chief Buyer


--------------------------------------------------------------------------------

——先生:

有关第4632号合同订购500打运动服事宜，至今尚未收到贵公司运货通知。

　　上次已去信贵公司，表示急需此批货物。如贵公司未能供应此货，本公司或需寻求其他货源。

　　因此，在八月二十一日到期的第1492号信用证无法再作延期。还望贵公司体察，尽快解决此迫切而严重的问题。

　　烦请于七天内传真贵公司的装运通知。

采购部主任
托尼.斯密思谨上
2000年5月20日


-------------------------------------------------------------------------------- 包装要求

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

On May 20, we received your consignment of 40 cardboard cartons of steel screws.

We regret to inform you that 10 cartons were delivered damaged and the contents had spilled, leading to some losses.

We accept that the damage was not your fault but feel that we must modify our packing requirements to avoid future losses.

We require that future packing be in wooden boxes of 20 kilos net, each wooden box containing 40 cardboard packs of 500 grams net.

Please let us know whether these specifications can be met by you and whether they will lead to an increase in your prices.

We look for forward to your early confirmation.

Yours faithfully,

Tony Smith
Chief Buyer


--------------------------------------------------------------------------------

——先生:

五月二十日收到贵公司40个纸板箱钢镙钉。

　　然而，当中10个纸箱于运送途中破烂，令货物散落，造成损失。

　　本公司谅解到此非贵公司之过失，但希望能修改包装的方法，以避免同类事件发生。

　　日后的包装木箱净重20公斤，可装每个净重500克的纸板箱40个。

　　烦请确认上述方法，并赐知新方法会否引致价格上涨。

　　盼望早日赐复。

采购部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
唛头要求

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

We enclose the countersigned copy of contact No.250 of 3 April 2000 for 360 bales of printed cottons.

The letter of credit is on its way to you.

Please mark the bales with our initials, with the destination and contract number as follows:
KT
LONDON
250

This will apply to all shipments unless otherwise instructed.

Please advise us by fax as soon as shipment is effected.

Yours faithfully,

Tony Smith
Chief Buyer


--------------------------------------------------------------------------------

——先生:

现附上四月三日订购360包印花棉的第250号合约连署副本。有关信用证也已寄出。

　　烦请在所有货品包上标明本公司的英文名称简写、运送目的地及合同号码如下：
　　KT
　　伦敦
　　250

　　除非另行通知，此标记适用于所有装运的货物。

　　装货完成后，敬请知会本公司。


采购部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
要求提供详细索赔资料

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter of 20 May with a claim for breakages.
Your claim is for GB￡200 on the shipment delivered on 18 May to your order no.2423.

The goods were in perfect order and properly packed in cardboard boxes. They were then placed in a sealed container at our factory. It is difficult to imagine how any breakages could occur.

Fortunately, the goods were fully insured under our standard policy with Lloyds of London, but in order to make a claim we shall need much more information.

Please make a complete inventory of the broken items and send it to us. We shall then contact our insurer. Their agent will probably call on you to check the consignment.

I apologize for the inconvenience caused.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

多谢五月二十日来函赐知有关损毁索赔的事宜。

贵公司要求就五月十八日第2423号定单的损毁货物赔偿200英镑。

该货物完好无损，经恰当程序装入纸板箱里，其后放在本公司厂房的密封货柜内。上述过程不应引致任何损毁。

幸好该货物已按惯常的运作程序在伦敦莱特保险公司购买足额保险，可以获得赔偿。

烦请准备清单，详列所有损毁项目，以供保险公司查阅。其代表亦将与贵公司联络，检查该批货物。

再次道歉。


销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
错运货物的回复

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter of 20 May regarding your order no.645.
We are sorry to learn that there was a mix-up in your order. We are now sending the consignment to you by airfreight. It should be with you within a week.

The necessary documentation will be sent under separate cover.
Please hold the goods which were wrongly shipped for collection.
We offer our sincere apologies for the delay. Should you have any further problems, please do not hesitate to contact us immediately.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

五月二十日有关第645号定单的来信收到。

得知错运货物，本公司感到抱歉。正确的货物已安排空运，应于一周内运抵。有关文件将加函寄上。

烦请暂存错运给贵方的货物。

如有任何疑问，欢迎与本公司联络。对于是次错失，谨再次表示歉意。


销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
接受更换损坏货品

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter regarding your order no.343, delivered last week.

We are sorry to hear of the breakages which occurred in transit. We pack our shipments with great care but there are occasions when the merchandise is mishandled along the way.

I have your inventory of the broken items. We shall make up a consignment of replacements which should reach you shortly.

Please hold the broken items for possible insurance inspection. I have lodged a claim with our insurer for the loss.

Our apologies for the inconvenience.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

有关上周发运的第343号定单的来信收悉。

对于货物在运送途中破损的事宜，本公司感到遗憾。本公司一向特别小心包装货物，然而不当的运输方法亦会引致损坏。

本公司将按照贵公司开列的破损货物清单更换新货，不日将运抵贵处。

已就有关损失向保险公司索偿，烦请保留破损货物供保险公司检查。
不便之处，敬希见谅。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
拒绝更换损坏货品

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter of 20 May.

We agree with you that our shoes should last longer than one month. If they do not, we like to know the reason why.

We have carefully examined the pair you returned to us. Our production manager reports that the shoes have been thoroughly soaked and then dried by heat. Even the best quality shoes will not withstand this treatment.

For this reason, we regret that we cannot agree to your request for a replacement pair.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

五月二十日来信收悉。

贵公司认为本公司出产的鞋子理应非常耐穿，不应只穿着一个月便损坏；本公司亦赞同此意见。

经仔细检查贵公司退回的鞋子后，本公司生产经理认为该鞋曾被彻底浸湿，其后再经烘干。这样的处理方法就是质料最好的鞋子，耐用程度也会减低。

基于上述原因，本公司非常抱歉未能接受更换要求。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
拒绝退货要求

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter of 20 May regarding your order no.354 for 8 carpets manufactured to your client's design and specifications.

We appreciate your problem. At the same time, we are sure that you can understand the difficulties we had in satisfying your client's complex specifications.

Since the consignment is a special design, made to order for your client, we are unable to return it to our in inventory. Consequently, we cannot honour your request.

Perhaps your client can find another use for these specially designed carpets.

Thank you for giving us this opportunity to explain the situation.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

多谢五月二十日来信，提及第354号定单按照贵客户指定设计和规格制作的八条地毯。

本公司诚意为贵公司效劳；同时亦希望贵公司谅解在切合贵客户复杂要求时所遇到的困难。

由于该定单是专门订造的，所以恕难接受退货。

贵客户或能就该批货物作另外的安排。

上述事宜，还望谅察。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
拒绝索偿要求

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter of 15 May referring to the consignment of cotton goods sent to you per SS Ocean Emperor. We regret to note your complaint.

We have investigated the matter thoroughly. As far as we can ascertain, the goods were in first class condition when they left here. The bill of lading is evidence for this.
It is obvious that the damage you complain of must have taken place during transit. It follows, therefore, that we cannot be held responsible for the damage.

We therefore advise you to make a claim on the shipping company, Emperor Line, who should be held responsible.

We are grateful that you have brought the matter to our attention. If you wish, we would be happy to take issue with the shipping company on your behalf.

We look forward to resolving this matter as soon as possible.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

贵公司于五月十五日来信投诉经由海洋皇帝号装运的棉花出现问题，本公司非常遗憾。

经撤查，证实该批货物离埠时完好无缺，提货单可作证明。

相信损坏是发生于运送途中，因此本公司不能答应贵公司索偿。赔偿责任应由有关的船公司承担。

本公司感激贵公司知会本公司上述事宜，亦乐意代向船公司商讨赔偿问题。

盼望能尽早解决有关问题。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
接受重量不足索赔要求

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter of 20 May in which you lodge a claim for short delivery of 9000 kg of white cement.

We wish to express our deep regret at this incident. We have checked with our warehouse and discovered that part of your consignment was not packed in 5-ply paper bags as specified in the contract. This was due to the negligence of our warehouse staff.

We are most concerned to maintain our long-standing trading relationship. We therefore enclose a cheque for GB￡230 in full and final settlement of your claim.

We trust that this unfortunate error will not adversely affect our future relations.

Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

五月二十日就缺少9000公斤白水泥提出索赔的来函收悉。

对是次事件，本公司感到非常遗憾。经与货仓负责人商讨后，发现错失是由于员工疏忽，未有按定单要求以五层纸袋包装该批货物而引致。

谨随函敬附230镑支票壹张，赔偿贵公司损失。

本公司希望是次事件不会影响贵我双方日后的合作。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
就重量不足索赔

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

We refer to sales contract no.564 covering the purchase of 200 metric tons of white cement.

We telexed you on 17 May informing you that the consignment arrived on 20 April.

On inspection, we found that 180 bags had burst and that the contents, estimated at 9000 kg, had been irretrievably lost.
We proceeded to have a survey report made. The report has now confirmed our initial findings.

The report indicates that the loss was due to the use of substandard bags for which you, the suppliers, are responsible.
On the strength of the survey report, we hereby register our claim against you as follows:

Short delivered quantity GB￡180
Survey charges GB￡50
Total claimed GB￡230

We enclose survey report no.TS6478 and look forward to early settlement of the claim.

Yours faithfully,

Tony Smith
Chief Buyer


--------------------------------------------------------------------------------

——先生:

第546号销售合约的200公吨白水泥，已于四月二十日运抵本公司，并已于五月十七日传真告知有关事宜。

检查货物时，发现有180袋破损，估计损失9000公斤白水泥。其后安排进行检验，有关报告与估计的损失相符。该报告指出是次损失是由于包装袋不合标准引致，故应由贵公司负责该等损失。

现按照报告结果向贵公司索偿：
　 损失白水泥 180英镑
　 检验费 50英镑
--------------------------------
　 合计 230英镑

随函附上第TS6478号检验报告，烦请早日解决赔偿事宜。


采购部主任
托尼.斯密思谨上
2000年5月20日


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回复投诉

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter of 20 May referring to your order no.252. We are glad to hear that the consignment was delivered promptly.

We regret, however, that case no.46 did not contain the goods you ordered. We have investigated the matter and find that we did make a mistake in putting the order together.
We have arranged for the correct goods to be dispatched to you at once. The relevant documents will be mailed to you as soon as they are ready.

Please keep case no.46 and its contents until called for by our agents who have been informed of the situation.

We apologize for the inconvenience caused by our error.
Yours faithfully,

Tony Smith
Chief Seller


--------------------------------------------------------------------------------

——先生:

多谢五月二十日有关第252号定单的来信。得悉货物及时运抵，感到高兴。

有关第46号箱错运货物一事，在此向贵公司致歉。经调查，发现装运时误将货物同放，所以有此错失。

该缺货已安排即时发运，有关文件准备好后会立即寄出。

错运的货物烦请代存，本公司已知会代理商，不日将与贵公司联络。
因此失误而引致任何不便，本公司深感歉意。

销售部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
投诉错运货物

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Thank you for your letter of 17 September referring to your order no.252. We are glad to hear that the consignment was delivered promptly.

We regret, however, that case no.46 did not contain the goods you ordered. We have investigated the matter and find that we did make a mistake in putting the order together.

We have arranged for the correct goods to be dispatched to you at once. The relevant documents will be mailed to you as soon as they are ready.

Please keep case no.46 and its contents until called for by our agents who have been informed of the situation.

We apologize for the inconvenience caused by our error.

Yours faithfully,

Tony Smith
Chief Buyer


--------------------------------------------------------------------------------

——先生:

多谢五月二十日有关第252号定单的来信。得悉货物及时运抵，感到高兴。

有关第46号箱错运货物一事，在此向贵公司致歉。经调查，发现装运时误将货物同放，所以有此错失。

该缺货已安排即时发运，有关文件准备好后会立即寄出。

错运的货物烦请代存，本公司已知会代理商，不日将与贵公司联络。

因此失误而引致任何不便，本公司深感歉意。

采购部主任
托尼.斯密思谨上
2000年5月20日


--------------------------------------------------------------------------------
货不对版索赔

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Sirs:

Our order No.250 of 6 May for upholstery materials has now been delivered.

We have examined the shipment carefully and, to our great disappointment, find that they are not of the quality we ordered.

The materials do not match the samples you sent us. The quality of some of them is so poor that we feel that a mistake has been made in making up the order.

The goods do not match the requirements of our company. We have, therefore, no choice but to ask you to take the materials back and replace them with materials of the quality we ordered.
We are very keen to resolve this matter amicably. If you can replace the materials, we are prepared to allow the agreed delivery time to run from the date you confirm that you can supply the correct materials.

We look forward to your early reply.

Yours faithfully,

Tony Smith
Chief Buyer


--------------------------------------------------------------------------------

——先生:

五月六日订购的第250号家具装饰定单现已运抵本公司。

经查验后发现货物质素与商订的不相符合，本公司极感失望。

该批货色与样本质素相差甚远，部分质量极之差劣，令人怀疑订购过程可能出现错误。

由于货色与本公司要求不符，因此要求退货，并换回定单要求之货色。

本公司诚意希望能友好地解决该问题。如贵公司接受上述安排，本公司准备待贵公司确定能供应合格货物起计算交货日期。

敬希早日回覆。

采购部主任
托尼.斯密思谨上
2000年5月20日



--------------------------------------------------------------------------------
庆贺分店开业

20 May 2000
Kee Co., Ltd
34 Regent Street
London, UK

Dear Mr. White:

Please accept our warmest congratulations on the establishment of your Guangzhou office. We at Deek Co., Ltd. wish you every success in this increased involvement in our complex.

Should there be any way in which we can be of assistance, please do not hesitate to contact me personally.

Yours faithfully,

Tony Smith
President


--------------------------------------------------------------------------------

亲爱的怀特先生:

贵公司的广州分店开业，谨致贺意。我们帝科公司预祝贵公司在复杂的国内市场上，能有非凡的成就。

敝公司如能有所帮助，请尽管直接与我们联络。

董事长
托尼.斯密思敬上
2000年5月20日



--------------------------------------------------------------------------------
祝贺晋升

20 May 2000
Kee Co., Ltd
34 Regent Street
London, UK

Dear Mr. White:

I have just read in this morning's Times that you have been made Sales Director Kee Co., Ltd.

Congratulation on your promotion. Knowing you as I do, this will not be the last promotion you get. I look forward to the day when you are in the top job.

My very best good wishes.

Yours faithfully,

Tony Smith
Chief Buyer
Dee Co., Ltd.


--------------------------------------------------------------------------------

亲爱的怀特先生:

今早阅读泰晤士报，得知您荣升Kee股份有限公司销售部经理。

以您的干劲和才学，相信指日可更上一层楼。

谨致以衷心的祝贺。


托尼.斯密思敬上
2000年5月20日



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协商合作后致谢函

20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK

Dear Mr. White:

I appreciate your kindness in sparing your valuable time for me during my recent visit to London.

It was indeed a rewarding and enjoyable meeting. I hope our cooperation in developing countries, particularly Puerto Rico, will bring about the desired results.

Taking this opportunity, I would again like to thank you for what you have done for our organization and hope that you will continue to favor us with your generous support.

I look forward to seeing you again soon.

Yours faithfully,

Tony Smith
Chief Buyer



[东莞职场人士整理,希望对大家有帮助]

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 collaboration. 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. 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 with all 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。

28、欢迎新客户 Welcome to bradley & sons.We are delighted to have you as one of our customers.You can be sure that we will do everything in our power to merit your business. Our efforts always revolve around the needs of our customers.If you have any special requests about shipments.merchandise,payment or product modifications,please let us know.I shall arrange for our european sales representative to call on you at least once a month.He will make sure that our business relationship runs smoothly. Many thanks tor your confidence in us. 闻悉本公司有幸为阁下服务，雀跃万分。必定竭尽全力，不负所托。 本公司秉承传统宗旨，昼满足客户的需求。阁下如对装运、推销、付款手续或产品改良有任何要求，还请告知。 本公司的欧洲销售代理将第月拜访阁下最少一次，确保双方贸易关系能顺利发展。 得到阁下的信任，谨此再三致谢。

29、终止商业关系 Further to our telephone conversation of this morning, I am enclosing the formal letter terminating our contract. In view of the collapse in the market for your Minimaniac doll, we can no longer undertake to distribute it. We shall try to dispose of the stocks we do have at a discount. We have enjoyed working with you. When you get your next idea for a popular toy. Please get in touch with us. Very best wishes. 根据今早的电话谈话，现谨奉上终止双方合同的正式函件。 鉴于贵公司的迷你玩具销售量暴跌，本公司不能继续推销该货品。库存货品亦将设法削价倾销。双方合作素来愉快。如对流行玩具有新颖构思，烦表不吝赐教。

A1、第一次询价 We have learned from Smith and company of Birmingham that you manufacture a range of high-fashion handbags in a variety of leathers. We operate a quality retail business and although our sales volume is not large, we obtain high prices for our goods. Would you please send me a copy of your handbag catalogue with details of your prices and payment terms? We would find it most helpful if you could also supply samples of thevarious skins from which the handbags are made. 从伯明输史密公司获悉贵公司制作了一系列款式新颖皮革手提包。本公司经营高档零售业务，虽然销量不多，但是全属优质高价。现恳请惠寄货品目录，价格表和付款方式细则。 此外，如提供各类革样本，不胜感激

A2、答复第一次询价 Thank you for your enquiry of 16 July. We are pleased to hear thatyou are interested in our products. We are sending you a copy of our latest catalogues under, separatecover , together with samples of some of the skins we regularly use in the manufacture of our products. I regret to say that we cannot send you the full range of samples. You can be assured , however ,that such skins as crocodile and ostrich, not included in the swatch, are of the same high quality. Mrs. Angela wane, our European sales manager , will be in the UK next month and will be pleased to call in you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship sill appeal to the most discriminating buyer. We also manufacture a wide range of leather belts and gloves in which you may be interested. They are fully illustrates in our catalogue and are of the same high quality as our handbags. Mrs. wane will be able to show you examples when she calls. We look forward to receiving an order from you. 7月16日来函价已收到。得悉贵公司对我们的产品有兴趣，实感荣幸。兹奉上我以新的产品目录和常用的皮革样本谨供参考。 很抱歉未能寄上全套样本，但其他诸如鳄鱼皮、驼鸟皮等皮革都是同样优质上乘的。 本公司欧洲营为经理安拉·韦恩太太将于下月携同各类产品前赴英国。届时您若能抽空与她面谈和看看我们的产品，相信也会同意我们的产品质料上乘、手工精巧，能吸引最有鉴赏力的买主。 除了手提包外，本公司亦制造多种系列精美的皮带和手套，贵公司如感兴趣，可参看产品目录中所刊登的插图。恩太太访时将向您展示样本。

A3、钢螺钉询价 We are interested in buying large quantities of steel screws in all sizes. We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. It would also be appreciated if you could forward if you could forward samples and your price list to us. We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition , we have confidence in the quality of your products. We look forward to hearing from you by return. 本公司有意大量购买各型号钢螺钉，欲知每公斤送抵英国利物浦的成本加运费价格。如蒙惠赐上述报价单，不胜胜激。如能惠寄样本和价格表，亦必感谢不尽。 本公司素来抽其他公司购买此类品，闻悉贵公司货品质优价廉，故欲与贵公司建立合作关系。

A4、答复钢螺钉询价 Thank you for your enquiry of 2 October1995.In reply, we would like to make the following offer, subject to our final confirmation. Product: steel screws Specifications: As per the attached list Packing: Loose in boxes of 5 kg net Quantity: 100 boxes Price: As per the attached list Shipment: January/February 1996 Payment: Confirmed, irrevocable letter of credit payable by draft on sight to be opened 30 days before the time of shipment. Under separate cover, we have sent you samples of various sizes. our catalogue and price list. If you find our offer acceptable, please telex or fax us for confirmation. 贵公司1995年10月2日询价函收悉。如下需在本公司确认后。方为有效： 产品：钢螺钉 规格：依照附表 包装：净重5以斤散装箱 数量：110箱 价格：依照附表 装运：196年1月至3月 付款：保兑不可撤销即期信用证，需于装运前30天开立另函附寄各型产本、商品目录和价格表。如贵公司接受上述报价。请尽早实定单为盼。

A5、询问盘子价格细目 We enclose details of our inquiry for dishes to be delivered before the first of next month. Will you please give us your prices for the quantity named? 今随函附上必须在下月一日以前交货的盘子询价细目。 请把我所需数量的盘子价格告诉我们 好吗？

A6、索取样品和询价 Please send us samples and your lowest prices for your fountain pens, model 464-B.Samples and prices must reach us no later than 15th of this month. 请将你们464-B型自来水笔的样品寄给我们，并注明最低价格。样品和价格至迟须于本月15日以前寄到我处。

A7、索取临时发票 One of our clients has asked us to obtain a pro forma invoice for the following product: Lion Brand Nail clippers model 21 chrome-plated Please send us your pro forma invoice in triplicate for 500 dozens of the above product as soon as possible so that we can get our client's confirmation. We will have no problem in obtaining the import licence . As soon as this is approved, a letter of credit will be opened in your favour. 本公司客户要求获得下列产品的临时发票： 狮牌21镀铬指甲钳500钉现请贵公司尽快寄送一式三份的临时发票给我们以便取得该客户确认。申请进口许可证并无困难。此事一经同意，本公司将立即开以贵公司为受款人的信用证。

A8、寄送临时发票 In response to your request, dated 14 July 1996.we have much pleasure in sending you our pro forma invoice in triplicate. For your information, or offers usually remain open for about a week. Seeing that or nail clippers are selling very fast, we suggest that you act on the quotation without delay. We look forward to hearing from you. 现应1996年7月4日的要求，谨寄上临时发票一式三份。 兹奉告本公司的报价一般效期一周。另困本公司出品的指甲钳销路极佳，为免向隅，贵公司宜尽早回复。

A9、提供代用品报价 Thank you for your telex enquiry of 23 September concerning cotton print 634. We appreciate your efforts in marketing our product and consequentlywe regret very much that we are unable to supply the desired goods due to excessive the following material as a close substitute. 500 pieces cotton print 428 at US$150 per metre CIF New York, including your commission of 2% A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible. 贵公司9月23日询问有关634号印花棉布价格的电传已经收到，多谢来函。本公司感谢你们热心推销我们的产品。但因有关产品需求殷切，未能满足贵公司要求，深感遗憾。 然而，本公司另一出产类似的织品。现报上虚盘如下：428号印花棉布500件，每米1.5美元纽约到岸价，当中包括贵佣金2%随函警附样本供贵公司参考。满意样本质量，请尽快电传复实。 Thank you for your telex enquiry of 23 September concerning cotton print 634. We appreciate your efforts in marketing our product and consequentlywe regret very much that we are unable to supply the desired goods due to excessive the following material as a close substitute. 500 pieces cotton print 428 at US$150 per metre CIF New York, including your commission of 2% A sample is enclosed for your reference. If you find the sample acceptable, please telex us as soon as possible.

A10、订购商品 Please send to the following items to be shipped by way express, and bill us. The order is contingent on receiving the terms of 2%-30 days: 1 doz.linen handkerchiefs： $2.40 4pair tan pigskin gloves, size ：$12.00 2doz.assorted Orlon sport shirts : $72.00 5pair assorted cotton socks : $2.00 TOTAL : $88.40 请将下列各项商品交由铁路以快运方式发运给我们并列帐单。按照“ 2%-30天”的条件执行。 1打亚麻布手帕 2.40美元 4双棕黄色猪皮手套（尺码） 12.00 2打各种花色的奥纶运动衫 72.00 5双杂色棉线短袜 2.00 合计 88.40美元 `

A11、开具所需商品单并要求尽快装运 Please ship the following goods by motor freight as soon as possible, and charge them to our account: 15Ibs. bicarbonate of soda $4.50 1gross boxes of aspirin $36.00 20bottles Rapp Syrup-#47B $10.00 TOTAL $50.50 请尽快用汽车发运下列物品：费用请记入我方帐内。 15磅小苏打 4.50美元 12打盒装阿司匹林 36.00美元 20瓶拉普糖浆-47B 10.00美元 合计 50.50美元

A12、确认订货 This is to confirm my telephone order of yesterday for the following items: 4Jr.Sewing Machines Model 3A 7Homemaker’s Ironing Boards 15 Fold Up Clothes Racks 昨天我在电话所联系的下列各项订货现作进一步确认。 4台3A型小缝纫机、7只家用熨斗、15只折迭式衣架。

A13、要求按订货单发货 Thank you for your samples of striped coatings received today. Please make shipment in accordance with our Order No.2602 enclosed herewith. 今天收到你们寄来的带条纹外衣料样品，谢谢。请按照信内附寄的第2602号订单发货。

A14、无法供货 We refer to your telex of 12 August and ours of today regarding the supply of black silk. As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to make you the offer as requested. We assure you, however, that we shall contact you as soon as fresh supplies become available. Should your customers requite other silks, please let us know. 贵公司8月12日的电传已经收到，现就有关黑色丝绸供货问题电复。自去年以来，上术货品的需求量极高。本公司暂未能承接定单，故无法按贵公司要求报价。 他日一旦有新货源，本公司定当即时与贵公司联络。若贵客户需要 其他丝绸货品，亦请告知。

A15、拒绝订货 Thank you for your order no.458 for tin plate sheets which we received today. We regret that, owing to a shortage of stock, we are unable to fill your order. Moreover, our manufacturers cannot undertake to entertain your order for future delivery owing to the uncertain availability of raw materials. We will, however, contact you by telex once supply improves. In the meantime, please feel free to send us your specific enquiries for other types of metal sheets. You can assured of our best attention at all times. 今天收到贵公司4 5 8号镀锡板的定单。因为存货短缺，未能供应贵公司所需货品，特此致歉。此外，制造商尚未确定原料供应量是否充足，所以不能接受其他定单。一旦供应情况改善，我们将电传通知贵公司。若贵公司需要其他金属薄板型号的资料，我们乐意随时效劳

A16、再次订货 We have received the above shipment ex SS Blue Seas and are pleased to inform you that we find the goods quite satisfactory. Since we believe we can sell additional quantities it this market, we wish to place with you a repeat order for 500 dozens of the same style and sizes. We would be grateful if you could arrange early shipment of this repeat order at we are in urgent need of the goods. If the goods are not available from stock, we would be grateful ifyou could advise us, with full particulars of the specifications, of replacement goods which can be whipped from stock.

A17、拒绝接受再次订货 We are pleased to acknowledge your letter of 6 March informing us that you are satisfied with our ladies tights shipped to you per SS Blue Seas. We also note that you wish to place a repeat order. We regret that we cannot at present entertain any new orders for Baletto ladies' tights owing to heavy orders. We are, however, keeping your order before us. As soon as we are in a position to accept new orders, we will contact you by telex. With regard to stock lines, we are enclosing a list for your information. Should you be interested in any of these, please let us know your requirements, stating quantity, style and sizes. 3月6日的来信已收到，得悉贵公司满意经由蓝海号轮船运送的女装紧身衣，并希望再订购货品，深表谢意。由于定单过多，本公司很抱歉暂时未能接受巴勒图女装紧身衣的新定单。我们会保留贵公司的定单，一俟能接受新定单，即以电传知会贵公司。现随函附上本公司存货清单以供参考。如欲订购任何货品，请告知所需货品之数量、式样和尺码、本公司半竭诚为您效劳。

A18、拒绝特别订货要求 Thank you for your letter of 20 May concerning your special request. From time to time we do run special jobs, changing materials and colors for one particular order. But we have to consider many factors before we can accept the order. I have spoken to our production manager, and she has done the costings. I am sorry to report that even if we did the job for you at cost, it would come out well above the price you are willing to pay. I am checking with other manufacturers in the area who are working with the materials you want. They may be able to give you the quality you desire at a fair price. I will get back to you in a few days. We appreciate your business and I am glad you asked us about this job .The next time you have a special need, please ask again. We will try our best to do the job for you .If we cannot, we will attempt to find the best company that can. 谢谢贵公司5月20日特别订货要求的来函。 本公司遇有客户特别要求，如情况许可，亦乐意加工变换有关产品的用料或颜色。 贵公司的要求经转达生产部经理作成本预算后，考虑到所需费用较贵公司所拟高出很多，因而未能照办，非常抱歉。 现正联络其他厂商，研究是否能以合理价格达成要求。不日将有答复。承蒙查询加工事宜，谨致衰心谢意。如有其他要求，本公司乐意随时候命。即若未能效劳，亦当物色其他能胜任的商代办

A19、招标 The Ministry of Education of Buanda invites all prospective bidders for the supply of educational materials to submit their quotations. The bidders are expected to send their quotations in wax-sealed envelopes to our Post Office Box to arrive not later than 11:00 hours on 31 March 1997. The bids will be opened on the same day at 15:00 hours local time. The address at the head of this letter should be written clearly on the sealed envelopes, which must be marked `Tender Box 6'. The bidder's address should be written on the back of the envelope. The sealed quotations will be opened in the presence of the bidders ,or their accredited representatives, by the Tender committee in conference room 4 at the ministry of Education. After a thorough examination of the tenders, the winning bidder will be informed. An agreement will then be signed within 15 days. 投标书放入信封后，必须用蜡封好，于1997年3月31日11时前投入教育部邮政信箱里。在同日当地时间15时开标。 投标书信封面须写上上列的教育部地址，注明“第六号投标箱”。信封背后写上投标人姓名和地址。 密封的投标书将在教育部第四会议室由投标委员会开启，投标人需亲身或委派代表到场。 投标经全面审查后，中标人将获通知，并于15日内签订协议。

A20、要求按期发货 Enclosed is an order for which we ask your special attention to time of delivery. It is important that we receive these goods on the exact day mentioned as we have extensively advertised the day of our sale. Please let us know immediately if you have any difficulty in supplying the exact goods ordered. All orders must be delivered complete; no remainders must follow. 兹附上订单一份。请特别注意交货日期。因为我们已经广泛做了出售日期的广告。故必须按上述确切日期收货。如果你们在供应急需订货方面有什么困难，请立即通知我们。所有订货都必须全部交完，不能陆续发运。

A21、收到订单及供货安排 This is to acknowledge your order for 15Ibs.of bicarbonate of soda,45 bottles of cod liver oil, I gross of boxes of yeast extract. If we are to ship goods by the date requested in your order we can send you only 40 bottles of cod liver oil instead of 45 bottles. The other goods will be sent complete. We shall be able to fill rest of the order within a week. We hope that this will be satisfactory. 关于15磅小苏打、45瓶鱼肝油和12打盒装酵母精的订单业已收悉。如果要按照你订单上所要求的日期发货，我们只能给你们发运鱼肝油40瓶而不是45瓶。其余货物则可以全部发完。订单上剩下未发的货物可在一周内发齐。希望你对这种安排能够满意。

A22、原订单与现价有出入 Thank you for your order # 411 for 6 injector upset heads. According to our records, the price we agreed upon was $76.00 each, not $74.00 as stated in your order. Will you check your copy? We shall hold the goods until we hear from you 感谢你们寄来第411号订单有关6台喷射器缩锻头。根据我们的记录，所商定的价钱是每台76.00美元，而不是你们订单上所说的74.00美元。请再查一下你们的副本好吗？在未收到你们来信时以前，我们将为你保留货物。

A23通知需延期交货 Acknowledging your order of January9,we regret that we cannot ship until January 23.Please let us know if this is satisfactory so that we can make shipment on that date. 你1月9日的订单已经收到。很为抱歉，对该批订货我们要到1月23日才能发货。如果你同意这样安排，就请即通知我们，以便按期装运。

B1、 报实价 This is to confirm uour telex of 6 April1997,asking us to make you firm offers for rice and soybeans C&f singapore. We telexed you this morning offering you 300 metric tons of一步polished rice at A$2,400 per metric ton ,c&f singapore,for shipment during July/August 1997.This offer is firm,subject to the receipt of your reply before 1 June 1997. Please note that we have quoted our most favourable price and are unable to entertain any counter offer. With regard to soybeans,we advise you that the few lots we have at present are under offerelsewheri.If,however,you were to make us a suitable offer,there is a possibility of our supplying them. As you know,of late,it has been a heavy demand for these commodities and this has resulted in increased prices. You may,however,take advantage of the strengthening market if you send an immediate reply. 1997年4月6日有关查询大米和大豆新加坡到岸价的电传已收悉。今日上午电传报价：精白米300公吨，每公吨成本加运费新加坡到岸价为2400澳元。于1997年7或8月装运。以上实价需由贵公司于1997年6月1日前回复确实。 该报价为最优惠价，恕不能还价。本公司与客户正洽售一批大豆交易，若贵公司愿意报以适当买价，本公司乐意出售。近来该类产品需求热列，令价格上涨。请贵公司把握机会，尽早落实定单为盼。

B2、主动报价 This time last year you placed an order for type BS362 12-volt sealed batteries. This is discontinued line which we had on offer at the time. We now have a similar product on offer, Type CM233.lt occurs to us that you might be interested. A descriptive leaflet is enclosed. We have a stock of 950 of Type CN233 which we are selling off at GB￡28 each.We can offer a quantity discount of up to 15%, but we are prepared to give 20% discount for an offer to buy the complete stock. We are giving you this opportunity in view of your previous order. We would appreciate a prompt reply, since we will put the offer out in the event of your not being interested. 去年此时贵公司所订购的BS362型号12伏密封电池，现已停止生产。现有同类型产品CN233，存货共950件，特惠价每件28英镑。贵公司如感兴趣，敬请参看随附之简介说明。 大批订购可获八五折优惠，整批购入则可享八折特惠。 为感谢贵公司以往惠顾，特此给予订购优惠。亟盼立即回复，如贵公司未欲订购，本公司亦能尽早另作安排。

B3、敦促买主接受报价 We refer to our quotation of 4 September and our mail offer of 20 October regarding the supply of Flame cigarette lighters. We are prepared to keep our offer open until the end of this month. As this product is in great demand and the supply limited, we would recommend that you accept this offer as soon as possible. 关于火焰牌打火机的供应事宜，本公司曾于9月4日报价和于10月20日邮寄报盘。现特此通知，该报盘的有效期在本月底结束。该货品市场需求量极大，供货有限。宜从速接受该报价为荷。

B4、还价 We are in receipt of your letter of 31 July offering us 100 metric tons of polished rice at A$1，200per metric ton on the usual terms. We regret to inform you that our buyers find your price much too high. We are informed that some lots of American origin have been sold here at a level about 30% lower than yours. We do not deny that the quality of Australian rice is slightly better but the difference in price should, in no case, be as large as 10%. To facilitate the transaction, we counter offer as follows, subject to your reply being received by us before 30 September 1996. 100metric tons of polished rice, 1996 crop, at A$1,050 per metric ton CIF Singapore, other terms as per your letter of 31 July As the market price is falling, we recommend your immediate acceptance. 承蒙 7月31日来函报盘100公吨精白米，以每公吨1200澳元和按一般条件交易，谨此致谢。 然而，买主认为报价太高。本公司得悉本地现正出售的美国大米，价格较上述报盘约低30%。 无可否认，澳洲大米品质较佳。然而，价格相差理应少于10%。为达成交易，现谨还价如下，并以1996年9月30日以前收到贵公司答复为实： 1996年产精百米100公吨，每吨新加坡到岸价1050澳元，其余条件按贵公司7月31日来函为准有见市场价格不断下跌，拟请立即接受上述还价。

B5、拒绝还价条款 Thank you for your letter of 10 October. We are surprised to hear that you consider our price for tin plate sheets too high. Much as we would like to do business with you , we regret to say that we cannot entertain your counter offer. The price we have quoted is quite realistic. We would point out that we have received substantial orders from other sources at our level. If you could improve your offer, please let us know. Since supplies of this product are limited at the moment, we would ask you to act quickly. We assure you that any further enquiries from you will receive our prompt attention. 多谢10月10日来函。得悉贵公司认为锡片价格太高，颇感意外。 本公司所报价钱相宜，其他客户皆大批订货。虽亟欲与贵公司达成交易，无奈未能接受贵公司的还价，实属遗憾。若蒙修改还盘条款，还请赐知。现时该产品供应有限，尚请从速采取行动。 欢迎随时询价，以效微劳。

B6、对价格作出让步 Thank you for your letter of 29 December 1995. We are disappointed to hear that our price for Flame cigarette lighters is too high for you to work on. You mention that Japanese goods are being offered to you at a price approximately 10% lower than that quoted by us . We accept what you say, but we are of the opinion that the quality of the other makes does not measure up to that of our products. Although we are keen to do business with you, we regret that we cannot accept your counter offer or even meet you half way.The best we can do is to reduce our previous quotation by 2%. We trust that this will meet with your approval. We look forward to hearing from you. 1995年12月29日来函收到，不胜感激。得知贵公司认为火焰牌打火机价格过高，无利可图， 本公司极感遗憾。来函又提及日本同类货品报价较其低近10%。本公司认同来函的说法，然而，其他厂商的产品质量绝对不能与本公司的相提并论。虽然亟望与贵公司交易，但该还价较本公司报价相差极大，故未能接受贵公司定单。特此调整报价，降价2%，祈盼贵公司满意。 谨候佳音。

B7、加价前作出优惠 Due to the rise in the world price ofpaper, from 1 April of next year, prices for our products are due to increase by 10% across the board. Since you are a valued customer of long standing. we wish to give you the opportunity to beat the price increases by ordering now at the current prices.In addition, we are willing to give youa discount of 5% on all orders of more than GB￡20，000. We are aware that you do not have sufficient warehousing for large quantities of reserve stock. In the circumstances. we would be prepared to hold paper for you to be delivered at your convenience. There will be no charge for warehousing at this end. We believe that you will see the advantages of this arrangement, which will save you at least 15% on paper purchases in the coming year. We look forward to your early reply. 鉴于全球的纸张价格上升，自明年4月11日起，本公司中的货品价格将全面提升10%。本公司中万分感激贵公司长期以来的支持，特此建议在价格调整前提早订购货品。凡订购金额超过20，0000英镑，更可获得九五折优若未能腾出地方存放纸张，本公司中乐意免费提供存货服务，直至贵公司有所安排。此次减价特别优惠顾客，提早订购可减少来年购买 纸张至少15%的支出。 期待着你的复音。

B8、提出降价要求以便订货 We have been very pleased with your product， as you know. However, we find that we can obtain a price of $4.00 per hundred with a local firm. This is fifty cents per hundred lower than your price. If you can see your way clear to meeting these figures we would be pleased to place with you an order that will carry us for the rest of this year. That order is likely to be one of the largest that we have ever placed with you. 你知道，我们对你的产品一直都很满意。但发现，在当地一家公司可以得到每百个价格为4.00美元的这种产品，比你们每一百个的价格少50美分。如果你们能设法找出原因并使价格也达到这样的数字标准，我们就乐意向你们提出一项可以执行到本年底的订货。而且该项订货就可能是我们从来也没有向你们提出过的最大订货之一。

B9、订货前说明要求降价原因 We are aware of the fact that your office uipment is among the best on the market. We realize that your materials are of the very highest quality and that you pay the highest wages in the field. Nerertheless , we would prefer handing lower quality goods if we could get a lower price. Our customers do not demand the standard of quality that you put into your equipment. If we are to continue doing business with you we must ask for a reduction in price in price in order that we may achieve a higher volume of sales. We shallwait for a price from you before we decide where to place out next order. 我们所知道的事实是，你们的办公设备是市场上最上等的。所采用的技术资料是最高级的，同时在本地区中你们所付出的工资也是最高的。 然而，如果我们能够在价格上得点便宜，则宁可经营质量标准。假若需要和我们继续做买卖，就得要求你们价格减少7.5%，以使我们的销售额有所提高。在决定下次向哪里去订货以前，我们等待着你们在价格方面的回音。

B10、再次要求削价 We regret that it is not possible to accept the reduced price you offer. It was very kind of you to suggest meeting us half way, but thiwill not be enough to compensate for our increased overhead and advertising. Unless you see your way clear to grant us an additional reduction in price, we may have to discontinue our very pleasant arrangement with you. 非常感到抱歉，我们不能接受你们减价以后的报价。你们关于满足我们一半要求的建议很好。但这仍不足以弥补我们所增加的企业管理费和广告费。除非你们能够设法答应给我们进一步减价，否则，我们不得不中断我们之间很愉快的协议。

B11、对议价信件的回复 Thank you for your letter of June 12.In view of the fact that we have done business with each other for so long and that you have bought from us such volume of office equipment, we would like to meet you half way in your request for lower pries. May we suggest an overall reduction of 4% in price, which will hold right down the line. Since our own overhead has increased somewhat in the last few months, this offer on our part is good only for a few months. At the end of that time you will have to go back to the previous price list. Our sales manager, Mr. Smith, will call on you with some display material which should help you to effect a higher volume of sales. 感谢你6月12日来信。考虑到我们相互交往的历史如此长久，而且你们曾买过我们大量的办公设备，因此我们将满足一半你们所提出的减价要求。我们建议将每件工装裤的价格降低4%好吗？这样就可正好保持在市场价格线以下。 因为我们自己的企业管理费在过去几个月里也有些增加，所以这个报价就我们来说只限于几个月内有效。过了那段时间，你们就仍须按照原先的价格单付款。 为此我们的供销经理史密斯先生将带一些可以帮助你们增加销售额的展览材料去访问你们。

B12、同意削价并附价格单 After discussing the matter with our Board of Directors, we have decided we can comply with your request for lower prices. Attached is a corrected price list for our merchandise. 经我们董事会研究，决定按照你们的减价要求办。特随函附上我们修改过的商品价格单

B13、不同意削价并进行解释和说服 In reference to your letter of May 7,we cannot make a better offer than the one we suggested to you, We feel that offer itself ismost generous under the circumstances. In checking our books, we find that you have purchased from us twice as much the first three months of this year as you did in the first three months of last year. This indicates to us that you have been successful in retailing our merchandise. We hope that upon reconsideration you will be able to accept out offer. We have been have been very pleased to have you on our list of accounts. 关于你5月7日的来信，我们认为不能再报比那更低的价格了。处于当前情况下，它本身就说明是最慷慨的价格了。经查对我们的帐目，发现，你们今年的头三月在我处所购的货物是去年同期的两倍。这就说明，你们零售我们的货物方面是取得成就的。因此希望你们经过重新考虑后，能够接受我们的该项报价。我们已很乐意地将你们的名字留在我们的帐目上了

B14、婉言拒绝降价要求 We are sorry to say it is not possible for us to meet the price you requested in your letter of November 9. If you care to place an order with us any time in the future, you may be assured of the same prompt attention which you have had in the past. 非常遗憾地通知你们；对你11月9日的来信中所提出的价格，我们实无法满足你的要求。假如将来某个时候，你们还愿意向我们订货的话，肯定你们仍将立即得到象过去一样关照。

C1、寄送销售合同 With reference to our recent exchange of faxes. we are pleased to confirm our having concluded with you the transaction for 600 bales of grade 1 crumb rubber.We enclose our sales contract no. 759 in duplicate. Please countersign and return the bottom copy to us for our files.We trust you will open the necessary letter of credit as soon as possible.Regarding additional quantities, we are studying the supply situation and will let you have an offer in about a week's time. 本公司在考虑了贵我双方近来有关600包一级颗粒橡胶的交易传真文件 后，现欲确认有关交易。 兹随函附上第759号销售合同一式两份，敬请连署并寄回副本，以作存 档之用。烦请早日开立有关信用证。 关于追加数量的事宜，本公司正研究供应状况，可望于一周后报盘。 附件：第759号销售合同一式两份

C2、寄送销售确认书 We have great pleasure in enclosing copies of faxes exchanged between us resulting in the conclusion of business for 400 Roadstar bicycles. We an close our sales confirmation no. 863 in duplicate. Please sign the bottom copy and return it to us for our files. We look forward to receiving your future enquiries and orders. ` 就贵双方400辆罗得斯达自行车的交易，现随函附上有关的传真文件副本及第863号销售确认书一式两份。 烦请在署确认书副本，寄回本公司以便存档。 望继续合作。 附件：(一)传真文件副本 (二)第863号销售确认书一式两份

C3确认购货 As a result of our recent exchange of telexes, we wish to confirm our purchase from you of 500 long tons of Zipern brand white cement. The following terms and conditions will apply. Price: BG￡300per long ton net shipping weight Packing: in paper bags of 112 pounds net each Quality: against the seller's own guarantee that the goods conform to the relevant British Standard Payment: by confirmed and irrevocable letter of credit in your favour, payable by draft at sight We are pleased that this first transaction with your company has come to a successful conclusion. We look forward to a continuing and mutually beneficial trade between our companies. 经贵我双方电传往来，现欲确认向贵公司订购齐奔牌白水泥500英吨， 供货条件如下； 价格：净装运重量每英号300英镑 包装：纸袋，每袋净重112磅 质量：卖主保证货品符合英国的标准 付款：开立不可撤销的信用证，以贵公司为受益人 与贵公司首次交易合作成功，本公司深感欣慰。盼能保持长久而互利的合作关系。

C4、买卖成交 We are pleased to confirm the telexes exchanged between us as per the enclosed copies. From our telex of yesterday, you will see that we have obtained orders for 300 Star sewing machines. We therefore enclose our order no. SM534 together with our shipping instructions. We would be grateful if you would execute the order as speedily as possible. Any delay could lead to future problems with our clients. We are taking all necessary steps to open the letter of credit, which we hope will each you within 10days. 本公司现欲确认贵我双方往来电传内的事项。有关电传之副本附寄本函。昨日电传告知贵公司，已接获300台星牌缝纫机的定单。随函附上SMS534号定单及装运说明。 如蒙从速落实该定单，将不胜感激。任何延误皆会引致有关客户不便。现已安排开立信用证，可望于十日内送达贵公司。 附件：(一)电传副本 (二)SM534号定单 (三)装运说明

C5、寄回连署文件 Thank you for your sales contract no. 453.for 100 metric tons of groundnuts ordered by us. I enclose the bottom copy with my countersignature. The relevant L/C has been established with Burke's Bank, Singapore, in your favour. It will reach you in due course. With regard to further quantities, we hope that you will be able to make us an offer. We are prepared to consider an order for a further50 metric tons. 多谢寄来第453号销售合约，确认公司向贵公司订购100公吨花生。随函敬附已连署的合约副本。此外，本公司亦已在新加坡伯克银行开立有关之信用状，受益人为贵公司。该主用证将于不日送达。至于追加数量一事，期望贵公司能给予报价。本公司现正考虑追加数量50公吨花生。 此致 ` 附件：连署合约副本

C6、建议用信用证付款 We would like to place an order for 500 Irina 262 electric typewriters at your price of USS300 each, CIF Lagos, for shipment during November/December. We would like to pay for this order by a 30-day L/C. This is a big order involving USS150,000and ,since we have only moderate cash reserves, tying up funds for three or four months would cause problems for us. We much appreciate the support you have given us in the past and would be most grateful if you could extend this favour to us. If youare agreeable, please send us your contract. On receipt, we will establish the relevant L/C immediately. 本公司欲以贵公司报价条件，以每台300美元价格(拉哥斯到岸价)、订购500台伊琳娜262型号电动打字机，于11月12日装运。是项交易款额高达50，000美元，本公司只有适量现金储备，占用资金三四个月将造成麻烦，故建议以30日有效期的信用状付款。承蒙贵公司一向照顾，若能继续给予优惠，本公司感激不忘。如同意上述建议，烦请赐寄合约。本公司一俟收到该合约，即开立信用状。

C7、答复用信用证付款的建议 Thank you for your order for 500 Irina 262 typewriters by your letter of 17 July. We have considered your proposal to pay by a 30-day letter of credit. We do not usually accept time credit. However, in view of our long and mutually beneficial relationship. we are willing to make an exception this time. I must stress that this departure from our usual practice relates to this transaction only. We cannot regard it as setting a precedent for future transactions. I enclose our sales contract no.834 covering the order. I would begrateful if you would follow the usual procedure. 7月17日来函收悉。承蒙贵公司订购500台伊琳娜262型号打字机，不胜感谢。就建议以30日有效期的信用状付款，本公司向无此例，但鉴于贵我双方长期互惠关系，乐意接受该建议完成交易。此建议仅适用于是项交易，而不能作为今后交易的先例。随函附上是次订单的第834号销售合同。烦请 按时往常规办理为荷。 此致 ` 附件：第834号销售合同

C8、要求分期付款 In the past. our purchases of steel pipes from you have normally been paid by confirmed. irrevocable letter of credit. This arrangement has cost us a great deal of money. From the moment we open the credit until our buyers pay us normally ties up funds for about four months. This is currently a particularly serious problem forus in v

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