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一到九章及一些附加内容第一章BasicKnowledgeofBusinessLetterWriting1.1Structure构成：a.Letterhead(信头)——发件人的信息（名称、电话、地址）b.Referenceanddate（发文编号和日期）c.InsideNameandAddress(封内名称和地址)——收件人的信息d.attentionline(注意事项)e.TheSalutation(称呼)f.theSubjectLine(事由标题)g.TheBodyoftheLetter(信的正文)h.ComplimentaryClose(结尾敬语)i.TheSignature(签名)j.enclosure(附件)k.carboncopynotation(抄送)l.postscript(附言)1.2Envelope信封的写法：ChinaNationalChemicals(stamp)Import&ExportCo.寄件人地址Beijing,ChinaOverseasTradingCo.153Marketstreet收件人地址London,E.C.3Registered挂号信1.3Principle写信原则：Courtesy礼貌Conciseness简洁Clearness清晰第二章EstablishBusinessRelations建立贸易关系2.1Structure第一部分说明信息来源CommercialCounseloroffice商务参赞处；Embassy大使馆；Chamberofcommerce商会；第二部分说明写信目的+自我介绍leadingimporter主要进口商/oneofthelargestimporters最大的进口商之一dealwith/specializein专营competitiveprice竞争价格/enjoygreatpopularity享有盛誉foryourreference供你方参考;fall(be)withinthescopeof属于…的经营范围enterintobusinessrelations建立贸易关系inthemarketfor想要购买/inthehopeofdoingsth.希望acquaintsb.withsth.让某人了解某事/Creditstanding商业信用第三部分要求寄送有关资料+表达合作愿望2.2Sentences①Welearned/heard/obtainedyourcompanyfromtheInternetthatyouareoneoftheleadingmanufacturesinthisline.我们从互联网上得知贵公司,你们是这方面领先的制造商之一。②Wewouldliketotakethisopportunitytoestablishbusinessrelationswithyou.我们愿借此机会与贵公司建立贸易关系。③Weareanimporter/exporterhandlingtoysformanyyears.Ourproductshaveenjoyedahighreputationintheworldfortheirgoodqualityandreasonableprice.我们是一家经营玩具多年的进口商/出口商。我们的产品凭借着良好的品质和合理的价格在世界上享有盛誉。④Ifyourpriceiscompetitive,wewillplaceanorderwithyou.如果你方价格有竞争力的话，我们将向你方发出订单。⑤Inordertoacquaintyouwithourproducts,wesenttwosamplesthismorning.为了使你熟悉我们的产品,我们今天早上送两个样品。第三章Enquiries&Replies询价及回复3.1StructureGeneralEnquiry一般询价&SpecificEnquiry具体询价1.说明信息来源和目的,如有必要自我介绍2.感兴趣的商品和具体要求4.表达合作的愿望3.2MainWordsreasonableprice合理的价格/competitiveprice具有竞争力的价格commission佣金discount折扣underseparatecover另函附上confirmed,irrevocableL/Cbysightdraft保兑的，不可撤销的即期信用证regularpurchase定期购买catalog目录pricelist价目表brochure小册子sample样品3.3MainSentences①Ifyouorder3000dozensormore,wewillallowyou5%discount.如果你订购3000打以上,我们将给予5%的折扣。②Pleasequoteyourlowestprice,CIF…,inclusiveofour5%commission.请报你方最低价，CIF...，包括5%的佣金。③Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.如果你方的价格有竞争力,并且可以接受交货期,我们打算大量订货。第四章Quotations,Offer&Counteroffer报价、发盘及还盘4.1Structure实盘的内容明确完整，包括商品品质、数量、包装、价格、装运、支付、有效期等。第一部分：感谢对方询价。Thankyouforyourinquiryof…第二部分：提供交易的细节（最好用列表形式）。Wearepleasedtoquoteasfollows…Commodity商品;Specifications规格(size,weight);Quantity数量;Price价格;Packing包装;Payment支付;Shipment装运;第三部分：说明有效期。（报价信可以没有）Thisoffercanremainopentill…第四部分：希望对方下单Welookforwardtoreceivingyourorder.4.2MainWordsSubject/captionedgoods标的物growingdemand增长的需求assortment花色品种，各式各样的搭配，doone’s(your,my)utmost竭力，竭尽所能Asper按照By3equalmonthlyshipment三个月，等量装货minimumquantity最低起订量4.3Sentences①WethankyouforyourenquiryofAugust22and(we)arepleasedtosendyouourquotationsforthegoodsyourequiredasfollows:我们感谢你方8月22日的询价,很高兴为你们所需要的货物报价如下:②Thisofferisvalid/opensubjecttoyourreplyhereby5p.m.ourtime.这个报价以我方时间下午5时以前复到为有效。③InreplytoyourenquiryofApril,28,weenclose/aresendingyouunderseparatecoveracopyofourlatestpricelistforyourreference.为了回复您4月28日的询价，我们附上/另送您一份我们的最新价格单,供您参考。④Yourpriceisabout10%higherthanthoseofyourcompetitors.你的价格比你的竞争对手高出10%。⑤Asthemarketisdeclining,businessisnotpossibleunlessyoucanreduceyourpriceby10%.由于市场的减少,除非你可以降低你的价格10%，否则无法进行贸易合作。⑥Allquotationsaresubjecttoourfinalconfirmation.Unlessotherwisestatedoragreedupon,allpricesarenetwithoutcommission.所有报价都以我方最后确认为准。除非另有说明或约定,所有价格都是净价,不含佣金。⑦Duetotheheavydemandforthegoods,theofferwillbevalid(open,firm,good)onlyfor8days.由于商品的大量需求，该报盘的有效期只有8天。4.4MainLettersQuotation报价——P60DearSirs,WethankyouforyourenquiryofAugust22andarepleasedtosendyouourquotationforthegoodsyourequiredasfollows:Commodity:WhiteRabbitBrandWoolenMixedBlanketNo.33.Size:74*84inWeight:4lbsColour:yellow,brown,greenassortmentQuantity:1,000pcs.Price:US$40.00perpieceCIFMontrealShipment:OctoberYouarecordiallyinvitedtotakeadvantageofthisattractiveoffer.WeareanticipatingalargeorderfromtheUnitedStates,andthatwillcauseasharpriseinprice.Welookforwardtoreceivingyourorder.Yoursfaithfully,OfferofElectronicCalculators电子计算器商报盘——P73Dearsirs,InreplytoyourletterofJuly14,wearegivingyouanofter,subjecttoyourreplyhereby5p.m.Ourtime,Tuesday,August5,asfollows:Commodity:ElectronicCalculatorsSpecifications:AsperattachedlistPacking:AsperthebuyersoptionQuantity:3,000piecesPrice:US$9.00netperpieceCIFLagosShipment:September/October,2014Payment:Confirmed,IrrevocableLetterofCreditpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.Underseparatecover,wehavesentyou2copiesofillustratedcatalogueofvariousbrandsasperyourrequest.Weareexpectingyourearlyorder.Yoursfaithfully,OfferofRefrigerators电冰箱报盘——P74Dearsirs,YourfaxofFebruary10askingustoofferyouthesubjectarticlehasreceivedourimmediateattention.Wearepleasedtoknowthatyouareinterestedinourproducts.Inreplytoyourinquiry,wetakepleasureinmakingyouanofferasfollows,subjecttoyourreplyreachinguswithin7daysfromtoday:Specificationquantity(set)price(US&)BYD2121,000410,00BYD1751,000380,00BY219500395,00T