外贸商务信函例文

常用英文商业书信大全（做外贸必看） 作 者： Dearjacky

第一部分：

1. 请求建立商业关系

2. 回复对方建立商业关系的请求

3. 请求担任独家代理

4. 拒绝对方担任独家代理

5. 同意对方担任独家代理

6. 借引荐建立业务关系

7. 邀请参观贸易展览会

8. 与过去有贸易往来的公司联系

9. 确认约会

10. 感谢客户订货

11. 向长期客户推销新产品

12. 为商贸指南兜揽广告

13. 请求客户作推荐人

14. 通知客户价格调整

15. 说明价格调整原因

16. 回复感谢信

17. 请客户征询其它公司

18. 改善服务

19. 拒绝客户的要求

20. 应付难办的客户

21. 祝贺新公司成立

22. 非正式的预约要求

23. 物色代理商

24. 欢迎新代理商

25. 要求约见

26. 拒绝约见

27. 同意约见

28. 欢迎新客户

29. 终止商业关系

A1.第一次询价

A2. 答复第一次询价

A3钢螺钉询价

A4. . 答复钢螺钉询价

A5.询问盘子价格细目

A6.索取样品和询价

A7 索取临时发票

A8 寄送临时发票

A9提供代用品报价

A10订购商品

A11开具所需商品单并要求尽快装运

A12确认订货

A13要求按订货单发货

A14无法供货

A15拒绝订货

A16再次订货

A17拒绝接受再次订货

A18拒绝特别订货要求

A19招标

A20要求按期发货

A21收到订单及供货安排

A22原订单与现价有出入

A23通知需延期交货

B1 报实价

B2主动报价

B3敦促买主接受报价

B4还价

B5拒绝还价条款

B6对价格作出让步

B7加价前作出优惠

B8提出降价要求以便订货

B9订货前说明要求降价原因

B10再次要求削价

B11对议价信件的回复

B12同意削价并附价格单

B13不同意削价并进行解释和说服

B14婉言拒绝降价要求

C1寄送销售合同

C2寄送销售确认书

C3确认购货

C4买卖成交

C5寄回连署文件

C6建议用信用证付款

C7答复用信用证付款的建议

C8要求分期付款

C9答复分期付款的要求

C10要求直接付款

C11答复直接付款的要求

C12说明付款条件

C13要求修改付款条件

C14同意修改付款条件

C15要求按承兑交单付款

C16答复按承兑交单付款要求

C17要求开立信用证

C18要求认可信用证

C19修改信用证

C20延长信用证期限

C21消除误会

C22要求付清余款

C23要求提供信用资料

C24拒绝特别贷款

C25拒绝赊销

C26按现金提货方式订货

C27催缴通知

C28过期帐项的催款单

C29延迟付款

C30通知逾期缴交帐款

D1说明标记要求

D2说明包装要求

D3催促装运安排

D4装运通知

D5要求早日装运

D6介绍集装箱服务

D7建议部分装运

D8通知部分装运

D9介绍集装箱装运

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 prent, We are interested in extending our, range and would

appreciate your catalogues and 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 nding you, under parate 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, plea 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 houhold linen. Until now , we have been

working with your textiles department and our collaboration has proved to be mutually beneficial. Plea 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 houhold 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 e 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

enclo 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 plead to entrust you with the sole agency for Bahrain.

From our records, we are plead to note that you have two rvice engineers who took training cours 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 enclod. Plea 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 lecting 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 rved him for veral 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 rervations about American teaching aids suiting your market. This

is not a problem since we have a complete range of British English versions. I enclo an illustrated catalogue of our

British English editions for your information. Plea 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 t up an appointment during non

exhibit hall hours plea call me. I can then arrange for our nsor staff to be prent 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 itlf 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 e 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 enclo our illustrated catalogue for your perusal. Should you wish to

receive samples for clor 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 Monday 20

March. I have scheduled the whole day for the meeting. If for any reason you are unable to attend , plea phone me

so that we can make alternative arrangements. Plea 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 ptember. The models you lected from our

showroom went out today under my personal package is being

airfreghted to you on relevant documentation is enclosce.I enjoyed

meeting yiu and hope that this order reprents the beginning of a long and

prosperous relationship between oiur companies. The next time you visit us ,plea

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 enclo an illustrated supplement toour catalogue. It covers the latest designs which are now available from stock. We

are most gratified that you have, for veral yeas. Include a lection 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 , plea let us know if you

would like to take the matter further. We would be very happy to nd samples to you for clor inspection. For your

information, we are planning a range of classical English dinner rvices 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 reprented 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 wi move

on your part. We are currently compiling a new edition of the directory which willbe published in April 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. Plea complete the enclod 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 plead 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 themlves. With your permission, we would

like to u 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 cour , 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 enclo our new catalogue and price list. The revid prices will apply from 1 April 1997. You will e 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 el and some price

increas havebeen unavoidable. We have not, however, incread our prices across the board, In many cas, there is

a small price increa, 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 rvice 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 enclo our new price list , which will come into effect ,from the end of this month. You will e that we have

incread 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 incread our prices. We are paying 10% more for our raw

materials than we were paying last year. Some of our subcontractors have raid 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 compromi that reputation becau of rising costs. We hope,

therefore decided to rai 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 plead 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 rvice to you again, plea 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 blous. 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 enclo a swatch of our stock materials for your examination. Should you desire

any of the 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 devid the enclod checklist to u for each of your future order. It includes your firm's particular

specifications, packing requirements and marking instructions. I believe can rvice your company better and help you

operations run more smoothly with this safeguard. Plea 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 are always plead to hear from a

valued customer.I regret to say that we cannot agree to your request for

technical information regarding our software curity 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 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 rvice 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 veral instances. you have

returned goods that were originally ordered. To solve the problem , I propo 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 Brusls.

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. Plea 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 choo 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 choo.

I look forward to eing 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 press that are ud successfully by companies in over 20 countries. A

product specification brochure is enclod. 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 rving 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 reprent. We would be very grateful if you could take a few moments to nd us

the names of three or four organizations that match our 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 plead to have you on our ream. I know that you will be

equally proud of our products. Our European sales Reprentative, Antoine Gerin , will be in touch with you at regular

intervals. Plea feel to call him any time you have a problem, If I can regular intervals. Plea feel free to call him any

time you have a problem. If I can ever be of rvice, plea 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. Plea 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。

接上页：

28、欢迎新客户

Welcome to bradley & are delighted to have you as

one of our can be sure that we will do everything in our

power to merit your business. Our efforts always revolve around the needs

of our you have any special requests about

ndi,payment or product modifications,plea let us

know.I shall arrange for our european sales reprentative to call on you at

least once a 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 collap in the market for your Minimaniac doll, we can no longer undertake to distribute it.

We shall try to dispo 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. Plea 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 plea nd 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 the various 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 plead to hear that you

are interested in our products. We are nding you a copy of our latest catalogues under,

parate cover , together with samples of some of the skins we regularly u in the

manufacture of our products. I regret to say that we cannot nd 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 plead to call in you. She will have with

her a wide range of our products. When you e them, we think that you will agree that

only the best quality materials are ud, 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 ud to purcha the products from other sources. We may now

prefer to buy from your company becau 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 reply, we would like to make the following offer,

subject to our final confirmation. Product: steel screws Specifications: As per the attached list Packing: Loo 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 parate

cover, we have nt you samples of various sizes. our catalogue and price list. If you find our offer acceptable, plea

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 enclo details of our inquiry for dishes to be delivered before the first of next month. Will

you plea 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 Plea nd 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 Plea nd 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 respon to your request, dated 14 July have much pleasure in nding 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 lling 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 conquentlywe regret very much that we are unable to supply the desired

goods due to excessive the following material as a clo substitute. 500 pieces cotton print 428 at US$150 per metre

CIF New York, including your commission of 2% A sample is enclod for your reference. If you find the sample

acceptable, plea 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 conquentlywe regret very

much that we are unable to supply the desired goods due to excessive the following material as a clo substitute. 500

pieces cotton print 428 at US$150 per metre CIF New York, including your commission of 2% A sample is enclod for

your reference. If you find the sample acceptable, plea telex us as soon as possible.

A10、订购商品 Plea nd 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 handkerchiefs： $2.40 4pair tan pigskin gloves, size ：$12.00

ed 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 Plea 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. Plea make shipment in

accordance with our Order No.2602 enclod 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 conquently 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, plea 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, plea feel free to nd 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 plead to inform you that we find the

goods quite satisfactory. Since we believe we can ll 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 advi 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 plead 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 prent 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 the, plea 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, plea 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 nd their quotations in wax-aled 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 aled envelopes, which must be

marked `Tender Box 6'. The bidder's address should be written on the back of the envelope. The aled quotations will

be opened in the prence of the bidders ,or their accredited reprentatives, 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 Enclod is an order for which we ask your special attention to time of delivery. It is important that

we receive the goods on the exact day mentioned as we have extensively advertid the day of our sale. Plea 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 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 nd you only 40

bottles of cod liver oil instead of 45 bottles. The other goods will be nt 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 upt 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 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. Plea note that we have quoted our most favourable price and are unable to entertain any counter offer. With

regard to soybeans,we advi you that the few lots we have at prent are under ,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

the commodities and this has resulted in incread prices. You may,however,take advantage of the strengthening

market if you nd 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 aled batteries. This is discontinued line

which we had on offer at the time. We now have a similar product on offer, Type occurs to us that you might

be interested. A descriptive leaflet is enclod. We have a stock of 950 of Type CN233 which we are lling off at GB

￡28 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 ca, 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 surprid 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, plea 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 Japane 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 ri in the world price ofpaper, from 1 April of next year, prices for our products are due

to increa 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 increas by ordering now at the current 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 rerve 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 e the advantages of

this arrangement, which will save you at least 15% on paper purchas 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 plead 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

e your way clear to meeting the figures we would be plead 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 incread overhead and advertising.

Unless you e 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 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 incread 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 merchandi. 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 itlf ismost generous under the circumstances. In checking our books, we find

that you have purchad 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 merchandi. We hope that upon

reconsideration you will be able to accept out offer. We have been have been very plead 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 plead to confirm our having concluded

with you the transaction for 600 bales of grade 1 crumb rubber.We enclo our sales contract no. 759 in duplicate.

Plea countersign and return the bottom copy to us for our f trust you will open the necessary letter of credit as

soon as ing 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 clo our sales confirmation no. 863 in duplicate. Plea 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 purcha 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 ller'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 plead 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 plead to confirm the telexes exchanged between us as per the enclod copies. From our telex

of yesterday, you will e that we have obtained orders for 300 Star wing machines. We therefore enclo 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. 100 metric tons of groundnuts ordered by us. I enclo

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 cour. 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 rerves, tying up funds for three or four

months would cau 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, plea nd 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 tting a precedent for future

transactions. I enclo 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 purchas 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 rious problem forus in v