篇一：外贸英文书信
一、专业名词/词组 （2'*10)
1. 询盘Inquiry to refer sb.to sth./to refer sth. to sb.
2. 报盘Offer 33. 通过银行开出的以....为受益人，金额为.....的信用证
3. 还盘Counter-offer to open /establish an L/C in sb.'s favor for an amount
4. 信用证Letter of credit with/through a bank
5. 改证 L/C amendment 34. 属于.....的范围 within the scope of
6. 信用证展期Extension of L/C 35. 对.....报价/报盘 quotation/offer for
7. 装运和包装 Shipment and Packing 36. 一式两份/三份n duplicate/triplicate
8. 目录，价格表 Catalogue 37. 以供某人参考 for one's information/reference
9. 可得到的 available 38. 按照，依从in compliance/accordance with
10. 确认，确定confirmation 39. 五月上旬/中旬/下旬
11. 经常地，定期地 regularly in the early/middle/later part of May
12. 报价 Quotation 40. 形式发票Proforma Invoice
13. 封入（信里） enclose 41. 使.....能够 enable sb. to
14. 小册子 brochure/literature 42. 分批装运 partial shipment
15. 样品sample 43. 发货人 consignor
16. 具体的，特定的 specific 44. 收货人 consignee
17. 各种各样的 various kinds of 45. 装运通知 Shipping Advice
18. 以....为条件subject to 46. 装箱单 packing list
19. 如下as follows 47. 提单正本/副本original/non-negotiable Bill of Lading
20. 无约束力的without engagement 48. 运输单据 shipping documents
21. 与某人建立业务关系 to enter into 49. 投保，保险insure/cover n. Insurance
business relations with sb. 50. 水渍险 W.P.A.=With Particular Average
22. 与......进行交易 to deal with..... 51. 一切/综合险 All-Risks 平安险 FPA
23. 建议某人去做某事 to recommend sb. to do sth. 52. 破碎险 Breakage
24. 如果某人能够......，我们将十分感激 53. 运费到付 carriage forward
We shall/would appreciate it if sb. will... 54. 运费预付 carriage prepaid
25. 告知某人某事，告知某人可以得到 to 55. 货物consignment
let sb. have/know sth. 56. 进口许可证 import licence
26. 告知某人某事to inform sb. of sth./that 57到岸价 CIF 离岸价 FOB
27. 以我方最后确认为准 subject to our confirmation 58商业发票 Commercial Invoice
28. 库存有货/无货 in stock /out of stock 59原产地证Certificate of orign
29. 向某人订购货物 to place an order with sb. for sth. 60谈判Negotiation 目录 catalogue
30. 给某人在某交易（商品）上...的佣金折扣 61汇款 Remittance 销售合同 Sales Contract
to give/offer sb. a commission/ discount of 62 支付 Payment检验 Inspection
31. 提醒某人注意to call/invite/draw one's attention to sth63 索赔 Claim 仲裁 Arbitration
32. 提及in regard to/referring to 64 不可撤销信用证Irrevocable L/C请某人参阅，请某人询问 65付款交单 D/P document against payment
二、英译汉（3'*10）
1. We are looking forward to your early reply.我们期待你的早日回复。
2. We write to introduce ourselves as one of the leading exporters from the United Kingdom, of a wide range of electric goods.我们介绍自己为英国的关于电子产品的主要出口商，
3. We will send you our quotations in sterling,FOB UK ports, packing included.
我方将寄给你方我们的英镑FOB口岸价，包括包装费。
4. We shall regard as a personal favour any help you give Mr. Frank and will always be very happy to reciprocate. 你给予查维克先生的任何帮助，我们都将感同身受并很乐意报答你。
5. To give you a general idea of the various kinds of cotton piece goods now available for export, we enclose a brochure and a price list.为了给你现可供出口的各类棉布产品的整体印象，我们附上一本小册子和一张价格单。
6. If you can assure us of workable prices,excellent quality and prompt delivery,we shall be able to deal in these goods on a substantial scale.如果你公司能保证价格可行，品质优良，迅速交货，我们能大量经营该商品。
7. As to our credit standing, pleased refer to the following bank 关于我们的资信情况，请咨询以下银行;
8. subject to the establishment of an Irrevocable and Confirmed Letter of Credit for the corresponding amount of order，valid for a period of 60 days. 条件是你们必须开立金额与订单相等的、不可撤消的、保兑的信用证，60天内有效。
9. We wish to invite your special attention to the fact that the increasing cost of raw materials for these articles will
compel us to raise their selling prices 我们想请你们注意这些商品的原材料成本上升迫使我们上涨其销售价格。
10. during our stay in Beijing the latter part of July. 五月下旬在北京的期间
11. Kindly extend my greetings also to....请代我向....问候
12. When replying, please state terms of payment and discounts you allow on purchases of quantities of not less than five gross of individual items.回复时，请告知支付方式和如果个别订单不少于5罗的折扣。
13. Our products, especially our cameras, enjoy a high reputation in your area.
我们的产品，特别是照相机，在你们地区享有很高的声誉。
14. In reply, we wish to inform you that we are well connected with major dealers in the line of textiles.
我们想告诉你方我们在纺织品的行业和主要经销商有很好的联系。
15. In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: 为了我们能展开具体的交易，我们很乐意给你们特别的报价如下，以我方最终确认为准。
16. Payment: By confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. 在装运期前30天开立凭即期汇票支付的保兑、不可撤消的信用证。
17. We can offer as follows, subject to your reply received here by four o'clock p.m. our time, September 25. 我们报价为以下，条件是在我们的时间9月25日下午4点前必须收到你方的回信。
18. This offer expires on October 12. Your immediate reply by fax will be appreciated.
这个报盘在10月12日到期，如果能收到你们传真回复我们将非常感激。
19. Our usual terms of payment are by D/P 60 days. 我们通常的付款方式为60天付款交单。
20. Meanwhile, should you wish to make enquiries concerning our financial standing, you may refer to the following bank: 同时，如果你们想咨询我们的资信情况，请参照以下银行：
21. Our client in Lagos, Nigeria, requests us to obtain from you a Proforma Invoice.
我们的顾客要求我们向你出具一张形式发票。
22. After the said licence is approved, we shall establish an L/C in your favour.
在所说的许可证批准后，我们将以你为受益人开立信用证。
23. In compliance with the request contained in your letter of October 27, we are sending you herewith the required
Proforma Invoice in triplicate.按照你方10月27日来信的要求，我们寄给你一式三份的形式发票。
24. a guaranteed annual minimum number of machines 保证的年最小订货量
25. Our turnover with you has been rising steadily for the past five years.
在过去的五年中我们的成交量保持稳定的增长。
26. undergoes a special patented process that prevents shrinkage and increases durability
经过特种专利的加工程序，它既防缩又耐用。
27. When we offered the machines it was expressly stated that shipment would be effected in Oct. If you desire earlier
delivery, we can only make a partial shipment of ten machines in September and the remaining ten in Oct. We hope this
arrangement will be agreeable to you and, if so, please amend the covering credit to allow partial shipment, under advice to us.在提供设备时我们清楚明白地说明了装运在10月份完成。如果你要求较早地交货，我们只能在8月份先分批转运10套，剩下的10套在10月份装完。我们希望你方能达成协议，如果这样，请修改相关信用证允许分批装运，并通知我们。
28. We are sorry that owing to some delay on the part of our suppliers, we are unable to get the goods ready before the end of this month. 我们很抱歉由于我们的供货商的延误，我们不能在这个月底前备齐货物。
29. We trust you will extend by fax the shipment date of your L/C to May 15 and validity to May 30.
我们相信你能通过传真将信用证的装运期展期到5月15日，有效期至5月30日。
30. Referring to our previous letters, we wish to call your attention to the fact that ......
参阅我们之前的信件，我们想要提醒你们.......
31. Under the circumstances, it is obviously impossible for us to again extend L/C No. 123, which expires on 20th Aug,
and we feel it our duty to remind you of this matter again. 在这种情况下，很明显地我们不能再把第123号，8月20日到期的信用证展期了吗我们认为有责任提醒你们注意这件事。
32. As the season is rapidly approaching, our buyers are badly in need of the goods.
由于销售季节临近，我们的顾客开始非常需要这些货物了。
33. we have completed the above shipment in accordance with the stipulations set forth in the captioned Letter of Credit. 我们已经按照标题项下的信用证中阐明的规定完成以上装运了。
34. We are sending you under cover one set of duplicate shipping documents .
我们现在另函寄给你一整套运输单据的副本。
35. Generally we cover insurance W.P.A & War Risk in the absence of definite instructions from our clients.
通常地，在没有客户明确的指示下我们只保水渍险和战争险。
36. We note that you wish us to insure shipments to you for 10% above invoice value.
请注意你方希望我们对运给你们的货物在发票金额上多加10%的保额。
37. We are arranging to send you ..... 我们正安排寄给你.......
三、汉译英（3’*10）
1．盼望早日收到你方的来信。We are looking forward to your early reply.
2．随函附上我方价目单供你方参考。 We enclose the price list for your reference.
3．请告知大量订购你方给什么折扣。 Pls note the disounts you allow on purchases of large quantities.
4．如订货在一百打以上，可给百分之五的折扣。
Could you allow us 5% discount if we order more than 100 dozen?
5．上述报盘以我方最后确认为准。 The above offer is subject to our final confirmation.
6．关于支付条件，我们要求不可撤消的凭即期汇票支付的信用证。
As to/regarding the terms of payment, we require the irrevocable L/C payable by draft at sight. .
1.现向你们自我介绍，我们是一家中国国营专门经营轻工产品
We now introduce ourselves as one of the state-owned company from China,dealing with the light industrial products.
2.随寄我公司产品清单，其中一些想必可在你地区畅销。
We enclose this list of our products,and trust some of these items will be sold well in your region.
3.我们收到你们的询价之后，我们将立即给你们报价。
We will send your our quotation immediately once we receive your inquires.
4.我们的报价将是以英镑为单位，FOB英国口岸价，包括包装费。
Our quotation will be in sterling , FOB U.K. Ports ,packing included.
5.我们期待着与贵公司建立有好的业务关系。We expect to establish good business relations with you
6.布朗先生：
我们十分高兴地通过此信向你介绍香港华润公司的马经理。他不久将去英国伦敦访问，准备扩大该公司在那里的业务。我公司和他们已有多年的业务往来。如蒙你给他提供一些有益的建议与经验，我们将感同身受，并将给予报答
Dear Mr.Brown:
We are grateful to recommend Mr.Ma to you ,the manager of Chinese Resoure Co.,Ltd.He will visit in Lodon very soon,and is prepared to extend the interest there.
We have done business with them for many years.We shall regards as personal favour,if you could provide him some helpful advice.We will always be very happy to reciprocate.
7.我公司是拉哥斯市最大的电器用品进口商。Our company is the largest importer of electric goods. In Lagos.
8.电器用品属于我公司的经营范围。The electrical goods fall within the scope of business.
9.我们希望与你公司建立长期的战略合作关系。
We look forward to establishing long term strategic cooperation relationgship.
10.请你方即报24吋电风扇1000台的CIF拉哥斯最低价格。
Please quote us your lowest price CIF Lagos, for 1000 pieces/ sets of 24’’ electric fans.
11.我公司有各种各样的面部可供出口。Our company has various kinds of cotton piece goods available for export.
12.我们希望早日收到你方的具体询价单。We look forward to receiving your specific inquiry note ASAP.
13.一挨收到你方具体询价单，我们马上寄送样品并报最优惠价格。
Quotation and samples will be sent to you upon receipt of your specific inquiry.
14.随信寄上价格单和商品小册子各一份。We enclose the price list and the brochure for you.
15.如同意我们的建议，请告最优惠支付条款和银行关系。
If you agree to our proposal, Pls tell us your best payment term and bank reference.
16随函寄去的目录所列全部项目现有存货，可以即期装运。
All the items listed on the catalogue are in stock, and available for shipment/export.
17请通过一家美国银行按合同金额开立以我公司为受益人的商业信用证，用以支付现款。
Pls open the commercial L/C in our favor (to us) for the payment.(for the contracted amount) ,through an American bank.
18.现建议立即来传真订货，否则难以保证即期装运。
We suggest that you should place your order at once by fax,other wise,we can’t guarantee the prompt shipment.
19.我们能以便宜的价格和准时交货满足你公司的需要，请特即来订单。
We can meet your needs with workable price and prompt delivery.
20.近来棉花上升颇大，但我们能按以前的价格执行你们的订单，因在棉花涨价前我们已大量买进。
In rencent days,the cotton price has risen a lot ,but we can execute your order with the former price,because we have purchased a large quantity of cotton befor the rise of price.
21布朗先生和夫人：
上周末我们在你处度过了愉快的周末，请接受我们的谢意。我们非常感谢你们的款待，并想告诉你们，我们很欣赏你们那天晚上为我们放映的丰富多彩的影片。
Pls accept our thanks for the very pleasant time we spent during the weekend at your home.
We very much appreciate your hospitality and wish to tell you that we enjoy the very interesting and colourful film which was shown to us in the evening.
22.琼士先生:
我们在澳大利亚悉尼访问时，多蒙你热情款待。我们有机会去参观工厂，和技术员讨论了改进电气设备等事宜，得到很大的启示，特此表示我们的谢意。请转达我们对···的问候。
We very much appreciate your warm hospitality extended to us during our visit to Sydney,Australia.We had an opportunity to visit fuctories and discuss with the technicians there matters regarding improvement on the electrical
equipment.It was a great revelation to us,for which we should like to experss our thanks.Kindly extend our greetings to ```.
23.欣悉对我们的皮鞋有兴趣，我们有大量现货。
It’s pls to know that you are interested in our leather shoes。We have large quantity of goods in stock..
24.关于第312号货，请参阅我们6月5日第218号函。Regarding the Article No.312,pls refer to letter No.218 of June 5
25.所附说明书对每种型号的许多有点均有详细说明.
The attached literature describes in detail many superior features of each model.
26.现寄去我们全部瓷器的综合目录一份，预期你们会对价格，质量和图案式样均满意。
We are pls to send you general catalogue,we hope that you will be satisfied with the price,quality and designs.
27.We wish to inform you that 我们在北京电器行业联系广泛。
We are well connected with the dealers in the line of electric machines in Beijing.
28.Pls advise us by fax of在你处销售我们产品的可能性
Pls advise us by fax of the possibility of selling our product in your area.\
29.We ackowelge with thanke receipt of 索取我方目录
We ackowelge with thanke receipt of the letter requesting our catalogue.
30.It will be appreciated if 你们用传真告诉我们你们最优惠实盘。
It will be appreciated if you let us have your best firm offer by fax.
31.请注意，由于市场价格波动频繁，所有报价有效期仅一周。
You will pls note that these quotations are open only for a week because there are frequent fluctuations in the market price.
32.如果你们产品符合我市场需求我们将大量订货。
If your goods agree with the need of our market,we will place a large order.
33.6月5日函及花式样和价目单均收到，谢谢。我们已选妥，并随附第342号订单
We thank you for your quotation of June 5th together with patterns and price list,and are pleased to enclose the order NO.
34.我客户对你方橡胶套鞋样品反映良好，现欣为随函三百打双订单。
Our customers are satisfied with your sample of rubber shoes,and pleased to give you an order for 300dozen.
35.此次所需货物质量须与早先供应的完全相同。These goods should be of exact same qualitu as those supplied befor.
36. 请注意务必使你方货物符合我方要求。 Pls notify(We would like to invite your attention/ we would like to mention you ) that your goods must meet our requirements.
37.装运不得迟于5月1日。The shipment should made not later than May 1
38.There is no question adout 获得必要的进口许可证 our obtaining the necessary import licence.
于本月底把货物全部装运完毕。completing the shipment by the end of this month.
每月能够销售拖拉机50台。Selling 50sets of tracters per month.
39.We would inform you that there is no possibility of在今年秋季再一次调低我们的价格
We would inform you that there is no possibility of further reducing our prices in this autumn.
40按照你方3月15日来信的要求，we make you an offer as follows;
In compliance with the requests in your letter of March 15.
41.As regards the captioned article,随函寄给你第46号形式发票一式三份，我们报价有效期至11月2日止。
As regards the captioned article,we are sending you herewith the required the NO.146 Proforma Invoice in triplicate.pls note that our offer remains valid until November 2nd
42.我们的一个客户要求我们从你方取得下列规格工作母机的最好实盘。
One of our clients/ requires/asked us to obtain/get/take from you the best firm offer for machines,the specification as follows. / with the following specification.
43.如不能接受我方印花布的报价，请示你方的最高出价。
If you can't accept our quotation for XXX, Pls let us know your best bid
44.按照你方愿望，我们将于几天内寄61型号钢笔的样品。
According to your wishes,we will send the samples of type 61pers in a few days ./具体的 whin 5days .
45.小额订购，我们照例给2%的折扣。 We will give a discount of 2% for small quantity as usual.
46假如你们的价格能打3%的折扣，这会进一步激励我们推销万利达牌DVD机
If you would allow us a 3%discount on the price,thereby giving us that added incentive to sell
47.制造自行车车架和车轮的钢是经过特种专利的工序处理的。
The steel used in the manufacture of bicycle frames and wheel undergoes a special patented process.
48.昨天双方讨论过的方案可能使明年的营业额更大。
The proposal discussed between us yesterday may lead to a bigger turnover next year.
49.信用证AB1515号因无直达轮，请改允许转船。
Since there is no direct ship to your destination, please amend L/C No.AB1515 to allow transshipment.
50.10000公吨大豆因舱位不够，无法提前全部在10月份装船，请修改信用证，允许分批装运。
Because the shipping space is insufficient for 10000 metric tons of bean, we are unable to effect/complete the shipment in Oct., Pls amend the L/C to allow partial shipment.
51.花生700公吨信用证已修改，请尽最大努力，在本月月底之前装船。
Since the L/C for 700 metric tons of groundnuts has been amended,pls do your best to effect the shipment before the end of
52.自行车500辆准备装5月15日红星轮，请假信用证延展到5月底。
500 pieces bycicle will be shipped on the S.Sred star in 5th May.Therefore,pls extend the validity of your L/C to the end of``
53.It is expressly stated that 500公吨花生应于9月份装运，其余500公吨于10月份装运。
The shipment of 500metric tons of groundnuts should be effected in Sep,and the remaining 500metric tons in Oct.
54.请修改信用证允许转船和分批装运 under advice to us 。
Pls amend the L/C to allow partial shipment and transshipment.
请立即向中国远洋轮船公司订妥仓位under advice to us. Pls book the shipping space from COSCO at once.
55Pls fax us your confirmation以便我们备货装船。So as to enable us to get the goods ready for the shipment.
56.你方订货的交货日期即将到来，但有关信用证直至今天尚未收到，特此函请注意。
We would like to invite (have/ draw) your attention to the fact that the delivery date is coming/approaching, however, so far/ up to now, we haven’t received your L/C
57如果你方信用证的展期通知三天内到达这里，货物便可以在本月内装上"东风轮”运走。
If the notice of extension of L/C reaches us within 3 days, the goods can be shipped by DF ship.
58信用证第4345号请立即用传真将装船期展至3月15号，有效期至3月30日。
Regarding L/C No. 4345, Pls extend by fax the shipment date to Mar.15, and validity to Mar.30.
59.你方倘若能在本月底之前把货设法装出，我们将十分感谢。
We will appreciate very much ,if you can find the way to effect the shipment before the end of this month,
60到目前为止我们还没有收到你方开来的不可撤消的信用证。
Up to the present moment, we have not yet received your irrevocable L/C.
61用户一再敦促我们早日交货，因此我们不能同意信用证再次展期。
The users/customers/clients/ are pressing us for an early delivery, so we can’t agree to extend the L/C again/ further extend the L/C.
62.我们认为我们有责任再次提醒你们，由于进口许可证限制的缘故，信用证展期是不可能的。
It is impossible to extend the L/C once again due to the import licence restriction。However we feel it our duty to remain you of this matter.
63我们请你们注意，人民币与英镑兑换汇率的变化。
We wish to draw your attention to the fluctuation in the exchange rate between Renminbi and sterling
我们请你们注意，我方形式发票所开价格是CIF Lagos净价，不包括佣金。
~~~~ the fact that the quoted in our proforma invoice is based on CIF Lagosnet excluding commission.
64.假如你方能报给我1000辆自行车的CIF lagos最低价，10月装船，我们将非常感激。
It will be highly appreciated if you can quote your lowest price CIF Lagos for 1000 pieces bicycles for October shipment. 65 We would appreciate 你方早日把信用证装运期展到年底.
If you extend the shipment date of L/C to the end of this year.
We would appreciate 你方用电传修改信用证允许转船。 If you amend by T/T the L/C to allow transshipment. 66 The contract stipulates that 一俟货物装船，卖方必须传真告装运通知
The seller should fax the shipping advice as soon as the goods are shipped.
67.According to the contract stipulations 提单正本必须是一式二份。(一式三份，一式五份)
The original Bill of Lading should be in duplicate.（triplicate/5 copies）
68.请将装运给我们的货物投保水渍险和兵险。 Pls insure the shipment to us with W.P.A. and War Risk.
69.请按发票价的110%投保。 Pls insure the goods for 10% above invoice value.
70.如果没有你们的明确指示，我们将按一般惯例投保水渍险和兵险。
Generally we cover insurance W.P.A. And War Risk in the absence of your definite instructions.
四、简答（5’*2）
1. 企业各类高级管理人员
CEO=Chief Executive Officer首席执行官
CMO=Chief Marketing Officer首席营销官
CFO= Chief Financial Officer 财务总监
CTO=Chief Technology Officer技术总监
COO=Chief Organization Officer 最高行政组织官
HR manager=Human Resource manager人力资源经理
R&D=Research and Development 研发
2. 建立商业关系有哪些渠道？ Channels for Establishing Business Relations
1) Internet： ebay，made-in-china, Alibaba网站
2) Overseas Chamber of Commerce 海外商会
3) The Commercial Counselor’s Office of the Embassy of the PRC in foreign coutries. 中国驻外使馆商务参赞处，AFII，英国伦敦投资局
4) Branch offices abroad 海外分公司
5) Advertisements in the magazines and newspapers 期刊杂志上的广告: JARN
6) Various kinds of trading fairs & exhibitions 贸易博览会，展销会: ，展览会，广交会，AHR，IKK Etc.
7) Middleman中间人8） Sponsor 赞助商
3. 形式发票的作用：
1) 起到给对方量化报价的作用
2) 起到货物销售确认的作用，包括销售金额、数量、规格或支付方式等
3) 有利于买方向银行开具信用证。
4. 交易双方在进行价格谈判时，卖方在信件中拒绝减价要求注意的事项：
1) 确认对方来函：（在信的开头， 应礼节性地感谢对方的来函）
2) 强调原价的合理性，并列明理由:
3) 产品技术、质量、最新的卖点、原材料价格等
篇二：外贸函电练习及答案
1
Dear Mr. Andy Burns
From the Internet we have learned that you are in the market for chinaware, which just falls within our business scope. We are now writing you in the hope of entering into business relations with you.
As a leading trading company in Shanghai and backed by nearly 20 years of export experience, we have good connections with some reputable ceramics factories and sufficient supplies and on-time delivery are guaranteed.
To give you a general idea of our products, we enclose a complete set of leaflets showing various products being handled by this corporation with detailed specifications and means of packing. Quotations and samples will be sent upon receipt of your specific enquiries
In particular, we could like to inform you that we have a new line that may be most suitable for your requirements-DR series. They are all made of first-class porcelain, decorated with hand-painted patterns, and packed in eye-catching gift cases. Most of articles are available from stock.
We are sure you will find a ready sale for our products in Canada as have other retailers throughout Europe and USA.
Please let us know if we may be of further assistance, and we are looking forward to your specific inquiry.
Yours faithfully
Desun Trading Co., Ltd.
Minghua Zhao
2
3
4
Dear Mr.Zhao,
Thank you for your letter of Oct.12,2005 and your latest catalogue.
We are much impressed by your DR series,especially DR2010,DR2202,DR2211,DR2300 and DR2401.It would be appreciated if you could quote us your best price on FOB Shanghai,CFR Toronto＆CIF Toronto all including 5% commission.
Meanwhile we would like to have some samoles of the above items for our customers to test before we could place a firm order.
If teh lab tests go well,and your prices are competitive,we’d cetainly be able to place a substantial order.
We are looking forward to your early reply.
Yours faithfully,
NEO GENERAL TRADING CO., LTD. Andy Burns
5
篇三：外贸基本英文信函
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 were 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 for a 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 factory for 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 breather 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 products at you 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.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 after sales 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 that 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 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. 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。
8.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 of expanding 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. 承蒙拨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。
9.感谢客户订货 Gillette-burns Co. 322 Greenwood street Cleveland 5,Ohio Gentlemen: 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 airfreight to you on Swissair. The relevant documentation is enclosed enjoyed meeting you and hopes that this
10.向长期客户推销新产品
I enclose an illustrated supplement tour 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. They should get a very good reception in your market. Once you have had time to study the supplement, 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 that should do well in the North American market. We will keep you informed on our progress and look forward to hearing from 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，本公司乐意效劳。 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 2. 11. 为商贸指南兜揽广告 Thank you for your business. You are currently 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 will be 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 able to buy space in additional categories at half price. You can be assured that the new edition will be on the desks of all the 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。
12. 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 please 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。
13. 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 have been 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 continue to 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。
14. 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 risen there 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 that 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。
15.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。
16. 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 Shako. 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。
17. 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