-
贸易术语
Incoterms
2000
简介
2000
年
国际贸易
术语解释通则
E
组（发货）
EXW
工厂交货（
……
指定地点）
F
组（主要运费未付）
FCA
货交承运人（
……
< br>指定地点）
FAS
船边交
货（
……
指定装运港）
FOB
船上交货（
……
指定装运港）
C
组（主要运费已付）
CFR
成本加运费（
……
< br>指定目的港）
CIF
成本、
保险费加运费付至（
……
指定目的港）
CPT
运费付至（
……
指定目的港）
CIP
运费、
保险费付至（
……
指定目的地）
D
组（到达）
DAF
边境交货（
……
指定地点）
DES
目的港
船上交货（
……
指定目的港）
DEQ
目的港码头交货（
……
指定目的港）
DDU
未完税
交货（
……
指定目的地）
DDP
完税后交货（
……
< br>指定目的地）
27
种常用外贸英语函电书信文体
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jianyf
发表于
2007-01-15 13:36
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
your prices are competitive we would expect to
transact a
significant volume of
business. We look forward to your early reply.
Very truly yours
自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关
系。多年来，本
公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价
表。
如价格公道，本公司必大额订购。
烦请早日赐复。
此致
2.
回复对方建立商业关系的请求
Thank your for your letter
of the 16th of this month. We shall be glad to
enter
into business relations with your
company. In compliance with your request,
we are sending you, under separate
cover, our latest catalogue and price list
covering our export range. Payment
should be made by irrevocable and
confirmed letter of credit. Should you
wish to place an order, please telex or
fax us.
本月
16
日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商
品
目录和报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为
盼。
此致
敬礼
3.
请求担任独家代理
We would like to inform you
that we act on a sole agency basis fora number
of manufacturers. We specialize in
finished cotton goods for the Middle
eastern market: Our activities cover
all types of household linen. Until now ,
we have been working with your textiles
department and our collaboration
has
proved to be mutually beneficial. Please refer to
them for any information
regarding our
company. We are very interested in an exclusive
arrangement
with your factoryfor the
promotion of your products in Bahrain. We look
forward to your early reply. `
本公司担任多家厂家的独家代理，专营精制棉织品，包
括各灯家用亚麻制品，行销中
东。
与贵公司向有业务联系，互利互作。贵公司纺织部亦十<
/p>
分了解有关业务合作之情况。
盼望能成为贵公司独家代理，促销在巴林市场的货品。
上
述建议，烦请早日赐复，以便进一步联系合作。
此致
敬礼
4.
拒绝对方担任独家代理
Thank you for your letter
of 1 September suggesting that we grant you a sole
agency for our household linens. I
regret to say that, at this stage ,such an
arrangement would berather premature.
We would, however, be willing to
engage
in a trial collaboration with you company to see
how the arrangement
works. It would be
necessary for you to test the market for our
productsat
you end. You would also have
to build up a much larger turnover tojustify a
sole agency. We enclose price lists
covering all the products you are
interested in and look forward to
hearing from you soon. 9
月
1
日有关建议担任
家用亚麻制品独家代理的来信收悉。谨致衷心谢意。
目前时机尚未成熟，不能应允该安排
深感抱歉。
然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独
家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。奉上该货
品之报价单，敬希查照。专此候复。此致
敬礼
5.
同意对方担任独家代理
Thank you for your letter
of 12 April proposing a sole agency for our office
machines. We have examined our long and
,I must say ,mutually beneficial
collaboration. We would be very pleased
to entrust you with the sole agency
for
Bahrain. From our records, we are pleased to note
that you have two
service engineers who
took training courses at our Milan factory .the
sole
agency will naturally be
contingent on you maintaining qualified aftersales
staff. We have drawn up a draft
agreement that is enclosed. Please examine
the detailed terms and conditions and
let us know whether they meet with
your
approval. On a personal note, I must say that I am
delighted that we are
probably going to
strengthen our relationship. I have very pleasant
memories
of my last visit to Bahrain
when you entertained me so delightfully .I look
forward to reciprocating on your next
visit to Milan . My very best wishes to
you and your wife. 4
月
12
日建议担任为公室器具之独家代理来信已经收悉。
过去双
方合作皆互利互助，能获您的眷顾作我公司于巴林的独家
代理，殊感荣幸。
据知您公司两
服务
技师曾到我公司米兰工厂受训。相信您公司在取得代理权后，仍会继续注重合格售后
服务
人员的训练。现随信附上协议草稿，
请查实各项条款
，惠复是盼。
能加强业务，我
亦感到欣喜，前次到访巴林，蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主
之谊。
此致
敬礼
6.
借引荐建立业务关系
At the beginning of this
month , I attended the Harrogate toy fair. While
there , I had an interesting
conversation with Mr. Douglas Gage of Edutoys
plc about selecting an agency for our
teaching aids. Douglas described your
dynamic sales force and innovative
approach to marketing. He attributed his
own company's success to your excellent
distribution network which has
served
him for several years. We need an organization
like yours to launch
our products in
the UK. Our teaching aids cover the whole field of
primary
education in all subjects .Our
p
atented ‘Matrix’ math apparatus is
particularly
successful. You may have
reservations about American teaching aids suiting
your market. This is not a problem
since we have a complete range of British
English versions. I enclose an
illustrated catalogue of our British English
editions for your information. Please
let me have your reactions to the
material. I shall be in London during
the first two weeks of October .Perhaps
we could arrange a meeting to discuss
our proposal.
本用初参观哈洛加特玩具交
易会
时有幸与教育玩具股份有限公司的道格拉斯
·
盖齐先生一谈，提
及本公司正物色代理人
推广教学器材一事。
< br>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。
< br>
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。
< br>现附上配有插图的英式英语版教材目录，盼抽空细阅，并赐知宝贵意见。本人拟于
10
月头两星期前往伦敦，未知能否安排会面，就以上建议作一详谈
?
此致
敬礼
7.
邀请参观贸易展览会
Many thanks for your letter
and enclosures of 12 September. We were very
interested to hear that you are looking
for an UK distributor for your teaching
aids. We would like to invite you to
visit our booth,no.6,at next month's
London Toy Fair, at Earl's court ,
which starts on 2 October. If you would like
to set up an appointment during non
exhibit hall hours please call me. I can
then arrange for our sensor staff to be
present at the meeting. We look
forward
to hearing from you.
多谢
9
月
12
日的来信和附件。获悉贵公司有意物色英
国销售商推广教学辅助设备，
甚感兴趣。
本公司将于
10
月
2
日于厄尔大楼举行
的耸敦
玩具商品交易会上展示产品，诚邀贵公司派员参观设于
4
6
号之摊位。如能安排于非展出
时间面谈，烦请电复。定必委派
高层人员赴会。
本公司深知贵公司产品精美质优，希望能
发展互惠之业务。
特此奉告，并候复音。
8.
与过去有贸易往来的公司联系
We understand from our
trade contacts that your company has reestablished
itself in Beirut and is once again
trading successfully in your region. We would
like to extend our congratulations and
offer our very best wishes for your
continued success. Before the war in
Lebanon , our companies were involved
in a large volume of trade in our
textiles. We see from our records that you
were among our best tem customers. We
very much hope that we can
resume our
mutually beneficial relationship now that peace
has returned to
Lebanon. Since we last
traded, our lines have changed beyond recognition.
While they reflect current European
taste in fabrics, some of our designs are
specifically targeted at the Middle
Eastern market. As an initial step , I
enclose our illustrated catalogue for
your perusal. Should you wish to receive
samples for closer inspection, we will
be very happy to forward them. We look
forward to hearing from you.
从同行中获悉贵公司贝鲁特复业，生意发展迅速。得闻
喜讯，不胜欢欣。谨祝业务蒸蒸
日上。
黎巴嫩战事发生前双方曾有多宗纺织品交易；贵公
司更是本公司十大客户之一。现今战事平息，亟盼能重展双方互惠的业务联系。
自上次合
作至令，产品款式变化极大。除了有迎合
欧洲人口味的款式这外，亦有专门为中东市场而
设计的产品。现奉上配有插图的商品目录
供
初步参考。职需查看样本，还望赐知。
9.
确认约会
I would like to confirm our
appointment to discuss the possibility of merging
our distribution networks. I am excited
of the prospect ofexpanding our trade.
As agreed, We will meet of our office
in bond street at Monday 20
March. I
have scheduled the whole day for the meeting. If
for any reason you
are unable to attend
, please phone me so that we can make alternative
arrangements. Please let me know if you
would like our office to arrange
hotel
accommodation. I look forward with great pleasure
to our meeting.
承蒙
拔冗讲讨论合并双方销
售网，以扩大贸易发展范围，深感兴奋。现特修函确定会议日程。
谨于
3
月
20
日星期一在邦德街办公室候教，请贵公司代表于当日早上
9
时莅临指导。若
因故未能抽空出席，烦请致电告知，以便另行安排会晤。
未知是否需代为安排旅馆膳宿
?
请尽早赐知，以便早作准备，款待贵客。
谨此预祝会谈成功。
10.
感谢客户订货
Gillette-burns Co. 322
Gleenwood street Gleveland 5,Ohio Glentlemen:
Thank
you for your order no,464 of 20
september. The models you selected from
our showroom went out today under my
personal package is
being airfreghted
to you on relevant documentation is enclosce.I
enjoyed meeting yiu and hope that this
order represents the beginning of a
long and prosperous relationship
between oiur companies. The next time you
visit us ,please let me know in advance
so that I can arrange a luch for you
with our derectors. Sincerely yours
谢谢
9
月
20
日第
464
号定单。今天我已新自监
督发送您自展览室挑选的产品。该产品随附有关文件经瑞士航空公司运送。
很荣幸与你会
面，衷心希望是次定单能加强双方的关系。下
次到访前，烦请赐知，俾能安排与本公司董
事共进午餐。
11.
向长期客户推销新产品
I enclose an illustrated
supplement toour catalogue. It covers the latest
designs which are now available from
stock. We are most gratified that you
have, for several yeas. Include a
selection of our products in your mail-order
catalogues. The resulting sales have
been very steady. We believe that you
will find our new designs most
attractive. Theyshould get a very good
reception in your market. Once you have
had time to study the upplement ,
please let us know if you would like to
take the matter further. We would be
very happy to send samples to you for
closer inspection. For your information,
we are planning a range of classical
English dinner services which ,should do
well in the North American market. We
will keep you informed on our
progress
and look forward to hearingfrom you.
随函寄
奉配有插图的商品目录附
页，介绍最新设计的产品。贵公司的邮购目录多年来收录本公司
产品，产品销售成绩理
想，特此致以深切谢意。最新设计的产品巧夺天工，定能吸引顾客
选购。烦请参阅上述附
页，需查看样本，请赐复，本公司乐意交劳。本公司现正设计一系
列款式古典的英国餐
具，适合北美市场需求。如感兴趣，亦请赐知。愿进一步加强联系，
并候复音。
12.
为商贸指南兜揽广告
Thank you for your
business. You arecurrently represented in our
directory.
This is the only directory
of its kind which reaches all companies in the
building and construction industry in
the UK. Advertising in our directory was
a wise move on your part. We are
currently compiling a new edition of the
directory which willbe published in
April new edition will be
expanded to
include major manufacturers of plumbing equipment
in the
European Community. For proper
coverage in the directory, you ought to
appear in more than one category. If
you do opt for a multiple listing, you will
be ableto buy space in additional
categories at half price. You can be assured
that the new edition will be on the
desks of allthe major decision makers in
the building and hardware trades.
Please complete the enclosed form and
return it with the appropriate fee.
Thanks again for your business.
衷心感谢惠
顾。贵公司商号已刊登在本公司的商贸指南中。该指南乃唯一覆盖英国全部建筑公司的刊
物，在此刊登广告确是明智之举。现下筹备
1998
< br>年
4
月版的贸易批南，新版会罗列欧洲
< br>贡同体的主要铅管业制造商。为达到出色的宣传效果，贵公司宜考虑在不同类别刊登广
告。如蒙惠顾，除首个广告外，其余类别的广告将可获半价优惠。该指南将分送给所有建
筑公司和五金器具公司主管。烦表填妥随附表格，连同广告费用一并寄回。专此盼候佳
音。
13.
请求客户作推荐人
Thank you for your letter
of 2 November. We are delighted to hear that you
are to pleased with the refurbishment
of your hotel. As your know .in our line
of work, we depend on good ,reports
about our projects to win further
business. Our clients always shop
around and look for references before
committing themselves. With your
permission, we would like to use your