2024年4月23日发(作者：)

第三篇第2篇Willing to Cooperate

Dear Sir or Madam:

We owe your name and address to the Chamber of commerce of Beijing

through whom we understand that you are interested in establishing business

relations with Chinese corporation for the purpose of selling hardware of your

country.

We take this opportunity to introduce ourselves as one of the important

dealers in the line of hardware in china for many years. We should appreciate your

catalogues and quotations of you products,and we shall gladly study the sales

possibilities in our market.

We shall always be very happy to hear form you and will carefully consider any

proposals likely to lead to business between us.

Yours truly,

翻译：寻求合作

执事先生和女士：

承蒙北京商会告知地址，并获悉贵公司有兴趣与中国公司建立商务关系，销售贵公司

的硬件设备。

今特此机会特向贵公司介绍，本公司多年来一直经营硬件设备，是中国主要经销商之

一。如能收到你方产品目录和报价，将不胜感激，同时我方很愿意研究其在我方市场的销

售前景。

盼早日得到贵方回音，并将认真考虑所有所能达成交易的提议。

敬上

第四章 第1篇 First Enquiry

Catalogue of Carpets

We lean from one Indian company of the same trade that you are producing

for export hand-made carpets of different sizes in wool and silk .We are interested

in them , for there is a steady demand in our market for carpets of good quality.

But stock of carpets are running low so that good prices are obtained.

We will be appreciative if you send us a copy of your carpet catalogue, with

details of your prices and terms of payment .I should find it most helpful if you

could also supply some small pieces as samples of the various types.

In view of the demand for you products, an immediate reply is appreciated

Yours faithfully,

翻译:初次询价

尊敬的先生：

事由：地毯商品目录

我们从印度一家同行处获知，贵公司生产不同尺码的羊毛和丝制手工地毯并出口。我

们对此很感兴趣，因为我们的市场对优质地毯一直有稳定的需求，而且，由于供应不足，

售价不菲。

如蒙惠寄贵公司地毯目录及其价格和付款条件的详细资料，我方将不胜感激。此外，

如贵方能提供我们一些各种式样的小块地毯作为样品，将会对我们开张贸易往来非常有帮

助。

因我们有意购买贵公司产品，期盼及早回复

敬上

第四章第3篇

China National Food and Oil Import &Export Coporation

Dear Sirs,

Import of Rice

We are interested to buy large quality of rice and should be obliged if you

would give us a quotation per metric ton CFR Boston , the U.S.A. and inform the

earliest date you can ship .

We are interested to purchase rice from other sources,but we now prefer to

buy from your corporation because we are given to understand you are able to

supply larger quantities with a specials discount. Besides, we are convinced that

your rice is of better quality.

We look forward to hearing form you by return.

Yours faithfully,

翻译询问价格

执行先生：

事由：进口大米

我们意愿从贵公司大量进口大米，请给予CFR美国波士顿港口每吨大米的报价，并告

知你方最早能装船的日期，非常感谢。

过去，我公司通过其他渠道购买大米。但是，我们现在更愿意购买贵公司的产品，因

为我们得知贵公司对大量需求给予优惠的折扣，而且我方相信，你们提供的大米质量更优。

期望尽快收到你方的回信。

第五章第3篇

April 4,2003

Dear sirs,

Re .Price reduction

We trust you have already received our catalogue, price list and brochure,

which were sent to your yesterday April 3

We have forwarded under separate, cover a list of price reductions available.

We would like to inform your especially of price reductions for office furniture,

which came into effect on April price reduction were made possible for

currency fluctuations ,in particular with the decline in the value of US dollars

against most major currencies

The price reductions apply to other makets in Europe ,so we except demand

to increase. This may mean that limited stocks may become depleted.

To avoid delay in dispatch perhaps you would like to order as soon as

possible. A fax or e-mail message would be the best method of communication,

since we could then begin to pack the required goods ready for dispatch.

Yours very truly,

Smith Limited

John Smith

President

事由：降价

我们于昨天即4月3日将我们的商品目录、价目表和公司简介寄往贵处，想必你们收

到了。

我们另一外给你们寄去一份已准备降价的价目表，特别通知你们我公司办公家具于4

月1日起开始降价。这次降价的原因是货币价值的波动，特别是美元相对其他主要货币的

贬值。

因为所报商品减价适用于欧洲的其他市场，所以市场需要有望增加，并意味着我们数

量有限的库存可能全部脱手。

为了避免延误发货，请尽快订购。传真或电子邮件不失为最佳的通信手段，一俟接到

订单，我们立即着手包装所订购商品，准备装运。

敬上

史密斯股份有限公司

约翰 史密斯

总经理

第五章第4篇

November 25

th

,2004

Dear Sirs,

Chinese Curtains

We have received your kind enquiry dated November 22 ,2004, In

compliance with your request ,we included in this letter our quotation sheet for

curtains Art No.34 and 35.

The respective quantities are quoted on the basis of CFR Port Copenhagen.

This offer is subject to our final confirmation. As to the relative samples, we have

dispatched them to you by separate airmail.

The Chinese velvet curtains are of good quality and have workmanship and

look good. They are moderately prices, which is known to all. You will certainly

agree to that when you have examined our samples and quotation sheet. As our

stocks are low and the demand is heavy, it is hoped that you will send us your

orders as early as possible. If you need any information about our products,

please do not hesitate to let us know by return.

What you mentioned in your letter in connection with the question of

agency has been taken into our account. We shall revert to the matter later on.

Awaiting your esteemed favors and orders.

Yours faithfully,

翻译：报窗帘虚盘

2004年11月25日

执事先生：

事由：中国产窗帘

贵公司2004年11月22日询问函已收悉。按照你方的请求，我们随意寄去34号和

35号的鹅绒窗帘的报价单。我们对不同的订购数量分别报出CFR哥本哈根价格，此报盘

以我方最后的确认为准，关于相关样品，我们已经另行航邮给贵方。

中国产天鹅绒窗帘质量上乘，做工精细，美观大方，而且众所皆知其价格适中。在你

们对我们的样品和报价单进行检验之后，相信你们会深有同感。由于我们的现货不多，而

且市场需求量很大，所以希望 贵公司尽可能提前来订单。如需要更多关于我们产品的资料，

请立即回信告诉我们。

你方来信中所提及的关于设立代理处的问题正在我们的酝酿当中，以后会与你们重译

此事。

殷盼惠示并订购我们的商品。

敬上

第六章 第1篇

Dear Sirs,

Export electric toys

We have received your letter of May 12

th

offering us 5000 electric toys at US

$5.00 .

We have been very pleased with your product as you r,it is

regretful that your price is too high to come to business as we find that we can

obtain a price of $4.50 for each one with a local is 50 cents each lower

than your price.

In view of our long-standing business relationship,we make you such a

counter you can see your way clear to meeting these figures we would be

pleased to place with you an order that will carry us for the rest of this

order is likely to one of the largest that we have ever placed with you.

Please inform us of acceptance at your earliest convenience.

Yours truly,

(signature)

翻译： 要求降价的还盘

执事先生：

事由：进口电动玩具

我们已获悉贵公司5月12日来信，以及单价5美元5000个电动玩具的报价，非常

感谢。

如你们所知，我们对贵公司的产品十分满意，但是，由于你方报价过高，而我们可以

在地方一家公司以单价4.5美元的价格购进，这一价格低于你们所报单价50美分，所以很

遗憾我们无法接受你方的报价。

考虑到我们之间长期的贸易关系，我方提出一个报价如上的还盘。如果贵方能够接受

这个价格我们将十分高兴给你们一个持续到今年年底的订单。这个订单很可能是我们给过

你们的最大订单。

盼贵方及早回复告知接受。

敬上

（签名）

第六章第2篇回复还盘

June14

th

,2004

Re:New price of silk underwear

Dear Sirs,

Thanks you for your letter of June ering the fact that we have done

business with each other for so long and that you have bought from us such a

volume of silk underwear,we would like to offer you a special discount of 5% on

the order of $600

In your request for lower prices.

The price of US $20 per piece is only valid for the order of this time,excluding

the subsequent the silk price is increasingly rising and our own

overheads have been going up,absolutely our price will not remain the old one

and probably rise in the near ,at the end of this July you will have to go

back to the previous price list.

You wholehearted cooperation is very much appreciated.

Yours sincerely,

(signature)

翻译：2004年6月14日

事由：真丝内衣的最新报价

执事先生：

感谢贵方6月12日得来函。考虑到我们之间长期的合作关系，以及贵公司此次购买

我们的真丝内衣数量较大，根据你们降价的请求，我们愿意给你们600美元的订单5%的

优惠折扣。

每件20美元的价格仅限此次订单，不适于以后的订单。由于蚕丝的价格持续攀升，

而且我们的营业开支日益增加，我们已不可能维持原价，不久商品价格很可能更高。因此，

此报价的有效期只保持到今年7月底。

感谢贵方的通力合作。

第七章第2篇Recommend a Substitute Product

Dear Sirs,

Thank you for you letter dated March 15, 2005, ordering10000 pieces of

Rainbow Raincoat Mode2.

We regret that we can no longer supply the said raincoats, which are out of

production. In their place we would like to offer our Rainbow Raincoat Mode

is our new design, made of light, durable and waterproof material. The quality of

this article is excellent, but the price is 5% lower .the larger number of repeat

orders we regularly receive from leading distributors is a clear evidence of the

widespread popularity of Rainbow Raincoat Mode3.

Full details of our export prices and terms of business are enclosed with this

letter. Our illustrated catalogues and sales literature are being sent by separate

cover

You can be sure of our immediate attention to you order ,which we are looking

forward to receiving.

Faithfully

翻译：推荐替代品

敬启者：

我方2005年3月15日订购1万件彩虹2型雨衣的来函收悉，谢谢。

很遗憾，我们不能提供该种防雨衣，因为该种防雨衣已不再生产。不过，我们欣慰的

向您推荐彩虹3型防雨衣。这是我们最新设计的产品，采用轻便、耐用、防水材料制成。

该产品该产品质量上乘，而价格却比2型优惠5%。定期的来自大销售商的大量订单证明

了彩虹3型防雨衣受到了广泛的欢迎。

随函附寄我们出口价格和交易条件的细节，带插图的目录和销售资料将令邮寄出。

期望收到你方订单，请放心我方将尽快办理。

敬上

第七章第4篇Sales Promotion

Dear Sirs

We are please to send you with this letter a copy of our current pricelist for

candles in different colors and shapes. Our candles have a strong appeal for

customers and are univesally acknowledged. we are confident that a trial order

would convince you that , at the quoted prices, the goods are of superior quality

and excellent value for money.

For orders reaching us before the end of August, we are prepared to grant a

trade discount of 3% on the list prices. If your order is exceptionally large we will

allow another 2% the pressures of rising cost , we shall not find it

possible to extend these favorable terms beyond that date. so why not take this

opportunity and send us an immediate order?

We hope to have the opportunity to sever you .you prompt response will be

highly valued.

Faithfully yours

翻译:促销

敬启者：

我们很高兴随函附寄给你一份我方关于各种颜色和形状的蜡烛的最新价格单。我方蜡

烛深受顾客青睐，四海共知。我们相信一次是订货便会让您确信：我方所报价值商品，质

量上乘，物有所值。

对于8月底前到达我方的订单，我们将予以3%的折扣，如果你方订单数量非常大，

我方将再提供2%的折扣。由于成本上升的压力很大，我方很难将此优惠条款延期。贵方

为何不抓紧时机，即刻发送订单呢？

我们希望有机会为你方服务，我方将非常重视你方的迅速回应。

第八章第4篇

Dear Sirs:

We thank you very much for your kind order for our tea which we have

has our immediate and careful attention.

You may rest assured that the tea under the order has been carefully packaged

in chest to prevent damage in shall send you the shipping advice and

the invoice at the time of shipment by this May.

The terms of payment you suggested are acceptable,and you may rely on us

to give all your orders prompt attention.

Since it is the best season for tea,we hope you make full use of the opportuniy.

I’m sure you will be plesed to collect good comments about our tea from your

consumers,and build up a market for the product in your country.

We hope this will lead to more considerable orders

Yours faithfully

确认收到订单

2003年11月14日

执事先生：我们收到贵公司的订单，非常感谢订购我们的茶叶，我们会予以立即而认

真的办理。

请放心，该订单项下的茶叶已经用专业的茶叶包装箱细心包装好，一方运输途中受损，

我们将5月份之前装船发运届时将向你方寄送装船通知和发票。

你方所提出的付款条件可以接受，你们可以完全放心我们会迅速办理贵公司所有订单。

现在正是茶叶销售旺季节，因而希望你们充分利用这个良机。我们相信你们会因冲你

们的客户那里听到许多对我们茶叶的赞誉而感到欣喜，并在你方国内为此产品打开市场。

希望以后接到贵公司的更多订单。

第九章第1篇

Accepting D/P Terms

June 24

th

Dear Sirs ,

Thank you for your letter of June have carefully studied your

proposal for payment by D/A for a trial order of chineseware. Now we regret that

we are unable to entertain your requst.

As our usual practices go ,we require payment by confirmed and irrevocable

letter of credit. That is to say ,at present ,we cannot accept D/A terms in all

transactions with our buyers abroad. However ,in consideration of our friendly

relations,we are ,as an exceptional case, prepared to accept D/P at sight.

We sincerely hope that the above payment will be acceptable to you and trust

you will appreciate our cooperation.

Looking forward to your early reply.

Sincerely yours,

翻译：接受D/P付款

敬启者：

6月18日来函收悉，谢谢。你方对试购陶瓷品提议承兑交单付款，我们已经对此认真

研究，很遗憾我们现在不能接受这一要求。

按照我方的通常做法，我们要求以保兑的、不可撤销的信用证为付款方式。也就是说，

目前在和国外客户的一切交易中，我们无法接受以承兑交单的方式付款。然而，考虑到我

们双方的友好关系，我们准备破例接受及其付款交单的方式付款。

我们真诚希望你方能接受上述付款条件，并希望你方能珍视与我方的合作。

盼速复。

敬上

第九章第2篇

Asking for easier Payment Terms

April 20

th

,2005

Dear Sirs ,

We are pleased that the businesses between us have proved to be very

smooth and past purchase of Giant Bicycles from you has been paid

as a rule by confimed ,irrevocable letter of credit.

On this basis ,it has indeed cost us a great deal .from the moment we open the

credit till the time our buyers pay us,our funds are tied up for about four months.

Under the present circumstances,this question is particularly taxing due to the

tight money conditions and the unprecedented high bank you would

kindly grant easier payment terms ,we are sure that such an accommodation

would be conducive to encouraging more propose payment either by

“Cash against Document on arrival of goods”or “Drawing on us at three

months sight”.

It will be highly appreciated if you can kindly give priority to the consideration

of the above request and give us an early favorable reply.

Your faithfully,

翻译：要求更便利的付款条件

敬启者：

你我双方间的贸易一直顺利成功，令人欣慰。我方以往一直采用保兑的、不可撤销的

信用证从贵处购买的捷安特自行车。

以此种方式支付，我方费用甚大。从开立信用证到买方付款，资金占用约需四个月。

当前由于资金紧张和银行的高额利息，此种付款方式负担过重。若能给予易于接受的付款

条款，我们相信，这样的照顾定会促进我们双方间的贸易。为此，我们建议采用“货到后

凭单付款”或“见票后3个月付款”方式支付。

如能优先考虑上述要求，尽早给予令人满意的答复，我方将不胜感激。

敬上

第九章第3篇

Reply to letter 2

Dear l,

We note from your letter dated April 20 ,2005 that you wish to have a chang in

payment terms.

,Actually ,there is nothing unusual in our original arrangment of

ng from the time you open credit till the time the shipment

reaches your port. the intervals ,which is quite normal ,is only about three

s,your L/C cannot meet your requst.

As we must adhere to our customary practices,we sincerely hope that this will

not affect our future business relations.

As soon As the suppliers of Giant Bicycles come in ,we will contact you.

Yours truly,

Guo Zhan

Manager

翻译：对信函二的回复

尊敬的鲍兹威尔先生：

贵公司2005年4月20日来函收悉，得知你方希望改变支付条款。

实际上，我们原有的付款条件并无不妥。从开立信用证至货物运达你方港口，这段时

间仅为3个月，这实属正常。此外，货物备妥待运时你方才开立信用证。为此，很遗憾我

们不能满足你方要求。因我方必须坚持管理，我们真诚希望，此事不会影响我们今后的业

务关系。

当捷安特自行车到货时，马上与你方联系。

第九章第4篇

Payment by T /T

Dear Sirs,

We have examined the specifications and price list for your rang of colored

candles,and now wish to place an order with you .We enclose our Order No.569 for

2000 dozens of candles.

As we are in ungent need of candles for the coming holiday season ,we would

be grateful if you would make up the order and ship it as soon as possible.

In the past we have traded with you on a sight credit basis. We would now like

to propose a different the goods are ready for shipment and

fright space booked,you will fax us and we will then remit the full amount by

telegraphic transfer.

We are asking for this concession so that we can give ourcustomers a specific

delivery date and also save the expenses of opening a letter of we believe

that this arrangement should make little difference to you and help with our

sales,we trust that you will agree to our request.

We look forward to receiving confirming of our order and your agreement to

the new arrangements for payment.

Yours truly,

John Marlow

Manager

翻译：电汇方式付款

敬启者：

我方研究了你方各类彩色蜡烛的规格和价格，并希望向你方订货。现随函附寄我方第

569号订单，订购2000打蜡烛。

因我方急需蜡烛满足即将到来的假日季节需求，如能尽快备齐并装运货物，不胜感激。

过去，我们之间的贸易一直按即期信用证支付，现在我方建议使用另一种付款方式。

当货物备齐待运、运输舱位定好之时，请传真告知我方，我方将即刻电汇支付货物全额款

项。

我们请求你方行此方便，旨在使我方客户能确定到货日期，并省去开立信用证的很多

费用。希望你方能同意我们的请求。

盼确认我方订单，并希望你方同意我方提议的新付款方式。

第十章 第1封

Urging the Establishment of a Letter of Credit

Dear sirs,

We refer to your order for 2000 sets of Kitchenware and our sales

confirmation No.201.

We like to remind you that the delivery date is approaching and we have not

yet received the covering L/C.

We would be grateful if you would expedite establishment of the L/C so that

we can ship the order on time .

In order to avoid any further delay ,please make sure that the L/C instructions

are in precise according with the terms of the contract.

We look forward to receiving your response at an early date.

Your faithfully,

翻译：催开信用证

敬启者：

有关本公司第201号销售确认书及贵公司2000套厨房用具订单。

现告知贵公司：交货日期将至，然而相关信用证尚未抵达本公司。

希望贵公司能及时开立信用证，以便可以按时装运货物。

为避免延误，务请开立与合同条款完全相符的信用证。

敬候早日回复。

敬上

第十章第2封Advice of Establishment of L/C

Dear sirs ,

We write to inform you that we have open the confirmed ,irrevocable letter

of credit No.6782 in your favor for ￡ 62000 with the ABC Bank,London,valid

until 30 November.

The letter of credit authorizes you to draw at 60days on the bank in London for

the amount of your

Invoice after shipment is accepting the draft,the bank will require

you to produce the following documents:Bill of Lading in triplicate,Commercial

Invoice ,Packing list ,Certificate of Insurance and Certificate of Origin .

As the season is drawing near ,our buyers are in urgent need of the

arrange shipment of the goods ordered by us upon receipt of the

L/C. We would like to stress that any delay in shipping our order will involve us in

no small hope that you will let us know at your earliest convenience

the same of the carrying vessel and its sailing date.

Thank you in advance for your cooperation.

Yours faithfully,

翻译：通知出口方已开信用证函

敬启者：

现写信告知我们已由伦敦ABC 银行开出以你方为受益人的保兑的不可撤销的6782

号信用证。金额620000英镑，有效期至11月30日。

该信用证授权你方装船后按照发票金额向伦敦的银行开出见票后60天付款的汇票进

行收款。在接受汇票之前，银行将要求你方呈交如下单据：提单一式三份、商业发票、装

箱单、保险单和原产地证明。

由于销售旺季已经临近，我们的买主急需此批货物。请在收到信用证后即刻安排发运

我们订购的货物。我们希望强调说明如推迟发运所定货物将给我们带来巨大的困难。希望

尽早告知运货船名和开航日期。

承蒙合作，容此申谢。 敬上

第十章第3篇 Extending a Letter of Credit

Dear Mr. David Bosewell,

Tank you for your letter of credit No. 8233 issued through the Commercial

Bank covering 6000 sets of computers.

We are sorry that ,because of a delay in supplies , we will not be able to get the

shipment ready before the end of this month . We faxed you earlier today to that

effect .

We expect that the consignment will be ready in the early part of September .

We are arranging to ship it on M/S “Sunlight” form Dalian on 7 September .

Therefore , we have to request you to extend the date of shipment and validity of

the L/C to September 10 and September 30 respectively .

We are looking forward to receiving your faxed extension to the letter of credit

so that

We can effect shipment of the goods accordingly .

We send our sincere apologies for the delay and trust that it will not cause too

much inconvenience to you .

Yours sincerely,

翻译： 要求展证函

尊敬的大卫·鲍兹威尔先生：

谢谢你方由商业银行开出的有关6000 台计算机的8233号信用证。

因供货方延误，本公司在本月底前无法完成装运，为此深表遗憾。今天早晨已经发送

传真告知。

预计货物将于9月初装运。现正在安排由“阳光”号货轮于9月7日自大连起航。因

此，敬请贵公司延展信用证的装运日期与有效日期分别至9月10日和9月30日。

烦请传真有关延展信用证的文件，以便装运货物。

本公司对此延误深表歉意，不便之处，敬请原谅。

敬上

第十章第4篇 Amending a Letter of Credit

Dear sirs ,

We acknowledge your L/C No. 202 covering your order for 200 metric tons of

Grade 1 peanuts . On examination , we have found some discrepancies from our

S/C .Please make the following amendments without the least possible delay :

1. Allow partial shipment and transshipment and delete the clause “ by direct

steamer”.

2. Increase the amount of your L/C by $ 480 .

3. Amend the quantity to read : 200 M/T(5% more or less at Seller’s option) .

We hope that in future you will establish your letters of credit exactly

according to the terms and conditions of the relevant sales confirmation. By so

doing you will not only save much trouble,but also help us facilitate shipment of

your products.

Please see to it that your amendments reach us by 30 Octobet, otherwise

shipment will be further delayed .

Sincerely yours,

翻译：修改信用证

敬启者：

你方支付200公吨优等花生订单的信用证已收到，谢谢。本公司在审证后发现该信用

证与销售确认书之间存在一些差错，情即对信用证作如下修改：

1. 允许部分装运和转船，删去“由直达船装运”的条款。

2. 将信用证金额增加480美元。

3. 将数量改为200公吨(由卖方选择可溢短装5%)。

我们希望将来贵方能完全按照相关销售确认书的条款开立信用证。这样，不仅可以省

去许多麻烦，而且有助于我们及时装运你方所需货物。

务请确保你方修改书于10月30日前抵达我方，否则将进一步推迟发货。

敬