（1）建立业务关系
1、与出口商建立业务关系的思路及信的结构安排
在与出口商建立业务关系时，应明确出口商的产品与本公司所需要的产品是否相吻合，然后提出自己针对产品的要求和贸易条件，同时也可以做简单的自我介绍，让出口商更了解本公司的情况及信誉。要特别明示交易内容、条件，信用保证，并希望对方也告知这些条件，同时表示强烈交易愿望。
1. Dear sirs,
We owe your name to the First Commercial Bank at your end, through whom we understand that you are well experienced in the export of engineering equipment with service.
We take this opportunity to introduce ourselves as one of the importers buying various kinds of machines. Upon receipt of , we shall see what items are of interest to us and pass our enquiries to you.
We anticipate the pleasure of hearing from you in the near future.
2. We have obtained your address from the Commercial Counselor of your Embassy in London and are now writing you for the establishment of business relations.
2。发送正式邀请函的思路和信的结构安排
发送建立合作商务关系应说明本公司产品的优良品质、市场潜力及获利情况。还应介绍公司经营的具体内容和产品的优势，同时附寄公司的简介、价目表、目录等，以表示本公司合作的诚意。最后表示强烈交易愿望。
Gentlemen,
We are one of the leading exporters of First class cotton goods and enjoying an excellent reputation through fifty years' business experience. We are sure that you will be quite satisfied with our service and the excellent quality of our goods. We enclose herewith......
We are looking forward to your early and favorable reply.
3. 接受邀请函的思路及信的结构安排
接受并答复对方邀请信函时，必须有礼貌地及时给对方完整的答复，以便树立信誉和给读者留下良好的印象，这是接受邀请函最重要的作用之一。
信的开头应向对方表示谢意，并表示愿意与对方建立业务关系，同时表示愿意按对方的要求寄上相应的产品目录或价目表。信末要说明自己的保证与承诺，以确保对方对本公司的信任，为了树立良好的信誉，在答复信函时应注意：及时、礼貌和完整。 Dear Sirs,
We thank you for your letter of 5th this month, and shall be glad to enter into business relations with you.
Complying with your request, we are sending you...... Payment should be made by an irrevocable and conformed letter of credit. If you find business possible, please contact us for differs.
(3) 还盘
1。 要求降价的还盘业务思路及信的结构安排
买卖双方对某些交易条件讨价还价,去信表明自己的要求或意见就是还盘．为了促进早日成交，还盘还盘信给出适当的理由,选择适当的角度,提出适当的条件.要求降价就是对价格条件的还盘,这样的还盘信还要注意表明降价的理由,例如,报价膏腴当地市价,可以用较低的价格获得类似质量的商品,可以以别的供应商处以较低的价格购进该商品该商品的市场疲软等，，提出降假的幅度。 开头句----还盘信都是回信，要求降价的还盘信要感谢对方的报盘，接着表达不能接受报价的歉意。eg. Thank you for your offer of May 15 but regret that your prices are too high.
结尾句----强调希望继续磋商的愿望。eg. We hope to receive your early reply.
2. 拒绝降价的还盘业务思路及信的结构安排
拒绝降价就是对买方提出的价格条件的否定还盘。这样的还盘信要注意强调坚持原价，无法降价的理由。例如，正处在销售旺季，已收到对方所在地区进货尚的大量订单、销售利润已低至极限，着眼点应在该商品的质量上等等。或者推荐对方购买与所要求价格相近的，价格较低的替代商品。
开头句----拒绝降价的还盘信要感谢对方的还盘，表达不同意降价的歉意。eg.While we very much thank you for your fax of July 22, we feel regretful there is no possibility of offering you lower prices.
结尾句----希望对方考虑、尽早收到订单、尽管没成交争取以后机会的合作等愿望。eg.We are still looking your orders.
3. 作出降价让步的还盘业务思路及信的结构安排
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作出降价让步就是对买放提出的价格条件有条件地进行减让的反还盘。这样的还盘信要注意坚持原报价的合理性、突出给予降价让步的动机和意愿。例如，原报价符合市价；考虑到以前获得的帮助、双边的贸易关系；为发展与对方的业务等。还要明确降价的幅度和实现降价的附带条件：数量折扣、规定日期内订货的折扣等。
开头句----作出降价让步的还盘信首先感谢对方的还盘，复述对方有关价格的意见.e,g. We are pleased to receive your cable of October 12. It is informed that your price for the goods is too high to work on.
结尾句敦促对方早日下订单。We are waiting for your early reply.
4．要求提价的还盘业务思路及信的结构安排
对原定价格的提价也是对价格条件的反还盘：由于某些不利因素的影响，卖方对双方曾经同意的某种商品的价格上调。这样的还盘新要注意说明提价的客观性：商品市价在上扬、材料价格上涨、运输费用的提高等。
开头句----回信应告知对方要上调价格，表达涨价的歉意。e.g. We regret to inform that increase in our prices for the products are unavoidable as the materials have kept rising in the past few months.
结尾句----提醒价格上涨是趋势而且库存较紧张，说服对方继续订货。e.g. As the heavy demand has brought low stock level of our goods, we advise you to accept our prices soon.
(4) 合同与订购
1。 订购的业务思路及信的结构安排
买卖双方成交后，如果买方订购信（an order letter）重述说订购的主要条件，寄出订单（an order form/ a purchase order)，购货确认书（a purchase conformation）或者购货合同（a purchase contract），要求卖方按上面所列的条件供货，要求卖方签回一份，就是对自己订货和对卖方报盘的确认，即有效办理订购业务。无论哪一种形式，对所订购货物的要求必须完整、准确、清楚地提出。通常需要明确一下条件：商品名称（如有货号或目录编号也列出），质量要求和规格，订购数量、价格及价格条款、总额等。买方通常强调交货时间或者敦促对方尽快交货，根据需要还可能提出付款方式、供现货等其他条件。
开头句（段）：订购信首先是买方感谢卖方报盘，表明愿意订购某商品：关于寄出订单、购货确认书或者购货合同的通知信，此外，还需要提到寄出有关的合同。
eg.Thank you for your quotation of My 23. We send our order no.218 as follows.
结尾句 （段）：强调卖方尽快会签、发货等愿望。
eg. We would be grateful if you would send the goods as sonn as possible.
2.确认订货的业务思路及信的结构安排
买卖双方成交后，可以用函电确认成交，也可以制定销售合同或销售确认书、订单、购货确认书或购货合同，寄给对方会签时附上一封成交信，对方收到后认收确认并签回一份合同。实际上都是对订货的有效确认。确认订货信中要注意重复对方合同的主要内容（特定商品名称，包括货号和目录编号、质量要求和规格、订购数量、价格及价格条件等），告知收到或寄去的合同编号、强调支付货款要求，表达对寄去合同予以会签的愿望。
开头句：We appreciate your Order No.SKT0024 for 1500 26"Nonstick Frypans.
结尾句：We are expecting to receive your further orders.
3.续订业务思路及信的结构安排
买卖双方建立了业务关系后，如果买方对以前订购过程的业务往来及其供货满意，感觉对方的诚信度高，需要再订货时，通常去信与对方联系订货，这就需要办理续订业务。信中，买方重申按照上述条款，说明继续订货的名称、数量及其补充要求。注意区别Repeat Order 和 Duplicate Order: 如果续订的订单除了装运期与原订单的不同外，价格、数量甚至详细规格等其他一切我强相同，称为duplicate order(重复订货或重复订单)；否则称为repeat order（续订货物或续订订单）.
开头句：We have received the mentioned shipment ex S.S."Shengli".And your goods are so satisfactory that we are pleased to book a repeat order.
结尾句：If possible,we would like you to arrange early shipment of this repeat order
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回复查询报价：
Dear Mr. Jones,
Thank you for your inquiry of 16 of this month. We are pleased to hear that you are interested in our products” SAPP” We enclosed the photos and detailed information of this product for your reference.
Product name (commodity): SAPP
Specification: USP Edition
Quantity:
Packing:
H.S.Cord:
Price: th
Price validity
Payment:
For purchase quantities over 1*20FCL’ we would allow you a discount of 1%.payment is to be made by irrevocable L/C. at sight.
We look forward to receiving your first order.
Best Regards
Jet Shen
几种报盘 a.)
Dear Mr. Jones:
We thank you for your email enquiry for both groundnuts and Walnut meat CNF Copenhagen dated February, 21.
In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and upgraded at RMB2000 net per metric ton CNF Copenhagen and any other European Main Ports. Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft.
Please note that we have quoted our most favorable price and are unable to entertain any counter offer.
As you are aware that there has lately been a large demand for the above commodities. Such growing demand will likely result in increased prices. However you can secure these prices if you send us an immediate reply.
Sincerely,
(B.) Dear Mr. Jones:
We thank you for your letter dated April 8 inquiring about our leather handbags. As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg. Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract.
We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference. We hope some of them meet your taste and needs.
If we can be of any further help, please feel free to let us know. Customers\' inquiries are always met with our careful attention. Sincerely,
c.) Re: SWC Sugar
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Dear Sirs,
We are in receipt of your letter of July 17, 2002 asking us to offer 10,000 metric tons of the subject sugar for shipment to Japan and appreciate very much your interest in our product.
To comply with your request, we are offering you the following:
1. Commodity: Qingdao Superior White Crystal Sugar.
2. Packing: To be packed in new gunny bag of 100kgs. each.
3. Quantity: Ten thousand (10000) metric tons.
4. Price: US dollars one hundred and five (US$105.00) per metric ton, Fob Qingdao.
5. Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in Qingdao and to be drawn at sight.
6. Shipment: Three or four weeks after receipt of letter of credit by the first available boat sailing to Yokohama direct.
Please note that we do not have much ready stock on hand. Therefore, it is important that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.
We are awaiting your reply.
Sincerely,
装运通知
20 May 2000
Kee & Co., Ltd
34 Regent Street
London, UK
Dear Sirs:
Thank you for your letter of 20 May enquiring about the shipment of your order under contract 4632.
Please accept my apology for the delay which has been caused by the unavailability of shipping space from Bombay to London. The matter was, however, in hand and your consignment was shipped yesterday on board SS Pandit which is sailing directly to London.
I enclose one set of shipping documents comprising:
1.One non-negotiable copy of the bill of lading(不可转让提货单副本一份)
2.Commercial invoice in duplicate.（商业#5@p一式两份）
3.One copy of the certificate of guarantee.（保证书副本一份）
4.One copy of the certificate of quantity.（质量证明书副本一份）
5.One copy of the insurance policy.（保险单副本一份）
I am glad that we have been able to execute your order as contracted. I trust the goods will reach you in time for the winter selling season and prove to be entirely satisfactory. I will personally ensure that you receive our prompt and careful attention at all times.
Yours faithfully,
Tony Smith
Chief Seller
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复函与报价RepliesandQuotations
Dear sirs,
In reply to your letter of 21st Novermber, We have pleasure in enclosing a detailed quotation for bathroom showers. and the sizes available. Most types can be supplied from stock. 45-60 days should be allowed for delivery of those marked with an asterisk.
Building contractors in Hong Kong and Taiwan have found our equipment easy to install and attractive in apperance. Naturally all parts are replacable. and our quotation includes prices of spare parts. We can allow a 2% discount on all orders of US$6,000 in value and overf, and a 3%on orders exceeding US$20,000.
Any orders you place with us will be processed promptly.
yours faithfully.
Sales Manager
General Inquiry
Dear __________,
We are interested in your product of __________in a quantity of __________.
Please send us details of your product specifications and price terms for shipment to the port of __________ by the way of__________.
We look forward to hearing from you soon.
Sincerely,
General quotation
Dear__________,
We understand from your information posted on Alibaba.com that you are in the market for __________.
We are a __________company specializing in exporting__________. We accordingly make the following offer:
1. Product Name: __________
2. Packing: __________
3. Quantity: __________
4. Price: __________
5. Payment: __________
6. Shipment: __________
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If any of our products are of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements.
We look forward to hearing from you soon.
Sincerely,
Reply to buyer’s inquiry
Dear__________,
Thank you for your inquiry dated __________regarding__________.
Please find the detailed product information as follows:
Product Description: __________
Specifications: __________
Packaging: __________
Price: __________
Payment terms: __________
We look forward to hearing from you soon and processing your first order.
Sincerely,
Reply to supplier’s inquiry
Dear __________,
Thank you for your message dated__________
Please send us details of your product specifications and price terms for shipment to the port of __________ by the way of __________.
We are looking forward to your reply.
Sincerely,
客人要产品的证书，我们是贸易，要给他工厂的证书时： Dear Mr.Manny Levitan,
Thanks for your reply.
To comply with your request, we kindly enclosed our factory GMP certificate for you. PLS kindly check in attach for it.
This factory has been qualified by our THE working system, Concerning the quality and service pls kindly depend on us.
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Awaiting for your early reply
Thanks and Best regards
Jet Shen
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