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1.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。
2. 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 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 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19xx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 ory, 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19xx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。
3. 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 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
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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。
4. 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 havebeen 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 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19xx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。
5. 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 raised 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 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。
6.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
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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。
7. 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 zon
e Shekou 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。
8. 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 devised the enclosed checklist to use for each of your future order. It includes your firm's particular specifications, packing requirements and marking instructions. I believe can service your company better and help you operations run more smoothly with this safeguard. Please 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。
9. 拒绝客户的要求
Thank you for your enquity of 25 August.
We are always pleased to hear from a valued customer.I regret to say that we cannot agree to your request for technical information regarding our software security sysytems.The 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 way.If 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!
10. 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 service 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 several instances. you have returned goods that
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were originally ordered. To solve the problem , I propose 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。
11. 祝贺新公司成立
It has just come to our attention t
hat you have lately opened your new European headquarters in Brussels. 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. Please 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.
12. 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 choose 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 choose. I look forward to seeing 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。
13. 物色代理商
Our company manufactures a range of printing presses that are used successfully by companies in over 20 countries. A product specification brochure is enclosed. 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 serving 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 compr
ehensive understanding of all the features of the lines t6hey represent. We would be very grateful if you could take a few moments to send us the names of three or four organizations that match our requirements.We 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!
14. 欢迎新代理商
I would like to welcome you to our organization. We are very pleased to have you on our ream. I know that you will be equally proud of our products. Our European sales Representative, Antoine Gerin , will be in touch with you at regular intervals. Please feel to call him any time you have a problem, If I can regular intervals. Please feel free to call him any time you have a problem.
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If I can ever be of service, please 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。
15. 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 som
e 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。
1.Importer Writes to Exporter
Dear Sirs,
We have obtained your address from the Commercial Counsellor of your Embassy in London and are now writing you for the establishment of business relations.
We are very well connected with all the major dealers here of light industrial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.
As to our standing, we are permitted to mention the Bank of England, London, as a reference.
Please let us have all necessary information regarding your products for export.
Yours faithfully,
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2.Self Introduction by Exporter
出口商的自我介绍
Dear Sirs,
We write to introduce ourselves as one of the largest exporters, from China, of a wide range of Machinery and Equipments.
We enclose a copy of our latest catalog covering the details of all the items available at present, and hope some of these items will be of interest of you.
It will be a great pleasure to receive your inquiries for any of the items against which we will send you our lowest quotations.
Should, by chance, your corporation not deal with the import of the goods mentioned above, we would be most grateful if this letter could be forwarded to the correct import corporation.
We are looking forward to your favourable and prompt reply.
Yours faithfully,
1. 建立贸易关系的常用书信
Letters for Establishing Business Relations
2. Importer Writes to Exporter
3. Dear Sirs,
4. We have obtained your address from the Commercial Counsellor of yo
ur Embassy in London and are now writing you for the establishment of business relations.
5. We are very well connected with all the major dealers here of light indu
strial products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.
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6. As to our standing, we are permitted to mention the Bank of England, L
ondon, as a reference.
7. Please let us have all necessary information regarding your products fo
r export.
8. Yours faithfully,
Notes
1.commercial adj. 商业的，商务的
commercial counsellor 商务参赞
commercial counsellor's office 商务参赞处
commercial attache 商务专员
commercial articles 商品， （报上）商业新闻
commerce n. 商业
commerce department 商业部门
2.embassy n. 大使馆
the American Embassy in Beijing 美国驻北京大使馆
ambassador n. 大使，使节
3.dealer n. 商人
retail dealer (or:retailer) 零售商
wholesale dealer (or:wholesaler) 批发商
deal n. b. 贸易，成交，经营
make (or:do) a deal with... 与...做交易
deal on credit 信用交易，赊帐买卖
4.connected with... 与...有联系；与...有关系
5.light industrial product 轻工业产品
6.competitive adj. 有竞争力的
competitive price 竞争价格
competitive capacity 竞争能力
competitive power 竞争能力
competitive edge 竞争优势
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eg.If your price is competitive, we will place an order with you. 如果你方价格有竞争力的话，我们将向你方发出订单。
Your products has no competitive capacity in our market. 你方产品在我市场上没有竞争力。
compete v. 竞争
～with (or:against) sb. in sth. 在...方面与某人竞争
eg.We should compete with other enterprises in the quality of the products. 我们必须在产品的质量方面与其它企业竞争。
～with (or:against) sb. for sth. 为...事情与某人竞争
eg.We must compete against other countries in trade for obtaining larger international market. 为了获取更大的国际市场我们必须与其他国家在贸易方面进行竞争。
competition n. 竞争
eg.To enable us to meet competition, you must quote the lowest possible price. 为了使我们能适应竞争， 你方必须报尽可能低的价格。
competitor n. 竞争者，竞争对手
eg.We trust that the superior quality, attractive design and reasonable price of our products will surely enable us to defeat the competitors. 我们相信我方产品的优良质量、诱人设计、合理价格定能使我方击败竞争对手。
7.standing 资信情况，信誉，固定的，永久的
standing cost 长期成本，固定成本
standing orders 长期订单
standing director 常务董事
有关“资信情况”的表达方法还有：
credit standing 信誉情况
financial standing 财金情况
finances 财源，资金情况（常用复数）
8.We are permitted to mention the Bank of England, London, as a reference. 我们已征得伦敦的英国银行同意，把它们作为我们的咨询银行。
9.regarding prep. 关于，与 with regard to, in regard to, as regards 同义，一般可以换用。
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eg.Regarding the terms of payment, we require confirmed and irrevocable letter of credit. 关于支付条件，我们要求保兑的、不可撤消的信用证。
2.Self Introduction by Exporter
出口商的自我介绍
Dear Sirs,
We write to introduce ourselves as one of the largest exporters, from China, of a wide range of Machinery and Equipments.
We enclose a copy of our latest catalog covering the details of all the items available at present, and hope some of these items will be of interest of you. It will be a great pleasure to receive your inquiries for any of the items against which we will send you our lowest quotations.
Should, by chance, your corporation not deal with the import of the goods mentioned above, we would be most grateful if this letter could be forwarded to the correct import corporation.
We are looking forward to your favorable and prompt reply.
Yours faithfully,
Notes
1.a wide range of... 大范围的...， 各类的...
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2.enclose v. 封入
eg.We enclose a copy of our price list. 随函附上我方价目表一份。 过去分词enclosed可作名词用，前面加定冠词。
eg.We believe you will find the enclosed interesting. 我们相信你们对所附之件会感兴趣。
enclosure n. 附件（缩写：Encl. Enc.)
3.catalogue n. 目录（也可写作catalog）】
latest catalogue 最新目录
catalogue for the standardized parts 标准化零件目录
catalogue of material 材料目录
4.available adj. 可利用的，可得到的，可供应的（做定语时前置后置均可，后置较为常用。）
commodities available for export 供出口的商品
not available 缺货
We will ship by the first steamer available (or:the first available steamer) next month. 货物将由下月第一条便船装运。
This is the only stock available (or:the only available stock). 这是唯一可供之货。
We are sending you under cover a catalog covering the goods available at present. 随函附上一份我方目前可供之货的目录单。
5.inquiry n. 询价，询盘 （美国人常用，英国人有时使用enquiry）
6.quotation n. 报价，行情
quotation table (list) 价目表
exchange rate quotation 外汇行情
discount quotation 贴现行情
market quotation 市场行情
quote v.t. 开价
quote a price 报价
quote favourable terms 报优惠价
7.deal with 经营，处理
Our company deals with the import and export of chemical products. 我们公司经营化工产品的进出口业务。
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表示“经营（某种或某类商品）”的说法很多，常见的有：handle, deal in, trade in, be in the line等。上面的例句可改写为：
Our company handles (or:deals in, trades in, is in the line of) the import and export of chemical products.
8. forward v.t. 转交，传递
Your letter of November 8 addressed to our Head Office has been forwarded (or:transmitted, referred, passed on, handed over) to us for attention and reply. 你方11月8日致我总公司的函已转给我们办复。
9.care of=c/o 由...转交，信封上常用。 如：
Mr. David Smith
c/o world Trading Co.
由世界贸易公司转交史密斯*大卫先生。
10.favourable adj. 有利的，赞成的，有帮助的
表示赞同某事或表示对某人、某事有利，后接介词to:
We are favourable to your terms and conditions of this transaction. 我们同意你方这个交易的条件。
The market has so changed as to be favourable to the sellers. 市场变为对买方有利。
如果表示对某种行为有利一般接介词for：
The time is not favourable for the disposal of the goods. 现在不是卖货的有利时机。
favourable reply 合意的回答，类似good news, 相当于中文的“佳音”、“好消息”。
favourable price 优惠价格
3.Exporter Writes to Importer
出口商给进口商的信
(1)Dear Sirs,
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Your firm has been recommended to us by John Morris&Co., with whom we have done business for many years.
We specialize in the exportation of Chinese Chemicals and Pharmaceuticals, which have enjoyed great popularity in world market. We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is interesting to you.
We hope you will give us an early reply.
Yours faithfully,
Notes
1.specialize in 专门（从事），专门（经营）
We specialize in the import an export of Arts and Crafts. 我们专门经营工艺品的进出口。
2.chemicals n. 常用复数，化工产品、化学制品 (=chemical products)
3.pharmaceutical n. 药品，药剂，成药
4.enjoy great popularity 享有盛誉
类似的表达方法有：
The goods are most popular with our customers.
The goods have commanded a good market.
The goods are selling fast (or enjoy fast sales).
The goods are universally acknowledged.
The goods are unanimously acclaimed by our customers.
“畅销品”有如下表达法：
ready seller;quick seller;quick-selling product.
Judging from our experience in marketing our garden tools in Australia, we are rather confident that they will soon become quick-selling products in your market. 根据我们在澳大利亚销售园林工具的经验，我们
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相信这些产品将很快在你方市场上成为畅销品。
5.contact v.t. 与...联系；与...接触
For further details, please contact our local office. 详情请向我们当地的分支机构探询。
contact n. 联系；交往
We have been in contact with that firm for nearly two years. 我们与那家公司有近两年的交往。
2) Dear Sirs,
Through the courtesy of Messrs. Freemen&Co., Ltd., Lagos, Nigeria, we come to know your name and address. Also we are informed that you are a prospective buyer of Chinese Cotton Piece Goods. As this item falls within the scope of our business activities, we shall be pleased to enter into business relations with you.
We enclose a brochure and a pricelist to acquaint you with our commodities now available for export. Quotations and samples will be airmailed to you upon receipt of your specific inquiry.
Your favourable reply will be highly appreciated.
Yours faithfully,
Notes
1.Through the courtesy of..., we come to know your name and address. 承蒙...使我们得知你公司的名称和地址。
类似的表达方式还有：
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We owe your name and address to...
We are indebted to... for your name and address.
2.fall within the scope of our business activities 属于我们的经营范围 类似的表达方法有 be within (lie within, come under) the scope of our trade activities; be within (lie within, fall within) our business scope (sphere)等。
3.brochure n. 小册子（法语）， 相当于英语pamphlet
4.acquaint v.t. 使认识，使了解
acquaint sb. with (或 of;that)
In order to acquaint you with our products, we airmailed you two samples this morning. 为使你方了解我方产品，我们今晨寄去两个样品。
5.appreciate v. 感谢，感激（可接动名词，不可接不定式）；理解，体会 We highly appreciate your kind cooperation.我们十分感激你方的合作。 We shall appreciate your giving this matter your serious consideration. 请你方对此事认真考虑为感。
We shall appreciate it if you will send us a brochure and sample book by air immediately. 如能立即航寄一份说明书和一份样本，不胜感激。 We hope you will appreciate our position. 希望你们能理解我们的处境。 其他用法还有：
It will be greatly appreciated if you will send us your samples immediately. 如能立即寄来你方样品， 我们将不胜感激。
Your prompt reply will be greatly appreciated. 如能尽快回复将不胜感激。
4.Self Introduction by Manufacturer
生产厂家的自我介绍
Dear Sirs,
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We have learned, from the China Daily, that you are a leading importer of household electric appliances, and at present you are in the market for Electric Fans.
We, therefore, take pleasure in informing you that we are anenterprise manufacturing vatious electric fans and have recently produced a new model of gentle breeze electric fan entitled "Chang Feng" whose quality as well as functions has been proved by a scrupulous test, and the designs and colours have been clearly explained in our illustrated catalog enclosed.
Considering the improvements it offers, we believe you will find our "Chang Feng" a very good seller in your market.
If you have interest in dealing with us in "Chang Feng" or other types of the goods shown in our catalog, please inform us of your requirements together with your banker's name and address.
For our credit standing, please refer to the following bank: The Bank of China, Xi'an Branch (address)...
Your immediate reply would be highly appreciated.
Yours faithfully,
Notes
1.leading improter 主要进口商
leading market 主要市场
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leading stock 主要股份
2.be in the market for 想要购买
One of our customers is in the market for Chinese Black Tea.我方一位客户想要购买中国红茶。
3.scrupulous test 严格检验
4.illustrated catalog 附有插图的目录
5.refer to sb. for sth. 向某人打听（查询）某事
Please refer to the Bank of China, Xi'an Branch for our credit standing. 请向中国银行西安分行查询我方资信情况。
上述句子也可以写成：
For our credit standing, please refer to the Bank of China, Xi'an Branch. 关于我方的资信情况，请向中国银行西安分行查询。
refer to 提到，谈判，谈及，涉及
We refer to your telex of May 15. 兹谈及你方5月15日电传
5.Manufacturer Writes to Importer
厂家给进口商的信
Dear Sirs,
We owe your name and address to the Chamber of Commerce, Tokyo, who informed us that you are in the market for Personal Computers.
We are one of the largest computer manufacturers in our country and have handled with various kinds of the products for about 10 years. We approach you today in the hope of establishing business relations with you and expect, by our joint effects, to enlarge our business scope.
In order to acquaint you with our business lines, we enclose a copy of our illustrated catalogue covering the main items suppliable at present. If you are inter
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ested in any of the items, please tell us by fax. We'll give you our lowest quotations and try our best to comply with your requirment.
Our customers are always satisfied with our products and the service after sale.
And we believe that you will be so too, after we do business together.
Our bankers are the Bank of Tokyo, Japan. They can provide you information about our business and finances.
We are looking forward to your early reply.
Yours faithfully,
Notes
1.the chamber of commerce 商会
In almost every town or city of the western countries, there is a chamber of commerce. It is an organization of businessmen. One of its tasks is to ge business information and to find new business opportunities for its members.
2.manufacturer n. 制造商，厂商
manufacture v. n. 制造（品），制造业
manufactured article 人工制品
manufactured goods 制成品
manufactured products 工业产品
of Chinese (home, foreign) manufacture 中国（本国，外国）制造的 Chinese manufactures=Chinese makes 中国制品
silk manufactures 丝制品
the textile manufacture 纺织业
manufactory n. 制造厂，工厂
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a hardware manufactory 五金工厂
3.approach v.t. 与...接洽（和contact同义，但被动语态用approach较多） Please approach (contact) them again. 请再与他们联系。
We have been approached by several buyers for the supply of walnuts. 已有好几家买主向我们联系核桃的供应。
4.joint effect 共同努力
5.covering the main items suppliable at present 包括我方目前能够供货的主要项目。
6.comply with 依照，符合
We hope you will be able to comply with our request. 希望你方能按我方要求办理。
in compliance with 依从...；按照...
Please make us a firm offer in compliance with our request. 请按我们要求发实盘。
7.service after selling 售后服务
8.our bankers are...我方银行是...
[color=#228B22][face=Times New Roman]Kmily
Export Department
Henren Cutlery Co., Ltd
Tel:0086-662-000000
Jan.3th,2006
Dear Mr. or Madam
This recommendation letter is regarding to our company: Henren Cutlery Co., Ltd.
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HENREN CUTLERY Co., Ltd is a company that specializes in professional making kitchenware that contains: cutlery, scissors, flatware, sharpener, barbecue tools, kitchen tools, cutting board and so on.
Our company has acquired, thanks to its reliable article quality, creative design, reasonable price, perfect serve. All the scissors, cutlery and flatware constantly following the European & International Standard BS, EN, ISO, 8442.1/200
5. Further more most silver plated cutlery and hollow ware are marked ‘E.P.N.S.' And for the stainless steel cutlery or hollowware is sometimes silver plated, in which case it may be marked ‘E.P.S.S
From the raw materials to the full products, as well as the strict QC procedure are absolutely ensure our product's quality and meet the highest international standard. Each item has passed the following test: corrosion test; strength test; hardness test and so on. We also have the instruction of each item, for example: washing details, care of stainless and care of sliver. Each has the number EN28442-1 with an N for normal grade and S for special grade to identifying the manufacturer or responsible supplier. Therefore, it deserves the “excellent quality kitchenware” brand.
Being a professional company, our mission is to lead our industry by providing excellent quality, superior customer service, technical innovation and on-time delivery. If you are looking a reliable kitchenware maker in Asia, Henren is your best choice.
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If you have any question about Henren Cutlery Co., Ltd I must help with, please feel free to contact me at 0086-662-000000
Yours truly,
Kmily
Henren Cutlery Co., Ltd
[/face][/color]
The Letters of Enquiries and Replies
询价和回复的信函例文
1.General Enquiry and Reply
一般询价和回复
(Enquiry)
Gentlemen:
We learn from ABC & Co. Ltd, New York that you are a leading exporter in your country.
We are, at present, very much interested in importing your goods and would appreciate your sending us catalogues, sample books or even samples if possible.
Please give us detailed information of CIF Guangzhou prices, discounts, and terms of payment.
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We hope this will be a good start for a long and profitable bussiness relations.
Truly yours,
(Reply)
Gentlemen:
We welcome you for your enquiry of March 21 and thank you for your interest in our export commodities.
We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some samples which will show you clearly the quality and craftsmanship. We trust that when you see them you will agree that our products appeal to the most selective buyer.
We allow a proper discount according to the quantity ordered. As to the terms of payment we usually require L/C payable by sight draft. Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt and careful attention.
Truly yours,
Notes
1.CIF 价格术语“Cost, Insurance and Freight”，成本、保险加运费的缩写。通常称作“到岸价”。
2.discount n. 折扣，折价，贴现
allow (or:give, make, grant)...%discount off (on) the prices of goods 按货价给予...％的折扣
If you order for 5,000 sets, we would grant you 10% discount. 如果你方能定购5000台，我们将给予10％的折扣。
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We give 10% discount for cash payment. 现金付款，我们予以九折优待。 at a discount 低于正常价格；打折扣；（货物无销路）
The goods are selling at a discount. 该货正以低价销售。
3.terms of payment 支付条件，也可以说 payment terms
4.profitable adj. 有益的，有利的，可获利的
profitable fields of investment 有利的投资场所
profit n. （常用复数）利润
net profits 净利润，纯利润
total profits 总利润
profit ratio (rate) 利润率
gross profits 总利润，毛利
sell sth at a profit 出售某物而获利
5.craftsmanship n. （工匠的）技术，技艺
6.appeal (to) vi. 有吸引力，有感染力
appeal to the most selective buyer 吸引最挑剔的买主
7.L/C payable by sight draft 即期信用证，也可以说L/C available by sight draft
8.assure v. 向...保证，使确信，主要用于以下四种结构：
(1) assure sb. of sth.
We assure you of the reliability of the information. 我们可以向你方保证这信息的可靠性。
(2) assure sb. that
We assure you that we shall do our best to expedite shipment. 请确信我们将迅速装运。
(3) be (or: rest) assured of sth (rest 是系动词)
Please (or: You may) be (or: rest) assured of our continued cooperation. 请确信我方仍将继续合作。
(4) be (or:rest) assured that
You may (Please) be (rest) assured that we will contact you as soon as our fresh supply comes in. 请确信一俟我方新供货到来，我方即与你方联系。
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2.Specific Enquiry and Reply
具体询价和回复
(1) Enquiry for Chinese Cotton Piece Goods
对中国棉织品的询价
Dear Sirs,
We are glad to note from your letter of March 9 that, as exporters of Chinese Cotton Piece Goods, you are desirous of entering into direct business relations with us. This happens to coincide with our desire.
At present, we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues, samples and all necessary information regarding these goods so as to acquaint us with the quality and workmanship of your supplies. Meanwhile please quote us your lowest price, C.I.F. Vancouver, inclusive of our 5% commission, stating the earliest date of shipment.
Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.
We trust you will give us an early reply.
Yours faithfully,
Notes
1.be desirous of 渴望，想要
We are desirous of entering into (to enter into) direct business relations with you. 我们热切盼望与你方建立直接的贸易关系。
desire n. v. 期望，渴望，要求，请求（比wish强烈）
What do you desire to buy at present? 你方目前想要买些什么？
It is desired that the catalogues shall be airmailed to us within o
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ne week. 深盼在一周内给我们航邮目录本。
2.coincide v. （意见等）一致；（时间上）相同
We are glad that our ideas coincide. 很高兴我们双方意见一致。
Your enquiry coincided with our offer. 你方询盘正好与我方报盘同时发出。
3.regarding prep. 关于，与with regard to, in regard to,as regards 同义，一般可以换用。
We have already written to you regarding this matter. 关于此事我们已给你方写过信。
Regarding the balance, we will advise you of the position in a few days. 关于剩余数量的情况，将于日内告知。
4.quote v. 报价
作“报价”解，这个动词的基本结构是：
quote sb. a price for sth.
Please quote us your lowest price for walnots. 请向我方报核桃最低价。
有时可用：quote sb. for sth.
Please quote us for walnuts. 请向我方报核桃价。
也可用：quote sb. a price
Please quote us your lowest price. 请报你方最低价。
5.inclusive of our 5% commission 包括我方5%佣金
This offer (or:price) is inclusive of your 2% commission.
=This offer (or: price) includes your 2% commission.
此报盘（或：价格）包括你方2％的佣金。
本课原句 Please quote us your lowest price, C.I.F. Vancouver, inclusive of our 5% commission. = Please quote us your lowest price, C.I.F. Vancouver, including our 5% commission.请报你方CIF温哥华最低价，包括我方5％佣金
(2)Enquiry for Dyeing Machines
对印染机的询价
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Gentlemen:
We learn from your letter of July 2 that you are manufacturing and exporting a variety of textile machines. As there is a demand here for high-quality dyeing machines, we will appreciate your sending u
s a copy of your illustrated catalogue, with details of your prices and terms of payment.
Kindest regards.
Yours truly,
(Reply)
Gentlemen:
We warmly welcome your enquiry of July 15 and thank you for your interest in our dyeing machines.
We are enclosing our illustrated catalogue and pricelist giving the details you ask for. As for the payment terms we usually require confirmed, irrevocable Letter of Credit payable by draft at sight.
We have already sole some of those machines to China and are now represented there by The Engineering Export Ltd, Beijing. May we suggest that you contact the company directly? We think the firm may supply you with more details of our machines. We feel confident that you will find the goods are both excellent in quality and very reasonable in price.
With best regards.
Yours sincerely,
Notes
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1.Confirmed, irrevocable Letter of Credit payable by draft at sight 保兑的，不可撤销的，凭即期汇票支付的信用证
2.be represented by...由...代理
representative n. 代理人
a legal representative 法定代理人
3.reasonable adj. 合理的
Our price is quite reasonable. 我方价格是相当合理的。
类似的表达法还有：realistic adj. 符合实际的，现实的；workable adj. 可行的；in the line with the present market 与现行价格相符，etc
(3) Enquiry for Textiles 对纺织品的询价
Dear Sir,
It is a pleasure for us to introduce ourselves to you as a commission for Chinese Commodities. We've been engaged with this post for over 5 years now.
We would be so much grateful if you send us catalogues and samples for the following items.
(1)Towels, bed-sheets and blankets
(2) Baby napkins and diapers
(3) Garments for men, women and children
(4) Underwear for men, women and children
(5) Cotton piece goods and cotton fabrics
(6) Sewing thread
(7) Cotton Knitwear
(8) Synthetic fabric
(9) Any other item that you wish to offer
We are awaiting your earliest reply.
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Yours faithfully,
Notes
1.commission n. 委任，委托，代办(权），代理（权）；委员会；佣金 commission house 委托商行；证券经济公司
commission sale 委托销售
commission agent 佣金商；代理商
commission broker 掮客，经纪人
commission of authority 授权书
commission for acceptance 承兑佣金
commission ticket 佣金票证
2.cotton fabrics 棉织品
3.synthetic fabrics 合成纤维织品
(4) Enquiry for Cosmetics 对化妆品的询价
Dear Sirs, Re: COSMETICS
We are one of the leading importers of Daily Chemicals in this city and shall be please to establish business relations with your corporation.
At present we are interested in your cosmetics, details as per our Enquiry Note No. 1345 attached, and shall be glad to receive your lowest quotation as soon as possible.
We would like to mention that if your price is attractive and delivery date acceptable, we shall place our order with you immediately. We look forward to your early reply.
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Faithfully yours,
Encl. As stated
Notes
1.cosmetics n. 化妆品
2.as per 按照，根据
as per list price 按照表上价格
as per enclosed documents 根据所附单据
3.Enquiry Note No. 1345 1345号询价单
4.attach v.t. 附加
order with conditions attached 带有附加条件的订单
aid with no conditions attached 无附加条件的援助
5.quotation n. 报价（单），行情（表）
lowest quotation 最低报价
discount quotatuon 贴现行情
exchange rate quotation 外汇行情
quotation table 价目表
quote v.t. 报价，开价
quote favourable price 报优惠价格
6.delivery date 交货期
也可以用下列方式表示：
date of delivery; time of delivery; delivery time; date of shipment; time of shipment; shipment time (date) etc.
(5) Enquiry for Personal Computer 对计算机的询价
Dear Sirs,
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We are pleased to learn from your letter of 1st August that, as a manufacturer of computers, you are desirous of entering into direct business relations with us. This is just our desire, too. We have studied your catalogue and are interested in your IBM CPU 80586 personal computer. Please quote us your lowest price, CIF Guangzhou, inclusive of our 2% commission, stating the earliest date of shipment.
Should your price be found competitve and delivery date acceptable, we intend to place a large order with you.
Please give us your reply as soon as possible.
Yours faithfully,
Notes
1.be desirous of sth. 想要某物
be desirous of doing sth. 渴望做某事
be desirous to do sth. 渴望做某某事
desire n. 渴望，愿意
2.commission n. 佣金
commission 作佣金讲时一些习惯用法如下：
（1）百分之几佣金：a commission of ...% 或 ...％ commission
（2）你方/我方百分之几佣金： your/our commission of ...% 或 your/our ...% commission
（3）两笔或几笔佣金： two or several items of commission
（4）一切佣金或各项佣金： all commissions
draw (receive) a commission of 5% on each sale 在每笔生意中抽取（收取）5％的佣金
The above price includes your 2% commission. 以上所开价格包括你方2％的佣金。
3.Place a large order with you 向你方大量订货
order n. 订单
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名词order常与动词make,send,place等连用，如果表示订购某项货物，后接介词“for”，也可接“on”或“of”，但“for”最为普遍。
If your price is in line, we will send you an order for 5,000 sets. 如果你方价格与市价相符，我们将定购5000台。
order v.t. 订购，订（货）
If you allow us 10% discount, we will oder 10,000 dozen. 如果你方给予10％的折扣，我们将订购10000打
Quotation and Reply
报价及回复
(Quotation)
Dear Sirs,
We thank you for your enquiry of August 22 and are pleased to send you our quotation for the goods you required as follows:
Commodity: "White Rabbit" Brand Woolen Mixed Blanket No.33.
Size: 74*84in
Weight: 4lbs
Color: yellow, brown, green assortment
Quantity: 1,000pcs.
Price: US$40.00 per piece CIF Montreal
Shipment: October
You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.
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We look forward to receiving your order.
Yours faithfully,
(Reply)
Dear Sirs, "White Rabbit" Brand Woolen Mixed Blanket
Thank you for your quotation of August 24 for 1,000 pieces of the captioned goods.
We immediately contacted our customers and they showed great interest because there is a growing demand for woolen blankets. The prices you quoted, however, are found too much on the high side. ABC Company, one of our customers, told us that they would possibly order 2,000 pieces of the goods, provided that you can reduce your price to US$38.00 per piece. ABC is one of the leading importers in our country, so there is a good chance of finalizing and order with them if the present price can be lowered to meet their requirement. We hope you will take advantage of this chance so that you will benefit from the expanding market.
We are most anxious that you will do your utmost to reduce the price and we await your reply with great interest.
Yours faithfully,
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Notes
1. woolen mixed blanket 混纺毛毯
2. pcs. 是pieces的缩写；piece的缩写为pc.
3. We are anticipating a large order from the United States, ... 我们预计美国方面将有一个大的订单到来，...
anticipate v.t. 盼望、期望，后接名词、动名词或that引导的从句。 We anticipate your acceptance. 盼望你方接受。
We anticipate receiving your early reply. 盼你方早日回复。
We anticipate that fresh supplies will arrive next month. 我们预计新货将于下月来到。
anticipate与expect的区别：
这两个动词都表示预期某事将发生，但有所不同。在意思上，anticipate所预期的一般都指可喜的事，expect则不一定。
We anticipate (or:expect) our products will be a quick seller in your market.
The firm expects heavy losses this year. (一般不用anticipate)
在结构上，除两个动词都可以用名词及that从句为宾语外，anticipate后面可接动名词， 不可接不定式，expect则可接不定式，不可接动名词。
We anticipate shipping the goods next week=We expect to ship the goods next week.我们期望下周装货。
expect还可接：名词或代词+不定式“构成的复合宾语，anticipate则不可。 正：We expect the shipment to arrive in a few days. 我们预期装运的货物将于日内到达。
误：We anticipate the shipment to arrive in a few days.
4. a sharp rise in price 价格急剧上涨
5. the captioned goods 标题项下的货物（这里指“White Rabbit”Brand Woolen Mixed Blanket)
类似的表达法还有：
the subject article (goods)
the goods (article) mentioned in the subject lined
6. growing demand 增长的需求
a large demand 大的需求
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a great demand 很大的需求
latent demend 潜伏需求
overfull demand 过多需求
demand and supply 供与求；供求
7. on the high side （指价格）偏高
We regret to say that we cannot accept your offer, as your price is found (to be) on the high side.谦告由于你方价格偏高，我们不能接受你方报盘。
类似的表达方式有：
Your price is a bit high. 你方价格有点高。
Your price is too high.你方价格太高。
Your price is rather stiff. 你方价格相当高。
Your price is excessive. 你方价格过高。
注意：out of line with the market （与市价不一致）,unreasonable （不合理）， unworkable （不可行）， impracticable （行不通）， infeasible （行不通）， unrealistic （不现实）等如果出自买方之口，往往指价格偏高， 如果出自卖方之口，则往往指价格偏低（on the low side）。
8. provided conj. 假若；倘使；假如；以......为条件（与that连用） We will send you an order for 5,000 metric tons, provided that you can ship in May. 如果你方能在5月份装船，我们将订购5000吨。
9. finalize an order with them 接受他们的订单
Sending a Quotation
寄送报价
Dear Sirs,
We thank you for your Enquiry List No. 303 and enclose our Quotation No. 104 for the captioned goods.
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We have sent you our latest illustrated catalogue today by parcel post. Their attractive designs and the resonable prices at which we offer them will, we hope, convince you that our toys are really good value. Provided we receive your order by 15 May, we make you a firm offer for delivery by the end of June at the prices quoted.
On orders for 500 pieces or more we allow a special discount of 4% and look forwrd to receiving your order.
Yours faithfully,
Enc. Quotation No. 104
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