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20xx年12月18日，我收到一个来自美国的关于节能灯的询盘，因为是第一次，所以我也十分重视。花了差不多一个上午的时间整理报价函，然后发了出去。于是天天期盼这美国客户的回复，可是一个星期过去，仍然没有消息。我把这件事告诉了一个同事，她说，这是很正常的情况，很多客户只是为了试探一下产品价格，所以也不要对此抱太大的希望。
这个星期我适时地更新阿里巴巴的产品，同时也经常留意阿里巴巴上最新的求购信息。看到有在线的就直接跟他们聊(奇怪的是很多都不搭理)，不在线的只能通过系统发邮件。然而前前后后我发了不少的开发信，都是一去不复返的。这让我信心大受打击。后来慢慢的我明白了一个道理，发一百封开发邮件有一个客户回复已经很不错了，做业务真的很需要耐心，同时运气也非常重要。于是我重新调整自己的心态，不要急于求进，学会耐心，相信机会总是留给有充分准备的人。
Please protect our draft on presentation.
请见票即付。
Your draft will be honoured onpresentation.
你方的汇票见票即付。
The draft was discounted in New York.
汇票已经在纽约贴现。
Our draft was dishonoured.
我们的第三十六号汇票被拒付了。
The draft has not been collected.
汇票之款尚未收进。
We’ll be unable to meet these draft.
我们无力兑付这些汇票。
We’ve drawn a clean draft on you for thevalue of this sample shipment.
我们已经开出光票向你方索取这批货的价款。
We’ve drawn on you for payment of theinvoice amounting to $20,000.
我们已经按照发票金额20，000美圆向你方开出了汇票。
The draft has been handed to the bank onclean collection.
汇票已经交银行按光票托收。
You can draw on me just as if there were aletter of credit.
您就当作有信用证一样，向我开汇票托收。
We’re sending our draft through Bank ofChina for documentary collection.
我们将汇票交中国银行按跟单托收。
We’ll draw on you by our documentary draftat sight on collection basis.
我们将按托收方式向你方开出即期跟单汇票。
We’ll draw a sight bill in favour of theExport Bank Singapore.
我们要开立一张以新加坡出口银行为收款人的即期汇票。
We’ve already remitted the amount bycheque.
我们已经将款以支票汇出。
We enclose a cheque for RMB200.
我们附上人民币200元的支票一张。
未付款询盘回复：
Dear ___,
we have got your order of......
The bag you order is one of the hot items from my store and it is made of high quality leather. But the order seems unpaid. If there's anything I can help with the price or size etc.
When the payment is finish, I can stock up the item and get it ready for shipping.
If any further questions, please feel free to contact with us.
Thanks
Best Regards
已付款订单的回复：
I am very glad to hear from you. The biggest size we have is 39. And this shoes is little bigger in size. So I think 39 will fit.
If you have any other questions, Please feel free let me know.
We are looking forward to getting your early reply.
客户投诉产品质量有问题
Dear customer,
I received the boots but I can't sell them because the Gucci bo_ was ripped up if you can't secure the packages better than that then you will not be hearing from me again!
Dear friend,
I am very sorry to hear that. The damage must happened during transportation. I usually make sure everything is in good condition before shipping products out. I make sure giving you more discounts to make up when you buy from me ne_t time. Thanks for your understanding.
订单完成
I am very happy to see that you have received the items. Thanks for your support. I hope you satisfy with the item and looking forward to do more business in the future with you.
可以针对首次询盘，需求明确，要求报价的客户。
Dear Mr. Muller:
Thank you for the letter of (date) enquiring price for our boy‘s t-shirt.
To close our deal , we offer you firm C&F Limassol USD ___/pc. Payment by irrevocable L/C to reach us one month before the time of shipment. This offer is subject to your reply reaching us before (date). Please refer to the attached files for packing and product specification info.
We allow a discount of 5% if your order e_ceeds USD 5,000. And there has been a heavy demand for our t-shirt and our factory is fully committed right now.
Therefore, at the most competitive price we offer, we hope to receive your reply with
questions if any or an order soon.
Best regards
Amy
Dear Johnson，
We are so glad to know you are interested in our product , series and very glad to enter into business relationship with you.
As Australia is our important strategic market, and in order to help us both to push sales here, our company prefer to offer you the above “cost” price to hit your target.
Hope so competitive price can help you get your market soon .
By the way, could you pls tell us which color you like most and what kind of packing way you prefer?
Your prompt reply will be highly appreciated.
Dear Edison Bonilla,
How are you? Thanks a lot for your mail and your trust on us.
I noted that you are interested in our products with item BL-88, I think you got the size and specifications from the details from price of it is enclosed. Please check. As usual,we use the T/T as our minimum order quantity is separately enclosed our full e-catalogue. Please feel free to ask me,if you have any more question./I kook forward to hearing from you. / I can send samples to you, if you reply to me/I can do for you some special samples, if you reply to me /
Yours,sincere
Star Cheng
Company: Shenzhen Qkie Electronic CO., LTD
Cuntry:China
Add:5/f,Building A,Xixiang haoye Technology park,Fuyong Town,Baoan District,ShenZhen City,China
Tel: 86-755-2751 2960
Cel:+86 13249854876
Fax: 86-755-2751 6546
Gmail:qkiewireless@
Website:.cn
建立业务关系
Dear Sir or Madam:
A few months ago we had the opportunity to see a display of your productds at the Guangzhou International Trade Center ,and we were most impressed by the quaity and low prices.
We should like to offer you our service as a trading firm ,and would mention that we are experienced importers of our country ,and are enjoying a good reputation all over the world.
In addition ,we operate our own advertising agency ,and we can use the latest marketing procedures quite will be sure of your sales if you would allow us to promote sales of your products througout China .
Your early reply will be highly appreciated.
Yours faithfully,
1. we are one of the largest importers of ….in…and shall be pleased to establish business relations with you.
2. we enclose a copy of our catalogue for your reference and hope that you would contact us if any item is of interest to you.
3. we ,therfore,take pleasure in informing you that we are an enterprise
manufacturing shirts.开发信
4. the products manufactured here have been proved by a scrupulous test to be sound.严格的质检认证
5. Enclosed are a brochure and a copy of our price list to give you a general idea of our products available.寄手册
6. We are sending you separately our pattern-book with the price list.随函附寄
are confident that you can do some profitable business.相信贵方可以获利。
would like to enter into direct business relations with you on the basis of equality ,mutual benefit and exchange what one has for what one need.平等互利的基础上
t remember to tell you then Mexican market is very competitive 市场竞争激烈
10. The designs and colors of all products will almost exactly match your needs询问详细信息
包装和唛头
1. We want you pack the tins in cartons ,each containing 12
tins,separated by corrugated paper dividers.
2. We trust that you will give special care to the parking in order to
avoid damage in transit.
3. Each case should be marked with the following: name of the
commodity, quantity, country of origin, etc.
4. We can do exactly according to your packing instructions. 支付货款
1>Dear Sir or Madam:
We are writing to refer you to our letter dated Jan 11,, in which we confirmed the acceptance of your order NO . that letter,we promised that the shipment would be made by the end of March subject to your L/C reaching here by the end of January.
However until now we haven’t received your L/ you please promptly instruct your banker to open an irrevocable L/C at sight in our favor without further delay so that we can arrange for prompt shipment?If your L/C cant reach us within 10 days ,we are afraid that we may be able to ship the order as instructed.
We are looking forward to receiving your early reply.
2>Dear Sir or Madam:
I have received your letter to tell you that I have today through the National Bank established the confirmed,irrevocable Letter of Credit in your favor for the amount of Euro 62,000 payable by sight draft accompanied by a full set of the shipping documents.
Hi Mike,
Samples received and already passed to vendor. The material was PP, not ABS. Offer sheet is preparing and will be sent to you soon. By the way, raw material increased these days, pls make a decision quickly to go ahead after price confirmed. We'll arrange the mass production asap.
Thanks and best regards,
4.开发信RE:the SECRET how to reduce mouse cost
Good Qkie electronic technology Co.,ltd trading here, exporting MOUSE / KEYBOARD with good quality and low price in US. We are pleased to enclose you our ENTERPRISE CULTURE,pls kindly check. Call me, let's talk details.
BR,
Star
各种询盘回复范本
高效回盘5大要诀
及时：接到买家询盘，要给予及时反馈，确保询盘回复有效性。通常在1小时内完成回询盘，订单生成的率高达70%，回时间超过10小时，会大大降低订单生成率。
专业：卖家应具备丰富的行业知识，对于客户关于产品方面询问，能够给予专业解答。
准确：要将回复信写得很清楚，首先要正确理解买家来函的准确意思，如有不清楚的地方，则应立即去函向客户询问了解，切忌一知半解。
具体：尽量一次性多传达自己的意思，以免来回沟通错过了商机。
格式：格式一般分为称呼、正文、敬祝语、落款几个部分，语言简洁准确，避免出现语法和拼写的错误。鉴于东西方文化的差异建议回答卖家问题直截了当，一般疑问句建议先回答yes或者no，然后再补充自己需要说明的。 回盘参考模版
不同状态下订单，回复询盘的方式和技巧各有不同。下面将订单状态大致分为一下几类：
1、未付款询盘回复：
第一主动出击，当买家下单后应及时主动与买家联系，联系内容可以按照先后顺序包括为打招呼，对产品进一步的介绍，并告知请付款以及时查看库存备货，尽快发货。下面一个不错的回复：
Dear XXX,
2、已付款订单的回复：主要内容包括确认产品的规格，尺码等等具体事宜，表现卖家的专业性下面是一个不错的例子：
3、发货后的回复：
从货物离开中国海关至买家收到货物建议每个阶段卖家都给买家发一封邮件通知买家，直到买家收到货为止。因为买家付款后都急于收到货物，而邮寄过程一般又是5-10天不确定的，因此这样随时通知买家货物状态一是表现自己商业城信度二是及时的沟通能让买家不再急切询问。
A、告诉买家订单详情
Dear Customer，
The item you order is already shipped and the tracking number is XXXXX
The mail status is as follows:
SHANGHAI
Dispatch from Sorting Center
This is the status of your order. You will get it soon.
Thanks for your support and understanding.
B、询问是否收到货物
敬启者；
我们从阿里巴巴得知贵公司的名称。
我们公司是一个专营纺织品的大规模的公司，在世界市场上享有良好的声誉。现在，我方公司将会每月为贵公司能提供新的设计。
我方公司将写信与贵公司建立直接的业务关系。
如果贵公司想要下订单，请告知，如按贵公司的有需要我们将很乐意求提供我们的.设计样本册，为了更好的准备货物如有现货订单，我方在收到你方订单之后三天之内装运。
我们期待你的回复。
敬上，
范文二：
Dear Sirs;
The Bbank of Cchina Shanghai Branch has informed us that your company is a large importer of textiles products. We have the pleasure of introducing ourselves to you ,our company is as a local
the largest textile manufactures in our area. Enclosed please find varies pictures of a variety of our quality textiles picture products.
Besides, we are desirous of the details of your requirement, so as to provide better service.
1 Your specialized in market/
2 Categories of your specialized products
We are looking forward to establishing long-term business relations.
范文三：
March 7,
Dear sirs,
We have your name from Messrs. Smith Co.
Our company is a large leading cooperation specializing in textiles items. We have been engaged in this line for 20 years, ()and have business relations with many countries in Southeast Asia.
We are writing you to enter into direct business relations with you. We hope you can send us the latest product catalog and pricelist.
We are looking forward to your inquiry.
Yours Sincerely,
Jone Smith
Manager of Import Department
范文四：
Thank for your letter of March 7th, informing us of your interest in our product. We look forward to establishing positive business relationship with your corporation.
We are mainly dealing in the export of Chinese light industrial products. We are convinced that our joint business efforts will be to our mutual benefits.
As requested, a booklet including a general introduction of our latest product catalog together with our samples. Should you require any further information, please do not hesitate to let us know.
Would you please send us your catalogue together with detailed quotations?
请寄样品目录单及详细价格单好吗?
Would you inform us of the prices at which you can supply?
请告之你方能出示的价格好吗?
Would you please give me an indication of the price? 请你们提出一个估计价格好吗?
7. May I…? ― 我可以……吗?
May I know the main line you deal in?
请问你方主要经营哪些种类商品?
May I have a price list with specifications? 能给我一份注有货物规格的价格单吗?
May I take the catalogue back with me so that I may be able to look into it more closely?
请问我能否把目录单带回去进一步研究一下?
8. We’d like to … ― 我们想……
We’d like to know your availability and conditions of sale of this line.
我们想了解一下贵方在这方面的供货能力及销售条件。
We’d like to have your lowest quotations CIF Seattle.
我们希望你报西雅图 CIF 最低价。
We’d like to place a large order with you if the price is favourable.
若贵方价格优惠，我方可以向你方大量订货。
9. Could you…? ― 你们能……吗?
Could you make offers for the items listed in your catalog.
目录中所列的商品你们能报价吗?
Could you tell me the prices of these goods? 你们能报一下这些产品的价格吗?
Could you give us an indication of your price? 请你们先提出一个估计价格好吗/
Could you give us some idea about your prices? 请你们介绍一下你方的价格好吗?
11 、Then we'd have some ideas of what you'll beneeding
那么我们就会心中有点儿数，知道你们需要什么了。
12、 I can't say for certain off-hand.
我还不能马上说定。
13、 Better have something we can get our hands onrather than just spend all our time talking.
有些实际材料拿到手总比坐着闲聊强。
14、 It'll be easier for us to get down to factsthen.
这样就容易进行实质性的谈判了。
15 、But wouldn't you like to spend an extra day ortwo here?
你们不愿意在北京多待一天吗?
16、 I'm afraid that won't be possible,much as we'dlike to.
尽管我们很想这样做，但恐怕不行了。
17 、We've got to report back to the headoffice.
我们还要回去向总部汇报情况呢。
18、 Thank you for you cooperation.
谢谢你们的合作。
19 、We've arranged our schedule without anytrouble.
我们已经很顺利地把活动日程安排好了。
20、 Here is a copy of itinerary we have worked outfor you and your you please have a look at it?
这是我们为你和你的朋友拟定的活动日程安排。请过目一下，好吗?
Dear,
We are a joint venture specializing in the . We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our online company introduction at Http://. which includes our latest product line.
Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements.
We are looking forward to your prompt reply.
Sincerely,
$objec
要求按现金提货方式装运订货
Thank you for your order dated 28 April for 40 widgets. We would like to arrange for immediate shipment. Unfortunately, we do not have sufficient credit information to offer you open account terms at this time. Would it be acceptable to ship this order cash on delivery?
If you wish to receive open account terms for your next order, please provide us with the standard financial statement and bank reference. This information will be held in the strictest confidence.
We look forward to hearing from you.
Yours sincerely,
Hillary
延迟付款
Thank you for your letter dated 24 March. We are very sorry to hear about your company’s current financial problems.
We have considered your request to delay payment of your outstanding balance of US$ until 1 May of this year. We are happy to tell you that we can agree to your proposal.
We must add, however, that this preferential treatment is being given only because of your current circumstances. It cannot be taken as a precedent for our future commercial relationship.
We wish you better times ahead.
确认供货
As a result of our recent exchange of information, we have a strong interest to work with your proposal.
Please see the following terms and conditions as a confirmation of the start of our business relationship.
Product Name:
Spec. Number:
Quantity:
Price:
Packing:
Payment:
We hope that this first transaction will come to a successful conclusion for both of us. We look forward to continuing a mutually beneficial trade between our companies.
we had your enclosed drawings of 5 types of machines in your letter feb. 2, . would you please inform us by return of the price, discounts, terms of payment and the time when you can deliver them. if your quotations are suitable and the quality proves good, we’ll be pleased to invite your representative over for detailed discussion.
我方收到贵方2月2日函及随函所附有关5种机械的图纸。
请函报有关机械的价格、折扣、付款方式及最早的交货时间。
如果报价合理并能证明质量优秀，我方将邀请贵方的代表过来详谈。
我们已向该公司提出询价( 询盘 )。
we addressed our inquiry to the firm。
对该公司的询价信，我们已经回复。
we answered the inquiry received from the firm。
我公司已收到，该公司关于这类商品的 询盘 。
we have an inquiry for the goods received from the firm。
我们已邀请客户对该商品提出询价。
we invited inquiries for the goods from the customers。
敬请将贵公司的进口商品目录寄来为荷。
will you please let us have a list of items that are imported by you。
如能得到贵方特殊的询价，则甚为感谢。
we shall be glad to have your specific inquiry。
敬请惠寄报价单和样品可否? 请酌。
would you care to send us some samples with the quotations。
由于这一次订购是合同的组成部分，请提供最好的条件。
please put us on your best terms，as this order forms part of a contract。
请告知以现金支付的优惠条款和折扣比例。
please state your best terms and discount for cash。
由于打折扣，请告知最好的装货(船)条件。
please put us on your very best shipping terms as regards discount。
请告知该商品的价格和质量。
please let us have information as to the price and quality of the goods。
请对日本生产的合成纤维的制品，如尼龙、维尼龙、莎纶等报最低价格。
please quote us your lowest price for sundry goods，including synthetic fiber good，including synthetic fiber goods，such as nylon，vinylon，and saran made in japan。
敬请告知该货以现金支付的最低价格。
kindly favour us with the lowest cash price for the goods。
敬请告知贵公司可供应的上等砂糖的数量和价格。
kindly let us know at what price you are able to deliver quantities of best refined sugar。
请报德克萨斯州产中等棉花50包、11月份交货的最低价格是多少?
at what lowest price can you quote for 50 bales middling texas cotton for november?
请报10英担、一级软木(瓶)塞的最低价格。
please quote us the lowest price for ten cork。
请对上述产品报运至我方工厂交货的最低价格。
we shall be obliged by a quotation of your lowest price for the said goods free delivered at our works。
请贵方惠寄商品目录并报价、谢谢。
i shall be glad if you will send me your catalogue together with quotations。
请对该商品报最低价。
please quote us your lowest prices for the goods。
贵公司7月1日来函就该商品优惠条件的 询盘 敬悉。
we have received your letter of july 1，enquiring about the best terms of the goods。
如收到贵司对机械产品的询价，我们将甚表谢意。
we shall be pleased to receive your enquiries for the machineries。
如能告知该商品的详细情况，则不胜感谢。
we would appreciate receiving details regarding the commodities。
如您能告知该商品的现行价格，将不胜感谢。
we would appreciate it if you will please let us know the ruling prices of the goods。
we are pleased to receive your letter of 5 july and enclose our catalogue and price list. also by separate post we are sending you the samples of our products. our catalogue contains items and their specifications of our supplies. through comparing our prices with those of other suppliers, you will appreciate the moderate prices of ours. for a total purchase of not less than 100,000 and not more than 200,000 american dollars, we would allow a discount of 10% and for a purchase larger than 200,000 american dollars, we would allow a 20% special discount.
很高兴收到贵公司7月5日来函。现寄上产品目录与价目表。同时另封寄去样品，请查收。
所寄产品目录包括本公司产品的品名、规格。与其他厂商的价格比较，我方的.报价定会使贵方满意。
凡总定购量超过100,000美元但不足200,000美元者，我方将给予10%的折扣;凡总定购量超过200,000美元者，我方将给予20%的折扣。
Write an inquiry letter to ask for more information concerning a product, service or other information about a product or service. These letters are often written in response to an advertisement that we have seen in the paper, a magazine, a commercial on television when we are interested in purchasing a product, but would like more information before making a decision. Inquiries are also written to ask for business contact information to develop new business. For further types of business letters use this guide to different types of business letters to refine your skills for specific business purposes such as making inquiries, adjusting claims, writing cover letters and more.
撰写询盘信用来咨询关于产品，服务或者其它同产品或服务相关的信息。这些信件经常是在在报纸、杂志和商业广告上看到自己感兴趣想要购买的产品之后而做出的反应，但我们希望在做决定前了解相关产品的更多信息。询盘信也可以用于寻求业务联系信息来发展新业务。用以下准则撰写不同类型的商业信件，为具体的商业目的来改善你的书写技巧。例如：询问信息，调整索赔，书写附函等等。
Remember to place your or your company's address at the top of the letter (or use your company's letterhead) followed by the address of the company you are writing to. The date can either be placed double spaced down or to the right.
记住把你的住址或者公司的地址写在信件的抬头(或者使用公司印有抬头的信笺)，紧随你要寄往的公司的地址的下面。写信日期既可以写在随后空两行下面或者写在右边。
Important Language to Remember
重要的语言表达
The Start: Dear Sir or Madam
开头：亲爱的先生/女生
To Whom It May Concern - (very formal as you do not know the person to whom you are writing)
敬启者(非常正式的表达，用于你不知道对方收件人的身份的时候)
Giving Reference: With reference to your advertisement (ad) in...
参考背景信息：关于贵公司在……上的广告……
Regarding your advertisement (ad) in ...
关于贵公司在……上的广告
Requesting a Catalog, Brochure, Etc.: After the reference, add a comma and continue - ... , would (Could) you please send me ...
需要目录，产品小册子等等：在写完参考背景信息后，加一个逗号，继续写……麻烦你们能发送给我……
Requesting Further Information: I would also like to know ...
询问更多信息：我想知道….
Could you tell me whether ...
你能告诉我是否……
Signature: Yours faithfully - (very formal as you do not know the person to whom you are writing)
签名：祝愿一切顺利(给不知姓名者的正式信件的结尾客套语)
An Example Letter
信函模板
Kenneth Beare
2520 Visita Avenue
Olympia, WA 98501
Jackson Brothers
3487 23rd Street
New York, NY 1
September 12, 2000
To Whom It May Concern:
With reference to your advertisement in yesterday's New York Times, could you please send me a copy of your latest catalog. I would also like to know if it is possible to makepurchases online.
Yours faithfully
(Signature)
Administrative Director
English Learners & Company
肯尼斯 贝尔
2520 Visita大道
奥林匹亚 华盛顿州98501
杰克森兄弟
3457 第23条街
纽约，纽约12009
209月12号
敬启者：
Dear ,
I received the boots but I can't sell them because the Gucci box was ripped up if you can't secure the packages better than that then you will not be hearing from me again!
I am very sorry to hear that. The damage must happened during transportation. I usually make sure everything is in good condition before shipping products out. I make sure giving you more discounts to make up when you buy from me next time. Thanks for your understanding.
回复询盘 告知无货
referring to your letter of 5 june, we very much regret that we are unable to make you an offer for the goods you demand. the reason is that the product you need has been out of stock. what’s more our manufacturers have declined orders because of shortage of raw materials.
we shall, however, file your inquiry and cable you our offers as soon as we have got supplies.
我方收到贵公司6月5日来函，但非常遗憾，我方无法对贵方所需产品报盘。其原因是，此货品在我处已经脱销。而且，由于原料短缺，生产厂家已经拒绝了我方订单。
我方已将贵方询函备案，一经有货，我方将以电报报盘。
回复询盘 ，量大折价
所寄产品目录包括本公司产品的品名、规格。与其他厂商的价格比较，我方的报价定会使贵方满意。
光阴荏苒，一个月的实习将要划上圆满的句号。通过本次实习，让我得到了丰实的磨炼，是一次非常有意义的实践活动，为我今后走上讲台做一位合格人民教师作了良好的铺垫。同时也是我大学期间最令人难忘的一段求学时光。
实习期间，我严格要求自己，努力做到。虚心听取指导老师意见，认真备好和上好每节课，真诚对待每一位学生，尽责各个工作环节。在讲课中，我不断吸取教训，学有所成。学会怎样引导学生，活跃课堂气氛，让学生更好更透彻地学会知识。当然，要成为一位优秀教师，还要不断努力，学习更多的经验和技能。在班主任工作中，我懂得用博爱和宽容的心去对待每位学生，让快生和慢生都得到更好的发展。但由于时间有限，我觉得还有很多东西有待我去学习。
在这些天的实习中，我受益匪浅，让我有机会将理论与实践有机地结合起来。站在教育最前线，面对双双求知的眼睛，心中倍感任重而道远。教然后而知困，给学生一滴水，需要老师拥有一水库都不为过。今后我一定要更加勤奋学习，做一位优秀园丁，把祖国花朵浇灌得更加艳丽。
饮水思源，能够圆满结束这次有意义的实习活动，离不开实习学校领导和老师的关怀和指导，离不开带队老师的关怀和指导，离不开队友们的支持和帮助。在此我一一深表谢意。虽然今天我是一名普通的实习生，但明天我有信心成为一名优秀的人民教师。努力用智慧和汗水来回馈社会，报效祖国。
时光飞逝，一转眼我从学校步入社会实习工作已经有两三个月的时间了，在工作中，我本着严以律己的思想，认真对待和做好每一项工作。与工作相关的事上，不懂则虚心向同事请教，不断的提高和充实自己，同事也提高自己的工作效率。作为一个应届毕业生，初来公司，曾经很担心不知该怎么与人共处，该如何做好工作；但是公司宽松融洽的工作氛围、团结向上的精神，让我很快完成了从学生到职员的转变。
两三个月，虽说不长也不短，在这段时间里我学到了不少。刚开始的一周，许多事情都是云里雾里，自己也很迷茫，但随着同事的指导，我渐渐步入正轨，一开始就是按着指示做事，自己思考较少，后来随着事情多了起来，开始懂得如何好好安排自己的工作，做好计划，按着计划一步一步来完成工作。为自己列一个计划来行事用许多好处，一来起到统筹规划的作用，二来按部就班的做事，才能把事情做到井井有条，同时也提醒着自己当天的事要当天完成，提高了工作效率。
每天上班的第一件事就是查看邮件，看看有没有客人的最新回复或询盘，如果有新询盘第一时间反馈给采购，让采购及时报价以便在尽快的时间内回复给客人。若是客人的回复，则继续跟进，回复客人的邮件。跟进询盘时，根据客人的需求向客人发送产品照片推荐产品。
在开发客人这一工作上，我在一个多月的时间内接到了第一张订单，能接到这张订单，我要非常感谢我的同事们对我的帮助，没有他们耐心细心的指导和帮助，单凭我一人在没有实践经验的情况下是无法做到的。都说外贸是长跑，有些人跑了很久仍无法跑出成绩。而我在一个多月的时间内小有成绩，这笔订单着实鼓舞着我再接再厉，长跑仍未结束，还需要不骄不躁，沉得住气，静下心来，好好对待每一位客人，认真回复好每一封邮件。对每一位客人及时进行总结，在开发客人时或订单进行时要处于主动位置，带领着客人朝我们预期的路线走，而不是被动的等待客人指定要做什么。
初入职场，许多不懂的事情仍需前辈指导；各种经历也让我不断成熟，在处理各种问题时考虑得更全面，避免不必要的失误发生。同时我也认识到自己还有许多不足之处，深知自己还有许多需要努力学习的地方。我会在日后的工作中继续学习，与同事同行不断交流和总结经验。
1. I write you to ask about… ― 我来信是询问……
I write you to ask about Melon Seeds, first and second quality.
我来信是询问有关一级品和二级品瓜子的价格。
I write you to ask about the tea of various quality.
我来信是询问各种品质的茶叶价格。
I write you to ask about your Cow Hides.
我来信是询问你们的牛皮价格。
2. Are those prices…?― 这些价格是……价吗?
Are those prices FOB or CIF ? 这些价格是离岸零售价格还是到岸价格?
Are those prices opening or closing? 这些价格是开盘价还是这样收盘价?
3. That sounds very… ― 那似乎非常……
That sounds very impressive.那似乎非常好。
That sounds very good.那似乎很好。
That sounds very reasonable. 那似乎还合理。
4. There’s one problem… ― 有一个问题……
There’s one problem. 有一个问题。
There’s one problem to be mentioned. 有一个问题要提出来。
There’s one problem that I hate to mention ,but… 有一个问题我本不愿提起，但是……
5. The price you quoted is…― 您报的价格……
The price you quoted is quite good for your country. 您报的价格相当适合贵国。
The price you quoted is a little stiff. 您报的价格有点偏高。
The price you quoted is a little stiff for exporting. 您报的价格对出口而言，有点偏高。
6. Would you please…? ― 请您…好吗?
Would you please give me a quotation? 您报个价好吗?
Would you please leave us your catalogue and price list? 您可以给我目录单和价格单吗?
Would you please tell us the quantity that can be supplied from stock?
您能告诉我们可供现货的数量吗?
外贸函电的规范与否直接影响到客户对公司的印象，对于外贸人员来说，每天写外贸函电，回复函电。你的函电是否规范呢? 把直接的函电于下文对照看看。。。
说明涨价原因
Enclosed is our new price list which will come into effect 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. The explanation for our increased prices stems from the fact that we are now paying 10% more for our raw materials than we were paying last year, along with some of our subcontractors having raised their prices as much as 15%.
As you know, we take great pride in our product an dare proud of the reputation for quality and dependability we have built over 15years. We will not compromise that reputation because of raising costs. We have, therefore, decided to raise the price of some of our products.
We hope you will understand our position and look forward to your cooperation.
With best regards,
说服买家涨价之前下单
This is regarding our quotation dated 2 November, and our mail offer dated 8 November concerning the supply of widgets(小机具).We are prepared to keep our offer open until the end of this month.
For your information, the market is firm and growing. There is very little likelihood of any significant change in the visible future. As this product is in great demand and the supply is limited, to secure your order, we would recommend that you accept this offer without delay.
对价格作出让步
Thank you for your mail. We are disappointed to hear that our price for your required product is too high for your acceptance. You mentioned that Japanese goods are being offered to you at a price approximately 8% lower than our quote.
We accept your position, but we are of the opinion that the quality of the other makes does not measure up to that of our products. Although we are keen to do business with you, we regret that we cannot accept your counter offer.
We do want to try and work with you, and meet your request, but the best we can do is to reduce our previous quotation by 3%.We hope that this will meet your approval.
答复在30日有效期的信用状付款的建议
Thank you for your order of 500b/w TV sets by your letter dated 17 July.
We have considered your proposal to pay by a 30-day letter of credit. We do not usually accept time credit; however, in view of our long and mutually beneficial relationship, we are willing to make an exception this time.
I must stress that this departure from our usual practice relates to this transaction only. This one-time accommodation does not set a precedent for future transactions.
I am enclosing our sales contract covering the order. I would be grateful if you would follow the usual procedure.
答复直接付款的要求
Thank you for your letter dated 2 October requesting payment against documents for contracts and 483.
We are pleased to say that we agree to your request. We wish, however, to make it clear that in our future transactions, involved for each transaction is less than US$5,000 or the equivalent in Renminbi. Should the amount exceed that figure, payment by letter of credit will be required.
We would like to say that this exception is allowed only in light of our long and mutually beneficial association.
外贸英语900句之 询盘 Inquiry
Heavy enquiries witness the quality of our products.
大量询盘证明我们产品质量过硬。
As soon as the price picks up, enquiries will revive.
一旦价格回升，询盘将恢复活跃。
Enquiries for carpets are getting more numerous.
对地毯的询盘日益增加。
Enquiries are so large that we can only than allot you 200 cases.
询盘如此之多，我们只能分给你们200箱货。
Enquiries are dwindling.
询盘正在减少。
Enquiries are dried up.
询盘正在绝迹。
They promised to transfer their future enquiries to Chinese Corporations.
他们答应将以后的询盘转给中国公司
Generally speaking, inquiries are made by the buyers.
询盘一般由买方发出。
Mr. Baker is sent to Beijing to make an inquiry at China National Textiles Corporation.
贝克先生来北京向中国纺织公司进行询价。
We regret that the goods you inquire about are not available.
很遗憾，你们所询的货物现在无货。
In the import and export business, we often make inquiries at foreign suppliers.
在进出口交易中，我们常向外商询价。
To make an inquiry about our oranges, a representative of the Japanese company paid us a visit.
为了对我们的橙子询价，那家日本公司的一名代表访问了我们。
We cannot take care of your enquiry at present.
我们现在无力顾及你方的询盘。
Your enquiry is too vague to enable us to reply you.
你们的询盘不明确，我们无法答复。
Now that we've already made an inquiry about your articles, will you please reply as soon as possible?
既然我们已经对你们产品询价，可否尽快给予答复？
China National Silk Corporation received the inquiry sheet sent by a British company.
中国丝绸公司收到了英国一家公司的'询价单。
Thank you for your inquiry.
谢谢你们的询价。
Words and Phrases
inquire 询盘；询价；询购
to inquire about 对...询价
to make an inquiry 发出询盘；向...询价
inquirer 询价者
enquiry 询盘
inquiry sheet 询价单
specific inquiry 具体询盘
an occasional inquiry 偶尔询盘
to keep inquiry in mind 记住询盘
（二）
May I have an idea of your prices?
可以了解一下你们的价格吗？
Can you give me an indication of price?
你能给我一个估价吗？
Please let us kno
如何表达在涨价前订货
Thank you for your letter of October 10 for business copiers. We are now sending you our price-list and catalog of the newest types that are under production and we can supply at once from stock.
We want to notice you that prices of copier parts and components have gone up steadily since the second half of the year. Though we have tried hard to keep our quotations down, we are afraid the margin for keeping on going like this will not long. Therefore, we suggest that you will let us have your order before further rises in costs, which will lead to a raise in prices very soon unavoidably.
感谢贵方10月10日关于商用复印机的询函。现随函奉送本公司正在生产的、并有现货供应的最新型号的产品清单和价目表。
我方想告诉贵方，自下半年以来，复印机的零、部件价格一直不断增长。尽管我方尽量压低报价，但恐怕有此余地的时间不会太久。因此，建议贵方在零、部件再次涨价，并不可避免地引起成品涨价之前便向我方订货。
要求及时供货
We understand that you are the agent for the White Tiger ties. We enclose our order for 1000 dozens of the White Tiger ties. Please note that we need these goods rather urgently as Christmas is drawing near. If you could supply goods timely for seasons, we would make repeated orders, provided prices are reasonable. Payment for the enclosed order will be made on a draft at sight under our letter of credit opened in your favor on receipt of your confirmation that the goods are sent out, and can be delivered before 1, December, .
获悉贵公司为“白虎牌领带”的代理商。兹附上1000打白虎牌领带订单一份。
请注意，由于 圣诞节 在即，本公司急需这批货物。如果贵公司能够及时供应时令货品，而且价格公道，我方将继续订货。
此票订单之货款，待确认贵方已于12月1日前发货之后，本公司即向贵公司开出见票即付的 信用证 。
要求代理商报价
We have read in China Daily that you are the exclusive agent for Hi-Fi Corporation of Africa and Asia. Would you please send us price-lists and catalogues of all the Hi-Fi wireless products and terms of payment. Please advise if you would grant special terms for an annual trade over 1 million . dollars. A visit of your representative would be appreciated. Perhaps he could bring the newest samples of the 999 hand phone, an item of growing interest here.
我方从《中国日报》上获知，贵公司为高保真公司在非洲和亚洲的独家代理商。
请惠送该公司所有无线通讯产品的目录、价目表及付款条件，并请告知，如果每年交易额达100万美元以上，是否可获得特别条件。
敬请贵方派代表来与我们洽谈，并携带最新999型手机样品，该产品在此地销路看好。
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.
__________
同意修改付款条件
We thank you for your letter dated 6 June and are pleased to acknowledge your order No. 463 of the same date for ceramic tiles.
The modified terms of payment you propose are quite acceptable and a telex has been dispatched to you to this effect.
All the items in your order can be supplied from stock and will be packed and shipped immediately upon the remittance by telegraphic transfer being received.
The following documents will be air mailed to you immediately after shipment is made:
1. Bill of lading in duplicate
2. Invoice, FOB Shanghai in triplicate
3. Guarantee of quality
We will, of course, notify you by telex as soon as your order is shipped.
You can rely on us to give prompt attention to this and any future orders you may place with us.
就要求以承兑交单付款作答复
Thank you for your request for a trial delivery of ceramic resistors but regret to say that we cannot agree to your proposal.
As an exception, the best we can do for the trial delivery is to offer you direct payment at sight terms.
If you accept our proposal, you run very little risk, since our brand products are well known for the quality, attractive design and reasonable price. Our lines sell very well all over the world and have done so for the last 30 years. We do not think you will have any difficulty in achieving a satisfactory performance with this item.
If you find our proposal acceptable, please let us know and we can then expedite the transaction.
要求开立信用状
This is in regards to your order for 5,000widgets and our sales confirmation No. 341. We would like to remind you that the delivery date is approaching and we have not yet received the covering letter of credit.
We would be grateful if you would expedite the 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 accordance with the terms of the contract.
We look forward to receiving your response at an early date.
修改信用状
Your letter of credit issued by the Royal Bank of Canada has arrived.
Upon further examination, we have found that transshipment and partial shipment are not allowed.
As direct sailings to Portugal are infrequent, we have to transshipment may be necessary. With regard to partial shipment, it would speed matters up if we have in stock instead of waiting for the whole shipment to be completed.
With this in mind, I send you a letter today asking for the letter of credit to be amended to read “part shipment and transshipment allowed”.
I trust this amendment will meet your approval and you will send e-mail to us that effect without delay.
延长信用状期限
Thank you for your letter of credit covering your order for 10,000 widgets.
We regret to say that, owing to a delay on the part of our suppliers, 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 for shipment in the early part of August. We are arranging to ship it on the Great Wall-sailing from Shanghai on 7 August.
We are looking forward to receiving your faxed extension to the letter of credit so that we can effect shipment of the goods.
We send our sincere apologies for the delay and trust that it will not inconvenience you.
请示提供信用资料
Thank you for you interest in our products. We hope the samples we sent you on 5 February were up to your expectations.
We would like to sort out the credit formalities as soon as possible possible so that we can begin trading. Could you provide us that we can begin trading. Could you provide us with the requisite financial information so that we can open your new account immediately?
Please include a recent financial statement, the name of your bank and references,together with any other relevant credit details. The information you provide will, of course, be held in the strictest confidence.
We look forward to a long and prosperous relationship with your company.
拒绝赊销
Thank you for your order No. 6565 dated 1 July for 100widgets.
I regret to say that our records show that we do not have sufficient letter of credit. We can fulfill your order only upon the receipt of a confirmed, irrevocable letter of credit.
We are sorry for the delay and await your instructions.
一、买家询盘为泛问所有产品
询盘格式通常如下：
We are interested in all your products, could you please send us more information and samples about your products and price list?
可参考如下模板回复：
DearSir/ Madam,
Thanks for your inquiry at .
We are professional supplier for plush toys at competitive price, located in Nanjing City, Jiangsu Province. Here is the attachment with some pictures of our products that may suit your requirements, for more, please check our website, and select the products that you’re interested in.
We have great interest in developing business with you, should you have any inquiries or comments, we would be glad to talk in details through MSN：XXX mails or any way you like.
(附件内容可挑选一些公司主打产品)
客户泛泛咨询时，往往真实购买意图一般，除非其正好需要/感兴趣您现在的产品或您挑选出的主打产品。对能给予继续回复的客户应继续重点追踪，没有回复的客户则可以考虑不必花费大量时间追踪。
二、买家询盘为针对公司具体产品发的询价
此类询价目标性较强，真实有效性较高，需重点跟进。已经根据买家询盘内容做出了具体回复，并同时报了价格，但买家没有再发邮件过来。
建议可发以下类似邮件提醒买家：
Good morning!
For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of XXX dated XXX according to your relativeinquiry at . Have you got (or checked) the prices or not? Any comments by return will be much appreciated. (可根据客户要求的产品加上自己产品的特色)It will be our big pleasure if we have opportunities tobe on service of you in near future.
Looking forward to your prompt response.
(可将第一次发给客户的邮件内容附在邮件下方以提醒买家第一次邮件回复内容。)
若过段时间，买家还是没有回复邮件，建议可再发如下类似邮件再次追踪：
How are you? Hope everything is ok with you all along.
Now I am writing for keeping in touch with you for further business. If any new inquiry, welcome here and I will try my best to satisfy you well with competitive prices as per your request.
By the way, how about your order (or business) with item XXX? If still pending,I would like to offer our latest prices to promote an opportunity to cooperatewith each other.
如果连续三封邮件发出去之后买家仍然无动于衷，基本证明买家可能对您产品/价格不感兴趣或者由于其他原因暂时不需要您的产品，我们应暂时搁置，将时间用在继续寻找新的目标客户上。
当然也有很多非常好的买家会被您的毅力感动，回复告诉您一些关于产品进展的情况，我们千万不可急于求成，而应按照客户的提示有针对性得去保持追踪。
以下为几种经常收到的买家回复：
1、客户收到跟进邮件后，如果觉得还没有对我们产品有需求的话，他/她一般都会说以后联系，不管怎样，能让客户回复已经不错了，说明以后还是有机会的：
Dear，
I’m doing fine, thanks for your information.
I’m still in the planning of building my new house, due to the work constrain Idecided to delay it first.
Anyway I will contact you once I decided. Thanks!
2、收邮件的人不是公司决策者
Thank you! I received your email and I sent it to my boss. He didn't tell me anything just now.
I will contact you soon once got any news.
3、告诉您不及时回复邮件的原因
I receive more than 10 offers every day and it will take me some times to look into each and every offers. I will contact you in the future if you are in ourselection of companies.
Many thanks for your co-operation.
跟进技巧：这类客户建议可通过发新产品介绍或者新报价的方式来保持联系，相信时间久了成为您客户的可能性还是比较大的。至少让买家对您留有印象，即使暂时不需要您的产品，日后有需要的时候也会首先想到您。
4、可能暂时不需要您的产品，但会问其他产品或者详细咨询一些与产品相关的问题，如：
Please excuse the delay in my reply.
I have been so busy searching through all the mails, concerning the plush toys project.
May I ask you, where you purchase your soft fabric for the toys? We have acustomer who is interested in this subject.
In the coming days, I will reply concerning some samples.
跟进技巧：这样的客户就要根据公司的实际情况来回复了，建议不管能否帮得上忙都能给些回复和建议，暂时不能成为客户也可以先做朋友嘛，至少他问的是与您产品相关的问题，中国有句俗话“多个朋友多条财路”，特别是生意上的朋友!
5、想借机刺探军情的
Sorry for the late reply. I will get back with you later.
I am very busy at the moment. If you have US customer as reference, that would help a lot.
I am not here to steal information. We use reference in US to generate trust,just like you have “connections” (friends) among Chinese.
跟进技巧：
应对这样的买家，如果公司在US地区有关系较好，规模较大的老客户，不妨挑选两个介绍给他/她，这样很能显示您的实力。但回复之前还是应根据公司具体产品在这个地区的推广情况来做妥当回复，站在买家立场多思考其询问的真正目的，一般简单告知公司名称即可，谨慎透露对方联系方式。
如果在US地区没有客户，可以多介绍一些其他国家的客户来显示公司实力，同时向买家暗示我们在US地区还没有合作伙伴，如果您和我合作，将会帮助您开发整个US市场。
6、讨价还价
Thanks for your reply, I have received your quote and I am currently looking through all of the quotations that I have received. Currently your prices aren't the best but your products are very good. If you could make your prices morecompetitive I am sure we would be putting an order in with you very soon.
跟进技巧：可根据具体价格情况回复客户，或通过询问客户订单量大小来做可能范围内的让步。
总结：
做外贸要有耐性，对于外贸询盘要保持跟进。由于客户每天都会收到很多邮件，如果我们不及时跟进，往往买家就会忽略我们，所以应该积极采取跟进措施。
With the development of science and technology, more and more people are keen on online shopping. I think online shopping has its advantages and disadvantages. First of all, it's convenient for us to shop at home instead of going to the store.
Where we may spend too much time, it can save our time. Especially when some people are too busy to vent, it will bring us some problems. We can't see the quality of the goods we want to buy, and we can't try them on, so we don't know whether it's suitable for us In my opinion, we should think carefully before shopping online, if maybe we'd better go shopping in the store.
中文翻译：
may i have an idea of your prices?
可以了解一下你们的价格吗?
can you give me an indication of price?
你能给我一个估价吗?
please let us know your lowest possible prices for the relevant goods.
请告知你们有关商品的最低价。
if your prices are favorable, i can place the order right away.
如果你们的价格优惠，我们可以马上订货。
when can i have your firm . prices, mr. li?
李先生，什么时候能得到你们到岸价的实盘?
we’d rather have you quote us .
我们希望你们报离岸价格。
would you tell us your best prices . hamberg for the chairs.
请告诉你方椅子到汉堡到岸价的最低价格。
words and phrases
favorable 优惠的
firm price 实价，实盘
will you please tell the quantity you require so as to enable us to sort out the offers?
为了便于我方报价，可以告诉我们你们所要的数量吗?
we’d like to know what you can offer as well as your sales conditions.
我们想了解你们能供应什么，以及你们的销售条件。
how long does it usually take you to make delivery?
你们通常要多久才能交货?
could you make prompt delivery?
可以即期交货吗?
外贸行业人员日常用语：询盘的提出
we addressed our inquiry to the firm.
对该公司的询价信, 我们已经回复。
we answered the inquiry received from the firm.
我公司已收到, 该公司关于这类商品的 询盘 。
we have an inquiry for the goods received from the firm.
we invited inquiries for the goods from the customers.
will you please let us have a list of items that are imported by you.
如能得到贵方特殊的询价, 则甚为感谢。
we shall be glad to have your specific inquiry.
would you care to send us some samples with the quotations.
由于这一次订购是合同的组成部分, 请提供最好的条件。
please put us on your best terms, as this order forms part of a contract.
please state your best terms and discount for cash.
由于打折扣, 请告知最好的装货(船)条件。
please put us on your very best shipping terms as regards discount.
please let us have information as to the price and quality of the goods.
请对日本生产的合成纤维的制品, 如尼龙、维尼龙、莎纶等报最低价格。
please quote us your lowest price for sundry goods, including synthetic fiber good, including synthetic fiber goods, such as nylon, vinylon, and saran made in japan.
kindly favour us with the lowest cash price for the goods.
kindly let us know at what price you are able to deliver quantities of best refined sugar.
please quote us the lowest price for ten cwt. best cork.
we shall be obliged by a quotation of your lowest price for the said goods free delivered at our works.
i shall be glad if you will send me your catalogue together with quotations.
please quote us your lowest prices for the goods.
we have received your letter of july 1, enquiring about the best terms of the goods.
如收到贵司对机械产品的询价, 我们将甚表谢意。
we shall be pleased to receive your enquiries for the machineries.
如能告知该商品的详细情况, 则不胜感谢。
we would appreciate receiving details regarding the commodities.
如您能告知该商品的现行价格, 将不胜感谢。
we would appreciate it if you will please let us know the ruling prices of the goods
根据广告询价
seeing your ad in“family life” we become interested in your silver wares of court styles. please quote us for the supply of the items listed on the enclosed query form and give your prices . shanghai. it would be appreciated if you include your earliest delivery date, terms of payment, and discounts for regular purchases.
我们看过贵公司登在《家庭生活》杂志上的广告，对你们的宫廷银器颇感兴趣。
请贵方按随函附表所列产品提供“.上海”报价，最好包括最快交货日期、付款条件及所能提供的定期购货折价。
承使馆推荐询价
we learn from the our embassy that you are producing for export hand-made shoes and gloves in natural leather. there is a steady demand here for high-class goods of this type, especially in unique designs. will you please send us your catalog, export prices and terms of payment, together with any samples you would like to let us examine.
从我国大使馆获悉贵公司制造并出口天然皮革材料的鞋类及手套。
我国有对此类高级产品稳定需求的市场，特别需要样式新颖的产品。请惠送贵公司的产品目录、出口价格、付款条件及所能提供的样品为荷。
按样品询价
we have a large demand for the supply of 50,000 meters brown serge, whose sample is enclosed to show you the shade and quality we require. please send your samples corresponding to our samples with the most reasonable price . singapore if you can supply within three months from now.
本公司需要5万公尺棕色斜纹布的大量供货。现随函附送我方所需货物的样品，以示其色调及品质。
若贵公司能在3个月内供货，请送供货样品，并提供新加坡港.最合理的报价。
贵方的稳定订户。
外贸采购询盘常用英语口语
做外贸采购工作经常要询盘，写英文询盘也是常事，写一份合适的外贸客户英文询盘信函对外贸工作很有帮助，分享几个英文询盘信函中的'常用语句，
英文询盘
Please let us know your lowest possible prices for the relevant goods.
If your prices are favorable, I can place the order right away.
When can I have your firm . prices, Mr. Li?
We’d rather have you quote us .
我们希望你们报离岸价格，
Would you tell us your best prices . Hamberg for the chairs.
Will you please tell the quantity you require so as to enable us to sort out the offers?
We’d like to know what you can offer as well as your sales conditions.
How long does it usually take you to make delivery?
Could you make prompt delivery?
1、 I've come to make sure that your stay inBeijing is a pleasant one.
我特地为你们安排使你们在北京的逗留愉快。
2 、You're going out of your way for us, Ibelieve.
我相信这是对我们的特殊照顾了。
3 、It's just the matter of the schedule,that is,ifit is convenient for you right now.
如果你们感到方便的话，我想现在讨论一下日程安排的问题。
4 、I think we can draw up a tentative plannow.
我认为现在可以先草拟一具临时方案。
5 、If he wants to make any changes,minoralternations can be made then.
如果他有什么意见的话，我们还可以对计划稍加修改。
6 、Is there any way of ensuring we'll have enoughtime for our talks?
我们是否能保证有充足的时间来谈判?
7、 So our evenings will be quite full then?
那么我们的活动在晚上也安排满了吗?
8 、We'll leave some evenings free,that is,if it isall right with you.
如果你们愿意的话，我们想留几个晚上供你们自由支配。
9、 We'd have to compare notes on what we'vediscussed during the day.
我们想用点时间来研究讨论一下白天谈判的情况。
10、 That'll put us both in the picture.
这样双方都能了解全面的情况。
鄂纪发﹝20_﹞3号
第一条为加强和改进对领导干部的教育、监督和管理，进一步严格和规范函询工作，根据《中国xxx党内监督条例（试行）》、《xxx行政监察法》以及《中央纪委中央组织部关于对党员领导干部进行诫勉谈话和函询的暂行办法》等制度规定，制定本办法。
第二条各级纪检监察机关对群众反映或者执纪监督中发现领导干部有关违纪问题线索，可以用发函的形式由本人作出解释说明的，适用本办法。
第三条纪检监察机关按照干部管理权限对领导干部进行函询。对省管干部、省备案管理干部的函询由省纪委、省监察厅统一进行。对其他县（处）级以下干部的函询由同级纪检监察机关负责。上级纪检监察机关可以根据具体情况，委托下级纪检监察机关对有关领导干部进行函询。
第四条对领导干部实施函询，按照下列程序进行：
（一）纪检监察机关相关内设机构对反映领导干部有关违纪问题的线索进行分析研究，对须由领导干部本人作出说明或解释的，报经分管领导和主要负责人批准后，向被反映领导干部发出函询通知（见附件）。
（二）函询对象在收到函询通知的十五个工作日内，应
当就函询问题实事求是地逐一作出书面回复，包括对问题的解释说明、具体整改措施等。对确因特殊情况不能在规定时间内回复的，函询对象应当报经纪检监察机关负责函询的内设机构同意，适当延长回复时间。对未经请示批准，无故不按时回复的，纪检监察机关负责函询的内设机构应当责令其及时回复。
（三）函询对象对函询问题的书面回复应当经本级党委（党组）以及纪委（纪检组）主要负责人审签后，报送纪检监察机关负责函询的内设机构。函询对象为党委（党组）主要负责人的，对函询问题的书面回复应当经本级纪委（纪检组）主要负责人签署意见后，报送纪检监察机关负责函询的内设机构。
（四）函询对象应当根据发函纪检监察机关的要求就函询情况在本单位党组织年度民主生活会上进行报告。
第五条纪检监察机关负责函询的内设机构对函询对象回复内容具体清楚的，提出同意函询对象回复意见、进一步调查了解等处理意见；对回复内容模糊，问题解释不清楚，或者整改措施不具体的，可以再次发函询问；对回复内容与纪检监察机关掌握情况不一致的，可以进行调查核实。
第六条回复函询问题存在隐瞒、编造、回避、歪曲事实等欺骗行为的，由发函纪检监察机关按照有关规定，视情节给予函询对象批评教育、组织处理或者纪律处分。
第七条对群众实名举报的，发函纪检监察机关负责将函询结果回告举报人；对上级纪检监察机关交办的，发函纪检监察机关负责将函询结果按照规定程序上报。
第八条纪检监察机关负责函询的内设机构应当及时将函询及有关回复情况整理归档，一式三份，分别由纪检监察机关负责函询的内设机构留存，由负责案件监督管理、信访的内设机构备案。
第九条函询结束后，纪检监察机关应当按照干部管理权限将函询对象基本情况及函询主要问题通报相关组织（人事）部门。
第十条有关工作人员应当遵守保密纪律。对失密、泄密者，严格按照有关规定处理。
第十一条本办法由xxx湖北省纪律检查委员会、湖北省监察厅负责解释。
第十二条本办法自发布之日起施行。
既然我们已经对你们产品询价，可否尽快给予答复?
中国丝绸公司收到了英国一家公司的询价单。
We'd like to know what you can offer as well as your sales conditions.
Would you accept delivery spread over a period of time?
不知你们能不能接受在一段时间里分批交货?
Could you tell me which kind of payment terms you'll choose?
能否告知你们将采用哪种付款方式?
Will you please tell us the earliest possible date you can make shipment?
你能否告知我们最早船期吗?
询盘一般分为两种：
1)一般询价：这种询价并不一定涉及到具体的交易，一般属于大致的了解。
2)具体询价：所谓具体询价实际上就是请求对方报盘(request for an offer)。也就是说，买方已准备购买某种商品，或已有现成买主，请卖方就这一商品报价。
Basic Expressions
1. Our buyers asked for your price list or catalogue.
我们的买主想索求你方价格单或目录。
2. Prices quoted should include insurance and freight to Vancouver. 所报价格需包括到温哥华的保险和运费。
3. I would like to have your lowest quotations . Vancouver. 希望您报成本加运费、保险费到温哥华的最低价格。
4. Will you please send us your catalogue together with a detailed offer?
请寄样品目录和详细报价。
5. We would appreciate your sending us the latest samples with their best prices.
请把贵公司的最新样品及最优惠的价格寄给我们，不胜感激。
6. Your ad in today’s China Daily interests us and we will be glad to receive samples with your prices.
对你们刊登在今天《中国日报》上的广告，我们很感兴趣。如能寄 来样品并附上价格，不胜欣慰。
7. Will you please inform us of the prices at which you can supply? 请告知我们贵方能供货的价格。
8. If your prices are reasonable, we may place a large order with you.
若贵方价格合理，我们可能向你们大量订货。
9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you.
若质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长 期合同。
10. As there is a growing demand for this article, we have to ask you for a special discount.
鉴于我方市场对此货的需求日增，务请你们考虑给予特别折扣。
11. We would appreciate your letting us know what discount you can grant if we give you a long-term regular order.
若我方向你们长期订货，请告知能给予多少折扣，不甚感激。
12. Please quote your lowest price CIF Seattle for each of the follow- ing items, including our 5% commission.
请就下列每项货物向我方报成本加运费、保险费到西雅图的最低价 格，其中包括我们百分之五的佣金。
13. Please keep us informed of the latest quotation for the following items.
请告知我方下列货物的最低价格。
14. Mr. Smith is making an inquiry for green tea.
史密斯先生正在对绿茶进行询价。
15. Now that we have already made an inquiry on your articles, will you please make an offer before the end of this month?
既然我们已经对你们的产品进行了询价，请在月底前报价。
16. As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit.
一般来说，在收到相关信用证后三个月内我们就全部交货。
17. Please quote us your price for 100 units of Item 6 in your catalog.
请给我们提供你们产品目录册上100组6号产品的报价。
18. Those items are in the greatest demand in foreign markets.
那些产品在国外市场上的需求量很大。
19. Would you please quote me your prices for the goods?
你能报给我这些商品的价格吗?
20. We have quoted this price based on careful calculations.
这个报价是我们在精打细算的基础上得出来的。
Conversations
Dialogue 1
A: Good afternoon. I am Mr. Brown, the Import manager of Atlantic Industries Ltd, Sidney, Australia. This is my card.
B: Good afternoon, Mr. Brown. My name is Mrs. Anderson, manager of the sales department.
A: Nice to see you, Mrs. Anderson.
B: Nice to see you too, Mr. Brown. Won’t you sit down?
A: Thank you.
B: What would you like, tea or coffee?
A: I’d prefer coffee if you don’t mind.
B: Is it your first trip to the Fair, Mr. Brown?
A: No, it’s the fourth time.
-- 下午好!我是布朗先生，是澳大利亚悉尼大西洋工业有限公司进口部经理。这是我的名片。
-- 布朗先生，下午好!我是安德森女士，销售部的经理。
-- 见到你很高兴，安德森女士。
-- 布朗先生，我也很高兴见到你，请坐。
-- 谢谢。
-- 你愿喝茶还是咖啡?
-- 如不介意请来杯咖啡吧。
-- 布朗先生，这是您第一次参加博览会吗?
n 不，这是第四次了。
B: Good. Is there anything you find changed about the Fair?
A: Yes, a great deal. The business scope has been broadened, and there are more visitors than ever before.
B: Really, Mr. Brown? Did you find anything interesting?
A: Oh, yes. Quite a bit. But we are especially interested in your products.
B: We are glad to hear that. What items are you particularly inter - ested in?
A: Women’s dresses. They are fashionable and suit Australian women well, too. If they are of high quality and the prices are reasonable, we’ll purchase large quantities of them. Will you please quote us a price?
B: All right.
-- 太好了。您发现博览会有什么变化吗?
-- 对，变化很大。经营范围扩大了，而且客户也多了很多。
-- 布朗先生，真的吗?你有没有发现感兴趣的商品?
-- 是的，有很多。我们对你们的产品尤其感兴趣。
-- 听你这样说我们真高兴。您对什么产品尤其感兴趣呢?
-- 连衣裙。这些连衣裙的款式不仅时髦，而且很适合澳洲妇女穿着。 如果这些衣服质量好，价格合理，我们将大量订购。您能开个价吗?
-- 那好吧。
to your inquiry, we have enclosed the quotation for your referencr.
根据你方报价，随函附上报价单供你方参考。
response to your inquiry, please find attached the quotation for xx in this email.
为了回应您的询问，我们在这封邮件中已附上XX的报价！
address your request, please find attached the detailed quotation for xx.
为了满足您的要求，请参阅附件xx的详细报价。
are pleased to satisfy your demand with the attached quotation.
我们很高兴随附报价单来满足您的需求。
下面是外贸中关于询盘的常用口语，希望能给外贸新手带来帮助。
Heavy enquiries witness target=_blank class=infotextkey>witness the quality of our products.
inquire 询盘;询价;询购
to make an inquiry 发出询盘;向...询价
回复 询盘 告知无货
Referring to your letter of 5 June, we very much regret that we are unable to make you an offer for the goods you demand. The reason is that the product you need has been out of stock. What’s more our manufacturers have declined orders because of shortage of raw materials.
We shall, however, file your inquiry and cable you our offers as soon as we have got supplies.
回复 询盘 ，量大折价
We are pleased to receive your letter of 5 July and enclose our catalogue and price list. Also by separate post we are sending you the samples of our products. Our catalogue contains items and their specifications of our supplies. Through comparing our prices with those of other suppliers, you will appreciate the moderate prices of ours. For a total purchase of not less than 100,000 and not more than 200,000 American dollars, we would allow a discount of 10% and for a purchase larger than 200,000 American dollars, we would allow a 20% special discount.
如何追问买方意见
In reply to your inquiry we sent you on May 25 a copy of illustrated catalog of our electric products. As we have not heard from you since, we would like to ask whether you have had received our reply and what opinion you have on our products. We are always ready to serve you and should be grateful for your reply.
在5月25日我方对贵方询函的回函中，已寄去本公司电器产品的附图目录。因迄今尚未接到贵方的消息，特致函询问，贵方是否已收到我方回函，并征求贵方对本公司产品的意见。我方随时愿意效劳，若承蒙贵方惠赐回函，当不胜感激。
如何询问参展条件
From yesterday’s Morning Paper we have learned that you are now taking applications from exhibitors for the 2000 Canton Fair. We hope you would send us a copy of detailed conditions for application, such as size of each booth, fees for rent, and time schedule for moving in, etc., as well as the time limit for application.
从昨天《晨报》上获悉，贵单位正在征集“2000年 广交会 ”的参展申请。希望贵方能将展位大孝租用展位价格、进场时间、最迟申请日期等详细情况通知我方。
可以针对首次来信没有明确需求，联系信息不全的客户
Dear Mr. Amir,
Many thanks for your inquiry dated(of) XXXX from .
In order to let us make more correct quotation accordingly, please kindly tell us the exact model number you prefer after checking our website of .
Besides, to help us offer the best price, please also introduce your company as many details as you can. Such as your company foundation time, how many workers, major product lines, company website and last year's sales turnover if possible. More details better price.
Waiting for your early reply.
可以针对首次询盘比较明确，且联系信息较全的客户。
Dear Mr. Naresh,
So glad receiving your enquiry for our Barbies' collection from dated XXX. Thanks a lot.
We are a leading manufacturer in children’s wear in China and our products have been exported to customers all over the world such as ****. The Barbies Collection is the most popular style in our factory, selling fast.
However, detailed price list for the skirts and long pants will be sent to you based on your specific further product description such as color, specification, special design requirement etc. Please check the following styles photo which should be suitable for your Indian market and tell us more requirements on the exact skirts and long pants.
Please do not hesitate to contact us if any question and we are waiting for your reply.
Best regards,
To close our deal , we offer you firm C&F Limassol USD xxx/pc. Payment by irrevocable L/C to reach us one month before the time of shipment. This offer is subject to your reply reaching us before (date). Please refer to the attached files for packing and product specification info.
We allow a discount of 5% if your order exceeds USD 5,000. And there has been a heavy demand for our t-shirt and our factory is fully committed right now.
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下一篇：公司的报价函格式范文(必备7篇)
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