主要贸易术语：
(1)FCA (Free Carrier) 货交承运人
(2)FAS (Free Alongside Ship) 装运港船边交货 (3)FOB (Free on Board) 装运港船上交货 (4)CFR (Cost and Freight) 成本加运费
(5)CIF (Cost,Insurance and Freight) 成本、保险费加运费 (6)CPT (Carriage Paid To) 运费付至目的地
(7)CIP (Carriage and Insurance Paid To) 运费、保险费付至目的地 (8)DAF (Delivered At Frontier) 边境交货 (9)DES (Delivered Ex Ship) 目的港船上交货 (10)DEQ (Delivered Ex Quay) 目的港码头交货 (11)DDU (Delivered Duty Unpaid) 未完税交货 (12)DDP (Delivered Duty Paid) 完税后交货 主要船务术语简写：
(1)ORC (Origen Recevie Charges) 本地收货费用（广东省收取） (2)THC (Terminal Handling Charges) 码头操作费（香港收取） (3)BAF (Bunker Adjustment Factor) 燃油附加费 (4)CAF (Currency Adjustment Factor) 货币贬值附加费 (5)YAS (Yard Surcharges)码头附加费
(6)EPS (Equipment Position Surcharges) 设备位置附加费 (7)DDC (Destination Delivery Charges) 目的港交货费 (8)PSS (Peak Season Sucharges) 旺季附加费 (9)PCS (Port Congestion Surcharge) 港口拥挤附加费
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(10)DOC (DOcument charges) 文件费 (11)O/F (Ocean Freight) 海运费 (12)B/L (Bill of Lading) 海运提单 (13)MB/L(Master Bill of Lading) 船东单
(14)MTD (Multimodal Transport Document) 多式联运单据 (15)L/C (Letter of Credit) 信用证 (16)C/O (Certificate of Origin) 产地证
(17)S/C (Sales Confirmation)销售确认书（Sales Contract) 销售合同 (18)S/O (Shipping Order)装货指示书
(19)W/T (Weight Ton)重量吨（即货物收费以重量计费） (20)M/T (Measurement Ton)尺码吨（即货物收费以尺码计费） (21)W/M(Weight or Measurement ton)即以重量吨或者尺码吨中从高收费 (22)CY (Container Yard) 集装箱（货柜）堆场 (23)FCL (Full Container Load) 整箱货
(24)LCL (Less than Container Load) 拼箱货（散货） (25)CFS (Container Freight Station) 集装箱货运站
(26)TEU (Twenty-feet Equivalent Units) 20英尺换算单位（用来计算货柜量的多少） (27)A/W (All Water)全水路（主要指由美国西岸中转至东岸或内陆点的货物的运输方式）
(28)MLB(Mini Land Bridge) 迷你大陆桥（主要指由美国西岸中转至东岸或内陆点的货物的运输方式） (29)NVOCC(Non-Vessel Operating Common Carrier) 无船承运人
单证中英文对照表
表1：invoice（Invoice）上的主要内容 !invoiceInvoice（INV.） & D: {! B2 P$ |! _ 合同Contract ONT. 单价 Unit Price
货物描述Description Goods 总额Amount AMT
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规格、型号Model 总价Total Amout 尺寸Size 件数Packages PKGS
数量Quantity 毛重Gross Weight G.W.
原产国Made In / Origin 净重Net Weight N.W. ) 装货港Port of Loading P.O.L. 保险费Insurance 目的国Destination Country 杂费Extras
指运港Port of Destination P.O.D. 佣金Commission : }
运费Freight 折扣Rebate/Allowance
表2：装箱单（Packing List）上的主要内容 装箱单Packing List
件数Packages PKGS 净重Net Weight N.W.
毛重Gross Weight G.W/GR.WT. 所附单证Document Attached DOC.ATT. ) A/ p 单证Documents DOC(S)
表3：提单（Bill of loading）上的主要内容
提单Bill of loading B/L
承运人Carrier 托运人Shipper 收货人Consignee 被通知人Notify Party : 空运提单Air Way Bill A.W.B. 停靠港Port of Call P.O.C
空运提单Air Freight Bill A.F.B. 卸货港Port of Discharge P.O.D % 原产国Made In/Origin/M 装货港Port of Loading P.O.L 船名及航次Ocean Vessel Voy. No. 转运港Port of Transfer ! 到达港Port of Arrival P.A 经过Via
指运港Port of Destination P.O.D. 转运到Intransit to 表4：常见包装量词中英文对照表
Case，C/-箱 Plastic bag塑料袋
Carton，Ctn.纸箱 5-ply Paper Bag五层纸袋 Cardboard纸板箱 Polythelene Net尼龙绳网袋
Wooden Case木箱 Zippered Bag拉链袋Three-plywood Case 三夹板箱 Cask桶（小桶） Box，Bx.盒 Drum圆桶（铁皮圆桶） Wooden Box木盒 Keg小圆桶 Iron Box铁盒 Barrel琵琶桶
Plastic Transparency Box塑料透明盒 Wooden Cask木桶
Bag(Sack)袋 Plastic Drum塑料桶 Jute Bag Gunny Bag麻袋 Iron Drum铁桶 .Bale包 Pallet托盘 ) Packet小包 Pair双 Dozen打
长颈瓶 ReamJar罐（坛子） GrossVial药水瓶 Bolt(Piece)匹 ; Carboy大玻璃瓶 Yard码 Can罐头 Roll卷
Tin听 Block块Basket篮（篓、筐） Bundle捆
Pannier盖篮 Unit辆 Container集装箱 In Nude裸装Nude with Iron Wire Bundle铁丝捆裸装 In Bulk散装 进口成交方式如果是：
①FOB，按公式“CIF=FOB+I+F”转换成CIF（C—COST，I—INSURANCE，F—FREIGHT），在运费栏填写运费率或单价或总价。
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②CFR，按公式“CIF=CFR+I”转换成CIF，运费栏免填。 ③CIF，运费栏、保费栏免填。
①CIF，按公式“FOB=CIF―I―F”转换成FOB，在运费栏填写运费率或单价或总价。? ②CFR，按公式“FOB=CFR―F”转换成FOB，在运费栏填写运费率或单价或总价。 ? ③FOB，运费栏、保费栏免填。 表 5： 常用度量衡英文名称和简写 名 称 英文名称 简 写 克 Gram g.
公斤 Kilogram Kg.公担 Quintal q. R公吨 Metric ton m.t.
长吨 Long ton 短吨 Short ton Sh.t. 英担 Hundredweight Cwt美担 Hundredweight cwt. 磅 Pound lb.两（常衡） Ounce oz.两（金衡） Ounce oz.t 司马担 Picul Metre m.
公里 Kilometre Km. 厘米 Centimetre cm. h毫米 Milimerte mm.
Yard Yd.英尺 Foot Ft.英寸 Inch In. 平方米 Square metre Sq.m. [平方英尺 Square foot Sq.ft. 平方码 Square yard Sq.yd. 立方米 Cubic metre Cu.m. 立方英尺 Cubic foot Cu.ft. 升 Litre l.
毫升 Millilitre Ml. 加仑 Gallon Gal.
蒲式耳 Bushel Bu.克拉 Carat Car.马力 Horse Power h.p. 千瓦 Kilowatt Kw. 公吨度 Metric ton unit m.t.u.
表 6 ：常见英文单位 : Bag 袋 bale 包 bottle 瓶 + C! w# |, ^ l6 [
Box 箱 carton/ctn 纸盒箱 Case(c/s) 箱、合、套coil 圈 Container 集装箱 Crate 板条箱 Dozen 打 gross 罗（12打） drum 桶
bulk 散装 lot 批 package 件pallet 托盘 Pieces/pcs 件 Ream 令 roll 卷 set 套、台、坐 Sheet 张、件 strand 股 unit 辆、台、单位 Vial 药瓶
外贸基本知识
外尺寸为20英尺*8英尺*8英尺6吋，简称20尺货柜； 外尺寸为40英尺*8英尺*8英尺6吋，简称40尺货柜； 外尺寸为40英尺*8英尺*9英尺6吋，简称40尺高柜。
20尺柜： 内容积为 5.69M * 2.13M * 2.18M， 配货毛重一般为17.5吨， 体积为24-26立方米。 40尺柜： 内容积为 11.8M * 2.13M * 2.18M， 配货毛重一般为22吨， 体积为54立方米。 40尺高柜： 内容积为 11.8M * 2.13M * 2.72M， 配货毛重一般为22吨， 体积为68立方米。 45尺高柜： 内容积为 13.58M * 2.34M * 2.71M， 配货毛重一般为29吨， 体积为86立方米。 20尺开顶柜： 内容积为 5.89M * 2.32M * 2.31M， 配货毛重一般为20吨， 体积为31.5立方米。 40尺开顶柜： 内容积为 12.01M * 2.33M * 2.15M， 配货毛重一般为30.4吨， 体积为65立方米。 20尺平底货柜：内容积为 5.85M * 2.23M * 2.15M， 配货毛重一般为23吨， 体积为28立方米。 40尺平底货柜：内容积为 12.05M * 2.12M * 1.96M， 配货毛重一般为36吨， 体积为50立方米。
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简称 中文解释 英文全称
A/W 全水路 All Water
ANER 亚洲北美东行运费协定 Asia NorthAmerica EastboundRate B/L 海运提单 Bill of Lading B/R 买价 Buying Rate
BAF 燃油附加费 Bunker AdjustmentFactor C&F 成本加海运费 COST AND FREIGHT C.C 运费到付 Collect
C.S.C 货柜服务费 Container Service Charge C.Y. 货柜场 Container Yard C/(CNEE) 收货人 Consignee C/O 产地证 Certificate of Origin
CAF 货币汇率附加费 Currency Adjustment Factor CFS 散货仓库 Container Freight Station CFS/CFS 散装交货（起点/终点） CHB 报关行 Customs House Broker
CIF 成本，保险加海运费 COST，INSURANCE，FRIGHT CIP 运费、保险费付至目的地 Carriage and Insurance Paid To COMM 商品 Commodity
CPT 运费付至目的地 Carriage Paid To CTNR 柜子 Container
CY/CY 整柜交货（起点/终点）
D/A 承兑交单 Document Against Acceptance D/O 到港通知 Delivery Order
D/P 付款交单 Document Against Payment DAF 边境交货 Delivered At Frontier
DDC 目的港码头费 Destination Delivery Charge DDP 完税后交货 Delivered Duty Paid DDU 未完税交货 Delivered Duty Unpaid DEQ 目的港码头交货 Delivered Ex Quay DES 目的港船上交货 Delivered Ex Ship Doc# 文件号码 Document Number
EPS 设备位置附加费 Equipment Position Surcharges Ex 工厂交货 Work/ExFactory F/F 货运代理 Freight Forwarder
FAF 燃料附加费 Fuel AdjustmentFactor FAK 各种货品 Freight All Kind
FAS 装运港船边交货 Free Alongside Ship FCA 货交承运人 Free Carrier FCL 整柜 Full Container Load Feeder Vessel/Lighter 驳船航次
FEU 40„柜型 Forty-Foot Equivalent Unit 40‟
FMC 联邦海事委员会 Federal Maritime Commission FOB 船上交货 Free On Board
GRI 全面涨价 General RateIncrease
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H/C 代理费 Handling Charge HBL 子提单 House B/L I/S 内销售 Inside Sales
IA 各别调价 Independent Action L/C 信用证 Letter of Credit Land Bridge 陆桥
LCL 拼柜 Less Than Container Load
M/T 尺码吨（即货物收费以尺码计费） Measurement Ton MB/L 主提单 Master Bill Of Loading
MLB 小陆桥，自一港到另一港口 Minni Land Bridge Mother Vessel 主线船
MTD 多式联运单据 Multimodal Transport Document N/F 通知人 Notify
NVOCC 无船承运人 Non Vessel OperatingCommon Carrier O/F 海运费 Ocean Freight
OBL 海运提单 Ocean (or original )B/L
OCP 货主自行安排运到内陆点 Overland Continental Point OP 操作 Operation
ORC 本地收货费用（广东省收取） Origen Recevie Charges P.P 预付 Prepaid
PCS 港口拥挤附加费 Port Congestion Surcharge POD 目地港 Port Of Destination POL 装运港 Port Of Loading
PSS 旺季附加费 Peak Season Sucharges S/(Shpr) 发货人 Shipper S/C 售货合同 Sales Contract S/O 装货指示书 Shipping Order S/R 卖价 Selling Rate
S/S Spread Sheet Spread Sheet SC 服务合同 Service Contract SSL 船公司 Steam Ship Line
T.O.C 码头操作费 Terminal Operations Option T.R.C 码头收柜费 Terminal Receiving Charge T/S 转船，转运 Trans-Ship T/T 航程 Transit Time
TEU 20„柜型 Twenty-Foot Equivalent Unit 20‟
THC 码头操作费（香港收取) Terminal Handling Charges TTL 总共 Total
TVC/ TVR 定期定量合同 Time Volume Contract/ Rate VOCC 船公司 Vessel Operating Common Carrier
W/M 即以重量吨或者尺码吨中从高收费 Weight or Measurement ton W/T 重量吨(即货物收费以重量计费) Weight Ton YAS 码头附加费 Yard Surcharges 国际贸易单证词汇
分析证书 certificate of analysis
一致性证书 cettificate of conformity
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质量证书 certificate of quality 测试报告 test report
产品性能报告 product performance report
产品规格型号报告 product specification report 工艺数据报告 process data report 首样测试报告 first sample test report 价格／目录 price ／sales catalogue 参与方信息 party information 农产品厂证书 mill certificate
家产品厂证书 --暂时空缺，请各位网友帮忙提供 邮政收据 post receipt
重量证书 weight certificate 重量单 weight list 证书 cerificate
价值与原产地综合证书 combined certificate of value adn origin 移动声明A．TR．1 movement certificate A．TR．1 数量证书 certificate of quantity 质量数据报文 quality data message 查询 query
查询回复 response to query 订购单 purchase order
制造说明 manufacturing instructions 领料单 stores requisition
产品售价单 invoicing data sheet 包装说明 packing instruction 内部单 internal transport order
统计及其他用内部 statistical and oter administrative internal docu-ments 直接支付估价申请 direct payment valuation request 直接支付估价单 direct payment valuation
临时支付估价单 rpovisional payment valuation 欢迎访问外贸通网www.waimaotong.com 支付估价单 payment valuation
数量估价单 quantity valuation request 数量估价申请 quantity valuation request 合同数量单 contract bill of quantities-BOQ 不祭价投标数量单 unpriced tender BOQ 标价投标数量单 priced tender BOQ 询价单 enquiry
临时支付申请 interim application for payment 支付协议 agreement to pay
国际贸易单证词汇(2)
意向书 letter of intent 订单 order
总订单 blanket order
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现货订单 sport order 租赁单 lease order 紧急订单 rush order 修理单 repair order 分订单 call off order
寄售单 consignment order 样品订单 sample order 换货单 swap order
订购单变更请求 purchase order change request 订购单回复 purchase order response 租用单 hire order
备件订单 spare parts order 交货说明 delivery instructions 交货计划表 delivery schedule 按时交货 delivery just-in-time 发货通知 delivery release
交货通知 delivery note 装箱单 packing list
发盘／报价 offer／quotation 报价申请 request for quote 合同 contract
订单确认 acknowledgement of order 形式发票 proforma invoice 部分发票 partial invoice
操作说明 operating instructions 铭牌 name／product plate
交货说明请求 request for delivery instructions 订舱申请 booking request 装运说明 shipping instructions
托运人说明书() shipper's letter of instructions(air) 短途单 cartage order(local transport) 待运通知 ready for despatch advice 发运单 despatch order
发运通知 despatch advice 本文来自外贸通www.waimaotong.com 分发通知 advice of distrbution of document． 商业发票 commercial invoice 贷记单 credit note
佣金单 commission note 借记单 debit note
更正发票 corrected invoice 合并发票 consolidated invoice 预付发票 prepayment invoice 租用发票 hire invoice 税务发票 tax invoice
自用发票 self-billed invoice
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保兑发票 delcredere invoice 代理发票 factored invoice 租赁发票 lease invoice
寄售发票consignment invoice
国际贸易单证词汇(4)
票 insurer's invoice 承保单 cover note
说明 forwarding instructions
代理给代理的通知 forwarder's advice to import agent 代理给商的通知 forwarder's advice to exporter 代理发票 forwarder's invoice
代理收据证明 forwarder's certificate of receipt 托运单 shipping note
代理人仓库收据 forwarder's warehouse receipt 货物收据 goods receipt
港口费用单 port charges document． 入库单 warehouse warrant 提货单 delivery order 装卸单 handling order 通行证 gate pass 运单 waybill
通用(多用) universal (multipurpose) transport document．
承运人货物收据 goods receipt, carriage 全程运单 house waybill 主提单 master bill of lading 提单 bill of lading
正本提单 bill of lading original 副本提单 bill of lading copy 空提单 empty container bill 油轮提单 tanker bill of lading 单 sea waybill
内河提单 inland waterway bill of lading
不可转让的(通用) non-negotiable maritime transport document．nbsp(generic) 大副据 mate's receipt
全程提单 house bill of lading
无提单提货保函 letter of indemnity for non-surrender of bill of lading 代理人提单 forwarder's bill of lading
铁路托运单(通用条款) rail consignment note (generic term) 陆运单 road list-SMGS
押运正式确认 escort official recognition 分段计费 recharging document． 托运单 road cosignment note 单 air waybill
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主单 master air waybill 分单 substitute air waybill
国人员物品申报 crew's effects declaration
国际贸易单证词汇(5)
客名单 passenger list
铁路交货通知 delivery notice(rail transport) 邮递包裹投递单 dispatch note (post parcels)
多式联运(通用) multimodal／combined transport document．nbsp(generic) 达提单 through bill of lading
代理人证书 forwarder's certificate of transport
联运(通用) combined transport document．nbsp(generic)
多式联运(通用) multimodal transport document．nbsp(generic)
多式联运提单 combined transport bill of lading／multimoda bill of lading 订舱确认 booking confirmation
要求交货通知 calling forward notice 运费发票 freight invoice
货物到达通知 arrival notice(goods)
无法交货的通知 notice of circumstances preventing delivery (goods) 无法运货通知 notice of circumstances preventing transport (goods) 交货通知 delivery notice (goods) 载货清单 cargo manifest 载费清单 freight manifest 运输货物清单 bordereau
载货清单 container manifes (unit packing list) 铁路费用单 charges note 托收通知 advice of collection
船舶安全证书 safety of ship certificate
无线电台安全证书 safety of radio certificate 设备安全证书 safety of equipment certificate 油污民事责任书 civil liability for oil certificate
载重线证书 loadline document．免于除鼠证书 de rat document． 航海健康证书 maritime declaration of health 船舶登记证书 certificate of registry
船用物品申报单 ship's stores declaration 许可证申请表 export licence, application 许可证 export licence
结汇核销单 exchange control declaration, exprot
国际贸易单证词汇(6)
出口(海关转运单)(欧共体用) despatch note moder T T1出口(内部转运单)(欧共体用) despatch note model T1 T2出口(原产地证明书) despatch note model T2
T5管理(退运)(欧共体用) control document．nbspT5
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铁路退运单 re-sending consigment note
T2L出口(原产地证明书)(欧共体用) despatch note model T2L 货物单 goods declaration for exportation 离港货物单 cargo declaration(departure)
货物监管证书申请表 application for goods control certificate 货物监管证书申请表 goods control certificate
植物检疫申请表 application for phytosanitary certificate 植物检疫证书 phytosanilary certificate 卫生检疫证书 sanitary certificate 动物检疫证书 veterinary certifieate
商品检验申请表 application for inspection certificate 商品检验证书 inspection certificate
原产地证书申请表 certificate of origin, application for 原产地证书 certificate of origin 原产地申明 declaration of origin
地区名称证书 regional appellation certificate 优惠原产地证书 preference certificate of origin 普惠制原产地证书 certificate of origin form GSP 领事发票 cosular invoice
危险货物申报单 dangerous goods declaration 统计报表 statistical doucument, export 国际统计申报单 intrastat declaration
交货核对证明 delivery verification certificate 许可证申请表 import licence, application for
许可证 import licence
无商业细节的单 customs declaration without commercial detail
有商业和国际贸易单证词汇(7)
无项目细节的单 customs declaration without item detail 有关 related document．海关收据 receipt (Customs) 调汇申请 application for exchange allocation 调汇许可 foreign exchange permit
申报 exchange control declaration (import) 货物单 goods declaration for implortation 内销货物单 goods declaration for home use
海关即刻放行单 customs immediate release declaration 海关放行通知 customs delivery note 到港货物单 cargo declaration (arrival) 货物价值申报清单 value declaration 海关发票 customs invoice
邮包单 customs deciaration (post parcels)
增值税申报单 tax declaration (value added tax)
普通税申报单 tax declaration (general) 催税单 tax demand
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禁运货物许可证 embargo permit
海关转运货物单 goods declaration for customs transit TIF国际铁路单 TIF form TIR国际运输单 TIR carnet 欧共体海关转运单 EC carnet
EUR1欧共体原产地证书 EUR 1 certificate of origin 暂准海关文件 ATA carnt
欧共体统一 single administrative document． 海关一般回复 general response (Customs)
海关公文回复 document．nbspresponse (Customs) 海关误差回复 error response (Customs) 海关一揽子回复 packae response (Customs)
海关计税／确认回复 tax calculation ／confirmation response (Customs) www.waimaotong.com 配额预分配证书 quota prior allocation certificate 最终使用授权书 end use authorization 政府合同 government contract
统计报表 statistical document． import
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英文商业书信大全
1请求建立商业关系
Rogers Chemical Supply Co. 10E.22Street Omaha8,Neb Gentlemen: We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business
relations with us. We have been importers of shoes for many years. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply.
Very truly yours 自米兰职权里斯托鞋类公司取得贵公司和地址，特此修函，祈能发展关系。多年来，本公司经营鞋类进口生意，现欲扩展业务范围。盼能惠赐商品目录和报价表。 如价格公道，本公司必大额订购。 烦请早日赐复。 此致 `
2.回复对方建立商业关系的请求
Thank your for your letter of the 16th of this month. We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate cover, our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order, please telex or fax us. 本月16日收到有关商务关系的来函，不胜欣喜。谨遵要求另函奉上最新之出口商品目录和报价单。款项烦请以不可撤销保兑之信用状支付。如欲订货，请电传或传真为盼。 此致 敬礼
3.请求担任独家代理
We would like to inform you that we act on a sole agency basis fora number of manufacturers. We specialize in finished cotton goods for the Middle eastern market: Our activities cover all types of household linen. Until now , we have been working with your textiles department and our collaboration has proved to be mutually beneficial.
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Please refer to them for any information regarding our company. We are very interested in an exclusive
arrangement with your factoryfor the promotion of your products in Bahrain. We look forward to your early reply. `本公司担任多家厂家的独家代理，专营精制棉织品，包括各灯家用亚麻制品，行销中东。 与贵公司向有业务联系，互利互作。贵公司纺织部亦十分了解有关业务合作之情况。 盼望能成为贵公司独家代理，促销在巴林市场的货品。 上述建议，烦请早日赐复，以便进一步联系合作。 此致 敬礼
4.拒绝对方担任独家代理
Thank you for your letter of 1 September suggesting that we grant you a sole agency for our household linens. I regret to say that, at this stage ,such an arrangement would berather premature. We would, however, be willing to engage in a trial collaboration with you company to see how the arrangement works. It would be necessary for you to test the market for our productsat you end. You would also have to build up a much larger turnover tojustify a sole agency. We enclose price lists covering all the products you are interested in and look forward to hearing from you soon. 9月1日有关建议担任家用亚麻制品独家代理的来信收悉。谨致衷心谢意。目前时机尚未成熟，不能应允该安排深感抱歉。 然而，本公司乐意与贵公司先试行合作，为今后合作打下基础。为证明担任独家代理的能力，贵公司宜上述货品作市场调查，研究是否可扩大现有之营业额。奉上该货品之报价单，敬希查照。专此候复。 此致 敬礼
5.同意对方担任独家代理
Thank you for your letter of 12 April proposing a sole agency for our office machines. We have examined our long and ,I must say ,mutually beneficial collaboration. We would be very pleased to entrust you with the sole agency for Bahrain. From our records, we are pleased to note that you have two service engineers who took training courses at our Milan factory .the sole agency will naturally be contingent on you maintaining qualified aftersales staff. We have drawn up a draft agreement that is enclosed. Please examine the detailed terms and conditions and let us know whether they meet with your approval. On a personal note, I must say that I am delighted that we are probably going to strengthen our relationship. I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully .I look forward to reciprocating on your next visit to Milan . My very best wishes to you and your wife. 4月12日建议担任为公室器具之独家代理来信已经收悉。 过去双方合作皆互利互助，能获您的眷顾作我公司于巴林的独家代理，殊感荣幸。 据知您公司两服务技师曾到我公司米兰工厂受训。相信您公司在取得代理权后，仍会继续注重合格售后服务人员的训练。现随信附上协议草稿， 请查实各项条款 ，惠复是盼。 能加强业务，我亦感到欣喜，前次到访巴林，蒙盛情款待，不胜感激。祈盼您莅临米兰时，容我一尽地主之谊。 此致 敬礼
6.借引荐建立业务关系
At the beginning of this month , I attended the Harrogate toy fair. While there , I had an interesting conversation with Mr. Douglas Gage of Edutoys plc about selecting an agency for our teaching aids. Douglas described your dynamic sales force and innovative approach to marketing. He attributed his own company's success to your excellent distribution network which has served him for several years. We need an organization like yours to launch our products in the UK. Our teaching aids cover the whole field of primary education in all subjects .Our patented „Matrix‟ math apparatus is particularly successful. You may have reservations about American teaching aids suiting your market. This is not a problem since we have a complete range of British English versions. I enclose an illustrated catalogue of our British English editions for your information. Please let me have your reactions to the material. I shall be in London during the first two weeks of October .Perhaps we could arrange a meeting to discuss our proposal. 本用初参观哈洛加特玩具交易会时有幸与教育玩具股份有限公司的道格拉斯·盖齐先生一谈，提及本公司正物色代理人推广教学器材一事。 盖齐先生赞扬贵公司积极推广产品，不断推出新的推销方法，并把其公司的成就归于贵公司完善的经销网络。贵公司的经验，正能替本公司在英国经销产品。 本公司生产初级教育各学科的教育器村、专利产品梅特里克教学器材更傲视同侪。 除美国教
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学器材外，亦备有全套英式英语版教材，适合当地市场，贵公司无需忧虑切合市场需求。 现附上配有插图的英式英语版教材目录，盼抽空细阅，并赐知宝贵意见。本人拟于10月头两星期前往伦敦，未知能否安排会面，就以上建议作一详谈? 此致 敬礼
7.邀请参观贸易展览会
Many thanks for your letter and enclosures of 12 September. We were very interested to hear that you are looking for an UK distributor for your teaching aids. We would like to invite you to visit our booth,no.6,at next
month's London Toy Fair, at Earl's court , which starts on 2 October. If you would like to set up an appointment during non exhibit hall hours please call me. I can then arrange for our sensor staff to be present at the meeting. We look forward to hearing from you. 多谢9月12日的来信和附件。获悉贵公司有意物色英国销售商推广教学辅助设备， 甚感兴趣。 本公司将于10月2日于厄尔大楼举行的耸敦玩具商品交易会上展示产品，诚邀贵公司派员参观设于46号之摊位。如能安排于非展出时间面谈，烦请电复。定必委派高层人员赴会。 本公司深知贵公司产品精美质优，希望能发展互惠之业务。 特此奉告，并候复音。
8. 与过去有贸易往来的公司联系
We understand from our trade contacts that your company has reestablished itself in Beirut and is once again
trading successfully in your region. We would like to extend our congratulations and offer our very best wishes for your continued success. Before the war in Lebanon , our companies were involved in a large volume of trade in our textiles. We see from our records that you were among our best tem customers. We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon. Since we last traded, our lines have changed beyond recognition. While they reflect current European taste in fabrics, some of our designs are specifically targeted at the Middle Eastern market. As an initial step , I enclose our illustrated catalogue for your perusal. Should you wish to receive samples for closer inspection, we will be very happy to forward them. We look forward to hearing from you. 从同行中获悉贵公司贝鲁特复业，生意发展迅速。得闻喜讯，不胜欢欣。谨祝业务蒸蒸日上。 黎巴嫩战事发生前双方曾有多宗纺织品交易；贵公司更是本公司十大客户之一。现今战事平息，亟盼能重展双方互惠的业务联系。 自上次合作至令，产品款式变化极大。除了有迎合欧洲人口味的款式这外，亦有专门为中东市场而设计的产品。现奉上配有插图的商品目录供 初步参考。职需查看样本，还望赐知。
9.确认约会
I would like to confirm our appointment to discuss the possibility of merging our distribution networks. I am excited of the prospect ofexpanding our trade. As agreed, We will meet of our office in bond street at 9.30a.m.on Monday 20 March. I have scheduled the whole day for the meeting. If for any reason you are unable to attend , please phone me so that we can make alternative arrangements. Please let me know if you would like our office to arrange hotel accommodation. I look forward with great pleasure to our meeting. 承蒙拔冗讲讨论合并双方销售网，以扩大贸易发展范围，深感兴奋。现特修函确定会议日程。 谨于3月20日星期一在邦德街办公室候教，请贵公司代表于当日早上9时莅临指导。若因故未能抽空出席，烦请致电告知，以便另行安排会晤。 未知是否需代为安排旅馆膳宿?请尽早赐知，以便早作准备，款待贵客。 谨此预祝会谈成功。
10.感谢客户订货
Gillette-burns Co. 322 Gleenwood street Gleveland 5,Ohio Glentlemen:
Thank you for your order no,464 of 20 september. The models you selected from our showroom went out today under my personal supervision.The package is being airfreghted to you on swissair.The relevant documentation is enclosce.I enjoyed meeting yiu and hope that this order represents the beginning of a long and prosperous
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relationship between oiur companies. The next time you visit us ,please let me know in advance so that I can
arrange a luch for you with our derectors. Sincerely yours 谢谢9月20日第464号定单。今天我已新自监督发送您自展览室挑选的产品。该产品随附有关文件经瑞士航空公司运送。 很荣幸与你会面，衷心希望是次定单能加强双方的关系。下次到访前，烦请赐知，俾能安排与本公司董事共进午餐。
11.向长期客户推销新产品
I enclose an illustrated supplement toour catalogue. It covers the latest designs which are now available from stock. We are most gratified that you have, for several yeas. Include a selection of our products in your mail-order catalogues. The resulting sales have been very steady. We believe that you will find our new designs most
attractive. Theyshould get a very good reception in your market. Once you have had time to study the upplement , please let us know if you would like to take the matter further. We would be very happy to send samples to you for closer inspection. For your information, we are planning a range of classical English dinner services which ,should do well in the North American market. We will keep you informed on our progress and look forward to
hearingfrom you. 随函寄奉配有插图的商品目录附页，介绍最新设计的产品。贵公司的邮购目录多年来收录本公司产品，产品销售成绩理想，特此致以深切谢意。最新设计的产品巧夺天工，定能吸引顾客选购。烦请参阅上述附页，需查看样本，请赐复，本公司乐意交劳。 本公司现正设计一系列款式古典的英国餐具，适合北美市场需求。如感兴趣，亦请赐知。 愿进一步加强联系，并候复音。
12. 为商贸指南兜揽广告
Thank you for your business. You arecurrently represented in our directory. This is the only directory of its kind which reaches all companies in the building and construction industry in the UK. Advertising in our directory was a wise move on your part. We are currently compiling a new edition of the directory which willbe published in April 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1998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。
13. 请求客户作推荐人
Thank you for your letter of 2 November. We are delighted to hear that you are to pleased with the refurbishment of your hotel. As your know .in our line of work, we depend on good ,reports about our projects to win further business. Our clients always shop around and look for references before committing themselves. With your permission, we would like to use your 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 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。
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14. 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1997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。
15. 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。
16.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。
17. 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 zone 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。
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愿上资料对贵公司有所帮助。 谨祝生意兴隆，事事顺达。
18. 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。
19. 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!
20. 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 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。
21. 祝贺新公司成立
It has just come to our attention that 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.
22. 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?
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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。
23. 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 comprehensive 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!
24. 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. 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。
25. 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 some 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。
26. 拒绝约见
Thank you for your letter of 7 July regarding your new laptop computer. I regret to say that we cannot agree to your request for an appointment. We currently have the sole agency for another computer company, Under the terms of the contract , We are barred from stocking any other company's products. The sole agency comes under review in six months' time . Contact us then and we may be able to consider your new product. 7月7日有关新型号手提电脑函收悉。 本公司暂未能安排会面，深感歉意。现时正为另一家电脑公司提任独家代理，根据合约条款，不得销售别家电脑公司的产品。该代理权将于六个月后期满。届时烦请再作联系，共商贵产品代理事宜。
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27. 同意约见 Thank you for your letter of 15 September. I note that you will bein the UK during the whole of November. We are quite interested by the fashion knitwear illustrated in yourcatalogue. As a fashion Chain. We might consider having some of our own designs manufactured in China. Please let me know when you would like to call on us. The week beginning 6 November would suit me best. I look forward to meeting you and discussing this matter. 感谢9月15日的来信。欣闻阁下将于11月逗留伦敦一个月，望到时能拨冗相会。本公司对贵公司商品目录中的针织时装深感兴趣。现正研究设计款式，在中国制造后寄本公司时装连锁店发售。 如能于11月6日或其后数天抽空来访，当感激不尽。 期待与您会面，商讨有关事宜。
询盘 英语 对话： (一)
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.
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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 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 C.I.F. 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 F.O.B.prices. 我们希望你们报离岸价格。
Would you tell us your best prices C.I.F. Humburg 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?
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? Do you take special orders?
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你们接受特殊订货吗?
Could you please send us a catalog of your rubber boots together with terms of payment? 你能给我们寄来一份胶靴的目录，连同告诉我们付款方式吗?
he inquired about the varieties, specifications and price, and so on and so forth. 他询问了品种、花色和价格等情况。
We have inquired of Manager Zhang about the varieties, quality and price of tea. 我们向张经理询问了茶叶的品种、质量、价格等问题。 Words and Phrases
sales conditions 销售条件 to make delivery 交货
to make prompt-delivery 即期交货 payment terms 付款方式 special orders 特殊订货
商务报盘 英语 常用对话
We‟re willing to make you a firm offer at this price. 我们愿意以此价格为你报实盘。
We‟ll let you have the official offer next Monday. 下星期就给您正式报盘。
I come to hear about your offer for fertilizers. 我来听听你们有关化肥的报盘。
My offer was based on reasonable profit, not on wild speculations. 我的报价以合理利润为依据，不是漫天要价。 No other buyers have bid higher than this price. 没有别的买主的出价高于此价。
We can‟t accept your offer unless the price is reduced by 5%. 除非你们减价5%，否则我们无法接受报盘。 I‟m afraid I don‟t find your price competitive at all. 我看你们的报价毫无任何竞争性。 Let me make you a special offer. 好吧，我给你一个特别优惠价。
This offer is based on an expanding market and is competitive. 此报盘着眼于扩大销路而且很有竞争性。
The offer holds good until 5 o‟clock p.m. June 23, 2000，Beijing time. 报价有效期到1997年6月22日下午5点，北京时间。 All prices in the price lists are subject to our confirmation. 报价单中所有价格以我方确认为准。 Our offers are for 3 days. 我们的报盘三天有效。
I‟m afraid the quotation is unacceptable. 恐怕你方的报价不能接受。
Now we look forward to replying to our offer in the form of counter-offer. 现在我们希望你们能以还盘的形式对我方报盘予以答复。 Your price is too high to interest buyers in counter-offer. 你的价格太高，买方没有兴趣还盘。
I‟ll respond to your counter-offer by reducing our price by three dollars.
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我同意你们的还价，减价3元。
I appreciate your counter-offer but find it too low. 谢谢您的还价，可我觉得太低了。
英语函电
1. general inquiry 一般 询盘 2. specific inquiry 具体询盘 3. dealer 商人 4. quotation 报价
5. sales department 销售部 6. purchase 购买 7. enquiry 询价 8. quote 开价 9. sample 样品
10. a long-term contractt 长期合同 11. discount 折扣 12. grant 批准
13. to make an inquiry for sth 对某物询价
14. to keep the inquiry on file 把询价记录在卷 15. to inquiry for sth 对某物询价 16. to inquiry about sth 询问某事 17. process 加工
18. guarantee, guarantor 保证, 保证人 19. delivery 交货
20. port of delivery 交货港 21. time of delivery 交货期 22. prompt delivery 即期交货 23. to effect delivery 办理交货 24. to make delivery 办理交货 25. to postpone delivery 推迟交货
26. to deliver sth to sb 把某物交付给某人 27. shipment 装船
28. to make shipment 装船 29. to receive shipment 接货 30. partial shipment 分批装船 31. prompt shipment 即期装运 32. time of shipment 装运期 33. offer 报盘报价 34. a firm offer 实盘 35. a counter offer 还盘
36. to accept an offer 接受报盘 37. to extend an offer 延长报盘 38. to renew an offer 更新报盘
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39. to withdraw an offer 撤消报盘 40. the validity of an offer 报盘有效期 41. to make an offer 报价 42. to offer firm 报实盘
43. to offer subject to final confirmation 报盘以最后确认为准 44. specialize in 专门经营
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