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1、1. Enquiries（询盘） and replies Dear Sirs,We knew your name and address from the Canadian Consulate in Shanghai who had informed us that you are one of the largest exporters of textiles in Shanghai and you wish to extend export business to our market. You will be pleased to note that we are importers o
2、f home textiles products, having over 20 years experience in this particular line of business. At present, we are keenly interested in home textiles made in China and will be pleased if you kindly send us your latest price list and catalogue for all kinds of home textiles. If possible, please also s
3、end us your samples book.We would like to state that we usually pay for our imports by sight L/C which we feel sure, will be agreeable to you.We anticipate your early reply. Words and Expressions agreeable 令人愉快的，合适的（后接介词） L/C at sight 即期信用证指开证或付款行在收到符合信用证条款规定的即期汇票和单据后立即履行付款义务信用证，由于立即付款可减少出口商的风险，加速资金
4、周转，故即期信用证在国际贸易中得到广泛使用。 Usance L/C远期信用证指开证行或付款行在收到符合信用证条款的远期汇票和单据后，不立即履行付款，而是等到规定期限届满时才履行付款义务的信用证 Irrevocable L/C 不可撤消信用证指信用证一经开出，在有效期内需经出口商及有关当事人同意，开证行不得片面撤销或修改信用证。这对出口商提供了比较可靠的收款保证，所以在进出口业务中使用最广。 Revocable L/C:开证行可以不事先征得出口方同意，有权随时修改或撤销信用证。最新的UCP600规定银行不可开立可撤销信用证（注：常用的都是不可撤销信用证）。 Gentlemen:We learn
5、from ABC & Co. Ltd, New York that you are a leading exporter in your country and we are interested in importing your goods and appreciated your sending us catalogue, sample books or even samples if possible.Please give us detailed information on CIF Guangzhou prices, discounts and terms of payment.W
6、e hope this will be a good start for a long and profitable business relation.Yours truly,Dear Sirs,In response to your letter of 15 June enquiring for home textiles, we wish to inform you that the sample book, price list and catalogue asked for in your letter have been airmailed to you separately. W
7、e believe that these will give you all the details you require. Should you need anything not mentioned, we shall do everything necessary to procure the needed items for you. Your payment terms by L/C at sight are acceptable to us. By the way , we wish to inform you that all-cotton home textiles have
8、 become very popular on the world market because of their durability and reasonable prices and it has been difficult for us to meet the increasing demand. However, if you place your orders before the 10th of July, we will assure you of our prompt shipment.We look forward to receiving your orders soo
9、n.Words and Expressions(1). In response to the letter of 兹答复.In answer to your letter of We have received your letter of Thank you for your letter of (2). acceptable adj. 可接受的，合意的（用法同agreeable）2. 报盘 offer(1). 虚盘 (non-firm offer, offer without engagement) 虚盘不必有完整的内容，没有时限的规定，而且参考价、数量等也不明确，常用表达有“以我方最后确
10、认有效 (subject to our final confirmation)，以我方货物未售出为准(subject to unsold)，此报价可按市价增减 (We offersubject to market fluctuation)”等。subject to 在条件下，须经的 在日常的业务中，外寄的报价单、价目单及形式发票等，一般都注明“仅供参考”或“以我方最后确认为准”。这就排除了接盘人只要接受就可以成交的权限。 (2). 实盘 (firm offer) 指有约束力的发盘。实盘一旦由交易的另一方（受盘人）接受，发盘人（卖方）对其发盘的内容，在有效期内不得随意变更或撤销，否则发盘人将承受
11、违约的法律后果。实盘所列的交易条件必须肯定、明确，不能含糊和模棱两可；也不应有任何保留。 实盘的内容一般应有：货物正确的品名、详细的品质规格、清楚的包装情况、实在的数量、准确的装运时间和装运港口、完备的价格条款和支付条件。另外，实盘还有两个内容：一个是明确提出这个发盘是个实盘(firm offer or irrevocable). 另一个是发盘的有效期。根据各国法律规定和国际贸易惯例，实盘都有有效期。有效期是对发盘人的约束，以便利受盘人凭以进行研究交易的可能性。在有效期内，发盘人有必须承担成交的义务，但是超过了有效期，既或受盘人再行接受，发盘人有权拒绝成交。在规定具体的有效期时，要根据不同的商
12、品，在不同的市场、不同的地理位置以及节假日等情况。明确规定此期限的起止日期和地点以免误解。 实盘的表达方式有: (1)We are making you this offer subject to your reply reaching here before the 15th this month our time. (2)This offer is subject to your acceptance within 5 days. (3)Our offer is valid/ remains firm /is kept open/stays effective for 10 days.3.
13、 Bid （递盘） 是指在国际贸易中，出口商按进口商的询价或为推销其产品主动向进口商提出愿意按照一定条件出售商品的行为。递盘的主要内容包括商品品名、品质、规格、包装、可供数量、价格、交货日期、付款方式、交易货币及递盘的有效期限等。 4. Exercise:Useful Expressions：n learn from 从得知n Commercial Counselors Office 商务参赞处n handicraft article 手工艺品n brocade handbag 锦绣手袋n leading importer 大进口商n quote sb. a price for sth 向某人
14、就某物报价n place an order with sb. for sth 向某人就某物下订单Specimen letter:Dear Sirs,We have learned from the Commercial Counselors Office of Canadian Embassy/Consulate in your country that you manufacture and export a variety of handicraft articles. Our company is one of the leading importers of handicraft ar
15、ticles in Canada. As there is a steady demand here for high quality brocade handbags, we would like you send us as soon as possible your illustrated catalogues, samples and all information about the goods. Meanwhile, please quote your lowest price, CIF Vancouver, stating the earliest date of shipmen
16、t.Should your quality be suitable and the price competitive, well be ready to place an order for at least 5,000 pieces with you.Your prompt attention to this matter will be much appreciated. Yours faithfully,CrownNotes:1. a steady demand for 对有稳定的需求2. illustrated catalogue 带有插图的目录3. Please quote your lowest
