商务邮件常用语

商务邮件常用语 商务邮件常用语 (中英对照) 1. If you’re any questions please let me know. 如有任何问 题 快递公司问题件快递公司问题件货款处理关于圆的周长面积重点题型关于解方程组的题及答案关于南海问题 ，请告诉我。 2.Please refer tentative schedule as follow: 请参照下面的暂定 计划 项目进度计划表范例计划下载计划下载计划下载课程教学计划下载 3. Please recheck your record and advise if you find any differences. 4.We are following your instruction on the basis of your confirmation我们在您确认的基础上按您的指示行事。 5.Hare are you doing 还好吧, 6. Thanks in advance and best regards. 7. Looking forward seeing you soon. 8.If there is anything else I can help, please let me know. 9.here`s why: 原因如下 10.Please review, and let’s discuss how we should move forward. 请检讨，并让我们一起讨论我们应该怎样继续。 11.We would like to lock up this business. 我们想锁定这笔生意 12.Once you respond to the above questions, we will decide which option we would like to pursue. 你们对上述问题回复后，我们会立即决定我们会选择哪个方案。 13.Thanks for your understanding. 谢谢您的谅解 14.Also please let me know if you need any other information 另外，你们还需要其他信息吗, 15.Will get back to you ASAP. 会尽快回复你～thanks for your mail, I will get back to you ASAP. 谢谢你的邮件，我会尽快回复给你。 16.Let`s discuss this then 到时我们讨论下这个问题。 17.Please review the below email our US office and advise.请查看以下我们US办公室发的E-mail并进行回复 18.Noted and understand all below. 19.Please review and advise us with any questions. 20.Let`s give it a try to make it happen…It is for a good cause让我们试试吧…这是值得支持的 21.There are a lots of lose ends now…How once you going to execute this?现在有很多问题，我们怎样处理 22.As I explained over the phone， today,如同我今天在电话中解释的那样 23.Since we will have one chance only.既然我们只要一个选择 24.Please note and proceed as is,请注意，并按现况继续 25.Please see the reply below in red 请看如下红色的回复 26.Please check at your side and comment 请你们那边检讨一下并回复。 27.Noted and understand all below, see reply in bold black (请看黑色粗体回复) 28. Please forward to JACK for comment and corrective action. 评价和纠正措施提供给JACK 29.This is good news, You did a really good job! 30.Noted all below and attached files with thanks. Here is the summary of our findings:以下是我们的结果总结 31.Looking forward to hearing back from you tomorrow (盼明天收到你的回复) 32.Please advise us with your comments 请把你的看法告诉我们 33.Please advise 请回复 34.Noted all below with thanks, see reply in red. 35.Sorry for confusion(混乱) 36.We will let you know its result soon. 37.Any updates on this request? 关于这个问题有什么新的消息吗 38.We reviewed (it) and have the following comments: 39.As we understand, 40.Please review with Jack and advise 请与JACK检讨并回复 41.Please see corrections in green below 请看如下绿色修正内容 42.Can you call me at my cell phone number(+86-137 ****-****) 43.FYI=just for your reference/information… 供参考 44.To sum up… 总结如下… 45.Please discuss the above schedule and let us know the results请检讨以上计划并把结果告诉我们 46.Please review and advise with any comment 请检讨，如果有意见请回复 47.This is most/very important. 48.Noted and thanks for reminding. 知道了，谢谢提醒。 49.Please see the attached pictures first 请先看附件的照片 50.Please see the attached technical data. 请看附件的技术数据 51.Noted below with thanks. 52. Please review and advise 请检讨并回复 53.Noted all below with thanks! 54.Please review and confirm by reply/return. 请检讨并回复确认 55.Please note and (proceed) accordingly 请相应照办 56.so,we would like to proceed as follows 所以，我们想按下列计划进行 57.Please confirm you understand. 请确认你能理解 58.Based on this information, I need the following to happen:基于这一点，我需要以下事情能做 到 59.This is a very urgent matter-please make sure the above happens.这是非常急迫的事情--请确 认以上能做到 60.Thank you very much for you assistance(支持) 61.This is good news-thanks for the help with regards to this matter 62.Please comment.请评价 63.Thanks and best regards, 64.缩写 LPG=液化气 LNG=液化天然气 Rgds=regards IMT=同时 BP=商业计划 MOQ=最小的订购批量 IM=网络会议 MCU=掩膜 P.S.=附言 pls=please ASAP=尽快 65.As discussed before,如我们之前讨论的 英文商务邮件必懂句型 1. Initiate a meeting 发起会议 I would like to hold a meeting in the afternoon about our development planning for the project A。 今天下午我建议我们就A项目的发展计划开会讨论一下。 I suggest we have a call tonight at 9:30pm (China Time) with you and Brown. Please let me know if the time is okay for you and Ben。 我建议我们今晚九点半和Brown小聚一下，你和Ben有没有空, We’d like to have the meeting on Thu Oct 30. Same time。 十月三十号(周四)，老时间，开会。 Let’s make a meeting next Monday at 5:30 PM SLC time。 下周一盐湖城时区下午五点半开会。 I want to talk to you over the phone regarding issues about report development and the XX project。 我想跟你电话讨论下报告进展和XXX项目的情况。 2. Seeking for more information/feedbacks/suggestions 咨询信息/反馈/建议 Shall you have any problem accessing the folders, please let me knows。 如果存取文件有任何问题请和我联系。 Thank you and look forward to having your opinion on the estimation and schedule。 谢谢你，希望能听到更多你对评估和日程计划的建议。 Look forward to your feedbacks and suggestions soon。 期待您的反馈建议～ What is your opinion on the schedule and next steps we proposed? 你对计划方面有什么想法,下一步我们应该怎么做, What do you think about this? 这个你怎么想, Feel free to give your comments。 请随意提出您的建议。 Any question, please don’t hesitate to let me know。 有任何问题，欢迎和我们联系。 Any question, please let me know。 有任何问题，欢迎和我们联系。 Please contact me if you have any questions。 有任何问题，欢迎和我们联系。 Your comments and suggestions are welcome! 欢迎您的评论和建议～ Please let me know what you think? 欢迎您的评论和建议～ Do you have any idea about this? 对于这个您有什么建议吗, It would be nice if you could provide a bit more information on the user’s behavior。 您若是能够就用户行为方面提供更多的信息就太感激了～ At your convenience, I would really appreciate you looking into this matter/issue。 如果可以，我希望你能负责这件事情。 3. Give feedback 意见反馈 Please see comments below。 请看下面的评论。 My answers are in blue below。 我的回答已标蓝。 I add some comments to the document for your reference。 我就文档添加了一些备注，仅供参考。 4. Attachment 附件 I enclose the evaluation report for your reference。 我附加了评估报告供您阅读。 Please check the attached file for today’s meeting notes。 今天的会议记录在附件里查收。 The attachment is the design document, please review it。 设计文档在附件里，请评阅。 For other known issues related to individual features, please see attached release notes。 其他个人特征方面的信息请见附件。 5. Point listing 列表 Today we would like to finish following tasks by the end of today: 1…….2……。 今天我们要完成的任务:1…….2……。 Some known issues in this release: 1…….2……。 声明中涉及的一些问题:1…….2……。 Our team here reviewed the newest SCM policy and has following concerns: 1…….2……。 我们阅读了最新的供应链管理政策，做出如下考虑:1…….2……。 Here are some more questions/issues for your team: 1…….2……。 以下是对你们团队的一些问题:1…….2……。 The current status is as following: 1……2…… 目前数据如下:1……2…… Some items need your attention: 1…….2……。 以下方面需提请注意:1…….2……。 6. Raise question 提出问题 I have some questions about the report XX-XXX 我对XX-XXX报告有一些疑问。 For the assignment ABC, I have the following questions: … 就ABC协议，我有以下几个问题:…… 7. Proposal 提议 For the next step of platform implementation, I am proposing… 关于平台启动的下一步计划，我有一个提议…… I suggest we can have a weekly project meeting over the phone call in the near future。 我建议我们就一周项目开一个电话会议。 Achievo team suggest to adopt option A to solve outstanding issue… Achievo团队建议应对突出问题采用A办法。 8. Thanks note 感谢信 Thank you so much for the cooperation。 感谢你的合作～ I really appreciate the effort you all made for this sudden and tight project。 对如此紧急的项目您做出的努力我表示十分感谢。 Thanks for your attention! 谢谢关心～ Your kind assistance on this are very much appreciated。 我们对您的协助表示感谢。 Really appreciate your help! 非常感谢您的帮助～ 9. Apology 道歉 I sincerely apologize for this misunderstanding! 对造成的误解我真诚道歉～ I apologize for the late asking but we want to make sure the correctness of our implementation ASAP。 很抱歉现在才进行询问，但是我们需要尽快核实执行信息。 邮件范文 1. Dear Mr./Ms, Mr. John Green, our General Manager, will be in Paris from June 2 to 7 and would like to come and see you, say, on June 3 at 2.00 p.m. about the opening of a sample room there.Please let us know if the time is convenient for you. If not, what time you would suggest. Yours faithfully, 尊敬的先生/小姐 我们的总经理约翰格林将于六月2日到7日在巴黎，有关在那开样品房的事宜，他会 于六月3日下午2:00点拜访您。 请告知这个时间对您是否方便。如不方便，请建议具体时间。 您诚挚的 Back to Top <回信> Dear Mr. / Ms, Thank you for your letter informing us of Mr. Green's visit during June 2-7. Unfortunately, Mr. Edwards, our manager, is now in Cairo and will not be back until the second half of June. He would, however, be pleased to see Mr. Green any time after his return. We look forward to hearing from you. Yours faithfully, 尊敬的先生/小姐 谢谢来函告知我方六月2-7日格林先生的来访。不巧，我们的总经理艾得华先生现正 在巴黎，到六月中旬才能回来。但他回来后愿意在任何时间会见格林先生。 希望收到您的来信。 您诚挚的 Back to Top 2. Dear Mr/Ms, I represent the W/P Electronics Company in Dallas, and will be in Kunming from next Monday to Friday, (October 5-9). I should like to call on you to discuss our new monitor. Would 0930 hours on Tuesday, October 6 be convenient? I shall be in Beijing, at the Great Wall Hotel, from Tuesday, September 29, until Sunday, October 4, where a message will reach me. If the day is not convenient, will you please suggest another. Yours faithfully 尊敬的先生/小姐 我是达拉斯W/P电子公司的代表，将于下周一到周五(10月5-9日)住留昆明。我乐 于请您商讨我们新的显示器。星期二即10月6日上午09:30是否方便, 从周二，即9月29日，我将住在北京的长城宾馆，直到周六，即10月4日，在那会 有通知给我。如商讨日期不方便，请另外建议。 Back to Top <回信> Dear Mr/Ms, Thank you for your letter of September 26.We shall be very pleased to see you and discuss your new monitor, but October 6 is not suitable. We will be happy to meet with you at 9:30 a.m. on Wednesday, October 7, if the time is convenient for you. We look forward to meeting you. Yours faithfully 尊敬的先生/小姐 我们将很高兴与您会面并与您商谈新的显示器，但10月6日不太合适。如方便的话， 我们愿在10月7日与您会面。 期待与您见面。 您诚挚的 Back to Top 3. Dear Mr. / Ms, I am at present in Hamburg visiting the harbour with a view to making known our new type of container for use in Europe. I shall be in Antwerp on Wednesday, 4th June, and should like to call on you at 2.00 p.m. on that day. If I do not hear from you to the contrary, I shall assume that it will be convenient for me to call at that time. Yours faithfully 尊敬的先生/小姐 我现正在汉堡参观港口，以让欧洲了解并使用我们的新型集装箱。 星期三即六月4日，我将到安特卫普，我会于当天下午2:00打电话给你。 对此约定如不来信，我将认为于这个时间打电话是方便的。 您诚挚的 Back to Top 4. Dear Mr. / Ms, Mr. Jack Baron, our personnel director, has asked me to acknowledge your application for the post of accountant and to ask you to come to see him on Friday afternoon, 5th July, at half past two. I will appreciate your letting me know whether you will be able to come. Yours faithfully 尊敬的先生/小姐 杰克巴伦先生，我们的人事主任，让我向你申请会计职位表示感谢，并请你于7月5 日星期五的下午两点半来见他。 是否能来，请告知，多谢。 您诚挚的 Back to Top < 回信> Dear Mr./ Ms, Thank you for your letter of yesterday inviting me to come for an interview on Friday afternoon, 5th July, at 2:30. I shall be happy to be there as requested and will bring my diploma and other papers with me. Yours faithfully 尊敬的先生/小姐 谢谢昨日来信通知我面试，我将于要求的7月5日，周五下午两点半到达，并带去我 的证书及其它书面材料。 你诚挚的 信息查询 Request for Information 信息查询回复样本 尊敬的 Charles Aznavour 先生: 您 7 月 16 日的查询现已收到。得知贵公司对我们的产 品有兴趣，.........深.......感荣幸。 我们已通过 DHL 给您邮寄了我公司最新的产品目录以 及一些常用原料的样品..。 很抱歉未能寄上全套样品，但保证我公司的产品质量 确实如您所期.。 我公司业务部经理 Angela Wang 女士将于下月到法国 出差，希望到时能与您面谈并奉上全套产品样品。相 信看了这些样品之后，您也会同意我们的产品用料考 究、质量上乘、工艺精良，能吸引最挑剔的买家.。 除了您查询的产品以外，本公司还生产品种繁多的小 机具。贵公司若感兴趣，可浏览我公司网页..: www.globalsources.com/deselec.co 期待您的订单.。 顺祝商祺.， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co Sample reply to an RFI Dear Mr. Charles Aznavour, Thank you for your inquiry dated 16 July. We are pleased to hear that you are interested in our products. We have sent you a copy of our latest catalog by DHL, together with samples of some of the materials we regularly use in manufacturing of our products. I regret to say that we cannot send you the full range of samples. You can be assured, however, that our products are of the quality you expect. Mrs. Angela Wang, our Sales Manager, will be in France next month and would be pleased to visit you. She will have with her a wide range of our products. When you see them, we think that you will agree that only the best quality materials are used, and that the high standard of workmanship will appeal to the most discriminating buyer. We also manufacture a wide range of widgets in which you may be interested. You can find a full illustration of them in our online catalog at www.globalsources.com/deselec.co We look forward to receiving an order from you. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 2 3 Sample reply to an RFI Dear Mr. Errol Garner, Thank you for your enquiry dated 2 October. In response, we would like to make the following offer, subject to our final confirmation: Product: Steel screws Specifications: As per the attached list Packing: Loose in boxes of 5 kg net Quantity: 100 boxes Price: As per the attached list Shipment: January / February Payment: Confirmed, irrevocable letter of credit payable by draft on sight to be opened 30 days before the time of shipment Under separate cover, we have sent you samples of various sizes, our catalog and price list. If you find our offer acceptable, please e-mail or fax us for confirmation. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 信息查询回复样本 尊敬的 Errol Garner 先生: 贵公司 10 月 2 日查询函已收悉。以下报价需在本公司 确认后，方为有效.: 产品名称: 钢质螺丝钉 规格: 详见附件 包装: ............散装，每盒净重 5 千克. 数量: 100 盒 价格: 详见附件 交货期: 1 月..份/ 2 月..份. 付款方式: .......................不可撤销保兑信用证，应于装运日期前 30 天开具，见票即付 我们已分别寄出各种型号的产品样品、产品目录和价 目表.。 如贵公司接受上述报价，请尽早通过邮件或传真落实 订单为盼.。 顺祝商祺.， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 4 5 Inability to supply requested product Dear Mr. Roy Hamilton, Regarding your e-mail dated 12 August and ours of today concerning the supply of black silk.. As you perhaps know, demand for the above has been heavy since last year. We are consequently fully committed at the moment and are unable to meet your demand as requested.. We assure you, however, that we shall contact you as soon as fresh supplies become available. Should your customers require other silks, please let us know.. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 无法供货 尊敬的 Roy Hamilton 先生: 贵公司 8 月 12 日的邮件已收到，现就有关黑色丝绸供 货问题予以答复.。 您或许已经知道，自去年以来，上述货品的需求量极 大。本公司该产品订单已满，所以暂时无法满足贵公 司的要求.。 但是，一旦有新货源补充，本公司定当即时与贵公司 联络。若贵公司客户需要其它丝绸产品，亦请告知.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 6 7 Offering a substitute product Dear Mrs. Joyce Goga, Thank you for your e-mail inquiry dated 23 September for the double-side PCB DSG31. We appreciate your efforts in marketing our products and consequently regret very much that we are unable to supply the desired goods due to excessive demand. We would, however, like to take this opportunity to offer, without delay, the following material as a close substitute; Double-side PCB DSG18, US$_____ per meter, FOB Shanghai, including your commission of 2%. Please visit our catalog at www.globalsources.com/deselec. co for more information on this item. If you find the product acceptable, please e-mail us as soon as possible. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 建议提供.....替代.品 尊敬的 Joyce Goga 女士: 贵公司 9 月 23 日有关 DSG31 型双面印刷电路板的邮 件查询已经收到，多谢来信.。 我们感谢贵公司积极推广我们的产品，但因目前该产 品需求极大，我公司现无法满足贵公司的要求，对此 我们深感遗憾..。 但是，我公司希望借此机会，向您提供以下替代产 品:DSG18 型双面印刷电路板，可立即发货，每米 ______美元，上海离岸价，其中已包括贵公司 2% 的 佣金.。 请浏览 www.globalsources.com/deselec.co .....查询该产品 详情。若可接受，请尽快通过电子邮件联系我公司.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 8 9 Section 2 – Request for Samples 第二部分 – 样品索取 Requests for Samples help buyers establish that your company can deliver the quality products that he is looking for... 买家通过索取的样品来判断您公司是否能提供其所寻 找的优质产品...... Sample reply to an RFS 12 样品索取回复样本 Ready to offer a sample, but require payment for shipping 14 能提供样品，但需要对方支付运费 Ready to offer a sample, but require a Certificate of Incorporation 16 能提供样品，但需要对方提供公司营业执照 Declining a buyer’s request 18 拒绝买家的要求 11 Request for Samples 样品索取 Sample reply to an RFS Dear Mr. Graham, It is a pleasure to know of your continued interest in our products. The samples you have requested are now available and will be sent free of charge. We have sent the package via FedEx, with Airway Bill Number 8180-8713- 0983. We hope you find these samples to your liking. We would like to reiterate that we accept customization of products to suit your requirements. Please do not hesitate to contact us for any further clarifications. We look forward to doing business with you. With best regards, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 样品索取回复样本 尊敬的 Graham 先生: 非常高兴您对我们的产品依旧感兴趣。我们现已可以提 供您要求的样品并免费寄送给您。我们已通过 FedEx 寄 出样品，空运单编号是 8180-8713-0983。 我们希望您能对这些样品感到满意，并再次 说明 关于失联党员情况说明岗位说明总经理岗位说明书会计岗位说明书行政主管岗位说明书 ，我们 可根据您的要求定制产品.。 如需了解更多信息，请随时与我们联络。期待与您合作.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 12 13 Ready to offer a sample, but require payment for shipping Dear Mr. Daniel, It is a pleasure to know of your continued interest in our products. The samples you have requested are now available. Samples are free of charge, but according to our company’s policy, the customer must pay the shipping cost. Samples will be sent immediately as soon as the standard US$70 shipping payment is transferred to our account No. 009-334833299-2432 at Hong Kong & Shanghai Banking Corporation (HSBC) or when you provide us with your DHL, UPS or FedEx account number. Sorry for the inconvenience, I hope this little formality will not stand in the way of our future relationship. We hope you can understand our position and look forward to our future cooperation. With best regards, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 能提供样品，但...........需要.........对方支付运费 尊敬的 Daniel 先生: 非常高兴您对我们的产品依旧感兴趣。我们现已可以 提供您要求的样品。样品是免费的，但是根据公司规 定，客户必须支付运输费用.。 只要贵公司将 US$ 70 标准 excel标准偏差excel标准偏差函数exl标准差函数国标检验抽样标准表免费下载红头文件格式标准下载 运费转至我公司在汇丰银行 的帐户 009-334833299-2432 ，或提供您的 DHL、UPS 或 FedEx 帐号，我们会立即发送样品.。 由此造成的不便，在此表示歉意。我希望这项小小的 规定不会妨碍我们未来的关系.。 希望您能理解我们的立场，期待我们未来的合作.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 14 15 能提供样品，但需要对方提供公司营业执照 尊敬的 Thornton 先生: 得知贵公司对我们的产品有兴趣，深感荣幸。我们现 已可以提供您要求的样品。样品是免费的，但是根据 公司规定，客户必须提供公司营业执照.。 只要贵公司将营业执照传真至我公司: (86-21) 5306-8969，我们会立即发送样品.。 由此造成的不便，在此表示歉意。我希望这项小小的 规定不会妨碍我们未来的关系.。 希望您能理解我们的立场，期待我们未来的合作.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co Ready to offer a sample, but require a Certificate of Incorporation Dear Mr. Thornton, We are pleased that your company is interested in our products. The samples you have requested are now available. They are free of charge, but it is our company's policy to request a Certificate of Incorporation. Samples will be sent immediately as soon as the Certificate of Incorporation has been sent to our fax number, (86-21) 5306-8969. Sorry for the inconvenience. We sincerely hope this little formality will not stand in the way of our future relationship. We hope you can understand our position and look forward to our future cooperation. With best regards, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 17 16 Declining a buyer’s request Dear Mr. Andreano Chelentano, Thank you for your inquiry dated 25 March. 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 product. 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 you, do not hesitate to contact us again. Truly yours, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 拒绝买家的要求 尊敬的 Andreano Chelentano 先生: 您 3 月 25 日的查询已收到，多谢来信。我们十分重视 您这样的尊贵客户，非常高兴能收到您的来信.。 来信要求我公司提供我方产品的有关技术资料，我很 抱歉不能满足您的要求，因为这类资料在业内被视为 机密文件.。 真诚希望不会因此对贵公司造成不便。如果需要我公 司协助其它事宜，欢迎随时联系.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 18 19 Section 3 – Request for Quotation & Payment Terms 第三部分 – 报价及付款条件 Price increases and terms of payment are always sensitive subjects between buyers and suppliers. Always use tact and discretion... 涨价和付款条件一直是买卖双方之间的敏感 话题。处理时一定要机智谨慎...... Explaining a price increase 22 说明涨价原因 Persuading a buyer to buy before a price increase 24 说服买家在涨价之前下单 Giving an opportunity to buy before a price increase 26 给买家机会在涨价之前下单 Making a concession on price 28 对价格做出让步 Replying to a proposal to pay by a 30-day L/C 30 答复用 30 天远期信用证付款的建议 Replying to a request for direct terms of payment 32 答复直接付款的要求 Agreeing to modify payment terms 34 同意修改付款条件 Answering a request for payment by document against acceptance 36 答复以承兑交单方式付款的要求 Requesting the establishment of L/C 38 要求开立信用证 Amending L/C 40 修改信用证 Extending L/C 42 延长信用证期限 Clearing up misunderstanding 44 消除误会 A request for credit information 46 要求提供信用资料 Refusing credit 48 拒绝赊销 Asking to ship order COD 50 要求交货付现 Granting a delay in payment 52 同意延迟付款 Confirmation 54 确认供货 21 20 报价及付款条件 Request for Quotation & Payment Terms Explaining a price increase Dear Mr. George Smith, Enclosed is our new price list which will come into effect at 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 and are proud of the reputation for quality and dependability we have built over 15 years. We will not compromise that reputation because of rising costs. We have, therefore, decided to raise the prices of some of our products. We hope you will understand our position and look forward to your cooperation. With best regards, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 说明涨价原因 尊敬的 George Smith 先生: 随函附上的是将于本月底生效的本公司新价目表。您 会发现，我们大部分产品均已涨价，但一些库存量较 大的产品依然保持原有价格。此次提价是因为原材料 价格比去年上涨了10%，而且我们的一些分包商也提价 高达 15%。 如您所知，过去 15 年中，我公司的产品一直以品质优 良、性能可靠而闻名，我们以此为荣，决不会因成本 增加而牺牲信誉。为确保产品质量，我们只能稍微调 整价格..。 上述情况，希望贵公司理解。期待与贵公司继续保持 紧密合作..。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 22 23 Persuading a buyer to buy before a price increase Dear Mr. John Gray, This is regarding our quotation dated 2 November, and our mail offer dated 8 November concerning the supply of widgets. 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. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 说服买家..........在.........涨价之前下单 尊敬的 John Gray 先生: 关于小机具的供货事宜，我公司曾于 11 月 2 日报价并 于 11 月 8 日邮寄报价。现特此通知，该报价的有效期 在本月底结束.。 该产品市场需求量极大，供货有限，而且这种状况将 在相当一段时间内保持不变。为了保证您的订货，建 议您尽快接受我们的报价.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 24 25 Giving an opportunity to buy before a price increase Dear Clara Anderson, Due to rising prices in the worldwide LED market, from April 1 of next year, prices for our products are due to increase by 10% across the board. Since you are a valued customer of long standing, we wish to give you the opportunity to beat the price increase by ordering now at the current prices. In addition, we are willing to give you a discount of 5% on all orders of more than US$20,000. We are aware that you do not have sufficient warehousing for large quantities of reserve stock. Under this circumstance, we are prepared to hold the order for you until you require delivery. There will be no charge for warehousing from our company. We believe that you will see the advantages of this arrangement, which will save you at least 15% on LED purchases in the coming year. We look forward to your early reply. Yours faithfully, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 给................买家..............机会在涨价之前下单 尊敬的 Clara Anderson: 鉴于全球 LED 价格的上涨，自明年 4 月 1 日起，我公 司的产品将全面提价 10%。我公司万分感激贵公司长期 以来的支持，因此建议贵公司抢在价格上调之前订货.。 此外，所有总金额超过 US$20,000 的订单，均可获得 5% 的优惠.。 同时，我们了解到贵公司没有足够的仓库存放大量产 品，因此我公司可免费提供仓储服务。一旦贵公司要求 发货，我们可立即发货.。 我们相信您了解这种做法给您带来的利益 — 提早订购 可为来年节省至少 15% 的 LED 采购成本.。 期待您尽早回复.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 26 27 Making a concession on price Dear Ms. Kim Mi Kyung, 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 makers 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. We look forward to hearing from you. With best regards, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 对价格.......做.....出让步 尊敬的 Kim Mi Kyung 女士: 贵公司来信已收到，十分感谢。得知贵公司认为我方产 品的价格过高，不可接受，我公司深感遗憾。来信又提 及日本同类产品报价较我公司低近 8%。 我公司对贵公司的立场表示理解。然而，其他厂商的产 品质量绝对不能与我公司相提并论。虽然我们非常希望 与贵公司达成交易，但贵公司的还价较我公司报价相差 太大，所以无法接受.。 但是，我公司确有诚意与贵公司合作，故此在先前报价 的基础上降价 3%，希望贵公司能接受新价格.。 静候佳音。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 28 29 答复用 30 ..............天远期信用证.....付款的建议 尊敬的 Field 先生: 7 月 17 日来函收悉。承蒙贵公司订购 500 台黑白电视 机，不胜感谢.。 就贵公司提出的以 30 天远期信用证付款的建议，本公 司向来无此先例，但鉴于双方长期的互惠合作关系， 此次破例接受该建议.。 然而，我必须说明的是，此付款方式仅适用于此项交 易，而不能作为今后交易的先例.。 随函附上此次订单的销售 合同 劳动合同范本免费下载装修合同范本免费下载租赁合同免费下载房屋买卖合同下载劳务合同范本下载 (第 834 号)，烦请按 通常的程序处理.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co Replying to a proposal to pay by a 30-day L/C Dear Mr. Field, Thank you for your order of 500 b/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 No. 834 covering the order. I would be grateful if you would follow the usual procedure. Yours Sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 31 30 Replying to a request for direct terms of payment Dear Ms. Coates, Thank you for your letter dated 2 October requesting payment against documents for contracts No. 482 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, direct payment will only be acceptable if the amount 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. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 答复直接付款的要求 尊敬的 Coates 女士: 10 月 2 日来函收悉................。...............就贵公司提出的以付款交单的方式 支付第 482 号和 483 号合同款项的要求，我公司乐意 从命。 然而，我必须说明的是，在今后的交易中，此付款方式 只适用于金额低于 US$5,000 或等值人民币的交易。 否则，仍需以信用证付款.。 基于双方长期的互惠合作，本公司才破例接受上述要求.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 33 32 Agreeing to modify payment terms Dear Ms. Andrews, 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. 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 e-mail 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. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 同意修改付款条件 尊敬的 Andrews 女士: 6 月 6 日来函收悉。您第 463 号瓷砖订单也已收到， 承蒙惠顾，不胜感激.。 有关贵公司提出的修改付款条件的建议，我公司乐意 接受.。 上述订单所列各项货品均尚有存货，一旦收到电汇款 项，便可包装送运.。 货物装运妥当后，下列文件将立即以航空快件的方式 寄往贵公司.: 1. ...........提单，一式两份..; 2. .................发票，上海离岸价，一式三份..; 3. 品质保证书。 货物装运之后，我公司会即时邮件通知贵公司.。 我们将对您此次及以后的任何订单予以即时关注，敬 请放心.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 35 34 Answering a request for payment by document against acceptance Dear Ms. Green, Thank you for your letter dated 11 November. We have considered 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. Your sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 答复以承兑交单方式付款的要求 尊敬的 Green 女士: 11 月 11 日来函收悉。 贵公司建议以承兑交单方式付款，要求我公司发运贵 公司所订的陶瓷电阻器。经研究，我公司非常抱歉的 告知您，我们不能接受该建议.。 我公司所能做的最大让步是破例接受见票即付的付款 方式.。 我公司的产品以上乘的质量、精良的设计和合理的价 格而畅销全球三十余载。因此，贵公司如接受上述建 议，所需承担之风险几近于零，我公司陶瓷电阻器的 性能定能让您满意.。 如贵公司同意上述建议，请尽快赐复，以便我公司及 时履行交易.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 37 36 Requesting the establishment of L/C Dear Sirs, This is in regards to your order for 5,000 widgets 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. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 要求开立信用..证 尊敬的先生: 贵公司. 5,000 .................件小机具之订单我公司已收悉并向贵公 司发出了确认函(第. 341 ..............号)。现提醒贵公司，交货日 期将至，而相关信用证尚未送达我公司。 敬请贵公司尽快开立信用证，以便我方能按时发运货 品。为避免更多的延误，务请开立与合约条件相符的 信用证。 盼望您尽早回复。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 39 38 Amending L/C Dear Mr. Gray, Your letter of credit No. 8844 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 ship via Hong Kong more often than not. As a result, transshipment may be necessary. With regard to partial shipment, it would speed matters up if we could immediately ship the goods we have in stock instead of waiting for the whole shipment to be completed. With this in mind, I sent 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 e-mail us to that effect without delay. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 修改信用..证 尊敬的 Gray 先生: 贵公司经由加拿大皇家银行开出的第. 8844 .....号信用证已 收悉。 我公司核对后发现，该信用证列明不允许转运或分批 装运。 由于直航葡萄牙的货运班次甚少，货物往往需经香港转 运。如果等待货品全部备齐后一次发运，而不先行发运 库存货品，可能会拖延贵公司的收货时间。因此，转运 和分批装运是必要的。 鉴于此，我公司今已致函贵公司，请求将信用证有关条 款修改为................“..............准许转运和分批装运...”.。 相信贵公司会同意此项修改，并请尽快通过电子邮件告 知有关决定。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 41 40 Extending L/C Dear Mr. Quek, 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. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 延长信用......证....期限 尊敬的 Quek 先生: 贵公司关于. 10,000 ................件小机具订单的信用证已收悉，承蒙 惠顾，不胜感激.。 因供应商有所延误，我公司未能在本月底如期发货， 为此我们深感歉意，并已于今日就此事传真贵公司.。 预计货物将于. 8 .....................月初备齐待运。我公司现正安排由 “长城号”货轮承运，计划于. 8 ..月. 7 .......日自上海起航.。 烦请传真有关延长信用证期限的文件，以便我公司发货.。 我公司就此次延误深表歉意，希望不会给贵公司带来 不便。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 42 43 Clearing up misunderstanding Dear Mr. Green, Thank you for your letter dated 1 October concerning our invoice No. 26354. Although your order arrived safely, you appear to have forgotten to enclose payment. Please check your records. If a check was issued, it would be wise to stop payment on it and issue a new one. We will dispatch the goods on receipt of the necessary payment. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 消除误会 尊敬的 Green 先生: 感谢贵公司. 10 ..月. 1 ........日有关我公司第. 26354 .....号发票的 来信。贵公司虽已寄来订单，但似乎未附寄货款.。 烦请核对贵公司记录，如已开出支票，宜通知银行止 付，并开立新支票。一旦收到货款，我公司将立即 发货.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 45 44 A request for credit information Dear Sirs, Thank you for your 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 so 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. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 要求.......提供信用资料 尊敬的先生: 得悉贵公司对我公司产品感兴趣，深感荣幸。希望. 2 月. 5 ...............日寄上的样品能符合贵公司要求.。 为双方开展业务往来，我公司希望能尽早解决信用手 续问题。烦请贵公司提供有关的财务资料，以便能够 进行赊销交易.。 有关资料需包括最近的财务报告、开户银行名称、证 明文书以及其它详细的信用资料。我公司将对这些资 料绝对保密.。 预祝合作成功。 顺祝商祺.， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 46 47 Refusing credit Dear Mr. Legrand, Thank you for your order No. 6565 dated 1 July for 100 widgets. I regret to say that our records show that we do not have a 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. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 拒绝赊销 尊敬的 Legrand 先生: 贵公司. 7 ..月. 1 ...日第. 6565 ....号订购. 100 .......件小机具之订单 已收悉，承蒙惠顾，不胜感激.。 翻查我公司记录发现，贵公司提供的信用证不符合我 方要求，故我公司不能履行该订单。为落实订单，烦 请寄来不可撤销保兑信用证.。 如有任何延误，务请原谅，并早日赐复.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 49 48 Asking to ship order COD Dear Mr. Fox, Thank you for your order no. 6464 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 (COD)? 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, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 要求.....交....货...付现 尊敬的 Fox 先生: 贵公司. 4 ..月. 28 ...日第. 6464 ....号订购. 40 ......件小机具之订 单已收悉，承蒙惠顾，不胜感激。由于我公司缺乏贵 公司足够的信用信息，无法与贵公司进行赊销交易， 故而未能即时发货。此次交易能否按交货付现方式 付款, 如贵公司希望以赊销方式进行以后的交易，烦请提供 标准的财务报告和银行证明文件。我公司将对该资料 绝对保密.。 期待您的回复.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 50 51 Granting a delay in payment Dear Mr. White, 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$11,426 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. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 同意.....延迟付款 尊敬的 White 先生: 贵公司. 3 ..月. 24 ...................日来函收悉。得知贵公司财务困难， 我公司深表遗憾.。 经考虑，我公司同意贵公司将欠款. US$11,426 ....延迟至 本年. 5 ..月. 1 .....日付清.。 然而，我们必须说明的是，此次是我公司基于贵公司 的现状做出的特别处理，并不表示日后也能做出同类 的安排.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 53 52 Confirmation Dear Mr. King, As a result of our recent exchange of information, we have a strong interest to work with your proposal. Please see the following terms and conditions as a confirmation of the start of our business relationship. Product Name: R - Transformers Spec. Number: 003412-b Quantity: 100 pieces Price: _______US$ FOB Shanghai Packing: Paper bags Payment: L/C 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. Yours faithfully, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 确认供货 尊敬的 King 先生: 根据近期双方商谈的结果，我公司对贵公司提出的方 案非常感兴趣，并乐意以此合作.。 我方在此确认如下条款.: 产品名称: R - 变压器 产品标号: 003412-b 数量: 100 件 价格: ____ ........美元，上海离岸价 包装: ....纸袋 付款方式: ...信用证 真诚希望双方的首次合作取得成功，并期待在今后的 贸易往来中实现双赢.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 54 55 Section 4 – Receiving Orders 第四部分 – 接......到....订单 Congratulations, you have turned your buyer’s request for information into a purchase order... 恭喜，您已经将买家的信息查询转化成采购订单...... Thanking a buyer for an order 58 感谢买家下单 Dealing with a difficult buyer 60 对付难缠的买家 Declining an order 62 放弃..订.单 Partial rejection of an order 64 不能.....全数..供货 Answering a complaint 66 回复投诉 Accepting a claim and attempting to sell more products 68 接受投诉并..........尝试推.....销更多产品 57 Receiving Orders 接......到....订单 Thanking a buyer for an order Dear Mr. Toyama Tokanava, Thank you for your order dated 8 September. The models you selected from our showroom went out today under my personal supervision. The order is being forwarded to you by _____ shipping company. The relevant documentation is enclosed. I enjoyed meeting you and hope that this order represents the beginning of a long and prosperous relationship between our companies. The next time you visit us, please let me know in advance so that I can arrange a lunch for you with our directors. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 感谢买家下单 尊敬的 Toyama Tokanava 先生: 谢谢您. 9 ..月. 8 ....................日的订单。今天我已亲自监督发送了您 自陈列室挑选的产品。该产品由.............._____.........海运公司承运。 随函附上相关文件.。 很荣幸与您会面，真诚希望此次订单是双方互惠合作的 开端。下次到访前，请事先通知我，我将安排您与我 公司董事共进午餐.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 58 59 Dealing with a difficult buyer Dear Mr. Ray Brown, 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 manager requires 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 that this system will cut down on delays and errors and will allow our operations to run smoothly. With best regards, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 对付难缠的买家 尊敬的 Ray Brown 先生: 我公司与贵公司合作多年，非常重视双方的关系。不 过最近，我们之间的合作好像出现了问题，我公司深 感遗憾.。 贵公司采购部发出订单后，再三更改内容，甚至有几 次退回订购货品。这种情况导致双方工作中的混乱和 为难.。 为消除这个问题，我公司建议，在接到贵公司订单 后，我公司销售经理与贵公司再次确认订单内容。如 果需做出改动，我公司将修改后的订单传真给贵公 司，供贵公司核对.。 希望上述办法能减少延误，使双方的合作更为愉快.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 61 60 Declining an order Dear Mr. T.B. Walker, Thank you for your order No. 5812 for DVD players, which we received today. We regret that, owing to the shortage of stock, we are unable to fill your order. Moreover, our manufacturers cannot undertake this order either for future delivery because of the uncertain availability of raw materials. We will, however, contact you when supply improves. In the meantime, please feel free to send us your specific inquiries for other types of DVD players. You can be assured of our best attention at all times. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 放弃订单 尊敬的 T. B. Walker 先生: 今天收到贵公司第. 5812 ..号. DVD ..........播放机订单，承蒙惠 顾，不胜感激。但因为目前我公司存货短缺，不能提供 贵公司所需产品，特此致歉。另外，我公司的生产商尚 未确定是否有充足的原料供应，所以也不能保证晚些时 候能履行订单。一旦供应情况改善，我们将立即通知贵 公司.。 若贵公司希望了解其它型号的. DVD .........播放机，我们随时 乐意效劳.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 63 62 Partial rejection of an order Dear Mr. Armen Majaryan, Thank you for your order dated 2 February for a minimum quantity for 60,000 pieces CHPH34 model earphones. Had you contacted us a month ago, we could have completed your request in full. I regret to inform you that our stocks are now low and the maximum we can supply is 40,000 pieces. However, we would like you to consider taking 35,000 pieces CHPH22 model earphones. This product is priced 10% lower. This substitution is, of course, subject to your approval. If you agree to our proposal, we can complete the deal; otherwise we are afraid that you will have to be satisfied with 40,000 pieces of CHPH34 model for the time being. In order to speed up the transaction, we have e-mailed you today with the above information. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 不能.....全数..供货 尊敬的 Armen Majaryan 先生: 贵公司. 2 ..月. 2 ..日. 60,000 ..副. CHPH34 ........型耳机的订单已 收悉，承蒙惠顾，不胜感激.。 贵公司若在上月向我公司发出此订单，我公司定能效 劳。但目前，由于存货不足，我公司最多只能供应. 40,000 .........副该型号的耳机.。 但是，我公司希望贵公司可考虑以. 35,000 ..副. CHPH22 型耳机替代，其价格较. CHPH34 ......型耳机低. 10%。当 然，接受与否，完全取决于贵公司的意愿.。 如果贵公司同意我公司的提议，双方即可完成交易; 否则，我们暂时只能提供. 40,000 ..副. CHPH34 .型 耳机.。 为及早履行订单，我们已于今天将上述情况通过电子 邮件知悉贵公司.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 65 64 Answering a complaint Dear Mr. Jones, Thank you for your mail dated 30 July regarding your order No. 1844. We are glad to hear that the consignment was delivered promptly. We regret that box No. 46 in container No. 3 did not contain the goods you had ordered. We have investigated the matter and found that we did make a mistake in putting the orders together. I have arranged for the correct goods to be sent to you at once. The relevant documents will be mailed to you as soon as they are ready. Please keep box No. 46 and its contents until called for by our agent who has been informed of the situation. I feel terribly sorry and apologize for the inconvenience caused. Truly yours, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 回复投诉 尊敬的 Jones 先生: 感谢. 7 ..月. 30 ........日贵公司有关第. 1844 ........号订单的来信。得 知货物及时运抵，我们感到十分高兴.。 有关. 3 ......号集装箱. 46 ...............号箱中所装并非贵公司所订之货物 一事，我公司在此深表歉意。我公司对此事进行调查后 发现，导致此次错误的原因在于装运时将不同订单的货 物同处存放。缺货已即时安排发运，有关文件准备好后 会立即寄出。错运的. 46 .............号箱烦请代存，我公司已通知 代理商与贵公司联络.。 因此所致的任何不便，我公司再次深表歉意.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 67 66 Accepting a claim and attempting to sell more products Dear Mr. Blue, Thank you for your e-mail telling us about the mistake in our shipment to you last week. We send our sincere apologies. After checking with our export department I found you were billed for 50,000 pieces of magnetic heads. The problem arose when our export department mislabeled your cartons and your shipment went to another buyer. The 50,000 pieces of magnetic heads you ordered are being shipped to you today. As far as the shipment of microphones we sent to you in error is concerned, you can return them to us and we will pay the shipping charge. You may, however, wish to keep the microphones as well. They are a very popular item this year in your region. Why not keep the microphones to see how they sell? I will arrange with our account department to delay the billing, to give you plenty of time to settle both payments. Please let me know your decision. With best regards, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 接受投诉并.............尝试推销.......更多产品 尊敬的 Blue 先生: 贵公司通知上周运抵之货物有误的电子邮件已收悉，我 公司为此深表歉意..。 经与我公司出口部确认，提单列明之货物确为. 50,000 个磁头，但问题出在实际装有该批货物的包装箱被误贴 标签而发给了另一位客户.。 贵公司所订的. 50,000 ...............个磁头已于今日发运。烦请将错 运的麦克风退回，我公司将支付运费。 当然，也欢迎贵公司保留该批产品.......... — .......今年，该产品在 您所在的地区非常畅销。希望贵方考虑这一建议，试销 该产品。我公司乐意延迟登帐，提供足够的时间让贵公 司支付这两项货款。烦请早日回复.。 顺祝商祺.， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 69 68 Section 5 – Business Relations 第五部分 – 业务关系 Good business relations are an essential part of success in the export marketing field. Develop this with your buyers so they will keep you in mind for future orders... 良好的业务关系是在出口推广领域取得成功 的基本要素。与买家发展良好的业务关系， 将促使他们考虑给您更多的订单............ Attempt to establish a business relationship with the buyer 72 寻求建立业务关系 Replying to a buyer’s letter to establish business relations 74 回复买家要求建立业务关系的信函 Contacting a past buyer 76 与过去有业务往来的买家联络 Selling more to a regular buyer 78 向长期合作买家推销新产品 71 Business Relations 业务关系 Attempt to establish a business relationship with the buyer Dear Manager, We have obtained your name and address from _____________, and we are writing to inquire whether you would be willing to establish business relations with us. We have been manufacturing power relays for many years now. At present we are interested in extending our overseas market and would appreciate your response. Considering our competitive prices, we expect to establish a long-term partnership with you. We look forward to your early reply. With best regards, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 寻求建立....业务..关系 尊敬的.....经理先生: 我公司自..........................._____________..............处获知贵公司的名称及地址。 特此修函，希望能发展彼此间的业务关系.。 多年来，我公司一直专注于从事功率继电器生产， 现欲拓展海外市场，希望得到您的反馈.。 我公司产品价格合理，希望贵公司能与我方建立长期 业务关系..。 期待您的早日回复.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 72 73 Replying to a buyer’s letter to establish business relations Dear Mr. Andrew Bollone, Thank you for your letter this morning. We would be glad to enter into business relations with your company. In compliance with your request, we are sending you, under separate attachment, our latest catalog 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 e-mail or fax us. Yours sincerely, Chen Guo Yu, General Manager Dynamic Exports Shanghai Electronic Co., Ltd. gchen@globalsources.com www.globalsources.com/deselec.co 回复买家...........要求建立业务关系的信函 尊敬的 Andrew Bollone 先生: 今晨收到您的来信，不胜欣喜。我公司很高兴能与贵 公司建立业务关系.。 根据您的要求，特此奉上我公司最新的全套出口产品 目录和报价单，详情请见各附件.。 我公司接受以不可撤销保兑信用证付款。如果贵方有 意订货，请通过电子邮件或传真发送订单.。 顺祝商祺， 陈国玉，总经理 达尼米克出口上海电子有限公司 gchen@globalsources.com www.globalsources.com/deselec.co 74 75 Contacting a past buyer Dear Mr. Oscar Peterson, We were informed by our trade contacts that your company has reestablished itself in Argentina and is once again trading successfully. We would like to congratulate you and offer our best wishes for your continued success. In the past, our two companies were involved in a large volume of trade. We see from our records that you were one of our top ten customers. We very much hope that we can resume our mutually beneficial relationship at this point. Since our last transaction, our product lines have changed dramatically. Not only do they reflect the most current South American need for ceramic resonators, some of our products are specifically targeted for the market in your individual region. As an initial step, I suggest you visit our website at www.globalsources.com/deselec.co where you will find our illustrated catalog for your evaluation. Should you wish to receive product samples for closer inspection, we will immediately forward them free of charge; just as we did in the past. We look forward to hearing from you. Sincerely yours, Yao Yi Bin, General Manager Dynamic Exports Shanghai Electronic Components Co., Ltd. yyao@globalsources.com www.globalsources.com/deselec.co 与过去有业务往来的买家联络 尊敬的 Oscar Peterson 先生: 欣闻贵公司在阿根廷复业且发展迅速，在此特向您表示 衷心的祝贺，并祝愿贵公司业务蒸蒸日上.。 过去，贵公司与我公司曾有频繁的业务往来。查阅我公 司记录，贵公司曾是我公司的十大客户之一。现今，我 公司非常希望能再续双方互利互惠的业务关系.。 自上次合作至今，我公司产品种类变化极大，除了囊括 符合南美市场最新需求的陶瓷振荡器之外，还有专为阿 根廷市场开发的新产品.。 作为合作的第一步，我们建议您访问我公司的推广网 页:www.globalsources.com/deselec.co。该网页上有我公 司最新的产品目录，并配有产品图像，供您参考。如需 样品做进一步审查，我们乐意遵循先前的惯例，免费为 您邮寄...。 期待您早日回复.。 顺祝商祺.， 姚义滨，总经理 达尼米克............出口..........上海电子元件有限公司 yyao@globalsources.com www.globalsources.com/deselec.co 77 76 Selling more to a regular buyer Dear Frank, We have recently refreshed our online catalog at www. globalsources.com/desz.co. These products are currently available at your request, and cover the latest market trend. We are most grateful that you have, for several years, included a selection of our products in your mail-order catalogs. The resulting sales have been very steady. We believe that you will find our new products most attractive. They should get a very good reception in your market. Once you have time to study the supplement, 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 _________, which should do well in the European market. We will keep you informed on our progress and look forward to hearing from you. Sincerely yours, Hong Jian She, General Manager Dynamic Exports Shanghai Zipper Co., Ltd. jhong@globalsources.com www.globalsources.com/desz.co 向长期合作买家推销新产品 尊敬的 Frank 先生: 我公司最近推出了一系列新产品。这些新产品反映了 最新的市场趋势，目前已可供货。请浏览我公司推广 网页:www.globalsources.com/desz.co，查看最新的产 品目录.。 多年来，贵公司的邮购目录一直收录本公司的产品， 且销售业绩理想，我公司在此表示感谢.。 我们的新产品非常具有吸引力，定能在您所在的市场 获得良好的反响.。 浏览我们的网上目录之后若需了解更多信息，请随时 与我们联系，我们将非常乐意为您奉上样品。另外， 我公司现正开发一系列.....................____________.........，以迎合欧洲市 场的需求。我们将随时向您通报最新进展.。 期待您的回复.。 顺祝商祺.， 洪建涉，总经理 达尼米克出口上海拉链有限公司 jhong@globalsources.com www.globalsources.com/desz.co 79 78 Connecting global buyers and suppliers 连.........结........全球买家及供应商 Global Sources’ mission is to connect global buyers and suppliers, by providing the right information, at the right time, in the right format. 环球资源的使命是:................以适当资讯，在适当时机，通过适 当渠道，连结全球买家及供应商。 81 Connecting global buyers and suppliers 连.........结........全球买家及供应商 环球资源自. 1971 ...................年成立以来，始终致力于促成全球买 卖双方的有效沟通。 我们的目标是为贸易伙伴创造最佳的商机.。 如今，我们的目标和重心依然如故，只是我们实现目 标的渠道已经得到了大大的拓展。对供应商而言，环 球资源努力.: 1. ........................提高供应商的销售量，并保持或提高价格水平 2. ..................提升供应商的品牌及公司知名度 3. ......................始终将供应商的产品呈现于目标买家面前 4. .........................提供来自多元化的庞大国际买家社群的即时需求信 息及全新产品理念 环球资源以其独特的定位为您创造价值。为什么我们 能做到这些,因为我们拥有. 38 ...........年的成功经验，以及一 个日益壮大的、信赖并推崇环球资源的买家社群.。 对买家而言，我们通过其所选择的媒体渠道，为其提 供切合需要的、跨地区的专业化货源信息.。 如欲了解我们如何帮助您实现商业目标，请联系环球 资源客户主任.。 Since Global Sources was founded in 1971, we have been strong proponents of effective communication between suppliers and buyers worldwide. The objective of this is to create the best business opportunity for trade partners. Today, our commitment and focus remain unchanged, but we employ multiple channels to facilitate communication and business growth. For suppliers, Global Sources: 1. Increases supplier’s sales volume (Purchase Orders) and maintains or increases price points 2. Increases supplier’s brand and company recognition 3. Keeps suppliers’ products in front of the right buyer community at all times 4. Provides suppliers with current demand information and new ideas from our large, diverse group of international buyers Global Sources is uniquely positioned to deliver this value to you. Why? Because we have 38 years’ experience and a growing community of buyers who prefer Global Sources. For buyers, we meet their needs for vertical-specific, multiple-country sources in the media of their choice. For consultation on how we can help you meet your business objectives, please contact your Account Executive. 83 82 Glossary 词汇表 The following are generally-accepted terms and definitions. Cash on delivery - a method of making a purchase with the expectation that the item(s) will be paid for on delivery.* Letter of credit (L/C) - an instrument or document issued on behalf of a buyer by a bank on another bank or banks or on itself. It gives the buyer the prestige and financial backing of the issuing bank. The acceptance by the bank of drafts drawn under the letter of credit satisfies the seller and the seller's bank in the handling of the transaction. The buyer and the accepting bank also have an agreement as to payment for the drafts as they are presented.* Request for information - an inquiry from a potential buyer about your products and company. Your response to the RFI will help buyers decide whether to buy from you or not. Request for samples - a request for information made a buyer to a supplier for samples of the supplier’s products Terms of payment - the prescribed time a person has to make installment or other payments as identified in a loan or credit contract. * As found in the Dictionary of Marketing and Advertising (Rosenberg 1995) 以下是一些广泛接受的贸易术语及其解释.。 交货付现 (Cash on delivery):货物运达时支付货款。* 信用证 (L/C):根据买方的要求，由一家银行向另一家 银行或多家银行或其自身开具的凭证或单据。它为买 家提供了信誉担保和开证银行的财务支持。银行承兑 信用证项下的汇票即表明其接受卖方及卖方银行处理 业务的要求。买方与承兑银行也签有承兑汇票付款的 协议.。* 信息查询. (Request for information):潜在买家发出的 对您产品及公司信息的查询。您对信息查询的回复将 帮助买家决定是否向您采购产品.。 样品索取 (Request for samples):买家向供应商索取产 品样品的请求.。 付款条件 (Terms of payment):约定的偿付借贷或信贷 合同中所确定的分期款项或其它款项的时间.。 * 摘自 Dictionary of Marketing and Advertising (Rosenberg 1995) 84 85 时 势 造 英 雄 。 时局愈艰难，愈显英雄本色。 今天，“中国制造”面临前所未有的挑战。如何在困境中实现突破, 你需要强大的营销后盾，打造新的竞争优势，迎接春天的来临。 环球资源“全面解决方案”，承载近 40 年专业 B2B 经验和资源， 整合多种推广渠道，独具星级排名和认证服务，助你携手优质买家， 成就英雄伟业。 浪潮已经到来，勇于弄潮,还是甘于被淘汰,这是你的选择。 时势造英雄。环球资源。