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贸易函电书写规范

贸易函电是贸易实务中最为重要的环节之一，POCIB对函电的要求也较高，并且在评分中非常重要，会有老师定期人工批改大家的函电，请大家注意以下几点：

1、选择正确的“业务种类”，明示标题。
2、选择合适的贸易函电格式书写函电，如齐头式、缩进式、混合式等。
3、全部使用英文撰写，要求语言简洁、流畅，无语法和拼写错误。切忌在函电中使用中文。
4、尽量使用自己组织的语言书写函电，不允许直接使用百科中范例中的语句。
5、磋商内容清晰完整，包含必要的磋商要素如：品名、规格或质量要求、数量、包装、价格、付款方式、运输方式、装运时间、装运港、目的港、保险条款等。
6、磋商过程中有多次议价过程或英文函电写作文采较好都能够得到相应加分。

一、贸易函电的组成部分和格式

1、组成部分：

（1）、信头 Letterhead

• 信头往往是商务信函中最显著的要素，位于信纸最上端。它标明是从何处来的，而且给收信者留下第一印象。通常情况下，公司都会专门印制带有信头的信笺纸，包括发信人的姓名，地址，电话，传真等。有时信头中还会充分使用商标或简短的广告，很多大公司在信头中还加上部门的标志。当我们撰写传统信件时，直接使用这种信笺纸就可以。

• 例如：
  

• China National Cereals, Oils and Foodstuffs Imp & Exp Corp.

• 8 Jianguomen Nei Dajie
• Beijing 10005, China
• Telephone: 86-10-6526-8888
• Fax: 86-10-6527-6028

• E-mail:carl@cofco.com.cn

（2）、案号 Reference

• 根据交易的内容、办事人或时间等来分类，以便于查找存档的信件。案号还有助于将回函与早些时候的信件联系起来，以使它们能及时送达有关的人或部门。案号没有固定的格式，公司可以选择他们认为最有效的方式来表示。

• 例如：
  

• Your ref:CNN/011
• Our ref:12345/XY

（3）、日期 Date

• 日期是商务信函中至关重要的部分。日期应该使用正规的书写形式。完全用数字表达的方式（如：7/5/2021）应该避免使用。

• 例如：
  

• 美语表示法：May 15，2021
• 英语表示法：26 July 2021

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（4）、封内地址 The inside address

• 这里就是指收信人的姓名和地址，一般写在信笺的左上方。收信人名称地址的格式和信头的格式相同，但必须把收信人的姓名一并写出。另外，如果不是完全公事化的书信往来，或者已经从公事的关系渐渐发展成为带有私人性质的友好信件往来，由于称呼这一栏的内容已经说明了收信人的身份，所以可以不必填写封内地址。

• 例如：
  

• Personnel Department
• Westminster Production Co.
• 51 High Street
• Anytown,MN55106
• USA

（5）、注意项 Attention line

• 通常，当收信人的名字没有出现在信内地址中的时候，你就应该使用注意项来提及具体收信人的名字，以标明信是真正写给谁的。“attention”或“for the attention of”应大写打出或加下划线。注意项一般放在封内地址和称呼之间，或包括在封内地址里面。

• 例如：
  

• ATTENTION: MR.ROBERT

（6）、称呼 The salutation

• 指对收信人的一种称呼。较常使用的有Dear Sirs, Dear Madam, Dear Mr. XX,。称呼后面的标点，一般既可使用冒号也可使用逗号。称呼里的第一个字母要大写。如果你与收信人关系密切，可以直呼其名。

• 例如：
  

• Dear Sir or Madam:
• Dear Bill Stevenson，

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（7）、事由 The subject line

• 事由也就是我们通常说的主题，可以直接写明信件的重点，让人不必读完全信才了解到信的内容。所以事由要写得简明扼要。如果有必要，标题可加下划线或用大写字母打印。

• 例如：
  

• SUBJECT:ACCOUNT NO.222

（8）、正文 The body of the letter

• 信文是每封信中最重要的部分，它包含着你要传达给收件人的重要信息。尽管有时一封信仅寥寥数语，但还是要遵循三段式的格式。第一段引入主题，它应该一下就抓住读者的注意力，并有助于诱发读者的积极反应。第二段是详细讨论。最后一段与第一段同样重要，它通常是一个总结，讨论或进一步的要求。

• 例如：
  

• Thank you for your interest in our latest Personal Digital Assistant Type III-H.
• As requested, we offer you 500 sets of PDA at USD140 per set FOB Inchon for shipment in February, 20- . We require payment by L/C.
• Because there is an increasing demand for this product, our price is non-negotiable. We look forward to your reply.

（9）、信尾敬语 The complimentary close

• 信尾敬语以友好的方式结束全信，它通常放在正文下面第三行，齐头式靠左对齐，缩格式偏右。如果称呼是Dear Sir，Dear Madam，Ladies and Gentlemen，结尾语要较正式：Faithfully yours，Yours cordially。如果称呼中使用了客气的头衔，而且提到了姓名：dear Mr.Smith， Dear Dr.Hamilton ，可以使用比较随便一些的敬语，如：Sincerely yours，Yours respectfully， Yours truly。敬语的结尾标点符号是逗号，注意第一个词的首字母为大写。

• 例如：
  

• Yours faithfully，
• Truly yours，

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（10）、签名 The signature

• 位置在敬语下面空三行，签上写信人的名字，中间的空行留做手签写名之用，打出的签名正体可以清楚地显示是谁写的信。如果是传统的信件，写信人最好亲笔签上您的名字，因为用印章的话，说明该信件并非本人亲自过目，只是通函而已，不为人重视。签名的下面，最好写上发信人的职位。

• 例如：
  

• Yours faithfully,

• Doris Fergoson

• Doris Fergoson
• (Manager)

（11）、缩写名、附件、分送标志 IEC block（initials，enclosures and carbon copies block）

• 在签名下的两至三行，紧靠左边线。Initials，在商务信函中通常应标出写信者和打信者的。写信者在左边，打信者在右边，如：HM/LZ；JT/aq。如果随信附有其他单据，你要写出都附有什么附件，其表达方法常采用缩写的形式。如：Enc. Price List；Encl. As Stated。如果一封信的副本还同时发给第三方，要写入抄送标志，如：明抄：cc Marketing Department；暗抄：bcc Mr. Simpson。

• 例如：
  

• HM/LZ

• Encl:As Stated

• cc:J.M.Dixon

（12）、附言 Postscript

• 在商务信函中，附言通常并非用于其原始的作用，而是作为强调某件事的一种手法。它通常用“P.S.”的形式来表示，位于附件下面,有打印或手写两种方式。然而，应尽量避免使用附言，因为它毕竟是没有计划好的事情。

• 例如：
  

• P.S. The invitation card will be posted to you in a couple of days.

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2、函电格式:

（1）、齐头式，包括全齐头式和齐头式。

• 全齐头式信函各行，包括信头、信内地址、称呼、主标题、正文、还有结束套语，都要从左边缘栏线开始。如果是印刷的信纸，除了信头其他的都必须从左边开始；
• 齐头式信函信头位于中间，除了印刷的信纸；结尾敬语、签名靠右边缘；注意事项和事由都居中，其他部分和全齐头式格式一样。

• 全齐头式范例：
  

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• 齐头式范例：
  

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（2）、缩进式。

• 要求信内名称和地址逢换行时，下一行比上一行向右缩进2个或多个字母的距离。 正文的每段首行也要要留出一定的空白，一般向右缩进2个或多个字母的距离。日期靠右边缘，结尾敬语和签名也要和日期一样靠右。

• 缩进式范例：
  

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（3）、混合式。

• 除了信内收信人和地址采用齐头式，公函正文的各段首行都要缩进2个或多个字母的距离。日期还是在右上方的。混合式信函的左边和右边都要留出一定的空白，各段落之间空两行，敬语和签名放在栏中线右侧。

• 混合式范例：
  

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二、贸易函电书写基本原则

• 商务信函往来是商务活动的重要组成部分，是通过邮寄或其他电信手段进行的文字形式的商务活动。商务信函是深思熟虑的产物，能最大限度地减少电话和面谈中可能出现的疏漏和误解。
• 它要求有得体的版面，逻辑性的观点，正确的语法，拼写和标点符号，合适的风格语气以及巧妙组织的信息。这些要求可被概括成7C原则：

1、Courtesy 礼貌

语言要有礼且谦虚，及时地回信也是礼貌的表现。

• 例如：
  

• We have received with many thanks your letter of 20 May, and we take the pleasure of sending you our latest catalog. We wish to draw your attention to a special offer which we have made in it.
  

• You will be particularly interested in a special of for on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May.

2、Consideration 体谅

写信时要处处从对方的角度去考虑有什么需求，而不是从自身出发，语气上更尊重对方。

• 例如：
  

• “You earn 2 percent discount when you pay cash. We will send you the brochure next month. ”就比 “We allow 2 percent discount for cash payment. We won't be able to send you the brochure this month.” 要好。

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3、Completeness 完整

一封商业信函应概况了各项必需的事项，如邀请信应说明时间、地点等，切忌寄出含糊不清的信件。

4、Clarity 清楚

意思表达明确，要注意：
（一）避免用词错误：

• 例如：As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services.
  

• 此处bimonthly有歧义：可以是twice a month 或者once two month.故读信者就迷惑了，可以改写为：
  

• (1). We have two direct sailings every month from Hong Kong to San Francisco.
  

• (2). We have semimonthly direct sailing from Hong Kong to San Francisco.
  

• (3). We have a direct sailing from Hong Kong to San Francisco.
  

（二）注意词语所放的位置：

• 例如：
  

• (1). We shall be able to supply 10 cases of the item only.
  

• (2). We shall be able to supply 10 cases only of the item. 前者则有两种商品以上的含义。
  

（三）注意句子的结构：

• 例如：
  

• (1). We sent you 5 samples yesterday of the goods which you requested in your letter of May 20 by air.
  

• (2). We sent you, by air, 5 samples of the goods which you requested in your letter of May 20.
  

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5、Conciseness 简洁

（一）避免废话连篇：

• 例如：
  

• (1).We wish to acknowledge receipt of your letter...可改为：We appreciate your letter...
  

• (2).Enclosed herewith please find two copies of...可改为: We enclose two copies of...
  

（二）避免不必要的重复：

（三）短句、单词的运用：

• Enclosed herewith-->enclosed
  

• At this time-->now
  

• Due to the fact that-->because
  

• A draft in the amount of $1000-->a draft for $1000
  

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6、Concreteness 具体

• 具体原则是指信函中涉及的内容要言之有物，信息要详实具体、丰富生动，表达要完整。商务信函写作中注意避免类似：soon, at an early date, good, nearly 等笼统的、含混不清的表达。

• 例如：
  

• I will send the samples to you soon. 就不如 I will send the samples to you in two weeks. 如果能再具体，那就更好了，例如:I will send the samples to you next Monday.

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7、Correctness 正确

(1). Establishing Business Relations
可以说没有客户，就没有业务，与潜在客户建立业务关系不仅对于新成立的公司很重要，对于那些想要扩大业务范围，增加营业额的公司来说，同样很重要。

如果一家新公司，既我方一家公司，想要在国外打开市场，买入或者卖出产品，那么，他首先必须做的就是他要明白与谁做业务，通常，这类信息可以通过以下渠道获得：
1）通过写信交流：
2）参加出口商品交易会：
3）出席国内外举办的展览会；
4）互派贸易代表团。
上述所有途径中，写信使用最为广泛。通过写信可以从银行﹑杂志﹑报纸电视广告﹑业务关系介绍﹑市场调查﹑商务参展﹑商会﹑商务参展﹑中间人﹑自我介绍等等来获取所需要的所有信息。

从上述任何渠道获得想要得到的公司名称和地址之后，就开始着手写信与之联系。这类信是第一次寄出去的信，也可称之为“初次询盘”。通常这类信函最初告诉阅信人他的信息，主要包括下列内容：
1）信息来源；
2）意向；
3）经营范围和子公司、分公司，如有的话；
4）公司的财经和成信情况。

如果想要进口买入，可以要求看样品，价格单等。写信人可以简明扼要地说明想要购买和想要买出何物。结尾时，通常要表达想要合作和期待早日答复的原望。
收到这类信函后要立即回信，不能延误，并写得有礼貌，以便给对方留下一个良好的印象。这就是外贸业务信函最重要的功能。

对于外贸公司来说业务往来非常重要，因此，交易商不仅要尽力巩固与已有客户的业务关系，也要不断寻求新的客户。

(2). Enquiries
国际贸易双方在订立合同之前必须就买卖的有关条件进行磋商, 并达成一致。交易磋商一般始于买卖双方的一方主动向对方发出询盘或发盘。询盘又叫询价, 是指交易的一方向另一方询问是否买进或卖出某种商品, 以及要求什么样的交易条件的口头或书面表示。询盘的内容可以涉及价格、品名、规格、数量、包装、交货期, 以及索取商品目录、价目单、样本和样品等。采用书面形式的询盘除书信、电报、电传、电邮外, 还常采用一种询价单进行询盘。

询盘按其询问内容的不同, 可分为一般函询和具体询盘。一般函询是买方仅仅为了了解情况向卖方索要商品目录、价目单、样本和样品、作报价单用的形式发票等。具体询盘是买方或卖方有买卖的要求, 指定商品要求对方发盘。

询盘时要仔细考虑向哪些地区发出询盘以及同一地区与几家客户联系。一般不宜同时向同一地区三家以上客户询盘, 以免使对方认为写信人需求迫切, 从而对以后交易的价格等条件产生不良影响。一般询价信应以简单、清楚和切题为原则, 最好在信的开头就开门见山地写出想问的问题。因为买卖双方在交易中处于平等地位, 所以不必使用过分客气的词句。如果内容很短, 可以用明信片代替。

向以前没有业务往来的出口商或供应商询盘, 应说明是如何得到对方商行的名称和地址的, 写信人经营什么业务, 对什么商品感兴趣, 一般的经营方针, 要求对方提供什么等。

对于对方的询盘则应迅速、客气而有针对性地答复, 以期带来更多的生意。

询盘信包括以下内容：
1）如果是初次询盘，该信就必须告知信息来源，如通过什么方式、由谁告知、信息来源何处。
2）如果回复供应商的询盘信，首先要表示感谢。
3）公司经营的业务范围，打算购买什么商品，数量几规格。
4）了解交易条款，如报价、支付条款、包装、保险等，让供应商知道交易条件。
5）告知商品在市场上的整体情况。
6）索要目录、价目表和样品。
7）向对方表明想要与他进行业务往来的愿望。
8）其他情况。

(3). Offers
发盘是指交易的一方向另一方提出具体的交易条件, 并表示愿意按这些条件达成交易的一种行为。发盘在合同法中称之为要约, 对发盘人来说具有法律约束力。发盘可以是应对方的询盘作出的答复, 也可以未经邀请直接发出。发盘多由卖方发出, 称为售货发盘, 也可以由买方发出, 称为购货发盘。从我国进出口业务的实践来看, 发盘报价对磋商成败至关重要, 对此我们必须做到慎之又慎。发盘即是订购意旨的表示, 其内容必须明确无误, 避免使用意义含糊的词语。一般应包括交易的主要条件, 如品名、规格、价格、数量、交货期、包装、付款方式等。

在实际业务中, 出口人常用寄送报价单的形式兜售商品邀请对方发盘。报价单可用印就的格式也可用列表式, 后者特别适用于商品繁多的情况。而在寄送报价单时, 常用一封专函, 告知对方信内附寄报价单, 并对询盘表示感谢或介绍所报商品和希望获得对方的订单。

一封好的发盘盘信要包括以下几点：
1）感谢对方的询盘，如有必要。
2）发盘信中需说明品名、质量或规格、数量、详细的价格条款、折扣、支付条款、装运期、包装条款以便买方做决定。
3）如果是实盘，要说明有效期，如果是虚盘，也要给出相应说明。
4）对商品可以给出适当的评价。
5）最后可以补充一小段来吸引对方注意你公司其他商品。
6）表达希望收到对方定单的愿望。

可以是以写信的形式发盘，也可以是电报、电传或传真发盘，如果是电报发盘，通常还会再写一封信。

要注意的是，卖方在该实盘有效期内不得撤出，只有买方才能在有效期内接受或拒绝或还盘。如果买方已接受，该发盘就具有合同意义。因此，任何一家有信誉的卖家都不会在规定的时间内冒着损坏其信誉的危险去撤出发盘。
当买方拒绝发盘或报价时，要写回信感谢对方，讲明拒绝的原因，如果不这样做的话，显得你很没有礼貌。

一封拒绝信要包括下列几点：
1）感谢卖方的发盘；
2）对不能接受表示歉意；
3）如合适的话可以还盘；
4）建议今后的合作机会。

(4). Counter-offers
买方认为卖方发盘中的某些条款不能接受时，可以还盘。他们往往提出自己的条款，供卖方考虑。

有时，买方主动向卖方递盘。在递盘中，买方说明按什么价格、根据什么条款购买某种商品。因此，递盘实际上是买方的“发盘”。如卖方认为递盘中某些条款不能接受时，也可以进行还盘。

一笔交易的达成，可能要经过多次的还盘。如双方达不成妥协，其中一方放弃继续洽商，则交易告吹。还盘有时通过电报、电传或传真进行，代替书信，以节省时间。

还盘的过程，有时反映两种不同立场、不同利益之间的矛盾，对于原则问题我国外贸企业必须坚持，要根据不同情况，采取灵活措施。在对外贸易中，答复还盘函电时，措辞要谨慎，要着眼于双方之间的友谊和今后的交易，采取冷静、公正、诚恳的基本态度，并要以对方的立场观点，摆事实、讲道理、说服对方，消除误解，增进相互的理解。

(5). Conclusion of Business
接受或确认实际上是买方或卖方毫无保留的同意。他们通过洽谈，愿意按照双方协商同意的条款签订合同。卖方所报的实盘，一经买方接受，交易即告达成；或者买方主动向卖方递交实盘、或递交经其本人确认的订单，两者都包括所有必需的贸易条款，经卖方接受后，也就达成了交易。多数是买卖双方通过大量函电的交往，才达成交易的。在这样的情况下，买方最后向卖方提交正式订单时，还必须确认经双方协商同意的条款，以便卖方接受而达成交易。

接受、确认后，通常由作为卖方的我公司做出合同或外贸常用的销货确认书，由双方会签后执行。

合同或销货确认书必须包含经双方洽谈同意的所有有关条款，合同还要包括向检验、索赔、仲裁、不可抗力等常规条款。如有争论，合同或销货确认书是凭以裁决的唯一合法文件。

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贸易函电范本

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贸易函电是贸易实务中最为重要的环节之一，POCIB对函电的要求也较高，并且在评分中非常重要，会有老师定期人工批改大家的函电，请大家注意以下几点：

1、选择正确的“业务种类”，明示标题。
2、选择合适的贸易函电格式书写函电，如齐头式、缩进式、混合式等。
3、全部使用英文撰写，要求语言简洁、流畅，无语法和拼写错误。切忌在函电中使用中文。
4、尽量使用自己组织的语言书写函电，不允许直接使用百科中范例中的语句。
5、磋商内容清晰完整，包含必要的磋商要素如：品名、规格或质量要求、数量、包装、价格、付款方式、运输方式、装运时间、装运港、目的港、保险条款等。（具体可参考发盘。）
6、磋商过程中有多次议价过程或英文函电写作文采较好都能够得到相应加分。

一、建立贸易关系（ Set new business relationship ）

建立贸易关系,可以通过多种途径,比如通过驻外机构、国外商会、同业商行、银行、出国访问、商品交易会、报纸广告、市场调查等等。建立贸易关系的信函,要写得诚恳、热情、礼貌、得体,并将写信人的意图清楚地叙述完整,给对方留下深刻地印象,使其愿意与你交往。

范例一:
20 July 2021
PIVOT TRADING COMPANY
M.605,HEWLETT CENTRE,54 HOI YUEN RD.KWUN TONG,KLN

Dear Sir:

We understand from your information posted on B2B.net that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future.

We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our website www.export.com,which includes our latest product line.

Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements.

We look forward to receiving your enquires soon.

Yours faithfully
Aaron
PNG LAND HOLDING
7TH FLOOR,FLAT C,HIGHLAND MANSION,CAUSEWAY BAY

范例二:

15 May 2021
SHAWSPENCER INTERNATIONAL PLC
VALE HOUSE, 34-38 VALE ROAD,BUSHEY HERTFORDSHIRE

Dear Sir:

Inquiries regarding our new product, the FANCY SOAP, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market that it is the best FANCY SOAP. Enclosed is our brochure.

Looking forward to receiving your enquires soon.

Yours faithfully Bart
HANS & TONY COMPANY LTD.
FLAT D,12TH FLOOR,YEUNG YIU CHUNG (NO.8) IND.BLDG.,NO.20 WANG HOI ROAD,KOWLOON BAY,KOWLOON

范例三:

25 June 2021
Nippon Life
Room 201, No. 34, Lane 125, Xikang Road.

Dear Sirs：

We have your name and address from the B2B.net that you are in the market for textiles. We take this opportunity to write to you with a view to set up friend business relations with you.

We are a state-owned company dealing specially with the export of tablecloth. We are in a position to accept orders according to the customer's spmples.In the customer's spmples,request about the assorted pattern, specification and package of the needed goods can be indicated particularly.

In order to give you a gengral idea of various kinds of the table-cloth we are handling, we are airmailing you under separate cover our latest catalogue for your reference. Please let us know immediately if you are interested in our products. We will send you our price list and sample to you as soon as we receive your specific inquiry.

Looking forward to your early reply.

Yours faithfully
Kis
MEMPHIS FOR IMPORT & EXPORT
127, MASR & ALSOUDAN AT.,TOWER (C) 4TH FLOOR CAIRO

范例四:

15 May 2021
GOODSTONE CENTURY INC.
64-03,UTOPIA PKWY,FRESH MEADOWS,NY 11365

Dear Sirs：

We have obtained your address from the B2B.net that you are in the market for textiles,and are now writing you for the establishment of business relations.

We are very well connected with all the major dealers here of Shoes Products, and feel sure we can sell large quantities of Chinese goods if we get your offers at competitive prices.

As to our standing, we are permitted to mention the Bank of France, Paris, as a reference.

Please let us have all necessary information regarding your products for export.

Yours faithfully
Aem
WINCDITY (AUSTRALIA) CO PTY LTD
2 GREEN GUDLY CLOSE,KEILOR DOWNS,VIC

范例五:
5 JUNE 2021
ORDTRON CANADA INC
26 FORBES CRES MDRKHAM, ON.

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.

Yours faithfully
jill
WINNANG SKY(ASIA) LIMITED
UNIT 908, 9F,NEW EAST OCEAN CENTER,9 SCIENCE MUSEUM ROADTSIMSHATSUI EAST HANGKANG

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二、询盘 ( Inquiry )

又称询价，是交易的一方向对方探询交易条件，表示交易愿望的一种行为。询盘多由买方作出，也可由卖方作出，内容可详可略，可以是只询问价格，也可以是询问其他一项或几项交易条件，主要是商品的价格、包装、交货期、付款方式等，以致要求对方向自己作出发盘。 询盘的内容询盘应简洁、清楚、礼貌。

询盘对交易双方无约束力。

范例一:

20 March 2021
NEXTWEAR,INC.
Room 403, No.37,A street
Tianjin, China

Dear Sir or Madam:

Messrs Johns and Smith of New York inform us that are exports of all cotton bed-sheets and pillowcases. We would like you to send us details of various ranges, including sizes, colors and prices, and also samples of the different qualities of material used.

We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned.

When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. Price quoted should include insurance and freight to London.

Yours faithfully
Carl
Coapaq Campany
Floor 4, 6 South Zunyi Rd., Hongqiao Friendship Shopping Mall.

范例二:

21 June 2021
NAssau MAtAr Co., Ltd
No. 272, BayA Road
NEW YORK, USA

Dear Sir:

Seeing your ad in“POCIB” we become interested in your WOMEN'S PYJAMAS. Please quote us for the supply of the items listed on the enclosed query form and give your prices C.I.F. Shanghai. It would be appreciated if you include your earliest delivery date, terms of payment, and discounts for regular purchases.

Yours faithfully
Tony Smith Groupe Auchan
Room 1403, No. 45, reer Residential Quarter, Begde District,U.S.A

范例三:

1 January 2021
Novartis Co., Ltd
P.O.BOX 21A,STRATHFIELD SOUTH NSW 2136 SYDNEY

Dear Sir:

In your letter of December 31, 2021, we got your enclosed price list and catalogue; we found that one of your goods is to our satisfaction, so we are now post its picture back to you. Would you please inform us in detail its price, terms of payment and terms of shipment? We hope you would quote us the most reasonable price. As we have a large population here, if the goods are sold well, we are sure to place regular orders with you.

Yours faithfully
David
Viacom Co., Ltd
Room 2203, No. 7 xader District.

范例四:

20 March 2021
Gentle Credit Investment Co., Ltd
91A MANDOON RD.,GIRRAWEEN 2145 NSW

Dear Sir:

We are interested in buying large quantities of HAND SAW in all sizes. We would be obliged if you would give us a quotation per kilogram CFR Liverpool, England. It would also be appreciated if you could forward samples and your price-list to us.

We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.

We look forward to hearing from you by return E-mail.

Yours faithfully
Evan
Abey Co., Ltd
#324 KING ST.NEWTOWN

范例五:

20 March 2021
ITOCHU AUSTRALIA LTD. SYDNEY OFFICE
LEVEL 29 GROSVENOR PLACE 225 GEORGE STREET SYDNEY, N.S.W.

Dear Zhang Min:

We learn from our trading partner John & Son Corporation that you are a leading importer and exporter of Arts & Crafts in your country. We take this opportunity to approach you in the hope of establishing business relations with you and making an enquiry.

We are an importer and exporter of Arts & Crafts in Australia with more than 30 years of trading experience in this circle.

At present, we are very interested in your embroidered table cloth and should appreciate your sending us the latest illustrated catalogues and price lists.

If your prices are competitive, we will place bulk orders with you.

We look forward to receiving your early reply.

Yours sincerely,
Kenneth King
SANTONA IMPORT & EXPORT LTD.
RM.1213,12/F.,HOUSTON CENTRE,63 MODY ROAD,TSIMSHATSUI EAST,KOWLOON

范例六:

20 May 2021
Gentle Credit Investment Co., Ltd
Room 403, No. 37, Sutang Residential Quarter, Baishan District
Tianjin, China

Dear Sirs:

We thank you for your letter of May 3 and shall be glad to enter into business relations with you.

We have seen your brochure and are interested in Green Tea Extract and Porcelain Tea Set No.TSM001. We shall be pleased if you will kindly send us samples and all the necessary information regarding these two products.

Meanwhile, please quote us the lowest price, CIF Liverpool, stating the earliest date of shipment and the minimum quantity.

Should your price be competitive and date of shipment acceptable, we intend to place a large order with you.

Your early reply will be highly appreciated.

Yours faithfully
Gavin
J. MORIYAMA HAIR DESIGN
58 UPPER MONTAGU STREET, LONDON

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三、发盘 ( Offer )

发盘函是指卖方在销售某种商品时,向买方报价、介绍商品情况。提出具体的交易条件(包括商品名称和规格、数量、价格、付款条件、交货日期、运输方式和时间、保险、商检证书的需求等等)时所写的一种外贸信函。

发盘有实盘和虚盘之分。
实盘是报盘人在规定的期限内对所提条件的肯定表示,报盘人在有限期内不得随意改变和撤回报盘内容,发盘一经买方接受,买卖立即敲定,双方就有了法律约束力的合同关系。
虚盘是报盘人所作的非承诺性表示,附有保留条件,如“以我方最后确认为准(subject to our final confirmation）”等。

发盘要包含所有的具体交易内容，尤其是实盘要全面准确。
发盘的具体内容包括：
1.价格条款， 包含币别、金额、计量单位、贸易术语等4个要素。
例如：
Unit Price :USD 59 PER PC CIF NEYAGO

2.品名，包含商品编号和名称。
例如：
Product: No.25003 24K Gold Decoration

3.规格或质量要求，有两种表示方法：一是文字说明；二是以样品实物表示。
例如：
Description:24K Pure gold, Scape: 24.5CM, Flowers in diameter: 6.5CM, Leaves: 6CM, Gold Weight: 1g, Packaging: 1pc/box, 10boxes/carton
Quality: As per samples No.2662 submitted by seller on March 10, 2021.

4.数量：欲交易的或是最终合同的交易货物数量。
例如：
QUANTITY:100 PCS

5.包装：根据货物的特点明确包装方式。
例如：
Packing:1pc/box, 10boxes/carton

6.付款方式：根据交易国家和自身的情况选择适合的付款方式。
例如：
Payment: T/T 100% IN ADVANCE 7.运输方式：选择适合商品的运输方式。
例如：
Means of transport: BY AIR

8.有效期：明确该发盘的有效时间或在将来的某个时间点前截止。
例如：
This quotation is valid for 3 days.

9.装运时间：确切告知对方货物出运时间。
例如：
Shipment: Within 2 weeks of receiving L/C

10.装运港：出口国所在国家港口。
例如：
Port of Shipment: Nagoya

11.目的港：进口商所在国港口。
例如：
Port of Destination:NEWYORK

12.保险条款：在CIF/CIP情况下出口商需代理进口商保险，如若进口商在磋商中并没有提及保险条款，出口商只要投保最低险别；如若进口商有明确提出多投险种，则出口商可投保，多出的费用由进口商承担。
例如：
Insurance: To be effected by the seller for 110% invoice value against W.P.A. & War Risk.

13.唛头：内容繁简不一，由买卖双方根据商品特点和具体要求商定，包括-（1）收货人或买方名称字首（2）参照号码；（3）目的港（地）名称；（4）件数、批号，其作用在于使货物在装卸、运输、保管过程中容易被有关人员识别，以防错发错运。
例如：
SHIPPING MARK:
24K Gold Decoration
U.S.A
C/NO. 1-10
MADE IN JAPAN

14.商检证书的要求：进口商根据货物的特点要求出口商提供的商检证书，在POCIB中有“商检证书-品质证书”、“商检证书-健康证书”、“商检证书-植物检疫证书”和“商检证书-数量/重量证书”四种。
例如：
Documents Required:Certificate of Quality in 3 originals and 3 copies.

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范例一:

21 March 2021
Gentle Credit Investment Co., Ltd
36 DELIVERANDE ST.,OFF EL OROUBA ST., NEWYORK

Dear Sir,

Thank you for your inquiry of March 20, 2021. We are glad to receiving it and to learn of the inquiries you have had for our CANNED SWEET CORN. Our CANNED SWEET CORN is particularly suitable for everyone and during the past year we have supplied this range to dealers in several tropical countries. From many of them we have already had repeat orders, in some cases more than one.

For the quantities you mention we are pleased to quote as follows:
Product No: 01005
Product:CANNED BABY CORN
Description:3060Gx6TINS/CTN
Unit Price :USD 5 PER CARTON CIF NEWYORK
QUANTITY:10000 CARTONS
AMOUNT:USD50000
Quality: As per samples No.MBS/006 and CBS/002 submitted by seller on March 12, 2021.
Payment: By 30 days' L/C
Packing: 1 CARTON/ CARTON
Means of transport: BY SEA
SHIPPING MARK:
CANNED SWEET CORN
U.S.A
C/NO. 1-1000
MADE IN CHINA
Shipment: Within 1 weeks of receiving L/C
Port of Shipment:SHANGHAI
Port of Destination:NEWYORK
Insurance: To be effected by the seller for 110% invoice value against W.P.A. & War Risk.
Documents Required:Certificate of Quality,Certificate of Quantity/Weight,Health Certificate and Certificate of phytosanitary all in 3 originals and 3 copies

This quotation is valid for 3 days.

We feel you may be interested in some of our other products and enclose descriptive booklets for use with your customer.

We are looking forward to receiving your order.

Yours truly
Elton
MAP ADVERTISING LTD.
Room 403, No. 37, Sutang Residential Quarter, Baishan District shanghai, China
FM: 44-79-34895676
TO: 86-21-64568932

范例二:

29 March 2021
MUTIK INC.
3170 POLARIS AVE.UNIT 43,LAS VEGAS NEVADA 89102

Dear Mr. JIM:

We thank you for your email enquiry for both groundnuts and Walnut meat CIF Copenhagen dated February, 21.

In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per metric ton CIF Copenhagen and any other European Main Ports. Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft.

Please note that we have quoted our most favorable price and are unable to entertain any counter offer.

As you are aware that there has lately been a large demand for the above commodities. Such growing demand will likely result in increased prices. However you can secure these prices if you send us an immediate reply.

Sincerely
Curitis BOMBONIERES FROM THE HEART P.O.BOX 21A,STRATHFIELD SOUTH NSW 2136 SYDNEY

范例三:

25 March 2021
Gentle Credit Investment Co., Ltd
LEVEL 4,6-8 UNDERWOOD STREET,SYDNEY,NSW 2000

Dear Mr. Boris:

We thank you for your letter dated April 8 inquiring about our leather handbags. As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg. Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract.

We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference. We hope some of them meet your taste and needs.

If we can be of any further help, please feel free to let us know. Customers' inquiries are always met with our careful attention.

Sincerely,
Drew
SUNSHINE (FAR EAST) LIMITED(
1107 PENINSULA CENTRE 67 MODY ROAD EAST TST. KOWLOON

范例四:

25 March 2021
ALCHIN LONG HARDWARE LTD.
A720 NEW WORLD APARTMENTS 24,SALISBURY RD.,NEWYORK

Dear Sir or Madam,

Thank you for your E-mail expressing your interest in our products.

With more than 4 years' experience of dealing with products of this kind, we have obtained a leading position in the trade and our sales volume has been increasing steadily each year. Therefore, we are confident that our cooperation will bring considerable profits to you.

As requested, we quote you our price as follows:

Product No:25003
Product: 24K Gold Decoration
Description: 24K Pure gold, Scape: 24.5CM, Flowers in diameter: 6.5CM, Leaves: 6CM, Gold Weight: 1g, Packaging: 1pc/box, 10boxes/carton
Unit Price :USD 59 PER PC CIF NEYAGO
QUANTITY:100 PCS
AMOUNT:USD5900
Quality: As per samples No.2662 submitted by seller on March 10, 2021.
Payment: T/T 100% IN ADVANCE
Packing: 10 PCS/ CARTON
Means of transport: BY AIR
SHIPPING MARK:
24K Gold Decoration
U.S.A
C/NO. 1-10
MADE IN JAPAN
Shipment: Within THREE DAYS
Port of Shipment: Nagoya
Port of Destination:NEWYORK
Insurance: To be effected by the seller for 110% invoice value against W.P.A. & War Risk.
Documents Required:Certificate of Quality in 3 originals and 3 copies

This quotation is valid for 3 days.

In addition, we have airmailed to you our latest catalogue. If any of the items arise your interest, please let us know.

Your early reply is awaited.

Yours faithfully,
Yaqing Industrial Products Imp. & Exp. Corporation
UNIT 1,5/F.,WAH YIU IND.CENTRE,30-32 AU PUI WAN ST.,JAPAN.

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四、还盘 （ Counter offer ）

买方收到卖方的报盘后,如果不接受或者不能完全接受其交易条件,可以针对价格、支付方式。装运期等主要条件进行修改和提出不同的建议。这种修改称为还盘。

还盘实际上是受盘人以发盘人的地位发出的一个新盘，原发盘人成为新盘的受盘人。还盘又是受盘人对发盘的拒绝，发盘因对方还盘而失效，原发盘人不再受其约束。还盘可以在双方之间反复进行，还盘的内容通常仅陈述需变更或增添的条件，对双方同意的交易条件毋需重复。

范例一:

12 June 2021
UNIVERSAL TRUMPS (H.K.) CO.,LTD.
RM.708-709,7/F,INTERNATIONAL TRADE CENTRE,11-19,SHA TSUI ROAD,TSUEN WAN,N.T.

Dear Sir or Madam:

We acknowledge receipt of both your offer of May 6 and the samples of Men's Shirts, and thank you for these.

While appreciating the good quality of your shirts, we find your price is rather too high for the market we wish to supply.

We have also to point out that the Men's Shirts are available in our market from several European manufacturers; all of them are at prices from 10% to 15% below the price you quoted.

Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%. As our order would be worth around US$50,000, you may think it worthwhile to make a concession.

We are looking forward to your reply,

Sincerely,
Felix
J. MORIYAMA HAIR DESIGN
58 UPPER MONTAGU STREET, LONDON

范例二:

25 June 2021
COSMOPACK
33 EL OBOUR BLD.NASR CITY-CAIRO

Dear Sir or Madam:

We confirm having received your telex No.LT/531 of May 17, asking us to make a 10% reduction in our price for Men's Shirts. Much to our regret, we are unable to comply with your request because we have given you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.

We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention.

Sincerely,
Gene
NEW WORLD TRADING CO.PTY.LTD.
61-563,SOMERVILLE ROAD,WEST SUNSHINE,VIC.

范例三:

5 May 2021
CENTRECORE INTERNATIONAL LTD.
84 Kaiping Road
Los Angeles,USA

Dear Sir or Madam:

We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon.

Yours faithfully
LUCIA
SHERIF A.EL-WAHAB CO
HEGHZ TOWER TOMEHE SQUARE NO.5 MANSOURA

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五、接受 （Acceptance）

接受是交易的一方完全同意对方的报盘或还盘的全部内容所作的肯定表示。一经接受，交易即告成立，买卖双方分别承担自己的义务。

范例一:

12 July 2021
ALCHIN LONG HARDWARE LTD.
A720 NEW WORLD APARTMENTS 24,SALISBURY RD.

Dear Sir or Madam,

We accept your counteroffer of July 7th and are pleased to confirm having concluded the transaction of the captioned goods with you. Our factory has informed us that they can.

For the quantities you mention we are pleased to quote as follows:
Product No: 10004
Product: PERFUME
Description: PACKING: 1BOTTLE/BOX, 250BOTTLES/CARTON
Unit Price :USD 50 PER BOTTLE CIF NEWYORK
QUANTITY:1000 BOTTLE S
AMOUNT:USD50000
Quality: As per samples No.dds/006 and CBS/0322 submitted by seller on March 5, 2021.
Payment: By 15 days' L/C
Packing: 250 BOTTLE S /CARTON
Means of transport: BY SEA
SHIPPING MARK:
CANNED SWEET CORN
U.S.A
C/NO. 1-4
MADE IN CHINA
Shipment: Within 1 weeks of receiving L/C
Port of Shipment:SHANGHAI
Port of Destination:NEWYORK
Insurance: To be effected by the seller for 110% invoice value against W.P.A. & War Risk.

We are now enclosing here with our Sales Contract No.37G4521 in duplicate. Please countersign and return us one copy for records. We appreciate your cooperation and trust that our products will turn out to your satisfaction.

Deep
AUSTIN PANG GLOVES MFG.(USA) CORP.
11937 WOODRUFF AVE.,DOWNEY CA 90241

范例二：

25 June 2021
GRACE UNION INTERNATIONAL LTD.
ROOM NO.18-19,3 FLOOR,BLOCK B,HI-TECH INDUSTRIAL CENTRE,NO.491-501 CASTLE PEAK ROAD

Dear Sirs:

Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.

Sincerely
AITAULLAH KELAR
EAST & WEST CO.,ENGLAND

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六、装运通知 ( Shipping Advice )

出口商向进口商发出货物已于某月某日或将于某月某日装运某船的通知。装运通知的作用在方便买方购买保险或准备提货手续，其内容通常包括货名、装运数量、船名、装船日期、信用证号码等，这项通知，大多以电报方式为之，然也有用航邮方式的。装运通知的作用在方便买方保险、准备提货手续或转售；出口商作此项通知时，有时尚附上或另行寄上货运单据副本，以便进口商明了装货内容，并防货运单据正本迟到时，可及时办理担保提货。

在装运货物后，按照国际贸易的习惯作法，发货人应立即（一般在装船后3天内）发送装运通知给买方或其指定的人，从而方便买方办理保险和安排接货等事宜。如卖方未及时发送上述装船通知给买方而使其不能及时办理保险或接货，卖方就应负责赔偿买方由此而引起的 一切损害及／或损失。

在POCIB中，货物出运后，卖方应及时发邮件告知买方，方法是在“业务联系”中新建一封邮件，业务种类选择“装运通知”。

范例一：

SHIPPING ADVICE

FROM:SUNSHINE TOY CORP.
221/18 SUNSHINE BUILDING,SHANGHAI ,CHINA

TO: WEILI INT’L TRADING CORP.
DATE:AFTER 2021.3.22
RE:INVOICE NO:SUNJA 20210322

WE HEREBY INFORM YOU THAT THE GOODS UNDER THE ABOVE MENTIONED INVOICE HAVE BEEN SHIPPED.THE DETAILS OF THE SHIPPMENT ARE AS FOLLOWS:

Product No: 17001
Product: BEDSHEET
Description: 6 OZ OF ORGANIC COTTON, SIZE: 250*250CM, PACKING: 1PCS/PASTIC BAG,100PCS/CARTON
Unit Price :USD 9 PER PC CIF NEWYORK
QUANTITY:10000 PC S
AMOUNT:USD90000
Quality: As per samples 8455 and 7ty58 submitted by seller on March 22, 2021.
Payment: By 15 days' L/C
Pa cking: 100PCS/CARTON
Means of transport: BY SEA
SHIPPING MARK:
BEDSHEET
U.S.A
C/NO. 1-100
MADE IN CHINA
Port of Shipment:SHANGHAI
Port of Destination:NEWYORK
DATE OF SHIPPMENT:MAR.22.2021
VESSEL’S NAME:CMA CGM NEPTVNE V.485W
B/L NO:CGLSHA 0303088NA
ETD（Expected Time of Delivery）:MAR.30.2021
ETA（Estimated Time of Arrival）:April 10, 2021

Turcy
SUNSHINE TOY CORP.

范例二：

SHIPPING ADVICE

FROM:SHANGHAI MEIHUA BALL PEN CO.LTD
3601 MEIHUA ROAD,SHANGHAI,CHINA

TO:LINKMAX INTERNATIONAL COMPANY
ROOM:324/F HANG SAM HOUSE KING TIN COURT SHATIN ,HONGKONG
DATE:20210125
RE:L/C NO:16441688<<BR>>

WE HEREBY INFORM YOU THAT THE GOODS UNDER THE ABOVE MENTIONED INVOICE HAVE BEEN SHIPPED.THE DETAILS OF THE SHIPPMENT ARE AS FOLLOWS:

Product No: 23001
Product: RAW SUGAR
Description: Net Weight: 50KG, Quality Grade: Premium, Packed in PP woven bag
Unit Price :USD 500 PER mt CIF NEWYORK
QUANTITY:10mt
AMOUNT:USD5000
Quality: As per samples 7555 and 7238 submitted by seller on JAN 3, 2021.
Payment: By 30 days' L/C
Packing: 0.05MT/ BAG
Means of transport: BY SEA
SHIPPING MARK:
RAW SUGAR
U.S.A
C/NO. 1-200
MADE IN CHINA
Port of Shipment:SHANGHAI
Port of Destination:NEWYORK
DATE OF SHIPPMENT:jan.10.2021
VESSEL’S NAME: DANVBHVM/S009
B/L NO: CGLSHA 0303011NA
Expected Time of Delivery:210110
Estimated Time of Arrival: 210118

LULI
SHANGHAI MEZHVA BALL BEN CO.LTD

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七、指定运输公司

按FOB成交时，虽然由卖方负责订舱出运，但卖方需在合同规定的装运港和规定的期限内将货物装上买方指派的船只，为了保障货物的顺利交接，买方一般会指定一家船公司或货运代理公司，并告知卖方。

在POCIB中，FOB方式下，买方需在合同订立后、卖方订舱前发邮件告知卖方货运公司名称，方法是在“业务联系”中新建一封邮件，业务种类选择“指定运输公司”。

范例一：

20 March 2021
Gentle Credit Investment Co., Ltd
Room 403, No. 37, Sutang Residential Quarter, Baishan District
Tianjin, China

Dear Madam,

We write to inform you the shipping company we choice.

As the title says,we choose the INTERNATIONAL TRANSPORTATION CO.,LTD. to be our shipping company.

We await your further reply.

Yours truly BALL
WING LEE SOURCING LTD.UK OFFICE
THE STABLES, DELAMERE HOUSE, GREAT WYMONDLEY, HITCHIN, HERTFORDSHIRE