1、1. enquiries（詢盤） 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，合適的（后接介詞） l/c at sight 即期信用證指開證或付款行在收到符合信用證條款規定的即期匯票和單據后立即履行付款義務信用證，由于立即付款可減少出口商的風險，加速資金

4、周轉，故即期信用證在國際貿易中得到廣泛使用。 usance l/c遠期信用證指開證行或付款行在收到符合信用證條款的遠期匯票和單據后，不立即履行付款，而是等到規定期限屆滿時才履行付款義務的信用證 irrevocable l/c 不可撤消信用證指信用證一經開出，在有效期內需經出口商及有關當事人同意，開證行不得片面撤銷或修改信用證。這對出口商提供了比較可靠的收款保證，所以在進出口業務中使用最廣。 revocable l/c:開證行可以不事先征得出口方同意，有權隨時修改或撤銷信用證。最新的ucp600規定銀行不可開立可撤銷信用證（注：常用的都是不可撤銷信用證）。 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 茲答復.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. 報盤 offer(1). 虛盤 (non-firm offer, offer without engagement) 虛盤不必有完整的內容，沒有時限的規定，而且參考價、數量等也不明確，常用表達有“以我方最后確

10、認有效 (subject to our final confirmation)，以我方貨物未售出為準(subject to unsold)，此報價可按市價增減 (we offersubject to market fluctuation)”等。subject to 在條件下，須經的 在日常的業務中，外寄的報價單、價目單及形式發票等，一般都注明“僅供參考”或“以我方最后確認為準”。這就排除了接盤人只要接受就可以成交的權限。 (2). 實盤 (firm offer) 指有約束力的發盤。實盤一旦由交易的另一方（受盤人）接受，發盤人（賣方）對其發盤的內容，在有效期內不得隨意變更或撤銷，否則發盤人將承受

11、違約的法律后果。實盤所列的交易條件必須肯定、明確，不能含糊和模棱兩可；也不應有任何保留。 實盤的內容一般應有：貨物正確的品名、詳細的品質規格、清楚的包裝情況、實在的數量、準確的裝運時間和裝運港口、完備的價格條款和支付條件。另外，實盤還有兩個內容：一個是明確提出這個發盤是個實盤(firm offer or irrevocable). 另一個是發盤的有效期。根據各國法律規定和國際貿易慣例，實盤都有有效期。有效期是對發盤人的約束，以便利受盤人憑以進行研究交易的可能性。在有效期內，發盤人有必須承擔成交的義務，但是超過了有效期，既或受盤人再行接受，發盤人有權拒絕成交。在規定具體的有效期時，要根據不同的商

12、品，在不同的市場、不同的地理位置以及節假日等情況。明確規定此期限的起止日期和地點以免誤解。 實盤的表達方式有: (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 （遞盤） 是指在國際貿易中，出口商按進口商的詢價或為推銷其產品主動向進口商提出愿意按照一定條件出售商品的行為。遞盤的主要內容包括商品品名、品質、規格、包裝、可供數量、價格、交貨日期、付款方式、交易貨幣及遞盤的有效期限等。 4. exercise:useful expressions：n learn from 從得知n commercial counselors office 商務參贊處n handicraft article 手工藝品n brocade handbag 錦繡手袋n leading importer 大進口商n quote sb. a price for sth 向某人

14、就某物報價n place an order with sb. for sth 向某人就某物下訂單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 對有穩定的需求2. illustrated catalogue 帶有插圖的目錄3. please quote you

17、r lowest price.請報公司最低的價格=make (give/send) lowest quotations. n e.g.:n 1. please quote your lowest price for mens shirts cfr rotterdam.n 2. please quote us for mens shirts cif rotterdam.4. stating the earliest date of shipment告知最早裝船期?，F在分詞短語作狀語，表伴隨狀態。5. should your quality be suitable and the price co

18、mpetitive.如果產品質量合適且價格具有競爭力的話。7. place an order for sth. with sb. 向某人訂購某物n 1）名詞order常與動詞make, send, place 等連用，表示n 2) 表示各種訂單的說法有：n regular order 長期訂貨n trial order 試訂單n first/initial order 首筆訂單n substantial order 大宗訂單n repeat order 再次訂貨/續訂單dear mr. crown,thank you for your enquiry of may 24. at your re

19、quest, we are making you the following offer subject to your reply reaching here before june23, 2006.article: brocade handbagsprice: us$12.00/pc, cif vancouverquantity: 5,000 pcs shipment: august, 2006packing: twenty pieces to a cartonterms of payment: by irrevocable documentary letter of credit in

20、sellers favorwe hope that the above will be acceptable to you, and await with keen interest your formal orders.notes:1. at ones request 應某人的要求2. subject to your reply reaching here before june23,2006.n subject to your acceptance within two weeks.n 以貴公司在兩周之內接受為條件（說明此報盤為實盤）n subject to your immediate

21、acceptance.n (實盤）以貴公司立即接受為條件。3. terms of payment 付款條件n irrevocable documentary letter of credit 不可撤銷的跟單信用證n letter of credit 可數的普通名詞,單數為a letter of credit, 復數為letters of credit.常用大寫縮寫形式，可寫為l/c 或ls/c.4. in sellers favor 以為受益人n 表示“以某人為收益人”“對有利”可以用：n in ones favor, in the favor of sb.5. and await with

22、keen interest your formal orders 并殷切地等待貴公司正式下單。1）with keen interest 殷切地2）await （正式用語）v.等待，期待 =wait for e.g. we await your final confirmation.盼貴公司最終確認。dear mr. crown,with reference to your enquiry of may 24, we take pleasure in making the following offer:“5,000 pieces of brocade handbags, at us$12.00/pc cif vancouver for shipment in august, 2006, for payment by irrevocable doc