快速准确的报价
Prompt & Accurate Quotation
不管是对待新客户还是老客户，报价的时效性都很重要。机会难得，一定提要快速报价。
Dear Flora,
Thanks for mailing me back and notifying us of your requested item with details.
Please check the offer sheet in detail with estimated price in attachment. The accurate price will be fixed after sampling. I will keep you posted on this！
Your immediate reply will be appreciated.
Regards,
Jessica
Outline
提纲挈领
1. mail somebody back：回复某人邮件/信函。
2. notify：通知，通告。
3. estimated price：预估的价格。
4. accurate price：准确的价格。
5. immediate reply：快速的回复。
More Expressions
触类旁通
1. Kindly let me know if you need any further assistance.
如果您需要任何进一步协助，请通知我。
2. You can be certain that our price is really competitive.
您可以放心，我们的价格是绝对有竞争力的。
3. Thank you for taking time to send me the inquiry.
感谢您抽出宝贵的时间来向我询价。
4. How does L/C sound?
我们做信用证怎么样？
5. Your prompt reply will be greatly appreciated.
若您能尽快回复，我们会非常感激！
详细专业的报价
Detailed & Professional Quotation
报价的内容，要尽可能详尽，并突出自身的优势，把能给到的信息一次性给全。
Dear Clair,
This is Kerry from ABC Trading Inc. According to your inquiry of grease gun, I was wondering if you could accept our pricing USD5.65/pc.
As per our conversation at HK Fair, the estimate USD5.35/pc was based on the neutral poly bag packaging with a barcode sticker only, not the color box as you mentioned in the previous email.
Please check our offer sheet in detail as attached.
Also enclosed the instruction manual & die-cut of color box for your reference.
Your early reply will be highly appreciated.
Best regards,
Kerry Hu
Outline
提纲挈领
1. grease gun：黄油枪。
2. neutral poly bag packaging：中性塑料袋包装（中性包装，表示包装上没有任何供应商信息或者客户信息，也没有品牌信息）。
3. barcode sticker：条形码不干胶。
4. previous email：上一封邮件。
5. die-cut of color box：彩盒设计稿的刀模图。
More Expressions
触类旁通
1. We could provide you with a better price if the quantity raises to 10,000 pieces.
如果数量达到1 万件，我们可以给您一个更好的价格。
2. Our subsidiary in the UK will handle the business with your company.
我们英国分公司会处理您的订单事宜。
3. The biggest problem for retail price is namely about packaging.
（影响零售价格的）最大问题就是包装。
4. Would you mind sending me some more photos about your inquired item ？
能否给我多发一些您正在找的产品的？
5. My customer would enable me to offer the price below 5 dollars.
我客户只会允许我在 5 美元以内报价。
应对客户的砍价
Discussion On Pricing Bargain
针对不同的客户，应该有不同的手法和应对策略。
Dear Clair,
I’m sorry we cannot accept your target price USD5.35 with color box packaging.
As I mentioned in the previous email, it based on the poly bag only. I take it for granted the 30 cents surcharge is reasonable. We could give you 15 cents off as maximum. That means, USD5.50 is our floor price.
Please help to understand our situation and back us.
Thank you！
Kind regards,
Kerry Hu
Outline
提纲挈领
1. take it for granted：坚定地认为……
2. surcharge：额外费用。
3. 15 cents off：减少 15 美分。
4. as maximum：这里表示“这就是最大的让步”。
5. floor price：地板价，用来形容最低的价格、最好的价格。
More Expressions
触类旁通
1. Please help to check with the buyer and give me reply soon.
请跟买手确认（价格），并尽快给我回复。
2. Would you accept EUR3.50/pc as the final price？
您能接受每件3.5 欧元的最终价格吗？
3. We could offer you a special discount of 10% if the quantity reaches one 40 feet full container.
如果订单数量可以达到一个 40 英尺的整柜集装箱，我们可以给您一个10%的特别折扣。
4. I have to re-check the price and see if we could meet your target.
我需要重新核算一下价格，看看能否达到您的目标价。
5. We are desperate to get your price approval to proceed.
我们非常需要您的价格确认，从而（把这个项目）推进下去。
多轮价格谈判
Price Negotiating
价格拉锯中需要谈判双方控制自己的情绪和节奏，用一定的技巧去磨合，去寻找一个能让双方妥协让步的折中点。
Dear Clair,
To be candid with you, we have no margin to reduce the pricing again.
I understand the price is awful important to win the order, but the quality counts for much more. We couldn’t debase our quality level to achieve your aim.
I’m sorry.
Having discussed with top management, we decide to proceed with below suggestions：
1. USD5.50/pc, with color box packaging, based on 10,000 pcs quantity.
2. USD5.20/pc, with neutral poly bag packaging, based on 10,000 pcs quantity.
3. 3% special discount will be provided when the quantity is up to 30,000 pcs.
Please help to consider and advise which option is better for you. We realize that you have to test your local market and retail price.
And we’re pleased to go ahead with a trial order in a small quantity to start our business. Maybe 5,000 to 8,000 pcs is workable for you to make a decision, with no price increase.
Kind regards,
Kerry Hu
Outline
提纲挈领
1. margin：利润。在商务英语中，大多用 margin 来替代 profit。
2. awful important：非常重要，awful 在这里做副词，相当于 very。
3. debase quality level：降低品质。
4. aim：目标。
5. top management：最高管理层。
More Expressions
触类旁通
1. Price is important, but quality counts for much more.
价格很重要，但品质更重要。
2. It is not workable for us to place such a big order for the first time.
第一张订单我们没有办法把数量提那么高。
3. We could place a trial order to test the market.
我们可以下一个试单来测试市场。
4. Consumers could only pay for USD9.99 per piece as maximum for this item.
这个产品，消费者只会愿意在 9.99 美元单价以下考虑购买。
5. 10% discount will be provided if you double the quantity.
如果您把数量加倍，我们可以给您 10% 的折扣。
最终确定价格
Final Price Confirmation
价格的确认是订单谈判的一个关键，必须得到客户的书面同意，这样才可以避免将来可能发生的纠纷。
Dear Clair,
Very glad to hear that you confirmed the price USD5.20/pc. You are no doubt aware of the neutral poly bag packaging. I’m writing today to send you the PI for running this trial order with 7,500 pcs.
Please help to check the file with unit price, packaging, carton measurement, delivery time, payment term, and so on. If no additional questions, please help to sign back this PI.
As soon as we got your final confirmation, we will do pre-production samples for your evaluation.
Best regards,
Kerry Hu
Outline
提纲挈领
1. You are no doubt aware of ：你无疑知道……
2. PI ：形式发票，是Proforma Invoice 的首字母缩写。
3. payment term ：付款方式。
4. carton measurement ：外箱资料。
5. pre-production samples ：产前样，很多时候也会简写成PP samples。
More Expressions
触类旁通
1. We will arrange the production as long as we receive your email with approval.
只要收到您的确认邮件，我们就会安排生产。
2. Deal ！Please send me the updated offer sheet asap.
成交！请马上把最新的报价单发给我。
3. Your final estimate is 5% higher than your competitors.
你最终的报价还是比同行高了五个点。
4. I could consider doing business with your company if 1,000 pieces workable for the first order.
如果你可以接受第一单1 000 个的数量，我会考虑跟你们公司合作。
5. Good price！But we cannot accept your packaging suggestion. I will inform you of our idea later.
价格不错！但是我们没法接受你们的包装方案。我晚些时候会把我们的想法告诉你。
英文:foreign correspondence
就是有着国际贸易关系的双方由于彼此的业务往来而产生的信件，但在信息化高度发达的今天，该信件并不局限于纸质信件，也可以是电子邮件、传真或MSN。
外贸函电最常用的内容：建立业务关系、询盘、发盘、回复、销售合同、包装、保险、赔偿、仲裁等。
外贸函电基本要求：主题明确，内容简洁，语言精炼，表述完整。
外贸函电的格式：有固定的语言、习惯用法和常用句型。
外贸函电的语气：各部分语气。开发信、询盘回复一般要客气，表达感谢；平常业务联系要细心、信任；催促付款要紧急而不失礼貌；客户索赔要理解、给予足够的解释和说明。 一、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 offer on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May.
二、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。
三、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，确忌寄出含糊不清的信件。
四、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.
五、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
六、Concreteness 具体
七、Correctness 正确
常用客套语句? 01.Please accept our thanks for the trouble you have taken.
有劳贵方，不胜感激。
02.We are obliged to thank you for your kind attention in this matter.
不胜感激贵方对此事的关照。
03.We tender you our sincere thanks for your generous treatment of us
in this affair.
对贵方在此事中的慷慨之举，深表感谢。
04.Allow us to thank you for the kindness extended to us.
对贵方之盛情，不胜感谢。
05.We thank you for the special care you have given to the matter.
贵方对此悉心关照，不胜感激。
06.We should be grateful for your trial order.
如承试订货，不胜感激。
07.We should be grateful for your furnishing us details
of your requirements.
如承赐示具体要求，不胜感激。
08、It will be greatly appreciated if you will kindly send us
your samples.
如承惠寄样品，则不胜感激。
09.We shall appreciate it very much if you will give our bid
your favorable consideration.
如承优惠考虑报价，不胜感激。
10.We are greatly obliged for your bulk order just received.
收到贵方大宗订货，不胜感激。
11.We assure you of our best services at all times.
我方保证向贵方随时提供最佳服务。
12.If there is anything we can do to help you, we shall be more
than pleased to do so.
贵公司若有所需求，我公司定尽力效劳。
13、It would give us a great pleasure to render you a similar
service should an opportunity occur.
我方如有机会同样效劳贵方，将不胜欣慰。
14.We spare no efforts in endeavoring to be of service to you.
我方将不遗余力为贵方效劳。
15.We shall be very glad to handle for you at very low
commission charges.
我方将很愉快与贵方合作，收费低廉。
16.We have always been able to supply these firms with their
monthly requirements without interruption.
我方始终能供应这些公司每月所需的数量，从无间断。
17.We take this opportunity to re-emphasize that we shall, at all
times, do everything possible to give you whatever information
you desire.
我们借此机会再此强调，定会尽力随时提供贵方所需的信息。
18.We are always in a position to quote you the most advantageous
prices for higher quality merchandise.
我们始终能向贵方提供品质最佳的产品，报价最为优惠。
19.This places our dealers in a highly competitive position and
also enable them to enjoy a maximum profit.
这样可以使我方经营者具有很强的竞争力，还可获得最大的利润。
20.We solicit a continuance of your confidence and support.
恳请贵方继续给予信任，大力支持.
外贸英语函电范文
Foreign Economic Relations & Trade Committee of What City
Address: 地址略-------
Tel: 电话号码略 Fax: 传真号码略________
To: Ms Jaana Pekkala, Consultant for China Swiss Organization for Facilitating Investments Fax: +41-1-249 31 33
Total pages of this fax: 2
_________________________
Dear Ms Jaana Pekkala,
We understand from The Swiss Business Guide for China that your organization is helping Swiss firms in seeking opportunities of investing in China and business cooperating with Chinese partners. To establish business relations with your organization and attract Swiss companies' investment here in What, We write to introduce our city, the city of What, as one of the open cities in Liaoning Province, China and also ourselves, Foreign Economic Relations & Trade Committee of What, as a What government initiative to facilitate business relationship with foreign companies.
Our committee provides advice and assistance to What firms seeking to export their services, goods to foreign areas and import goods and services abroad. We also assist Whatfirms in establishment of joint ventures and carry the procedures for examination and approval of joint ventures and foreign sole investment firms. Our Committee can provide What companies with information on the world market and specific commercial opportunities as well as organize trade missions, seminars and business briefings.
Our committee facilitates and encourages investment from other countries into targeted sectors of What economy and maintains active promotion of What through its network of contacts in domestic and abroad areas.
Nowadays, we are seeking foreign investment in the field of capital construction, such as improving of tap water system and highway construction. Also, we are setting up a tannery zone in Tong'erpu, the largest leather clothes producing and wholesaling base in North China. We invite Swiss companies with most favorable polices to set up their firms in any form on tanning, leather processing and sewage treatment.
Any information on investment projects into What and on business cooperation with firms in What is highly appreciated and will be pass on to anyone who have approached us with interest in similar project. You are also invited to our city for investigation and business tour.
Should you have any questions, please fell free to contact us.
Thank you for your attention and looking forward to your prompt reply.
Sincerely yours,
Qiming Di
Commercial Assistant
For Foreign Economic Relations & Trade Committee of What City 外贸函电包含商业书信及电报，电传等
1、商业书信的撰写
掌握商业书信的写作规则，原理及结构形式。 完整的标题，恰当的称呼，熟悉国际贸易中的英语术语，符合英语的语法特点，准确的表述，及时的回复。
2、电报，电传
掌握电报电传的种类，计费方法及组成。 一般分为普通电报和加急电报。按照国际电信联盟的规定，电报计费方法如下： 电报中每一个字（word）， 包括姓名和地址均要收费，每封电报（包括姓名、地址、正文）至少是7个字，不足7个字的按7个字收费。 ? 1997年10月1日起，国际商务电报实行“十码作一” 的计费方法，既含1-10个字码的自然字或组合 字（可根据意群由字母、数字、符号组成组 合字）按1个字计费。 1、建立业务关系
介绍进出口贸易的种类，步骤，掌握如何撰写有关建立业务关系的函电。
2、询价与答复
掌握进出口贸易的几种基本价格条件，相关函电的撰写，并熟悉询价与答复的常用句型。
3、报盘与递盘
掌握报盘中实盘与虚盘两大种类，如何报盘与递盘及相关函电的撰写。
4、还盘，反还盘和接受
掌握还盘，反还盘的技巧， 了解什麽是有效的接受， 并掌握相关函电的撰写及还盘，反还盘和接受的常用句型。
5、订货和签约
了解订货单及合约一般包括事项，掌握相关函电的撰写及订货和签约的常用句型。
6、包装
了解包装的目的，形式，什麽是合理的包装，及唛头，掌握相关函电的撰写及包装的常用句型。
7、装运
了解装运的种类，工具及提单，掌握相关函电的撰写及装运的常用句型。
8、支付与结算
掌握几种常用的付款条件和结算方法，掌握相关函电的撰写，及支付与结算的常用句型。
9、保险
了解风险和损失的种类，常用的保险条款及保单；掌握相关函电的撰写，及保险的常用句型。
10、商检
了解商检的种类，商检条款及商检单；掌握相关函电的撰写，及商检的常用句型。
11、抱怨，索赔,理赔 及仲裁
了解相关知识，掌握相关函电的撰写及常用句型。
12、代理，特殊贸易，经济技术合作
了解相关知识，掌握相关函电的撰写及常用句型。 在涉外经济活动中，外贸函电具有联络业务、沟通交流的作用，作为一种常用的英语应用文体,对于国际贸易商进一步开拓国际市场、发展对外贸易更有着重要的促进作用。
外贸函电业务外贸函电融英语写作与国际贸易业务知识于一体,主要培养学生对外贸信函的理解、翻译和撰写能力。外贸函电不同于普通信函,有其语言、内容、态度、格式方面的文体独特特点，也要学习跨文化交际常识。因此,了解外贸函电的写作基本要求与文体特点,掌握好书写的原则和技能,才能更好地与外商进行交流洽谈,为成功交易打下基础。随着办公自动化与信息技术的发展，通过国际互联网，在计算机间进行交换和自动化处理。广泛的应用电子邮件交流信息，大大加快了信息传播的速度，使用更加方便。 ? ?里我们介绍一种商务信函中最通用的格式－齐头式。主要特征就是每行均从左边顶格写，常常采用开放式的标点方式，即除了信文部分，其它部分在必要时才使用标点。信中各段落之间均空一行。
一、信头 二、编号（写信人的名字缩写）和日期 三、封内地址 四、事由 五、称呼 六、开头语 七、正文 八、结尾语 九、结束语 十、签名 十一、附件