外贸函电出口商常用范文(实用15篇)

外贸函电出口商常用范文1

摘要： 20xx年对于全世界来说，应该是不平静的一年。一场全球性的金融危机突如其来，影响巨大。甚至影响了对外贸易。本文就商务英语函电的概念、功能及其所体现的开放性，全球性，地域性，低成本和高效率等内在的特征，商务英语函电在对外贸易中的应用及在对外贸易的作用进行了相关探索。它不仅改变了企业本身的生产，经营，管理，而且对传统的贸易方式带来冲击。其最明显的标志就是增加了贸易机会，降低企业成本，提高贸易效率。所以商务英语函电在经济全球化和全球信息化过程中得到迅猛发展，而其本身的发展又极大地推动了对外贸易的发展。

关键词：商务英语函电、对外贸易、企业

本文在浅析英语函电在对外贸易中的的运用一文中指出,商务英语函电是对外商务交流的主要途径之一。它是函电发出者编码和接受者解码的`过程。顺利编码和解码的过程就是利用函电交际的过程。但是由于交际双方的文化背景不同、社会环境背景各异、思维方式和交际方式有别，产生误解在所难免，但同时交际又是一个动态的、系统的过程。因此，揭示并掌握商务英语函电的特点及其翻译技巧，对于提高业务水平、培养跨文化交际能力、顺利达成交易是极为关键的。但是其中还有很多问题值得进一步探索，因此本文在分析商务英语函电概念及特点的基础上，对商务英语函电在对外贸易中的作用进行了研究。从而改变了企业本身的生产，经营，显著降低对外贸易成本，交易效率显著提高，提高了客户的满意度，扩大了贸易机会，使全球经济一体化的进程更快的向前推进。

一、商务英语函电的概念

商务英语函电是对外贸易领域人们借以沟通的书面工作语言, 以外贸知识为背景。以外贸语言为载体的电子书信。 商务英语函电是对外商务交流的主要途径之一。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。。它是函电发出者编码和接受者解码的过程。顺利编码和解码的过程就是利用函电交际的过程。商务英语函电最常用的内容包括：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。

二、商务英语函电的特点

商务英语函电是国际商务往来中经常使用的联系方式，是开展对外贸易业务和有关商务活动的基础及重要工具，因此,熟悉运用并正确理解商务英语函电出现的新特点，是顺利进行商务业务活动的前提和条件。

（一） 作用地位中心化

随着世界一体化步伐的加快，国际间商务合作日益加强。在我国加入世界贸易组织后，与其他成员国的经济交往日趋频繁，对外经济贸易和技术合作迅速发展。对外贸易不断发展，而商务英语函电在当今世界贸易蓬勃发展之际，是国际商业交往中必不可少的手段，对外贸易的各个环节大多通过函电进行。从建立业务关系到达成交易，执行合同，以及执行合同过程中的纠纷等，大都需通过函电解决。因而，对外贸易又被称为“单据贸易”。在对外贸易的操作实务中，贸易各环节所有的交往函电都构成重要的依据。特别是当产生贸易纠纷时，它有可能左右纠纷解决的结果。对外贸易越来越依赖于单据交换的过程，商务英语函电的中心化作用也日渐明显。

（二） 传输方式信息化

外贸函电出口商常用范文2

为期四天的外贸英语函电实训总结已经结束，在这四天里，我们严格按照实训要求操作，完成了一系列有关于外贸英语函电写作的步骤，在实训过程中我们不断巩固和提高了英语函电的写作知识，使我们的专业技术水平得到了有效的提高。

通过实训，使我对外贸英语函电写作有了进一步了解和认识，进一步掌握了写作函电的基本知识，基本格式和基本技能。本次实训，也是一笔珍贵的财富，带给了我们许多快乐。虽然天气比较寒冷，但同学们每天都能按时到教室自觉上机操作，在操作中同学们积极交流写作经验，使得知识互补，达到共赢。

外贸英语函电写作是一个复杂的过程，涉及的外贸知识多、商务礼仪多、写作范围广、英语语法标准等方面，它要求对外贸函电写作的从业人员不仅要熟练地掌握英语知识和外贸专业知识，还应加强我们对实际函电写作的了解和动手能力。

在这次实训中我们所写作的外贸函电有：建立业务关系信函的翻译与写作、询盘及回复信函的翻译与写作、申诉、索赔和理赔信函的翻译与写作、订单、接受和拒绝信函的翻译与写作、催开信用证和修改信用证信函的翻译与写作、装运及保险信函的翻译与写作、报盘、发盘与还盘信函的翻译与写作。通过写作这些函电我们不仅对外贸英语函电写作进行了练习而且我们对国际贸易实务的有关知识进行了巩固，为以后工作打下了良好基础。

本次实训的主要目的是： 通过实训，使学生系统掌握《外贸英语函电》的知识体系，学习商务函电写作的基本技巧和方法，能够灵活运用商务函电的专业术语、常用词汇、相关句型和习惯表达方式进行外贸交易洽谈中主要环节信息的撰写和交流，从而培养学生的阅读、翻译和写作能力，使学生能用英语处理进出口业务往来函电，为其今后参与毕业实习、顺利求职就业，并熟练掌握本专业岗位工作奠定基础。

我们作为国际贸易实务专业的学生，对这方面知识的了解和学习就显得十分必要和重要了。因此，从大一我们国际贸易实务专业就开设国际贸易、大二就开设了外贸英语函电这门课程，为了使我们更好地，更加深刻地了解和掌握本学期这门课程加强理论知识和实践的相互联系，能够顺利地与外商进行磋商和贸易往来。专业老师为我们安排的这个为期四天的外贸英语函电写作实训。让我们真正地认识到了和接触到了实际写作方面的知识，让我们能更好地理论去联系实际。在这几天的写作实训当中，在老师的指导下，在同学们的帮助以及自己的努力下，我把老师交给我们的实训任务圆满地完成了。在实训的过程中，我对外贸英语函电写作的一些基本的知识有了更加深刻的了解，通过实训，我对进出口贸易交易过程中的具体流程有了一个清楚的认识，同时也明白了平时努力学习理论知识的重要性以及实际操作的必要性。外贸英语函电写作在国际贸易中占据着重要的地位。随着国际贸易的发展，国际间贸易往来的频繁，国际贸易将会有较大的发展前景，而在国际贸易中发挥重大作用的英语函电也会直接关系到企业外贸业务的完成和经济效益的实现。一份正确的，完整的，规范的函电，需要相关工作人员认真负责、细心耐心地完成。作为一名国际贸易实务的学生，对于有关国际贸易具体操作的过程都应该有所了解，外贸英语函电的写作是一名从事外贸工作人员必不可少的职业技能之一，所以，我们要重视这项技能，认真学习这项技能，只有这样，才能在以后的职业生涯中发挥出它重要的功能。

外贸函电出口商常用范文3

I would like to confirm our appointment to discuss the possibility of merging our distribution networks. I am excited of the prospect ofexpanding our trade. As agreed, We will meet of our office in bond street at Monday 20 March. I have scheduled the whole day for the meeting. If for any reason you are unable to attend , please phone me so that we can make alternative arrangements. Please let me know if you would like our office to arrange hotel accommodation. I look forward with great pleasure to our meeting.

外贸函电出口商常用范文4

Dear Sir or Madam:

This is regarding our quotation dated 2 November, and our mail offer dated 8 November concerning the supply of widgets(小机具).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,

Hillary

外贸函电出口商常用范文5

外贸函电范文汇总 外贸函电书写基本原则

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。

外贸函电出口商常用范文6

Dear Sirs: June 24, 20_

Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed.

Sincerely

外贸函电出口商常用范文7

Gentlemen: June 8, 20_

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 truly

外贸函电出口商常用范文8

交货条件

交货delivery 轮船steamship(缩写)

装运、装船shipment 租船charter (the chartered shep) 交货时间 time of delivery

定程租船voyage charter; 装运期限time of shipment 定期租船time charter

托运人(一般指出口商)shipper,consignor

收货人consignee

班轮regular shipping liner 驳船lighter

舱位shipping space 油轮tanker

报关clearance of goods 陆运收据cargo receipt

提货to take delivery of goods

空运提单airway bill 正本提单original B\L

选择港(任意港)optional port

选港费optional charges

选港费由买方负担 optional charges to be borne by the Buyers 或 optional charges for Buyers account

一月份装船 shipment during January 或 January shipment

一月底装船 shipment not later than .或shipment on or before .

一/二月份装船 shipment during Jan./Feb.或 Jan./Feb. shipment

在......(时间)分两批装船 shipment during....in two lots

在......(时间)平均分两批装船 shipment during....in two equal lots

分三个月装运 in three monthly shipments

分三个月，每月平均装运 in three equal monthly shipments

立即装运 immediate shipments

即期装运 prompt shipments

收到信用证后30天内装运 shipments within 30 days after receipt of L/C

允许分批装船 partial shipment not allowed partial shipment not permitted

partial shipment not unacceptable

交易磋商、合同签订

订单 indent 订货;订购 book; booking

电复 cable reply 实盘 firm offer

递盘 bid; bidding 递实盘 bid f，

还盘 counter offer 发盘(发价) offer

发实盘 offer firm 询盘(询价) inquiry; enquiry

交易磋商、合同签订

指示性价格 price indication

速复 reply immediately

参考价 reference price

习惯做法 usual practice

交易磋商 business negotiation

不受约束 without engagement

业务洽谈 business discussion

限**复 subject to reply **

限* *复到 subject to reply reaching here **

有效期限 time of validity

有效至**: valid till **

购货合同 purchase contract 销售合同 sales contract

购货确认书 purchase confirmation

销售确认书 sales confirmation

一般交易条件 general terms and conditions

以未售出为准 subject to prior sale

需经卖方确认 subject to sellers confirmation

需经我方最后确认 subject to our final confirmation

贸易方式

INT (拍卖auction) 寄售consignment

招标invitation of tender

投标submission of tender

一般代理人agent 总代理人general agent

代理协议agency agreement

累计佣金accumulative commission

补偿贸易compensation trade

(或抵偿贸易)compensating/compensatory trade

(又叫：往返贸易) counter trade

来料加工processing on giving materials

来料装配assembling on provided parts

独家经营/专营权exclusive right

独家经营/包销/代理协议exclusivity agreement

独家代理 sole agency; sole agent; exclusive agency;

exclusive agent

品质条件

品质 quality 原样 original sample

规格 specifications，

说明 descrīption 对等样品 countersample

标准 standard type 参考样品 reference sample

商品目录 catalogue 封样 sealed sample

宣传小册 pamphlet 公差 tolerance

货号 article No. 花色(搭配) assortment

样品 sample 5% 增减 5% plus or minus

代表性样品 representative sample

大路货(良好平均品质)fair average quality

商检仲裁

索赔 claim 争议disputes

罚金条款 penalty 仲裁arbitration

不可抗力 force Majeure 仲裁庭arbitral tribunal

产地证明书certificate of origin

品质检验证书 inspection certificate of quanlity

重量检验证书 inspection certificate of weight (quantity)

**商品检验局 **commodity inspection bureau (*.)

品质、重量检验证书 inspection certificate

数量条件

个数 number 净重 net weight

容积 capacity 毛作净 gross for net

体积 volume 皮重 tare

毛重 gross weight

溢短装条款 more or less clause

外 汇

外汇 foreign exchange 法定贬值 duation

外币 foreign currency 法定升值 ruation

汇率 rate of exchange 浮动汇率floating rate

国际收支 balance of payments 硬通货 hard currency

直接标价 direct quotation 软通货 soft currency

间接标价 indirect quotation 金平价 gold standard

买入汇率 buying rate 通货膨胀 inflation

卖出汇率 selling rate 固定汇率 fixed rate

金本位制度 gold standard 黄金输送点 gold points

铸币平价 mint par 纸币制度 paper money system

国际货币基金 international monetary fund

黄金外汇储备 gold and foreign exchange reserve

汇率波动的官定上下限 official upper and lower limits of fluctuatio

外贸函电出口商常用范文9

外贸函电常用范文如下：

1.

Dear Mr. Li,

Your firm has been recommended 1 to us by the Dickson Electrics Company, with whom we have done business for many years.

We are interested in your Electric Typewriters for use in offices and shall be glad if you will send us a copy of your illustrated catalogue 2 and current price list.

Yours sincerely,

Susan Block

Manager

A Reply

Dear Ms Block,

We welcome you for your enquiry of Fed. 1 and thank you for your interest in our commodities. We are enclosing 3 some copies of our illustrated catalogues and a price list giving the details you asked for.

We trust that you will agree that our products and price appeal to 4 the most selective buyer. And we also allow a proper discount 5 according to the quantity ordered.

Thank you again for your interest in our products. We are looking forward to your order and you may be assured 6 that it will receive our prompt and careful attention.

Yours truly

2.

Dear Mr. Lu,

We have noticed from your advertisement 1 in 2 that you export large quantities of cushions 3 to European market.

Being specialized in this line for a long time, we are well connected with 4 many customers in our country. At present, we are interested in back cushion fine in quality and low in price. It will be highly appreciated if you could send us some brochures and samples for our reference and quote 5 your lowest price on CIF basis including our 3% commission 6 .

Should your goods prove satisfactory and price be found competitive 7 , you may expect substantial 8 orders from us.

We are looking forward to your early reply.

Yours faithfully

A Reply

Dear Mr. Bean,

We warmly welcome your enquiry of April 4 and thank you for your interest in our cushions.

We are enclosing samples and price list of back cushions giving the details you asked for. We feel confident that you will find the goods both excellent in quality and reasonable in price.

Best regards,

Yours sincerely

希望对你有帮助。

外贸函电出口商常用范文10

[提要] 在进出口业务中，外贸英语函电几乎贯穿于全过程。而现今实际操作中外贸英语函电的写作与某些课本上有一定的出入。本文就针对出入点以及实际写作中的原则及技巧进行阐述，为写作外贸英语函电的人员提供借鉴。

关键词：外贸；英语函电；技巧

中图分类号：G64 文献标识码：A

原标题：基于理论教学与项目实践相结合的外贸英语函电撰写技巧的研究

收录日期：20_年3月13日

在国际贸易中，一笔交易从买卖双方取得联系开始直至合同履行完毕，往往需要经过以下步骤：建立业务联系交易磋商合同签订合同履行。其中，各环节都会使用外贸函电进行联系，尤其是前两个环节的使用频率最高。在信息化高度发达的今天，外贸函电并不局限于纸质版的，也可以是电子邮件、传真或MSN。

一、撰写外贸英语函电应遵循的“7C”原则

1、体谅原则（consideration）：就是强调对方的情况而不是自己的情况，要体现一种站在他人角度去考虑、多体谅对方心情和处境。

2、礼貌原则（courtesy）：礼貌不仅仅是指有礼而已，或者简单的用一些礼貌用语就可以，它是从一个“You attitude”的角度考虑问题。如何让对方觉得是礼貌呢？尽量不用大写英文字母；不应使用过激、冒犯和轻视的词语；第一尽量用被动态；第二用疑问句；最后用虚拟句。

3、完整原则（completeness）：在函电中信息完整很关键，一封外贸英语函电应概括各项必需的事项。如，邀请信应说明时间、地点等，切忌寄出含糊不清的信件或一件事分多次书信传达给对方。

4、清楚原则（clarity）：是外贸英语函电写作最重要的原则。一封含糊不清、词不达意的书信会引起误会，甚至会造成贸易损失。要注意修饰词的位置；选择正确、简练的词以及正确的句子结构。

5、简洁原则（conciseness）：要求用最少的语言表达最丰富的内容。要做到简洁，必须避免废话连篇；能用单词表达短语的就用单词，能用短语表达句子的就用短语，能用短句表达长句的则用短句。

6、具体原则（concreteness）：外贸英语函电必须避免采用模糊、大概和抽象的词语和语句，应尽量运用具体的事实和数字，这样将有助于加快事务的进程。

7、正确原则（correctness）：语言和内容都要正确。具体体现在以下几点：标点符号的运用；单词的位置；介词的表达，数字前如果要用介词则须十分小心。

二、写作外贸英语函电的技巧

1、函电不宜写得过长。一般地，很多欧洲客户处理每一封函电的时间是2～3秒，也就是大致扫一眼。重要的函电，一般马上仔细阅读并回复；不是太重要的，会在outlook里标注上要处理的具体时间，然后从in box拉到相应的子目录里。

2、要有明确的主题。主题明确的写法举例“ ABC inc/Home Depot vendor-solar desk/DEF .”其中，ABC inc代表了客户的公司名，主题里首先加上对方公司名，表示对对方公司的尊重；Home Depot是美国第二大零售商，Home Depot vendor-solar desk明确表示自己是北美第三大零售商，既表明了实力，也勾起对方的兴趣；最后的DEF .代表自己公司。

3、函电开头不宜使用“From the internet……”。实际操作中，“From the internet，we get your company name.”类似的话千万不要说！可以这样写：“We're glad to hear that you're on the market for...”。（我们很高兴获悉你对某某产品有兴趣）。

4、不要长篇大论的介绍公司或工厂。但是可以这样写：We supply solar lights for Home Depot with high quality and competitive price. Hope to cooperate with you！简单的一两句话点到重点，调起对方的胃口，让他反过来问各种问题，这样容易达到目的。

5、不要为炫耀英文水平而不简洁。外贸英语函电的精髓就是“简单、简单、再简单”。能用一个词表达的绝对不用两个词或短语，能用一句话写清楚的绝对不写两句！

6、不宜用异样的字体。很多人为了追求醒目，总喜欢用很夸张的字体、颜色、甚至放大、加粗、斜体等等，其实一眼看上去会让人很不舒服。欧美人一般比较常用的字体就是以下几种：Arial、Verdana、Calibri、Times new roman，有时用Tahoma字体的，但相对少一点。一部分台湾和香港客户会用PMingLiU字体。至于颜色，一般都是黑色或者蓝色。切忌在一封邮件里出现多种奇奇挂怪的颜色，像彩虹一样，让对方感觉不舒服。

7、主动语态不宜用得过多。老外在英文函电写作中很少会用“We”、“I”之类的人称。相反，大多会用被动语态。比如“我们明天会寄给你样品”。中国人喜欢表述为“We'll send you the samples tomorrow. ”这句话没错，语法正确、意思清楚。但是老外通常会这样写“Samples will be sent to you tomorrow.”用的是被动语态，人称也就没有了。

8、切忌问一些毫无意义的话。比如“Do you want our products？”如果对方说No，怎么回复？外贸函电尤其是开发信还是要直接一点，直接告诉对方你是谁，做什么，优势在那里。只要清楚表述出这三点就可以了。

9、慎用附件和图片及URL链接。附件和图片很容易被国外的服务器拦截的。所以，第一次联系对方的时候最好全文本，不要出现任何的图片和附件。

10、语气要委婉，不要过于生硬。“please，help，kindly，could，thank you，appreciate”这样的话在邮件来往中是很普遍的。除非你和对方已经非常熟了，偶尔客套一下即可，平常可以不用了。

三、外贸英语函电案例

假如写一封邮件告诉客户John，上次收到的样品已经寄给工厂了，但工厂说材料不是ABS，而是PP，需要价格他们重新核算，但近期内原材料涨价，希望贵方能尽快确认，以便我方采购原材料并安排生产。

Hi John，

Samples received and already passed to vendor. The material was PP，not ABS. Offer sheet is preparing and will be sent to you soon.

By the way，raw material increased these days，please make a decision quickly to go ahead after price confirmed. We'll arrange the mass production. Thanks and best regards.

上述函电几句话点到主题，简洁、清楚、准确。能用一句话表达的，不写两句，省掉一切能省的废话；表达方式尽量少用第一人称，多用了被动语态。这就是一封好的外贸英语函电。

主要参考文献：

[1]毅冰.外贸操作实务系列外贸高手客户成交技巧.中国海关出版社，.

[2]暴金玲.外贸英语函电.对外经济贸易大学出版社，.

外贸函电出口商常用范文11

20 January

Kee & Co., Ltd

34 Regent Street

London, UK

Dear Sirs:

This is to confirm your telex of 16 January 20_, asking us to make you firm offers for rice and soybeans C&F Singapore.

We telexed you this morning offering you 300 metric tons of polished rice at A$2,400 per metric ton, C&F Singapore, for shipment during March/April 20_. This offer is firm, subject to the receipt of your reply before 10 February 20_.

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

With regard to soybeans, we advise you that the few lots we have at present are under offer elsewhere. If, however, you were to make us a suitable offer, there is a possibility of our supplying you know, of late, it has been a heavy demand for these commodities and this has resulted in increased prices. You may, however, take advantage of the strengthening market if you send an immediate faithfully,Tony SmithChief Seller

先生:二零零四年元月十六日有关查询大米和大豆新加坡到岸价的电传已收悉。

今日上午电传报价：精白米三百公吨，每公吨成本加运费新加坡到岸价为2400澳元。于二零零四年三或四月装运。以上实价需由贵公司于二零零四年二月十日前回覆确实。

该报价为最优惠价，恕不能还价。

本公司与客户正洽售一批大豆交易，若贵公司愿意报以适当买价，本公司乐意出售。近来该类产品需求热烈，令价格上涨。请贵公司把握机会，尽早落实定单为盼。

从上文可以看出，即使翻译过来的外贸函电都有很规范的格式和用语。所以，外贸函电是一种很正规的函电，刚开始做 外贸的时候可以多看看别人是怎么写的。

外贸函电出口商常用范文12

Gentlemen： Sep. 1, 20_

We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to .

Sincerely

外贸函电出口商常用范文13

摘 要：外贸英语函电是一门实用性强的专业英语课程，也是高职高专教育的主干教材，涉及外贸业务中的实际程序，对于培养实用型外经贸高职高专人才和从事商贸业务人士是十分重要的

关键词：师资力量 心理压力 表达方式 函电教学 外贸知识

一、学生方面

随着中国与世界各国的经济贸易联系越来越广泛，迫切需要既熟谙商贸业务知识，又精通英语的“双料”专业人才。目前，不仅经贸类、英语类的学生重视外贸函电并作为专业课程进行学习，很多非外贸、英语专业的学生，都选修或者自学了这一课程。虽然重视学习外贸函电的人数不断增加，但高职高专的学生英语基础普遍差，底子薄弱，读写能力提高缓慢，对于所学的知识不能内化为自己的东西；更重要的是大多数学生从心理上惧怕学习英语，产生心理压力比较大；更不用说像函电这类的专业英语的学习。学生人数的增多，尤其是英语水平参差不齐，也给外贸函电的教学带来了一定的困难。

二、师资方面

外贸函电这门课程的性质与语言特点决定了教师不仅要具备扎实的英语写作教学能力, 而且要精通熟悉外贸业务。目前，由于我国教育体制和课程设置的特点，英语专业毕业的教师不懂外贸知识；而外贸专业毕业的教师又不懂英语语言教学。能够满足这两个条件的教师少之又少，故在教学过程中难以获得较好的教学效果。

三、教材方面

目前，我国有关外贸函电的教科书数量多、质量却不高。教学中所使用的教材普遍内容比较陈旧，虽然有些教材再版，版次虽新，内容却几十年不变。所引用的范例大部分是10年、20年前的信函材料, 根本不能适应对外贸易最新发展的趋势。其次, 目前，大部分教材的特点是只重英语，轻视相关的外贸知识。这些教材对函电里的词义、语法进行大量分析，但却少对外贸背景知识的介绍。

四、课程本身因素

《外贸函电》作为商务专用的一种，与其说它是一门英语，不如说它是以英语作为工具的外贸业务知识的运用。它包含复杂的外贸进出口业务知识，涉及到对外贸易实务的所有交易环节,主要包括: 建立业务关系(Establishing Business Relations);询盘(Inquiry);报盘(Offer);还盘(Counter-Offer);订货(Order);接受 (Acceptance); 签约(Contract); 包装(Packing);装运(Shipment);保险(Insurance);付款(Payment); 索赔(Claim),等。因此，既要求学生具有扎实的英语功底，更应该具备一定的国际贸易知识的基础。而对于部分学生，尤其是非经贸类、非英语类学生很难做到这一点。

基于外贸函电课程的特点，为了解决函电教学中存在的困难，满足学生不同层次的要求，建议在学习过程中不妨尝试利用下列方法，以期能帮助学生们更好更快地掌握外贸函电的基本知识、技能和技巧。

套用意思相近的表达方式：

外贸函电类型多样，可分为建立业务关系、询价、发盘、还盘、成交、装运等几大类型。在外贸函电的每一种类型中，它的开头句、称呼、结尾敬语、结束语、甚至部分正文都有大量的意思相近的表达方式可以套用。

以谋求建立业务关系的信函为例，这一业务环节的信函都可以划分为如下结构：

Sentence―告知怎样获得对方公司的名称和地址

―介绍你自己的公司是进口商还是出口商并告知你方的业务范围

Sentence―表明你方愿与对方建立业务关系的愿望

Sentence―希望对方尽快给予明确答复

在下面的例文中，上述四部分分别对应于Opening Sentence，Self-Introduction ，Invitation Sentence和Closing Sentence

Dear Sirs

We are glad to learn from ①the Commercial Counselor’s Office of the Australian Embassy in Beijing that you are in the market for Textiles. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you. We are ②a state-operated corporation, handling both the import and export of Textiles. In order to acquaint you with our business lines, ③we enclosed a copy of our Export List covering the main items suppliable at present.

Should any of the items be of interest to you, please let us know. We shall be glad to give you our lowest quotations upon receipt of your detailed requirements. In our trade with merchants of various countries, we always adhere to the principle of equality and mutual benefit. It is our hope to promote , by joint efforts , both trade and friendship to our mutual advantage.

④We look forward to receiving your enquiries soon.

Yours faithfully,

而每一结构都有大量形式不同、意思相近的句式来表示，如：

1. Opening Sentence

(1)We owe your name and address to (sb.)

(2)We are indebted (a. 受恩惠的) to (sb.) for your name and address

(3)We come to know your name and address of your firm through (sb.)

(4)Through the courtesy (n.礼貌；好意) of (sb.) we come to know your name and address

(5)We have obtained your name and address from

2. Self -Introduction

(1)We take the liberty to introduce ourselves as….

(2)We avail ourselves of this opportunity to approach you for ....

(3)We are specialized in…..

(4)We are well-reputed exporters of ....

(5)We are a trading company involved in.....

(6)We are well experienced in the line of ….

(7)We are leading manufacturer and exporter of….

3. Invitation Sentence

(1)We sincerely hope, through joint efforts, we will enter into direct business relations with you.

(2)We shall be grateful if you will let us know whether you are interested in the Green Tea.

(3)If you find any of the items illustrated in the pamphlets of interest, please let us have your specific enquiries.

4. Closing Sentence

(1)We look forward to hearing from you by return.

(2)We look forward to your early reply with keen interest.

(3)Your prompt reply will oblige.

(4)We shall be appreciated if you will send us an offer.

(5)We anticipate the pleasure of hearing from you before long.

(6)We hope to hear from you soon.

对于上述各种结构的不同表达方式，学生只需掌握其中的两到三种，就能够完成这一交易环节的函电写作。其次，还要充分利用外贸函电程式化的特点，以建立业务关系这个交易环节为例，罗列每一类型的基本结构，同时，注意这一类型所涉及的专业词汇、惯用短语和常用句型。

五、结束语

随着我国加入世界贸易组织，国际间交往日益增多，对外贸易发展的前景使人们增强了信心，这就使英语、专业英语教学的地位在高职高专院校的教育、教学中越显其突出作用。《外贸函电》课程不仅对于经贸类专业和商务英语专业的学生来说越来越重要，甚至吸引了众多非经贸类、非英语类学生的学习。面对新时期《外贸函电》课程教学的新特点以及学生人数多、学习热情高涨、外贸背景知识匮乏和英语水平参差不齐的现状，对师资力量也是一次严峻的挑战。

在当前职业技术教育中，如何培养出能够适应市场经济下对英语熟练应用，并且具有一定专业技术技能、新的复合型当代技术人才是当前职业教育的办学方向。目前，针对外贸函电学习过程中出现的矛盾，一方面，学生和社会人士学习热情高涨；另一方面，师资力量跟不上，且教材略显滞后。根据外贸函电英语自身具有的程式化的特点，希望上述方法能对这一矛盾的缓解有所帮助。

刘 媛：天津对外经济贸易职业学院。

外贸函电出口商常用范文14

说明价格调整原因

I enclose our new price list , which will come into effect ,from 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. We feel we should explain why we have increased our prices. We are paying % more for our raw materials than we were paying last year. Some of our subcontrac tors have raised their by as much as %. As you know , we take great pride in our machines and are jealous of the reputation for quality and dependability which we have achieved over the last years. We will not compromise that reputation because of rising costs. We hope, therefore decided to raise the price of some of our machines. We hope you will understand our position and look forward to your orders.

现谨附上本公司新价格表，新价格将于本月底生效。除了存货充裕的商品外，其余大部分货品均已调升价格。是次调整原因是原材料价格升幅上涨%□，一些承包商的价格调升到%。 过去年，本公司生产的机器品质优良性能可靠。今为确保产品质量，唯有稍为调整价格。上述情况，还望考虑。愿能与贵公司保持紧密合作。

回复感谢信

We greatly appreciate your letter describing the assistance you received in solving your air-conditioning problems. We are now in our fifty year of operation, and we receive many letters like your indicating a high level of customer satisfaction with our installation. We are pleased that our technical staff assisted you so capably. We would like you to know that it you need to contact us at any time in the future. Our engineers will be equally responsive to your request for assistance. If we can be of service to you again, please let us know. Thank you again for your very kind letter.

承蒙来信赞扬本公司提供的空调维修工程服务，欣喜不已。五年前开业至今，屡获客户来函嘉奖，本公司荣幸之至。欣悉贵公司识技术人员的服务，他日苛有任何需要，亦请与本公司联络，本公司定当提供优秀技师，竭诚效劳。在此谨再衷心感谢贵公司的赞赏，并请继续保持联络。

请客户征询其它公司

Thank you for your enquiry of May concerning silk blouses. We regret to say that we do not manufacture clothing to your own designs to the highest European standards: Swan Textiles corporation The industrial zone Shekou We supply the factor with all their silk materials, I enclose a swatch of our stock materials for your examination. Should you desire any of these samples made up into finished products , we can supply the swan factory with them. We hope that this will be of help to you and wish you every success in your business dealings.

谢谢月月日来函查询关于纡绸罩衫的事宜。 本公司只生产纡绸布料，供应纺织品批发商和制造厂家，并没有制造成衣，因而未能接受贵公司订货，谨致万分歉意然而，本公司乐意推荐本地一家生产优质男装的工厂，相信可按贵公司设计的款式制造符合欧洲最高标准的服装：蛇口工业区天鹅纺织品公司。 该厂的丝绸布料全由本公司供应，随函了什样本以供查阅，如贵公司认为适合，本公司乐意负责供应所需布料。愿上资料对贵公司有所帮助。 谨祝生意兴隆，事事顺达。

改善服务

Thank you for your letter of January. I apologize for the delivery problems you had with us last month. I have had a meeting with our production and shipping managers to work out a better system for handling your account .We know we made a mistake on your last order . Although we replaced it for you. we want to make sure it does not happen again. We have devised the enclosed checklist to use for each of your future order. It includes your firm's particular specifications, packing requirements and marking instructions. I believe can service your company better and help you operations run more smoothly with this safeguard. Please contact us if there are any additional points you would like us to include.

感谢月日来信。对上月贵公司更换所需货品，唯恐类似事件再发生，本公司生产运输和出口部经理已商议制订更有效方法处理贵公司事务，并为此特别设计清单。 随信奉上该清单，供贵公司今后订货之用。当中包括特殊规格包装要求和樗说明等栏目，相信此举有助本公司提供更佳服务，促进双方合作。如欲增设任何栏目于该清单上，恳求惠示。

拒绝客户的要求

Thank you for your enquity of are always pleased to hear from a valued regret to say that we cannot agree to your request for technical information regarding our software security fact is,that most of our competitors also keep such information private and sincerely hope that this does not inconvenience you in any there is any other way in which we can help. do not hesitte to contact us again.

月日信收悉，谨此致谢。 来信要求本公司提供有关软件保密系统的技术资料，但鉴于同行向来视该等资料为机密文件，本公司亦不便透露，尚祈见谅。我真诚地希望这样不会对贵公司造成不便。如需本公司协助其他事宜，欢迎随时赐顾垂询。 祝业务蒸蒸日上!

应付难办的客户

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 staff contact 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 this system will cut down on delays and errors, and allow our operations to run smoothly.

承蒙多年惠顾，本公司感激万分。然近来合作出现问题，令服务水准未能符合对方要求，本公司为此提忧不已。 贵公司采部发出定单后，再三更改内容;更有甚者，屡次退回订购之货品，导致了双方公司工作中的混乱和困惑。为避免问题日趋严重，特此在接到定单后，由本公司销售人员与贵公司复核。若需作出改支，本公司把定单修改后电传副本，供贵公司查核。 盼望上述办法经受减少延误，促进双方业务发展。

祝贺新公司成立

It has just come to our attention that you have lately opened your new European headquarters in Brussels. Congratulations on your bold venture. As you know , our companies have had a long business association in the UK. We look forward to collaborating with you in your European venture. Please let us know if we can be of any assistance to you. We will be delighted to help. We wish you the very best of luck and a prosperous future

非正式的预约要求

Could we meet some time this month to discuss the hypermarket proposal? We want to make decision by the beginning of next month. We would very much like to hear your thoughts before we make any definite plans. Could you choose a venue for the meeting? I can fly to London any time, Perhaps you would prefer Lyon or Paris? I leave it to you to choose. I look forward to seeing you again.

您好!未知能否于本月会面，商谈有关特大自助市场的建议呢?我们准备于下月初作出最后决定。在未订下明确计划之前，希望能咨询的意见。敢问能否选定会面地点?在伦敦巴黎或里昂商谈都可以，悉随尊便。 期待与您见面。

物色代理商

Our company manufactures a range of printing presses that are used successfully by companies in over countries. A product specification brochure is enclosed. We are considering expanding our products to new markets and we would appreciate you assistance. In particular , we would like to identify the best agents who are currently serving the printing industryin your region. We are looking for organizations which conduct their business in a truly professional manner. They must be fully conversant with thetechnical side of the printing industry and have a comprehensive understanding of all the features of the lines they represent. We would be very grateful if you could take a few moments to send us the names of three or four organizations that match our shall then contact them to explore the possibility of establishing a mutually acceptable business relationship. Thank you very much for your time and consideration in this matter.

本公司生产的一系列印刷机，获二十多个国家的公司采用。随函附上产品规格说明书，谨供参考。 现为该产品开拓新市场，希望得知贵地区从事印刷工业的代理商资料。如蒙贵公司协助，将不胜感激。如能拨冗寄来数个符合上述要求代理商商号，则感激不尽。本公司将与其联系，研究能否建立互惠互利折业务关系。 右蒙惠告，不胜感荷!

欢迎新代理商

I would like to welcome you to our organization. We are very pleased to have you on our ream. I know that you will be equally proud of our products. Our European sales Representative, Antoine Gerin , will be in touch with you at regular intervals. Please feel to call him any time you have a problem, If I can regular intervals. Please feel free to call him any time you have a problem. If I can ever be of service, please call me. I am planning a trip to France next month, and I am looking forward to meeting you. In the meantime, the best of luck with our product line.

欢迎加入本公司成为我们的一分子。相信您也会以本公司的产品为荣。欧洲销售代理安东尼・格林会定期与联络，遇有问题可与他商讨。若有其他需要，欢迎向我提出。 下月我将赴法国一游，期望能与您会面。谨祝产品销量节节上升。

要求约见

Would you be interested in stocking a radical new departure in laptop computers? I would very much like to brief you on this great innovation. Could we make an appointment? The machine is the same size as most laptops but comes with some totally new features. The retail price will undercut its nearest competitor by at least %.I shall be in the UK from September to October. If you would like to know more, just fax or telex me.

贵公司有没有考虑配置最新型号的手提电脑?本公司诚意推介该崭新产品，盼能预约时间作一介绍。 该电脑体积和同类电脑相仿，但配备多项先进功能。其零售价较同类产品便宜%以上。本人将于月日至月日逗留英国。如蒙拨冗了解该产品资料，烦请函复。

拒绝约见

Thank you for your letter of July regarding your new laptop computer. I regret to say that we cannot agree to your request for an appointment. We currently have the sole agency for another computer company, Under the terms of the contract , We are barred from stocking any other company's products. The sole agency comes under review in six months' time . Contact us then and we may be able to consider your new product.

月日有关新型号手提电脑函收悉。 本公司暂未能安排会面，深感歉意。现时正为另一家电脑公司提任独家代理，根据合约条款，不得销售别家电脑公司的产品。该代理权将于六个月后期满。届时烦请再作联系，共商贵产品代理事宜。

同意约见

Thank you for your letter of September. I note that you will bein the UK during the whole of November. We are quite interested by the fashion knitwear illustrated in yourcatalogue. As a fashion Chain. We might consider having some of our own designs manufactured in China. Please let me know when you would like to call on us. The week beginning November would suit me best. I look forward to meeting you and discussing this matter.

感谢月日的来信。欣闻阁下将于月逗留伦敦一个月，望到时能拨冗相会。本公司对贵公司商品目录中的针织时装深感兴趣。现正研究设计款式，在中国制造后寄本公司时装连锁店发售。 如能于月日或其后数天抽空来访，当感激不尽。 期待与您会面，商讨有关事宜。

外贸函电出口商常用范文15

如何表达在涨价前订货

Thank you for your letter of October 10 for business copiers. We are now sending you our price-list and catalog of the newest types that are under production and we can supply at once from stock.

We want to notice you that prices of copier parts and components have gone up steadily since the second half of the year. Though we have tried hard to keep our quotations down, we are afraid the margin for keeping on going like this will not long. Therefore, we suggest that you will let us have your order before further rises in costs, which will lead to a raise in prices very soon unavoidably.

感谢贵方10月10日关于商用复印机的询函。现随函奉送本公司正在生产的、并有现货供应的最新型号的产品清单和价目表。

我方想告诉贵方，自下半年以来，复印机的零、部件价格一直不断增长。尽管我方尽量压低报价，但恐怕有此余地的时间不会太久。因此，建议贵方在零、部件再次涨价，并不可避免地引起成品涨价之前便向我方订货。

要求及时供货

We understand that you are the agent for the White Tiger ties. We enclose our order for 1000 dozens of the White Tiger ties. Please note that we need these goods rather urgently as Christmas is drawing near. If you could supply goods timely for seasons, we would make repeated orders, provided prices are reasonable. Payment for the enclosed order will be made on a draft at sight under our letter of credit opened in your favor on receipt of your confirmation that the goods are sent out, and can be delivered before 1, December, .

获悉贵公司为“白虎牌领带”的代理商。兹附上1000打白虎牌领带订单一份。

请注意，由于 圣诞节 在即，本公司急需这批货物。如果贵公司能够及时供应时令货品，而且价格公道，我方将继续订货。

此票订单之货款，待确认贵方已于12月1日前发货之后，本公司即向贵公司开出见票即付的 信用证 。

要求代理商报价

We have read in China Daily that you are the exclusive agent for Hi-Fi Corporation of Africa and Asia. Would you please send us price-lists and catalogues of all the Hi-Fi wireless products and terms of payment. Please advise if you

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