商务外语论坛

八、外贸函电：祝贺信
            Congratulation letter 1
            Dear Mr. / Ms,
            On the occasion of the 35th anniversary of your National Day, please
            accept our heartiest congratulations. May the trade connections
            between our countries continue to develop with each passing day!
            Yours faithfully
            尊敬的先生/小姐，
            值此国庆三十五周年之际，请接受我们最真诚的祝贺。愿我们两国之间的贸易联系持续发展。
            你诚挚的
            Congratulation letter 2
            Dear Mr. Minister
            Allow me to convey my congratulations on your promotion to Minister
            of Trade. I am delighted that many years service you have given to
            your country should have been recognized and appreciated.
            We wish you success in your new post and look forward to closer
            cooperation with you in the development of trade between our two
            countries.
            Sincerely
            尊敬的部长先生，
            请允许我向您升任贸易部长表示祝贺。多年来你对国家的贡献被认可，欣赏，我非常高兴。我们祝愿您在新的职位取得成功，期待我们两国在贸易发展上进一步合作。
            诚挚的
            回信
            Dear Mr. / Ms,
            T hank you for your letter conveying congratulations on my
            appointment. I wish also to thank you for the assistance you have
            given me in my work and look forward to better cooperation in the
            future.
            Sincerely
            尊敬的先生/小姐，
            感谢你来信对我的任命表达的祝贺。我也感谢您对我的工作给予的支持，并期望未来能有更好的合作。
            诚挚的

九、外贸函电：电子信函范本ElectronicCorrespondence
            Subject : Your Acconut From : orientwindchina.com
            Date: Web. 17 Jun 199- 00: 55: 16-0410 CC: Yoshi Miyazaki
            To: toyotrdg@worldnet. cn
            Attn: Mr. Sanro Kimura
            We have not received a satisfactory response to the issue raised in
            our e-mail of 17 May regarding delinquent bills. We are therefore
            obliged to resign your account, effective June 18, 199-, Your
            payments are due for all unpaid invoices and for all work in
            progress as of this date.
            Upon receipt of your payment in full we will transfer all artwork,
            materials, and copy files.
            We are doing this with much regret. We all liked working with you
            and are proud of the results you have been getting. We have been
            very effective for Toyo Trading Co. Ltd.
            I will be pleased to see our paths cross again under better
            circumstances.
            Regretfully
            Qiao Ni
            Senior Vice-President

十、外贸函电：督促买方接受报价
            20 May 2005
            Kee & Co., Ltd
            34 Regent Street
            London, UK
            Dear Sirs:
            We refer to our quotation of 10 May and our mail offer of 20 May
            regarding the supply of Flame cigarette lighters.
            We are prepared to keep our offer open until the end of this month.
            As this product is in great demand and the supply limited, we would
            recommend that you accept this offer as soon as possible.
            Yours faithfully,
            Tony Smith
            Chief Seller

十一、外贸函电：感谢信
            感谢信
            感谢信(Letter of
            Thanks)是外国政府机构或个人的关心、支持、帮助或热情款待表示感谢的对外函件。其具体格式和要求与邀请函相同。
            例文
            Date and Place
            Mr.____
            Minister of _____
            (Address)
            Beijing,China
            Dear Minister,
            I am writing this letter to thank you for you warm hospitality
            accorded to me and my delegation during our recent visit to your
            beautiful country. I would also like to thank you for your
            interesting discussion with me which I have found very informative
            and useful.
            During the entire visit, my delegation and I were overwhelmed by the
            enthusiasm expressed by your business representatives on cooperation
            with China. I sincerely hope we could have more exchanges like this
            one when we would be able to continue our interesting discussion on
            possible ways to expand our bilateral ecomomic and trade relations
            and bring our business people together.I am lookingforward to your
            early visit to China when I will be able to pay back some of the
            hospitality I received during my memorable stay in yur beautiful
            country. With kind personal regards,Faithfully yours
十二、外贸函电：其他付款方式
            Ms Ni Minzhi
            3W Co. Ltd.
            3B Guihua Road
            Shanghai 200233
            China
            Dear Ms Ni,
            Order No. 9953
            Thank you for your order which has been completed and is being sent
            to your today.
            As agreed we have forwarded our bill, No, 2782 for DM1720.00 with
            the documents to your bank , Industrial & Commercial Bank of
            China, Caohejing Branch, Shanghai. The Draft has been made out for
            payment 30 days after sight, and the documents will be handed to you
            on acceptance.
            Yours sincerely
            H. Koppermann
            Managing Director

十三、外贸函电：迁址
            迁址
            兹定于2月1日迁到更方便的纽约市第5街7号新址办公,特此通告。
            We inform you that we shall on the first February remove to a more
            convenient office at 7 5th Ave., New York.
            我已经迁到永乐街1丁目10番地,今后联络,请用新址,特此通知。
            I inform you that I have this day removed to 10, Itchome, Yurakucho,
            where all communications should in future be addressed.
            我公司已迁到上述更方便的地址,特此告知。
            I inform you that I have removed to more convenient premises,
            situated at the above address.
            我公司最近已迁到上述地址,特此通告。
            Please take note that we have recently removed to the above address.

十四、 外贸函电：如何用英文写订单
            1.文体介绍
            订货（order）是买方为要求供应具体数量的货物而提出的一种要求。此时，交易双方之间的陌生感已消除，可以说已经度过了接触障碍和难关。
            写定货信时应注意以下几点：
            （1）开头就直接说明订购的意图。
            （2）订货信一般应包括：商品的名称、品质、数量、包装、价格条件、支付条件以及需要对方提供的单据等。
            （3）内容必须准确、清楚。不论是商品的价格还是商品的规格都应做到准确无误，否则会带来不必要的损失与麻烦。
            卖方收到订货电子邮件后必须进行确认。如果卖方无法提供买方所需要的货物，则最好介绍一些合适的替代品；如果买方所需货物的价格和规格发生了变化，卖方则提出还价并劝买方接受，但要注意：写拒绝接受订货的信时，必须非常谨慎，应为日后有可能的交易留下余地。
            2．实用范例
            (1)
            Subject: An order
            Gentlemen:
            The price quotes contained in your E-mail of May 20,2002 gained
            favorable attention with us.
            We would like to order the following items consisting of various
            colors, patterns and assortments:
            Large 2000 dozen
            Medium 4000 dozen
            Small 2000 dozen
            As the sales season is approaching, the total order quantity should
            be shipped in July. At that time an irrevocable L/C for the total
            purchase value will be opened.
            Please confirm the order and E-mail a shipping schedule.
            Sincerely,
            Xxx
            主题：订货
            先生们：
            2002年5月20日电子邮件报价深受欢迎。
            我拟选各种颜色、式样、品种的衬衫如下：
            大号 2000打
            中号 4000打
            小号 2000打
            售季将至，全部货物应于7月登轮。届时全额不可撤销信用证将予以开出。请确认订货，用电子邮件告知装运时间表。
            真诚的，xxx
            (2)
            Subject: Out of Stock
            Dear Sir,
            We thank you for your Order No.222 received this morning for 8000
            dozen cotton shirts, but regret to have to disappoint you.
            At present we have no stock of shirts in the size required and do
            not expect further deliveries for at least another five weeks.
            Before then you may have been to obtain the shirts elsewhere, but if
            not we will notify you immediately our new stocks come in.
            Yours faithfully,
            Xxx
            主题；缺货
            亲爱的先生：
            我们今早接到贵方222号订单，定购8000打棉质衬衫，十分感谢。但可能要使贵方失望了，十分抱歉。
            目前我们没有贵方所需尺寸的衬衫存货，而且至少在5个星期内亦不会有货。在此期间贵方可从别处购买衬衫，如未能购到，一旦新货运到，我们定当立即通知贵方。
            3.典型句型
            a.We have pleasure in sending you an order for Cosmetics.
            我们愉快的给贵方寄去化妆品订单。
            b.We want the goods to be of exactly the same quality as that of
            those you previously supplied us.
            我们希望此批订货质量与以前供应的完全一样。
            c.Please supply ... in accordance with the detail in our order No..
            请照我方第。。号订单供货。
            d.This is a trial order. Please send us 50 sets only so that we may
            tap the market. If successful, we will give you large orders in the
            future.
            试订50台，以开发市常如果成功，随后必将大量订购。
            e.This order must be filled within five weeks, otherwise we will
            have to cancel the order.
            此订单须在5周内交货，否则我方将不得不撤销此单。
            f.We hope our products will satisfy you and that you will let us
            have the chance of serving you again.
            希望我方产品是你们满意，今后再来惠顾。
            1.文体介绍在对外贸易中，询盘，也叫询价（inquiry或enquiry）是买方或买方对于所要购买或出售的商品向另一方作出的询问。询盘是交易的起点，可以分为：
            普通询盘（a general inquiry）:索取普通资料，诸如：目录（a catalogue）、价目表或报价单（a
            price-list or quotation sheets）、样品（a sample）、图片（illustrated photo
            prints）等。
            具体询盘（a specific inquiry）:具体询问商品名称（the name of the commodity）、规格（the
            specifications）、数量（the quantity）、单价（the unit price FOB…
            CIF…）,装船期（the time of shipment）、付款方式（the terms of payment）等。
            询盘一般多为买方向卖方发出，买方通过询盘信，简明扼要的向卖方了解一般的商品信息。利用E-mail写询盘信，无须写的过分客气，只需具体、简洁、措词得体。有的询盘信开门见山，直截了当说明订购打算，希望对方给予一定优惠条件；有的询盘信则以征询信息的方式，不许下订货诺言，以避免结果未订购可能形成的日后交易中的障碍。
            2．实用范例 Subject: Enquiry
            Dear Sir,
            We are interested in buying large quantities of steel screws in all
            sizes.
            We would be obliged if you would give us a quotation per kilogram
            C&F 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.
            Sincerely,
            Xxx
            3、参考译文
            主题：询盘
            亲爱的先生：
            本公司有意大量购买各型号钢螺钉，欲知每公斤运抵英国利物浦的成本价运费价格。如蒙惠赐上述报价单，不胜感激。如能惠寄样本和价格表，亦必感激不荆
            本公司素来从其他公司购买此类货物，闻悉贵公司货物质优价廉，故欲与贵公司建立合作关系。
            盼复。
            你真诚的xxx
            4、典型句型
            (1) Could you give us some idea about your price?请介绍贵方的价格好吗?
            (2) Do you offer FOB or CIF?你们报船上交货价还是到岸价？
            (3) How long does your offer remain valid/firm/open?你们的报价多长时间有效?
            (4)Will you let us know what your terms of payment are?能否告知贵方付款条件？
            5）Please make us an offer within this month since we have made an
            inquiry for your products.我们已对你们的产品进行询价，请在本月内给予报盘。
            （6）Please send us your best offer by Internet stating payment terms
            and time of shipment.请用互联网向我们报最优价，说明支付条件和装运期。
            （7）Full information as to prices, quality, quantity available and
            other relative particulars would be
appreciated.请详告价格、质量、可供数量及其它有关情况。
            1.文体介绍
            报盘（offer），也叫报价，是卖方主动向买方提供商品信息，或者是对询盘的答复，是卖方根据卖方的来信，向买方报盘，其内容可包括商品名称、规格、数量、包装条件、价格、付款方式和交货期限等。报盘有两种：
            虚盘（non-firm
            offers）,即无约束力的报盘。一般情况下，多数报盘均为虚盘，虚盘不规定报盘的有效日期，并且附有保留条件，如：The offer is
            subject to our final confirmation/prior sale.该报盘已我方最后确认为准/是否事先售出为准。
            实盘（firm offers）则规定有效日期，而且卖盘一旦被接受，报盘人就不能撤回。
            2．实用范例
            Subject: Offers
            Dear Sir,
            This is to confirm your E-mail of 2 July, 2002, asking us to make
            your firm offers for rice and soybeans C&F Singapore.
            We E-mail you this morning offering you 300 metric tons of polished
            rice at A$2400 per metric ton, C&F Singapore, for shipment
            during August/September 2002. This offer is firm, subject to the
            receipt of your reply before 16 July 2002.
            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. If, however, you were to make us a suitable
            offer, there is possibility of our supplying them.
            As 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 reply.
            Sincerely yours,
            Xxxx
            主题：报盘
            亲爱的先生：
            2002年7月2日有关查询大米和大豆新加坡到岸价的电子邮件也收悉。
            今日上午电子邮件报价：精白米300公吨，每公吨成本加运费新加坡到岸价为2400澳元。于2002年8或9月装运。以上实价需由贵公司于2002年7月16日前回复确实。
            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，若贵公司愿意报以适当买价，本公司乐意出售。近来该类产品需求量大，令价格上涨。请贵公司把握机会，尽早落实订单为盼。
            你真诚的，xxx
            3.典型句型
            （1）As requested, we are offering you the following subject to our
            final confirmation:
            根据要求，现我方就如下货物向贵方报盘，以我方最后确认为准：
            （2）As recently the goods are in extremely short supply, we regret
            being unable to offer.
            因近期货源紧张，很抱歉不能报盘。
            （3）It’s a pleasure for us to offer you the goods as follows:
            非常荣幸地向你方报盘如下：
            （4）Referring to your E-mail dated July 10 in which you inquired for
            shirts, we have pleasure in giving you an offer as follows:
            关于贵方7月10日对衬衫的询盘，现报盘如下：
            （5）We will keep in mind your requirement for shirts and shall
            contact you once it is available.
            我方会留心你方对衬衫的要求，一旦有货，将立即同你方联系。
            （6）We regret being unable to quote on FOB basis, as it is our
            general practice to do business with all our clients on CIF terms.
            很遗憾，我方不能以船上交货报价，因为按照惯例我方与客户做生意通常报到岸价。

十五、外贸函电：商务函电格式
            20 May 2000
            Date Line
            日期)
            Kee & Co., Ltd
            34 Regent Street
            London, UK Inside Address
            收信人地址
            Dear Sirs:
            Salutation
            称呼
            We have obtained your name and address from Dee&Co. Ltd, 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 place volume
            orders on you.
            We look forward to your early reply.
            Body
            信文
            Yours faithfully
            Complimentary Close
            客套结束语
            Tony Smith
            Signature Block
            签名栏
            Enc.
            Enclosure Notation
十六、外贸函电：通知外商已经寄样
            Thank you for your inquiry of October 1. We are now sending you our
            catalog together with some samples of the materials you require.
            We think the colors and quality of the materials we use, and the
            designs and workmanship of our products will be totally satisfactory
            to you.字串3
            Our representative in your area is Mr. Floyd Schrock, whom we have
            instructed to send you samples of made products as soon as possible.
            He is authorized to discuss the conditions and terms of transactions
            with you.字串6
            谢谢贵方10月1日来函。我方随函奉送贵方所要的产品目录及有关布样。
            我方相信，本公司产品所用布料的色彩与质地、成衣的样式与做工，会完全符合贵方的要求。字串5
            本公司在贵国的代表是施罗克先生。我方已指令其尽快为贵方送去成衣样品，并授权其与贵方谈判成交条件。
十七、外贸函电：投诉与处理
            January 18, 200#
            Ms. Leung Suet Chan
            Deputy Manager
            New Times Trading Company Limited
            13-14/F., Industry Building
            35 Harbour Road, Wanchai
            Hong Kong
            China
            Dear Ms. Leung
            Order NT-20717
            Thank you for your fax of 17 January. We are extremely sorry to
            learn that an error was made in carton 13 of the above order.
            The missing 9,000 ball pens were sent this morning by Cathay Airways
            and the documents have alreadly been forwarded you.
            We greatly regret the inconvenience caused by this and the previous
            two errors and offer ore sincere apologies. We can assure you that
            every effect will be made to ensure that similar errors do not occur
            again.
            Yours sincerely
            Rob Subbaraman
            Export Mangager

十八、外贸函电：信用证付款
            September 12, 200#
            Norseman Vehicle Building Ltd.
            12 Nobel Street
            Stockholm, Sweden
            Dear Sirs:
            We spoke to your representative, Mr. Bergman, at the international
            Automobile Expo in Tokyo last week, and he showed us a number of
            snowmobiles which you produce, and informed us of your terms and
            conditions.
            We were impressed with the vehicles, and have decided to place a
            trial order for ten of them, your Cat. No SM18. The enclosed order,
            No.98918, is for prompt dilivery as the winter season is only a few
            weeks away.
            As Mr. Bergman assured us that you could meet any order from stock,
            we have instructed our bank, Bank of China, Tianjing Branch, to open
            a confirmed irrevocable letter of credit for USD 108,000 in your
            favor, valid until December 1, 200#.
            Our bank informs us that credit will be confirmed by their agents,
            Scandinavian Bank, Strindberg Street, Stockholm, once you have
            contacted them, and they will also supply us with a certificate of
            quality once you have informed them that the order has been made up
            and they have checked it.
            You may draw on the agents for the full amount of the invoice at 60
            days, and your draft should be presented with the following
            documents:
            Six copiesof the bill of lading
            Five copies of the commercial invoice, c,i,f. Tianjin
            Insurance Certificate for USD 118,800(A. R.)
            Certificate of origin
            Certificate of quality}
            The credit will cover the invoices, discounting, and any other bank
            charges. Please fax us confirming that the order has been accepted
            and the vehicles can be delivered within the next six weeks.
            Yours faithfully
            QIAN Jin( Mr. )
            Purchase Department
            Encl.

十九、外贸函电：询盘函电范本汇总
            询盘亦称询价或索盘，按其内容可以分为一般询盘和具体询盘，是买卖双方交易磋商的开始。
            一般询盘是指进口人为了解情况向出口人索取需要的商品目录本、价格单、样本或样品等。具体询盘是指进口人想买某种商品，并就指定商品要求出口人报价。询盘的函电，应以简明切题和礼貌诚恳为原则，以求对方能够很高兴地迅速作出报盘反应。
            范文1：询服务范围范文2：催问报价单
            范文3：请寄商品目录范文4：请报最低价
            询盘函电文1询服务范围
            询问协作事宜
            我方的一家客户，为制造____，希望在工程、采办及设计管理方面获得你方的协作。关于其产量，加工能力以及其它主要数据，将在以后适当时机奉告。现请概括告知你方服务的范围，以及以何种手续处理这一询价。收到你方回音后，我方将再与客户会同研究，以确定下一步行动。
            询盘函电范文2催问报价单
            催问报价单
            我方___年___月___日第___号函,曾请你报来___价格。如果你方尚未发出此项报价单，则请尽快航寄。事实上，我方现已收到其他供货人的报价单数份。出于对你方的考虑，请速报，以免失去机会。
            正如你们所知，我国正在调整中西部发展战略。如贵方能利用这一时机，为双方的合作铺平道路，则我们之间的贸易前景将是十分广阔的。
            询盘函电范文3请寄商品目录
            从你方3月1日来函中获悉你们是中国棉布出口商并希望与我公司直接建立业务关系，此点正与我们的愿望不谋而合。
            目前，我们对印花布感兴趣，惠请航寄该商品目录册、样本及一切必要情况，以便熟悉其布料及工艺；同时，还请贵方报给含佣金5%的拉各斯到岸价最低价，并述明最早船期。
            如你方价格有竞争性且交货可接受，我即向你方拟订大宗货物。
            如蒙早复，不胜感激。
            询盘函电范文4请报最低价
            盒式磁带录音机
            感谢贵公司愿同我建立业务关系的良好愿望。目前，我们对上述商品感兴趣，并打算向你们订购500台。由于此地价廉物美的磁带录音机销路好，请报最低价，并将最新商品小册子和样品寄来。希尽快答复。

二十、外贸函电:邀请与答复
            Invitation and Reply
            Dear Mr. / Ms,
            We should like to invite your Corporation to attend the 2000
            International Fair which will be held from August 29 to September 4
            at the above address. Full details on the Fair will be sent in a
            week.
            We look forward to hearing from you soon, and hope that you will be
            able to attend.
            Yours faithfully
            尊敬的先生/小姐，
            在上述地址，我们想请贵公司参加于八月二十九日到九月四日举办的2000国际商品交易会，关于交易会的详情我们一周内将寄给你。希望不久能收到你的来信，并能来参加。
            您诚挚的
            肯定答复
            Dear Mr. / Ms,
            Thank you for your letter of June 28 inviting our corporation to
            participate in the 2000 International Fair. We are very pleased to
            accept and will plan to display our electrical appliances as we did
            in previous years.
            Mr. Li will be in your city from July 2 to 7 to make specific
            arrangements and would very much appreciate your assistance.
            Yours faithfully
            尊敬的先生/小姐，
            感谢六月二十八日来信邀请我们公司参加2000国际商品交易会。我们乐于参加并计划展示我们前几年生产的电子设备。李先生将于七月二日至七日去你市做具体安排，非常感谢你的协助。
            你诚挚的
            否定的答复
            Dear Mr. / Ms,
            Thank you very much for your invitation to attend the 2000
            International Fair. As we are going to open a repair shop in your
            city at that time, we are sorry that we shall not be able to come.
            We hope to see you on some future occasion.
            Yours faithfully
            尊敬的先生/小姐，
            非常感谢您邀请我们参加2000国际商品交易会。由于我们将于同一时间到你市新开一家维修店，非常抱歉我们不能前去。
            希望以后在某些场合见到您。
二十一、  外贸函电：英文商务合同的首部格式
            合同一般分为首部（Head），主体（Body）和尾部（End）三部分。今天我们先来详细地讲解一下首部应该包括那些内容。
            首部一般包括以下几点内容：
            1.合同的名称。
            合同一般写作Contract，如果是正本则在右上方注明Original，副本则注明Copy。比如购买合同Purchase
            Contract，销售合同Sale Contract，租赁合同Lease Contract，运输合同Shipping
            Contract，等等。
            2.合同的编号。
            通常合同的编号是由年份，公司代码，部门代号等构成的。比如03CMEC, DA006，这个编号中03指03年；CMEC是China
            Machinery Export Company（中国机械出口公司）公司的缩写；DA是Depart
            A，A部；006指第六份文件。那么合起来就是中国机械出口公司A部03年第六份合同。
            3.签约日期。
            英语的日期大家都会表示，在这里需要注意的是，通常美国月份在前，而英国日期在前。月份可以用缩写，但要用英语大写表示。比如：MAR. 2,
            1992。从这个日期我们就可以看出这份合同是与美国人签的。
            4.签约地点。
            5.买卖双方的名称、地址和联系方式。
            我们都知道，通常在合同的开始就要注明甲方和乙方。这里有一些职位的名称供大家参考：
            董事长President / Chairman；
            董事会board of director；
            经理CEO / general manager；
            部门经理department manager；
            有限公司Corporation. Ltd. / Company. Ltd.；
            分公司Branch；
            子公司Subsidiary；
            6.序言（Preface）
            在合同的甲方乙方下面我们通常会有一些对合同的描述，比如：This contract is signed by and between
            the Buyer and the Seller, according to the terms and conditions
            stipulated below.这份合同是买卖双方之间根据以下条款而签定的。挚的
二十二、外贸函电：英语催款信的书写
            1. How to start your letter?
            You have not responded in any way to our recent letters about your
            past due account.
            We remind you once more of your open account that is now _____ days
            beyond our _____-day terms.
            Your account is still unpaid in spite of our continual reminders
            asking for payment or an explanation for your delay.
            We urgently request that you immediately pay your balance of
            _____________, which has been outstanding since ___________[date]
            despite several notices from us.
            2. How to warn the recipient against further delay?
            You must realize that we cannot afford to carry this debt on our
            books any longer.
            Any further delay in paying your balance due cannot be accepted.
            You can no longer delay payment if you wish to keep your account
            open.
            Our next step is to take legal action to collect the money due us.
            This is unpleasant for both of us and is damaging to your credit
            rating.
            3. How to specify your deadline or demand immediate payment?
            We must now insist that you send you payment within the next five
            days.
            Unless I receive your remittance within the next three days, our
            attorney will be instructed to start proceedings to recover the
debt.
            If we do not receive remittance within five days from the above
            date, we will have no choice but to pursue other collection
            procedures.
            After April 30, we will have no choice but to cancel your credit and
            turn your account over to a collection agency.
            4. How to end your letter?
            We look forward to your prompt payment.
            Your immediate response is necessary.
            Whether or not we take legal action is now your decision.
            Please make every effort to ensure that we are not forced to take
            this drastic action.
            We must hear from you at once to avoid further action.
            II. SAMPLE
            范文
            Dear __________:
            I am afraid your failure to settle your account, which is over due
            for more than six months, will leave us with no alternative but
            resort to legal proceedings.
            This is to notify you that unless we receive your check for
            $7,550.50 by June 30, we will place your account in the hands of our
            attorneys for collection.
            Yours sincerely,
            _____________[name]
            _____________[title]
            III. TIPS
            掌握写作要领
            1. Choose a firm tone for your letter.
            2. Remind the recipient of your previous collection letters.
            3. Remind the recipient of all the necessary details:
            The amount owed by the recipient
            The length of time the bill has been overdue
            The additional amount of late charge if there is any
            4. Tell the recipient what kind of legal action will be taken if the
            final collection effort fails.
二十三、外贸函电：怎样给客户写价格让步回信
            下面有一个例子，将告诉你如何给客户写价格让步回信。
            20 January 2004
            Kee & Co., Ltd
            34 Regent Street
            London, UK
            Dear Sirs:
            Thank you for your letter of 20 January 2004. We are disappointed to
            hear that our price for Flame cigarette lighters is too high for you
            to work on. You mention that Japanese goods are being offered to you
            at a price approximately 10% lower than that quoted by us.
            We accept what you say, but we are of the opinion that the quality
            of the other makes 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 or even meet you half way.
            The best we can do is to reduce our previous quotation by 2%. We
            trust that this will meet with your approval.We look forward to
            hearing from you.
            Yours faithfully,
            Tony Smith Chief Seller
            参考译文
            先生:
            二零零四年元月二十日来函收到，不胜感激。得知贵公司认为火焰牌打火机价格过高，无利可图，本公司极感遗憾。来函又提及日本同类货品报价较其低近百分之十。
            本公司认同来函的说法，然而，其他厂商的产品质量绝对不能与本公司的相提并论。
            虽然极望与贵公司交易，但该还盘较本公司报价相差极大，故未能接受贵公司定单。
            特此调整报价，降价百分之二，祈盼贵公司满意。
            谨候佳音。
            销售部主任
            托尼.斯密思谨上
            2004年1月20日

哇，好累啊，好像喝口水哦，各位觉得好就顶顶啊！

贼夹多啦

非常不错!!!!!!!!!!!!!!!!

不错刚好作为我的考试复习材料,

我觉得有点繁杂，没有针对性，根据个人经验，有些太复杂了

本人决定好好学习的 ，不过内容好多阿