1.第一次询价?
Dear Sirs,?
We have learned from the Company of Birmingham that you manufacturea range of high-fashion handbags in a variety of leathers.We operate a quality ?retail? business and although our sales volumeis not large,we obtain high prices for our goods.Would you please send me acopy of your handbag catalogue with details of your prices and payment terms??
We would find it most helpful if you could also supply samples ofthe various skins from which the handbags are made.?
?
Yours faithfully,
Manager
2.答复第一次询价?
Dear Ms.Jones,?
Thank you for your enquiry of 16 July.We are pleased to hear thatyou are interested in our products.We are sending you a copy of our latestcatalogue ?under? separatecover,together with samples of some of the skins we regularly use in themanufacture of our products.I regret to say that we can not send you the fullrange of samples.You can be assured,however,that such skins as crocodile andostrich,not included here,are of the same high quality.?
Mrs Green,our European Sales Manager,will be in the UK next monthand will be pleased to call on you.She will have with her a wide range of ourproducts.When you see them,we think that you will agree that only the bestquality materials are used,and that the high standard of workmanship willappeal to the most discriminating buyers.We also manufacture a wide range ofleather belts and gloves in which you may be interested.They are fullyillustrated in our catalogue and are of the same high quality as ourhandbags.Mrs Green will be ?able? to show you examples when she calls.?
We look forward to receiving an order from you.?
?
Yours sincerely,
Marketing Vice-President
3.询问价格与优惠条款?
Dear Mr.Smith:?
We are considering providing each of our sales representatives withan electronic calculator.Last week I saw a demonstration of your Model GHWizard at the Boise Business Show,and I think it would fill our needs verynicely.?
I understand that the Wizard retails for ＄33.95.Isthere a trade discount for companies that buy in fairly large quantities?Ourinitial order would be for ?about? 80 units and reorders in perhaps lots of 20.?
Not only do I need price information,but I also want completedetails about service,warranties,carrying case—anyinformation you think will assist me in making a decision.?
? Cordially,?
?
4.答复价格，告知优惠条款?
Dear Miss Rowe:?
Your high opinion of our Model GH Wizard pleases me very much.?
We offer a discount of 10 percent on orders of 40 or morecalculators.I have enclosed an order blank if you wish to take advantage ofthis offer.?
The enclosed booklet gives complete details aboutservice,warranties,and the like.Actually，a carryingcase is not necessary with the Model GH Wizard;the handsome,leather-likeexterior of the Wizard not only makes carrying it convenient but gives it fullprotection.?
Thank you for allowing me to supply you with this information,MissRowe.If I have left anything out,just call me at(010)54731060.?
?
Cordially,?
5.问询到岸价格?
Dear Sirs,?
We are interested in buying large quantities of steel screws in allsize.We would be obliged if you would give us a quotation per kilogram CIFLiverpool,England.?
It would also be appreciated if you could forward samples and yourprice list to us.?
We used to purchase these products from other sources.We may nowprefer to buy from your company because we understand that you are able tosupply larger quantities at more attractive prices.In addition,we haveconfidence in the quality of your products.?
We look forward to hearing from you by return.?
?
Yours faithfully,?
6.答复价格并告知细节?
Dear Mr Brown,?
Thank you for your enquiry of 2 October 2006.In reply,we would liketo make the following offerl,subject to our final confirmation:?
Production:Steel screws?
Specifications:As per the attached list?
Packing:Loose in boxes of
Quantity:100 boxes?
Price:As per the attached list?
Shipment:January/February 2007?
Payment:Confirmed,irrevocable letter of payable by draft on sight tobe opened 30 days before the time of shipment.?
Under separate cover,we have sent you samples of various sizes,ourcatalogue and price list.If you find our offer acceptable,please telex or faxus for confirmation.?
?
Yours Sincerely,
?
7.中国进口商询盘?
Dear Sirs,?
Thank you for your brochure for Petroleum Analysis & DataManagement Software dated May 6 and the photo booklet enclosed.?
We have approached a number of our customers in this area and manyof them take an interest in the application software.We therefore ask you tomake us your best offer on CIF Tianjin basis for 500 Petroleum Analysis &Data Management Software packages(No.PADM-3456).?
We would like to point out that unless your quotation is attractiveto the buyers here,it would be difficult for us to push successfully the saleof your software products in this competitive market.?
We shall appreciate your offer in the form of a pro forma invoice.?
?
Yours sincerely,?
8.报同类产品虚盘?
Dear Sirs,?
We are glad to note from your letter of May 19 that,as an exporterof Chinese silk goods,you are desirous of entering into direct businessrelations with us.This happens to coincide with our interest.?
We shall be pleased to receive from you by airmail catalogues andother ?information on your goods so as to acquaint uswith the quality and workmanship of your supplies.Meanwhile,please quote usyour lowest price CIF Dublin,Ireland,inclusive of our 5 percentcommission,stating the earliest date of shipment.?
Should your prices be found competitive and delivery dateacceptable,we intend to place a large order with you.?
We trust you will give us an early reply.?
?
Yours faithfully,
9.提供代用品报盘?
Dear Mrs Green,?
Thank you for your telex enquiry of 23 September concerning cottonprint 634.? Weappreciate your efforts in marketing our products and consequently we regretvery much that we are unable to supply the desired goods due to excessivedemand.?We would,however,like to take this opportunityto offer,without engagement,the following material as close substitute.?
500 pieces cotton print 428 at US＄1.5 permetre CIF New York,including your commission of 2%?
A sample is enclosed for your reference.If you find the sampleacceptable,please telex us as soon as possible.?
?
Your sincerely,
Jack
Sales Manager
10.传真报实价?
Dear Sirs:?
This is to confirm your fax of 16 January 2007,asking us to make youfirm offers for rice and soybeans C&F Singapore.?
We faxed you this morning offering you 300 metric tons of polishedrice at A＄2 400 per metric ton,C&F Singapore,forshipment during March/April 2007.This offer is firm,subject to the receipt ofyour reply before 10 February 2007.?
Please note that we have quoted our most favourable price and areunable to entertain any counter offer.?
With regard to soybeans,we advise you that the few lots we have atpresent are under offer elsewhere.If,however,you were to make us a suitableoffer,there is a possibility of our supplying them.As you know,of late,it hasbeen a heavy demand for these commodities and this has resulted in increasedprices.You may,however,take advantage of the strengthening market if you sendan immediate reply.?
?
Yours faithfully,
Tony Smith Chief Seller
11.最优惠报价?
Gentlemen:?
We are pleased to offer you firm,subject to your reply reaching hereby June 20 as follows:?
Article:Shoes?
Quality:ABC Brand No.5?
Quantity:100 pairs?
Price:US＄
Shipment:July-August?
Terms:Draft at 60 d/s under Irrevocable Letter of Credit?
We are sure that this is the best offer we can make and that noother firms can offer you better terms than these.At present we are receiving alot of orders from all over the world and there is a possibility of our runningout of stock one of these days.Therefore we think it will be to your interestto place an order at once.?
Your early order is looked forward to.?
?
Yours very truly,
12.中国出口商报盘?
Dear Sir,?
Thank your for your interestin our silk products.As mentioned in the previous letter to you,our silkgarments and other goods sell extremely well in over 30 countries and regionsin Asia,Europe and Latin America.The fine workmanship and the high qualitymaterials used have enjoyed a good reputation in the industry.?
As requested,we sent you yesterday morning our latest illustratedcatalogue,from which you will learn everything you want to know.?
Below we’d like to clarify on theseterms:?
About the CIF Dublin prices:please refer to the entries hand-writtenin the catalogue.?
About the payment terms:our usual practice is by confirmedirrevocable ?L/C? at sight inour favor one month prior to shipment.?
About the commission:we offer a discount of 5 percent for any orderexceeding 3 000 dozen,and therefore allow no commission.?
About shipment date:shipment is usually effected within two monthsafter receipt of an order.?
We hope to receive your reply soon so that we can work on you orderin time.?
?
Yours sincerely,
13.国外出口商回复询盘?
Dear Sirs,?
Your inquiry of Sept.10 has received our attention,and thank you foryour interest in our digital panel instruments.?
A copy of our illustrated export catalogue will be sent to youtoday.All the goods we supply are of the very best quality.The elegant designstogether with the super accuracy can meet the requirements of any manufacturingand/or analytical processes.? We have our own representatives based in your city.We haveinformed them of your interest.They will be pleased to call on you next weekfor any technical consultation.They have our authorization to discuss the termsof order with you or to negotiate a contract.?
?
Yours truly,
14.答复网上询盘?
Dear Sirs,?
Automobile Tires?
We take the liberty of addressing you as we understand from theInternet that you are interested in our automobile tires.?
We are pleased to make you an offer as follows:?
The Greet Wall Brand Automobile Tires?
Quality & Price:?
A. 670×13 6Pr US ＄20.6per piece C&F?
your port,net?
B.700×14 6Pr US ＄23.8?
your port,net?
Quantity:As required?
Packing:Two pieces to a wooden case weighing about 22 kgs,andmeasuring 22 cft? Shipment:Prompt,afterreceipt of your L/C?
Payment:L/C at sight established in our favour?
Validity of offer:Two weeks ending September 1,2006.?
If the prices are not satisfactory,your suggestions will be mostwelcome.We would also add that your agency may be considered eventually uponmutual agreement.?
Our reference:?
The Bank of China,Head office,Beijing.?
Looking forward to hearing from you soon.?
?
Yours faithfully,?
George Brown?
Sales Manager?
15.报虚盘?
Dear Mr.Green,?
Thank you for your e-mail of August 9,inquiring for Flying Pigeonbicycles.?
Based on your requirement,we are quoting as follows:?
26″ Men’s style US ＄25 per set?
20″ Women’s style US ＄26 per set?
28″ Men’s style US ＄27 per set?
26″ Women’s style US ＄28 per set?
Payment term:By L/C at sight to be opened through a bank to beapproved by us.? Shipment:October/November2006,provided the covering L/C reaches us by the end of this month.?
The above prices are understood to be on CIF Cairo basis net.Pleasenote that we do not allow any commission on our bicycles,but a discount of 5%may be allowed if the quantity for each specification is more than 1 000 sets.?
The above quotation is made without engagement and is subject to ourfinal confirmation.?
We look forward to your early reply.?
?
Faithfully Yours,
16.报实盘?
Dear Mr.Green:?
Thank you for your inquiry of November 8 about TCL Bathrooms. TodayI’ve sent you a catalogue in which you will see ourrange of sanitary wares.I’m pleased to quote you asfollows:?
White Colored?
Acrylic Bath ＄147.40 ＄169.40?
Basin ＄31.20 ＄32.90?
Pedestal ＄21.60 ＄22.80?
Cistern ＄69.10 ＄72.80?
Pan ＄64.10 ＄67.30?
The prices are exclusive of the sales tax but include delivery toyour warehouse and are valid for a month from the date of this letter.?
Besides,the prices quoted are for orders of invoice value below ＄2 000.For larger orders we offer an extra 5 percent discount.?
TCL bathroom equipment has an unrivalled reputation for high qualityand design at very keen prices.We had stocks of the TCL range in twelveattractive shades and can deliver within two weeks of receiving an order.?
We are sure you’ll find our pricessatisfactory and look forward to hearing from you.?
?
Yours Sincerely,
John Nissan?
Sales Director?
17.折价优惠?
Dear Mr.Smith,?
We are glad to learn from your letter of 4 July of your interest inour products.Please find enclosed the catalogue and price list you askedfor.Alsoenclosed are details of our conditions of sale and terms of payment.?
Please note that we offer special allowance on the following basis:?
On purchases exceeding a total of:?
—US ＄10 000 but not exceeding US ＄25 000—10%?
—US ＄25 000 but not exceeding US ＄50 000—20%?
—US ＄50 000 and above 30%?
No special allowance could be given on a total purchase below US ＄10 000.?
We look forward to your first orders.?
?
Yours Sincerely,
Liu Xiangdong?
Manager of Department of AquaticProducts?
18.回复只能维持现价?
Dear Mr.Green,?
It was a pleasure to receive your inquiry of March 16,concerning thesupply of our best electric fans.We are enclosing our price list and a copy ofour catalogue,in which you will find full details of our normal tradeconditions.?
We note that you have requested an additional discount of 3% andwould point out that our prices have already been cut to an absolute minimum.Theseprices can not be offered by our competitors.?
We therefore regret that we are unable to allow you any discount inthis instance.You can,however,be sure that any advantage we receive in the wayof manufacturing costs is always passed on to you in the form of lower prices.?
In spite of the increased cost of raw materials,we anticipate beingable to maintain present prices.?
We look forward to hearing from you.?
?
Yours Sincerely,
Jack?
19.加价前优惠大客户?
Dear Sirs:?
Due to the rise in the world price of paper,from 1 January of nextyear,prices for our products are due to increase by 10% across the board.?
Since you are a valued customer of long standing,we wish to give youthe opportunity to beat the price increases by ordering now at the currentprices.?
In addition,we are willing to give you a discount of 5% on allorders of more than GB￡20 000.?
We are aware that you do not have sufficient warehousing for largequantities of reserve stock.In the circumstances,we would be prepared to holdpaper for you to be delivered at your convenience.There will be no charge forwarehousing at this end.? We believe that you will see the advantages of thisarrangement,which will save you at least 15% on paper purchases in the comingyear.?
We look forward to your early reply.?
?
Yours faithfully,
Tony Smith
Chief Seller
20.还盘函?
Dear Sirs,?
Apples?
We thank you for your letter of August 27 offering us 200 tons ofthe subject goods at US ＄125 per ton CIF Shanghai.?
Although we are in urgent need of such product,we find your price istoo high and out of line with the prevailing market level.Your quoted pricewill deprive us of any profit.To tell you the truth,we have received quotations11% lower than yours.Should you be prepared to reduce your price by,say 10%,wemight come to terms.?
Considering our long business relations,we make you such a counteroffer.As you know,this year’s apple harvest was good andthe market is declining,though there is a heavy demand for apples.We hope youwill consider our counter offer most favorably and let us know your acceptanceat your early convenience.?
Hope to hear from you soon.?
?
Yours faithfully,
21.返还盘函?
Dear Sirs,?
Apples?
Upon receipt of your counter-offer of Sept.6,we have made a verycareful study.? Asour two companies have done business with each other for so many years,weshould like to grant your request to lower the price by 10%.However,suchpractice will mean nil profit to us.Our apples are of higher quality and thusof higher cost than that of others.It is impossible for us to reduce the priceby 10% without lowering the Grade of apples.Considering our long-standingmutual relationship,let’s meet half way.We suggest areduction of 5% on orders of 300 tons.Only on orders of this size can we manageto make the reduction without lowering the Grade of apples.?
We hope our counter-suggestion will be acceptable to you and lookforward to your orders.?
?
Sincerely Yours,
22.接受价格函?
Dear Sirs,?
We are very pleased to receive your order No.BD/135 Canned Beef.Weaccept the order and are enclosing you our Sales Confirmation No
As to the Items A and B,we shall arrange delivery as soon as we getyour L/C,and for items C and D we shall ship accordingly.?
Hoping the goods will turn out to be your entire satisfaction and wemay have further orders from you.?
?
Yours faithfully,
23.涨价通知函?
Dear Mr.Green:?
Your satisfaction is important to us.In order to continue to producea high-quality product,we have recently installed newhigh-speed,high-definition printing presses.This,along with the increased priceof paper,has forced us to increase our prices by 10 percent effective March15.I have enclosed a brochure with the new prices in it for your benefit.Ordersreceived before March 15 will be filled at current prices.? Thank you for yourunderstanding in this matter.We feel that these increases will still allow youto sell these superb cards at competitive prices.We hope you will let us knowimmediately if there is any way we can serve you better.?
?
Sincerely,
（Signature）?
K.Charles Grand?
President?
Encl.?
24.说明涨价原因?
Dear sirs,?
I enclose our new price list,which will come into effect from theend of this month.?Youwill see that we have increased our prices on most models.Wehave,however,refrained from doing so on some models of which we hold largestocks.We feel we should explain why we have increased our prices.?
We are paying 10% more for our raw materials than we were payinglast year.Some of our subcontractors have raised their prices by as much as15%.?
As you know,we take great pride in our machines and are jealous ofthe reputation for quality and dependability which we have achieved over thelast 40 years.We will not compromise that reputation because of rising costs.Wehave,therefore,decided to raise the price of some of our machines.?
We hope you will understand our position and look forward to yourorders.?
?
Yours faithfully,?
Andrew?
Export Sales Manager?
25.询价函?
Dear Sirs,?
Messrs Jones and Smith of New York inform us that you are exportersof all cotton bed-sheets and pillowcases.We would like you to send us detailsof your various ranges,including sizes,colors and prices,and also samples ofthe different qualities of material used.?
We are large dealers in textiles and believe there is a promisingmarket in our area for moderately priced goods of this kind mentioned.?
When quoting,please state your terms of payment and discount youwould allow on purchases of quantities of not less than 100 dozen of individualitems.Price quoted should include insurance and freight to Liverpool.?
?
Yours faithfully，
26.对询价函的回函?
Dear Sirs,?
We are very pleased to receive your enquiry of 15th January andenclose our?illustrated catalogue and price list givingthe details you ask for.Also by separate post,we are sending you some samplesand feel confident that when you have examined them，youwill agree the goods are both excellent in quality and reasonable in price.? Our regular purchases inquantities of not less than 100 dozen of individual items，we would allow you a discount of 2%.Payment is to be made byirrevocable L/C at sight.?Because of their softness anddurability,our all cotton bed-sheets and pillowcases are rapidly becomingpopular and after studying our prices you will not be surprised to learn thatwe find it difficult to meet the demand.But if you place your order not laterthan the end of this month,we would ensure prompt shipment.?
?
Yours faithfully,
27.价目表范例?
April 25,2006?
Prices are subject to change without notice.?
please confirm when placing your order.?
Please refer to catalog Model Number and?
specifications concerning design and capacity.
Model no.
Code
word
Description
Price
per unit
Shipment
CRT-504
CRT-505
CRT-505
CRT-508
TOS
TOT
TOY
TOM
27/16″×53/16″×83/4″
Cassette,21/2″speaker
Earphone,Battery
Leather Case
21/8″×51/4″×87/16″
Cassette,31/2″speaker
AM radio,Earphone,
BatteryLeather case,AC&DC
23/4″×51/2″×8″
Cassette,31/2″speaker
Earphone,AM radio,Battery
?Leather case,AC&DC
21/2″×6″×81/2″?Cassette,43/4″speaker?Earphone,Battery,AM/Fm radio
Leather case,AC&DC
￡6.58
￡6.00
￡8.50
￡9.00
September
September
September?October
(400 sets
for May)
September
Prices are CIF& C.(3%)Jakarta in Pound Sterling.
Quantity available:More than 500 sets,400?
sets for CRT-508 before 30th May.?
Packing:One in Cardboard case and ten dozens?
in wooden carton.?
E.& O.E.
The Hong Yuan Electric Co.,Ltd.
…
Sales Manager
28.回函拒绝还盘?
Dear Sirs,?
I write to thank your letter dating December 24th asking forre-reduction of price.? Weare sorry to know that you still find our reduced price too high.Anyhow,we doour best to keep the price as low as possible without sacrificing quality.Whatis more,as far as the quality of the goods we supply is concerned,we do notfeel the prices we quoted are expensive at all.If you can not accept it,I haveto say sorry that it is not possible for us to meet the demand you requested.?
If you care to place an order with us any time in the future,you maybe ?assured? of the same promptattention which you have had in the past.?
?
Yours very truly,
本文来自《商务英语书信写作》第二章商务信函范例、第四节之价格谈判?
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