[翻譯]國際貿易(中英文)
1、 商業(yè)書(shū)信寫(xiě)法(BUSINESS LETTER WRITING)
1)、原則(Rules)--------Attention; interest;Desire;Action;
2)、6C’s--------Clearness;correctness;conciseness;consideration;character;
3)、Element(構成元素)------letterhead(company name;address,conact Number;);reference number;date;inside Address;salutation;
2、 報價(jià)(Quotation)
報價(jià)是一種以特定條款提供產(chǎn)品的承諾。詢(xún)價(jià)者如覺(jué)得價(jià)格合理，便可確認接受訂貨，因此報價(jià)者(OFFEROR)必須小心處理報價(jià)條款，如因錯報價(jià)格而無(wú)法供貨，則會(huì )對商譽(yù)有損。
報價(jià)通常是由買(mǎi)方提供予買(mǎi)方，即賣(mài)方報價(jià)(SELLING OFFER)，但亦有由買(mǎi)方提出價(jià)格，由賣(mài)方?jīng)Q定是否接受，稱(chēng)為 方報價(jià)(BUYING OFFER)或出價(jià)(BID)。
一般報價(jià)可分實(shí)盤(pán)(FIRM OFFER/OFFER WITH ENGAGEMENT)及虛盤(pán)(No-firm /offer without engaement).實(shí)盤(pán)報價(jià)會(huì )詳細列明數量、交易條款及報價(jià)有效期，只要受盤(pán)人(OFFERENCE)在有效期內確認，便可達成交易。如貨品價(jià)格經(jīng)常浮動(dòng)，或貨品供應不穩定，報價(jià)者可指明價(jià)屬虛盤(pán)，或加上保留條件，如以最后確認為準、以貨物尚未售出為準或報價(jià)可隨時(shí)變更等。
報價(jià)亦可以報價(jià)單(PRICE LIST)形式發(fā)出，此種報價(jià)并無(wú)特定對象，只作回復一般詢(xún)價(jià)時(shí)使用，并于報價(jià)單上說(shuō)明以最后確認為準。
至于投標是一種要求報價(jià)的方法，買(mǎi)方會(huì )列明要求及投標方法，由市場(chǎng)上的公司自稈竟投，再從中選取可提供最有利條件的公司。投標報價(jià)是按所要條款及表格填寫(xiě)，稱(chēng)為標書(shū)，以便買(mǎi)方提供的表格，所以淌有一定標準。一般報價(jià)函應包括下列各項：
1) 感謝詢(xún)價(jià)(THANKS FOR INQUIRY)
2) 參考編號(Reference Number)
3) 貨品名稱(chēng)(Description)
4) 價(jià)格(Price)
5) 優(yōu)惠(Discount)
6) 數量(Quatity)
7) 包裝方法(PACKING)
8) 付款條件(payment Terms)
9) 交貨期(Shipment Date)
10) 報價(jià)有效期(VaLIDITY DATE)
11) 期望報價(jià)獲得拉受確認(Expectation of Qutation Being Accepted and Comfirmed).
3、 Voluntary offer(主動(dòng)報價(jià))
Dear Sir/Madam,
We have obtained your address from your country’s trade commissioner in Hong Kong. They have also advised us that you might be interested in importing electronic games.
Now we are insterested in gaining foothold in your country with an aim to promote our entire line of items on the market.please find enclosed a brochure about our company,products lines and price lists for your reference.
Thanks for your attention and we look forward to your reply.
Yours faithfully,
Betty wong
Marketing Manager
敬啟者：
我方從貴國在香港貿易專(zhuān)員取得貴公司的聯(lián)絡(luò )地址，同時(shí)獲悉貴公司有興趣進(jìn)口電子游戲機。
現在我方希望在貴國開(kāi)拓市場(chǎng)及推廣我方的全線(xiàn)產(chǎn)品。隨函附上我方的公司簡(jiǎn)介、產(chǎn)品目錄及價(jià)格表以供參加。
希望早日收到貴公司的回復。
市場(chǎng)推廣部經(jīng)理
BETTY WONG
4、 Offers based upon inquiry(回復報價(jià))
Dear Miss Fung:
Thanks you for your inquiry of 15th july .As repuested,we enclose smaples of different qualities of woven fabric suitable for making shirts.
We are pleased to quote as follows:
Ref.No.QUT897
A1 100% Cotton 43” US$1.00/YD
A2 100%Linen 47” US$2.50/YD
A3 100%Rayon 50” US$1.25/YD
All prices C.I.F. Singapore
Payment by L/G at sight
Mininum:3,000YDS/Colour
10,000YDS/Order
Delivery:Within 30 days after receipt of L/G,
Packing: Roll tube,wrapped by ploying,carton packing.
Offer valid until 30 July 1997.
We look forward to receiving your order,and meanwhile enclose a copy of our catalogue in while you will find details of our other products.if you have any queries,please do not hesidate to let us know.
Your sincerely,
Jack Lo
Sales Manager
馮小姐：
很多謝貴公司7月15日的查詢(xún)，我方已按貴公司要求，隨函附上幾款適合做襯衫的梭織布料。
布料價(jià)格如下：
報價(jià)編碼：QUT897
A1 全棉布 43“ 每碼1美元
A2 亞麻布 47“ 每碼2.5美元
A3 人造絲 50“ 每碼1.25美元
所有價(jià)格均包括貨價(jià)、保險及裝運至新加坡碼頭的運費。
付款方法：即期信用証
最少數量：收到信用証后三十天內交貨
包裝：卷筒，膠袋包裝包封，裝紙箱
以上報價(jià)有效期至1997年7月30日
我方期望盡快收到貴公司的訂單，隨函附上我方產(chǎn)品的詳盡目錄。如有任何查詢(xún)，請隨函與我方聯(lián)絡(luò )。
營(yíng)業(yè)部經(jīng)理
盧杰克啟
2、索取產(chǎn)品目錄
REQUEST FOR CATALOGUE
Dear Sir/Madam:
We have seen your advertisement the “games”and know that you are one of the biggest manufacturers of electronic games.
We have received a number of inquiries for portable eletronic games which we think will have great demand here.
It would be helpful in selling your products if you could send us catalogues and samples.
We look forward to hearing from you soon
Yours faithfully
Customer service manager.
敬啟者：
由于我方在《游戲雜志》中看到貴公司的廣告，知道貴公司是電子游戲機最大生產(chǎn)商之一。
由于我方收到大量有關(guān)手提電子游戲機的查詢(xún)，因此估計本地市場(chǎng)將有極大的需求。
如貴公司能提供產(chǎn)品目錄及樣品，獎?dòng)兄曳皆诒镜厥袌?chǎng)的推銷(xiāo)工作。
期望盡快得到貴公司的回復。
客戶(hù)服務(wù)經(jīng)理
李偉文謹啟
3、Request for quotation(要求報價(jià))
Dear Sir /Madam:
The Hong Kong Trade Development Council has informed us that you are a manufacturer of cotton towels.
We are a large importers in textile and believe there is a promising market in our country if such goods are attainable at a moderate price.
Would you please send us details of your produce line,including weights,sizes,colours and prices,together with samples and catalogues,if any.
Please inform us of your terms of payment and discounts allowed on regular purchases of quatities not less than 100,000 units.price should be quoted on C.I.F Los Angeles with quota.
Your prompt action is much appreciated.
Your fainthfully
Lilian Wong
Sales manager
敬啟者：
我方從香港貿易發(fā)展局得知貴公司是毛巾生產(chǎn)商。
我方是一間大型紡織品入口商，只要貴公司的毛巾價(jià)格合理，本地將會(huì )是一個(gè)很好的市場(chǎng)。
煩請貴公司提供產(chǎn)品資料，包括重量、尺寸、顏色及價(jià)格，并提供樣品，如人產(chǎn)品目錄，亦請一起寄予我方。
請告知付款方法和定期購買(mǎi)數量不少于十萬(wàn)條的折扣優(yōu)惠。價(jià)格請報產(chǎn)品價(jià)運費及保險，洛杉磯碼頭交貨連配額。
敬請貴公司能盡快回復。
營(yíng)業(yè)部經(jīng)理
王麗蓮謹啟
5、 Tenders(投標報價(jià))
CONFIDENTIAL
Dear sirs/Madams,
TENDER FOR CONSTRUCTION WORK
Having read the terms and conditions in the official form supplied by you,we enclose our tender for the consrtruction work of your new office building.i hope it meets with your approval.
Yours faithfully
Ivan Lau
Business Development Manager
機密
執行先生/小姐：
投標建筑工程
我方已細閱貴公司投標表所列條款及條件，陰隨函附上我方參與標公司辦公大樓的標書(shū)，并期望能夠中選。
業(yè)務(wù)拓展經(jīng)理
劉艾凡啟
6、 Ordering(訂貨)
當一方提供報價(jià)后，如另一方有興趣訂購貨品，到最后簽訂合約，一般會(huì )經(jīng)下列過(guò)程：
?。?買(mǎi)方接受訂單及發(fā)出訂單
?。?賣(mài)方接受訂單
?。?買(mǎi)方要求修訂報價(jià)或其他條款
?。?賣(mài)方接受
?。?買(mǎi)方要求修訂報價(jià)或其他條款
?。?賣(mài)方再還價(jià)
?。?買(mǎi)方按受報價(jià)及發(fā)出訂單
?。?賣(mài)方按受訂單
當然交涉過(guò)程可能雙以上過(guò)程簡(jiǎn)單或較復雜，而且，并不是每次交涉都能達成協(xié)議。
如買(mǎi)方接受賣(mài)方提出的價(jià)格及條款，便應發(fā)出訂單要求賣(mài)方確認接受。如日后有任何糾紛，亦可按訂單所訂條款處理或提出訴訟。
訂單可以信件形式或列表形式發(fā)出。
采用格式化訂單，一般由印刷廠(chǎng)大量印刷或采用格式化電腦表格。合約一式多份，買(mǎi)賣(mài)雙方簽署后，各自保存最少一份。這樣不但能避免遺漏，也可方便日后查閱。無(wú)論以何種形式發(fā)出訂單，均應包括下列各項：
i)名稱(chēng)及說(shuō)明（A FULL and Detail Description of Produt）
ii)數量（Quantities）
iv)包裝（Packing）
v)交貨時(shí)間及方法（Delivery Schedule and Model of Transport）
vi)付款方法（Payment Terms）
(a)placing order(發(fā)出訂單)
Daer Mr Tang,
We thank you for your quotation of 4 April.We would like to confirm the following:
5,000 Dozens of A30 Ribbon Tape at US$10/Dozen,including delivery.
Ribbin Tape should be in carton box;delivery should be within two weeks and payment by 30 days by promissory note.
Yours sincerely
Barry Kwok
Purchasing Manager
鄧先生：
非常感謝貴公司4月4日的報價(jià)，我方現確認如下：
5，000打A30型號 打字帶 價(jià)格每打10美金 連運輸
打字帶以紙盒裝，兩星期內交貨，三十天期票付款。
采購部經(jīng)理
郭巴利啟
7、 發(fā)出訂單（Placing order）
Dear Mr Tang’
We thank you for your quotation of April.We would like to conform the following:
5,000Dozen of A30 Ribbon Tape at US$10/Dozen,including delivery,
Ribbon Tape should be in carton box,delivery should be within two weeks and payment by 30 days by promissory note.
Yours sincerery,
Barry Kwok
Purchasing Manager
8、 接受訂單（Accepting order）
Dear Mr Fong:
Thank you for your order number 976543 for cotton twill fabrics.
The goods are now under production and will be delivered as repuested.
We hope you will be satisfied with the quality,and that we may have the pleasure of receiving further orders from you.
Yours sincerely
Sales Manager
方先生：
很多謝貴公司訂購全棉斜布（訂貨單976543）。
現時(shí)有關(guān)貨品正在生產(chǎn)中，我方會(huì )按貴公司訂單要求的日期交貨。
希望貴公司會(huì )對我方產(chǎn)品的質(zhì)量感到滿(mǎn)意，更期望日后收到貴公憤司的訂單。
營(yíng)業(yè)部經(jīng)理
洪珀拉啟
9、 要求修改某些條款（Request for change of some terms）
Dear Mr Wu:
Thank you for your order of 18March for television sets,but we regret that we can’t deliver by the end of April as we encountered some unexpected affairs in our factory.
It’s expected that we’ll go through it within two weeks so we will be able to deliver that goods by the end of may.
We apologize for the delay and any inconvenience caused.
Yours sincerely
Norman Sin
Sales Manager
吳先生：
多謝貴公司3月18日訂購電視機，但由于我們工廠(chǎng)的意外事故，很抱歉不能于4月底將貨付運。
我方對于這次的延誤及對貴公司造成的不便深感抱歉。
營(yíng)業(yè)部經(jīng)理
冼諸文啟
10、 還價(jià)（Counter offer）
Dear Mr Wu:
Thanks for your letter of 4 may repuesting a price reduction on face towel.
As you agree,the quality of the goods are very good and are worth the price quoted.in considering the keen competition in your market,we are prepared to offer you a special discount of 4%.we hope this will help you start business with you and promote our products in the market.please note that this the lowest price we can order.
We hope this favourable price will now enable you to place an order.
Yours sincerely,
Noel Lee
Sales Manager
吳先生：
感謝貴公司5月4日要求調整面巾價(jià)格的來(lái)信。
相信你亦會(huì )同意我方的產(chǎn)品絕對是超所值的，但考慮過(guò)貴公司所面對的市場(chǎng)競爭非常激烈，我方特別要求貴公司百分之四的折扣優(yōu)惠，希望能有助貴公司開(kāi)展業(yè)務(wù)及在市場(chǎng)上推廣我方的產(chǎn)品。這已是我方所能提供的最低價(jià)格。
希望這優(yōu)惠價(jià)能令貴公早日惠賜訂單。
營(yíng)業(yè)部經(jīng)理
李諸爾啟
11、 薦代替貨品（Recommend substitute）
Dear Mr Tsang:
Thanks you for your letter of 28 August requesting a price reduction on the toothbush model No.8645.we are sorry,that this is already our lowest price. However,we can offer you another mode of similar quality.this toothbrush model No.8671 is our best selling item,which we can costs by mass production.please find enclosed the sample for your reference.
We believe that you will also satisfied with the quality of this model and we look forward to your immediate order.
Yours sincerely
Bess Man
Sales Manager
曾先生：
謝謝8月28日的來(lái)信，就貴公司要求牙刷型號8645減價(jià)一事，我方很抱歉這已是我方的最低價(jià)。由于我方可提供另一類(lèi)似的型號8671。由于大量生產(chǎn)，因此價(jià)格可低至每打五美元。隨函附上樣品供參考。
相信貴公司對此型號必定滿(mǎn)意，并希望盡快收到訂單。
營(yíng)業(yè)部經(jīng)理
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