《商务英语书信写作》 目 录
第二章 商务业务信函范例................................................................................................... 10 第一节 资信调查函 .......................................................................................................... 10
  1.咨询函 .......................................................................................................................... 10
  2.向银行查询新客户资信情况 .................................................................................... 10
  3.向客户查询信用及经营情况 .................................................................................... 10
  4.带附表的资信调查函 ................................................................................................ 11
  5.资信调查有利回函,并给予建议 ............................................................................. 11
  6.信用调查有利回函,告知敬请放心 ......................................................................... 11
  7.资信调查不利回函,告知管理不善 ......................................................................... 12
  8.信用调查不利回函,告知经济信用不佳 ................................................................. 12
  9.表明无法提供确切意见而致歉................................................................................. 12
  10.请求老客户作为资信证人 ...................................................................................... 12
  11.要求对方提供资信资料 .......................................................................................... 13
  12.同意试销前的资信要求 .......................................................................................... 13 第二节 促 销 函 .......................................................................................................... 13
  1.传感剃须刀广告海报 ................................................................................................ 13
  2.男用 喱宣传海报.................................................................................................... 13
  3.香波的报纸广告 ....................................................................................................... 14
  4.便携式小型冰箱宣传册 ............................................................................................ 14
  5.推荐地毯 ................................................................................................................... 15
  6.推荐替代品 ............................................................................................................... 15
  7.推荐新产品 ............................................................................................................... 15
  8.一般性推销 ............................................................................................................... 16
  9.描述产品 ................................................................................................................... 16
  10.写给不经常联系的客户 .......................................................................................... 16
  11.推销教育课程 ......................................................................................................... 17
  12.推销会议场所 ......................................................................................................... 17
  13.向老客户推销新产品 .............................................................................................. 18
  14.为商贸指南征集广告 .............................................................................................. 18 第三节 建立贸易关系 ...................................................................................................... 18
1

  1.亲抵进行业务调查.................................................................................................... 18
  2.咨询信....................................................................................................................... 18
  3.表达建立业务关系的意愿 ........................................................................................ 19
  4.参观展位后要求建立贸易关系................................................................................. 19
  5.通过自荐信建立商务关系 ........................................................................................ 19
  6.要求推荐客户 ........................................................................................................... 19
  7.由朋友介绍的公司.................................................................................................... 20
  8.从广告中得知客户信息 ............................................................................................ 20
  9.索取资料 ................................................................................................................... 20
  10.寄送资料 ................................................................................................................. 20
  11.与过去有贸易往来的公司恢复联系 ....................................................................... 21
  12.寻求电子制品合作伙伴 .......................................................................................... 21
  13.寻求纺织品贸易伙伴 .............................................................................................. 21
  14.进口商与出口商的联络信 ...................................................................................... 22
  15.出口商与进口商的联络信 ...................................................................................... 22
  16.接受建立业务关系函 .............................................................................................. 22
  17.拒绝建立业务关系函 .............................................................................................. 22
  18.回函拒绝申请交易 .................................................................................................. 22
  19.要求对方刊登推销广告 .......................................................................................... 23
  20.索取样品 ................................................................................................................. 23
  21.请求担任独家代理 .................................................................................................. 23
  22.拒绝对方担任独家代理 .......................................................................................... 24
  23.同意对方担任独家代理 .......................................................................................... 24
  24.物色代理商 ............................................................................................................. 24
  25.欢迎新代理商 ......................................................................................................... 24
  26.要求试销 ................................................................................................................. 25
  27.同意试销 ................................................................................................................. 25 第四节 价格谈判 .............................................................................................................. 25
  1.第一次询价 ............................................................................................................... 25
  2.答复第一次询价 ....................................................................................................... 25
  3.询问价格与优惠条款 ................................................................................................ 26
  4.答复价格,告知优惠条款 ........................................................................................ 26
  5.问询到岸价格 ........................................................................................................... 26
  6.答复价格并告知细节 ................................................................................................ 26
  7.中国进口商询盘 ....................................................................................................... 27
  8.报同类产品虚盘 ....................................................................................................... 27
  9.提供代用品报盘 ....................................................................................................... 27
  10.传真报实价 ............................................................................................................. 27
2

  11.最优惠报价 ............................................................................................................. 28
  12.中国出口商报盘...................................................................................................... 28
  13.国外出口商回复询盘 .............................................................................................. 28
  14.答复网上询盘 ......................................................................................................... 29
  15.报虚盘 ..................................................................................................................... 29
  16.报实盘 ..................................................................................................................... 30
  17.折价优惠 ................................................................................................................. 30
  18.回复只能维持现价 .................................................................................................. 30
  19.加价前优惠大客户 .................................................................................................. 31
  20.还盘函 ..................................................................................................................... 31
  21.返还盘函 ................................................................................................................. 31
  22.接受价格函 ............................................................................................................. 32
  23.涨价通知函 ............................................................................................................. 32
  24.说明涨价原因 ......................................................................................................... 32
  25.询价函 ..................................................................................................................... 32
  26.对询价函的回函...................................................................................................... 33
  27.价目表范例 ............................................................................................................. 33
  28.回函拒绝还盘 ......................................................................................................... 33 第五节 订 货 .............................................................................................................. 34
  1.订单样本 ................................................................................................................... 34
  2.电子邮件订单 ........................................................................................................... 35
  3.正式订购函 ............................................................................................................... 35
  4.附寄订单的信函 ....................................................................................................... 36
  5.通知接受订单 ........................................................................................................... 36
  6.确认订单 ................................................................................................................... 36
  7.试购函....................................................................................................................... 36
  8.确认收到订单 ........................................................................................................... 36
  9.使用现金支票下订单 ................................................................................................ 37
  10.使用交货付款方式下订单 ...................................................................................... 37
  11.使用信用卡订货...................................................................................................... 37
  12.通知有货,准备发运 .............................................................................................. 38
  13.通知订货方暂无存货 .............................................................................................. 38
  14.通知无法供货 ......................................................................................................... 38
  15.通知不能供全部货物 .............................................................................................. 38
  16.建议同类型其他产品 .............................................................................................. 39
 

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