函电草拟

建交函

1.华东贸易公司（East-China Trading Corp.）的传统客户局限在欧洲。新近从美国驻上海使馆商务参赞处得知，美国芝加哥 MID-WEST 公司（Mid-West Import & Export, Inc.）欲觅一家中国公司，从事工业产品的进出口业务。请据此以华东贸易公司的身份写一封建交信。

注：双方均为进出口公司。

2.网上有一则悉尼THOMAS WILSON CO.,LTD的求购广告,急需一批EVA底运动鞋。发份E-MAIL 过去，再寄一套最新目录。下面是公司的有关情况，你可以参考一下。

上海杰西化工进出口公司是一家国有外贸企业，主要经营化学工业所需原料及相关产品的进出口业务。近年来，随着公司内部管理体制的改革及外贸业务的高速发展，公司已经取得了巨大的成绩。

橡胶制品部是公司的主要业务部门之一，经营各类国产鞋类的出口，包括布面胶鞋、睡鞋、童鞋、胶底皮鞋、便鞋及EVA底运动鞋等，产品行销香港、欧洲、美国及亚洲市场。

公司拥有经验丰富的制鞋专业人员， 品质管理人员及国际贸易人员，并与市内和附近的十余制鞋厂家建立了密切的联系，可确保稳定广泛的货源及质量。

公司竭诚与国内外的客户寻求合作机会，可通过如兴办合资鞋厂，或来样加工、补偿贸易等多种形式，愿意按照互利互惠、共同发展的则同全世界的鞋类经销商联系。

3. 一天，你在工作笔记上发现了如下一段文字： Freemen & Co., Ltd., 2378 Flee Street,Lagos, Nigeria

除此之外便没有更多的信息。作为上海机械进出口公司( 北京东路231号)的外销员，请拟写一封信函，附寄最新目录，以拓展出口市场。

4. 1998年7月13日《金融信息》上有一则加拿大多伦多家用电器商EPSINA ELECTRIC APPLIANCES COMPANY的求购广告，欲觅电风扇。

作为拥有独立出口权的上海第一电器厂的外销员，请拟一封建交信，特别推荐新产品“美瑞牌”( Merry Brand )电扇，附寄样本,了解对方的往来银行, 并告之本公司的资信情况可向中国银行上海分行查询。

5. Wit Ltd Co 是韩国一家颇具实力的经销商，在当地有广泛的商销渠道。

上海新际进出口公司系专营轻工业产品的一家国有进出口公司。成立于1986年，拥有注册资金人民币2000万元。成立十多年来，经营商品种类已增至上百种。同时，仍不断致力于与国内优秀生产厂家建立联系，向国外客户介绍中国的优秀轻工业产品。

该公司新近组织到一批台式打火机，款式新颖大方，制作精巧，选材独特，既可用于点缀桌面，又可作为馈赠佳品。该产品已在日本打开销路。

请根据上述背景， 代新际公司拟函，与Wit公司联系，推荐上述产品，随寄公司目录，并另寄样品。

6. 杭州物资总公司由Mills Lean Trading Co., Ltd.处得知，澳大利亚墨尔本有一客户拟进口中国的轻工业产品。请根据以下的公司简介，写一封建交信，附寄目录和价目表，表达与对方建立长期业务关系的愿望。

杭州市物资总公司简介

杭州市物资总公司位于杭州西子湖畔繁华商业区之中心， 是经国家批准具有进出口经营权的综合性贸易公司。总公司及所属的15家专业公司（总厂）主要经营金属材料，机电设备，木材，木材制品，燃料，建筑材料，化工原料，轻工产品，废旧金属等各类工业品生产资料以及日用品百货，五金等民用商品。共有职工5100人，拥有资本金2.56亿元， 拥有固定资产1.46亿元， 实有仓库面积达47.6万平方米，拥有铁路专线7条，水陆起卸码头4座，各类吊装运输车辆及设备400多台，年物资进销额40亿元，年工业总产值1.4亿元，年物资吞吐量达3000多万吨，已具有较为完善的物资进销体系和相当规模的经营实力，在开拓发展外向型经济具有一定的基础。

杭州市物资总公司积36年的经营生产历史，具有联系范围广，经营销量大，总体实力强等优势，热忱欢迎国内外朋友，客商来杭旅游观光，洽谈业务，投资合作，共图发展。

总经理：楼金华

电话：0571-7078307 7068410 传真：0571-7078307 7027017 地址：中国杭州市延安路8号 邮编：310001

7. 小王:

1. Barrison Bros Ltd.的 Mr Cooper今早发来传真，想增订200套SPT007绣花枕套,与新乐厂联系一下。

2. 他还提到英国的Foothill Enterprises Trade Development Co., Ltd.想进口一批木制工艺品。发份传真问问情况，推荐一下木制饰品。另寄一份旧的价目表，解释一下上面的价格与实际价格可能稍有不同，一些新产品也没有编进去。新的正在印制，完成了会立即寄给他们。

请根据上述指示拟写一封建交函。

注意：本公司的业务范围主要是工艺品出口。

8. 请代舒芙特公司拟函，表明欲与之建交的热切愿望，随寄目录和样本，并请对方告知其来银行的名称。

9. ATTENTION! ==========

公司新近营销目标：开拓北欧市场 PROFILE =======

公司主营各类玩具、各种童车、中国工艺品、旅游纪念品, 是国家对外贸易经济合作部批准成立的上海商业系统的进出口公 司。

INFORMATION ===========

1997年度上海市出口额前五十名，中国进出口额前500家企业之一。 NEWS! =====

经中国国际贸易促进会介绍，得知有一家丹麦儿童用品经销商对中国产品感兴趣。该经销商的地址为：17 Mayfield Road, Copenhagen, Denmark

作为上海申华进出口有限公司(SHANGHAI SHENHUA IMP.& EXP.CO.,LTD) 的一名外销员,请根据上述情况草拟一封建交函，附寄产品宣传册，向对方推荐公司产品。

10. Company Profile

University Industry Co Ltd

Business Type: Export Trading Company Year Established: 1989 No of total staff : 11 t

Current Export Markets : Europe

Primary Competitive Advantages : Quality Competitive Price Sales Volume: US$10,000,000 - 49,999,999

Product Range: Covering nearly 110 series and 1300 articles of porcelainware, hotelware andintensified porcelainware (including Chinese and European dinner sets, tea set, coffee sets, cup and saucer accessories, bowls and plates)

Contact Details: University Industry Co Ltd

1501 Fuxing Road Shanghai China Tel: 86-21- 62347118 Fax: 86-21-62348744

Email Address: aney@www.univ.com.cn

The latest development goal is to expand into American market. With reference to the above company profiles, please write a sales circular, enclosing catalogues and leaflets.

发盘函

11. 昨日收到国外来函如下：

G WOOD & SONS ELECTRICAL TRADING COMPANY 36 Castle Street, Bristol, BS1 ABO, U.K.

To whom may concern August 17th, 1998 Tianya Industrial Trading Corporation No. 451 Dianchi Road, Shanghai, China

Dear Sir or Madam,

Armstrong & Smith of Sheffield inform us you are manufacturers of polyester cotton bed-sheets and pillowcases. We'd like you to send us details of your various ranges and some samples. Pls state terms of payment and discounts you would allow on purchases of not less than five hundred of indi-vidual items.

We believe there is a promising market in our area for moderately priced goods of the kind

mentioned.

Looking forward to your favorable reply.

Yours sincerely,

G WOOD & SONS ELECTRICAL TRADING COMPANY CHRISTINE MARJI

请代纺织出口部部门经理拟一封回信，要点为：

1）产品的详细资料，诸如规格、价格和包装等，可参见随寄的目录和价目表； 2）样品另寄； 3）信用证付款；

4）所提数量可给予3%的优惠，若采用即期信用证，折扣率可达5%； 5）定货若早于本月底，保证在到证日后14天内交货。

12. Hot Off The Fax

FM: 965-45-4723455 TO:86-21-64789898 Date: July 20, 1998

Dear Sir or Madam,

We have recently received a number of requests for your lightweight raincoats and have good reason to believe that we could place regular orders with you if your prices are competitive enough.

From the description in your catalogue we feel that your \range is the one most suitable for our market and should be glad if you would send us your quotation for men's and women's coats in small, medium,and large sizes, delivered CIF Alexandria. Provided prices are right we wish to place a first order for 600 raincoats, I.e.100 of each six items. Shipment would be required within September.

We would particularly stress the importance of price since the principal market here is for mass-produced goods at popular prices.

Yours sincerely,

FLEKISH-BILLERG LINK LTD. Abdullar Hassan Manager

小姚：

给客户回封信,价格是:男小9.50美元/件 男中10.00 男大10.50 女小8.00 女中8.80 女大9.70 包装统一, 6打/纸箱, 30天远期信用证付款,证到后4星期出运, 投保水渍险和战争险,再随寄一些产品宣传册给客户

李清一

请根据客户传真及信后的批示，写一封报价函 , 注意内容的完整性。

13. FM：44-79-34895676 TO：86-21-64568932

DT：October 23, 1998 Dear Miss Li,

Thanks for your information that you are also supplying these kinds of gloves/mitten.

We are airmailing to you today 4 pcs of different styles ski gloves and mitten for which we need your quotations on CFR Lothian.

Further we have to offer more/different styles to our client. Please be kind enough to select from your makers some 5 or 6 different styles and send same to us with prices as soon as possible. Those are very urgent if we still want to suggest them to our client for winter 98.

Please do not wait until our samples have reached you, because we are loosing too much time.

All the styles have to be lined, outside nylon. The styles should be fancy, some with structured nylon material, with zippers and adjus-table straps for width, some with print and / or embroidery or plastic labels.

Thanks and best regards!

Yours truly,

Margaret Trading Co. Clarence M. Woods

TO DO LIST

October 23, 1998

1．把客户传真复印一下归档

2．把佳伦厂前天送来的五对样品寄给客户, 报价如下:

ST001 USD3.80/双, ST002 USD4.50/双, ST003 USD5.10/双 YE101 USD4.70/双, YE115 USD5.30/双 CFR Lothian 信用证远期60天成交,月底开到的话, 11月底能交货 ST系列16打/CTN, YE系列10打/CTN, 起订量都是50箱发盘一周有效

3．等客户样品寄到, 立即与海源厂联系, 抓紧时间

请根据客户的传真及TO DO LIST的提示, 给对方回一份传真。

14. To: Shanghai Yiqing Light Industrial Products Trading Co.

Dear Sir or Madam,

Your firm has been recommended to us by Mr. James Dickinson, Manager of Seven Stars Co., with whom we have done business for many years.

We are interested in your Pressed Tumbler and shall be glad if you send us a copy of your catalogue and your best quotation on CIF Liverpool and FOB basis.

Yours faithfully,

Eagle Imp. & Exp. Co. Ltd

X X X

梁先生是上海逸清轻工业品进出口公司的销售经理，某日收到上述E-MAIL，请代拟一封回函。

回函要求：

按10%的利润算，AF101 CIF价每罗15美元，FOB价为12.60美元，4罗一纸箱；AF102 CIF价14.20美元，FOB价 12.30美元，5罗一纸箱。初次交易，即期信用证方式付款。有现货，证到后一个月出运没问题。保险按常规保一切险。发盘有效期5天。目录航空寄过去。

15. 根据以下客户来函，拟一封发盘信，另附公司的产品目录和该系列的报价单，并告之对于金额超过1500美元的订单将给予5%的价格优惠。

TO: 0086-21-62701234

FM: 0049-38-47235959

DT: June 21, 1998

RE: BATHROOM EQUIPMENT SERIES TY004 -------------------------------------

Dear Sir or Madam:

This is to introduce us as a leading household equipment importer in Germany.

We see your advertisement on the BUILDERS MAGAZINE. We're greatly attracted by your products, especially the captioned series.So we'd like you to send us detailed information, including sizes and prices.

Your early reply is awaited.

Yours sincerely,

XXX

16. 1998年8月15日 星期六

中中服装公司在巴黎举办服装展示会，展示了近百款特色服装。

1998年8月17日 星期一

收到Red Dot Garments Co. Ltd.传真，询问在会展出的Casual Suits的14—20号报价。

1998年8月18日 星期二

与仓储部联系后得知：16号服装要到下个月才有货，其它均有现货。

公司原则：

初次交易客户须以即期信用证方式成交，现货供应的产品于证到后20天内交货。

请根据上述背景，为中中公司写一份传真，随寄报价单（FOB价目表）。

17. 一国外老客户急需进口肠衣

上海土畜产进出口公司今早发电报如下:

“你20日电实盘星期五本处有效肠衣28/38以上1/2/7/10/10/20USD46 CFRC3电汇11/12装”

其它情况如下：

品 名: 盐猪肠衣（Salted Hog Casings） 规 格(cm): 28/30 30/32 32/34 34/36 36/38 38以上

数 量(桶): 1 2 7 10 10 20 目 的 港: 纽约.

检 验: 品质检验证由中国商品检验局签发。产地证由中国国际贸易促进会签发。 备 注: 对方要求较大比例的小口径搭配，我方不能接受。

请你代表公司发实盘确认。

18. Fm：0071-34-452378 To：0086-21-62347335 Date: April 10th, 1998 Numbers of Page：1

Dear Sirs,

§I visited your stand at the East China Fair held in Shanghai last month, and I am very interested in your display of ladies’sandals.

*I would be grateful if you could send me your catalogue for the complete range of this kind of shoes as well as your price list. Since the season will soon be underway,earliest reply will be appreciated.

*I also request a quotation for 500 dozen‘Little Flower’sandals on FOB Shanghai basis.Please also let me know your terms of payment and the required time of delivery after you receive the order.If terms and time are satisfactory, we expect to place regular orders.

Yours sincerely,

GOLD DEER COOMPANY BESSIE SMITH BESSIE SMITH

* 查一下对方的资信情况。

* 先把橡胶雨鞋带插图的价目表传过去，有现货的做个记号。本月新制的目 录航空寄过去，特别推荐一下女式小山羊皮鞋（Kid Tie Shoes）和女式小牛皮运动鞋（Calf Court Shoes）。

* GH001 USD28.90/打, GH002 USD34.50/打, GH003 USD24.80/打, GH101 USD30.20/打, GH102 USD33.70/打

全部4打/纸箱, 即期信用证付款, 证到后15天装运。

请根据外方的传真和后面的批示给外方回信。

19. 请根据以下客户发来的传真及商品资料发盘，有效期为五天，另寄样品和目录。

FM: FLESHME(0061-46-4634764)

TO: SHENHUA(0086-21-64759723) June 2, 1998

Dear Sir or Madam,

We have learned you are a leading exporter of ceramics from the Canton Trade Fair.

There is a steady demand here for high quality porcelain dinnerware. If your price competitive, quality superior, and delivery punctual, we will place an trial order and we are confident that our cooperation will bring both of us considerable profits.

Please send us your catalogue and the detailed quotation based on FOBC3 Shanghai in July delivery,and together with sample for our testing.

Dinnerware in Stock for Small Orders Available by 30 Days L/C

XYA3022 ==========

Individual Packaging Details (Inner Packing) Paper box Selling Unit Set

Unit Per Inner Packing 1 Unit Per Export Carton 72 Export Carton Packing Material Cardboard Dimension of Export Carton 60*35*36cm Unit Price FOB Shanghai USD 42.00 Min Order Unit 216

XYA3033 ==========

Individual Packaging Details(Inner Packing) Paper box Selling Unit Set Unit Per Inner Packing 1 Unit Per Export Carton 60 Export Carton Packing Material Cardboard Dimension of Export Carton 72*36*40cm

Unit Price FOB Shanghai USD 68.00 Min Order Unit 180

20. 1998年10月17日 网上有如下一条求购信息：

Burgent trading CO.

125 SUNFLOWER PLAZA SINGAPORE FAX: 065-7890023 E-mail:lima@burgent.com.sg

This is to introduce ourselves as light industrial products distributors having many years’experience in this particular line of business. Currently, we need a Nov. Supply of server sets for restaurant use.

Anyone who is in a position to assist us, please contact us immediately. The price on CIF basis is required and some catalogues and samples appreciated.

请给对方发一封电子邮件，简单介绍本公司的情况，诸如专营轻工业产品，货源稳定充足，产品远销中东、欧美等，并表达建立长期业务联系的愿望。

公司全套齐尔乐牌快餐餐具共有3个型号，其价格核算表如下：

商品 Cheer Brand Stainless Steel Server Sets ------------------------------------------------------

货号 S9420 S9320 S9411 采购价（元/套） 105.00 126.60 154.48 包装方式（套/纸箱） 5 4 3 实际成本（元/套） 97.82 117.94 143.92 起 订 量（纸箱） 200 200 200 国内费用（元/套） 4.76 5.95 7.93 出口运费（元/套） 12.38 15.46 20.63 保险加成率 10% 一切险费率 1% 预期利润率 6% 10% 8% CIF价（美元） 15.00 19.00 23.00 ------------------------------------------------------

付款方式为提单日后90天付款远期信用证。

有现货，能在十一月出运，但信用证必须在十月底前开到。 同意寄商品目录，样品将在对方作出具体询价后再寄。

21. 作为公司外销员，前天你收到国外客户的传真，如下：

To: Super Dense International Limited ( Fax: 65418250) Fm: Mino Kikal Co.Ltd. ( Fax: 23785624) Dt : June 16, 2000

Dear Sir or Madam,

We were impressed by the selection of Strength Brand Sweaters displayed on your stand at the \

Please quote your best CFRC3 New York price for Art.No.FCH001 and Art.No. FCH002 for next month's shipment.

As we usually place large orders, we would expect a considerable quantity discount, and our terms of payment are normally 30-day bill of exchange, documents against payment.

If these conditions interest you, and you can meet the delivery time, please reply to us without delay. Your current catalogue is expected.

Yours faithfully, Mino Kikal Co.Ltd. Frank Lee

Purchase Manager

货号FCH001和FCH002每件单价分别为10.5美元和12.5美元，起订量分别为600件和800件。若一次订购数量超过2000件，可给予2%的数量折扣。FCH001六件装一纸箱，FCH002八件装一纸箱。鉴于初次交易，要求仍按即期信用证付款。只要对方在4月10日前将信用证开到，即可保证及时装运。本报价有效期为5天。最新产品目录正在印制，完成后将会立即寄出。

请根据上述情况给国外客户回复传真，要求格式正确，内容完整清晰。

22. 请根据下列丹麦客户的来函草拟一封发盘函，输入在下页，交易条件自定，注意函电格式、完整性。

F. L. SMIDTH & CO. A/S

77, Vigerslev Alle, Dk-2500 Valby, Denmark Telephone：（01）30 11 66 Fax：（01）20 11 90

TO: GOLDEN PORT TRADING CORP. FAX: 86-21-64331256

Dear Sirs,

We have received your letter and your catalog. We are glad to learn your desire of establishing business relations with us.

For your information, after studying your catalog carefully, we found that \YE803 26'and TE600 24' bicycles are quite suitable for the Denish market. We would like to place an order for 600 sets each with delivery during June 2001.

Please kindly check and inform by return if you are able to supply and quote us your rock bottom pricesfor these two items on both FOB and CIF basis with details about packing,

color assortment and other usual business terms.

Your immediate and careful attention to this matter would be highly appreciated. We look forward to your favorable reply.

With best Regards.

Hjorgen F. Nissen LL. M.

Hjorgen F. Nissen LL. M. ( Manager ) F. L. SMIDTH & CO. A/S

还盘函

23. 外方：

We are a son company of Stephenson's Emporium and were newly opened in California. We may place a substantial order if you could agree to D/A at 30 days.

中方：

非常欢迎你们的主动接洽，但第一笔生意总是稳妥一点为好，订单额小一点无所谓，及其信用证付款还是要保证的。只要证到，30天交货没问题。另外，既然是SE的子公司，就给打个97折吧。

请根据上述背景代拟一封回函。

24. Sep. 29 =======

ACE Bro. Co., Ltd. Inquire about tyre chains

Sep. 30 =======

Shanghai Kangjian Co., Ltd offer $8.20 per pair FOB Shanghai

Oct. 2 =======

ACE Bro. Co., Ltd counteroffer price too high for first access to market. $7.50 is acceptable.

Oct. 2 =======

Shanghai Kangjian Co., Ltd discuss whether to agree?

经讨论，康健公司认为不能同意降价，希其能接受原报价。请代为拟函。

25.TO: Hero Pen Manufacturing Co. Ltd. DT: September 13,1998

Dear Sir or Madam:

Thank you for your letter of September 11th sending us your quotation for Hero Brand Fountain Pen Art.330.

To be frank, the quality of your pen is quite good, but the price appears to be on the high side as compared with other suppliers in Asia. It is understood that to accept the price you quoted would leave us little or no margin of profit on our sales. As you know, this kind of fountain pen is mainly for students' use, so the price is an important aspect. We would, therefore, suggest that you make some allowance,say 10% on your quoted price. If, however, you cannot do so,then we shall have no alternative but to leave the business as it is.

As to the terms of payment, we usually do business on the D/P basis. We hope it will be acceptable to you.

We are waiting for your reply with much interest.

Yours sincerely,

Elcee-Hal BV Corporation Monlong Seavle Purchase Manager

PLEASE NOTE

1) 只能接受信用证的付款方式

2) 若订购2000打以上, 给予5%的折扣 3) 保证及时装运

请根据上述外方来函及后附的提示, 写一封回函。

26. SAWYA公司又来电了。每次都这样说，买是要买的，但不是起订量大了，就是价格高了。都谈了一个多礼拜还没结果。

October 20, 1998

Ruixin Chemical Imp. & Exp. Corp.

Dear Sir,

We are desire to place as much business with you as possible and therefore sent you a cable agreeing to purchase 500 kilos of this material provided you could accept our price of ￡2.5 per kilo CIFC3 London. We will wait for your reply to our cable but, in the meantime we would explain that Isoniazid can now be pur-chase from the usual European sources at the above figure and no doubt you are already aware of the fact that values on the market are considerable low.

Yours faithfully,

Sawya Comprehensive Co., Clark Leony

还价可真够狠的, 比市场价还低。我看不如还个便宜些的谈谈，比如说 NO 796，功效差不多，价格就按他们给的,兴许会有结果。

27. 我公司欲进口一批电冰箱, 9月8日收到新世界公司报价单如下:

New WORLD ELECTRONICS LTD

P.O. Box 568 Hongkong

QUOTATION SHEET ( HOUSEHOLD DEPT.)

No. 146 Date: Sept.8, 1998

Catalog Item Delivery time Qty. Unit Price No. ( approx.) (set) (US$)

Toshiba Brand Refrigerators

S.25 Art.No.BYD212 Not later 1000 430.00

S.27 Art.No.BYD157 than 500 380.00

S.28 Art.No.BYD219 Des.31 1000 420.00

For acceptance within 5 days.

Price terms: CIFC3 SHANGHAI Payment: By D/P at sight

Packing: in standard export carton

For New World Electronics Ltd T.C. Leung

鉴于市场上出口商竞争激烈, 仍有较大还盘余地。研究决定还价为：BYD212 USD400，BYD157 USD365，BYD219 USD385。同时希望将交货期提前至11月底。请按上述情况拟写回函，要求对方9月14日下午5点复到有效。

28. Purchase Confirmation

No. 97SP-7542 Dt: July 29, 1997 Seller: Buyer:

Sri Lanka Bicycle Co., China Changling Trading Corp. P. O. Box 868 736 Dingxi Rd. Colombo, Sri Lanka Shanghai, China -----------------------------------------------------

Commodity Unit Quantity Unit Price Total -----------------------------------------------------

Singer Brand CIF Shanghai Bicycle

Art.No.764 set 1000 USD151.60 USD151600.00 -----------------------------------------------------

Dt: October 10, 1998

Thank you for your fax of Oct 8. We'd like to offer you 1200 sets Art. No. 764 USD168.00 per set CIF Shanghai in December delivery. Other terms as usual.

Yours sincerely

Sri Lanka Bicycle Co.

Moinier Jiery

请根据上述背景， 给Sri Lanka Bicycle 公司回函，要求降价15%以便续订。

29. 1998年3月20日

东宝公司与Alish Mohammed Omar & Co. 达成一笔交易，出口1000台\牌台扇，每台CIF Basrah ￡8.25。

1998年3月22日

国内运输系统提价2.5%。

1998年3月25日

东宝公司全面调整价格。\牌台扇提价3%。

1998年5月1日

远洋运输系统运费率上涨5.5%。

1998年5月5日

东宝公司再次调整价格。\牌台扇提价6%。

1998年5月7日

东宝公司向Alish Mohammed Omar& Co. 发盘：\牌台扇，每台CIF Basrah ￡9.00。

1998年5月9日

Alish Mohammed Omar & Co. 回函，要求以3月份价格成交。

1998年5月10日

据公司客户友邦电扇厂销售科长称工厂在5月下旬可能会提高电扇出厂价。

请根据上述背景，给Alish公司回函，坚持￡9.00单价，希望对方早下订单。

30. FM: Softee Textile Trading Co. (0041-34-65224923) TO: Jinai Industrial Trading Co.(0086-21-56967403) DT: October 9, 1998

Dear Sir,

Thank you for your fax of October 4 offering us six designs of Ornamental Cloth.

However, we regret to inform you that the minimum 10,000 yards per design is too big for this period. If you can reduce the minimum to 7,000 yards per design, there is a possibility of

placing orders with you.

In addition, we are sorry that you still demand payment by a draft at sight under L/C.After several years of satisfactory trading with you, we feel that we are entitled to easier terms. Most of our suppliers are drawing on us at D/P at 30 days' sight, and we shall be grateful if you can grant us the same terms.

Your early reply will be highly appreciated.

Yours truly,

SOFTEE TEXTILE TRADING CO. X X X

1. 起订量若降至7000码，须提价1%。 2. 信用证见票后30天付款。

请根据上述资料拟写一封回函。 31.

FM: ABDULLAH SAMIH & CO.,

TO: Shanghai Huaxing Camera Co., Ltd. DT: October 18, 1998

Dear Sirs,

RE: Real Brand Camera No. 900T --------------------------------

We write to thank you for your letter of Oct. 16, 1998 and for the booklets you very kindly sent us.

We appreciate the good quality of the cameras, but unfortunately your prices appear to be on the high side. To accept the prices would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range. So may we suggest that you make some allowance, say 8% on the quoted prices, that would help to ----------------------------

超过500架, 5%折扣。TT预付打3%现金折扣

introduce the goods to our customers. If you can't do so, then we must regretfully decline

your offer as it stands. And we shall be obliged if you could send us some samples ------------------

每架样品费(含空运费)USD122.00 of this kind for further quality tests, which is requested by our customers.

In addition, we have noticed the directions are all made in English and French. Could you

make some Arabian ones for us? ---------------------- 订单超过65, 000美元可以单独印制

For your information, some parcels of Japanese make have been sold here at a much lower price. We hope you will consider our counter-offer most favorably and cable us your acceptance.

Yours sincerely,

Abdullah Samih& Co. Reza Misuddi

请根据外方来函及所做的批示草拟一封还盘信，有效期为5天。

32. 经理： 小李，ACME公司回信说要求减价7.5%！

业务员：那不行，利润都要没了。

经理： 可他们的订单量挺大，可能会有6500美元。

业务员：还是再和他们谈谈吧。

经理： 那你回吧。给，信在这儿。

THE ACME SHOE COMPANY LIMITED 378 Treaty Street London WIN OBH

15th October, 1998

Longwear Shoes Co., Ltd.

739 Wuning Rd.,Shanghai, China

Dear Sir or Madam,

Thank you for your quotation and the sample pairs of shoes that you sent us under separate cover which we have now received.

While appreciating the fine quality of your shoes, we regret the prices of you have quoted are

not really competitive enough. A large number of shoes of similar design from Hongkong, Italy and various other countries are now commanding very ready sales here, and these sell at prices from 10% to 15% below those that you have quoted. We therefore fear we would have much difficulty in penetrating the market effectively with your shoes at their present level, and so we trust that you will be able to make us a further concession, for we hope to be able to place substantial orders with you.

We'd like to place an order at this time, but in view of what we have said above, we would be most grateful if you would allow us a discount of 7.5% on an order worth approximately US$6,500.

We hope we can enter a lasting business relationship with you and look forward to receiving your reply.

Yours faithfully,

for The Acme Shoe Company Limited J. Smith

33. To: Daneng Electric Appliances Company ( Fax: 62323498) Fm: Rocklike Trade Corporation ( Fax: 42122574) Dt : April 14, 2000 Dear Sir or Madam,

Thank you for your letter of April 12, 2000 quoting us the Sinco Brand Electrical Heater Art. No. GU001.

To be honest, although the function of your product is quite reliable, your price seems much higher than other suppliers. If we accept it, we cannot make any profits onsales.

Therefore we'd like to suggest that you make a 5% discount on your original price.

In addition, as we have done business with you for years, we feel we are justified to conclude transactions on the D/A basis. We would be glad to provide credit references if required.

We are waiting for your favourable reply.

Yours faithfully, Rocklike Trade Corporation Jilem Hooper Purchase Manager

请根据上述传真，代达能公司回复，说明如下问题：

1）本公司提供的产品性能优越，质量过硬，并有良好的售后服务。因此,我方报价非常合理。

2）如果对方能将订单数量提高到4000台，我方将给予3%的优惠。 3）尽管对方是老客户，但仍须以信用证方式成交。

4）鉴于交货期紧迫，希望对方在3天内予以答复。

34. 佳达公司于99年12月20日收到国外HASSAN公司的来函，对佳达公司的报价回复如下：

HASSAN AL KAMAR FOR GENERAL TRADING

P.O. BOX 20242 TAIZ STREET SANA’A- REPUBLIC OF YEMEN TEL: 245757 245786 FAX: 245899 E-MAIL: hassan@scicib.sift.edu.cn

SALES MANAGER SHANGHAI JIEYI INDUSTRIAL TRADING CO. LTD. 906 PUBEI ROAD, SHANGHAI 200233 - CHINA DATE: December 17, 1999

Dear Sirs,

Thank you for your quotation of yesterday and your samples. We really appreciate your sincerity and cooperation in this respect.

We immediately contacted our customers and they were quite satisfied with the quality and designs of your blankets. However, they said the prices you quoted were too high. You know here price always counts much. What’s more, one of our customers told us that they would possibly order more than ten thousand pieces of the goods, provided that you can reduce your price by 5% on CIFC3 HODEIDAH basis, i.e.SY002 USD6.65 and BS007 USD6.89 respectively. Since they are one of the leading importers in our country ，we expected there is a good chance of finalizing an order with them. We hope you will take advantage of this chance so that you will benefit from the expanding market.

Your first priority to the consideration of the above request and an early favorable reply will be highly appreciated.

Yours sincerely,

HASSAN AL KAMAR FOR GENERAL TRADING Lamia Khashoggi Manager

回信要求：

告诉对方我公司产品比一般竞争品质量好，强调我产品具有的一些优势。但考虑到对方的诚意和今后双方的长期合作可能,我公司同意给予3% 的特殊优惠。回信中写明货号和具体价格，并附上其他交易条款，敦促对方及时回复。（请将答卷做在下一张工作表上，注意格式和信函要点）

改证函

35. 1998年9月20日

上海天原贸易公司与韩国DEASUNG有限公司签订合同。 合同号为：98STX-5491。

对方的联系地址为： Barrison Bros Ltd. 145 Nobel Street London, U.K.

Tel: 01- 78218935 Fax: 01-78218940

52. Background Info:

You are a supplier. You are going to have to delay your delivery to Atlantic Imports of Miami by two or three weeks. This is due to staff shortage in your warehouse and to a late change that the customer made to the order, which required a lot of extra work. The order will arrive in Miami sometime during the second half of December.

Current Situation:

You are about to get in touch with Atlantic Imports when this fax message arrives:

FAXTo: Shanghai Tongshi Trading Co., Ltd Fm: Atlantic Imports Re: Our Order No. 4498 Dear Sir,

I am writing to you regarding your delay in shipping this order.

As you will appreciate, we have commitments to our own customers who are depending on these goods. We require this order to arrive our warehouse by Dec. 14 at the latest.

If you are unable to keep to this date we will deduct 5% from your invoice for each week of delay that we experience.

If we do not receive confirmation of this revised shipping date by return, we will be obliged to cancel this order and will seek another supplier.

Please acknowledge that you have received and understand this letter. Sincerely,

Felipe Castro Atlantic Imports

To Be Done: Decide what you are going to do this time and write the fax you would send to Mr. Castro on the next sheet.

53. Background Info:

You are a manufacturer. Last month you placed an order with Ocean View Components Inc. of Tokyo for some special alloy components for your manufacturing process . The goods were delivered last Friday.

Current Situation:

Now, it's Tuesday. Your production manager, Mr. Robinson, has left a message for you on the telephone answering machine:

This is Ted Robinson. Um … it's about these new alloy components. Now, we found that although most of the parts are OK, the screw adaptors don't meet our specifications.We need JG507s but were sent GJ501s. The order was correct and so was the pro-forma invoice. Now, the problem is: if the right parts don't arrive by next Monday, part of the production line will have to stop. In all, 5000 screw adpators have to be replaced, of which 500 are needed for next week's production. So, can you do something about this and let me know what are you propose to do? OK? Bye.

To Be Done:

Decide what you are going to do this time and write the fax you would send to Ocean View on the next sheet.

54. 一笔羊毛毯的出口交易。

客户是西班牙的进口商MONARCH TRADING S.A.。 合同以90天远期D/P方式支付。 半个月前你寄出了全套单据。

昨天收到客户来信：

“由于商业发票上未显示价格术语，西班牙海关拒绝凭以通关。请尽快答复。” 你查了单据副本，发现确实没有价格术语。 现在，你准备回一封信给对方，信纸如下：

MASCUBE INTERNATIONAL TRADE CORP.

NO.1100 SIPING ROAD, SHANGHAI, CHINA

电话(PHONE): 021-65330427 传真(FAX): 021-65330428

55. 公司于今年4月推出了一款新型布料 — 夜光弹力布 (Luminous Stretch Cloth),该布弹性好，发光持久，为演出服装、新潮服饰的首选面料,但由于其定价较高，二个月来，订量极小。

现经公司高层讨论决定：

6月10日至8月10日，夜光弹力布价格全线下调10%

请你拟写一封信函，将上述情况通知到公司的各位老客户； 请合理发挥想象，注意体现信函的促销功能。

Sales Confirmation

------------------------------------------ ------------------------------------------ ------------------------------------------

Shipment to be effected before Oct. 15 1998 with the relevant L/C reaching the seller by the end of September 1998.

------------------------------------------ ------------------------------------------ ------------------------------------------

----------

1998年10月10日

DEASUNG终于把证开到了。证号为NSW6180，装期为10月15日，效期为10月底。

为了避免在交付货物后不能顺利收汇，发份电报要求信用证展期，装期至10月底，效期至11月15日。谨慎起见，同时发信确认。

请你代表天原公司写一封信用证修改函。

36. （1）

Sept. 14, 1998

Dear Sirs,

We have instructed our bank the Standard Charter Bank, Liverpool to open the relevant L/C.

（2）

至9月13日止11月至利物浦的直达船舱位已满。

（3）

Contract No. 98-Z3576 ------------------------

The buyer: Shide Trading Co.

Shanghai, China Liverpool, U.K. -----------------------------------------------------

total: usd54000.00 -----------------------------------------------------

Packing: half a dozen in a box, 10 boxes to the wooden case. Shipment: to be effected during November 1998. …… …… ……… ……

Sheng linguang Y.E. flwejir

（4）

ISSUE OF A DOCUMENTARY CREDIT PAGE0001

Doc. Credit Number*20: 478625 Date of issue *31C: 980914

Amount *32 B: Currency USD Amount 45000.00 Transshipment*43 T: not allowed Latest Date of Ship*44 C: 981031

Description of Goods *45 A : …… …… ……… …… each piece to be packed in a box, 60 boxes to the wooden case and the invoice evidencing to the effect

请根据上述信息拟写一封改证函。

37.

上海佳宝进出口有限公司 Shanghai Jiabao Import & Export Co.,Ltd.

------------------------------------------- 审 证 意 见

信用证号码：MK36764 合同号码: 98J-123

申请人: FLINTSTONE GARMENTS CO. LTD.

审证人: 李清扬

1. 佣金: 合同规定为3%, 但证中规定5%，须改。

2. 保险加成率：合同规定110%，但证中规定150%，须改。

3. 装运港：合同规定中国港口, 但证中规定中国上海。因这批货一部分来自宁波, 必

须作改动。

4. 交单日太紧,只有3天,建议改为15天。

5. 没有受UCP500约束的字句。

6. 证中有关包装的条款要求纸箱外用金属条加固, 建议改为我公司一般做法，用塑料带加固。

1998年10月23日

请根据以上的审证意见，代佳宝公司拟写一封改证函。

38. 信用证预审单

==============

本证10月7日收到 No. 058755

------------------------------------------------------

开证行：Australia Commercial 开证日： 98.10.6. Bank Perth Branch

------------------------------------------------------

申请人：Simpson & Kemp Ltd., 受益人：Shanghai Meihua 34 Madison Street, Imp.& Exp.Co. Perth, Australia 343 Guangdong Rd. Shanghai, China ------------------------------------------------------

信证金额：USD2345400.00 信证号：98EX0127 （应为2355400）

------------------------------------------------------

汇票付款人：开证行 汇票期限：见票后30天期 （应为即期） ------------------------------------------------------

可否转运：可以 可否分批：可以 ------------------------------------------------------

装运期限：98.12.15 有效期限：98.12.31 到期地点：Perth ------------------------------------------------------

唛头：未指定 交单日： 提单日后14天 ------------------------------------------------------

单 提 发 海 保 装 重 产 格 寄 寄 寄 寄 检 据 关 险 箱 量 地 式 单 单 样 样 验 名 发 单 单 单 证 A 证 邮 证 邮 证

称 单 票 票 明 据 明 据 明 ------------------------------------------------------

银行 2/3 4 2 3 2 3 2 ------------------------------------------------------ 客户 1/3

------------------------------------------------------

提单或 抬头： to order 保 一切险加战争险 承运 通知： buyer 加成10%

单据 注意事项： 注明运费已付 险 赔款地点 目的港 ------------------------------------------------------ 备注：

1)检验证明须由申请人指定人员签发(此要求不妥)

2)货物描述中货号错误, 应为Art.No.HP778, 不是HK778 _______________________________________________________

请根据以上信用证预审单写一封信， 要求对信用证作适当的修改。

39. For Your Files ... -------------------

王伊韵：

这两天我去北京出差，下周一回来。信用证No.MMK7664 我已审核过，问题如下：

1． 芒果按合同规定应为空运，但证要求提交海运提单。

2． 证要求提交生厂商证明，但芒果是农产品，不可能有。

3． 证禁止分批。

4． 证未按合同要求由一流银行加保。

请替我给Wonder Foodstuff Co., Ltd.写封信，要求改证。谢谢！

李鸣

1998．10．30．

其它函电

40. November 21, 1998

Dear Sirs,

We received your shipment under our order No. CI224 and sent back some samples of your goods to you because of the following problems:

1. 3000 sets of hair dryer is different in color from that of original sample. 2. 2000pcs of safety scissors are not the same as what we ordered.

Regarding the above-mentioned matter, please offer us your solution as soon as possible.

Yours sincerely,

Etonshi International Trading Corp. Readein Senafer

经查, 吹风机略有色差，安全剪刀问题系错发型号。

吹风机按降价3%处理

安全剪刀降价15%出售，或限20天内退回，运费到付

请根据上述背景，代为拟函。

41. 甲：Hutchiso公司来信说，446号订单项下的货物晚到了一星期，要求赔偿。可其实我们已经在10月29日按时交给了Marriny Shipping Co.。况且那还是由他们在信用证中指定的船公司。

乙：那当然由他们去向船公司索赔，我们又没责任。

请根据上述对话拟写一封信函，拒绝对方的赔偿要求。

42. 1998年11月4日, 1029号订单项下货物至上海港。

1998年11月11日，货至仓库。

验货结果：Bale 2 无防水包装，500码货有水渍印和腐烂迹象；

Bale 3 布质极差，编织很松，与原样品（9月20日收 到）不一致。

质量难以向下家交待。现已将Bale 3 的剪样及原样品的剪样航空寄出。

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