《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? ...................................................................................... 13
  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? .......................................................................................................... 14
  1.传感剃须刀广告海报? ................................................................................................ 14
  2.男用 喱宣传海报?.................................................................................................... 14
  3.香波的报纸广告? ....................................................................................................... 14
  4.便携式小型冰箱宣传册? ............................................................................................ 15
  5.推荐地毯? ................................................................................................................... 16
  6.推荐替代品? ............................................................................................................... 16
  7.推荐新产品? ............................................................................................................... 17
  8.一般性推销? ............................................................................................................... 17
  9.描述产品? ................................................................................................................... 17
  10.写给不经常联系的客户? .......................................................................................... 18
  11.推销教育课程? ......................................................................................................... 18
  12.推销会议场所? ......................................................................................................... 19
  13.向老客户推销新产品? .............................................................................................. 19
  14.为商贸指南征集广告? .............................................................................................. 20 第三节 建立贸易关系? ...................................................................................................... 20
1

  1.亲抵进行业务调查?.................................................................................................... 20
  2.咨询信?....................................................................................................................... 20
  3.表达建立业务关系的意愿? ........................................................................................ 21
  4.参观展位后要求建立贸易关系?................................................................................. 21
  5.通过自荐信建立商务关系? ........................................................................................ 21
  6.要求推荐客户? ........................................................................................................... 22
  7.由朋友介绍的公司?.................................................................................................... 22
  8.从广告中得知客户信息? ............................................................................................ 22
  9.索取资料? ................................................................................................................... 22
  10.寄送资料? ................................................................................................................. 23
  11.与过去有贸易往来的公司恢复联系? ....................................................................... 23
  12.寻求电子制品合作伙伴? .......................................................................................... 23
  13.寻求纺织品贸易伙伴? .............................................................................................. 24
  14.进口商与出口商的联络信? ...................................................................................... 24
  15.出口商与进口商的联络信? ...................................................................................... 25
  16.接受建立业务关系函? .............................................................................................. 25
  17.拒绝建立业务关系函? .............................................................................................. 25
  18.回函拒绝申请交易? .................................................................................................. 25
  19.要求对方刊登推销广告? .......................................................................................... 26
  20.索取样品? ................................................................................................................. 26
  21.请求担任独家代理? .................................................................................................. 27
  22.拒绝对方担任独家代理? .......................................................................................... 27
  23.同意对方担任独家代理? .......................................................................................... 27
  24.物色代理商? ............................................................................................................. 27
  25.欢迎新代理商? ......................................................................................................... 28
  26.要求试销? ................................................................................................................. 28
  27.同意试销? ................................................................................................................. 28 第四节 价格谈判? .............................................................................................................. 29
  1.第一次询价? ............................................................................................................... 29
  2.答复第一次询价? ....................................................................................................... 29
  3.询问价格与优惠条款? ................................................................................................ 29
  4.答复价格,告知优惠条款? ........................................................................................ 30
  5.问询到岸价格? ........................................................................................................... 30
  6.答复价格并告知细节? ................................................................................................ 30
  7.中国进口商询盘? ....................................................................................................... 31
  8.报同类产品虚盘? ....................................................................................................... 31
  9.提供代用品报盘? ....................................................................................................... 31
  10.传真报实价? ............................................................................................................. 32
2

  11.最优惠报价? ............................................................................................................. 32
  12.中国出口商报盘?...................................................................................................... 32
  13.国外出口商回复询盘? .............................................................................................. 33
  14.答复网上询盘? ......................................................................................................... 33
  15.报虚盘? ..................................................................................................................... 34
  16.报实盘? ..................................................................................................................... 34
  17.折价优惠? ................................................................................................................. 35
  18.回复只能维持现价? .................................................................................................. 35
  19.加价前优惠大客户? .................................................................................................. 35
  20.还盘函? ..................................................................................................................... 36
  21.返还盘函? ................................................................................................................. 36
  22.接受价格函? ............................................................................................................. 36
  23.涨价通知函? ............................................................................................................. 37
  24.说明涨价原因? ......................................................................................................... 37
  25.询价函? ..................................................................................................................... 38
  26.对询价函的回函?...................................................................................................... 38
  27.价目表范例? ............................................................................................................. 38
  28.回函拒绝还盘? ......................................................................................................... 38 第五节 订 货? .............................................................................................................. 40
  1.订单样本? ................................................................................................................... 40
  2.电子邮件订单? ........................................................................................................... 40
  3.正式订购函? ............................................................................................................... 41
  4.附寄订单的信函? ....................................................................................................... 41
  5.通知接受订单? ........................................................................................................... 41
  6.确认订单? ................................................................................................................... 41
  7.试购函?....................................................................................................................... 42
  8.确认收到订单? ........................................................................................................... 42
  9.使用现金支票下订单? ................................................................................................ 42
  10.使用交货付款方式下订单? ...................................................................................... 43
  11.使用信用卡订货?...................................................................................................... 43
  12.通知有货,准备发运? .............................................................................................. 43
  13.通知订货方暂无存货? .............................................................................................. 44
  14.通知无法供货? ...............................................................
 

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