外贸英语函电教学课件

外贸英语函电教学课件第一章外贸英语函电概述外贸函电在国际贸易中的重要性函电的基本类型与功能学习目标与课程安排作为国际贸易中的书面交流媒介，外贸函电•建立联系类初次联系信、自我介绍信通过本课程学习，学员将能够承载着建立商业关系、传递贸易信息、协商•交易前期类询盘信、报价信、还盘信•掌握外贸函电的基本格式与结构交易条件以及解决争议等重要职能它是企•交易确认类订单信、订单确认信•熟练运用各类函电的专业表达与写作技业国际形象的直接体现，更是促成交易成功•履约阶段类装运通知、付款通知巧的关键工具•问题处理类投诉信、索赔信、道歉信•了解不同国家与地区的商务文化差异据统计，超过75%的初始商业合作关系是通•独立撰写规范、专业的外贸函电过书面函电建立的，一封专业规范的函电往往能为企业赢得宝贵的商业机会外贸函电的特点正式、规范、礼貌语言简洁明了，避免歧义外贸函电作为正式商务文件，需严格遵循固定格贸易函电强调信息的准确传递，语言应简洁清式与写作规范语言正式得体，使用恰当的商务晰，避免模糊表达和歧义特别是在涉及数量、礼仪用语，如We arepleased to、We would价格、交期等关键信息时，表述必须精确，避免appreciate itif等，体现企业的专业形象与尊重使用可能引起误解的模糊词语态度例如，不说soon或many，而是明确指出例如，在拒绝对方请求时，不直接说We cantwithin15working days或300unitsaccept，而是用We regretto inform you thatwe are unable to accept等委婉表达文化差异对函电的影响不同国家和地区的商业文化存在差异，这直接影响函电的风格与表达方式了解目标国家的文化习惯和商业惯例，有助于避免不必要的误会和冒犯例如，与英美客户通信时强调简洁高效，而与阿拉伯或亚洲客户则可能需要更多的礼节性表达和关系建立外贸函电的基本结构称呼（）Salutation信头（）根据收信人的身份选择合适的称呼方式，体现对收信人的尊重Heading包含发信人信息、收信人信息、日期、参考编号等现代电子邮示例-Dear Mr.Johnson,-Dear Sirs,-Dear Siror Madam,-Dear件中可能简化为邮件头部Business Partner,示例ABC TradingCo.,Ltd.123Commerce Road,Shanghai,ChinaTel:+86-21-12345678Email:info@abctrading.com正文（）Body函电的主体部分，包含核心信息和详细内容通常分为三部分开头段（引言）、中间段（主要内容）、结尾段（总结或请求）签名（）开头段通常说明写信目的或回应先前通信；中间段详细阐述具Signature体事项；结尾段总结要点并表达期望发信人签名、姓名、职位和部门，证明函电的有效性和正式性结尾（）Closing示例[签名]Li WeiExportManagerABC TradingCo.,Ltd.礼貌性结束语，表达友好态度和期待回复示例-Yours faithfully,-Yours sincerely,-Best regards,-We lookforward to your prompt reply.外贸函电连接全球商机在全球化贸易背景下，外贸函电作为沟通的桥梁，不仅传递商业信息，更是建立国际合作关系的关键纽带掌握专业的函电技能，意味着掌握了开启全球市场的钥匙第二章常见外贸函电类型询盘信（）Inquiry Letter1向潜在供应商索取产品信息、价格和条件的函电，是贸易关系的起点报价信（）Quotation Letter2回应询盘，提供详细产品规格、价格、交货期和付款条件等信息订单信（）Order Letter3买方确认采购意向，详细列明所需商品的品名、规格、数量等内容投诉信（）Complaint Letter4当货物质量、数量或服务不符合合同约定时，买方提出异议和赔偿要求复函（）Reply Letter5对各类信函的回复，包括询盘回复、订单确认、投诉回应等每种函电类型都有其特定的目的、结构和表达方式掌握这些基本类型的写作技巧，能够覆盖外贸业务流程中的大部分书面沟通需求此外还有装运通知、付款通知、催款信、索赔信等多种类型，都是围绕贸易流程的不同环节而设计的询盘信写作要点明确询问产品规格、价格、交货期询盘信应清晰列明所需产品的具体信息，包括但不限于•产品名称、型号、规格和技术参数•所需数量及计量单位•期望的质量标准和认证要求•包装要求及标记说明•预期的价格区间和报价方式（FOB、CIF等）•期望的交货期和交货方式•付款条件和方式的偏好礼貌表达，体现合作意愿作为初次接触，询盘信应注重礼貌性表达，建立专业形象•简要介绍公司背景，增加可信度•说明获知供应商信息的渠道•表达长期合作的意愿和潜力•使用礼貌性请求而非命令式语言•明确表示期待回复的时间期限典型句型示范以下是询盘信中常用的专业表达•We area leadingimporter of...with anannual purchasingvolume of...•Having seenyour productsat theCanton Fair,we areinterested in...•Please quoteus yourbest pricesfor the following items...•We wouldappreciate detailedinformation onyour payment terms anddelivery schedule.专业提示询盘信是建立商业关系的第一步，其专业性直接影响供应商对贵公司的第一印象一封优质的询盘信能大幅提高获取有竞争力报价的几率报价信写作技巧详细列明价格、付款方式、交货条件体现竞争优势和服务承诺报价信是对询盘的正式回应，需要详尽准确地提供所有商业信息优秀的报价信不仅提供基本信息，还应突出自身优势，吸引客户•明确标明单价和总价，注明货币单位•强调产品质量优势和相关认证•指明价格条款（FOB、CIF、CFR等）及装运港口•说明技术支持和售后服务•说明包装方式和费用是否包含在报价中•提及公司实力和主要客户群•详细说明付款条件（L/C、T/T、D/P等）•表明对小批量订单的接受度•注明报价有效期限•展示产品定制能力•提供精确的生产周期和交货时间•提及数量折扣和促销优惠•明确样品提供的条件和费用•承诺质量保证和解决方案常用表达与范文解析以下是报价信中的专业表达示例及其应用场景In reply to your inquiry dated[日期],we arepleased toquote as follows:[开场白，直接回应询盘]Our quotationis based on FOB Shanghai terms,with deliverywithin30days afterreceipt of your confirmedorder anddeposit payment.[明确价格条款和交货期]We canoffer a5%discount fororders exceeding1,000units.[提供数量折扣信息]Our quotedprice is valid for30days fromthe dateof thisletter.[说明报价有效期]Payment terms:30%deposit by T/T inadvance,balance against copy ofshipping documents.[详细的付款条件]We would be happyto provide samples ata nominalcost of USD50,which will be deductedfrom yourfirst order.[样品政策说明]All our products aremanufactured inaccordance withISO9001standards andcomewith a12-month warranty.[质量保证和认证信息]订单信与确认信明确订单细节，避免误解订单确认的重要性典型表达与格式订单信是买方正式表达购买意向的文件，其订单确认是卖方对买方订单的正式回应，具订单信的专业表达准确性直接关系到交易的顺利进行有以下重要意义With referenceto your•订单编号和日期的明确标注•证明卖方已收到并接受订单quotation dated[日期],we are•详细的产品信息（名称、规格、型•确认所有交易条件的一致性pleased toplace anorder for号、数量）the following items:Please•作为生产和备货的正式依据confirm this order byreturn and•单价和总价的准确列明•成为解决潜在争议的重要证据advise theexpected shipping•交货日期和交货方式的具体要求•开启正式履约流程的标志date.This orderis subject to•付款条件和方式的确认the terms and conditions订单确认应详细复述订单的所有关键信息，specified in your quotation.•包装要求和标记说明特别是有调整或无法满足的条件，应明确提•检验标准和方式的约定出并寻求买方的再次确认，以避免后续纠•其他特殊要求或条件的说明纷订单确认信的专业表达订单信通常会参考先前的报价信，但可能会有新的要求或调整，因此需要清晰表达这些变更，并征求供应商的确认投诉信与索赔信投诉原因的陈述技巧案例分析真实索赔信范文投诉信需要清晰、客观地表达问题，同时保持专业和建设性Subject:Claim forDamaged Goods-Order No.SH2023-089Dear Mr.Zhang,We regretto informyou that the shipment ofceramic vasesOrder No.SH2023-089received onOctober15,2023,•开门见山，直接指出问题性质arrived inunsatisfactory condition.Upon inspection,we found that approximately30%of the•详细描述问题的具体表现和影响goods72pieces outof240were damagedwith cracksand chips.The damageappears tohave•提供相关证据（照片、检验报告等）resulted frominadequate packaging,as theinner paddingwas insufficientto protecttheitems during transit.According toClause7of ourPurchase Agreement,the goodsshould be•引用合同或协议中的相关条款packed securelyto withstandrough handlingduring transportation.We havedocumented the•说明问题对业务造成的实际损失damage withphotographs,which areattached to this email,along with the inspectionreport•表达解决问题的迫切性prepared byQuality ControlDepartment.This situation has caused significant inconvenienceaswe areunable tofulfill ourcommitments to our customers,potentially damagingour投诉信的语言应当客观事实，避免情绪化表达和主观臆断，重点在于陈述问题并寻求解决方案，而非简单指责reputation andresulting infinancial loss.We thereforerequest the following remedial保持礼貌与专业，争取合理赔偿actions:

1.Immediate replacement of the72damaged piecesat noadditional cost

2.Expressdelivery of the replacement goods within14days

3.Compensation of USD800for additional即使面对不满意的情况，也应保持商业沟通的基本礼仪handling and inspection costsDespitethis unfortunateincident,we value our businessrelationshipand hopeto resolvethis matteramicably.We wouldappreciate yourprompt•使用礼貌但坚定的语气attention tothis issueand look forward to your proposed solution within7working•避免威胁性或极端性表达days.Best regards,•提出合理、具体的赔偿要求•给出解决问题的建议和期限•表达继续合作的意愿（如适用）•保留进一步行动的可能性专业的投诉信应当以解决问题为导向，而非单纯发泄不满提出具体、合理的赔偿要求，并愿意协商解决方案，这样更容易获得积极回应复函写作针对询盘的回复针对投诉的回复针对订单的回复表达感谢并迅速提供所需信息，展示专业形象和服务态度表示理解和重视，提出具体解决方案，挽回客户信任确认所有细节，明确后续安排，建立可靠供应商形象•感谢对方的咨询和兴趣•对问题表示歉意•确认收到订单并表示感谢•详细回答询问的问题•承认责任（如适用）•复述关键订单信息•提供额外有用信息•提出具体赔偿措施•确认生产和交货计划•表达建立业务关系的意愿•说明防止问题再次发生的措施•提供订单跟踪方式语言要点与礼貌用语无论回复何种函电，都应注意以下语言要点开头段常用表达主体段常用表达结尾段常用表达•Thank you for yourletter/email dated[日期]regarding...•We arepleased to informyou that...•We trustthis arrangementmeets with your approval.•We acknowledgereceipt of your[询盘/订单/投诉]concerning...•With regardto your request for...•Please do not hesitateto contactus if you requirefurtherinformation.•We appreciateyourpromptresponse to our...•After carefulconsideration of your proposal...•We lookforward to a longand mutuallybeneficial business•We referto yourrecent communication about...•In responseto the issues raisedinyourletter...relationship.•We appreciateyour understanding and cooperationin thismatter.实例讲解第三章函电写作技巧与语言表达常用商务词汇与短语避免常见语法错误掌握专业商务词汇是提升函电质量的关键外贸函电中常见的语法错误包括开场白常用词汇时态使用错误•With referenceto...错误We already shipped the goods.正确We have alreadyshippedthegoods.•In responseto...冠词使用不当•Following ourconversation...•Thank youfor your...错误Please findenclosed invoice.正确Please findenclosed theinvoice.询盘与报价常用词汇介词搭配错误•quotation,catalog,sample正式与非正式语气的选择•specifications,dimensions,material错误We willreply you soon.正确We willreplyto yousoon.•price list,discount,bulk purchase主谓一致问题•FOB,CIF,EXW,DDU外贸函电的语气选择取决于多种因素，包括订单与交货常用词汇•业务关系的阶段（初次接触vs长期合作）错误The shipment of goodshave arrived.正确The shipmentof goodshas•函电的性质（正式合同vs日常沟通）•purchase order,confirmation arrived.混淆易混词汇•收件人的职位和文化背景•delivery schedule,lead time•行业惯例和公司政策•shipment,consignment错误We willadvice shippingdetails later.正确We willadvise shipping•packing list,bill oflading正式语气特点details later.付款常用词汇•使用完整句式，避免缩写形式•采用被动语态表达客观性•letter ofcredit L/C,T/T advance•使用礼貌性请求而非直接命令•deposit,balance payment•避免口语化、俚语和过于随意的表达•bank draft,remittance非正式语气适用场景•invoice,statement ofaccount•与长期合作伙伴的日常沟通•非合同性的一般业务交流•已建立良好关系的客户往来商务函电中的礼貌用语请求的表达方式在商务沟通中，请求应表达礼貌而非命令•Would you please provide us with...•We wouldappreciate itif youcould...•Could youkindly sendus...•We wouldbe gratefulif youwould...•May we request that you...避免使用生硬的祈使句如Send us...或Tell us...，这些在跨文化商务交流中可能被视为无礼建议的表达方式提出建议时应尊重对方决策权•We would like tosuggest that...•May wepropose analternative solution...•Perhaps youmight consider...•One possibilitywouldbeto...•It mightbe beneficialto...避免使用You should...或You must...等强制性表达，这可能被理解为越界或不尊重拒绝的表达方式拒绝请求时应委婉而明确•We regretto informyou thatwe areunable to...•Unfortunately,we cannotaccept...•While we wouldlike to accommodateyourrequest,we findit difficultto...•We appreciateyour proposal,however...•After carefulconsideration,we mustdecline...拒绝后应提供原因说明和可能的替代方案，避免简单直接的No或We cant语气委婉的句型使用委婉语气可避免冒犯同时传达信息使用虚拟语气We wouldprefer ifthe deliverycould be...使用被动语态It isrecommended that the paymentbe made...使用疑问句替代陈述句Would itbe possibleto reconsiderthe price添加缓和词We slightlydisagree with your assessment...使用间接表达There seemsto bea discrepancyin theinvoice...时间与数量表达交货期的准确表达付款期限的准确表达数量、价格的规范写法交货期表达必须精确无歧义，避免造成误解和纠纷付款条件应清晰表达期限和条件，确保双方理解一致数量和价格是合同的核心要素，表达必须标准化指明计算起点within30days fromthe dateof receivingyour deposit明确付款时点30%deposit withorder,70%prior toshipment数字与单位之间留空格200pieces而非200pieces指明具体天数payment within30days afterthe dateof invoice货币符号的正确使用USD5,000或5,000USD区分工作日和日历日within15working daysvs within21calendar days说明文件要求payment againstpresentation ofshippingdocuments大额数字使用逗号1,000,000而非1000000小数点表示法的一致性USD

12.50而非混用USD12,50明确具体日期not laterthan March15,2023表述信用证要求by irrevocableL/C atsight区分单价和总价Unit price:USD

10.00;Total amount:USD2,

000.00说明可能的变数subject to our production schedule andraw material说明银行费用承担All bankcharges arefor thebuyers account在国际贸易中，数字表达习惯存在差异（如欧洲使用逗号作为小数点），应当明availability付款条件表述不清是贸易纠纷的常见原因之一，应当特别注意术语使用的准确性确使用国际通用的表达方式，避免混淆表明是否包含运输时间30days forproduction plusapproximately15days for和一致性shipping避免使用模糊表达如soon、as soonas possible或in thenear future，这些表述缺乏具体承诺，容易引起期望差异典型表达示例日期表达January15,2023或15January2023避免使用数量表达500units,each containing12pieces10containers,付款条件表达30%deposit by T/T,70%byT/T against copy of15/01/2023这类可能引起混淆的格式时间段表达From Marchto20feet each25metric tonsMTMinimum orderquantity B/LBy irrevocableL/C atsight,to beestablished throughMay2023During thesecond quarterof2023Within the first MOQ:1,000sets价格表达FOB ShanghaiUSD

15.00per ourbankD/P at60days afterB/L date100%T/T inadvancehalf of2023unitCIF NewYork USD25,

000.00in totalEx-works price:EUR beforeproduction starts

5.50per piece精准表达，赢得信任在国际贸易的舞台上，每一封函电都是企业形象的展示，每一个词汇都承载着商业意图，每一个句子都可能影响交易结果精准的语言表达不仅传递信息，更能赢得客户的信任与尊重掌握专业的外贸函电写作技巧，就是掌握了打开全球市场的金钥匙第四章外贸函电实用表达汇总01询盘常用句型用于向潜在供应商索取产品信息、报价和条件，是贸易初期的重要沟通工具02报价常用表达回应询盘，提供明确的价格、交货条件和付款方式，是促成交易的关键环节03订单确认句式确认采购意向，明确产品细节、数量和交期，是正式启动交易的重要文件04投诉与索赔表达本章节汇总了各类外贸函电中的常用专业表达，便于学习者查阅参考这些表达经过多年实践检验，符合国际商务惯例，能有效提升函电的专业性和沟通效率当货物或服务不符合预期时，以专业方式表达不满并寻求解决方案建议学习者根据具体业务场景灵活运用这些表达，并结合公司实际情况和客户特实用表达分类原则点进行适当调整熟练掌握这些专业表达，将大大提高外贸沟通的效率和质量本章将外贸函电实用表达按照贸易流程顺序进行分类，从询盘到投诉索赔，涵盖完整贸易周期每类表达又按照函电结构（开头、主体、结尾）和具体功能进行细分，方便学习者针对性查找和学习使用提示这些表达并非固定模板，而是提供基本框架和参考实际应用中应当根据具体语境进行调整，避免生搬硬套同时，应当注意表达的连贯性和整体一致性询盘信常用句型开头段常用句型We wouldlike to inquire about...Please sendus your latest catalogueand pricelist.We havelearned ofyour companyfrom[来源],and areinterested inWe wouldlike toinquire about your rangeof[产品],particularly thePlease sendus yourlatest catalogueand pricelist,along withyouryour[产品].We area[公司类型]specializing in[业务范围],and arefollowing items:We wouldlike toinquire aboutthe possibilityof standardterms oftrade.Please sendus your product samplesiflooking forsuppliers of[产品类型].We arein themarket for[产品],becoming yourexclusive distributorin[地区].We wouldlike toavailable andquality certificationdocuments.Please sendus yourandunderstand thatyou area manufacturer/supplier of these inquire about yourminimum orderquantities andwhether youaccept quotationbased onCIF[目的港]terms for the followingquantities:[数items.Your companyhas beenrecommended to us by[推荐方],and wetrial orders.We wouldlike toinquire about your productioncapacity量列表].Please sendus informationabout yourwarranty policyandwould like toinquire aboutyour[产品].Having seenyour productsat andcurrent leadtimes.We wouldlike toinquireaboutyour exportafter-sales service.Please sendus yourcompany profileand[展会名称],we arewriting torequest furtherinformation.experience andwhich countriesyou currentlysupply to.references from your existingcustomers in our region.自我介绍句型结尾段常用句型Could you please provide us with...Our companyhas beenin the[行业]business for[年数]years,with anCould youplease provideus withyourlatestcatalog andpriceannual turnoverof approximately[金额].We areone of the leadinglistCould youplease provideus with detailed specificationsof theimporters/distributors of[产品]in[地区/国家],serving over[数量]followingitems:[产品列表].Could youplease provideus withcustomers.Our distributionnetwork covers[地区范围],and we are nowinformation regardingyour paymenttermsandshipping methodsCouldexpandinginto[新市场].We currentlyimport similarproducts from[国youplease provideus withyourbest FOB/CIF pricesfor theitems家/地区],but arelooking todiversify oursupply sources.listed belowCouldyoupleaseprovideuswith theavailability oftheseproducts and your deliveryschedule报价信常用表达We arepleased tooffer you...The price is FOB Shanghai...Payment terms:30%deposit,70%against B/L copy.此类表达用于开始正式报价，表明提供商品或服务的意愿此类表达用于明确说明价格条款和计算基础此类表达用于说明付款条件和方式We arepleased tooffer youthe followingitems as per yourinquiry The priceisFOB ShanghaiUSD[金额]per[单位].The priceis CIF[目的Payment terms:30%deposit byT/T,70%againstcopy of B/L.Paymentdated[日期]:We arepleased tooffer youour productsat theprices港]USD[金额],including insuranceand freightcosts.The priceis Ex-terms:By irrevocableL/C atsight,to beestablished through[银行名listed below,which arevalid until[日期].We arepleased tooffer youworks[工厂所在地]USD[金额],excluding packingand forwarding称].Payment terms:100%T/T inadvance for the first order,and L/C ataspecial discountof[折扣比例]for yourfirstorder.We arepleased charges.The priceis CNF[目的港]USD[金额],with deliveryscheduled sightfor subsequentorders.Payment terms:D/P at60days afterB/Lto offer you exclusivedistribution rightsfor our products in[地区]for[日期].Thepriceis based on thecurrent costof rawmaterials anddate,through ourbank[银行名称].Payment terms:50%deposit byT/T,under thefollowing terms:We arepleased toofferyouour newlymay besubject toadjustment ifthere aresignificant marketchanges.balance payablebefore shipmentagainst ProformaInvoice.developed[产品],which features[特点].包装与运输条款表达The goods will bepacked in[包装方式],suitable forexport andsea Delivery will be made within[天数]days afterreceipt ofyour confirmedWe canoffer thefollowing volumediscounts:-Orders over[数量]:[折扣比例]transportation.Each cartoncontains[数量]pieces,with grossweight oforder anddeposit payment.We canship the goods by[运输方式]to[目的港],discount-Orders over[数量]:[折扣比例]discount-Orders over[数量]:[折扣approximately[重量]kg anddimensions of[尺寸].Packing details:[数量]with anestimated transittime of[天数]days.Partial shipments[允许/不允比例]discountFor regularmonthly orders,we canoffer anadditional[折扣pieces perinner box,[数量]inner boxesper carton,[数量]cartons per许],transshipment[允许/不允许].We suggestshipping by[运输方式]as it比例]discount.We areoffering aspecial introductoryprice fornewpallet.All products will belabeled according to yourspecifications atoffers thebest combinationof costand transittime for thisorder.customers,valid for thefirstthree orders.no extracharge.结尾段常用表达订单确认常用句式We herebyconfirm your order as follows...Delivery will be madewithin30days afterreceipt of deposit.Please findattached the proforma invoice.We herebyconfirm your order No.[订单编号]dated[日期]asfollows:We herebyDelivery willbe madewithin30days afterreceipt ofyour depositPlease findattached theproforma invoiceNo.[编号]for your order.Pleaseconfirm receipt ofyour purchase order and arepleased toaccept iton thepayment.Delivery willbe madein thefirst weekof[月份],as requested in findattached ourofficial order confirmation formwhich requiresyourterms specified.We herebyconfirm thatwe cansupply allitems as per youryour order.Delivery willbe madein[数量]separate shipmentsaccording tothe signature.Please findattached theproductionschedulefor yourorderwith thespecifications requested.We herebyconfirm your orderandhave followingschedule:[详细日期].Delivery willbe madeby[日期],subjecttoorder.Please findattached thedetailed packinglist andshippingreserved productioncapacity toensure timelydelivery.We herebyconfirm thetimely approval of thepre-production samples.Deliverywillbemadedirectly specificationsfor your approval.Please findattached the quality controldetailsofyour order aftermaking theadjustments yourequestedinyour emailto yourwarehouse in[地点],asperyour shippinginstructions.procedures we will implementfor your order.dated[日期].订单细节确认表达The totalvalue ofyourorderis USD[金额],basedon[价格条款]terms.As Payment terms areconfirmed asfollows:-[比例]deposit byT/T within[天数]Production willcommence immediately upon receipt ofyourdeposit andsignedrequested,we haveincluded the additional[数量]pieces of[产品]at thesame days-Balance payableagainst[文件]prior toshipmentWe acknowledgeyourorder confirmation.We willsend youproduction updatesona[频率]basis.Pre-unit price.We confirm that allproductswillbe manufacturedaccordingtothe request for extendedpaymenttermsand canconfirmthatwe agreeto[新条production sampleswillbeready for yourapproval by[日期].Our quality controlsamples approvedby youon[日期].We confirmthat eachproduct willbe packaged件].Please arrange forthe deposit payment of USD[金额]to ourbank accountas teamwill conductthorough inspectionsat eachstage ofproduction.individually withyour logoprinted onthe box.per the details in theproformainvoice.订单确认的结尾表达订单确认是交易执行阶段的起点，其准确性和完整性直接影响到后续履约的顺利进行专业的订单确认应当全面覆盖订单的各个关键方面，包括产品规格、数量、价格、交期、付款和运输等，确保双方对交易条件有完全一致的理解，避免后续争议投诉与索赔表达We regretto informyou that...We requestyour immediateattention tothis matter.此类表达用于开始投诉信，礼貌地表达不满此类表达用于提出具体要求和解决方案We regretto informyou thatthegoodsreceived againstyour Invoice No.[编号]do notconform toourorderWe requestyour immediateattention tothis matter and expect a responsewithin[天数]days.We requestyour immediatespecifications.We regretto informyou thatthe shipmentwhich arrivedon[日期]was damagedduring transit.We regretto attention tothis matter andpropose thefollowing solutions:[解决方案列表].We requestyour immediateattention tothisinform youthat[数量]pieces outof thetotal orderwere foundto bedefective upon inspection.We regretto informyouthatmatterandask thatyou arrangefor inspection of the damaged goods.We requestyour immediateattention tothis matterandthe deliveryof ourorder,which wasdue on[日期],has notyet beenreceived.We regretto informyouthatthe qualityof theexpectafull replacementof thedefective itemsat yourexpense.We requestyour immediateattention tothis matterand wish[产品]does notmeet thestandard agreedupon inour contract.to discusscompensation forthe losseswe have incurred.具体索赔表达The goods arrived damaged due to...此类表达用于具体说明问题原因和情况Based onthe termsof ourcontract,weareentitled toclaim compensationforthefollowing:We herebyclaim compensationofUSD[金额],calculated asfollows:[计算明细].We requireeither afull refundofUSD[金额]or replacementgoods tobe shippedThe goodsarrived damageddue to insufficientprotective packaging,resulting in[具体损坏情况].The goodsarrived damagedwithin[天数]days.In accordancewith the warranty provisions,we requestthatyouarrangeforrepair orreplacementof thedue towater seepageinto thecontainer,affecting approximately[比例]oftheshipment.The goodsarrived damageddue todefectiveitems.As thissituationhas caused ussignificant lossesin termsof missedsales opportunities,wearealsorough handlingduringtransit,as evidencedby thecrushed cornersof multiplecartons.The goodsarriveddamageddue toclaimingadditional compensationofUSD[金额].improper stackingin thecontainer,causing pressuredamage tothe lowerboxes.Thegoodsarrived withvisible signsofdamage tothe outerpackaging,and uponinspection,we foundthat[具体问题].证据提供表达照片证据检验报告合同条款引用Please findattached photographsclearly showingthedamage/defects mentionedabove.We havehad thegoods examinedby anindependent surveyor,whose reportis attached.According toClause[编号]of ourcontract dated[日期],you areresponsible forensuring that[相关条款内容].We havedocumented thecondition ofthegoodswithdetailedphotographs frommultiple angles.The attachedquality inspectionreport,prepared by[机构名称],confirms ourclaims regarding thedefects.We wouldliketodraw yourattention tothequalityspecifications agreeduponinourpurchaseorder,which clearlystate that[规格要求].The attachedphotos,taken immediatelyupon openingthe packages,clearly demonstratethe extentAs requestedby ourinsurance company,we arrangedfor professionalinspection,and thereportof thedamage.conclusively showsthat[问题描述].As perthewarrantyterms inour agreement,defects appearingwithin[时间期限]must berectified atthesuppliers expense.第五章典型外贸函电范文解析0102询盘信范文报价信范文学习如何撰写专业的询盘信，有效获取所需的产品和价格信息，为进一步商务沟通奠掌握报价信的关键要素，学习如何清晰表述价格条件和优势，提高客户下单的可能定基础性0304订单确认信范文投诉信范文理解订单确认的重要性，学习如何准确确认所有交易细节，避免后续争议和误解分析专业投诉信的写作技巧，学习如何在保持礼貌的同时有效表达不满和解决方案05复函范文研究各种复函的应对策略，掌握如何针对不同情况给予专业、有效的回应通过范文解析，我们将特别关注以下几个方面写作意图每封函电的具体目的和预期效果结构安排信息组织的逻辑性和有效性语言选择专业术语和表达的准确使用文化敏感性不同文化背景下的沟通策略本章通过分析典型外贸函电范文，帮助学习者理解如何将前面所学的知识应用到实际写作中每个范文都配有详细解析，包括结构分析、语言特点和文化注意事项，让学习者全面掌握专业函电的写作要领询盘信范文讲解From:Global Imports Ltd.To:Shanghai TextileManufacturing Co.,Ltd.Subject:Inquiry aboutOrganic CottonProductsDate:March15,2023Dear Siror Madam,We area leadingimporter anddistributor oftextile products in theUnited Kingdom,specializing ineco-friendly andsustainable hometextiles.Your companywas recommendedtousby GreenTrade AssociationattheSustainable TextilesExhibition inLondon lastmonth.Our companyhas beeninthetextile importbusiness forover15years,with anannual turnoverofapproximately GBP5million.We supplyto majorretail chainsacross theUK andnorthern Europe,and arecurrently expandingourproductrange toinclude moreorganic cottonitems.We wouldliketoinquireaboutyour organic cotton products,particularly:

1.Organic cottonbed sheetssingle,double,king sizes

2.Organic cottontowel setshand towels,bath towels

3.Organic cottonkitchen textilestea towels,apronsFor eachoftheabove items,could youpleaseprovideuswith:-Detailed specificationsmaterialcomposition,weights,dimensions-Available colorsand designs-Minimum orderquantities per item andcolor-Unit pricesbasedonFOB Shanghaiterms-Bulk orderdiscounts,if applicable-Production capacityand leadtime-Paymentterms-Samples availabilityandcostsAdditionally,we wouldappreciate informationaboutyourorganic certificationsGOTS,OCS,etc.andyour quality control procedures.If your products meetourqualitystandards andyour pricesare competitive,wewouldbe interestedin placingan initialorderworth approximatelyUSD50,000,with potentialfor regularorders ona quarterlybasis.We lookforward to your comprehensivequotation atyour earliestconvenience,preferably withinthe next5working days.Thank youfor yourattention toourinquiry.Bestregards,James WilsonPurchasingManagerGlobal ImportsLtd.Email:j.wilson@globalimports.ukTel:+44207946XXXX结构分析语言亮点文化注意事项报价信范文讲解From:Shanghai TextileManufacturing Co.,Ltd.To:Global ImportsLtd.Subject:Quotation forOrganic CottonProducts-Ref:GI-2023-03-15Date:March18,2023Dear Mr.Wilson,Thank youfor yourinquiry datedMarch15,2023regarding ourorganic cottonproducts.Weare pleasedto provideyou with our quotationasfollows:

1.Organic Cotton Bed Sheets-Material:100%GOTS certifiedorganic cotton,300thread count-Sizes and Prices FOBShanghai:*Single140x200cm:USD

12.50per set*Double180x200cm:USD

15.80per set*King200x220cm:USD

18.50per set-Available colors:White,Ivory,Light Grey,Sage Green,Pale Blue-MOQ:500sets persize,100sets percolor

2.Organic CottonTowel Sets-Material:100%GOTS certifiedorganic cotton,550GSM-Set compositionandPrices FOBShanghai:*Hand towel30x50cm:USD

2.80per piece*Bath towel70x140cm:USD

8.40per piece*Complete set2hand+2bath:USD

22.40per set-Available colors:White,Ivory,Grey,Navy Blue,Dusty Rose-MOQ:1,000pieces persize,200pieces percolor

3.Organic CottonKitchen Textiles-Material:100%GOTS certifiedorganiccotton,220GSM-Items andPricesFOBShanghai:*Tea towels45x65cm:USD

2.20per piece*Aprons70x85cm:USD

5.60per piece-Available colors:Natural,White,Red,Blue,Green withoptional prints-MOQ:1,000pieces peritem,200pieces percolor/designVolume Discounts:-Orders overUSD50,000:5%discount-Orders overUSD100,000:8%discount-Orders overUSD150,000:12%discountPayment Terms:-30%deposit byT/T uponorderconfirmation-70%balance againstcopyofshipping documentsProductionand Delivery:-Production time:30-35days afterorderconfirmationand receiptofdeposit-Sample development:7-10dayscharges:USD50peritem,refundable againstbulk order-Shipping timeto UK:approximately30-35days byseaCertifications:-All productsare GOTScertified CertificateNo.C-12345-Our factoryis alsoOCS andISO9001certified-Oeko-Tex Standard100certification forall ourfabricsThis quotationisvalidfor30days fromthe dateof thisletter.We canprovidesamplesof ourstandard productsupon receiptof samplefees.Please notethat allourproductscan becustomized withyour logoor specificdesignsat asmall additionalcost.Our factoryhas beenproducing organictextiles forover10years,supplying majorretailers inEurope,North America,and Australia.We maintainstrict qualitycontrolproceduresat everystage ofproduction,with finalinspectionconducted accordingto AQL

2.5standards.We areconfident that ourproductswill meetyour qualityrequirements,and welookforward to establishinga successfulbusiness relationship with Global ImportsLtd.Please feelfree tocontact meifyouhave anyquestionsor requireadditional information.Best regards,Li WeiExportManagerShanghai TextileManufacturing Co.,Ltd.Email:li.wei@shanghaitextile.comTel:+86215555XXXX订单确认信范文讲解From:Shanghai TextileManufacturing Co.,Ltd.To:Global ImportsLtd.Subject:Order Confirmation-Purchase Order No.GI-2023-04-10Date:April12,2023Dear Mr.Wilson,Thank youfor yourPurchase Order No.GI-2023-04-10dated April10,

2023.We arepleased toconfirmreceiptofyourorderand confirmthefollowingdetails:Order Details:--------------

1.Organic CottonBed Sheets-500sets Singlesize140x200cm*White:150sets*Ivory:100sets*Light Grey:100sets*Sage Green:100sets*Pale Blue:50sets-Unit Price:USD

12.50per set-Subtotal:USD6,

250.

002.Organic CottonTowel Sets-600complete sets2hand+2bath towels*White:150sets*Grey:150sets*Navy Blue:150sets*Dusty Rose:150sets-UnitPrice:USD

22.40per set-Subtotal:USD13,

440.

003.Organic CottonKitchen Textiles-1,200Tea towels45x65cm*Natural:300pieces*White:300pieces*Red:300pieces*Blue:300pieces-Unit Price:USD

2.20per piece-Subtotal:USD2,

640.00-800Aprons70x85cm*Natural:200pieces*White:200pieces*Red:200pieces*Blue:200pieces-Unit Price:USD

5.60per piece-Subtotal:USD4,

480.00Order Summary:--------------Total OrderValue:USD26,

810.00VolumeDiscount5%:USD1,

340.50Final OrderValue:USD25,

469.50Terms andConditions:----------------------Pricing Terms:FOBShanghai-Payment Terms:30%deposit USD7,

640.85byT/T within7days70%balance USD17,

828.65againstcopyofshipping documents-Production Time:30-35days afterreceiptofdeposit-Estimated ShippingDate:May25-30,2023-Packaging:Standard exportcartons withyour logoprinted asspecified-Shipping Method:By seato Southampton,UK-Documents:Commercial Invoice,Packing List,Certificate ofOrigin,GOTS Certificate,Bill ofLadingNext Steps:-----------

1.Please arrangethedepositpaymentofUSD7,

640.85toourbank accountasperthedetailsbelow:Bank Name:China CommercialBank AccountName:ShanghaiTextile Manufacturing Co.,Ltd.Account No.:1234567890Swift Code:CCBCNSH123Bank Address:123Finance Street,Shanghai,200001,China

2.We willsend pre-production samplesfor yourapprovalbyApril25,

2023.

3.Production willcommence uponreceipt ofyourdeposit andapprovalofsamples.

4.We will provide weeklyproduction updatesstarting fromApril28,

2023.Please reviewthis confirmationcarefully andinform usof anydiscrepancies within3business days.If wedo nothear fromyou,we willconsider thisconfirmationas finaland proceedaccordingly.We thankyoufor yourorderand lookforwardtoa successfulbusiness relationship.Best regards,Li WeiExportManagerShanghai TextileManufacturing Co.,Ltd.Email:li.wei@shanghaitextile.comTel:+86215555XXXX投诉信范文讲解From:Global ImportsLtd.To:Shanghai TextileManufacturing Co.,Ltd.Subject:Complaint RegardingOrderNo.GI-2023-04-10-Color DiscrepancyDate:June15,2023Dear Mr.Li,Re:Shipment received on June10,2023InvoiceNo.ST-2023-05-25We regrettoinformyouthat uponinspectionoftheshipmentreceivedonJune10,2023,we haveidentified significantissues withthe OrganicCottonBedSheets inLight Greycolor.Description ofthe Problem:---------------------------The Light Grey bed sheets100sets aresignificantlydarker thanthe approved samples andhaveanoticeable blueundertone,which makesthem incompatiblewithouradvertised productdescription andcatalog images.Our QualityControl departmenthas conducteda colorcomparison test,which confirmsaDelta Evalue of

6.8between the received productsand theapproved samples,well beyondthe acceptabletolerance of

2.0that wasspecified inourorder.Impact ofthe Issue:-------------------This colordiscrepancy hascreated thefollowing problemsfor ourbusiness:

1.We areunabletofulfill pre-orders fromour retailcustomers whohave alreadyseen andapproved the original lightergrey shade.

2.The currentcolor doesnot matchour existingproduct line,making itimpossible tosell theseitems ascoordinatedsets.

3.We havehad topostpone oursummer cataloglaunch,which wasscheduled forJune20,resulting inmarketing costsand potentialloss ofseasonal sales.Evidence:---------Please findattached tothis email:

1.Photographs comparingthereceivedproducts withtheapproved samplesunder standardizedlighting conditions

2.Color measurementreport fromour QCdepartment

3.Copy oftheoriginalspecification sheetwhere thecolor standardwas definedOurRequest:-----------In lightoftheabove issuesandinaccordancewith Clause7of ourPurchase Agreementregarding qualitystandards,werequestthefollowingresolution:

1.Immediate replacementof all100sets of Light Grey bed sheetswith productsmatching theoriginally approvedcolor sample.

2.Express airshipmentofthereplacement goodsto minimizefurther delaytoourcustomers.

3.Compensation ofGBP2,500fortheadditional costsincurred,including:-Storage ofthe non-conforming goods-Additional qualityinspection-Catalog reprintingcosts-Customercommunication expensesWehave beensatisfied withall otherproductsinthis shipment,and wevalueour business relationshipwithyourcompany.However,this colorissue hascausedsignificantdisruption toour operationsand salesplanning.We wouldappreciateyour promptattentiontothis matterand expectyour proposedresolution within5working days.We areopen todiscussing alternativesolutions thatwould adequatelyaddress ourconcerns.Thank youfor yourunderstandingandcooperation.Sincerely,SarahThompsonQuality AssuranceManagerGlobal ImportsLtd.Email:s.thompson@globalimports.ukTel:+44207946XXXX复函范文讲解From:Shanghai TextileManufacturing Co.,Ltd.To:Global ImportsLtd.Subject:Re:Complaint RegardingOrderNo.GI-2023-04-10-Color DiscrepancyDate:June17,2023Dear Ms.Thompson,Thank youforyouremail datedJune15,2023regardingthecolor discrepancyissue withtheLightGreybedsheetsfromyourorder InvoiceNo.ST-2023-05-

25.First andforemost,we sincerelyapologize forthe inconvenienceand disruptionthis issuehascausedtoyour business operations.After carefullyreviewing your complaint andexaminingthe evidenceyou provided,we acknowledgethat thereis indeeda significantcolor differencebetween thedelivered productsand theapprovedsamples.Our Investigation:-----------------Upon receivingyourcomplaint,we immediatelylaunched aninternalinvestigation andfoundthattheissueoccurred duetoabatch ofnew greydye thatwas usedforyourorder,which produceda darkershade withblue undertones.This wasnot detectedduring ourregular qualitycontrol processduetoa calibrationissuewithourcolor measurement equipment.Our ProposedSolution:---------------------We takefull responsibilityforthiserror andpropose thefollowing solutionto rectifythe situation:

1.We willproduce100new setsofLightGreybedsheets matchingthe originallyapprovedcolor samplewith highestpriority.

2.The replacementgoodswillbe completedwithin15days andshipped byair expressat ourcost toreach youno laterthan July5,

2023.

3.We agreetoyourrequestforcompensation andwillprovidea creditnote forGBP2,500to covertheadditionalcosts youhaveincurred.

4.You maykeep thenon-conforming goodsat nocost,which youcan sellas discounteditems ifsuitable foryourbusiness,or wecan arrangereturn shippingatourexpense ifyou prefer.

5.Additionally,wewillapply a5%discount toyour nextorder asa gestureof goodwill.Preventive Measures:-------------------To ensuresuch issuesdonotrecur,we haveimplemented thefollowing measures:

1.Recalibration ofall colormeasurementequipmentand implementationofa weeklyverification protocol.

2.Addition ofa secondarycolor checkprocedure usingmultiple lightingconditions.

3.Introduction ofa pre-shipping approvalprocess forcritical colorspecifications,where digitalcolor proofswillbesent foryour approvalbeforebulk shipment.We valueourbusiness relationshipwithGlobalImportsLtd.and arecommitted tomaintaining thehigh qualitystandards youexpect.We understandthe importanceof colorconsistency foryourproductlines andcatalog presentations,andsincerely regretthis lapseinourqualitycontrol.Please confirmif ourproposedsolutionis acceptabletoyou.We areready tobegin productionofthereplacementgoodsimmediatelyuponyour confirmation.Thank youfor bringingthismattertoourattention andforgiving usthe opportunityto addressit.We lookforwardtoyour responseand tocontinuing ourbusinessrelationship.Best regards,Li WeiExportManagerShanghai TextileManufacturingCo.,Ltd.Email:li.wei@shanghaitextile.comTel:+86215555XXXX第六章外贸函电写作实战训练练习题设计角色扮演模拟典型场景写作为了巩固所学知识，我们设计了一系列针对性练习题，涵盖各类角色扮演是提升实战能力的有效方法，我们设计了多种模拟场我们精选了外贸实践中最常见且关键的场景进行专项训练函电写作景•首次联系潜在客户的开发信•根据情景提示完成特定类型的函电•买卖双方的完整贸易流程模拟•新产品推介与促销函•分析并修改有问题的函电范例•处理投诉与索赔的谈判模拟•价格调整与市场变化说明函•将中文商务要点转换为英文函电•新产品推广与市场开发的沟通模拟•货期延误的解释与补救方案函•完成缺失内容的函电填空练习•价格谈判与条件协商的函电往来•质量问题的投诉回应与解决方案•为特定函电选择恰当的表达方式•紧急情况处理与危机沟通模拟这些场景都来源于实际业务需求，训练内容注重实用性和应对这些练习题由浅入深，循序渐进，帮助学习者从模仿到创新，最通过角色扮演，学习者能够体验不同立场和情境下的函电写作需性，帮助学习者掌握处理关键商业情境的写作技巧终掌握自如的函电写作能力求，培养灵活应对各种商业情况的能力实战训练是理论知识转化为实际能力的桥梁通过系统化的训练，学习者能够将前面章节学到的知识点融会贯通，形成自己的写作风格和应对策略每个训练环节都设有评价标准和改进建议，让学习者能够持续提升实战训练的目的不仅是掌握写作技巧，更是培养商业思维和沟通策略优秀的外贸函电不仅是语言表达的艺术，更是商业目标达成的工具通过训练，学习者将理解如何通过函电有效传递信息、建立关系、解决问题和促成交易实战训练案例设计真实贸易情境写作任务分配案例一新客户开发根据学员的语言水平和业务背景，可以采用以下几种任务分配方式个人练习模式背景情境你是一家中国陶瓷餐具制造商的外贸专员你在最近的广交会上收集了一家德国进口商的名片，现在你需要撰写一封初次联系的电子邮•每位学员独立完成所有案例的写作任务件，希望开发这个潜在客户•设定合理的时间限制，模拟实际工作压力•完成后进行自评和互评，对比不同解决方案任务要求撰写一封专业的初次联系邮件，简要介绍公司和产品，表达合作意愿，并请求回应•讲师点评并提供示范版本作为参考小组协作模式案例二价格谈判•将学员分成3-4人的小组，每组分配一个案例•小组内部讨论写作策略和关键点背景情境你是买方代表，已收到供应商的报价，但价格比预期高15%，•共同完成一份函电草稿且最小订货量要求也高于你的需求你需要写一封还盘信，争取更有利的条件•各小组展示成果并接受其他小组的提问和建议•讲师引导总结各案例的关键处理原则任务要求撰写一封专业的还盘信，合理解释降价和减少最小订货量的理角色扮演模式由，同时保持积极的谈判态度•将学员分成买方和卖方两个角色组案例三质量问题处理•根据案例进行多轮函电往来•每轮函电后，双方需要讨论和调整策略背景情境你是供应商的客户服务经理，收到客户关于最近一批货物30%•最终达成一个双方都能接受的解决方案有质量问题的投诉信经调查，确实存在生产过程控制不当的情况•讲师点评整个谈判过程的函电技巧运用小组讨论与点评任务要求撰写一封回应投诉的函电，承认问题并提出合理的解决方案实战训练的关键环节是讨论和点评，应重点关注以下方面•信息的完整性和准确性•语言表达的专业性和礼貌程度•商业策略的合理性和有效性•文化差异的敏感度和应对•潜在问题的预见和防范课程总结与提升建议123重点知识回顾常见错误提醒进阶学习资源推荐本课程系统介绍了外贸函电的基本知识与写作技巧，主要包括在外贸函电写作中，以下错误较为常见，应当特别注意避免要进一步提升外贸函电写作能力，可以参考以下学习资源•外贸函电的基本结构与格式规范•语法错误时态混乱、主谓不一致、介词使用不当专业书籍《国际商务英语函电》《跨文化商务沟通》等•各类函电（询盘、报价、订单、投诉等）的写作要点•术语错误贸易术语使用不准确，如混淆FOB与CIF在线课程Coursera、edX等平台的商务英语和国际贸易课程•专业商务表达与常用句型•结构混乱缺乏逻辑组织，信息散乱或重复行业期刊《International TradeJournal》《BusinessCommunication Quarterly》•跨文化商务沟通的注意事项•表达模糊使用过于笼统的词汇，如soon、good quality语言工具Grammarly、ProWritingAid等写作辅助工具•实际案例分析与实战训练•文化冲突使用对方文化中可能引起误解的表达模板资源专业的外贸函电模板库和案例集这些知识点相互关联，共同构成了完整的外贸函电知识体系在实际•信息遗漏关键信息如价格条件、交货期等表述不完整应用中，应当灵活运用，根据具体情境选择合适的表达方式•过度承诺做出无法兑现的承诺或保证行业组织国际商会ICC发布的贸易术语解释通则和指南此外，持续关注国际贸易实践和规则的变化，不断更新知识库，是保通过多加练习和反思，逐步减少这些错误，提高函电的专业性和有效持专业竞争力的关键性持续提升的建议语言能力提升商务知识拓展实践与反思•定期阅读英文商业新闻和专业文章•深入学习国际贸易规则和惯例•保存工作中的函电往来作为参考•建立个人商务词汇库，持续扩充专业词汇•了解主要贸易伙伴国的商业文化•分析成功交易中的关键函电•参加商务英语写作培训或工作坊•关注行业动态和市场变化•邀请同事或主管点评自己的函电•寻求母语为英语的专业人士的反馈•学习谈判技巧和策略•总结每次商务沟通的经验教训•使用语言学习应用进行日常练习•研究成功案例和失败教训•建立个人函电模板库，不断优化致谢与互动环节欢迎提问与交流感谢各位参与本次外贸英语函电教学课程！希望这些内容对您的学习和工作有现在是互动环节，欢迎提出与课程内容相关的任何所帮助我们相信，专业的函电写作能问题，或分享您在外贸函电写作中遇到的挑战和经力是开展成功外贸业务的重要基础，掌验联系方式与后续支持握这一技能将为您的职业发展带来显著优势课程结束后，您仍可通过以下方式获取支持学习是一个持续的过程，我们鼓励您•电子邮件foreigntrade@example.com•不断实践所学知识，在实际工作中应用•微信群扫描屏幕上的二维码加入学习交流群•收集和分析真实函电案例，总结经验•在线资源库访问我们的网站获取更多模板和•关注国际贸易规则和行业变化案例鼓励学员持续实践与提升•持续提升英语语言能力和表达技巧我们将定期组织线上交流活动和案例分享会，欢迎持续参与同时，我们也提供个性化的函电评估服务，帮助您不断提升写作水平。