1. 文體介紹

　　訂貨（order）是買方為要求供應(yīng)具體數(shù)量的貨物而提出的一種要求。此時，交易雙方之間的陌生感已消除，可以說已經(jīng)度過了接觸障礙和難關(guān)。

　　寫定貨信時應(yīng)注意以下幾點：

　　（1）開頭就直接說明訂購的意圖。

　　（2）訂貨信一般應(yīng)包括：商品的名稱、品質(zhì)、數(shù)量、包裝、價格條件、支付條件以及需要對方提供的單據(jù)等。

　　（3）內(nèi)容必須準確、清楚。不論是商品的價格還是商品的規(guī)格都應(yīng)做到準確無誤，否則會帶來不必要的損失與麻煩。

　　賣方收到訂貨電子郵件后必須進行確認。如果賣方無法提供買方所需要的貨物，則最好介紹一些合適的替代品；如果買方所需貨物的價格和規(guī)格發(fā)生了變化，賣方則提出還價并勸買方接受，但要注意：寫拒絕接受訂貨的信時，必須非常謹慎，應(yīng)為日后有可能的交易留下余地。

　　2．實用范例

　　(1)

　　 Subject: An order

   　 Gentlemen:

    　The price quotes contained in your E-mail of May 20,2002 gained favorable attention with us.

   　 We would like to order the following items consisting of various colors, patterns and assortments:

    　Large 2000 dozen

    　Medium 4000 dozen

   　 Small 2000 dozen

   　 As the sales season is approaching, the total order quantity should be shipped in July. At that time an irrevocable L/C for the total purchase value will be opened.

    　Please confirm the order and E-mail a shipping schedule.

   　 Sincerely,

   　 Xxx

    　主題：訂貨

    　先生們：

   　 2002年5月20日電子郵件報價深受歡迎。

    　我擬選各種顏色、式樣、品種的襯衫如下：

    　大號 2000打

   　 中號 4000打

    　小號 2000打

    　　售季將至，全部貨物應(yīng)于7月登輪。屆時全額不可撤銷 信用證 將予以開出。請確認訂貨，用電子郵件告知裝運時間表。

    　真誠的，xxx

    　(2)

    　Subject: Out of Stock

    　Dear Sir,

   　 We thank you for your Order No.222 received this morning for 8000 dozen cotton shirts, but regret to have to disappoint you.

   　 At present we have no stock of shirts in the size required and do not expect further deliveries for at least another five weeks. Before then you may have been to obtain the shirts elsewhere, but if not we will notify you immediately our new stocks come in.

    　Yours faithfully,

    　Xxx

    　主題；缺貨

    　親愛的先生：

    　我們今早接到貴方222號訂單，定購8000打棉質(zhì)襯衫，十分感謝。但可能要使貴方失望了，十分抱歉。

    　目前我們沒有貴方所需尺寸的襯衫存貨，而且至少在5個星期內(nèi)亦不會有貨。在此期間貴方可從別處購買襯衫，如未能購到，一旦新貨運到，我們定當立即通知貴方。

    　3.典型句型

    　a.We have pleasure in sending you an order for Cosmetics.

    　我們愉快的給貴方寄去化妝品訂單。

   　 b.We want the goods to be of exactly the same quality as that of those you previously supplied us.
我們希望此批訂貨質(zhì)量與以前供應(yīng)的完全一樣。

    　c.Please supply ... in accordance with the detail in our order No..

    　請照我方第。。號訂單供貨。

   　 d.This is a trial order. Please send us 50 sets only so that we may tap the market. If successful, we will give you large orders in the future.

    　試訂50臺，以開發(fā)市場。如果成功，隨后必將大量訂購。

   　 e.This order must be filled within five weeks, otherwise we will have to cancel the order.

    　此訂單須在5周內(nèi)交貨，否則我方將不得不撤銷此單。

    　f.We hope our products will satisfy you and that you will let us have the chance of serving you again.

    　希望我方產(chǎn)品是你們滿意，今后再來惠顧。

    　1. 文體介紹 在對外貿(mào)易中， 詢盤 ，也叫詢價（inquiry或enquiry）是買方或買方對于所要購買或出售的商品向另一方作出的詢問。 詢盤 是交易的起點，可以分為：

    　普通 詢盤 （a general inquiry）:索取普通資料， 諸如：目錄（a catalogue）、價目表或報價單（a price-list or quotation sheets）、樣品（a sample）、圖片（illustrated photo prints）等。

    　具體詢盤（a specific inquiry）: 具體詢問商品名稱（the name of the commodity）、規(guī)格（the specifications）、數(shù)量（the quantity）、單價（the unit price FOB … CIF …）,裝船期（the time of shipment）、付款方式（the terms of payment）等。

   　 詢盤一般多為買方向賣方發(fā)出，買方通過詢盤信，簡明扼要的向賣方了解一般的商品信息。利用E-mail 寫詢盤信，無須寫的過分客氣，只需具體、簡潔、措詞得體。有的詢盤信開門見山，直截了當說明訂購打算，希望對方給予一定優(yōu)惠條件；有的詢盤信則以征詢信息的方式，不許下訂貨諾言，以避免結(jié)果未訂購可能形成的日后交易中的障礙 。

    　2．實用范例 Subject: Enquiry

    　Dear Sir,

    　We are interested in buying large quantities of steel screws in all sizes.

   　 We would be obliged if you would give us a quotation per kilogram C&F Liverpool, England. It would also be appreciated if you could forward samples and your price-list to us.

    　We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products.

    　We look forward to hearing from you by return E-mail.

    　Sincerely,

    　Xxx

    　3、參考譯文

    　主題：詢盤

    　親愛的先生：

    　本公司有意大量購買各型號鋼螺釘，欲知每公斤運抵英國利物浦的成本價運費價格。如蒙惠賜上述報價單，不勝感激。如能惠寄樣本和價格表，亦必感激不盡。

    　本公司素來從其他公司購買此類貨物，聞悉貴公司貨物質(zhì)優(yōu)價廉，故欲與貴公司建立合作關(guān)系。

    　盼復(fù)。

    　你真誠的xxx

    　4、典型句型

    　(1) Could you give us some idea about your price? 請介紹貴方的價格好嗎?

    　(2) Do you offer FOB or CIF ? 你們報船上交貨價還是到岸價？

    　(3) How long does your offer remain valid/firm/open? 你們的報價多長時間有效?

    　(4)Will you let us know what your terms of payment are? 能否告知貴方付款條件？

   　 5）Please make us an offer within this month since we have made an inquiry for your products.我們已對你們的產(chǎn)品進行詢價，請在本月內(nèi)給予報盤。

　　（6）Please send us your best offer by Internet stating payment terms and time of shipment.請用互聯(lián)網(wǎng)向我們報最優(yōu)價，說明支付條件和裝運期。

    　（7）Full information as to prices, quality, quantity available and other relative particulars would be appreciated. 請詳告價格、質(zhì)量、可供數(shù)量及其它有關(guān)情況。

    　1. 文體介紹

    　報盤（offer），也叫報價，是賣方主動向買方提供商品信息，或者是對詢盤的答復(fù)，是賣方根據(jù)賣方的來信，向買方報盤，其內(nèi)容可包括商品名稱、規(guī)格、數(shù)量、包裝條件、價格、付款方式和交貨期限等。報盤有兩種：

   　 虛盤（non-firm offers）, 即無約束力的報盤。一般情況下，多數(shù)報盤均為虛盤，虛盤不規(guī)定報盤的有效日期，并且附有保留條件，如：The offer is subject to our final confirmation/prior sale. 該報盤已我方最后確認為準/是否事先售出為準。

    　實盤（firm offers）則規(guī)定有效日期，而且賣盤一旦被接受，報盤人就不能撤回。

   　 2．實用范例

    　Subject: Offers

    　Dear Sir,

    　This is to confirm your E-mail of 2 July, 2002, asking us to make your firm offers for rice and soybeans C&F Singapore.

    　We E-mail you this morning offering you 300 metric tons of polished rice at A$2400 per metric ton, C&F Singapore, for shipment during August/September 2002. This offer is firm, subject to the receipt of your reply before 16 July 2002.

    　Please note that we have quoted our most favourable price and are unable to entertain any counter offer.

    　With regard to soybeans, we advise you that the few lots we have at present are under offer. If, however, you were to make us a suitable offer, there is possibility of our supplying them.

    　As you know, of late it has been a heavy demand for these commodities and this has resulted in increased prices. You may, however, take advantage of the strengthening market if you send an immediate reply.

    　Sincerely yours,

   　 Xxxx

    　主題：報盤

    　親愛的先生：

    　2002年7月2日有關(guān)查詢大米和大豆新加坡到岸價的電子郵件也收悉。

    　今日上午電子郵件報價：精白米300公噸，每公噸成本加運費新加坡到岸價為2400澳元。于2002年8或9月裝運。以上實價需由貴公司于2002年7月16日前回復(fù)確實。

    　該報價為最優(yōu)惠價，恕不能還價。

    　本公司與客戶正洽售一批大豆，若貴公司愿意報以適當買價， 本公司樂意出售。近來該類產(chǎn)品需求量大，令價格上漲。請貴公司把握機會，盡早落實訂單為盼。

    　你真誠的，xxx

    　3.典型句型

    　（1）As requested, we are offering you the following subject to our final confirmation:

    　根據(jù)要求，現(xiàn)我方就如下貨物向貴方報盤，以我方最后確認為準：

    　（2）As recently the goods are in extremely short supply, we regret being unable to offer.

    　因近期貨源緊張，很抱歉不能報盤。

    　（3）It’s a pleasure for us to offer you the goods as follows:

    　非常榮幸地向你方報盤如下：

    　（4）Referring to your E-mail dated July 10 in which you inquired for shirts, we have pleasure in giving you an offer as follows:

    　關(guān)于貴方7月10日對襯衫的詢盤，現(xiàn)報盤如下：

    　（5）We will keep in mind your requirement for shirts and shall contact you once it is available.

    　我方會留心你方對襯衫的要求，一旦有貨，將立即同你方聯(lián)系。

    　（6）We regret being unable to quote on FOB basis, as it is our general practice to do business with all our clients on CIF terms.

    　很遺憾，我方不能以船上交貨報價，因為按照慣例我方與客戶做生意通常報到岸價。