下载掌阅APP，畅读海量书库
立即打开
贸易信函的作用，主要是索取或传递信息、处理商务交流中的有关事宜或是联络沟通感情。贸易信函内容庞杂，根据目的的不同，可分为：商洽函、询问函、答复函、请求函、告知函、联系函等。从具体使用功能来讲，又可分为：介绍函、推销函、订货函、感谢函、致歉函、投诉函等。
本章按照贸易的流程，介绍贸易活动中有关建立业务关系、询盘、报盘、还盘、拒盘、订货、接受、签约、包装、交货等环节的贸易信函的写作。为了突出正文内容，节省篇幅，本章样例只包括称呼、正文、客套语三个部分，格式均采用平头式。
Dear Sir,
We have been told by Mr. John Smith, the importing manager of ABC Company, that your corporation specializes in the export of various light industrial products, and that you are keen to extend your overseas trade. We are, therefore, contacting you with a view to introducing some of your products into our market.
We have been in the import and export business for over twenty years and have extensive contacts throughout Southern China. It appears that demand for light industrial products is now increasing and we believe that there is a possibility that your corporation could do considerable business in this area.
At the moment, we are particularly interested in bicycles, and we would appreciate it very much if you could send us your latest catalogues for these items, as well as price lists for the various lines and your terms and conditions of sales.
Yours sincerely,
Brief Analysis （简要分析）：
贸易双方在交易前必须先建立业务关系。建立业务关系可以通过中间人介绍，比如商会、银行、对双方都熟悉的公司或个人、驻外商务参赞等。在获取信息后，买方或卖方都可以给对方去信，告知拟购或拟销对方的商品，并要求对方复信。在书信中，买方应清楚地写明所希望了解的商品，并请对方报盘。
该样函是典型的谋求与对方建立业务关系的信函。首先告知得到对方信息的来源，而后介绍自身情况及建立业务关系的可行性，最后请求对方告知具体商品的信息。每部分内容自成一段，层次清楚，一目了然。
Dear Sirs,
Subject：Ladies' and Children's Shoes
We have heard from the Singapore Trade Commissioner that you manufacture shoes for export to Europe and the United States. We would therefore be grateful if you could send us details of the ladies' and children's shoes in leather and P.V.C. that you are able to supply together with your current price list.
We are wholesale distributors of shoes in the United Kingdom and have a large number of retail outlets throughout the country. It is therefore very likely that if your products are up to standard, there will be a very considerable demand for them here and that we will therefore be able to place substantial orders with you. We would like to point out, however, that as there is already a wide range of “budget-priced” shoes from Eastern Europe and Hong Kong in this country, it is essential that you quote competitive prices.
We also hope that you will be able to allow discount facilities on substantial orders and, therefore, would be grateful if you could let us know what special terms you can allow for orders of over three thousand pairs.
Please also bear in mind that as prices are far from constant here, it will be important that you are able to deliver consignments soon after receiving the relevant orders. Please also let us know how long you normally take to ship consignments.
We look forward to hearing from you in the near future.
Yours faithfully,
Brief Analysis （简要分析）：
询盘是要求卖方提供价格、贸易条款等有关情况的信函。一般买方向卖方发出询盘信，要求对方对他拟购的商品进行报价，或者提供商品的有关情况。一般老客户的询盘比较简单，有时只提及商品的名称或规格说明。新客户的询盘内容则比较详细。
询盘信件不需过多的客套话，内容要简明、具体。如果要求对方提供商品的一般情况，可要求对方寄商品目录、样品、商品图片和价目表，以供自己参考和选择，然后再具体询盘。
该样函明确指出询盘的具体对象（皮制或聚氯乙烯制的女鞋和童鞋）及大致数目（3000双以上），并给出充分理由要求对方报出适当的价格（供货充足），及时发货（价格不稳定）。语言明确有力，却不失礼貌。
Dear Ms. Xie,
We thank you for your enquiry of November 10th for mountain bicycles of Great Earth Brand.
We are exporting bicycles of various brands among which Five Rams Brand and Great Earth Brand are the most famous ones. They are in great demand abroad and our stocks are running down quickly. They are popular not only for their light weight, but also for the reasonable prices.
Based on your requirement, we are quoting as follows:
Payment terms: by L/C at sight to be opened through a bank to be approved by the sellers.
Shipment: January/February, 2005, provided the covering L/C reaches the sellers by the end of September 2004.
The above prices are understood to be on CIF London basis. Please note that we do not allow any commission on our bicycles, but a discount of 5% may be allowed if the quantity for each specification is more than 1,000 sets.
The above quotation is made without engagement and is subject to our final confirmation.
Meanwhile, we would like to take this opportunity of introducing to you our Five Rams Brand bicycles which enjoy the same popularity as Great Earth. Enclosed please find a copy of our illustrative catalogue which will give you all the details. We hope you will find them interesting and let us have your orders.
We look forward to your early reply.
Yours faithfully,
Brief Analysis （简要分析）：
报盘是贸易流程中最重要的步骤。报盘分两种：具有一定期限的实盘和不受约束的虚盘。对于虚盘，买方在接受后必须经卖方的确认方为有效，这一点须在报盘时说明，以免日后发生纠纷。实盘则须说明接受的期限，否则应说明是不受约束的虚盘。对于较多产品的报盘，一般可采用列表的形式，这样可以清楚地说明货物的名称、品质、规格、数量、价格、包装方式等，不易混淆。
报盘的语言应由针对性，简单清楚，防止在回复对方的询盘时答非所问。首先应感谢对方对产品的兴趣，然后可以直奔主题，就客户提出的询盘进行解答和解释，如果对方有忽略的内容，也可以作适当的补充。
该样函在对对方询盘表示感谢后，列表分别提供不同型号产品的单价、支付条件、装运条件、价格优惠条件，层次清楚明了；接着说明该报盘为虚盘，避免纠纷的发生；信函最后又向对方提供同类其它产品的信息，衔接自然。
Dear Mr. Wang,
Thank you for your offer of June 25 for “M.M.” brand raincoats.
To be frank, we like your raincoats, but your prices appear to be on the high side as compared with those of other makers. It is understood that to accept the prices you quoted would leave us little or no margin of profit on our sales. As you know, Thailand is not a rich country, and its principal demand is for articles in the medium price range. Besides, payment by L/C would increase our cost, so we propose an easier payment.
We appreciate your prompt response to our enquiry and would like to take this opportunity to conclude some transactions with you. We would, therefore, suggest that you make some allowance, say 10% on your quoted prices and payment by half cash and half L/C so as to enable us to introduce your products to our customers. If, however, you cannot do so, we shall have no alternative but to leave the business as it is.
We hope you will consider our counter-offer favorably and let us have your acceptance by E-mail.
Yours sincerely,
Brief Analysis （简要分析）：
还盘是收盘人对报盘内容不完全同意而提出修改或变更的表示。还盘既是收盘人对报盘的拒绝，也是收盘人以报盘人的地位提出新的报盘。涉及还盘的内容有：价格、贸易术语（如交货方式是FOB还是CIF）、包装、佣金、支付方式（如用L/C还是T/T等）、数量、规格等。一方的报盘经对方还盘后即失去效力，除非得到原报盘人的同意，收盘人不得在还盘后反悔、再接受原报盘。还盘需要提出理由和依据，比如：和同类厂家的同类产品相比价格偏高，或是由于自己有固定的保险商而不需要对方购买保险等。
该样函在感谢对方报盘后，明确指出对对方报盘的不满意之处，并陈述理由：价格偏高（当地消费水平低，价格高无利可图），付款方式不当（信用证付款增加成本）；而后提出自己的还盘意见（降价10%，付款一半用现金、一半用信用证）。逻辑清楚，理由充分，信息明确。
Dear Sirs，
We thank you very much for the order contained in your letter of May 8.
After carefully considering it, however, we have decided that it would be better for you to approach another manufacturer in this instance. To produce to the limits required in your specification would require the setting up of special equipments at our works, and this would seriously interrupt our normal production.
We are really sorry not to be more helpful, but hope that you will understand our position. As soon as we are in a position to supply this line, we'll get in touch with you again.
Yours sincerely,
Brief Analysis （简要分析）：
拒盘是对对方发盘的拒绝，是买卖双方贸易磋商的终止。拒盘一般也要给出理由，比如对方商品价格太高，导致买方利润过低；卖方产品品质、规格不符合买方的要求；卖方产品供不应求，存货不足等。拒绝信要写得礼貌，并留有余地，首先感谢对方的帮助，希望以后有机会合作。
该样函是对对方订单的拒绝。首先对对方表示感谢，接着给出不得已拒绝的理由（现行设备无法满足订购产品的生产要求），最后致歉并希望日后合作。语言简练，拒绝委婉，条理清楚。
Dear sirs，
Thank you very much for your letter of September 6 together with patterns and price lists.
We have chosen four qualities for which we enclose Order No. 465. The goods are urgently required, so prompt delivery will be most appreciated.
Order No. 465
Messrs. Johnson ＆ Kemp Ltd,
78 Madison Street
London, England
Please supply the following goods:
Packing: Each dozen to be packed in a tin-lined carton, with 10 dozen cartons in a wooden case.
Insurance: W.A. for 10% over the invoice amount.
Marks: As usual with our previous orders.
Payment terms: Draft at sight under an irrevocable L/C.
We have instructed our bank to open a letter of credit for the amount of this order. You will soon hear from your bank.
Yours faithfully,
Brief Analysis （简要分析）：
订单是买方发给卖方要求购买产品的书面凭证。往往把拟购商品的名称、质量、规格、数量、价格条款（如CIF、FOB、CFR）、支付条款、装运期、包装方式等内容都详细列明在订单中，供卖方考虑。订购信函语言要直接明了，避免含混不清。
该样函是典型的订购函，详细列明了所要购买的各类商品的数量，价格、交货期、以及包装、保险、唛头、支付条件，表达清楚，没有歧义。
Dear Sirs,
We thank you for your letter of November 12, 2006 together with one copy of your Order Confirmation No. P.756 for 1000 tons of Canada oats.
Enclosed are two copies each of the original and duplicate of our Contract No. FM-4321 for your signature. Please sign and return one signed copy each thereof for our files.
So far as delivery is concerned, we will try our utmost to ship the total quantity promptly, if your L/C arrives here in time. Therefore, in order to enable us to make early shipment, you are requested to arrange the establishment of L/C at your earliest convenience.
We take this opportunity to express our gratitude for your confidence in our company.
Faithfully yours,
Brief Analysis （简要分析）：
接受或确认文书实际上是买方和卖方对生意买卖的承诺。他们通过洽谈，愿意按照双方协商的条框签订合同。接受或确认一般需双方多次交换意见后才能达成，无论是买方提交订单还是卖方发出销售确认书，都需双方签字后方能生效并执行。
通常接受或确认买卖的信函，都会随信寄付订单或销售确认书，上面附有一定的条款，订单相对简单，销售确认书却非常详细。在贸易中，销售确认书常起着合同的作用，许多国家都将它作为法律仲裁的合法文件。
该样函是卖方发出的销售确认信函，主要是随信附上合同文本，供对方签署；信尾重申了交货与付款的问题。
Dear Sir，
We acknowledge receipt of your letter dated September 3 and the sales contract in duplicate enclosed, but wish to state that after going through the contract we find that the packing clause in it is not clear enough. The relative clause reads as follows:
Packing: Seaworthy export packing, suitable for long distance ocean transportation.
In order to eliminate possible future trouble, we would like to make clear beforehand our packing requirements as follows:
The tea under the contract should be packed in international standard tea boxes, 24 boxes on a pallet, 10 pallets in a container. On the outer packing please mark our initials SCC in a diamond, under which the port of destination and our order number should be stencilled. In addition, warning marks like KEEP DRY, USE NO HOOK, etc. should also be indicated.
We have made a footnote on the contract to that effect and are returning herein one copy of the contract after duly countersigning it. We hope you will find it in order and pay special attention to the packing.
We look forward to receiving your shipping advice.
Sincerely yours,
Brief Analysis （简要分析）：
包装是商品的重要组成部分。在国际贸易中，更具有特殊的意义。包装按照作用的不同，可分为销售包装和运输包装。销售包装又称内包装，主要作用是保护商品、方便使用、促进销售；运输包装又称外包装，主要是为了保护商品、方便储运、节省费用。
贸易过程中商品内包装的材料与规格，运输包装采取何种形式（通常大宗货物采用散装，绝大多数商品在单件包装基础上进行集合包装），外包装上作何运输标志，都需要买卖双方协商。有关包装的信函语言要简洁明确，避免模糊不清，造成纠纷。
该样函首先指出合同中的包装条款表述不够清楚，而后提出具体的包装建议：包装规格及外包装上的运输标志（公司名称缩写、目的港、订单号、警告标志），语言简洁，清楚明了。
A.Notice of Delivery
Dear Sirs,
Kindly accept our thanks for your extension of your L/C No. 855 and we are now pleased to inform you that we have this day shipped the zinc sheets on board “PEACE” which sails for your port tomorrow.
Enclosed please find one set of the shipping documents covering this consignment as follows:
（1）One non-negotiable copy of B/L
（2）Invoice in duplicate
（3）Packing list in triplicate
（4）One copy of Manufacturer's Certificate of Quality
We trust that the goods will reach you in good time to meet your urgent need and your entire satisfaction.
Yours Sincerely，
B.Delayed Delivery
Dear Ms. Bell,
Because of unavoidable difficulties with our own suppliers, and with a defective machine, which has now been repaired but caused a disorder in production, we regret that we cannot keep the scheduled delivery date of June 5.
We are writing to advise you that the delivery date is now revised to June 17. We have taken strenuous measures after considerable difficulties, to maintain delivery to you after minimal delay.
Yours Sincerely，
Brief Analysis （简要分析）：
交货是进出口贸易中不可缺少的一个环节。卖方在货物备好或装运前后，应及时通知买方，否则就会延误买方办理保险、提货等手续。装运是卖方按合同履行交货的义务。卖方将货物在装运港装上轮船，取得货运单据并交给买方，即可视为履行交货。
交货信函可包括的主要内容有：运输公司的名称、外包装识别的图案标志、货物离港的日期和预计抵达目的港的日期，以及在何处可以提取装船提单、清单和各种证明及其数额等。
如果不能按时交货，也需要通知买方。延迟交货的信函，要注意用词、用语的委婉性、首先要说明延迟交货的理由，然后说明何时可以交货，并为由此给对方带来的不便感到抱歉，有时还要客气地进行一定的弥补。
样函A是交货通知，信函中明确告知买方运输轮船的名称，货物离港日期及装船单据（提单副本、发票、装箱单、厂商品质证明书）。样函B通知买方需要延期交货，首先对延迟的理由予以说明，表示歉意，并给出新的交货时间。