发布时间 : 星期六 文章商务英语函电讲稿更新完毕开始阅读
1).2 sets Lincoln DC1500 Power Source K1383 Suitable for power of 380/3/50HZ $.../set?$... Sub Total:$...
2).2 sets K356 NAS Control ?$... K346 NAS Head ?$... 3).Spares of DC1500
a. 5 units G1530-2 $.../unit ?$... b.5 units G1587- $.../unit?. Total:$... 4).Spares of NA5
Price:Ex-work U.S.A. in US Currency CIF Guangzhou
Delivery: To be effected by sea from U.S.A. in about 18 weeks to Guangzhou subject to the date of receipt of the acceptance irrevocable credit.
Payment term:100% contact value at sight by irrevocable Letter of Credit in favor of ALL FIT ENGINEERING LIMITED to be issued eigher by the buyer or I/E corp (进出口有限公司).authorized by the buyer within 30 days from the date of buyer’s contract.
Machine warranty:12 months from the date of cargo receipt,warranty will be null and void (无效的) if Machine is subject to misuse,accidental damage（意外损坏）or operator’s errors.
Training:One technician will be sent to customer plant for six working days (6个工作日) on free of charge (免费)basic.However,the buyer is required to provide accommodation,transportation,meals during the period. Remarks:
1) The buyer is required to pay US $120.00 as a daily labor charge,and the accommodation,meals,transportation as incurred if length of stay is exceeded than the agreed six working days.
2) The US $120.00 is waived if it is the seller’s fault.
41
3) Installation guide and maintenance operation manuals and spare parts (备件) list of the purchased machine will be sent to the buyer along with the goods.-
Price validity:30days from the date of this quotation. Regards. Lynn Kwok Sales Manager
2．推销信 (sales letter)
----把特定的商品和服务推销给特定的用户，分为一般性推销和凭样品推销。推销时机有：
----1）发售新产品；2）短期内出清存货；3）设立分公司，办事处或希望大幅度增加顾客
4）扩充工厂；5）籍品质，价格的调整，以大量销售继续唤回将失去的旧顾客 6）重新介绍广获好评的产品等，都是推销的好时机。这时候不适合继续沿用固有的交易方式及交易条件。果断，大胆，积极地促销才是正途。姑且不论是否能达到让对方自动要求往来，自愿担任信用调查处，代理商，或经销商的绝佳效果；就算仅仅为了一次交易活动，也应该妥善做好推销活动。积极利用机会促销，可以得到意想不到的订单，更可以建立新的交易关系。
----充满说服力的言词是极为重要的。
----无论在书信或广告上，都应该使用新鲜，有力的言辞以吸引对方。如生产器皿（或机械）应就客观的事实，性能基础进行说明，使顾客无法抗拒这些好处。若为消费品，则应以诉诸地方情感的方式，比科学，客观资料更有效果。
一般性推销：
Dear Sirs,
We are pleased to send you with this fax a copy of our catalogue for SL-VSS01 Video CD Player.The high quality of our products is well known and universally
42
acknowledged and we are confident that (我们确信?)a trial order (试购)would convince you that the goods we are offering excellent value for money（高价值的）.
In order to popularize these products,all the catalogue prices are subjected to a special discount of 10% during this month only（只在这个月给予10%的特别折扣）.-
We are offering you goods of the very highest quality (高质量产品)on unusually generous terms and would welcom your earliest orders.
凭样品推销：
Dear Sirs,
DBC-3 U.S. Dollar Bank Note Checker has an excellent security level against so called“Super Dollar”issued after 1988(1988,1990,1993).----DBC-3美元验钞机是一种质优而且安全的验钞机，它能验出1988/19901993年版的超级美钞的假钞。 According to the Test Report from the authorized counterfeit department of German Bank and the Russian Authority,DBC-3 recognized all counterfeits (More than 2000 counterfeits including over 700 Super Dollars).----通过德国银行和俄罗斯权威机构的测试报告，认定了DBC-3的验钞机可以识别所有的伪钞。
DBC-3 can recognize New 100 U.S.Dollars in 1996 by using “New EP-POM”.---- DBC-3能够识为新版美元主要是因为使用了新的芯片。
DBC-3 displays total bills and amount and indicates denomination of recognized bank note.----DBC-3识别所有的钞票并能汇总所有的钞票号码。
How about letting us bring our machine in for a demonstration?I will call your secretary and see if I can make an appointment with you. Yours sincerely,
销售西装： Dear Sirs,
Last year we achieved a 30% increase in (在?方面增长) the sales of our
businessmen’s suits（西装）. We believe that this happy state of affairs (事
43
态/情势) can be attributed to (把某事归因精于某事?) two causes.First,we managed to avoid passing on (传递) any part of our increased manufacturing costs（任何我们增长的生产成本）--我们设法避免将任何增加的成本转嫁给顾客.Second,we believe our designs and colours are the most attractive that we have ever produced.
And so (因此) we are happy to be able to tell you that (我们能很高兴地告诉你?) our new season’s suit are,if anything,more attractive than last year’s and our prices will compare very favorably with those of any our competitors.We believe that you will agree that our samples prove the truth of our claims.
We look forward to an even larger order than the one you favored us with (满足/取悦) last year.—期待你方惠赐较去年更大的订单。 Your faithfully,
As you are no doubt already aware (你必定已经知道?),the New York Motor Show will take place（举行）in October,and we expect that you will be going along to have a look at the latest models.
You are interested in economy buys and value for money,and we would therefore ask you to have a good hard look at your new model,GS-1800.This car has
full-automatic transmission（全自动变速）at a price half that paid for similar cars on the market.
Your customers are certain to be very interested in these cars,and we can assure you that (我们能向你保证?) export orders (出口定单) will be delivered by the end of this year. Yours truly,
3．实盘 (firm offer)
----指卖方向买方发出的在一定价格下，一定期限内出售货物的承诺。实盘一经对方接受，就具有法律效力，卖方不得随意撤回。它通常包括以下几项： A．感谢对方的询盘
B．商品的名称(name of commodities)，质量(quality)，数量(quantity)及规格(specifications)
44