1、5、磋商内容清晰完整，包含必要的磋商要素如：品名、规格或质量要求、数量、包装、价格、付款方式、运输方式、装运时间、装运港、目的港、保险条款等。（具体可参考发盘。） 6、磋商过程中有多次议价过程或英文函电写作文采较好都能够得到相应加分。建立贸易关系,可以通过多种途径,比如通过驻外机构、国外商会、同业商行、银行、出国访问、商品交易会、报纸广告、市场调查等等。建立贸易关系的信函,要写得诚恳、热情、礼貌、得体,并将写信人的意图清楚地叙述完整,给对方留下深刻地印象,使其愿意与你交往。范例一:20 July 2011PIVOT TRADING COMPANY M.605,HEWLETT CENTRE,54
2、 HOI YUEN RD.KWUN TONG,KLNDear Sir:We understand from your information posted on www.P that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture
3、 specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our website ,which includes our latest product line. Should any of these items be of interest to you, pl
4、ease let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Yours faithfullyAaronPNG LAND HOLDING 7TH FLOOR,FLAT C,HIGHLAND MANSION,CAUSEWAY BAY 范例二:15 May 2011SHAWSPENCER INTERNATIONAL PLCVALE HOUSE, 34-38 V
5、ALE ROAD,BUSHEY HERTFORDSHIREInquiries regarding our new product, the FANCY SOAP, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market that it is the best FANCY SOAP. Enclosed is our brochure. Looking forward to receiving your enqui
6、res soon. Yours faithfully BartHANS & TONY COMPANY LTD. FLAT D,12TH FLOOR,YEUNG YIU CHUNG （NO.8） IND.BLDG.,NO.20 WANG HOI ROAD,KOWLOON BAY,KOWLOON 范例三:25 June 2011Nippon Life Room 201, No. 34, Lane 125, XiKang Road. Dear Sirs：We have your name and address from the www.P that you are in the market fo
7、r textiles. We take this opportunity to write to you with a view to set up friend business relations with you. We are a state-owned company dealing specially with the export of tablecloth. We are in a position to accept orders according to the customers spmples.In the customers spmples,request about
8、 the assorted pattern, specification and package of the needed goods can be indicated particularly. In order to give you a gengral idea of various kinds of the table-cloth we are handling, we are airmailing you under separate cover our latest catalogue for your reference. Please let us know immediat
9、ely if you are interested in our products. We will send you our price list and sample to you as soon as we receive your specific inquiry. Looking forward to your early reply. Kis MEMPHIS FOR IMPORT & EXPORT127, MASR & ALSOUDAN AT.,TOWER （C） 4TH FLOOR CAIRO 范例四:GOODSTONE CENTURY INC.64-03,UTOPIA PKWY
10、,FRESH MEADOWS,NY 11365We have obtained your address from the www.P that you are in the market for textiles,and are now writing you for the establishment of business relations. We are very well connected with all the major dealers here of Shoes Products, and feel sure we can sell large quantities of
11、 Chinese goods if we get your offers at competitive prices. As to our standing, we are permitted to mention the Bank of France, Paris, as a reference. Please let us have all necessary information regarding your products for export. Yours faithfully AemWINCDITY （AUSTRALIA） CO PTY LTD2 GREEN GUDLY CLO
12、SE,KEILOR DOWNS,VIC 范例五:5 JUNE 2011ORDTRON CANADA INC 26 FORBES CRES MDRKHAM, ON.Gentlemen:We have obtained your name and address from Aristo Shoes, Milan , and we are writing to enquire whether you would be willing to establish business relations with us. We have been importers of shoes for many ye
13、ars. At present, We are interested in extending our, range and would appreciate your catalogues and quotations.If your prices are competitive we would expect to transact a significant volume of business. We look forward to your early reply. jillWINNANG SKY（ASIA） LIMITEDUNIT 908, 9F,NEW EAST OCEAN CE
14、NTER,9 SCIENCE MUSEUM ROADTSIMSHATSUI EAST HANGKANG 返回页首 又称询价，是交易的一方向对方探询交易条件，表示交易愿望的一种行为。询盘多由买方作出，也可由卖方作出，内容可详可略，可以是只询问价格，也可以是询问其他一项或几项交易条件，主要是商品的价格、包装、交货期、付款方式等，以致要求对方向自己作出发盘。 询盘的内容询盘应简洁、清楚、礼貌。询盘对交易双方无约束力。20 March 2011NEXTWEAR,INC.Room 403, No.37,A streetTianjin, ChinaDear Sir or Madam:Messrs John
15、s and Smith of New York inform us that are exports of all cotton bed-sheets and pillowcases. We would like you to send us details of various ranges, including sizes, colors and prices, and also samples of the different qualities of material used. We are large dealers in textiles and believe there is
16、 a promising market in our area for moderately priced goods of this kind mentioned. When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 dozen of individual items. Price quoted should include insurance and freight to London. Ca
17、rlCoapaq CampanyFloor 4, 6 South Zunyi Rd., Hongqiao Friendship Shopping Mall.21 June 2011 NAssau MAtAr Co., LtdNo. 272, BayA RoadNEW YORK, USASeeing your ad in“POCIB” we become interested in your WOMENS PYJAMAS. Please quote us for the supply of the items listed on the enclosed query form and give
18、your prices C.I.F. Shanghai. It would be appreciated if you include your earliest delivery date, terms of payment, and discounts for regular purchases. Tony Smith Groupe AuchanRoom 1403, No. 45, reer Residential Quarter, Begde District,U.S.A 1 January 2011 Novartis Co., LtdP.O.BOX 21A,STRATHFIELD SO
19、UTH NSW 2136 SYDNEY In your letter of December 31, 2010, we got your enclosed price list and catalogue; we found that one of your goods is to our satisfaction, so we are now post its picture back to you. Would you please inform us in detail its price, terms of payment and terms of shipment? We hope
20、you would quote us the most reasonable price. As we have a large population here, if the goods are sold well, we are sure to place regular orders with you. DavidViacom Co., LtdRoom 2203, No. 7 xader District. Gentle Credit Investment Co., Ltd91A MANDOON RD.,GIRRAWEEN 2145 NSW We are interested in bu
21、ying large quantities of HAND SAW in all sizes. We would be obliged if you would give us a quotation per kilogram CFR 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 b
22、uy 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. EvanAbey Co., Ltd#324 KING ST.NEWTOWN ITOCHU AUSTRALIA LTD. SYDNE
23、Y OFFICE LEVEL 29 GROSVENOR PLACE 225 GEORGE STREET SYDNEY, N.S.W. Dear Zhang Min:We learn from our trading partner John & Son Corporation that you are a leading importer and exporter of Arts & Crafts in your country. We take this opportunity to approach you in the hope of establishing business rela
24、tions with you and making an enquiry. We are an importer and exporter of Arts & Crafts in Australia with more than 30 years of trading experience in this circle. At present, we are very interested in your embroidered table cloth and should appreciate your sending us the latest illustrated catalogues
25、 and price lists. If your prices are competitive, we will place bulk orders with you. We look forward to receiving your early reply. Yours sincerely,Kenneth KingSANTONA IMPORT & EXPORT LTD.RM.1213,12/F.,HOUSTON CENTRE,63 MODY ROAD,TSIMSHATSUI EAST,KOWLOON范例六:Dear Sirs:20 May 2011Room 403, No. 37, Su
26、tang Residential Quarter, BaiShan DistrictWe thank you for your letter of May 3 and shall be glad to enter into business relations with you. We have seen your brochure and are interested in Green Tea Extract and Porcelain Tea Set No.TSM001. We shall be pleased if you will kindly send us samples and
27、all the necessary information regarding these two products. Meanwhile, please quote us the lowest price, CIF Liverpool, stating the earliest date of shipment and the minimum quantity. Should your price be competitive and date of shipment acceptable, we intend to place a large order with you. Your ea
28、rly reply will be highly appreciated. GavinJ. MORIYAMA HAIR DESIGN58 UPPER MONTAGU STREET, LONDON发盘函是指卖方在销售某种商品时,向买方报价、介绍商品情况。提出具体的交易条件（包括商品名称和规格、数量、价格、付款条件、交货日期、运输方式和时间、保险、商检证书的需求等等）时所写的一种外贸信函。发盘有实盘和虚盘之分。实盘是报盘人在规定的期限内对所提条件的肯定表示,报盘人在有限期内不得随意改变和撤回报盘内容,发盘一经买方接受,买卖立即敲定,双方就有了法律约束力的合同关系。虚盘是报盘人所作的非承诺性表示,附有保留条件,如“以我方最后确认为准（subject to our final confirmation）”等。发盘要包含所有的具体交易内容，尤其是实盘要全面准确。发盘的具体内容包括：1.价格条款， 包含币别、金额、计量单位、贸易术语等4个要素。例如：Unit Price :USD 59 PER PC CIF NEYAGO 2.品名，包含商品编号和名称。 注：在POCIB中一笔合同只能包含至多3个商品，而且要是同一类别的。Product: No.25003 24K Gold Decorat
