营销师实训复习资料.DOC

第 PAGE 2 页 共 NUMPAGES 12 页 外贸函电的撰写 （一） 1、 背景材料 我方收到贵方2000年2月2日函及随函所附有关5种机械的图纸（drawings of 5 types of machines）。请函报有关机械的价格、折扣、付款方式及最早的交货时间。如果报价合理并能证明质量优良，我方将邀请贵方的代表过来详谈。 2、 试题要求 请根据背景材料内容撰写英文函电。 （二） 1、 背景材料 已收到贵方 4 月 20 日的询盘，要求我们对 1200 台标题项下的冰箱（Refrigerators）进行报盘并装运到美。在此甚为感谢。 依照你方要求，报盘如下，以我方最后确认为准。 品名：“美菱牌”电冰箱 数量：1200 台 品质：按照所附规格单 价格：每台纽约到岸价（CIF）320 美元 交货：7 月之前 付款：保兑的、不可撤销的即期信用证 我们的冰箱质量很好且存货不多。因此，为了保证及时装运，在你方价格令人满意的情况下，请尽早开立信用证。 2、 试题要求 请根据背景材料内容撰写英文函电。 外销合同的起草 1、背景材料 Sellers: Beijing Light Industrial Products Imp. Exp. Corp. Buyers: Boston Trading Co., Ltd. B：Please quote your lowest price for 1000 dozen Fountain Pens Model LC001 CFR Boston. S：As requested, we are making you a firm offer as follows: 1000 dozen Fountain Pens, Model LC001, packed in boxes of one dozen each, and 20 boxes to a carton, at US$20 per dozen CFR Boston for shipment during March/April. Payment is to be made by confirmed, irrevocable L/C payable by draft at sight. B：While we thank you for the above offer, we regret to say that your price is too high to be acceptable. There is no possibility of this deal unless you reduce your price by 5%. S：In view of our long business relations, we accept your counter offer. Please send us your order by return. B：We are pleased to confirm having ordered 1,000 dozen Fountain Pens on the terms and conditions stated in our counter offer. Please send us the relevant S/C. S：Enclosed is our S/C No. 5454 signed in Beijing on 18th January, 2009. 2、试题要求 根据背景材料中的往来函电拟定合同。 CONTRACT Contract No.: （1） Sellers: （2）. Buyers: （3） This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: （4） Specifications:（5） Quantity: （6） Unit Price: （7） Total Value: （8） Packing: （9） Shipping Mark:（10） Insurance: （11） Time of Shipment:（