建立业务关系一、模式1、告诉对方我方是如何获悉他们的信息的2、表示我方愿与对方建立业务关系3、介绍我方的经营范围。

（附：资信情况）4、希望能得到对方的回信（结尾）二、例句（一）信息来源1、We have get/obtain your name and address from the trade show.2、Your company has been introduced/recommended to us by Bank ofChina.(银行/公司名)（二）建立业务关系1、We are writing you in the hope of establishing business relations withyou.2、We shall be pleased to enter into business relations with you.(三)介绍我方的经营范围1、We are one of the largest table-cloths exporters in our country andhandle with various kinds of products for 5 years.2、We are a state-owned corporation specializing in the export oftable-cloths. (private corporation 私营企业)附加：关于资信情况1、For our credit standing, please refer to Bank of China.2、Our banker is Bank of China. It can provide you information aboutour business and finance.(四) 结尾1、We look forward to hearing from you soon.2、We are looking forward to receiving your early reply.3、We hope to hear form you shortly.询盘（Enquiries）一、模式1、得知对方是某一行业的出口商/感谢对方与你方建立业务关系2、询问某产品的价格、尺寸、颜色等，并请对方附上一份目录3、询问对方可接受的支付方式/陈述我方的支付方式4、结尾二、例句(一) 得知对方信息/感谢来信1、We have got the information from the Internet that you are one of themain exporters of table-cloths.2、We thank you for your intention to enter into business relations withus.（二）询盘1、At present, we are interested in table-cloths and shall be glad if youwill send us your latest price list in various colors and size.2、We are interested in table-cloths and shall be glad if you will send usa copy of illustrated catalogue and latest price list.(三) 支付方式1、When replying, please tell us/state your terms of payment and discount you would offer.2、We would like to state that we usually pay for our imports by sight L/C. We feel sure, it will be agreeable to you.回复（A Reply）Dear Mr. Bean，We warmly welcome your enquiry of April 4and thank you for your interest in our cushions.We are enclosing samples and price list of back cushions giving the details you asked for. We feel confident that you will find the goods both excellent in quality and reasonable in price.We are looking forward to your order soon.Yours sincerely，China National Import & Export Corp.发盘（offer）一、模式1、感谢对方的询盘2、报价的有效期（实盘/虚盘）3、商品的报价情况（品名、规格、颜色、尺寸、价格、装运、支付方式等）4、结尾二、例句（一）感谢对方的询盘1、We were pleased to receive your letter of 4th April and thank you for your interest in our products.2、We thank you for your letter of 10th November, enquiring for Forever Brand Bicycles.(二) 有效期1、We are making you, subject to your acceptance reaching us not latter than July 30, the following offer: (实盘)2、We are making you, without engagement, the following offer: （虚盘）3、The above/following quotation is made without engagement and is subject to our final confirmation. (虚盘)（三）报盘（模式）Commodity:Color:Size:Price: USD 25.00/dozen CIF New YorkShipment：October/November, 2012Payment: By L/C at sight to reach the Sellers one month before shipment.还盘（counter offer）一、模式1、感谢报盘2、陈述不能接受的原因，并说明自己能接受的条件3、结尾二、例句1、We thank you for letter of 19th November quoting us for ForeverBrand Bicycles. 感谢你11月19日关于永久牌自行车的报价。

2、I wish to point out that your offer are higher than some of yourcompetitors in other countries.我想指出你方的报价比来自其他国家竞争者的报价高3、There is big difference between your price and those of yourcompetitors . 你方报价和竞争者的报价相差很大4、I am sorry to say that your prices are about 9% higher than thoseoffered by other suppliers.我方很遗憾的通知贵方，你方价格比其他供应商要高9%5、Compared with what is quoted by other supplier, your price isuncompetitive. 与其他供应商报价相比，你方价格缺乏竞争力6、Your price compares unfavorable with your competitors.你方报价对竞争者报价没有优势7、To accept your present quotation would mean a heave loss to usnot to speak of profit.接受你方的报价将会使我方损失惨重，更别说利润了8、We regret to say that your price is on the high side, we do notthink there is any possibility of business unless you cut your price by 20%.很遗憾，你方的价格偏高，如果你方不能降价20%，生意根本没办法谈成。

9、We hoped you will quote your rock-bottom price, otherwise wehave no alternative but to place our orders else where.我方希望贵方可以报出最低价，否则我们只好到其他地方下订单10、Our counter offer is well in line with the international market, fairand reasonable. 我方还盘与国际市场相符，公平合理反还盘（counter-counter offer）一、模式1、感谢还盘2、陈述不能接受的原因，并说明自己能接受的条件3、结尾二、例句1、Your counter offer is much too low ,especially considering the small amount of your order. 你的还盘太低，尤其是这么小的订单量2、Our prices fixed on a reasonable level.我们的价格处于合理的水平3、This is the best price we can give you. 这是我报给你的最优价格4、Considering quantities has been sold at this level any furtherreduction is out of the question.考虑已经在这个价格上出售的数量，再降价已经勉为其难了5、We can not make any further discounts.我们不能再有任何的折扣了6、The price we offer you is the lowest, we can’t do better.我们给你报的是最低价，我们不能再让步了7、If you compare the quality of our good with that of other country,you will see our price is very reasonable.如果拿我们的产品质量与其它国家的相比，你会发现我们的价格是非常合理的8、If you increase your order to 30,000 , I suppose we couldconsider reducing the price to 300$ per piece.如果你将订单增加到30，000的话，我想我们的单价可降到每件300美金9、If you double the order, we may consider giving you a 8%discount. 如果订单翻倍的话，我们可以考虑给你8%的折扣10、The best we can do is to allow you 2% off our quotation.我们最多能做到的是我们报价降低2%11、We feel that your counter-offer is not proper because of theprice for such a material is on the raise at present.我们认为你的还盘不合理，因为这种材料的价格目前呈上升趋势。