今天推出的這篇文章，是外貿(mào)業(yè)務(wù)員特別是外貿(mào)新手需要認(rèn)真多次反復(fù)閱讀并盡可能記住的，這樣會(huì)在以后的工作中信手拈來，用在對(duì)外商的回復(fù)中，外貿(mào)的拿來主義非常使用！
Offering Substitute
提供替代品
Dear sirs,
We thank you for your cable enquiry of 23rd September for Pongee Silk6112 .
While we appreciate your efforts in pushing the sale of our products, we very much regret that we are not in a position to offer you the desired quality, owing to excessive demand. However, we should like this opportunity to offer without engagement the following material as a close subsitute for your consideration:
500 pieces Pongee Silk 6113 at EURO4.80 per yard
CIF Hamburg, including your commission of 3%
A sample cutting is enclosed for your reference. If you are able to close business as we propose here, please cable us as soon as possible.
Yours faithfully,
敬啟者，
我們感謝您在9月23日對(duì)蠶絲綢6112的來電查詢。
我們非常感謝您為推銷我們的產(chǎn)品所做的努力，但是令我們非常遺憾的是，由于需求過大，我們無法為您提供所需的產(chǎn)品。 可是，我們希望利用這個(gè)機(jī)會(huì)在沒有約束的情況下向你提供以下最近似的替代產(chǎn)品供您參考考慮：
500件6113 蠶絲綢，每碼EURO4.80
CIF漢堡，包括您3％的傭金
隨附剪樣供您參考。 如果您能夠按照我們的建議達(dá)成交易，請(qǐng)盡快給我們回電。
您忠誠的，
外貿(mào)詞匯小貼士：
1. push v. 推進(jìn) (商業(yè)上引申為"推銷")
Please make efforts to push this article.
請(qǐng)盡力推銷該商品
2. substitute n. 代用品 , 替代品
We would suggest your accepting Pattern No.45 as a substitute.
我們建議您接受第45號(hào)圖案作為替代品。
substitute v. 代替；以 A 代替 B 是 substitute A for B 或 substitute B by A 或substitute B with A.
If agreeable to you, we will substitute Type No.15 for the portion underlivered.
如果你同意，我們將用第15號(hào)型號(hào)代替未交貨的部分。
substitution n. 代替
We enclose an amended contract in substitution for the previous one.
我們附上一份修改后的合同來代替前一份合同。
3. for your (our, their) reference 供你們 (我們, 他們) 參考
For your reference, we enclose any analysis of the test we have made.
我們附上對(duì)我們所做測試的所有分析供您參考。
4. close business 達(dá)成交易, 成交
In ability to Supply
Dear sirs,
Reference is made to your cable of 25th October and ours of today, which reads as follows:
YC25TH REGRET NOSUPPLY WRITING
As you perhaps know, demand for the article you enquiry for has ever heavy since last year and we are fully committed at this moment with the result that we are not able to make you the offer as requested.We shall, however, not fail to contact you as soon as fresh supplies come up.Should your customers need some other types, please let us know.
Nevertheless, we thank you for your enquiry.
Yours faithfully,
敬啟者，
我們已經(jīng)注意到您10月25日的來電，我們今天的回復(fù)內(nèi)容如下：
您25日詢價(jià)很遺憾不能供貨。
您可能知道，自去年以來，您詢價(jià)的商品需求量一直很大，我們現(xiàn)在已經(jīng)滿負(fù)荷承接訂單，所以我們無法按要求向您提供報(bào)價(jià)。但是，我們?nèi)绻行碌墓?yīng)品一定請(qǐng)立即與您聯(lián)系。如果您的客戶需要其他類型的產(chǎn)品，請(qǐng)告訴我們。
無論如何，我們感謝您的詢問。
您忠誠的，
外貿(mào)詞匯小貼士：
1. reference is made to 茲談及
Reference is made to your yesterday's cable, a copy of which please find enclosed.
請(qǐng)參考您昨天的來電，請(qǐng)見隨附的副本。
2. commit v. 承諾, 約束, 使負(fù)有責(zé)任 (商業(yè)上常指定貨)
We will do our best to advance shipment but cannot commit ourselves.
我們會(huì)盡力提前裝運(yùn)，但不能保證。
The manufacturers are heavily committed for many months to come.
制造商將在未來幾個(gè)月內(nèi)有滿負(fù)荷訂單。
commitment n. 所承諾的事, 所承擔(dān)的責(zé)任 (指合同履行)
We have not made any commitment in this respect.
我們?cè)谶@方面沒有做出任何承諾
Owing to heavy commitments, we cannot accept fresh orders at present.
由于超量訂單，我們目前無法接受新訂單。
3. with the result that 因此, 結(jié)果是
We have approached them again with the result that they accept the extended shipment offered by you.
我們?cè)俅闻c他們聯(lián)系，結(jié)果是他們接受了您的延期裝運(yùn)報(bào)價(jià)。
4. not fail to 務(wù)必, 一定
As soon as you get the licence, please do not fail to cable us.
你一搞到許可證，請(qǐng)務(wù)必電告我方
5. come up ph. v. 到來, 出現(xiàn)
We will resume offering when replenishment comes up.
當(dāng)補(bǔ)充貨物到時(shí)我們將恢復(fù)報(bào)價(jià)
Declining a Counter-offer
拒絕一項(xiàng)還價(jià)
Dear sirs,
Re:Silicon Steel Sheets
We learn from your letter of 10th October that our price for the subject article is found to be on the high side.
Much as we would like to cooperate with you in expanding sales, we are regretful that we just connot see our way clear to entertain your counter-offer, as the price we quoted is quite realistic. As amatter of fact, we have received a lot of orders from various sources at our level.
If you see any chance to do better, please let us know. On account of a limited supply available at present, we would ask you to act quickly.
In the meantime, please keep us posted of development at your end. We assure you that any further enquires from you will receive our prompt attention.
Yours faithfully,
敬啟者，
回復(fù)：硅鋼板
我們從您10月10日的來信中了解到，說我們關(guān)于表提所提的商品價(jià)格偏高。
正如我們希望與您合作擴(kuò)大銷售一樣，我們很遺憾，我們無法滿足您的還價(jià)，因?yàn)槲覀兊膱?bào)價(jià)是非常現(xiàn)實(shí)的。 事實(shí)上，以這個(gè)價(jià)格標(biāo)準(zhǔn)我們已經(jīng)收到了來自各個(gè)方面的大量訂單。
如果您認(rèn)為價(jià)格有任何改善的機(jī)會(huì)，請(qǐng)告訴我們。 由于目前供應(yīng)有限，我們請(qǐng)求您迅速采取行動(dòng)。
在此期間，如果你方有任何進(jìn)展請(qǐng)隨保持聯(lián)系。 我們向您保證，您的任何進(jìn)一步詢價(jià)都會(huì)得到我們的及時(shí)關(guān)注。
您忠誠的，
Declining an Order
謝絕一個(gè)訂單
Dear sirs,
Re:Silicon Steel Sheets
We thank you for your Order No.115 received this morning for the above goods, but regret that owing to shortage of stocks,we are unable to accept the same, nor can our manufacturers undertake to entertain your order for future delivery on account of the uncertainty of raw materials.
We will, however, revert to this matter and contact you by cable, once the supply position improves.
Meanwhile, please feel free to send us your specific enquiries for any other metal sheets and you can rely on our best attention at all times.
Yours faithfully,
敬啟者，
回復(fù)：硅鋼板
我們今天上午收到的關(guān)于上述商品的第115號(hào)訂單，非常感謝。但遺憾的是，由于庫存不足，我們無法接受您的訂單，因?yàn)樵牧系牟淮_定性，我們的制造商也不能向你承諾遠(yuǎn)期交貨的訂單。
但是，一旦供應(yīng)情況改善，我們將就此事向你回復(fù)。
同時(shí)，請(qǐng)隨時(shí)向我們發(fā)出您對(duì)任何其他金屬板的具體詢問，請(qǐng)相信我們會(huì)給予你的詢價(jià)最細(xì)心的關(guān)注。
您忠誠的，
外貿(mào)詞匯小貼士：
1. on the high side 偏高 (指價(jià)格)
We regret to say that we cannot accept your offer, as your price is found (to be) on the high side.
我們很遺憾地說，我們無法接受您的報(bào)價(jià)，因?yàn)槟膬r(jià)格是偏高的。
2. see one's way (clear) 有可能 (做某事), 設(shè)法
We hope you will see your way (clear) to accept (or : accepting) September shipment.
我們希望您能接受我們9月裝運(yùn)。
3. realistic adj. 符合實(shí)際的
Your priceis not quite realistic.
你的價(jià)格不太現(xiàn)實(shí)
4. do better (指價(jià)格時(shí)) 出較高的 (或更低的) 價(jià)格
If later on you can see any chance to do better, please let us know.
如果以后您有任何更好的變化，請(qǐng)告訴我們。
5. available adj. 可利用的, 可得到的, 可供應(yīng)的
We will ship by the first steamer available (or: the first available steamer) next month.
我們將在下個(gè)月的第一班船裝運(yùn)
6. keep sb. posted (of) 隨時(shí)告知某人(......)
也可以說 keep sb.informed (of) 或 keep sb.advised (of)
Please keep us posted (or: informed, advised) of any change in the situation.
如果情況有任何變化，請(qǐng)隨時(shí)向我們更新（或：通知，建議）。
7. development n. (單數(shù)) 發(fā)展 ; (復(fù)數(shù)) 事態(tài)發(fā)展的情況
We look forward to the rapid development of our business.
我們期待我們業(yè)務(wù)的快速發(fā)展。
8. at your end 在你處
Please advise the price ruling at your end (or: on your side, in your place).
請(qǐng)告知你方的最終價(jià)格。
9. receive one's attention 得到注意,予以辦理
Your letter has received our careful attention.
我們仔細(xì)第閱讀了你的來信。
10. shortage n. 不足, 不足額 (指交貨時(shí),常指短重)
Please do your utmost to ship shortage by the next available steamer.
請(qǐng)盡量用下一個(gè)可用的輪船裝運(yùn)短裝的貨物。
11. undertake v. 承擔(dān), 答應(yīng)
As this is an order of substantial size, we cannot safely undertake to complete its manufacture in a month's time.
由于這是一個(gè)相當(dāng)大的訂單，我們不能完全保證在一個(gè)月的時(shí)間內(nèi)完成其制造。
12. uncertainty n. 變化, 不肯定
In view of the uncertainty of price movement, we deem (means: consider, regard) it advisable to withhold offering.
鑒于價(jià)格變動(dòng)的不確定性，我們認(rèn)為（意味著：考慮，考慮）最好暫時(shí)不要報(bào)價(jià)
13. revert (to) v. 復(fù)原, 復(fù)舊, 重提,外貿(mào)函電中常用 revert to this matter, 表示以后再談
It would probably be a month before we can revert to the special quality you required,which is being test-manufactured.
可能需要一個(gè)月的時(shí)間才能恢復(fù)到您所需的特殊質(zhì)量，目前正在測試制造的過程中。
14. feel free to 無約束的,與 do not hesitate to 意義相似.
15. rely on ( 或 reply upon) ph.v. 信賴, 依靠
You may rely on our shipping the goods within the period specified.
請(qǐng)你相信我們會(huì)在指定的期限內(nèi)裝運(yùn)貨物的。
16. on account of = because of 因?yàn)?/p>