自考外贸函电考试重点

1、外贸函电的写作要领：completeness（完整）、concreteness（具体）、clarity（清楚）、conciseness（简洁）、courtesy（礼貌）、consideration（体谅）以及correctness（正确）。2、信息可以分为四大类：肯定信息（positivemessage）、中性信息（neutralmessage）、否定信息（negativemessage，也称负面信息）和说服信息（persuasivemessage）.3、布局可以分为平铺直叙法（DirectPlanorApproach）和曲折迂回法（IndirectPlanorIndirectApproach）。4、书信的组成部分（必备部分）（可选部分）1.信头（TheHeading）8、事由(TheSubjectHeadingOrCaption)2.日期（DateLine）9、经办人（Attentionline）3.封内地址（TheInsideAddress）10、附件（TheEnclosure）简写Encl.orEnc.4.称呼（TheSalutation）11、抄送（CarbonCopy）简写C.C.5.信的正文（TheBodyoftheLetter）12、再启（ThePostscript）简写P.S.6.结束语（TheComplimentaryClose）7.签名（TheSignature）5、打信1.缩行式：封内地址和其需要分行的地址的后一行，都比前一行缩进两格或三格；信的正文，每一段的开始一行都缩进若干格（一般与称呼末一字母取齐）。2.平头式：需要分段的地方，及每段的开始一行都与前一行取齐，一律不缩行。平头式各段之间要用doublespace以示分段。3.混合式：封内地址和称呼采用平头式（从左边的空白边缘打起），其他部分采用缩行式，两种格式的混合采用所以称之为混合式。八、撰写询函的理由通常包括：（1）获取信息（如价格和技术数据）（2）获得印刷品（如商品本、说明书、公司介绍等）（3）索取样品（4）取得帮助（如得到特别允许，帮助或建议等）九、询函的回复分几种情况，有肯定的答复，有否定的答复，也有部分肯定、部分否定的答复。如果答复是肯定的，则采用平铺直叙的结构，答复开门见山，先说最紧要的。如果答复是否定的，或者是部分肯定，部分否定，回复九要采用曲折迂回的布局。在部分否定的答复中，肯定的那一部分内容正好可以充当缓冲垫。十、报盘（Offer）又称发盘。卖方的Offer称为SellingOffer，Offertosell。买方的Offer，称为BuyingOffer，Offertobuy或Bid。十一、报盘有实盘（FirmOffer）和虚盘（Non-firmOffer）两种形式。实盘又称“不可撤销的发盘”，指由发盘人向受盘人提出完整、明确、肯定的交易条件，并愿在一定期限内按所提条件与受盘人达成交易的一种肯定表示。虚盘是卖方所作的非性表示。往往附有保留条件，买方接受后卖方仍然可以改变注意。报盘属于中性信息，布局采用平铺直叙法。Wearenow___c____yourinquiryofOctober12th。a.onreceiptofb.uponreceiptofc.inreceiptofd.inreceptionofIwanttoacquaintmyself____b__thesupplypositionofsteelproducts.a.ofb.withc.ford.aboutOurnewlow-costsolutionsmaybe____d_____particularinteresttoyou.a.inb.withc.ford.of___c___wewouldliketoclosethebusinesswithyou,wefindyourbidunacceptable.a.Muchb.Howevermuchc.Muchasd.Despite___a___yourcounteroffer,weregretthatwecan’tacceptit.a.Asregardsb.Inregardstoc.Withregardsd.Inregards___a___thelowstockofsuchgoods,wewouldadviseyoutoacceptourofferimmediately.a.Owingtob.Becausec.Sinced.As___a__youlikeotheritems,pleaseletusknowandweshallbeonlytoopleasedtomakeyouoffersdirect.a.Incaseb.Inthecasec.Inthiscased.InthatcaseAsrequested,wearepleasedtoquoteyouwithoutengagementas____a_____.a.followsb.followc.followingd.followedWeareofferingyougoods____a____theveryhighquality.a.ofb.atc.ford.withWearepleasedto_____c___yourofferandplaceatrialorderwithyou.a.makeadvantageofb.makeuseofc.takeadvantageofd.takeuseofAgrowingdemandcan_____c____increasedprice.a.resultb.resulttoc.resultind.resultfromCIFisapriceterm,meaningthepriceincludesthecostofgoods,theinsuranceand__b____forcarryingthegoodsuptothedestination.a.paymentb.freightc,premiumd.forwardingAsyouareourregularcustomer,wethinkwemayconcede_____c___priceprovidedyoufiveusanorderforaminimumof100units.a.withb.atc.ind.toWeneedanagentinthatcountrytohelpusto___a___ourproducts.a.marketb.displayc.disposed.buy___d____wewouldliketoco-operatewithyou,wedonotthinkthereisroomforareductioninourprice.a.Evenb.Asc.Muchd.Muchas____d__youcanmakeareductionof5%nobusinessispossible.a.Incaseb.Providedc.Ifd.UnlessIhavelooked____d___yourorder,andIcanassureyouthateverythingisonschedule.a.atb.onc.withind.intoIftheshoes____c___aswellaswehope,wewillplacefurtherorderinthenearfuture.a.aresellingb.soldc.selld.aresoldWelookforwardto___a___atrialorder.a.receivingb.receivefromyouc.receiptd.receiptyourWouldyoupleasefaxusyourstatementsothatwecanproceed_____a___yourorder?a.withb.onc.ind.toThebuyersuggestedthatmanyimportantorders______b______follow.a.mayb.willc.shouldd.wouldbeAsourfactoryisnowfullyoccupiedwithorders,weregrethavingto___b___yours.a.refuseb.declinec.rejectd.returnSuchagrowingdemandcanonlyresult____a_____increasedprice.a.inb.fromc.tod.forThecarIboughtlastweek____a_____me$3000.00.a.costb.spendc.costedd.spentWealsowishtoadviseyouthatthepriceswequotedareour___c____prices.a.newb.cheapc.rockbottomd.easiestWearepleasedtoenclosea_____b___quotationforbathroomshowers.a.detailb.detailedc.detailingd.detailsWehavebeensourcingfromlocalfirmswho____c_____sendusquotationsregularly.a.areusedtob.usetoc.usedtod,isusedtoWepreferyourquotation______c_____CIFSanFranciscobasis.a.forb.withc.ond.atWethankyouforattending____c______ourrequestsopromptly.a.withb.uponc.tod.atIwouldappreciate______d___meanup-to-datepricelistforyoursupplies.a.ifyouwouldsendb.yousendc.thatyouwouldsendd.yoursendingFaced___c___asignificantdropincomputerandsofrwareadvertising,thepublisherofhigh-techmagazinesisseekingnewsourceofincomefromcar,televison,andothercompanies.a.forb.toc.withd.atCouldyouallowme________30daystoclearmyaccount?a.anotherb.afurtherc.additionald.anextraDuringtheyear,youhavepaidyourbillwell____c___advanceofthe15theverymonth.a.atb.byc.ind.toHowever,thepaymentterms_____b____yousuggestedisunacceptabletous.a.likeb.asc.whiled.asofIamsendingyouacheckof$1500___b____fullpaymentofmyaccount.a.ofb.inc.byd.forThankyouforyourinterestinourproducts.Wearenowsendingyouourlatestcatalogandpricelistbycourierservice.感谢你们对我方产品的兴趣，现以特快邮递寄去最新的商品目录和价目录。Wearenowinneedofthefollowingspecialtiesofyourcorporation.我们现在需要贵公司以下特色产品。Wewillletyouknowwhichitem(s)weareinterestedinassoonaswereceivethereferencematerials.当我们收到参考资料，便即刻贵公司我们所感兴趣的货项。Wefinditdifficulttofillyourorderatthepricesindicatedinyourletterbecauseofthehighcostofrawmaterials.由于原材料成本高昂，我们难以按你方来信所示价格满足订货。Yourquotedpriceisoutoflinewiththeprevailinglevel.Thatiswhywefeelconfidentthatoursuggestionofthreepercentoffyourpresentoneisworkable.你方报价与市价有差异，所以我们相信建议减价3%是可行的。现随函附上我方销货第HN768号一式两份，请查收。如审查无误，请会签后退回1份。EnclosedisourSalesContractNO.HN786induplicate.Ifyoufindeverythinginorder,pleasesignandreturnonecopy.此价格比我们从其他供货人得到的出价要高。Thepricewashigherthanwhatwecangetfromothersuppliers.Ourproductsarenotdefective.Theproductswesuppliedareoffinequality.你的价格太高，买方没有兴趣还盘。Thepriceistoohightointerestbuyersinmakingancounter-offer.你们拒绝修改信用证就等于取消订单。YourrefusaltoamendtheL/Cisequivalenttocancellationoftheorder.由于你方坚持不肯降价，我们只好从其他地方订货。Ifyouinsistonyourprice,wewillhavenowaybutturntoothersourcesforsupply.假如你们的价格再打折3%，我们会进一步扩大市场份额。Ifyoucanreduceyourpricefurtherby3%,wearelikelytoincreasethemarketshare.贵公司必定欣于知道现时在印尼开发市场，销售电器用具之远景美好。设若贵公司所报价格有竞争性，本公司欲向你大量订购。YouwouldbedelightedtoknowthatthereisagoodprospectfortheseelectricalappliancesinIndonesiaanwewouldliketoplacelargeorderswithyouifyourpricesareverycompetitive.Pleaseforwardyourorderatyourearliestconvenience.Pleasesendusyourorderimmediately.设备以我们工厂生产的产品分期偿还。Theequipmentwillbepaidininstallmentswiththecommoditiesproducedbyourfactory.Wewouldliketoplaceanorderfor500sets“Lenova”brandModel262notebookcomputersatpriceofUS$550each,CIFEMP,forshipmentduringJuly/August.我们想订购500台联想牌262型笔记本电脑，每台美金550元，欧洲主要港到岸价，七八月份交货。关于支付条件，我们通常要求保兑的、不可撤销的。凭即期汇票支付的信用证。Astotermsofpayment,weoftenrequireaconfirmedandirrevocableletterofcreditpayablebydraftatsight.假如你方能接受“付款交单”支付方式，我们将非常感激。WeshallappreciateditverymuchifyoucanacceptD/Pterms.Providedsuchdraftsaredrawnandpresentedinaccordancewiththetermsofthiscredit,weherebyengagewiththedrawers,endorsersandbona-fideholdersthatthesaiddraftsshallbedulyhonoredonpresentation.凡依本信用证条款开具并提示汇票，本银行保证对其出票人，背书人和正当持票人于交单时付款。订单的布局开门见山，平铺直叙。CatalogNo.UnitPriceUS$QuantityAmount60-86IEE29.80320pcs10000.00Total:SAY+货币名+金额+（ANDCENTS…）+ONLY