自考外貿(mào)函電考試重點(diǎn)

自考外貿(mào)函電考試重點(diǎn)自考外貿(mào)函電考試重點(diǎn)自考外貿(mào)函電考試重點(diǎn)資料僅供參考文件編號：2022年4月自考外貿(mào)函電考試重點(diǎn)版本號：A修改號：1頁次：1.0審核：批準(zhǔn):發(fā)布日期：外貿(mào)函電的寫作要領(lǐng)：completeness（完整）、concreteness（具體）、clarity（清楚）、conciseness（簡潔）、courtesy（禮貌）、consideration（體諒）以及correctness（正確）。信息可以分為四大類：肯定信息（positivemessage）、中性信息（neutralmessage）、否定信息（negativemessage，也稱負(fù)面信息）和說服信息（persuasivemessage）.布局可以分為平鋪直敘法（DirectPlanorApproach）和曲折迂回法（IndirectPlanorIndirectApproach）。書信的組成部分（必備部分）（可選部分）信頭（TheHeading）8、事由(TheSubjectHeadingOrCaption)日期（DateLine）9、經(jīng)辦人（Attentionline）封內(nèi)地址（TheInsideAddress）10、附件（TheEnclosure）簡寫Encl.orEnc.稱呼（TheSalutation）11、抄送（CarbonCopy）簡寫C.C.信的正文（TheBodyoftheLetter）12、再啟（ThePostscript）簡寫P.S.結(jié)束語（TheComplimentaryClose）簽名（TheSignature）打信格式縮行式：封內(nèi)地址和其需要分行的地址的后一行，都比前一行縮進(jìn)兩格或三格；信的正文，每一段的開始一行都縮進(jìn)若干格（一般與稱呼末一字母取齊）。平頭式：需要分段的地方，及每段的開始一行都與前一行取齊，一律不縮行。平頭式各段之間要用doublespace以示分段?；旌鲜剑悍鈨?nèi)地址和稱呼采用平頭式（從左邊的空白邊緣打起），其他部分采用縮行式，兩種格式的混合采用所以稱之為混合式。八、撰寫詢函的理由通常包括：（1）獲取信息（如價格和技術(shù)數(shù)據(jù)）（2）獲得印刷品（如商品目錄本、說明書、公司介紹等）（3）索取樣品（4）取得幫助（如得到特別允許，幫助或建議等）九、詢函的回復(fù)分幾種情況，有肯定的答復(fù)，有否定的答復(fù)，也有部分肯定、部分否定的答復(fù)。如果答復(fù)是肯定的，則采用平鋪直敘的結(jié)構(gòu)，答復(fù)開門見山，先說最緊要的。如果答復(fù)是否定的，或者是部分肯定，部分否定，回復(fù)九要采用曲折迂回的布局。在部分否定的答復(fù)中，肯定的那一部分內(nèi)容正好可以充當(dāng)緩沖墊。十、報盤（Offer）又稱發(fā)盤。賣方的Offer稱為SellingOffer，Offertosell。買方的Offer，稱為BuyingOffer，Offertobuy或Bid。十一、報盤有實(shí)盤（FirmOffer）和虛盤（Non-firmOffer）兩種形式。實(shí)盤又稱“不可撤銷的發(fā)盤”，指由發(fā)盤人向受盤人提出完整、明確、肯定的交易條件，并愿在一定期限內(nèi)按所提條件與受盤人達(dá)成交易的一種肯定表示。虛盤是賣方所作的非承諾性表示。往往附有保留條件，買方接受后賣方仍然可以改變注意。報盤屬于中性信息，布局采用平鋪直敘法。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,andIoIftheshoes____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.感謝你們對我方產(chǎn)品的興趣，現(xiàn)以特快郵遞寄去最新的商品目錄和價目錄。Wearenowinneedofthefollowingspecialtiesofyourcorporation.我們現(xiàn)在需要貴公司以下特色產(chǎn)品。Wewillletyouknowwhichitem(s)weareinterestedinassoonaswereceivethereferencematerials.當(dāng)我們收到參考資料，便即刻通知貴公司我們所感興趣的貨項(xiàng)。Wefinditdifficulttofillyourorderatthepricesindicatedinyourletterbecauseofthehighcostofrawmaterials.由于原材料成本高昂，我們難以按你方來信所示價格滿足訂貨。Yourquotedpriceisoutoflinewiththeprevailinglevel.Thatiswhywefeelconfidentthatoursuggestionofthreepercentoffyourpresentoneisworkable.你方報價與市價有差異，所以我們相信建議減價3%是可行的?，F(xiàn)隨函附上我方銷貨合同第HN768號一式兩份，請查收。如審查無誤，請會簽后退回1份。EnclosedisourSalesContractNO.HN786induplicate.Ifyoufindeverythinginorder,pleasesignandreturnonecopy.此價格比我們從其他供貨人得到的出價要高。Thepricewashigherthanwhatwecangetfromothersuppliers.Ourproductsarenotdefective.Theproductswesuppliedareoffinequality.你的價格太高，買方?jīng)]有興趣還盤。Thepriceistoohightointerestbuyersinmakingancounter-offer.你們拒絕修改信用證就等于取消訂單。YourrefusaltoamendtheL/Cisequivalenttocancellationoftheorder.由于你方堅(jiān)持不肯降價，我們只好從其他地方訂貨。Ifyouinsistonyourprice,wewillhavenowaybutturntoothersourcesforsupply.假如你們的價格再打折3%，我們會進(jìn)一步擴(kuò)大市場份額。Ifyoucanreduceyourpricefurtherby3%,wearelikelytoincreasethemarketshare.貴公司必定欣于知道現(xiàn)時在印尼開發(fā)市場，銷售電器用具之遠(yuǎn)景美好。設(shè)若貴公司所報價格有競爭性，本公司欲向你大量訂購。YouwouldbedelightedtoknowthatthereisagoodprospectfortheseelectricalappliancesinIndonesiaanwewouldliketoplacelargeorderswithyouifyourpricesareverycompetitive.Pleaseforwardyourorderatyourearliestconvenience.Pleasesendusyourorderimmediately.設(shè)備以我們工廠生產(chǎn)的產(chǎn)品分期償還。Theequipme