1. 向顧客推銷商品
Dear Sir: May 1, 2001 Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world. Reports from users confirm what we knew before it was put on the market - that it is the best mountain bike available. Enclosed is our brochure.
Yours faithfully
2. 提出詢價
Dear Sir: Jun.1, 2001 We received your promotional letter and brochure today. We believe that your would do well here in the U.S.A. Kindly send us further details of your prices and terms of sale. We ask you to make every effort to quote at competitive prices in order to secure our business. We look forward to hearing from you soon..
Truly
3. 迅速提供報價
Dear Sir: June 4, 2001 Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike. It gives us great pleasure to send along the technical information on the model together with the catalog and price list. After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand. We look forward to the opportunity of being of service of you.
交易的契機
4. 如何討價還價
Dear Sir: June 8, 2001 We have received your price lists and have studied it carefully. However, the price level in your quotation is too high for this market, If you are prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer. You should note that some price cut will justify itself by an increase in business. We hope to hear from you soon. Yours truly
5-1 同意進口商的還價
Dear Sirs: June 12, 2001 Thank you for your letter of June the 8th. We have accepted your offer on the terms suggested. Enclosed our will find a special price list that we believe will meet your ideas of prices. You should note that the recent advances in raw materials have affected the cost of this product unfavorably. However, for your order we have kept our prices down.
Sincerely
5-2 拒絕進口商的還價
Dear Sirs: June 12, 2001 Thank you for your letter of June the 8th. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer. Truly
6. 正式提出訂單
Dear Sir: June 15, 2001 We have discussed your offer of 5% and accept it on the terms quoted. We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September. The enclosed order is given strictly on this condition. We reserve the right of refusal of delivery and/or cancellation of the order after this date. Truly
7. 確認訂單
Dear Sir: June 20, 2001 Thank you very much for your order of June 15 for 200 Deer Mountain Bikes. We will make every possible effort to speed up delivery. We will advise you of the date of dispatch. We are at your service at all times. Sincerely
8. 請求開立信用證
Gentlemen: June 18, 2001 Thank you for your order No. 599. In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000 in our favor. This account shall be available until Sep. 20. Upon arrival of the L/C we will pack and ship the order as requested. Sincerely
9. 通知已開立信用證
Dear Sir: June 24, 2001 Thank you for your letter of June 18 enclosing details of your terms. According to your request for opening an irrevocable L/C, we have instructed the Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep. 20. Please advise us by fax when the order has been executed. Sincerely
10. 請求信用證延期
Dear Sir： Sep. 1, 2001 We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory. We are afraid that your L/C will be expire before shipment. Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30. Sincerely
11. 同意更改信用證
Gentlemen: Sept. 5, 2001 We received your letter today and have informed our customers of your situation. As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30. Please keep us abreast of any new development.
Sincerely
12. 抱怨發貨遲延
Dear Sirs: Sept. 25, 2001 Concerning our order No. 599 for 200 mountain bikes, so far you have shipped only 50 bikes against the shipment. We are notifying you that we reserve our right to claim on you for the shortage, if it is confirmed. We have given our customers a definite assurance that we would supply the goods by the end of September. We hope you will look into this urgent matter.
Yours faithfully 12a. 處理客戶的抱怨
Gentlemen: Sept. 30, 2001 In response to your letter of Sept.25, we regret your complaint very much. Today we received information from Hong Kong that the remaining 150 bikes were on a ship that developed engine trouble and had to put into port for repairs. The trouble was not serious, and the vessel is now on her way. She would arrive at your place tomorrow or the next day.
Truly
14-1 取消訂貨
Dear Sirs: Oct. 2, 2001 We are sorry that causes completely beyond your control have made it impossible for you to keep the shipment date of Sept. 30. Since you have failed to uphold your end of the agreement, we find it necessary to cancel our order. Unfortunately, our buyers cannot wait indefinitely for the units. We are sorry that it is necessary to take such a drastic step. Sincerely
14-2 諒解遲運原因
Gentlemen: Oct. 2, 2001 We have received of your notice of delay of shipment due to mechanical troubles on the ship. We are pleased that the order is now on its way. Thank you for the notice. We are eagerly awaiting the ship『s arrival. Yours faithfully
交易的尾聲
15. 貨物損壞報告
Dear Sirs: Oct. 4, 2001 Upon arrival of your shipment, the ship『s agents noticed that case No. 5 was damaged and notified us. The number of articles in the case is correct according to the invoice, but the following articles are broken: (List of articles) As you will see in our survey report and of the ship『s agents『, that these units are damaged and quite unsaleable. Please send us replacements for the broken articles; we await your reply in due course. Sincerely
16-1. 拒絕承擔損壞責任
Dear Sirs: Oct. 8, 2001 Thank you for informing us of the damaged shipment. Since the units were packed with the best of care, we can only assume that the cases were handled roughly. We therefore urge you to lodge your claim with the insurance company. Sincerely 16-2. 承擔賠償責任
Gentlemen: Oct. 8, 2001 As soon as we got your letter we got in touch with the packers and asked them to look into the matter. It appears that the fault lies with the packaging materials used. We have since corrected the mistake. We apologize for the oversight, and are sending a new delivery immediately.
Sincerely
交易花絮
17. 催要逾期貨款
Dear Sirs: Nov. 30, 2001 It has come to our attention that your payment is one month overdue. The units ordered were delivered to you on September 26 and were invoiced on September 30. Payment is due on October 30. We look forward to seeing your remittance within a week. Sincerely
18. 付清逾期貨款
Dear Sirs: Oct. 3, 2001 We have looked into the cause of the delay in payment and have found that our accounting department made an oversight in making your remittance. We are sorry for the inconvenience. The sum of US$ 20,000 has been sent to you by Telegraphic Transfer and should reach you sometime tomorrow. Sincerely
種常見類型外貿業務員英文書信模板
1. 主動跟新買家建立聯糸 Dear Mr. Jones: We understand from your information posted on Alibaba.com that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our online company introduction at Http://www.xxx.com which includes our latest product line. Should any of these items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Sincerely, John Roberts 2.對新買家要求建立業務聯糸的回復 Dear Mr. Jones: We have received your letter of 9th April showing your interest in our complete product information. Our product lines mainly include high quality textile products. To give you a general idea of the various kinds of textiles now available for export, we have enclosed a catalogue and a price list. You may also visit our online company introduction at Http://www.xxx.com which includes our latest product line. We look forward to your specific enquiries and hope to have the opportunity to work together with you in the future. Sincerely,3.向老客戶介紹公司新的產品信息 Dear Mr. Jones: We have refreshed our online catalog athttp://www.howseek.com, and now it covers the latest new products, which are now available from stock. We believe that you will find some attractive additions to our product line. Once you have had time to study the supplement, please let us know if you would like to take the matter further. We would be very happy to send samples to you for close inspection. We will keep you informed on our progress and look forward to hearing from you. Sincerely, 4.回復對某個產品的查詢 Dear Mr. Jones: Thank you for your inquiry of 16 March. We are pleased to hear that you are interested in our product "toaster". We"ve enclosed the photo and detailed information of the product for your reference: Product: toaster Specification: xxxxxxxxxxxxxxx Package: 1pcs/box Price: 10usd/pcs Payment: L/C For purchase quantities over 1,000pcs of individual items we would allow you a discount of 1%. Payment is to be made by irrevocable L.C at sight. We look forward to receiving your first order. Sincerely,5.無法提供對方查詢中所要求的產品時 Dear Mr. Jones: Thank you for your enquiry of 12 March cate 9 cable. We appreciate your efforts in marketing our products and regret very much that we are unable to supply the desired goods due to excessive demand. We would, however, like to take this opportunity to offer the following material as a close substitute: Cate 5, US$__ per meter FOB Shanghai, including your commission 2%. Please visit our catalog at http://www.xxxxxxxxx.com for more information on this item. If you find the product acceptable, please email us as soon as possible. Sincerely, 6.查詢對方公司的產品 Dear Sir or Madam: We know that you are exporters of textile fabrics. We would like you to send us details of your various ranges, including colors and prices, and also samples of the different qualities of material used. We are volume dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned. When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 1000 meters of individual items. Prices quoted should include insurance and freight to San Francisco. Sincerely, 7.幾種報盤 (a.) Dear Mr. Jones: We thank you for your email enquiry for both groundnuts and Walnutmeat CNF Copenhagen dated February, 21. In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per metric ton CNF Copenhagen and any other European Main Ports. Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft. Please note that we have quoted our most favorable price and are unable to entertain any counter offer. As you are aware that there has lately been a large demand for the above commodities. Such growing demand will likely result in increased prices. However you can secure these prices if you send us an immediate reply. Sincerely, (b.) Dear Mr. Jones: We thank you for your letter dated April 8 inquiring about our leather handbags. As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg. Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon signing Sales Contract. We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference. We hope some of them meet your taste and needs. If we can be of any further help, please feel free to let us know. Customers" inquiries are always meet with our careful attention. Sincerely, (c.) Re: SWC Sugar Dear Sirs, We are in receipt of your letter of July 17, 2002 asking us to offer 10,000 metric tons of the subject sugar for shipment to Japan and appreciate very much your interest in our product. To comply with your request, we are offering you the following: 1. Commodity: Qingdao Superior White Crystal Sugar. 2. Packing: To be packed in new gunny bag of 100kgs. each. 3. Quantity: Ten thousand (10000) metric tons. 4. Price: US dollars one hundred and five (US$105.00) per metric ton, Fob Qingdao. 5. Payment: 100% by irrevocable and confirmed letter of credit to be opened in our favor through A1 bank in Qingdao and to be drawn at sight. 6. Shipment: Three or four weeks after receipt of letter of credit by the first available boat sailing to Yokohama direct. Please note that we do not have much ready stock on hand. Therefore, it is important that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval. We are awaiting your reply. Sincerely,
2.
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| 完整的報價單內容一、報價單的頭部（Head） 01，賣家基本資料（舉例） 工廠標誌（Factory Logo） 公司名稱（Company） 詳細地址（Detailed Address） 郵政編碼（Post Code） 聯繫人名（Contact） 職位名稱（Job title） 電話號碼（Telephone No.） 傳真號碼（Fax No.） 手機號碼（Mobile No.） 郵箱地址（E-mail Address） 聊天方式（Messenger Online） 公司網址（Website Address） 02，買家基本資料（舉例） 工廠標誌（Factory Logo） 公司名稱（Company） 詳細地址（Detailed Address） 郵政編碼（Post Code） 聯繫人名（Contact） 職位名稱（Job title） 電話號碼（Telephone No.） 傳真號碼（Fax No.） 手機號碼（Mobile No.） 郵箱地址（E-mail Address） 聊天方式（Messenger Online） 公司網址（Website Address） 03，報價單的抬頭： 報價單標題（Quotation/Quotation Form/Price List） 參考編號（Reference No.） 報價日期（Date） 有效日期（Valid date）二、產品基本資料（Product』s Basic information） 序號（No.） 貨號（Item No.） 型號（Type） 產品名稱（Product』s Name） 產品圖片（Photo） 產品描述（Description） 原材料（Materials） 規格（Specification） 尺寸（Size） 長度（Length） 寬度（Width） 高度（Height） 厚度（Thickness） 管徑（Tube』s Diameter） 口徑（Caliber） 形狀（Shape） 外觀顏色（Colors） 光源類型（Type of Lamp-house） 光源數量（Nos. of lamp-house） 光源顏色（Colors of lamp-house） 三、產品技術參數（Product』s Technical Parameters） 01，電力類產品技術參數： 電流、電壓、電阻、電弧、功率、頻率、負載等。 02，光源、光學類產品技術參數： 光源類型、光源功率、中心光強、色度、光通量、光中心高度、發光顏 色、流明維護係數、有效光照範圍、發光效率、光源色粉、波長、色輪型 號、照明面積、日照時間、陰雨天數等。 03，機械、力學類產品技術參數： 結構、封裝形式、結構高度、連接結構標記、分斷能力、安裝形式、可 插拔次數、耐壓特性、耐壓強度、插拔力、零插拔力、拉伸強度、抗張強度 等。 04，熱學類產品技術參數： 色溫、最低啟動溫度、耐溫性、環境溫度、耐熱溫度、環境濕度。 05，加工工藝、防護性能類產品技術參數： 表面處理、導電體材質、屏蔽殼材質、基材、膠系、阻燃性、防護等 級、防火等級、防潮等級、防水等級等。 06，配件類產品技術參數： 燈頭、燈座、保險絲、鎮流器、變壓器、燈罩、玻殼、燈管、支架、外 殼、殼體、燈盤、燈桿、套管等。 07，產品使用壽命： 平均使用壽命、機械壽命、電壽命等。 08，用途及使用範圍： 適用範圍、車燈適用車型、主要用途等。 四、價格條款（Price Terms） 貿易方式（EXW，FOB，CFR，CIF） 裝運港，目的港（Loading Port，Destination Port）貨幣種類，中銀匯率（Currency， Exchange Rate），單位價格，貨幣單位（Unit Price/PCS，Unit） 實例一：FOB Zhangshan Port USD4.58USD/PCS （1USD=8.0350RMB） 離岸價（中山裝運港船上交貨，單價4.58美元/支，匯率：1美元=8.0350元） 實例二：CFR Zhongshan Port USD4.58USD/PCS （1USD=8.0350RMB） 成本加運費（中山裝運港船上交貨，單價4.58美元/支，匯率：1美元=8.0350元） 實例三：CIF New York Port USD4.58USD/PCS (1USD=8.0350RMB) 成本加運費保險費（中山裝運港船上交貨，單價4.58美元/支，匯率：1美元=8.0350元） 實例四：EXW Shenzhen Techone Tech Co.,LtdRMB36.8003/PCS 工廠交貨價（深圳電王科技有限公司交貨，單價36.8003元/支） 幾種貿易方式間的差別： 01，工廠交貨價（EXW=Ex Works）： 交貨地點：出口國工廠或倉庫； 運 輸：買方負責； 保 險：買方負責； 出口手續：買方負責； 進口手續：買方負責； 風險轉移：交貨地； 所有權轉移：隨買賣轉移； 02，離岸價（FOB=Free on Borad）： 交貨地點：裝運港； 運 輸：買方負責； 保 險：買方負責； 出口手續：賣方負責； 進口手續：買方負責； 風險轉移：裝運港船舷； 所有權轉移：隨交單轉移； 03，到岸價（成本+運費+保險費，CIF=Cost+Insurance+Freight）： 交貨地點：裝運港； 運 輸：賣方負責； 保 險：賣方負責； 出口手續：賣方負責； 進口手續：賣方負責； 風險轉移：裝運港船舷； 所有權轉移：隨交單轉移； 04，成本加運費（CFR=Cost+Freight）： 交貨地點：裝運港； 運 輸：賣方負責； 保 險：買方負責； 出口手續：賣方負責； 進口手續：買方負責； 風險轉移：裝運港船舷； 所有權轉移：隨交單轉移； FOB、CIF、CFR共同點： 01，賣方負責裝貨並充分通知，買方負責接貨； 02，賣方辦理出口手續，提供證件，買方辦理進口手續，提供證件； 03，賣方交單，買方受單、付款； 04，裝運港交貨，風險、費用劃分一致，以船舷為界； 05，交貨性質相同，都是憑單交貨、憑單付款； 06，都適合于海洋運輸和內河運輸； FOB、CIF、CFR間不同點： 01，FOB：買方負責租船訂艙、到付運費；辦理保險、支付保險； 02，CIF： 賣方負責租船訂艙、預付運費；辦理保險、支付保險； 03，CFR：賣方負責租船訂艙、預付運費；買方負責辦理保險、支付保 險； 五、數量條款（Quantity Terms） 按整櫃（20』，40』，40HC，45HC）提供報價： 按最小定單量（MOQ，Minimum Order Quantity）提供報價 按庫存量（QTY. in Stock）報價 20Container，40Container，40HC，45HC 20英尺貨櫃，40英尺貨櫃，40英尺高櫃，45英尺高櫃 MOQ：500PCS/Design，500PCS/Item 最小訂單量：500支/款 QTY. in Stock：5000PCS 庫存數量：5000PCS More or Less Clause：at 5% 短溢缺條款備品數量：5% 各類貨櫃的內容積、配貨毛重、體積對比 序 貨櫃類型 內容積（英尺） 內容積（米） 配貨毛重（噸） 體積（立方米） 01 20尺貨櫃 20x8x 8英尺 6寸 5.69 X2.13X2.18 17.5 24-26 02 40尺貨櫃 40x8x 8英尺 6寸 11.8X2.13X2.18 22 54 03 40尺高櫃 40x8x 9英尺 6寸 11.8X2.13X2.72 22 68 04 45尺高櫃 45x8x 9英尺 6寸 13.58X2.34X2.71 29 86 Total 100CTNS，200PCS/CTN，Outer Carton』s Measure:48*28*36，24Inner boxes/CTN 總共100箱，每箱200支，外箱尺寸：48*28* 36厘米，24個內盒/外箱 Inner box』s Measure:5*3*2,12PCS/Inner box 內盒尺寸:5*3* 2厘米，12支/內盒 Net Weight，Gross Weight，APN No.，Bar code，Bicolor，RGB，CMYK 產品凈重，產品毛重，產品代碼，條形碼，雙色，三色，四色 Carton』s Main/ Side Shipping Mark 外箱正嘜/側嘜 七、支付條款（Payment Terms） 即期信用證，遠期信用證： Sight L/C，Usance L/C 可撤銷信用證，不可撤銷信用證： Revocable L/C，Irrevocable L/C 跟單信用證，光票信用證： Documentary L/C，Clean L/C 可轉讓信用證，不可轉讓信用證： Transferable L/C，Untransferable L/C 電匯： T/T，Telegraphic Transfer 餘額，總金額，定金： Balance，Total sum，Deposit/Earnest/Earnest money 在開始投入生產前通過電匯方式預付30%，餘款方式在裝運前付清 30% paid for deposit by T/T before production arranged,the balance to be paid before shipment 90天信用證付款，成本加運費加保險費貿易方式下90天信用證付款 Payment by L/C 90days，CIF L/C 90days 通過即期信用證付款 Payment by sight L/C 八、質量條款（Quality Terms） 檢驗檢疫局：法定檢驗、商品鑒定、質量認證認可、出口質量許可、出入境檢驗檢疫標誌、普惠制原產地證FORM A，一般原產地證C/O。 國家質檢總局：主管質量監督的最高行政執法機關；主管檢驗檢疫工作的最高行政執法機關。 檢驗內容：包裝檢驗，品質檢驗，衛生檢驗，安全性能檢驗。 檢驗分類：內地檢驗，口岸檢驗；預先檢驗，出口檢驗。 產品質量認證： 中國：CCC，CB，CQC 歐盟：CE，LVD，EMC 德國：GS，VDE，TUV 美國：UL，ETL 義大利：IMQ，IG 北歐四國：N-NEMKO，D-DEMKO，F-FIMKO，S-SEMKO，S-N-FI-D 比利時：CEBEC 法國：NF 荷蘭：KEMA-KEUROVEBSISGS，S-BBJINMETRO/UC 阿根廷：SMARKPSBGOST-GOSSTANDARDSAAC-TICKIndi.SIISASO 日本：NKKK，PSEKT，KTL，EK MARK九、裝運條款（Shipment Terms） 港口名重名：註明所在國家或地區 無法確定港口：由買家選擇港口 裝運日期，裝運期限，裝運時間 Shipping date，Time Limit，Time of shipment 起運港，目的港，裝運港/裝貨港，卸貨港，轉運港 Departure Port，Destination Port，Loading Port，Unloading Port，Transferring port 分批裝運，轉船 Shipping in batches, Partial Shipment，Transshipment 航空，航海，散貨，整裝櫃 By air，By sea，Goods in bulk，Full Container 十、交貨期條款（Delivery Time Terms） 訂單被確定 Order Confirmed 模具費用，準備模具 Mould』s Expenses，Prepare the Moulds 生產前確定樣品，開始投產 Confirm the samples before production, Begin to Produce 預付定金，支付餘款 Pay the deposit in advance，Pay the balance 交貨期：在收到預付款後30天之內交貨 Deliver the goods，the time of DeliveryDelivery time:30 days after receipt of deposit. Delivery time:30 days after the confirmation of the order. 交貨期：在訂單確認後30天之內交貨 Delivery time:30 days after the confirmation of pre-production samples. 交貨期：在生產前樣品確定後30天之內交貨 十一、品牌條款（Brand』s Terms） 貼牌加工 使用客戶自己的品牌或由其指定的其他品牌 OEM ，Use the brand appointed by the customer 使用工廠自己的品牌 Use the factory』s own brand十二、原產地條款（Origin Terms） 普通原產地證，普惠制原產地證 C/O（Certificate of Origin），FORM A 原產地，中國製造 Made in China，Origin Place 十三、報價單附註的其他資料（Others） 01，工商營業執照、被批准開業證件副本； 02，國稅局稅務登記證； 03，企業法人代碼證書； 04，質量檢驗報告、質量鑒定報告； 05，產品質量認證、質量管理體系認證； 06，榮譽證書、獎勵證書； 07，出口許可證； 08，工廠規模：員工人數，工程技術人員人數，工廠面積； 09，主營產品及月加工能力，新品推介，生產設備實力，品牌知名度。 |
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| [廣告] 福步特邀國際結算專家莊樂梅「收匯疑難問題解答」專貼
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| #5 發表於 2006-11-30 21:04 資料 文集 短消息 |
| : 郵件格式提醒 發現客戶的郵件格式，規範方面（非郵件內容和正文）有如下問題，總體感覺比較隨意．提醒一下．1/ 發郵件無subject主題, 或者隨便找一個以前的郵件直接回復一下．後果：以前的郵件是針對以前的某一件事情，郵件正文和主題都和現在的事情無關．導致買家一頭霧水，無法快速辨認．2/ 郵件下方無簽名（包括人名，公司名字，聯繫方式等）或者只有中文名字． 後果：導致買家不知道你是誰？要知道，買家會接觸，聯繫很多國家的不同供應商，你在一段時間沒有和買家聯繫後，突然發過去個郵件，對方很難判斷你是誰？來自什麼國家的什麼公司？3/ 郵件的發件人不要用中文．如 聯想公司張三＜zhangsan@lenovo.com>, 「聯想公司張三」很有可能會在買家那裡顯示亂碼，哪怕不是亂碼，對方也不一定可以看懂中文．4/ 買家如果已經ＣＣ，把郵件抄送給第二個人，或者抄送給2個人以上（可能是買家的同事或者主管），你回復的時候要按＂reply all」 ，而不要只回複發件的那個人．買家發郵件ＣＣ的目的是希望多個人了解到目前此事的進展情況，你有義務回復全部的人．5/ 回復買家郵件的時候要」 reply with all history」,不要把歷史記錄刪除，否則買家不知道先前發生的事情和交流的內容．也不要隨意改變郵件的主題．一件事情，一個產品的郵件要保持一個郵件主題．6/ 不要用晦澀難懂的縮寫，我們不是在發電報． 如hv: have等．以免產生誤解．也不要用俚語．7/ 重要的內容可以用ｂｏｌｄ粗體加粗或者用大寫．8/ 不要全部用大寫字母寫郵件正文．如 THANK YOU FOR YOUR EMAIL DATED NOV17,20069/ 如果事情比較複雜，繁多的話，可以用 1 2 3 4 註明．表達要簡潔，直接，明確．不要把很多事情寫在一段中，顯得非常冗長，沒有條理性．10/ 不要用過多的感嘆號．你在一個郵件中用了過多的感嘆號，效果是和你一個都不用是一樣的．11/ 每一段中間要空一行，方便別人閱讀．12/ 如果你是初學者，學習模仿以英語為母語的買家的寫郵件方式也不失為一種有效的方法． |
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| 詢盤處理技巧分享 開篇：不是你回復的好客人就會下訂單給您，但您回復的不好肯定不會得不到客戶的訂單（一）、回復技巧1.回復時間注意事項：今天的今天一定要回香港、台灣、韓國2個小時內回復澳大利亞收到後馬上回歐洲下午三點前一定要回美國下班前回（根據各國的時差和工作習慣統計）註：如果不能回復詢盤一定要給客戶一個回應，告訴他目前不能回的原因和什麼時候能夠給客戶回2.回復原則：3C原則Clearness(清楚)Concisenes(簡潔)Courtesy（禮貌）3.案例分析第一回合（1）需要思考的問題：專業度 professional(多了解自己的產品，在每一封郵件中體現您的專業度)滿足需求度 meet demands體現誠意show your sincereity（2）回復郵件注意點規範的格式（paragraphy, capitalization,spelling ,grammer…….）主題 Subject ——點睛之處（用之前客戶給的主題/自己總結的主題如:公司+for哪幾個產品）問候語——禮節、呼應有問必答——不能回答要給客戶解釋重點突出，意思明確落款——要有完整稱呼第二回合詢盤迴復專業報價——完整、針對性/報價謹慎、完整專業圖片——清晰、方便瀏覽和接收向客戶提要求——審慎，tell why 可以向客戶報兩個價格fob/c&f價前瞻性——專業的最好體現語氣——會影響全局幾個回合後客戶來郵件後客戶有多個問題 一一作答，條理清楚客戶提出的專業問題尤其不能避而不答（如在說明中已有要標出）涉及到產品證書、質量等級的問題最好主動提及減少郵件往來的回合，提高效率4.公司介紹公司介紹怎麼寫？公司介紹三行How long?When？ What？三行最適合且要有獨特的賣點，放在開始和結尾都是可以的公司介紹內容：獨特賣點員工情況質量控制程序公司新聞工廠規模貿易服務設備特殊生產能力參展情況代理商及代表處質量和安全標準委託加工服務研發能力其它主要客戶5.討價還價第一次報價給自己適當留有空間價格的合理性與競爭對手相比其他選擇方案6.獨家代理了解當地試產，了解該代理商讓對方先談條件保護自身利益（合作方式、合作期限、違約條款、數量）如果可能具體到某一制定產品7.無法滿足對方需求時一定要注意語調＋給出解決方案 總結每天提升一點專業書籍——熟讀唐詩三百首，不會作詩也會吟企業內部學習——三人行、必有我師客戶郵件——很好的免 費 老師溫故而知新——自己是自己的老師意識決定行為重視你的每一客戶贏在服務自己多做功課，少讓客戶做功課細節很關鍵仔細閱讀客戶郵件中每一句話，和每一封郵件 |
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| 如何儘快讓網上尋價變成實際的訂單?會來這裡的朋友，一般情況下，都有通過或者準備通過阿里巴巴等著名電子商務網站來開展自己的生意。但是，網路與面對面進行交往，畢竟存在著差別，網路是一條認識新客戶渠道，是一個認識客戶的工具。我想，在阿里巴巴做生意的朋友，都會有很多很多的詢盤，這個詢盤，就是你將來的客戶。有了詢盤，接下來，要做的就是把這個網上的詢盤，做成現實中的訂單。 我問各位，你們通過阿里巴巴做成生意了沒有？有，我祝賀你。並希望你能夠在此和大家一起來分享你成功的喜悅。 如果沒有，那我不禁要問，你的同行都可以做成生意，而你為什麼不行呢？到底是為什麼？我們要分析各方面的原因，找出各種原因，並想辦法去解決它。下面，有一些經驗和大家一起來分享，希望對各位有所幫助。 分享A 很多客戶只詢價，不下單，是很正常的，如果他們不詢價或一次詢價就下訂單，倒真的要小心了！（外貿風險時時存在！不要初生牛犢不怕虎！還是慎重點好！） 除此之外，可以自行分析以下原因： 1）你公司（包括你自己）給客戶的信譽度如何？ 2）你的產品報價的價位（與市場行情差價）如何？ 3）你的商貿語言及技巧如何（是否會產生誤解或含糊不清）？ 4）你可以把自己發出去的傳真、電子郵件換個角度看一看？（如果你是客商，你會不會接受？） 分享B 將電子詢盤轉化為真實訂單：一個較好的回復詢盤樣本 Sample a better reply Dear buyer: It is good to hear from you again.You inquired about my bamboo baskets on September 15,1998.I sent you a company catalog at that time.I can send you a second catalog if you need? You are not the only importer in Brazil that has asked us about bamboo baskets. I have also received inquires from ABC company,Universal Co Ltd in Brazil ,but they always inquired another kind of baskets.I will introduce this kind of basket for you if you need.Would you like me to help you by making a special sample for you Brazil market? We are a professional bamboo products manufacture with 14 years experiences in China,offering over 1,500 various kinds of bamboo products and monthly output up to 5 millions pieces.We are the best manufacturer that you can trust in China.The details for the product(as the attached photo)you inquired as following :FOB XXX,Min.Order:2,000,Price:USD1.80/pc,Delievery Time:30 days after the receipt of send you a smaple with catalog together. I look forward to see your reply! 買家您好, 很高興再次收到您的查詢：您在去年9月15日曾向我們查詢過竹籃，那時我們曾寄過公司目錄給您，如您需要我可再寄一次給您。 您並不是巴西唯一向我們查詢過竹籃的進口商，我們也曾收到來自巴西ABC、Universal等的進口商的查詢，但他們總是查詢另一種竹籃，如您有需要，我可以向您介紹那一類的竹籃，您是否希望我為您的巴西市場做些特別的樣品給您？ 我們是有十四年專業竹製品經驗的中國製造商和提供超過1,500種多樣的竹製品，月產量達五百萬個，是您最值得信賴的中國竹製品供應商。您詢問的產品如附圖資料如後：XXXXXXXXXXXX。我明天會寄一份目錄給您，若您能提供您的快遞帳號，我們將把樣品一同寄給您！ 期待儘快收到您的回復。 點評： （1）給買家提供最初查詢您產品的回憶參考點，這樣有助於買家回憶起他是在什麼時候，通過什麼方式，對什麼產品產生了什麼樣的興趣或問題。因為固有的熟悉感會增加買家與您合作的興趣與信心。買家一天中會發出許多查詢，如果您的回復與其它回復相比無任何出眾地方，只能陷於一大堆無聊的產品報價，不會吸引買家。這種回憶的參考點有時間，事件或物件等。在本例中，供應商使用的是時間和事件：「您在去年9月15日曾向我們查詢過竹籃，那時我們曾寄過公司目錄給您」； （2）給買家適當的增加些許壓力。目的在於促進買家回復的速度與認真程度，有些目的甚至在於迫使買家不得不進行採購行為。在本例中，供應商告訴買家你的競爭對手或同行正在與我取得聯繫，並且我一直協助你的同行搶佔你的巴西市場。如果供應商原先的合作客戶是A級買家，那麼對這位新買家就具有帶動作用；如果是同級，這位新買家就會更加迫切的進入競爭狀態中來；當然你不能告訴你的買家「我們原先一直和比你規模小的買家合作」，這樣會使他覺得對你的信心不足。原句是：「您並不是巴西唯一向我們查詢過竹籃的進口商,我們也曾收到來自巴西ABC,Universal等的進口商的查詢」； （3）告訴買家作為供應商你是做什麼產品的？你能做到如何？買家憑什麼完全的相信你？這就是企業介紹與實力規模證明。在本例中，供應商用一系列數據證明了自己的規模與實力，如：「十四年專業竹製品經驗」、「提供超過1,500種多樣的竹製品」、「月產量達五百萬個」； （4）不是我要向你索取什麼，而是我能為你做什麼。切記服務理念。在本例中，供應商熱忱與負責的服務態度使買家能夠感受到與其合作的良好基礎。如：「如您需要我可再寄一次（目錄）給您」、「如您有需要,我可以向您介紹那一類的竹籃」、「您是否希望我為您的巴西市場做些特別的樣品給您?」； （5）主要問題：所答即所問，所答非所問； 很多供應商認為網路營銷首先就會遇到一個問題，即樣品寄送的問題。其實到目前為止我們也沒很好的辦法解決這一問題，但這位供應商就很聰明。買家要樣『品』，那我就免費寄一份樣『本』給你看，也算所答即所問。但樣『品』呢，怎麼說？反正供應商沒表示是否免費寄送，只要你給了快遞帳號，我就會一同寄送，如果你要不給快遞賬號呢？我也沒說不送（但後來，他告訴筆者，還是送了，輕工藝品，不看樣品不成）。這也算所答非所問吧。 （6）不寄樣本行不行？行！網路溝通無極限，雖說樣品不能電子傳送，但樣本總歸是能夠電子傳送吧，而且方便，快捷，成本較低。我們說不僅是回復時可以傳送樣本，而且平時就應該使用這種方式做推廣。在本例中，加上上面附的圖和後來附的資料，就是一個完整的產品樣本。如果你還有其它樣口可以推薦，也完全可以一併附上。 （7）記住：吸引買家回復你的回復。本例是如何做到的呢？ A，我可以再寄樣本給您，如果你回復我； B，我可以向您介紹您的同行採購的那種產品，如果您回復我； C，我可以為您做些特別的樣品，如果您回復我； D，如果你想知道1,500種樣品如何，我可以向您介紹，如果你回復我； E，如果你想要樣品，請回復我； F，期待儘快收到您的回復； 一封完整的感謝信：感謝+公司介紹+負責人的簽字或署名 分享C 1。你的行業出口量和前景。本行業內各個企業報價的平均水平和報價趨勢。你的產品質量在國內同類產品屬於哪個水平面（高中低），以達到報價的正確性。 2。在我每一個報價和寄樣後都必須請求客人有反饋的過程。對價格和質量以及其它問題的意見。大部分都有回復。 3。在來往郵件中盡量語言的專業性和針對性。 讓內行的客人看到你的郵件就知道你是此行業內的熟手。 4。開發一個新客人的周期是半年到一年，特別是在網路上。別老是想到客人的訂單而是先交朋友和交換有價值的信息和意見。 5。現在做外貿的人越來越多，競爭也越來越歷害。故特別注意服務和經常學習，避免出錯。 分享D 1、首先將客人談判的細節做好詳細的記錄和回憶，先判斷此客戶的購買慾有多強，也就是說，要區分清楚他是「真的買家」還是「打聽行情的買家」；有的客戶其實他已經有長期穩定的供應商，他其實只是把你當報價的參照物罷了，要特別小心這類客戶。對這類客戶，我個人的意見：不但不要報價，連資料都不要給。因為在這樣的客戶身上花費太多的時間精力不值。我不否認也有「精誠所至，金石為開」的客戶，但以我做外貿的經驗，騙「財」（價格）騙「色」（樣品、資料）的客戶太多，不值得追捧。 2、關於真假買家，可以通過交談（面談、電話、傳真、EMAIL）來辨別（這種方法的條件是--你所提的問題客人要有所反應）：真還是假？行家還是生手？只要問他幾個關鍵性的問題，比如：產品的規格、技術參數，希望接受的價位，打算訂購的數量，做什麼品牌，該品牌在當地是否有影響力，和中國的哪些企業有過生意往來，和中國做生意有多長時間（也就是說是否為「中國通」）等等，通過這些大致可以區分出客戶的「真」與「假」，「實」與「虛」，「大」與「小」。 3、從外商提供的名片也可以判斷客戶的實力，如：公司所處該城市的地段，有幾條電話線、傳真線，有沒有自己的網站，是零售商、批發商還是進口商？在當地是否代理過一些著名的品牌，等等。 4、做外貿其實就是做服務，誰的服務好，誰就能贏得客戶。服務好包括如下幾方面： A）報價恰如其分，不能過低，也不能過高；好東西不能賤賣，普通的產品不要報高。因為客戶往往會從你的報價來判斷你的誠實性，並同時判斷你對產品的熟悉程度；如果一個非常簡單普通的產品你報一個遠離市場的價位，這說明你的誠實性不夠，你根本不懂這一行，自然而然別人會對你的傳真不屑一顧； B）對客戶的任何信息要及時響應並回復；對客戶的回復不能簡單的一問一答，要儘可能全面、周到，但切不可啰嗦。 最後再問一句：「你的同行都可以做成生意，別人都可以做成生意，你為什麼不行呢？」 你的同行都可以做成生意! 而你為什麼不行呢？ 問題在哪裡？ |
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| #8 發表於 2006-11-30 21:15 資料 文集 短消息 |
| 寄樣三步曲一、寄樣前的準備1.樣品確認樣品型號及規格，包裝、說明書、每單數量要求、形式發票的格式等細節不容忽視。 ·必要時可結合郵件及光碟、照片。 2、取樣原則 ·樣品要有代表性，是從批量生產的產品中抽樣而得。 ·保證待寄樣品的質量是嚴格符合客戶要求的。 ·製作樣品標籤。 ·要留樣品及其生產批次等相關資料以備日後核查。 3、與客戶確認寄樣地址 ·貿易中介等往往存在公司地址與寄樣地址不一致的情況，一旦錯寄會嚴重影響你的商業機會。 二、寄樣的方式1、郵政的航空大包：價格較便宜，航程大約在兩周左右（不含目的國的海關檢驗和其國內的郵政遞送時間）。此方法可適用於大宗的低值產品寄送。可在各地郵局辦理。一般商品（非危險品）可正常寄送；如系普通化工品，僅需要出具一般的品質證書（證明其無毒、無害、無爆破性等），便于海關查驗核實。如系危險化工品 或者疑似危險化工品（如：鈦白粉），需要出特殊的證明，以及特殊託運。 註明：最小郵寄重量是2公斤，20公斤為一個限重單位。如超出部分，需要另行打包計費。 2、航空快遞：分為國內郵政的國際ems和國外大快遞公司（如：fedex_聯邦快遞，dhl_敦豪快遞,tnt等），其費率大致相當。較郵政的航空大包費用貴。只是若與快遞公司有協議，可有折扣價。時間大約是一周左右（或者3~5天）。如系普通化工品，僅需要出具一般的品質證書（證明其無毒、無害、無爆 破性等），便于海關查驗核實。如系危險化工品或者疑似危險化工品（如：鈦白粉），需要出特殊的證明，以及特殊託運。 註明：對限重單位有要求。 EMS,DHL,TNT,UPS,FedEX 比較快遞名價格速度服務優勢EMS便宜慢比較差扣關後，免費運回DHL< 5.5Kg 比較便宜 快好運送中等貨比較便宜21KG~ 100KG 比較便宜 TNT貴快好西歐地區清關能力強UPS6Kg~ 21Kg 比較便宜 快好美加，南美，英國，這幾個區域> 100Kg 比較便宜最快FedEX> 21Kg 價格是其它的一半快好東南亞有價格優勢，速度快三、寄樣後的跟蹤寄樣後：跟蹤、下單、改進如何避免樣品寄出後石沉大海？ 一、及時通知很重要 1、用郵件或快遞底單第一時間通知客戶你的發樣信息，包括Courier 的樣品跟蹤號碼何時發送，大約何時到達等信息。 2、形式發票也不可少. 形式發票除了是客戶清關的必需單據外，也是出口商樣品管理的重要記錄。 3、請客戶收到樣品後確認。 二、樣品管理 1、可設計樣品管理表，包括送樣國別、客戶、樣品名、樣品的版本及生產批次、樣品數量、金額等。 2、妥善保存好形式發票，用以留檔。 3、客戶對樣品的評估內容也應增加到樣品管理表中。 三、跟蹤樣品情況 1、詢問樣品順利到達與否, 表達對客戶的重視程度，體現外貿的專業精神，避免被忘記。 2、以質量檢測報告跟進客戶端的樣品進展情況（准入測試、終端用戶使用體驗、參展等）。 3、客戶對樣品的評估，滿意不滿意都想辦法讓客戶給出具體說明。 四、建立穩定聯繫 1、不管短期內有無訂單，盡量與拿樣客戶建立起一種穩定的聯繫，不間斷通知公司的產品線新情況。 溝通的頻率很重要。 2、讓客戶有少不了你的感覺，因為電子商務的存在使得客戶始終面臨無數誘惑。 |
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外貿函電最常用的內容：建立業務關係、詢盤、發盤、回復、銷售合同、包裝、保險、賠償、仲裁等。
外貿函電基本要求：主題明確，內容簡潔，語言精鍊，表述完整。
外貿函電的格式：有固定的語言、習慣用法和常用句型。
外貿函電的語氣：各部分語氣。開發信、詢盤迴復一般要客氣，表達感謝；平常業務聯繫要細心、信任；催促付款要緊急而不失禮貌；客戶索賠要理解、給予足夠的解釋和說明。
外貿函電書寫基本原則：
一、Courtesy 禮貌
語言要有禮且謙虛，及時地回信也是禮貌的表現。
例如：
We have received with many thanks your letter of 20 May, and we take the pleasure of sending you our latest catalog. We wish to draw your attention to a special offer which we have made in it.
You will be particularly interested in a special offer on page 5 of the latest catalog enclosed, which you requested in your letter of 20 May.
二、Consideration 體諒
寫信時要處處從對方的角度去考慮有什麼需求，而不是從自身出發，語氣上更尊重對方。
例如：
「You earn 2 percent discount when you pay cash. We will send you the brochure next month. 」就比 「We allow 2 percent discount for cash payment. We won"t be able to send you the brochure this month.」 要好。
三、Completeness 完整
一封商業信函應概況了各項必需的事項，如邀請信應說明時間、地點等，確忌寄出含糊不清的信件。
四、Clarity 清楚
意思表達明確，要注意：
（一）避免用詞錯誤：
例如：As to the steamers sailing from Hong Kong to San Francisco, we have bimonthly direct services.
此處bimonthly有歧義：可以是twice a month 或者once two month.故讀信者就迷惑了，可以改寫為：
1.We have two direct sailings every month from Hong Kong to San Francisco.
2.We have semimonthly direct sailing from Hong Kong to San Francisco.
3.We have a direct sailing from Hong Kong to San Francisco.
（二）注意詞語所放的位置：
例如：
1. We shall be able to supply 10 cases of the item only.
2. We shall be able to supply 10 cases only of the item.
前者則有兩種商品以上的含義。
（三）注意句子的結構：
例如：
1.We sent you 5 samples yesterday of the goods which you requested in your letter of May 20 by air.
2.We sent you, by air, 5 samples of the goods which you requested in your letter of May 20.
五、Conciseness 簡潔
（一）避免廢話連篇：
例如：
1.We wish to acknowledge receipt of your letter...可改為：We appreciate your letter...
2.Enclosed herewith please find two copies of...可改為: We enclose two copies of...
（二）避免不必要的重複：
（三）短句、單詞的運用：
Enclosed herewith----->enclosed
at this time----->now
due to the fact that----->because
a draft in the amount of $1000----->a draft for $1000
六、Concreteness 具體
七、Correctness 正確
20個句子搞定所有外貿函電：
01.Please accept our thanks for the trouble you have taken.
有勞貴方，不勝感激。
02.We are obliged to thank you for your kind attention in this matter.
不勝感激貴方對此事的關照。
03.We tender you our sincere thanks for your generous treatment of us
in this affair.
對貴方在此事中的慷慨之舉，深表感謝。
04.Allow us to thank you for the kindness extended to us.
對貴方之盛情，不勝感謝。
05.We thank you for the special care you have given to the matter.
貴方對此悉心關照，不勝感激。
06.We should be grateful for your trial order.
如承試訂貨，不勝感激。
07.We should be grateful for your furnishing us details
of your requirements.
如承賜示具體要求，不勝感激。
08、It will be greatly appreciated if you will kindly send us
your samples.
如承惠寄樣品，則不勝感激。
09.We shall appreciate it very much if you will give our bid
your favorable consideration.
如承優惠考慮報價，不勝感激。
10.We are greatly obliged for your bulk order just received.
收到貴方大宗訂貨，不勝感激。
11.We assure you of our best services at all times.
我方保證向貴方隨時提供最佳服務。
12.If there is anything we can do to help you, we shall be more
than pleased to do so.
貴公司若有所需求，我公司定儘力效勞。
13、It would give us a great pleasure to render you a similar
service should an opportunity occur.
我方如有機會同樣效勞貴方，將不勝欣慰。
14.We spare no efforts in endeavoring to be of service to you.
我方將不遺余力為貴方效勞。
15.We shall be very glad to handle for you at very low
commission charges.
我方將很愉快與貴方合作，收費低廉。
16.We have always been able to supply these firms with their
monthly requirements without interruption.
我方始終能供應這些公司每月所需的數量，從無間斷。
17.We take this opportunity to re-emphasize that we shall, at all
times, do everything possible to give you whatever information
you desire.
我們藉此機會再此強調，定會儘力隨時提供貴方所需的信息。
18.We are always in a position to quote you the most advantageous
prices for higher quality merchandise.
我們始終能向貴方提供品質最佳的產品，報價最為優惠。
19.This places our dealers in a highly competitive position and
also enable them to enjoy a maximum profit.
這樣可以使我方經營者具有很強的競爭力，還可獲得最大的利潤。
20.We solicit a continuance of your confidence and support.
懇請貴方繼續給予信任，大力支持.
外貿英語函電範文
Foreign Economic Relations & Trade Committee of What City
Address: 地址略-------
Tel: 電話號碼略 Fax: 傳真號碼略________
To: Ms Jaana Pekkala, Consultant for China Swiss Organization for Facilitating Investments Fax: +41-1-249 31 33
Total pages of this fax: 2
_________________________
Dear Ms Jaana Pekkala,
We understand from The Swiss Business Guide for China that your organization is helping Swiss firms in seeking opportunities of investing in China and business cooperating with Chinese partners. To establish business relations with your organization and attract Swiss companies" investment here in What, We write to introduce our city, the city of What, as one of the open cities in Liaoning Province, China and also ourselves, Foreign Economic Relations & Trade Committee of What, as a What government initiative to facilitate business relationship with foreign companies.
Our committee provides advice and assistance to What firms seeking to export their services, goods to foreign areas and import goods and services abroad. We also assist Whatfirms in establishment of joint ventures and carry the procedures for examination and approval of joint ventures and foreign sole investment firms. Our Committee can provide What companies with information on the world market and specific commercial opportunities as well as organize trade missions, seminars and business briefings.
Our committee facilitates and encourages investment from other countries into targeted sectors of What economy and maintains active promotion of What through its network of contacts in domestic and abroad areas.
Nowadays, we are seeking foreign investment in the field of capital construction, such as improving of tap water system and highway construction. Also, we are setting up a tannery zone in Tong"erpu, the largest leather clothes producing and wholesaling base in North China. We invite Swiss companies with most favorable polices to set up their firms in any form on tanning, leather processing and sewage treatment.
Any information on investment projects into What and on business cooperation with firms in What is highly appreciated and will be pass on to anyone who have approached us with interest in similar project. You are also invited to our city for investigation and business tour.
Should you have any questions, please fell free to contact us.
Thank you for your attention and looking forward to your prompt reply.
Sincerely yours,
Qiming Di
Commercial Assistant
For Foreign Economic Relations & Trade Committee of What City
、英文地址書寫格式英文地址格式和中文剛好相反，按地址單元從小大到的順序從左到右書寫，並且地址單元間以半形逗號分隔(,)，同時郵政編碼可以直接寫到地址中，其位置通常位於國家和省（州）之間，書寫格式如下：xx室,xx號，xx路，xx區，xx市，xx省，xx國下面我們看一個簡單的例子：上海市延安西路1882號東華大學186信箱（郵編：200051）Mailbox186,1882WestYan"anRd.,DonghuaUniversity,Shanghai200051.2、英文通信地址常用翻譯201室/房Room201二單元Unit2馬塘村MatangVallage一號樓/棟Building12號No.2華為科技公司HuaweiTechnologiesCo.,Ltd.xx公司xxCorp./xxCo.,Ltd.宿舍Dormitory廠Factory樓/層Floor酒樓/酒店Hotel住宅區/小區ResidentialQuater縣County甲/乙/丙/丁A/B/C/D鎮Town巷/弄Lane市City路Road（也簡寫作Rd.，注意後面的點不能省略）一環路1stRingRoad省Province(也簡寫作Prov.）花園Garden院Yard街Street/Avenue大學College/University信箱Mailbox區DistrictA座SuiteA廣場Square州State大廈/寫字樓Tower/Center/Plaza衚衕Alley（北京地名中的條即是衚衕的意思）中國部分行政區劃對照自治區AutonomousRegion直轄市Municipality特別行政區SpecialAdministrationRegion簡稱SAR自治州AutonomousPrefecture盟Prefecture縣County自治縣AutonomousCounty自治州AutonomousPrefecture旗county鄉Township
注意:
①英語地址寫法中的常用縮寫詞：Avenue:Ave.Road:Rd.Square:Sq.Province:Prov.Street:St.District:Dist.Floor:/FRoom:Rm.Apartment:Apt.Building:Bldg.Mountain:Mt.②簡寫中的點不能省略，如Rd.,Prov.；③xx東路/南路/西路/北路中的東南西北可分別縮寫E/S/W/N，且一定要放在路名前，如（延安西路）WestYan"anRd.而不是Yan"anWestRd.；④Room1203,Building2（2號樓1203室）可以簡寫成2-1203。⑤專用名詞不要翻譯 可直接使用拼音且不宜拆開來寫。
3、常見困難英文通信地址的寫法①上海市遵義南路6號虹橋友誼商城4樓Floor4,6SouthZunyiRd.,HongqiaoFriendshipShoppingMall,Shanghai.②四川省成都市二環路南三段好萊塢廣場6樓57號No.57,6/F,HollywoodPlaza,Section3,Southern2ndRingRd.,Chengdu,SichuanProv.③北京市朝陽區團結湖中路北一條三號樓三單元101室乙Room101,B,Unit3,Building3,NorthAlley1,MiddleTuanjiehuRd.,ChaoyangDistrict,Beijing.④新疆哈密大泉灣鄉黃蘆崗村二組一隊一號No.1,1stTeam,2ndGroup,HuanglugangVillage,DaquanwanTownship,Hami,XinjiangAutonomousRegion.⑤上海市天鑰橋路35弄22號601室Rm.601,No.22,Lane35,TianyaoqiaoRd.,Shanghai.
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