standard US70 shipping payment is transferred to our
account No。 009…334833299…2432 at Hong Kong &
Shanghai Banking Corporation （HSBC） or when you
provide us with your DHL； UPS or FedEx account number。
Sorry for the inconvenience； I hope this little formality will
not stand in the way of our future relationship。
We hope you can understand our position and look forward
to our future cooperation。
With best regards；
Chen Guo Yu； General Manager
Dynamic Exports Shanghai Electronic Co。； Ltd。
gchen@globalsources。
。globalsources。/deselec。co
能提供样品，但。。。。。。。。。。。需要。。。。。。。。。对方支付运费
尊敬的 Daniel 先生：
非常高兴您对我们的产品依旧感兴趣。我们现已可以
提供您要求的样品。样品是免费的，但是根据公司规
定，客户必须支付运输费用。。
只要贵公司将 US 70 标准运费转至我公司在汇丰银行
的帐户 009…334833299…2432 ，或提供您的 DHL、UPS
或 FedEx 帐号，我们会立即发送样品。。
由此造成的不便，在此表示歉意。我希望这项小小的
规定不会妨碍我们未来的关系。。
希望您能理解我们的立场，期待我们未来的合作。。
顺祝商祺，
陈国玉，总经理
达尼米克出口上海电子有限公司
gchen@globalsources。
。globalsources。/deselec。co
14
15
能提供样品，但需要对方提供公司营业执照
尊敬的 Thornton 先生：
得知贵公司对我们的产品有兴趣，深感荣幸。我们现
已可以提供您要求的样品。样品是免费的，但是根据
公司规定，客户必须提供公司营业执照。。
只要贵公司将营业执照传真至我公司：
（86…21） 5306…8969，我们会立即发送样品。。
由此造成的不便，在此表示歉意。我希望这项小小的
规定不会妨碍我们未来的关系。。
希望您能理解我们的立场，期待我们未来的合作。。
顺祝商祺，
陈国玉，总经理
达尼米克出口上海电子有限公司
gchen@globalsources。
。globalsources。/deselec。co
Ready to offer a sample； but require a
Certificate of Incorporation
Dear Mr。 Thornton；
We are pleased that your pany is interested in our
products。 The samples you have requested are now
available。 They are free of charge； but it is our pany's
policy to request a Certificate of Incorporation。
Samples will be sent immediately as soon as the Certificate
of Incorporation has been sent to our fax number； （86…21）
5306…8969。
Sorry for the inconvenience。 We sincerely hope this little
formality will not stand in the way of our future relationship。
We hope you can understand our position and look forward
to our future cooperation。
With best regards；
Chen Guo Yu； General Manager
Dynamic Exports Shanghai Electronic Co。； Ltd。
gchen@globalsources。
。globalsources。/deselec。co
17
16
Declining a buyer’s request
Dear Mr。 Andreano Chelentano；
Thank you for your inquiry dated 25 March。 We are always
pleased to hear from a valued customer。
I regret to say that we cannot agree to your request
for technical information regarding our product。 The fact
is that most of our petitors also keep such information
private and confidential。
I sincerely hope that this does not inconvenience you
in any way。 If there is any other way in which we can help
you； do not hesitate to contact us again。
Truly yours；
Chen Guo Yu； General Manager
Dynamic Exports Shanghai Electronic Co。； Ltd。
gchen@globalsources。
。globalsources。/deselec。co
拒绝买家的要求
尊敬的 Andreano Chelentano 先生：
您 3 月 25 日的查询已收到，多谢来信。我们十分重视
您这样的尊贵客户，非常高兴能收到您的来信。。
来信要求我公司提供我方产品的有关技术资料，我很
抱歉不能满足您的要求，因为这类资料在业内被视为
机密文件。。
真诚希望不会因此对贵公司造成不便。如果需要我公
司协助其它事宜，欢迎随时联系。。
顺祝商祺，
陈国玉，总经理
达尼米克出口上海电子有限公司
gchen@globalsources。
。globalsources。/deselec。co
18
19
Section 3 – Request for Quotation & Payment Terms
第三部分 – 报价及付款条件
Price increases and terms of payment are always
sensitive subjects between buyers and suppliers。
Always use tact and discretion。。。
涨价和付款条件一直是买卖双方之间的敏感
话题。处理时一定要机智谨慎。。。。。。
Explaining a price increase 22
说明涨价原因
Persuading a buyer to buy before a price increase 24
说服买家在涨价之前下单
Giving an opportunity to buy before
a price increase 26
给买家机会在涨价之前下单
Making a concession on price 28
对价格做出让步
Replying to a proposal to pay by a 30…day L/C 30
答复用 30 天远期信用证付款的建议
Replying to a request for direct terms of payment 32
答复直接付款的要求
Agreeing to modify payment terms 34
同意修改付款条件
Answering a request for payment by document
against acceptance 36
答复以承兑交单方式付款的要求
Requesting the establishment of L/C 38
要求开立信用证
Amending L/C 40
修改信用证
Extending L/C 42
延长信用证期限
Clearing up misunderstanding 44
消除误会
A request for credit information 46
要求提供信用资料
Refusing credit 48
拒绝赊销
Asking to ship order COD 50
要求交货付现
Granting a delay in payment 52
同意延迟付款
Confirmation 54
确认供货
21
20
报价及付款条件
Request for Quotation &
Payment Terms
Explaining a price increase
Dear Mr。 George Smith；
Enclosed is our new price list which will e into
effect at the end of this month。 You will see that we have
increased our prices on most models。 We have； however；
refrained from doing so on some models of which we
hold large stocks。 The explanation for our increased
prices stems from the fact that we are now paying 10％
more for our raw materials than we were paying last year；
along with some of our subcontractors having raised their
prices as much as 15％。
As you know； we take great pride in our product and
are proud of the reputation for quality and dependability
we have built over 15 years。 We will not promise that
reputation because of rising costs。 We have； therefore；
decided to raise the prices of some of our products。
We hope you will understand our position and look
forward to your cooperation。
With best regards；
Chen Guo Yu； General Manager
Dynamic Exports Shanghai Electronic Co。； Ltd。
gchen@globalsources。
。globalsources。/deselec。co
说明涨价原因
尊敬的 George Smith 先生：
随函附上的是将于本月底生效的本公司新价目表。您
会发现，我们大部分产品均已涨价，但一些库存量较
大的产品依然保持原有价格。此次提价是因为原材料
价格比去年上涨了10％，而且我们的一些分包商也提价
高达 15％。
如您所知，过去 15 年中，我公司的产品一直以品质优
良、性能可靠而闻名，我们以此为荣，决不会因成本
增加而牺牲信誉。为确保产品质量，我们只能稍微调
整价格。。。
上述情况，希望贵公司理解。期待与贵公司继续保持
紧密合作。。。
顺祝商祺，
陈国玉，总经理
达尼米克出口上海电子有限公司
gchen@globalsources。
。globalsources。/deselec。co
22
23
Persuading a buyer to buy before a price increase
Dear Mr。 John Gray；
This is regarding our quotation dated 2 November； and
our mail offer dated 8 November concerning the supply of
widgets。 We are prepared to keep our offer open until the
end of this month。
For your information； the market is firm and growing。 There
is very little likelihood of any significant change in
the visible future。 As this product is in great demand and
the supply is limited； to secure your order； we would
remend that you accept this offer without delay。
Yours sincerely；
Chen Guo Yu； General Manager
Dynamic Exports Shanghai Electronic Co。； Ltd。
gchen@globalsources。
。globalsources。/deselec。co
说服买家。。。。。。。。。。在。。。。。。。。。涨价之前下单
尊敬的 John Gray 先生：
关于小机具的供货事宜，我公司曾于 11 月 2 日报价并
于 11 月 8 日邮寄报价。现特此通知，该报价的有效期
在本月底结束。。
该产品市场需求量极大，供货有限，而且这种状况将
在相当一段时间内保持不变。为了保证您的订货，建
议您尽快接受我们的报价。。
顺祝商祺，
陈国玉，总经理
达尼米克出口上海电子有限公司
gchen@globalsources。
。globalsources。/deselec。co
24
25
Giving an opportunity to buy before a
price increase
Dear Clara Anderson；
Due to rising prices in the worldwide LED market；
from April 1 of next year； prices for our products are due
to increase by 10％ across the board。 Since you are a
valued customer of long standing； we wish to give you the
opportunity to beat the price increase by ordering now at
the current prices。
In addition； we are willing to give yo