今天推出的这篇文章，是外贸业务员特别是外贸新手需要认真多次反复阅读并尽可能记住的，这样会在以后的工作中信手拈来，用在对外商的回复中，外贸的拿来主义非常使用！
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,
敬启者，
我们感谢您在9月23日对蚕丝绸6112的来电查询。
我们非常感谢您为推销我们的产品所做的努力，但是令我们非常遗憾的是，由于需求过大，我们无法为您提供所需的产品。 可是，我们希望利用这个机会在没有约束的情况下向你提供以下最近似的替代产品供您参考考虑：
500件6113 蚕丝绸，每码EURO4.80
CIF汉堡，包括您3％的佣金
随附剪样供您参考。 如果您能够按照我们的建议达成交易，请尽快给我们回电。
您忠诚的，
外贸词汇小贴士：
1. push v. 推进 (商业上引申为"推销")
Please make efforts to push this article.
请尽力推销该商品
2. substitute n. 代用品 , 替代品
We would suggest your accepting Pattern No.45 as a substitute.
我们建议您接受第45号图案作为替代品。
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，我们将用第15号型号代替未交货的部分。
substitution n. 代替
We enclose an amended contract in substitution for the previous one.
我们附上一份修改后的合同来代替前一份合同。
3. for your (our, their) reference 供你们 (我们, 他们) 参考
For your reference, we enclose any analysis of the test we have made.
我们附上对我们所做测试的所有分析供您参考。
4. close business 达成交易, 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,
敬启者，
我们已经注意到您10月25日的来电，我们今天的回复内容如下：
您25日询价很遗憾不能供货。
您可能知道，自去年以来，您询价的商品需求量一直很大，我们现在已经满负荷承接订单，所以我们无法按要求向您提供报价。但是，我们如果有新的供应品一定请立即与您联系。如果您的客户需要其他类型的产品，请告诉我们。
无论如何，我们感谢您的询问。
您忠诚的，
外贸词汇小贴士：
1. reference is made to 兹谈及
Reference is made to your yesterday's cable, a copy of which please find enclosed.
请参考您昨天的来电，请见随附的副本。
2. commit v. 承诺, 约束, 使负有责任 (商业上常指定货)
We will do our best to advance shipment but cannot commit ourselves.
我们会尽力提前装运，但不能保证。
The manufacturers are heavily committed for many months to come.
制造商将在未来几个月内有满负荷订单。
commitment n. 所承诺的事, 所承担的责任 (指合同履行)
We have not made any commitment in this respect.
我们在这方面没有做出任何承诺
Owing to heavy commitments, we cannot accept fresh orders at present.
由于超量订单，我们目前无法接受新订单。
3. with the result that 因此, 结果是
We have approached them again with the result that they accept the extended shipment offered by you.
我们再次与他们联系，结果是他们接受了您的延期装运报价。
4. not fail to 务必, 一定
As soon as you get the licence, please do not fail to cable us.
你一搞到许可证，请务必电告我方
5. come up ph. v. 到来, 出现
We will resume offering when replenishment comes up.
当补充货物到时我们将恢复报价
Declining a Counter-offer
拒绝一项还价
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,
敬启者，
回复：硅钢板
我们从您10月10日的来信中了解到，说我们关于表提所提的商品价格偏高。
正如我们希望与您合作扩大销售一样，我们很遗憾，我们无法满足您的还价，因为我们的报价是非常现实的。 事实上，以这个价格标准我们已经收到了来自各个方面的大量订单。
如果您认为价格有任何改善的机会，请告诉我们。 由于目前供应有限，我们请求您迅速采取行动。
在此期间，如果你方有任何进展请随保持联系。 我们向您保证，您的任何进一步询价都会得到我们的及时关注。
您忠诚的，
Declining an Order
谢绝一个订单
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,
敬启者，
回复：硅钢板
我们今天上午收到的关于上述商品的第115号订单，非常感谢。但遗憾的是，由于库存不足，我们无法接受您的订单，因为原材料的不确定性，我们的制造商也不能向你承诺远期交货的订单。
但是，一旦供应情况改善，我们将就此事向你回复。
同时，请随时向我们发出您对任何其他金属板的具体询问，请相信我们会给予你的询价最细心的关注。
您忠诚的，
外贸词汇小贴士：
1. on the high side 偏高 (指价格)
We regret to say that we cannot accept your offer, as your price is found (to be) on the high side.
我们很遗憾地说，我们无法接受您的报价，因为您的价格是偏高的。
2. see one's way (clear) 有可能 (做某事), 设法
We hope you will see your way (clear) to accept (or : accepting) September shipment.
我们希望您能接受我们9月装运。
3. realistic adj. 符合实际的
Your priceis not quite realistic.
你的价格不太现实
4. do better (指价格时) 出较高的 (或更低的) 价格
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变化，请告诉我们。
5. available adj. 可利用的, 可得到的, 可供应的
We will ship by the first steamer available (or: the first available steamer) next month.
我们将在下个月的第一班船装运
6. keep sb. posted (of) 随时告知某人(......)
也可以说 keep sb.informed (of) 或 keep sb.advised (of)
Please keep us posted (or: informed, advised) of any change in the situation.
如果情况有任何变化，请随时向我们更新（或：通知，建议）。
7. development n. (单数) 发展 ; (复数) 事态发展的情况
We look forward to the rapid development of our business.
我们期待我们业务的快速发展。
8. at your end 在你处
Please advise the price ruling at your end (or: on your side, in your place).
请告知你方的最终价格。
9. receive one's attention 得到注意,予以办理
Your letter has received our careful attention.
我们仔细第阅读了你的来信。
10. shortage n. 不足, 不足额 (指交货时,常指短重)
Please do your utmost to ship shortage by the next available steamer.
请尽量用下一个可用的轮船装运短装的货物。
11. undertake v. 承担, 答应
As this is an order of substantial size, we cannot safely undertake to complete its manufacture in a month's time.
由于这是一个相当大的订单，我们不能完全保证在一个月的时间内完成其制造。
12. uncertainty n. 变化, 不肯定
In view of the uncertainty of price movement, we deem (means: consider, regard) it advisable to withhold offering.
鉴于价格变动的不确定性，我们认为（意味着：考虑，考虑）最好暂时不要报价
13. revert (to) v. 复原, 复旧, 重提,外贸函电中常用 revert to this matter, 表示以后再谈
It would probably be a month before we can revert to the special quality you required,which is being test-manufactured.
可能需要一个月的时间才能恢复到您所需的特殊质量，目前正在测试制造的过程中。
14. feel free to 无约束的,与 do not hesitate to 意义相似.
15. rely on ( 或 reply upon) ph.v. 信赖, 依靠
You may rely on our shipping the goods within the period specified.
请你相信我们会在指定的期限内装运货物的。
16. on account of = because of 因为