外贸信函中如何说YES 与NO

       对于很多下了订单的公司来说，他们希望供货方不仅能尽快提供货物，还希望能够得到礼遇和感谢。而每个收到订单的公司也都希望能建立长期的贸易联系。这一次我们就来看看怎样肯定答复一封订货信。
    首先，要对订购方表示感谢。
    其次，要说明货物运输和到达的日期。
    再次，强调己方产品的特点和功用，加深给订购方的印象。
下面是一封对试订货的肯定答复：
Dear Ms Lee
Your twenty cases of mohair rugs should arrive within six weeks. We sincerely appreciate your confidence in our products and hope this is the first of many orders for years to come.
The goods will be packed in twenty special waterproof paper lined cases and dispatched tomorrow by rail to Xingang for shipment by S. S. Huangshan, which leaves for Montreal on August 13. The estimated time of arrival is around April 20.
Your choice of our CN-028 mohair rugs is excellent. These rugs have been made from carefully selected wool and you will find that they are greatly valued. The long, fine silken hair is as hard-wearing as it is attractive and it does not soil easily. We are sure that your first deal on the consignment supports our claim of selling the best rugs at their most competitive prices.
To show our appreciation for your order, we have include in the shipment several samples of materials used for making other rugs and carpets. Please indicate your interest on the enclosed order form. We are looking forward to more opportunities of serving you.
Sincerely yours

       商家都是希望买卖越做越大的。对于客户的要求通常都会回答yes。但是，在某些情况下，拒绝要求也是在所难免。
如何拒绝是一个非常有技巧的问题。当说no的时候，一定要表示出诚挚的态度，同时还要考虑措辞，不要让客户感到太失望，如果可能的话，可以提供一些其他的选择。
    下面是一封对独家经营权的谢绝，我们看看厂家是怎么措辞的：
Dear Sirs
Thank you for your letter dated 8th July. We appreciate your confidence in our product and your concern over our distribution enlargement.
From the enclosed catalog you will see that a newly developed brand "Elephant" for painting knives has been introduced to our customers recently. The new models are attractively designed and include the latest technical improvements. In leather case, the knives themselves come in six more sizes and shapes than the original brand "Squirrel", which has been discontinued for two months. Although more expensive than the "Squirrel", models in the "Elephant" range have already been well received and good sales have been regularly reported from many directions.
As part of our efforts to keep down our customers' cost, we are increasing sales by distributing through as many direct marketing outlets as possible especially at the stage of our new brand introduction. Dealers in other areas appear to be well satisfied with their sales under this arrangement. We appreciate your request to be appointed a sole distributor for your area.
We do hope, some day in future, we will announce the inclusion of your name in our list of approval distributors.
Enclosed is a copy of the "Elephant" brochure from which you may find the details of our new brand painting knives. We are also delighted to have sent you a parcel of samples which, we are sure, will help ensure that your customers will return to your company for the new range.
We are looking forward to receiving your favorable replies and always ready to entertain your consistent orders.
Yours truly

      所谓中性答复就是对询问的比较积极的回复。这种类型的答复常用在已经建立了贸易往来的公司之间。此种答复的主要功用就是传递必要的信息，通常都非常简短。
当贸易的一方同意另一方的询函中所提出的要求后，应该将信息迅速、简要、及时地传递给对方。写这种答复通常遵循的法则是：
   1. 开头就告诉对方已同意询函中的要求。
   2. 告诉对方愿提供相关信息。
   3. 如果是同意对方的订货和发货要求，还要说明己方的发货情况，包括WHO，WHAT，WHERE，和HOW。
   下面是一篇对索取产品信息来函的日常答复，体会一下吧！
Dear Sirs,
In regard to your letter of April 25, enclosed please find a report from one of our users on Coal Cleaning Equipment.
We hope that the report will offer you the necessary information. If there are any questions concerning the operation and service of the equipment, just let us know. We await your response with keen interest.
Yours sincerely