外貿(mào)英語(yǔ)函電期末重點(diǎn).doc

外貿(mào)函電期末重點(diǎn)第1章 Basic Knowledge of Business Letter Writing1.1 Structure 構(gòu)成：a. Letterhead(信頭) 發(fā)件人的信息（名稱、電話、地址）b. Reference and date（發(fā)文編號(hào)和日期）c. Inside Name and Address(封內(nèi)名稱和地址) 收件人的信息d. attention line (注意事項(xiàng))e. The Salutation(稱呼)f. the Subject Line(事由標(biāo)題)g. The Body of the Letter(信的正文)h. Complimentary Close(結(jié)尾敬語(yǔ))i. The Signature(簽名)j. enclosure (附件)k. carbon copy notation(抄送) l. postscript(附言)1.2 Envelope 信封的寫(xiě)法：China National Chemicals (stamp)Import&Export Co. 寄件人地址Beijing,China Overseas Trading Co. 153 Market street 收件人地址 London, E.C.3Registered 掛號(hào)信1.3 Principle 寫(xiě)信原則：Courtesy 禮貌Conciseness 簡(jiǎn)潔Clearness 清晰第2章 Establish Business Relations 建立貿(mào)易關(guān)系2.1 Structure第一部分 說(shuō)明信息來(lái)源Commercial Counselor office商務(wù)參贊處； Embassy 大使館； Chamber of commerce 商會(huì)；第二部分 說(shuō)明寫(xiě)信目的+自我介紹leading importer 主要進(jìn)口商/ one of the largest importers 最大的進(jìn)口商之一deal with/ specialize in 專營(yíng)competitive price 競(jìng)爭(zhēng)價(jià)格/ enjoy great popularity 享有盛譽(yù)for your reference 供你方參考; fall(be) within the scope of 屬于的經(jīng)營(yíng)范圍enter into business relations 建立貿(mào)易關(guān)系in the market for想要購(gòu)買 /in the hope of doing sth. 希望acquaint sb. with sth. 讓某人了解某事/ Credit standing 商業(yè)信用第三部分 要求寄送有關(guān)資料+表達(dá)合作愿望2.2 SentencesWe learned/ heard/obtained your company from the Internet that you are one of the leading manufactures in this line.我們從互聯(lián)網(wǎng)上得知貴公司,你們是這方面領(lǐng)先的制造商之一。We would like to take this opportunity to establish business relations with you .我們?cè)附璐藱C(jī)會(huì)與貴公司建立貿(mào)易關(guān)系。We are an importer/exporter handling toys for many years. Our products have enjoyed a high reputation in the world for their good quality and reasonable price.我們是一家經(jīng)營(yíng)玩具多年的進(jìn)口商/出口商。我們的產(chǎn)品憑借著良好的品質(zhì)和合理的價(jià)格在世界上享有盛譽(yù)。If your price is competitive ,we will place an order with you. 如果你方價(jià)格有競(jìng)爭(zhēng)力的話，我們將向你方發(fā)出訂單。In order to acquaint you with our products, we sent two samples this morning. 為了使你熟悉我們的產(chǎn)品,我們今天早上送兩個(gè)樣品。第3章 Enquiries & Replies 詢價(jià)及回復(fù)3.1 StructureGeneral Enquiry 一般詢價(jià)& Specific Enquiry 具體詢價(jià)1. 說(shuō)明信息來(lái)源和目的, 如有必要自我介紹2. 感興趣的商品和具體要求 4. 表達(dá)合作的愿望3.2 Main Wordsreasonable price 合理的價(jià)格/competitive price 具有競(jìng)爭(zhēng)力的價(jià)格commission 傭金discount 折扣under separate cover 另函附上confirmed, irrevocable L/C by sight draft 保兌的，不可撤銷的即期信用證regular purchase 定期購(gòu)買 catalog 目錄price list 價(jià)目表brochure 小冊(cè)子sample 樣品3.3 Main SentencesIf you order 3000 dozens or more, we will allow you 5% discount . 如果你訂購(gòu)3000打以上,我們將給予5%的折扣。Please quote your lowest price, CIF, inclusive of our 5% commission.請(qǐng)報(bào)你方最低價(jià)，CIF. ，包括5%的傭金。Should your price be found competitive and delivery date acceptable, we intend to place a large order with you. 如果你方的價(jià)格有競(jìng)爭(zhēng)力,并且可以接受交貨期,我們打算大量訂貨。第4章 Quotations, Offer & Counter offer報(bào)價(jià)、發(fā)盤(pán)及還盤(pán)4.1 Structure實(shí)盤(pán)的內(nèi)容明確完整，包括商品品質(zhì)、數(shù)量、包裝、價(jià)格、裝運(yùn)、支付、有效期等。第一部分：感謝對(duì)方詢價(jià)。Thank you for your inquiry of第二部分：提供交易的細(xì)節(jié)（最好用列表形式）。We are pleased to quote as followsCommodity 商品 ; Specifications 規(guī)格( size, weight );Quantity 數(shù)量; Price 價(jià)格;Packing 包裝;Payment 支付; Shipment 裝運(yùn); 第三部分：說(shuō)明有效期。（報(bào)價(jià)信可以沒(méi)有）This offer can remain open till 第四部分：希望對(duì)方下單We look forward to receiving your order.4.2 Main WordsSubject/ captioned goods 標(biāo)的物growing demand 增長(zhǎng)的需求assortment 花色品種，各式各樣的搭配，do ones (your, my) utmost 竭力，竭盡所能As per 按照By 3 equal monthly shipment 三個(gè)月，等量裝貨minimum quantity 最低起訂量4.3SentencesWe thank you for your enquiry of August 22 and (we) are pleased to send you our quotations for the goods you required as follows:我們感謝你方8月22日的詢價(jià),很高興為你們所需要的貨物報(bào)價(jià)如下:This offer is valid/open subject to your reply here by 5 p.m. our time.這個(gè)報(bào)價(jià)以我方時(shí)間下午5時(shí)以前復(fù)到為有效。In reply to your enquiry of April,28, we enclose/are sending you under separate cover a copy of our latest price list for your reference. 為了回復(fù)您4月28日的詢價(jià)，我們附上/另送您一份我們的最新價(jià)格單,供您參考。Your price is about 10% higher than those of your competitors.你的價(jià)格比你的競(jìng)爭(zhēng)對(duì)手高出10%。As the market is declining, business is not possible unless you can reduce your price by 10%.由于市場(chǎng)的減少,除非你可以降低你的價(jià)格10%，否則無(wú)法進(jìn)行貿(mào)易合作。All quotations are subject to our final confirmation. Unless otherwise stated or agreed upon, all prices are net without commission.所有報(bào)價(jià)都以我方最后確認(rèn)為準(zhǔn)。除非另有說(shuō)明或約定,所有價(jià)格都是凈價(jià),不含傭金。Due to the heavy demand for the goods, the offer will be valid (open, firm, good ) only for 8 days.由于商品的大量需求，該報(bào)盤(pán)的有效期只有8天。4.4 Main LettersQuotation 報(bào)價(jià)P60Dear Sirs,We thank you for your enquiry of August 22 and are pleased to send you our quotation for the goods you required as follows:Commodity: White Rabbit Brand Woolen Mixed Blanket No.33.Size:74*84inWeight:4lbsColour:yellow, brown, green assortmentQuantity:1,000pcs.Price:US$40.00 per piece CIF MontrealShipment:OctoberYou are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.We look forward to receiving your order.Yours faithfully,Offer of Electronic Calculators 電子計(jì)算器商報(bào)盤(pán)P73Dear sirs,In reply to your letter of July 14,we are giving you an ofter,subject to your reply here by 5 p.m. Our time,Tuesday ,August 5,as follows:Commodity: Electronic Calculators Specifications: As per attached list Packing: As per the buyers option Quantity: 3,000 pieces Price: US$9.00 net per piece CIF Lagos Shipment: September/October, 2014 Payment: Confirmed, Irrevocable Letter of Credit payable by draft at sight to be opened 30 days before the time of shipment. Under separate cover, we have sent you 2 copies of illustrated catalogue of various brands as per your request. We are expecting your early order. Yours faithfully,Offer of Refrigerators 電冰箱報(bào)盤(pán)P74Dear sirs,Your fax of February 10 asking us to offer you the subject article has received our immediate attention. We are pleased to know that you are interested in our products.In reply to your inquiry, we take pleasure in making you an offer as follows, subject to your reply reaching us within 7 days from today:Specification quantity(set) price(US &)BYD212 1,000 410,00BYD175 1,000 380,00BY219 500 395,00 The price is on the basis of CIF Alexandria.Packing: at buyers optionShipment: Total quantity to be delivered by 3 equal monthly shipments. March through May,2002Payment: 100% by irrevocable, revolving letter of credit.In view of the fact that our stock on hand has been quite low owing to heavy commitment, your early order is absolutely essential.Yours faithfully,Buyer Asks for Reduction of Minimum Quantity 買方要求降低起訂量P80 （看一下）Dear Sirs, Your Offer No. 123We thank you for your fax of April 4 offering us 6 designs of Ornamental Cloth.However, we regret to inform you that the minimum 10000 yards per design is too big for this market. In case you can reduce the minimum to 7000 yards per design, there is a possibility of placing orders with you, because a considerable quantity of this material is required on this market for manufacturing curtains, bed sheets, etc. Your early reply will be highly appreciated.Yours faithfully,第5章 Order、Acceptance and Rejections 訂單、接受和回絕5.1 Structure of Orderexpress pleasure in receiving the offer;confirm the conclusion of the business and point out the :full details of article number, quantity,specification, quality, unit price, total value, shipment, packing,insurance and terms of payment as agreed upon hope for further orders; 5.2 Main Wordsplace an order with sb.for sth. 向某人下訂單; trial order 試訂單draw at sight/draft at sight 開(kāi)立即期匯票acknowledgement 銷售確認(rèn)書(shū)apply for L/C 申請(qǐng)開(kāi)立信用證in duplicate 一式兩份For ones file 供某方存檔5.3 SentencesOwing to/ Because of heavy commitment, many orders havent been made, we can only accept orders for October shipment.由于大量承約,許多客戶的訂貨都未發(fā)出，因此我們目前只能接受10月船期訂單。As to the terms of payment ,we often require confirmed, irrevocable letter of credit payable by draft at sight.關(guān)于支付條件，我們通常要求保兌的、不可撤消的、憑即期匯票支付的信用證5.4 Main LettersAcceptance of Order for Furniture接受訂購(gòu)家具的訂單 P102Dears sirs, We are very pleased to receive your order No. BD/35 furniture. We accept the order and are enclosing you our Sales Confirmation No.354 in duplicate of which please countersign and return one copy to us for our file. We trust you will open the relative L/C at an early date. 已獲悉貴方第BD/35號(hào)訂購(gòu)家具的訂單.我方按照相應(yīng)條款接受訂單并隨函附寄 我方第345號(hào)銷售確認(rèn)書(shū)一式兩份,請(qǐng)會(huì)簽后寄回一份供我方存檔.我方相信貴方會(huì)盡早開(kāi)立有關(guān)信用證. As to the Item A and B, we shall arrange delivery as soon as we get your L/C, and for item C and D we shall ship accordingly. 關(guān)于1號(hào)和2號(hào)貨品,一旦收到信用證,我方將安排裝運(yùn),3號(hào)和4號(hào)兩貨品,我方也將按相應(yīng)條件裝運(yùn). Hoping the goods will turn out to your entire satisfaction and we may have further orders from you. 希望貨品能使貴方完全滿意.同時(shí)也希望繼續(xù)收到貴方的訂單. Yours faithfully,第7章 Payment 支付7.1 Main Wordsin favor of 受益人open/issue an L/C 開(kāi)立信用證effect shipment 安排裝船punctual shipment 準(zhǔn)時(shí)裝運(yùn)shipping advice 裝船通知expedite shipment 加速裝運(yùn)execute an order 執(zhí)行訂單make amendment 修改extension of L/C 展延信用證7.2 Sentenceswe wish to draw your attention to the fact that the date of delivery is approaching.我方希望貴方注意到裝運(yùn)期已經(jīng)臨近。But up to the present(=up to now) we havent received the covering L/C.但我方到目前為止仍未收到有關(guān)此貨物的信用證，Please do your utmost to expedite its establishment, so that we may execute the order within the prescribed time.請(qǐng)盡快開(kāi)出信用證，以便我方能按規(guī)定日期發(fā)運(yùn)。7.3 Main LettersUrging establishment of L/CP145 Dear sirs,Our Sales Confirmation No.TE151Reference is made to the 1000 cartons of Canned Asparagus under the subject sales confirmation,we wish to draw/invite your attention to the fact that the date of delivery is approaching, but up to the present we have not received the covering letter of credit. Please do your utmost to expedite its establishment, so that we may execute the order within the prescribed time. In order to avoid subsequent amendments, please see to it that the L/C stipulations are in exact accordance with the terms of the contract. We look forward to receiving your favorable response at an early date.Yours faithfully,第8章 Transport & Insurance 裝運(yùn)及保險(xiǎn) 8.1 Main WordsPort of destination 目的港Partial shipment 分批裝運(yùn)Transshipment 轉(zhuǎn)運(yùn)Shipping mark/ documents 嘜頭bill of lading 提單cannot help doing sth. 忍不住in urgent need of sth. 急需Sell by lot 分批出售Insure; to cover insurance 投保8.2 SentencesYou may ship the goods in three lots.你方可分三批裝運(yùn)此貨。We have been put to great inconvenience by the delay in delivery.我們已經(jīng)因?yàn)檠舆t交貨帶來(lái)了極大的不便。We will have to lodge a claim against you for the loss and reserve the right to cancel the contract.我們會(huì)為損失提出索賠并保留取消合同的權(quán)利。The wares must be packed in wooden cases capable of withstanding rough handling.貨物必須用木箱包裝能承受野蠻的裝運(yùn)。We have covered insurance on the 100 metric tons of wool for 110% of the invoice value against all risks.我們已經(jīng)對(duì)100公噸羊毛投保，按發(fā)票金額的110%投保一切險(xiǎn)。8.3 Main LettersUrging for prompt deliveryP157 We are very anxious to know about the shipment of our Order No.123 for 1000 cases of Tin Plates.As the contracted time of delivery is rapidly falling due(很快到期),it is imperative that (是必要的)you inform us of the delivery time without any further delay.We stated explicitly at the outset(一開(kāi)始) the importance of punctual execution of this order and cannt help feeling(忍不住覺(jué)得) surprised at your silence about our fax inquiry of the 18th June(6days ago),a copy of which is enclosed.We are in urgent need of(急需) these goods and have to request you to execute the order within the time stipulated(在規(guī)定的時(shí)間內(nèi)).Yours faithfully,第9章 Complaint、Claim & Settlement申訴、索賠和理賠9.1 Main Wordsdelayed/late delivery 延遲發(fā)貨inferior quality 質(zhì)量差difference in quality 質(zhì)量不符inadequate packing 包裝不當(dāng)Insufficient quantity 數(shù)量不足forwarding agent 運(yùn)輸代理look into=investigate 調(diào)查lodge a claim 提出索賠inferior to 次于9.2 SentencesAfter looking into the matter, we find damage was caused b