商務(wù)英語函電實驗報告.doc

實驗報告專用紙實驗報告實驗項目名稱 外貿(mào)英語函電 課程名稱 外貿(mào)英語函電 成績評定 實驗類型：驗證型綜合型R 設(shè)計型 實驗日期 指導(dǎo)教師 學生姓名 學號 專業(yè)班級 一、實驗項目訓(xùn)練方案小組合作：是 否R小組成員：實驗?zāi)康模菏箤W生通過對對不同信函的練習，摸索與外商建立業(yè)務(wù)關(guān)系的方法，掌握國際商務(wù)磋商、掌握詢盤、發(fā)盤、還盤、接受環(huán)節(jié)往來函電的應(yīng)用技巧。實驗場地及儀器、設(shè)備和材料：P4微型計算機，數(shù)據(jù)庫服務(wù)器，外貿(mào)單證系統(tǒng)實驗訓(xùn)練內(nèi)容（包括實驗原理和操作步驟）：項目一 建立業(yè)務(wù)關(guān)系1. Steps for writing business letters of establishing business relations(1) Source of introduction (2) Brief introduction of your own company(3) Intention of writing the letter2. PracticeLetter One基本要求:根據(jù)下述資料，以世格國際貿(mào)易公司業(yè)務(wù)員Minghua Zhao的名義，給加拿大NEO公司寫一封與他們建立業(yè)務(wù)關(guān)系的信函，要求用英文書寫，表達清楚、內(nèi)容完整。相關(guān)信息：世格國際貿(mào)易公司(DESUN TRADING CO.,LTD.)成立于1987年，是一家擁有進出口經(jīng)營權(quán)的外貿(mào)公司。公司經(jīng)營范圍廣泛，與多家供應(yīng)商有固定的業(yè)務(wù)往來，信譽良好。同時公司也極為重視新產(chǎn)品開發(fā)，05年的新產(chǎn)品DR系列瓷器選用上等瓷土(First-class Porcelain)燒制，包裝精美，質(zhì)量上乘，非常具有競爭力。2005年10月12日公司業(yè)務(wù)員Minghua Zhao從網(wǎng)上看到加拿大NEO公司求購瓷器(chinaware)的信息，想與他們建立業(yè)務(wù)關(guān)系。NEO公司的具體資料如下：MR. ANDY BURNSNEO GENERAL TRADING CO., LTD#362 JALAN STREET, TORONTO, CANADATEL NO.: (+01)7708808FAX NO.: (+01)7701111E-MAIL:答案：Dear Sirs， We have learned from the internet that you want to buy some chinaware. We would like to introduce ourselves to your as a trading firm. We are interested in establishing a business relationship with your corporation for the purpose of supplying you the commodities you want. Our DESUN TRADING CO.LTD. has the right of import and export foreign trading firm that has built in 1987. We have been exporting all kinds of product and we have excellent connections with supplier To give you a general idea of our company, we are introducing you , our latest DR series of chinaware for your reference. This kind of product has a stronger competitive and it made use of First-class Porcelain ,beauty pack, good quality. In addition , we focus on a new product development. We look forward to hearing from you. Yours sincerelyLetter Two基本要求:請將下述建立業(yè)務(wù)關(guān)系的信函翻譯成英文，要求表達清楚、內(nèi)容完整。相關(guān)要求：信函內(nèi)容如下：敬啟者：從網(wǎng)上得知貴公司的名稱和地址，并了解到你公司主要經(jīng)營罐頭食品的進出口。今特致函與你，希望能與你公司建立起長期的業(yè)務(wù)關(guān)系。我公司是一家大型外貿(mào)公司，從事進出口業(yè)務(wù)已有近20年，信譽良好。我們對貴公司的產(chǎn)品很有興趣，若能提供貴公司的有關(guān)產(chǎn)品的目錄和價目單，將不勝感激。如果價格合理且交貨期可接受，相信能成交大筆交易。謹上答案：Dear sirs, Learning from the internet for the name of your company and address .We have learned that you are one of the leading importers and exports company specializing in canned foodstuffs, and express our desire to enter into business relation with you forever. We would like to offer our services as a quietly trading firm and we have exporting canned foodstuffs for more than 20 years, and would mention that we have excellent connections. We are interested in your items. We will be appreciated if you send a catalogue and price-list. We are certain that business can be consummated between us if you can accept the price and date of delivery We look forward to your favorable reply. Yours faithfully, 項目二 交易磋商階段Letter 1 基本要求: 根據(jù)下述說明寫一封詢盤函電，要求用英文書寫，表達清楚、內(nèi)容完整。相關(guān)說明: 加拿大Carters Trading Company, LLC的業(yè)務(wù)員Joe Brown先生在2005年廣交會上看到了南京德創(chuàng)偉業(yè)進出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的產(chǎn)品，對他們的Hand-made Gloves非常感興趣，也與該公司的業(yè)務(wù)員Cathy Lee取得聯(lián)系，并索取了相關(guān)資料?；貒蠼?jīng)過市場調(diào)查，Joe Brown先生于2005年10月11日向南京德創(chuàng)偉業(yè)進出口有限公司的業(yè)務(wù)員Cathy Lee發(fā)去詢盤并索要樣品，請你幫Joe Brown先生撰寫這封函電，對方的郵件地址為。答案：Dear Gentlemen,We are interested in Hand-made Gloves in your company. We would appreciate it if let us have information as to catalogue, price, and the other relative particulars.We look forward to your early reply. Yours faithfully, (signature) Joe BrownLetter2基本要求: 根據(jù)客戶來函，向?qū)Ψ桨l(fā)盤，要求用英文書寫，表達清楚、內(nèi)容完整相關(guān)說明:假設(shè)你是南京德創(chuàng)偉業(yè)進出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的業(yè)務(wù)員Cathy Lee，加拿大Carters Trading Company, LLC的Joe Brown先生給你公司發(fā)來郵件，向你詢盤。請根據(jù)該郵件向你的客戶發(fā)盤，寫信時間為2005年10月13日。信中主要要點如下：1.來信中要求的目錄和樣品已寄出；2.商品和數(shù)量：5000副手套(Hand-made Gloves)；3.價格：每套USD2.38 CIF多倫多；4.裝運：證到后兩個月內(nèi)裝運；5.支付：不可撤銷即期信用證；6.包裝：1200副一紙箱；7.該發(fā)盤有效期為10天。答案：Oct 13,2005Dear Mr. Joe Brown Thank you for your enquiry of Oct 11 asking for Hand-made Gloves. The latest catalogue and sample of your requirements is given on the attached sheet. Description: Hand-made Gloves Quantity: 5000 sets Price: USD2.38per set CIF Toronto Shipment: Within 2 months from receipt of the relevant L/CPayment: confirmed, irrevocable sight L/C Packing: 1200 sets a carton Validity: 10 days If you are in need of any other information, please feel free to let us know. We look forward to receiving your orders soon Your faithfully, Nanjing Dechuangweiye Import & Export Co., Ltd Cathy LeeLetter3基本要求: 根據(jù)客戶來函，向?qū)Ψ竭€盤，要求用英文書寫，表達清楚、內(nèi)容完整相關(guān)說明: 假設(shè)你是加拿大Carters Trading Company, LLC的業(yè)務(wù)員Joe Brown，南京德創(chuàng)偉業(yè)進出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)給你公司發(fā)來郵件，向你發(fā)盤，你認為價格過高，向?qū)Ψ竭€盤，要求降價10%。寫信時間為2005年10月13日。答案：Oct 13,2005Dear Sirs, I am sorry to learn from your offer of Oct 13 that we find your prices too high. We appreciate the good quality of your products, but unfortunately your prices appear to be on the high side even for goods of this quality. To accept the prices you quote would leave us with only a small profit on our sales. We like the quality of your goods and also the way in which you have handle our enquiry and would welcome the opportunity to do business with you. May I suggest that you could offer us a special discount of 10%. We make this allowance because we would like to do business with you if possible. At least I hope this revised offer will now enable you to place an order. Sincerely yours, Carters Trading Company, LLC Joe Brown Letter4基本要求: 根據(jù)題目說明，撰寫一封接受函電，要求用英文書寫，表達清楚、內(nèi)容完整相關(guān)說明: 假設(shè)你是加拿大Carters Trading Company, LLC的業(yè)務(wù)員Joe Brown，你與南京德創(chuàng)偉業(yè)進出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd) 的業(yè)務(wù)員Cathy Lee經(jīng)過交易磋商，最后就各項交易條件達成一致，請你給對方寫一封接受函電，寫信時間為2005年10月20日。信中要點為：1.感謝你方2005年10月18日報價和寄來的樣品；2.認為對方產(chǎn)品的品質(zhì)優(yōu)良，價格合理；3.隨信附寄編號為CTC5236的購買合同一式兩份，會簽后請歸還一份以便存檔；4.請在裝船后兩天內(nèi)給我們發(fā)裝船通知，告知包裝件數(shù)、毛凈重、船名、貨值、提單號碼和日期；5.由于客戶急需，請盡快裝運，如果這次合作愉快，今后將大量訂購。答案：Oct,20,2005Dear Mr. Lee,Thank you for your quotation of Oct 18, 2005 and the samples of you sent us. We appreciate the good quality of these products together with reasonable prices and we are pleased that business can be consummated between us.After the ship within two days we would need to give us the shipping advice and tell us the gross number of packages, net weight, ship name, value, bills of lading number and date. Because customers need, please shipped as soon as possible.We enclose with this letter our Sales Confirmation No.CTC5236 in duplicate. Please countersign and return us one copy for records.If the co-operation is satisfactory, we shall be happy to place more substantial orders.Sincerely yours,Carters Trading Company, LLCJoe BrownLetter 5;題目名稱 催證基本要求 根據(jù)題目說明寫一封催證函，要求用英文書寫，表達清楚、內(nèi)容完整。下載模板 0101_貿(mào)易函電01.doc相關(guān)說明 假設(shè)你是世格國際貿(mào)易公司(DESUNTRADINGCO.,LTD.)的業(yè)務(wù)員MinghuaZhao，你收到了加拿大NEO公司(NEOGENERALTRADINGCO.)簽返的編號為DTC5210的銷售確認書，雙方約定信用證不遲于11月25前到達，但現(xiàn)在期限已到，卻仍未收到信用證。因此請你給NEO公司的業(yè)務(wù)員AndyBurns去函催證，并提醒對方我方通知行為“中國銀行上海分行”，而非只是“中國銀行”，以免寄錯。寫信時間為2005年11月25日。答案：Nov 25,2005DearAndyBurns,WearepleasedtoinformyouthatwehavereceivedthesalesconfirmationNo.DTC5210.Andwewoulddrawyourattentiontothefactthatthedateofshipmentisapproaching ,butwestillhavenotreceivedyourcoveringL/C.WerequestyoutoopentherelevantL/Cimmediately,sothatwecanshipthegoodsintime.Another,pleasepayattentiontotheournotifyingbankBankofChina,ShanghaibranchnotBankofChinaonly.WelookforwardtoreceivingyourcoveringL/Csoon. YoursSincerely, DESUNTRADINGCO.,LTD. MinghuaZhao, 項目三 簽訂合同階段題目要求和說明題目名稱簽訂出口合同基本要求根據(jù)下述成交條件簽訂出口合同，要求格式清楚、條款明確、內(nèi)容完整。合同號：MT05214。下載模板0201_銷售合同.doc相關(guān)說明經(jīng)過多次交易磋商，龍華貿(mào)易有限公司和芬蘭QUA公司就節(jié)能燈的各項交易條件達成共識，概括如下：1. 賣方(Seller)：龍華貿(mào)易有限公司LONGHUA TRADING COMPANY LIMITED152 ZHENGLONG ROAD，BEIJING，CHINA2. 買方(Buyer)：QUA COMPANY LIMITED，F(xiàn)INLANDAKEDSANTERINK AUTO P.O.BOX9，F(xiàn)INLAND3. 貨號品名規(guī)格：TRIANGLE BRAND 3U-SHAPE ELECTRONIC ENERGY SACING LAMPTR-3U-A110V 5W5000PCSUSD2.50/PCTR-3U-A110V 7W5000PCSUSD3.00/PCTR-3U-A110V 22W5000PCSUSD3.80/PCTR-3U-A110V 26W5000PCSUSD4.20/PC允許10%溢短裝4. 嘜頭：由賣方?jīng)Q定。5. 成交價格條件：CIF HANKO。6. 包裝條件：紙箱包裝。每箱50只。7. 交貨/裝運條件：裝運期為2003年8月，允許分批裝運及轉(zhuǎn)運。8. 出口港：北京進口港：HANKO9. 保險條件：由賣方按CIF成交金額的110%投保中國人民保險公司海運貨物水漬險、碰損破碎險和戰(zhàn)爭險。10. 付款條件：電匯11. 合同簽訂時間及地點：2003年6月3日于北京銷售合同SALES CONTRACT賣方SELLER:LONGHUA TRADING COMPANY LIMITED152 ZHENGLONG ROAD，BEIJING，CHINA編號NO.:MT05214日期DATE:JUNE.03,2003地點SIGNED IN:BEIJING買方BUYER:QUA COMPANY LIMITED，F(xiàn)INLANDAKEDSANTERINK AUTO P.O.BOX9，F(xiàn)INLAND買賣雙方同意以下條款達成交易：This contract Is made by and agreed between the BUYER and SELLER, in accordance with the terms and conditions stipulated below.1. 品名及規(guī)格Commodity & Specification2. 數(shù)量Quantity3. 單價及價格條款Unit Price & Trade Terms4. 金額AmountTRIANGLE BRAND 3U-SHAPE ELECTRONIC ENERGY SACING LAMP TR-3U-A110V 5WTR-3U-A110V 7WTR-3U-A110V 22WTR-3U-A110V 26W5000PCS5000PCS5000PCS5000PCSUSD2.50USD3.00USD3.80USD4.20USD12500.00USD15000.00USD19000.00USD21000.00Total:20000PCSUSD67500.00允許With溢短裝，由賣方?jīng)Q定More or less of shipment allowed at the sellers option5. 總值Total ValueSAY US DOLLARS SISTY SEVEN THOUSAND FIVE HUNDRED ONLY6. 包裝PackingIN CARTONS OF 50PCS EACH7. 嘜頭Shipping MarksAT SELLERS OPTION8. 裝運期及運輸方式Time of Shipment & means of TransportationTO BE EFFECTED THE END OF AUGUST 2003 WITH PARTIAL SHIPMENT ALLOWED AND TRANSHIPMENT ALLOWED9. 裝運港及目的地Port of Loading & DestinationFROM:BEIJINGTO:HANKO10. 保險InsuranceTHE SELLER SHALL COVER INSURANCE AGAINST WPA AND CLASH &BREAKAGE& WAR RISKS FOR 110%OF THE TOTAL INVOICE VALUE AS PER THE RELEVANT OCEAN MARINE CARGO OF P.I.C.C.DATE D 1/1/198111. 付款方式Terms of PaymentT/T12. 備注RemarksThe BuyerThe SellerQUA COMPANY LIMITED,FINLANDLONGHUA TRANDING COMPANY LIMITED(signature)(signature)項目四 根據(jù)合同條款審證與改證題目要求和說明題目名稱改證基本要求根據(jù)題目說明寫一封改證函，要求用英文書寫，表達清楚、內(nèi)容完整。下載模板0101_貿(mào)易函電01.doc相關(guān)說明假設(shè)你是世格國際貿(mào)易公司(DESUN TRADING CO.,LTD.)的業(yè)務(wù)員Minghua Zhao，你收到了加拿大NEO公司(NEO GENERAL TRADING CO.)與11月23日開來的編號為BWO5823684的信用證，經(jīng)仔細審核后你發(fā)現(xiàn)了如下與合同不符處：1.貨物的名稱應(yīng)為“CANNED WHOLE MUSHROOMS”而不是“CANNED SLICED MUSHROOMS”；2.將“documents presented for negotiation should include cargo receipt issued by buyers”字樣去掉；3.商品數(shù)量應(yīng)為1320箱而非1230箱。請你給NEO公司的業(yè)務(wù)員Andy Burns去函催促對方改證，以便我方能夠及時裝運。寫信時間為2005年11月25日。答案：Nov25,2005DearMr.