外貿(mào)英語函電期末復習重點12頁

1、一到九章及一些附加內(nèi)容第一章 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)e. The Salutation(稱呼)f. the Subject Line(事由標題)g. The Body of the Letter(信的正文)h. Complimentary Cl

2、ose(結(jié)尾敬語)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 掛號信1.3 Principle 寫信原則：Courtesy 禮貌Conciseness 簡潔C

3、learness 清晰第2章 Establish Business Relations 建立貿(mào)易關(guān)系2.1 Structure第一部分 說明信息來源Commercial Counselor office商務(wù)參贊處； Embassy 大使館； Chamber of commerce 商會；第二部分 說明寫信目的+自我介紹leading importer 主要進口商/ one of the largest importers 最大的進口商之一deal with/ specialize in 專營competitive price 競爭價格/ enjoy great popularity 享有盛譽f

4、or your reference 供你方參考; fall(be) within the scope of 屬于的經(jīng)營范圍enter into business relations 建立貿(mào)易關(guān)系in the market for想要購買 /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+表達合作愿望2.2 SentencesWe learned/ heard/obtained your company from the Internet that you

5、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 .我們愿借此機會與貴公司建立貿(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

6、 good quality and reasonable price.我們是一家經(jīng)營玩具多年的進口商/出口商。我們的產(chǎn)品憑借著良好的品質(zhì)和合理的價格在世界上享有盛譽。If your price is competitive ,we will place an order with you. 如果你方價格有競爭力的話，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樣品。第3章 Enquiries & Replies

7、詢價及回復3.1 StructureGeneral Enquiry 一般詢價& Specific Enquiry 具體詢價1. 說明信息來源和目的, 如有必要自我介紹2. 感興趣的商品和具體要求 4. 表達合作的愿望3.2 Main Wordsreasonable price 合理的價格/competitive price 具有競爭力的價格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

8、買 catalog 目錄price list 價目表brochure 小冊子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.請報你方最低價，CIF. ，包括5%的傭金。Should your price be found competitive and delivery dat

9、e acceptable, we intend to place a large order with you. 如果你方的價格有競爭力,并且可以接受交貨期,我們打算大量訂貨。第4章 Quotations, Offer & Counter offer報價、發(fā)盤及還盤4.1 Structure實盤的內(nèi)容明確完整，包括商品品質(zhì)、數(shù)量、包裝、價格、裝運、支付、有效期等。第一部分：感謝對方詢價。Thank you for your inquiry of第二部分：提供交易的細節(jié)（最好用列表形式）。We are pleased to quote as followsCommodity 商品 ; S

10、pecifications 規(guī)格( size, weight );Quantity 數(shù)量; Price 價格;Packing 包裝;Payment 支付; Shipment 裝運; 第三部分：說明有效期。（報價信可以沒有）This offer can remain open till 第四部分：希望對方下單We look forward to receiving your order.4.2 Main WordsSubject/ captioned goods 標的物growing demand 增長的需求assortment 花色品種，各式各樣的搭配，do ones (your, my) u

11、tmost 竭力，竭盡所能As per 按照By 3 equal monthly shipment 三個月，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,很高興為你們所需要的貨物報價如下:This offer is valid/open subject to your reply

12、here by 5 p.m. our time.這個報價以我方時間下午5時以前復到為有效。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. 為了回復您4月28日的詢價，我們附上/另送您一份我們的最新價格單,供您參考。Your price is about 10% higher than those of your competitors.你的價格比你的競爭對手高出10%。

13、As the market is declining, business is not possible unless you can reduce your price by 10%.由于市場的減少,除非你可以降低你的價格10%，否則無法進行貿(mào)易合作。All quotations are subject to our final confirmation. Unless otherwise stated or agreed upon, all prices are net without commission.所有報價都以我方最后確認為準。除非另有說明或約定,所有價格都是凈價,不含傭金。Du

14、e 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，該報盤的有效期只有8天。4.4 Main LettersQuotation 報價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: "

15、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 Uni

16、ted States, and that will cause a sharp rise in price.We look forward to receiving your order.Yours faithfully,Offer of Electronic Calculators 電子計算器商報盤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

17、: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 be

18、fore 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 電冰箱報盤P74Dear sirs,Your fax of February 10 asking us to offer you the subject article h

19、as 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 1,000 410,00B

20、YD175 1,000 380,00BY219 500 395,00The price is on the basis of CIF Alexandria.Packing: at buyer's 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

21、 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 in

22、form 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 she

23、ets, 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,

24、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 開立即期匯票acknowledgement 銷售確認書apply for L/C 申請開立信用證in duplicate 一式兩份For ones file 供某方存檔5.3

25、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

26、票支付的信用證5.4 Main LettersAcceptance of Order for Furniture接受訂購家具的訂單 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

27、 trust you will open the relative L/C at an early date. 已獲悉貴方第BD/35號訂購家具的訂單.我方按照相應(yīng)條款接受訂單并隨函附寄 我方第345號銷售確認書一式兩份,請會簽后寄回一份供我方存檔.我方相信貴方會盡早開立有關(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號和2號貨品,一旦收到信用證,我方將安排裝運,3號和4號

28、兩貨品,我方也將按相應(yīng)條件裝運. 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 開立信用證effect shipment 安排裝船punctual shipment 準時裝運shipping advice 裝船通知expedite

29、shipment 加速裝運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

30、 to expedite its establishment, so that we may execute the order within the prescribed time.請盡快開出信用證，以便我方能按規(guī)定日期發(fā)運。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

31、 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 subs

32、equent 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 裝運及保險 8.1 Main WordsPort of destination 目的港Partial shipment 分批裝運T

33、ransshipment 轉(zhuǎn)運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.你方可分三批裝運此貨。We have been put to great inconvenience by the delay in delivery.我們已經(jīng)因為延遲交貨帶來了極大的不便。

34、We will have to lodge a claim against you for the loss and reserve the right to cancel the contract.我們會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。We have covered insurance on the 100 metric tons of wool for 110% of the invoice

35、value against all risks.我們已經(jīng)對100公噸羊毛投保，按發(fā)票金額的110%投保一切險。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

36、 us of the delivery time without any further delay.We stated explicitly at the outset(一開始) the importance of punctual execution of this order and cannt help feeling(忍不住覺得) 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

37、(急需) these goods and have to request you to execute the order within the time stipulated(在規(guī)定的時間內(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Insufficient quantity 數(shù)量不足forwar

38、ding agent 運輸代理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 by careless handling at the port of destination經(jīng)過調(diào)查此事，我們發(fā)現(xiàn)損壞是在目的港的操作不慎引起的。We received a complaint about the short weight.我們收到了關(guān)于短重的投訴。If our party was at fault

39、, the compensation will be made at once.如果責任在我方，我方將進行賠償。We apologize for the trouble caused to you and assure you that we will give you a satisfactory answer.給貴方造成麻煩，深表歉意，我方保證會給貴方一個滿意的答復。作文：您好，作為對您3月5日詢盤的回復，我們給您一個實盤報價（firm offer），生效條件是您的答復在3月21日（星期五）下午五點之前（我方時間）送達。具體如下：商品名：憤怒的小鳥卡通玩具規(guī)格：6種款式（assortmen

40、t），包括橙色、黑色和藍色的新款（詳見目錄）質(zhì)量：PVC 橡膠數(shù)量：最低起訂量10000件價格：CIF深圳，按照不同式樣，每件從0.8美元到1.5美元不等支付：通過裝船前30天開立的、保兌的、不可撤銷的、即期匯票支付的的信用證包裝：每件玩具包在塑料袋內(nèi)，每箱12打。保險：由賣方?jīng)Q定裝運時間：5月In reply to your inquiry of March 5, were sending you a firm offer, subject to your reply here by 5 p.m. our time, Friday, March 21, as follows:Commodit

41、y: Angry Birds Cartoon ToysSpecifications: more than 6 assortment with new design, orange, black , and blue colors (detailed in catalogue)Quality: PVC rubberQuantity: minimum 10,000 pcsPrice: USD0.8 to 1.5 according to various design, CIF ShenzhenPayment: confirmed, irrevocable letter of credit paya

42、ble by draft at sight to be opened 30 days before the time shipment Packing: Each piece is wrapped in a polybag, and 12 dozens in a carton. Insurance: at the sellers optionShipment: MayBusiness relationship 業(yè)務(wù)關(guān)系Fair 交易會 博覽會Chamber of commerce 商會Lines of business 業(yè)務(wù)范圍 經(jīng)營范圍Specifications 規(guī)格Partpartial

43、 shipment 分批裝運Endorsement 背書INCOTERMS 要考縮略詞 先還原完整英語，再翻譯成中文EXW Ex Works 工廠交貨CIF cost insurance and freight 成本，保險費用和運費FOB free on board 裝運港船上交貨CFR cost and freight 成本加運費CIP carriage and insurance paid to 運費保險費付至CPT carriage paid to 運費付至（以上相對更重要）DAF delivered at frontier 邊境交貨DDP delivered duty paid 完稅后

44、交貨DDU delivered duty unpaid 未完稅后交貨DEQ delivered ex quay 目的港碼頭交貨 DES delivered ex ship 目的港船上交貨FAS free alongside ship 船邊交貨FCA free carrier 貨交承運人（自己補充的）Commercial invoice 商業(yè)發(fā)票S/C sales contract 銷售合同Purchase contract 購貨合同To accept an order 接受訂單/訂貨Inquiry 詢盤Offer/ to make an offer(quotation) 報盤 報價 offer

45、 sheet 報盤單counter-offer 還盤 還價acceptance of offer 受盤 acceptance 受盤和承兌CIC china insurance clause 中國保險條款F.P.A free from particular average 平安險W.A / W.P.A with particular average 水漬險All risks 所有險 insurance policy ； policy of insurance 保險單insurance premium ； insurance expenses 保險費part/partial shipment 分批

46、裝運port of destination 目的港port of discharge 卸貨港port of shipment 裝貨港B/L Bill of lading 提單Transhipment B/L =transshipment B/L 轉(zhuǎn)船提單freight；carriage；transportation expenses； 運費transportation documents / shipping documents 貨運單證（單據(jù)）提單的種類：（一）按提單收貨人的抬頭劃分 1記名提單（Straight B/L）2指示提單（Order B/L） “憑指示”（To order）或“憑

47、某人指示”（Order of）3不記名提單（Bearer B/L，or Open B/L，or Blank B/L）（二）按貨物是否已裝船劃分 1已裝船提單（Shipped B/L，or On Board B/L）2收貨待運提單（Received for Shipment B/L）（三）按提單上有無批注劃分 1清潔提單（Clean B/L）2不清潔提單（Unclean B/L or Foul B/L）（四）根據(jù)運輸方式的不同劃分 1直達提單（Direct B/L）2轉(zhuǎn)船提單（Transshipment B/L）3聯(lián)運提單（Through B/L）4多式聯(lián)運提單（MultimodaL Trans

48、port B/L or Intermodal Transport B/L）（五）按提單內(nèi)容的簡繁劃分 1全式提單（Long Form BL）2簡式提單（Short Form BL，or Simple BL）（六）按簽發(fā)提單的時間劃分 1倒簽提單（Anti-dated B/L）2預(yù)借提單（Advanced B/L）3順簽提單（postdated B/L） （七）按收費方式劃分 1運費預(yù)付提單（Freight Prepaid B/L） 2運費到付提單（Freihgt to Collect B/L） 3最低運費提單（Minimum B/L）L/C letter of credit 信用證1、跟單信用

49、證和光票信用證(Documentary/Clean Credit)。2、不可撤消信用證和可撤消信用證(Irrevocable/Revocable L/C)。3、保兌信用證和不保兌信用證(Confirmed/Unconfirmed L/C)。4、即期信用證和遠期信用證(Pay at Sight/usance(time) L/C )。5、假遠期信用證(Discount L/C)，既開證行貼現(xiàn)遠期匯票，貼息由買方承擔。6、付款信用證(L/C Available by Payment) 。7、承兌信用證(L/C Available by Acceptance) 。8、議付信用證L/C Availabl

50、e by Negotiation)9、可轉(zhuǎn)讓信用證和不可轉(zhuǎn)讓信用證(Transferable/Non-Transferable L/C)。10、循環(huán)信用證(Revolving L/C)。11、對開信用證(Reciprocal L/C)。12、背對背信用證(Back to Back L/C)。13、預(yù)支信用證(Anticipatory L/C or Red Clause)。14、備用信用證和商業(yè)信用證(Standby/ Commercial Credit)。付款方式：（mode of payment ）外貿(mào)常用的付款方式有三種：一、信用證（Letter of Credit，簡稱L/C），種類繁多

51、；二、匯付(remittance) ，主要包括電匯（Telegraphic Transfer，簡稱T/T）、信匯(Mail Transfer，簡稱M/T）和即期票匯（Demand Draft，簡稱D/D）三種。三、托收（Collection），主要包括付款交單（Documents against Payment，簡稱D/P）和承兌交單（Documents against Acceptance，簡稱D/A）兩種。D/P是付款交單，我們發(fā)貨后準備好我們的議付單據(jù)，通過我方銀行交單至客戶方銀行，客戶銀行提示客戶單據(jù)已到，客戶付款后銀行交單。 D/A則是承兌交單，也是通過我方銀行交單給客戶銀行，不同的

52、是客人只需承兌我方單據(jù)，就可以拿走正本單據(jù)，到期后再付款。 T/T是電匯（單據(jù)一般是我方直接郵寄給客戶，無需通過銀行），如果我們跟客戶用T/T付款方式，一般的做法是客戶先要給我們30%的預(yù)付款，剩余70%一般保險的方法是，貨裝船后，客人憑我們傳真的提單正本付款，等款到帳后再郵寄整套正本單據(jù)給客人。匯票（Bill of Exchange/Postal Order/Draft）是由出票人簽發(fā)的，要求付款人在見票時或在一定期限內(nèi)，向收款人或持票人無條件支付一定款項的票據(jù)。匯票是國際結(jié)算中使用最廣泛的一種信用工具。 自己補充的：I/L import license 進口許可證 Purchase con

53、firmation 購貨確認書Regular order 經(jīng)常訂單/定期訂單 Repeat order 重復訂單To make out an agreement / a contract 繕制協(xié)議書/合同Consignee 收貨人 shipper 托運人 carrier 承運人 Gross weight 毛重net weight 凈重 Shipping marks 嘜頭/裝運標志 Container 集裝箱 Air way bill 空運提單 ocean B/L 海運提單 order B/L 指示提單 Freight prepaid 運費已付 Broker 經(jīng)紀人 middleman Gene

54、ral agency 一般代理，總代理 Trade volume 交易額 貿(mào)易額第三大題： 句子翻譯翻譯我們已看到貴公司在最近一期電視世界上所做的廣告，很感興趣。請詳細介紹你們的產(chǎn)品規(guī)格、價格、包裝等情況。We have read with interest your advertisement in the latest issue of Television World, and would like to have full particulars of your products, including specifications, prices and packing.關(guān)于貴方1月1

55、2日尋購，我們高興地通知你方，已另郵寄出目錄及價目表供參考In reply to your inquiry of January 12, we are pleased to inform you that a catalog and a price list have been airmailed separately for your reference.你方會注意到我們的價格很有競爭力。我們所有型號均有大量現(xiàn)貨，可承諾于收到信用證后一月內(nèi)交貨。As you will notice, our prices are quite competitive, and since we carry large stocks of