外貿(mào)函電重點整理(共16頁)

1、Unit 1 Business Letter Writing 商業(yè)書信(shxn)撰寫The Salutation 稱呼(chng hu) 這是寫信人對收信人的一種稱呼，其位置(wi zhi)是在封內(nèi)地址的下面空兩行，目前外貿(mào)書信中一般通用的稱呼語有：Dear sir , Dear Madam, Dear Sirs,Dear Mesdames, Gentlemen(不能用單數(shù)),Dear Mr.xxxComplimentary Close 結(jié)束客套語 結(jié)束語是一種客套用語它應(yīng)與前面的稱呼相呼應(yīng)，后面加逗號。如： Dear Sir(s): Yours faithfully,or Faithful

2、ly yours, Gentlemen: Truly yours,or Yours truly, Dear Mr.xx, Yours sincerely or Sincerely yours,Enclosure 附件 如信中有附件時，應(yīng)在簽名下注明Encl.或Enc.如附件不止一件應(yīng)注明2 Encls or 3 Encls,或詳細(xì)列明如下： Encls: 2 Invoices Enc: 1 Photo 1 CertificateUnit 2 Establishing Business Relations 建立(jinl)業(yè)務(wù)關(guān)系說明(shumng)信息來源（The source of info

3、rmation） Your company has been kindly introduced to us by we learn from that 簡單介紹(jisho)自己公司（brief introduction to your own company ） We wish to introduce ourselves to you as Our lines are mainly 寫信(xi xn)目的（The intention of writing the letter） We are willing to enter into business relations with yo

4、u. we are now writing to you for the 表達(dá)合作(hzu)愿望（Expressing the intention of cooperation and getting early reply） We look forward to receiving Your early reply is appreciated.短語(duny) be introduced to 被介紹給 fall within the business scope of 屬于的經(jīng)營范圍 enter into (establish, build，open up) business relat

5、ions with 與建立業(yè)務(wù)關(guān)系 at an early date 盡早 a general idea/a rough idea 一般的了解，大致概況 Upon /on receipt of 一收到 Look forward to+n./v-ing 盼望，期待 the Commercial Counsellors Office 商務(wù)參贊處 avail oneself of 利用 In a position to do sth 能夠 State-owned/State-operated/State-run 國營的，國有的 Specialize in 專業(yè)經(jīng)營，專營 engaged in 從事

6、Under/By separate cover/post 另寄，另外郵寄 with a view to 為了 句子Your letter of the 2nd March expressing the hope of establishing business connections with us has been received with thanks. 你3月2日希望同我們建立業(yè)務(wù)關(guān)系的信已經(jīng)收到，謝謝。在收到你方具體詢價時，我將立即寄上報價單及樣品。We will send you our quotations and samples immediately on/upon rece

7、ipt of your specific（concrete）enquiry.信例Write a reply to ABC co. with the following particulars.1.Acknowledge the receipt of their letter of June 27;2.Agree to their proposal of establishing trade relations with you3.Commodity inspection will be handled by the bureau concerned in Shanghai.Dear sirs,

8、 With reference to（關(guān)于） your letter of June 27,we are glad to learn that you wish to enter into trade relations with us, which also meets our interest. To give you a general idea（大概(dgi)情況） of our products , we are sending you by air a catalog showing various products being handled by this corporatio

9、n with detailed specification and means of packing. Quotations and sample will be sent upon receipt of （一收到就）your specific enquiries. As we have not had the pleasure of doing business with you in the past, we would like to inform you that our goods for export are to be inspected by the Shanghai Comm

10、odity Inspection Bureau before shipment, and necessary certificates in regard to（關(guān)于(guny)） the quality and quantity of the shipment will be provided. We are looking forward to your early reply. Yours faithfullyUnit 3 Statuis Enquiry 咨詢(zxn)短語 on the point of 正要的時候 be obliged to sb 感激 be obliged to d

11、o sth 被迫，不得不 Meet Ones Obligation 償清債務(wù) inform sb. of sth. 告知某人某事 pleased be informed that 茲通知 In confidence 私下，秘密地 It goes without saying 不言而喻，不用說 On your part 你方 Up to 直到 Line/business scope 業(yè)務(wù)（范圍） in line with 符合，與一致 be in sth./ be dealing in sth. 經(jīng)營 have placed an order with 向下訂單 comply with 遵從 T

12、urnover 營業(yè)額 proceed with 繼續(xù)進行句子The firm, Anderson & Co., is dealing in pharmaceutical chemicals. They have wide connections with an annual turnover of US $100,000. We usually grant them credit up to US $30,000 without security and they have never failed to meet their engagement. 安特森公司經(jīng)營西藥化工原料。他們具有廣泛

13、的業(yè)務(wù)關(guān)系，年營業(yè)額約10萬美元。我們通常給予他們3萬美元的信貸，而不需任何抵押物品，他們從來沒有不履行承諾。Messrs.William Little & Co. have placed an order with us in an amount of US $50,000. Since they ask for payment to be made by D/P, instead of L/C at sight as usually accepted by us, we should be glad to know if they have any record of default an

14、d if it is safe for us to comply with their request. It is understood that any information you may supply us with will be considered as confidential and without any responsibility on your part. 威廉立德爾公司向我們定購5萬美元貨物。由于他們要求用D/P付款，而不是用我們通常接受的即期L/C付款，因此我們將樂于知道該公司是否有任何違約記錄，我們答應(yīng)他們的要求是否安全。勿庸說明，你提供給我們的任何信息(xn

15、x)將被認(rèn)為是機密的，你方對此不負(fù)任何責(zé)任。Unit 4 Enquiries and Replies 詢盤及答復(fù)(d f)寫作(xizu)方式介紹信息來源或提上一封信等。 We know your company through the courtesy of We are a company dealing in We write to inform you that we are interested in We have pleasure in informing you that we具體的詢價（比如要求對方提供什么信息和服務(wù)等，這一部分要寫得具體、清楚） If you can quo

16、te us a firm offer（實盤） forwe shall appreciate it. We will be pleased to have your offer Your quotations for the following will be highly appreciated.表達(dá)合作愿望 We would like very much to cooperate with you. Should your price be competitive, we intend to place a large order with you. We appreciate your c

17、ooperation. 短語be keenly interested in 很感興趣for our reference 供我們參考in demand for sth. 需要Meet 滿足，應(yīng)付meet with 遭遇，受到enquire for sth 詢問enquire of sb. about sth. 詢問某人某事enquire into 調(diào)查，探究Regarding/concerning/about/ with regard to/ in regard to/as regards 關(guān)于in response to/ in reply to /in answer to 回復(fù)，回答to t

18、he best of ones ability 盡力In need of 需要assure sb of sth 使確信,保證fall due （匯票(hupio)） 到期Expire (信用證） 到期(do q)engage in 從事(cngsh),忙于Engagement 約定,契約fulfill ones engagement 履行契約break ones engagement 毀約keep ones engagement 遵守約定enter into new engagement 達(dá)成新契約meet ones engagement 履行契約place regular orders 定期

19、訂購on behalf of 代表， 為了的利益enclosed please find 附上請查收profit margin 盈余，利潤幅度by separate post 另郵寄financial standing, business capacity and character 資金情況，業(yè)務(wù)能力和信譽selling season 旺季supply from stock 現(xiàn)貨供應(yīng)quote CIF London 報CIF倫敦價confirmed ,irrevocable L/C 保兌的，不可撤銷的信用證句子We are pleased to inform you that there i

20、s a good sale for your drilling machine model Z-33 and would ask you to send us your best offer. If your price is found competitive, we are confident there are good prospects for business. 我們樂于告訴你們，你們的z33型鉆床銷路很好。請寄給我們最低的報盤。如果你們的價格有競爭力，我們確信有良好的業(yè)務(wù)前景。we have much pleasure in enclosing an enquiry sheet

21、for great wall brand canned meat, each can containing 250 grams. This enquiry is from a very famous supermarket with branches all over the country. You will notice from the enquiry that their requirement is in large quantity and therefore price is of utmost importance in concluding the transaction.

22、我們樂于附寄長城牌罐頭肉詢價單一份，每聽重量為250克。這份詢價是從一很有名的超市來的，這個超級市場在全國有分支機構(gòu)，你們會從詢價單上注意到他們的需求量很大，因此價格是達(dá)成交易最重要的因素。If you are in a position to supply the goods as per（根據(jù)） the attached enquiry at very competitive prices, we trust large orders will be obtained. 如果你們能夠按有競爭性的價格提供所附詢價單上的貨物，我們相信將獲得大的訂單。We have received an or

23、der from James Sharp & Co. for the supply of 100 metric tons of Newsprints. This company is a very big publisher here and is in constant need of all sorts of printing paper. We are sending you this order and understand that a 5% commission will be allowed as usual. 我們從杰姆夏普公司得到一張定購100公噸新聞紙的訂單。這家公司是本地

24、一家大出版商，經(jīng)常需要各種印刷紙張。我們寄上該訂單，并理解你們(n men)將如通常那樣給予5的傭金(yngjn)。據(jù)悉(j x)你公司能出口最新型的照相機RX31型，故與你們聯(lián)系，希望能寄我該相機目錄一份。同時并請告知其最低價，以便我與客戶聯(lián)系。 We have learned that you are in a position to export Cameras of the latest model RX-31.We are therefore writing to you and hope that you will send us a catalogue. In the meant

25、ime, please let us know the lowest price so that we can approach our clients.Unit 5 Offers and Counter-offers 發(fā)盤和還盤完整的發(fā)盤應(yīng)包括下列幾點：對詢價表示感謝表明價格，折扣及付款條件的細(xì)節(jié)詳細(xì)說明價格包含的內(nèi)容(如運費，保費等）對交貨期或裝運期的承諾報價的有效期表達(dá)合作希望 實盤(firm offer)有效期的表示：Subject to your reply reaching us by (before) 以.前復(fù)到有效Subject to your reply (acceptanc

26、e ) here within days 以在天內(nèi)復(fù)到 有效This offer is firm (open, valid,good) for days. 此報盤在天內(nèi)有效 虛盤(non-firm offer)的表示： Without engagement (obligation) 不受約束Subject to prior sale 以先買為準(zhǔn)Subject to our final confirmation 以我方最后確認(rèn)為準(zhǔn) 拒絕接受發(fā)盤的信應(yīng)包括以下幾點對發(fā)盤表示感謝對不能接受表示遺憾如適當(dāng)可還盤提示一起做生意的其他機會 短語 enquire for 詢價，詢問Stock n. 存貨；v

27、. 儲存，存貨in stock 有存貨out of stock 缺貨ex stock 有存貨,可供現(xiàn)貨Quote v.報價quote sb. for sth 報給某人某物的價格make (submit) a quotation for sth. 對某物(mu w)報價Onbasis eg:on CIF Karachi basis net CIF卡拉奇凈價(jn ji)quote a price on CIF basis 報CIF價Commission 傭金(yngjn) discount 折扣 Subject to 以為準(zhǔn)，以為條件win popularity 受歡迎against 按照，依據(jù)

28、take sth into consideration 考慮到，把考慮進去take into consideration sth 當(dāng)接的賓語很長時Make shipment in three equal monthly 分三個月每月平均裝運Supply with 提供.in duplicate 一式兩份in triplicate 一式三份 句子May we refer you to S/C No.89 SP-7542 against which we booked with you 1,000 Bicycles of the same brand at the prices about 10%

29、 lower than you now quote us. 請貴方參閱89SP-7542號銷售確認(rèn)書，我們曾據(jù)此向貴方定購過相同牌號的自行車1000輛，當(dāng)時的價格要比現(xiàn)在你們的報價低10左右。Please take into consideration our sincere desire to conclude this first transaction with you. 我們是真誠希望達(dá)成與你方的第一次交易，請考慮到這點。We regret to say that your offer is not in the least encouraging. There is a big di

30、fference between your prices and those of your competitors. We have been doing business with you for many years and hope that you will quote us your rock-bottom price against our future enquiries; otherwise we can have no alternative but to place our orders elsewhere. 我們抱歉地告知，你方的報盤一點也沒有鼓舞性。你的價格與你競爭者

31、的價格有很大的差距。我們同你們公司已進行了多年交易，希望你們對我方今后的詢價能報最低的價格；否則，我們別無選擇只能向其他地方訂貨。In compliance with your request, we are now offering you 2,000 dozen Mens shirts at US$60 per dozen CIF San Francisco, September shipment. This offer is subject to our final confirmation. 按照你方要求，我們現(xiàn)報上2000打男式襯衫，每打CIF舊金山60美元，9月份裝運，該報盤以我方

32、最后確認(rèn)為準(zhǔn)。Referring to your enquiry of the 3rd March for Tiger Brand combination pliers 6, we are enclosing our quotation No. 456 in duplicate. As requested, we are also sending you separately a sample of the same for your use in pushing the sales among your customers. 關(guān)于(guny)你方6英寸虎牌鰓鉗的3月3日詢價，我們現(xiàn)附上第45

33、6號報價單一式兩份。按照你方要求，我們(w men)另寄樣品一把，供你方在同客戶推銷時使用。We have received your letter of 2nd March and wish to quote for Elephant Brand Adjustable Wrenches as follows: 5” at US $6- per doz. 6” at US $7- per doz. 7” at US $8- per doz. The above prices are on CIF Karachi basis, subject to our final confirmation.

34、 你公司3月2日來信收悉(shu x)。關(guān)于象牌活絡(luò)扳手今報價如下： 5” 每打 US$ 6 6” 每打 US$ 7 7” 每打 US$ 8 以上價格是成本加保險費加運費到卡拉奇價，并以我方最后確認(rèn)為準(zhǔn)。我們很遺憾不能接受你方的還價。自從我們報價給你們后，我們已按原報價與其他許多客戶成交，故如你方仍有需要，請立即定購。 We regret being unable to accept your counter-offer. Since we quoted you we have concluded business with many clients at the price original

35、ly quoted. Therefore, if you are still in need of this item please place your order without delay.你公司4月18 日來函收悉.今報上11/2英寸鐵釘20公噸,每公噸500美元成本加保險費加運費到長崎價.可供現(xiàn)貨.其他條款同前.上述報價以你方在5月10前復(fù)到有效. We have received your letter of the 18th April and now wish to offer you 20 metric tons of Iron Nails, 11/2at US $500 p

36、er metric ton CIF Nagasaki ex stock, other terms being same as before. The above offer is valid subject to your reply reaching here before the 10th May.信例Write a letter for a curtain material manufacturer, with a quotation enclosed therein, giving favorable comments on the goods offered and recommen

37、ding their clients acceptance.Dear sirs, We thank you for your enquiry of 30th November and enclose our quotation for curtain materials. We have made a good selection of patterns and sent them to you today by post. Their fine quality, attractive designs and the reasonable prices at which we offer th

38、em will convince you that these materials are really of good value. There is a heavy demand for our goods from house furnishes in various districts and regions, which we are finding it difficult to meet , but provided that we receive your order within the next ten days, we will give priority to it f

39、or prompt delivery. Your early reply will be appreciated.Yours faithfullyUnit 6 Sales Promotion 促銷(c xio) 寫作(xizu)要點信要短。在開頭一段就得抓住讀者(dzh)的興趣。說明產(chǎn)品或服務(wù)的益處，并以事實或數(shù)據(jù)使讀者相信。激發(fā)欲望，適當(dāng)再發(fā)”追詢信”（follow-up letters）。 短語Outlet 銷路，銷售途徑compete against / compete with 與.競爭1975 sales 1975年的銷售(金)額in excess of 超過 句子我們的手提式打字機

40、系用輕質(zhì)硬合金鋼制造，故攜帶方便，經(jīng)久耐用。 Our portable typewriter is made of light hard alloy, being convenient in carrying and durable in use.Unit 7 Orders and Their Fulfilment 訂單及其執(zhí)行 短語S/C sales confirmation 銷售確認(rèn)書open(establish) L/C 開立信用證Consignment n.貨物，委托物，寄售Consignment note 發(fā)貨通知書On consignment 以委托方式（待貨物售出后付款給貨主）；

41、以寄售方式Consigner / consignor 寄件人，發(fā)貨人consignee 收件人，受托付者Due 票據(jù)到期的,期滿的Be due 預(yù)定應(yīng)到的, 預(yù)期的due for sth. 適當(dāng)?shù)?合適的due to / because of 因為，由于due to 欠的,應(yīng)支付的force majeure 不可抗力Under 在項下in rotation 按先后順序M.V. = motor vessel 船，輪per M.V. Ben Nevis 由Ben Nevis輪Accordingly 相應(yīng)地，對應(yīng)地Effect v. = to make sth. happen 實現(xiàn)；n. 效果，影響

42、，效應(yīng)Effect shipment 裝船Effect payment 付款Effect insurance 投保take effect / come into effect 開始(kish)生效be in effect 有效(yuxio)effective adj. 有效(yuxio)的In this connection 借此（機會）Enable us to do sth. 使我們能夠句子Please note that the goods are required to reach us regularly, in monthly lots of 500 pieces, commenci

43、ng next month. 請注意貨物必須定期地到達(dá)我處，每月500件,從下月開始.你們也許知道,我市場急需該貨.我們認(rèn)為有必要強調(diào)必須按時裝運.你方任何延遲裝運將有損我們今后的業(yè)務(wù). You probably know that there is in urgent demand for the goods on our market. We consider (think) it necessary to stress that the goods should be shipped on time. Any delay in shipment on your part will be

44、detrimental to the future business between us. 你公司8月10號來函收悉,內(nèi)附有關(guān)第100號訂單定購500臺縫紉機(sewing machine)的銷售確認(rèn)書第90SP-5861號一式兩份.今簽退一份請查收. We have received your letter of the 10th August, enclosing S/C No.90SP-5861 in duplicate against our order No.100 for 500 sets of sewing machines. Enclosed please find a co

45、py of the said Sales Conformation, duly countersigned .你公司2000年9月20日來函內(nèi)附一千臺縫紉機訂單一紙已收到。茲附寄第346號銷售確認(rèn)書一式二份，請簽回一份以便存檔。 We have received your letter of September 20, 2000, together with/enclosing an order for 1,000 Sewing Machines. Enclosed is our Sales Confirmation No.346 in duplicate, one copy of which

46、 please sign and return to us for our file.我已接受你方85號訂單訂購貨號1002號印花布十萬碼。請告顏色搭配并按合同規(guī)定的條款開立以我方為抬頭的有關(guān)信用證。 Your Order No. 85 for 100,000 yards of Cotton Prints Art. No. 1002 has been booked. Please let us know the color assortment at once and open the covering L/C in our favor according to the terms contr

47、acted.信例Write a letter to your customer , acknowledging receipt of his order, but regret being unable to accept it at the prices quoted previously . Quote your current prices and ask for your customers opinion.Dear sirs, We thank you for your order No. 6235 for delivery in February/March. We regret,

48、 however, that we cannot accept the order at the prices we quoted six weeks ago. As you know , freight and the cost of materials have risen substantially in the meantime, and we were compelled to adjust our prices in order to cover at least part of this increase. The lowest prices we can quote today

49、 are as follows: “Jasmine” Shampoo at USD per dozen. “Jasmine” Toilet Soap at USD per dozen. The above prices are understood on CIF Singapore basis. Please inform us by return whether we may book/accept your order at these revised prices; we shall then be able to give you delivery in February/March

50、as required.Yours faithfullyUnit 8 Terms of Payment 付款條件付款(f kun)方式匯付（Remit)：信匯(xn hu): M/T (Mail Transfer )；電匯: T/T (Telegraphic Transfer )；票匯: D/D (Demand Draft )托收（Collection）：光票托收（Clean Collection）；跟單托收（Documentary Collection): a.付款交單：D/P (Documents against Payment );即期付款交單： D/P at sight, sight

51、D/P;遠(yuǎn)期(yun q)付款交單：D/P after sight; b.承兌交單：D/A (Documents against Acceptance)信用證（L/C)短語terms of payment 支付條款confirmed, irrevocable L/C 保兌的、不可撤消的信用證in our favor 以我方為受益人in favor of our company 以我公司為受益人partial shipments 分批裝運inst. / instant 本月Call for 要求Down payment （分期付款）的首次款，定金Advice n. 勸告，忠告，建議；(商）消息，

52、行情Advice note / letter of advice 正式通知（關(guān)于貨物寄運，業(yè)務(wù)洽談等）Enjoy high prestige 享有很高的聲譽Draw a draft/bill on sb. 開立以某人為付款人的匯票Draw on sb for for 后接開出的款數(shù)in view of 鑒于句子Our usual terms of payment are by an irrevocable L/C to be established in the sellers favor through the bank of China, payable against the prese

53、ntation of shipping documents in Shanghai. 我們付款的慣例是通過中國銀行開立的、以賣方為受益人的不可撤消的信用證，在上海憑提示裝運單據(jù)付款。Through your repeated requests and in view of the small amount of this trial order, we would grant you such favorable terms of payment as D/A 45 days after sight. 通過你們(n men)反復(fù)要求，并鑒于這筆試購訂單金額較小，我們愿給你D/A45天的有利條款

54、。We regret to have to decline your request for D/P terms. Payment by L/C is our usual method of financing trade in these traditional goods. 我們抱歉不得不謝絕(xiju)你方要求D/P條款。對這些傳統(tǒng)貨物，我們一般的貿(mào)易支付方法是用信用證付款。Since it takes time to open the L/C while the goods under this order are urgently required to meet the seaso

55、n, may we suggest that you draw on us at sight through your bank and we will honor it on presentation. 因為開立信用證花費時間，而該訂單項下(xin xi)的貨物急需應(yīng)付銷售季節(jié)，我們建議你方通過你方銀行對我方開出即期匯票，我們在匯票提示時當(dāng)即承兌付款。對這次交易,我們例外同意用信用證方式付款,但對以后的交易,我們要求更有利的付款條件,也就是付款交單. For this transaction, we exceptionally agree to make payment by L/C. Bu

56、t for future transactions, we would ask for more favorable payment terms, i.e., D/P.雖然我們對你方定購50令(ream)砂紙(glass paper)表示感謝,但歉難同意以承兌交單方式付款,因為我們一般慣例都只接受以信用證付款的方式,你方自不能例外. While thanking you for your order for 50 reams of glass paper, we regret being unable to agree to payment by D/A as it is our usual

57、practice to accept payment by L/C only and you cannot be regarded as an exception. 我們要求貨款以保兌的,不可撤銷的,以我方為受益人的即期信用證支付.該信用證需在合同規(guī)定的裝運期前一個月抵達(dá)我方,在中國議付,有效期至裝運期后15天,并允許轉(zhuǎn)船和分批裝運. We ask for payment by confirmed, irrevocable letter of credit in our favor, available by draft at sight, reaching us one month ahea

58、d of the stipulated time of shipment, remaining valid for negotiation in China until the 15th day after the time of shipment, and allowing transshipment and partial shipments. 信例Write a reply to the letter 5 in Unit 8, tell the exporter that due to the complicated formalities of applying for license

59、 and the validity of it, you cannot extend the relevant L/C.Dear sirs,L/C NSW6180 We have received your letter of June 30th requesting us to extend the above L/C to the 31st of August and the 15th of September for shipment and negotiation respectively. We are quite aware of the conditions set forth

60、in S/C 89STX-5491 that the goods ordered could be shipped in July if the covering L/C reached you on the 15th of June at the latest, However, as we had to go through the necessary formalities of applying for the relevant import license , we could not open the L/C earlier. The import license was gran