商务英语函电实验报告.doc

安徽财经大学实验报告商务英语函电实验报告11国贸1班搭档： 刘寒 余三卉 商务英语函电实验报告（1）实验名称：建交操作姓名：刘寒学号：20111301班 级：11国贸1指导老师：实验时间日期：实验地点：实验目的：通过本实验，使学生掌握建立业务关系信函的写作方法。实验内容：1. 公司介绍简明扼要、突出特点。2. 有针对性地介绍产品，可就品牌产品进行较详细的描述。3. 为达到吸引客户的目的，商务函电的语言应避免生硬、平淡。4. 结尾应起到激励对方尽快做出回复的效果。实验分析与心得体会：Aquarius10:25:31Iamvera，thesalesmanagerofSHANGHAIANDEINTERNATIONALTRADECORP.Nicetomeetyou!心尘飘雪天10:27:52Nicetomeetyou,too.Aquarius10:28:25welearnedthatyouareoneofthereputabledealersinlightindustrialproductsinEgypt,wetakethepleasureofintroducingourselvesasanexporterofthislineinChinatoseeifwecanenterintobusinessrelationswithyou.心尘飘雪天10:30:10Thankforcomingtoday,infact,weareveryinterestinyourcompany.Canyouintroducesomethingaboutit?Aquarius10:33:23Alright.Ourcorporationwasfoundedin1956.Sofar,ourcorporationhasdevelopedintooneofthelargestlightindustrialproductstradingcorporationsnationwide.Goodbusinessrelationswithmorethan100customersinmorethan20countriesorregionshavebeenestablished.心尘飘雪天10:35:28Oh,yourcompanyisglobecompany,doesit?andthen,Iwanttolearnaboutyourproducts,canyougivemesomeinformation.Aquarius10:44:53Itsmypleasure.Wemainlyexportcommoditiessuchasallmodelsofsewingmachines,varietiesofaluminumhardwareandnon-stickyfryingpans,stainlesssteelhardwareandtableware,glassware,garmentsmadeofvariousfabrics.Bytheway,wedliketoinformyouthatbesidesallkindsoftraditionaltrade,wealsoperformmanyflexiblewaysoftrade,suchasjointventure,agencyservice,jointoperation,compensationbusiness,processaccordingtocustomerssample,andproductiononcustomerstrademark.心尘飘雪天10:50:10so,Iamafraidaboutthequalityofproducts.Canyouintroducemesomemethodsthatyoucompangywilltaketodealwithiftherearebadpicecsofproducts?Aquarius10:58:10Icanguaranteethatthequalityofourproductsisprettygoodandourcompanyistheindustryleader.Ifthereanythingwrongwithourproductsqualitywewilltryourbesttodealwithit.Wecandiscussthesedetailinthecontract.心尘飘雪天11:02:26Inthatway,Iamappropriteyourcompanyshandlingmethod.Iamgaldtoenterintobusinessrelationswithyou.Then,canyougivemethespecificationsforthepruducts?11:07:27Thereareourlatestillustratedcatalogsforyourreference.Ifyoufindanyitemsinterestingpleaseletusknowandwewillsendsomesampletoyou.心尘飘雪天11:09:15OK, thanks.Now, I have to attend a meeting.I will contact with you as soon as I read the catalogs carefully.Aquarius11:10:10I will appreciate it if you reply us early.You may rest assured that you will enjoy our best cooperation. Im looking forward to our next meeting.心尘飘雪天11:12:02Ok,Iwill. Aquarius11:12:42Bye-bye,hopingyouhaveaniceday. 心尘飘雪天11:12:57Thanks,bye .指导老师评语及得分： 商务英语函电实验报告（2）实验名称：草拟发盘函姓名：刘寒学号：20111301班 级：11国贸1指导老师：实验时间日期：实验地点：实验目的：通过本实验，使学生掌握如何根据客户来函要求，写发盘信，详细回答客户提出的问题，告知对方交易的基本条件，并敦促对方尽快做出决定。实验内容：1. 列明交易的主要条件。2. 仔细阅读对方的询盘，回复客户的提问和提出的条件。实验分析与心得体会：A: Its a little pity that your schedule is so tight. If possible, wed like to invite you to our office next time and show you around our factories. And then, today I come here to explain your misunderstandings about the catalogs.B: Yes, welcome. After carefully examining your illustrated catalogue, we wish to inform you that we are especially interested in the Whistling kettle Art No. S6320, 4-piece Teaset Art No.S5130, Server Set Art No. S9420-7 and Tableware Art No. S8310.Can you give us quotations? We shall appreciate your quoting us the most competitive prices based on CIFC5 Alexandria and FOBC5 Shanghai respectivelyA: Yes , it is my pleasure.Art No. S9420-71）The actual cost=The procurement cost-Tax revenue350-3509%/(1+17%）323.0769（yuan/dozen）2）20 feet container capacity：25/(0.620.240.46） 365.2408，integer，365 casesThe quantity：3651365piece3）Domestic expenses：(500+1100+350+50+600+2000+1000+1400）/36519.1781（yuan/dozen）4）Export freight：31408.25/36570.9726（yuan/dozen） 5）Export price：FOBC3(323.0769+19.1781）/ (1-5%-15%）8.2551.86（yuan/dozen）CFRC3(323.0769+19.1781 +70.9726）/(1-5%-15%）8.2562.61（yuan/dozen）CIFC3(323.0769+19.1781+70.9726）/(1-5%-15%-110%（0.6%+0.4%）8.2563.48（yuan/dozen）Art No. S83101）The actual cost=The procurement cost-Tax revenue60-609%/(1+17%）55.3846（yuan/dozen）2）20 feet container capacity：25/(0.620.240.46） 365.2408，取整，365箱The quantity：365103650件3）Domestic expenses：(500+1100+350+50+600+2000+1000+1400）/365101.9178（yuan/dozen）4）Export freight：31408.25/36507.0973（yuan/dozen） 5）Export price：FOBC3(55.3846+1.9178）/ (1-5%-15%）8.258.68（yuan/dozen）CFRC3(55.3846+1.9178+7.0973）/ (1-5%-15%）8.259.76（yuan/dozen）CIFC3(55.3846+1.9178+7.0973）/ /(1-5%-15%-110%（0.6%+0.4%）8.259.89（yuan/dozen）B:Ok.thank you very much.We like the design of your products and would welcome the opportunity to do business with you. May we suggest that you The basic conditions of our companys trading:1. Insurance: for 10% of the invoice value against all risks and war risks.2. Payment: l/c at sight.3. Shipment: shipment end of may.For your information, recently there have been a number of incoming orders for our shipment; if you wish the shipment to be effected in May 2003, you must make up your mind quickly .A：Well, I will take what you have said into consideration and give you a early reply. B: Besides, we wonder whether you can effect shipment during May 2003 on purchase of quantities of not less than one 20 FCL of each Art No. Our usual terms of payment are by D/P at 30 days sight.指导老师评语及得分：商务英语函电实验报告（3）实验名称：拟写还盘函姓名：刘寒学号：20111301班 级：11国贸1指导老师：实验时间日期：实验地点：1、 实验目的：通过本实验，学生能够根据客户的还盘以及所作的还价核算，写还盘信。2、 实验内容：1 经与生产商多次联络，得知其供货价格已为最优惠的价格。2 建议对方考虑我方产品的质量。3 对方的还盘无法接受，但出于开拓市场的考虑，首笔交易将尽力配合给予最优惠的报价。4 该发盘有效八天。实验分析与心得体会：A: Well, in fact, you have received a reasonable quotation considering our products famous brand, high quality and attractive design. We wish to draw your attention to the fact that the material we use compares favorably with similar materials of other manufacturers; and we do our best to keep prices as low as possible without sacrificing quality.B: Although we appreciate the good quality of your products, we found that your prices appear to be on the high side. However, we must point out that other suppliers in your country offered us more attractive quotations in which prices are 15-20% below yours.A: Considering the above-mentioned reasons we do not feel that the prices we quoted are excessive, but bearing in mind the long-standing relationships between our firms in the future, we quote again ,and we give you a discount of 15% on CIF basis. We will immediately place a large order with you and have confidence to establish a foothold in this line, This offer remains valid for 8 days. Other terms and conditions remain unchanged. B: As this is our first case to buy boa slippers from you, we request you to pay special attention in effecting shipment. If this trial order turns out to be successful, we shall be sending you substantial orders.指导老师评语及得分：商务英语函电实验报告（4）实验名称：拟写成交函姓名：刘寒学号：20111301班 级：11国贸1指导老师：实验日期实验地点1、 实验目的：通过本实验，学生能够根据出口合同基本条款的要求和双方在信中确定的条件写成交函，要求条款内容全面、具体。实验内容：给国外客户寄出成交签约函，感谢对方的订单，说明随寄售货确认书，催促迅速会签合同，并希望信用证在某月某日前开到。实验分析与心得体会：S: Thanks for your order No. LES97100; we are sending you our signed Sales Confirmation No. JL-LESSC04 in duplicate. Please countersign them and return one copy for our file.We hope that this order is the first step in the establishment of a long and pleasant business relationship. You can be sure that your order will receive our best attention.As the shipment date is approaching, please kindly instruct your bank to issue the relevant sight L/C in our favor. The L/C has to reach here before April 25th, 2003; otherwise the shipment may be delayed. We want to stress again that our usual terms of payment is by D/P at 30 days sight. B：Thanks for your letter. We acknowledge receipt of your Sales Confirmation No. JL-LESSC04 with great pleasure. We have signed it and returned one for your file as requested. Meanwhile we have instructed our banker, Bank of Montreal to open the relevant L/C in your favor, which will arrive at your end in couple of days. We, therefore, hope you will make delivery at an early date. 指导老师评语及得分：商务英语函电实验报告（5）实验名称：修改信用证姓名：刘寒学号：20111301班 级：11国贸1指导老师：实验日期实验地点实验目的：通过本实验，学生应熟悉掌握根据审证结果草拟改证函。实验内容：出口商将改证函写给进口商，而非开证行。要求列明不符点，并清晰告知客户如何进行修改。一、S: Well, by careful examination of the receipt of the letter of the credit according to the general principles and methods for checking, I find it contains some discrepancies with the S/C.First, the name of the beneficiary is Jianlong Imp. & Exp. Co. Ltd., not “Jianglong Imp & Exp. Co. .This will affect our collection obviously.Next, on the foreign mature question, it will be easy to produce overdue question.Then, there is a clause of inspection. Delete the clause “Inspection certificated issued by the representative of Leisure International Trading Corporation” to the “Inspection certificated issued by the CCPIT”.Also, there are a variety of item is incorrect. The L/C is covering shipment of Huanle Brand Boa Slippers Art. No. SH226, SH279 as per Buyers Order No.LES97100, not Huanle Brand Boa Slippers Art. No. SH227 SH279 as per Buyers Order No.LFS9710 .Finally, the amount of the credit is wrong.The amount of L/C should be US$ 49704.00, not US$ 49700.00 .Please instruct your bank to amend the L/C as quickly as possible and see to it that the L/C amendment reach us before APRIL 30, 2003 , failing which we shall not be able to effect punctual shipment. Thank you in advance for your kind cooperation.B:OK, I will take what you have said into consideration and make a early reply.二、B：Well, We have received your letter of L/C amendment. We are sorry to hear that the relevant L/C contains several discrepancies. Anyhow, af