外贸业务员英语.doc

1、 我方从纽约史密斯公司获悉你公司名称和地址2、 我公司有一从贵国进口银制品，请寄样品、价格单及商品目录3、 我方对贵公司的电子计算器很感兴趣，并希望贵公司能随价格单寄送一份最新的目录4、 我们希望获得贵公司各种规格的衬衫样品及最低价格。5、 若贵公司能寄任何新款式手表的目标及价格表，不胜感激6、 以下物品的供应，请以运费、保费在内价告知贵方最优惠价格7、 若贵公司告知关于付款及其他条件的详情，非常感谢。8、 我们希望得知贵公司能否保证在接到订单后一个月内交货9、 若贵方的价格合理，将来我们会大量订购10、 我方希望贵方早日恢复，并确信我们会简历互惠地交易进口商询盘 第一课第二课 出口商报盘 an offer from exporter报盘也称发盘或报价，通常是卖方应买方询盘的要求发出，也可在没有询盘地情况下主动向卖方发出。 完整的报盘应当包括商品名称、品质、规格、数量、单价、交货期、付款方式等主要交易条件。但有时由于事先有协议或援引先前的合同或往来信电，有些交易条件也可在报盘中省去。如果卖方保证在规定的期限内按所报的价格出售货品，这样的报盘称为实盘（firm offer）。报盘人在有效期内不得随意撤回或修改报盘内容。反之，如果没有这样的约束条件的报盘，或者没有价格、数量等重要条件来明确规定的报盘，均视为虚盘（non-firm offer）。虚盘对报盘人没有约束力，较为灵活，可以根据市场变化，挑选合适的成交实际和成交对象。写报盘信函时，首先应有礼貌地感谢对方的询盘，接着应按对方要求介绍自己商品的品质、规格、价格、交付方式、装运期等主要交易条件。若是实盘应规定报盘的有效期。最后应表达写信人希望对方早日大幅并达成交易的愿望。例信：Dear Sirs,Thank you for your enquiry of May 21. In reply, we would like to make the following offer, subject to our final confirmation. Commodity: Swivel Chairs of Art. No.110 and Art.No.111 Colours: Black, Brown and Gold Price: Art. No.110 per piece USD100 CIF San Francisco Art No.111 per piece USD 95 CIF San Francisco Shipment: August/September 2007 Payment: By T/TPlease note that commissions are not allowed but a 5 percent discount applies to orders exceeding 1,000 pieces each.Under separate cover, we have sent you sample books, our catalogue and price list. We trust the above will be acceptable to you and look forward to your order with keen interest.Faithfully yours,Mike White 注释1、 enquiry（inquiry）：n 询盘，询价，询购make an enqiry to sb. for (about) sth向某人询购某2 in reply (to) :答复，此复，兹复3 offer：报盘To make /give sb. an offer for/ on sth. 向某人报盘某物Please make us an offer CIF London for/on 20 metric tons of brown cashmere.请向我们报20公吨棕色开司米昂毛成本加运保费伦敦价“对的报盘”还可以说 offer of sthWe are studying your offer fo 2,000 kilos black tea.我方正在研究你方2000 公斤红茶的报盘Offer：v to offer sb. sth. 向某人报We can offer you wood pulp at attractive prices我们能以具有吸引力的价格向你方报木浆4、subject to our final confirmation:须在本公司最后确认后方为有效Subject to 是短语介词，词义为“以为准”，“以为条件”，“以为前提”，“根据”“按照”This offer is subject to your reply reaching us before March 20.此报盘以你方3月20日前回复我方有效。5 as per：短语介词，相当于according to，可译为“按照”，“根据”6、confirmed，irrevocable letter of credit：保兑的，不可撤销的信用证7、under separate cover ：另函附寄，另封，另寄其含义等同于 by separate mail (post)或 in separate letter.译文敬启者：感谢您5月21日的询盘。我方现报盘如下，此报盘须经本公司最后确认方为有效。品名： 110 号，11号转椅 颜色：黑色、棕色和金色价格：货号110，每把 100 美元，CIF 旧金山价 货号222，每把 95 美元，CIF 旧金山价装运：2007年8月/9月付款：电汇请注意，我方不提供佣金，但对超过1000把转椅的订货给予5%的折扣另函附寄各型号样本、商品目录和价格表。我们相信上述条款是你可以接受的并期待你方早日订货 谨启 迈克 怀特练习Dear sirsGoat SkinsWe have the pleasure to offer you, subject to our confirmation, the following:5,000 pcs Goat Skin 50 percent Grade I, 50 percent Grade II USD 25 and USD 15 per piece respectively CIF HanburgPayment: By T/TShipment: 3 days after we receive your full remittanceOur stocks are low and the demand is heavy. Tharefore your earlly decision is necessary.Yours faithfully林议敬启者： 我们荣幸地向您报盘如下，但要在我们确认后方才生效：5000 I等级50% 山羊皮 ，汉堡成本加运保费 25美元5000 II 等级50% 15付费方式：通过T/T装运：收到贵方完全确认后3日内我们库存有限而需求较高。 因此需要贵方尽早回复答案敬启者： 山羊皮我们向你方做如下报盘，以我方最后确认为准。5000张山羊皮， 50%一等品，50%二等品，价格分别是每张25美元 和15 美元 CIF 汉堡。付款方式：电汇装运期：收到全部汇款3天后转运我方货物存货少而需求量大，望早日决定。 谨上汉译英1、 我们对吉列刀片XL78和XL79系列的报价分别是12美元和8美元1、 we quote USD12 and USD 8 for Jiliet XL 78 and XL 79 respectivelywe offer you the Gillette XL78 Razor Blades at USD12 and USD 8 respectively.2、随函附寄最新的产品目录，供你方参考2、in the separate pack we sent the latest catalogues for your considerationEnclosed is the latest catalogue for your reference2、 我们确认已收到你方5月9日的电子邮件3、 we have received your E-mail on May 9we confirm having received your e-mail of May 94、如果你方的订货数量大，将有可能获得3%的折扣4、if you place a large order , you could get 3% discountsIf your order is large, you are likely to get a 3% discount5、抱歉，我们目前不能对你们所要货物进行报价5、sorry， we cant quote the good you need now.We regret that we are unable to offer you the required goods.6、我们向你方报1万各彩色柯达胶卷 ，每个1美元，成本加运费到青岛价6、we offer 10,000 kodak , USD per piece CIF qingdao We make you an offer for 10,000 pieces of kodak color films at 1$ per piece CFR Qingdao7、如果你方同意我们的报价，请告知，以便我们备货7、if you agree our prices ,please tell us , so we can prepare th stocks in advanceIf you agree to our quotations , please inform us so that we can prepare the goods.8、你们可能知道，我们的产品质量优良，价格合理，因此在许多海外市场收到欢迎8、you may already know that our products are welcomed in the market abroad because of the good quality and reasonable priceAs you know, our goods are superior in quality and reasonable in price, so they are popular in the overseas market.9、期待早日收到您的第一份订单9、we hope to receive your first orderWe expect to receive your first order at an early date.11、 我方希望你方接受我们的报价，并及早下订单给我们10、 we hope that you would agree our offer , and make order to us soon.We hope you can accept our quotations and place an order with us earlier.$ 3 进口商还盘 a counteroffer from importer还盘，也称还价或回盘，是对报盘的修改，当一方接到对方报盘后，对报盘中的价格、交付方式、交货期等主要交易条件提出修改意见时，就构成还盘。还盘一经作出，原发盘即告失效。还盘相当于一项新的发盘，还盘的内容对还盘人具有法律效力。对方对还盘可以接受，也可以再还盘。实际上，在达成一笔交易前，买卖双方多次讨价还价，反复磋商是司空见惯的，所以，有时要经过多次还盘和反还盘的过程。写还盘信函时，可考虑包括以下几方面的内容：（！）感谢对方的报盘；（2）表示遗憾不能接受对方报盘中的某些条件；（3）说明不能接受这些条件的原因；（4） 提出自己的修改意见，即具体还盘内容；（5） 希望对方接受还盘并达成交易例信：进口商还盘Dear Sirs,Thank you for your e-mail of May 25 together with price-list and catalogues received today.In reply , we very much regret to inform you that your price has been found too high to be acceptable. Information indicates that some swivel chairs of similar quality from other companies are sold at a much lower price. Should you be able to reduce your price by 5 percent ,we might come to terms.As the competition here is fierce , we hope you will consider our proposal most favorably . we are anticipating your early reply.Yours faithfully,Wanghailei注释：1 counteroffer: v 还盘To counter offer sth. At对还盘价格为Wed like to counteroffer 1,000 suitcases at US$95 each FOB LosAngelesWed like to counteroffer EUR 50To make a counteroffer for sth. At 对还盘，价格是Now wed like to make you a counteroffer for 50 tons of vitamin C at per ton CIF Shanghai.2、 通知 informWe shall inform you of the date of shipment soonPlease inform us when the L/C will be opened请告诉我们信用证何时能开出3 should you be able to reduce the price如果你方愿意降价Should放在句首表示假设，是一种虚拟语气，等于If you should3、 come to terms：达成协议，达成交易译文敬启者：感谢你方5月25日电子邮件及随附的商品目录和价目单。我方很遗憾地答复你方，你方价格太高，我方不能接受。有信息表明，有些其他公司的转椅质量相似，售价却低得多。如果你方能将价格降低5%，我们有可能达成交易。由于竞争激烈，希望你方能非常积极地考我方的提议。期待你方早日答复。 谨启 王海雷习题一1、 we acknowledge with thanks () your fax of March 1.A. receiptB. receiveC. receipt ofD. receiving答案 C2、 we are () receipt () your letter of August 1 offering us the captioned goods () USD 1,000 per long ton.A. of , of, on B. in ,of ,atC. in ,of , forD. of ,of ,at答案 B3、 we anticipate () this transaction with you in the near futureA. concludeB. to concludeC. concludingD. concluded答案C4、 this kind of gloves is made of genuine leather () high quality.A. byB. inC. ofD. on答案 C二、请用“regret”的各种形式填空1. we find it regretable that you failed to book the shipping space on S.S.Asia.2. we are regretful that the goods reached the destination in such a bad condition.3. we learn ,to our regret, from your letter of March 23 that there is an upward tendency in cotton prices.4. we regret being unable to help in this respect.三、汉译英1、非常感谢对方对AZ-86数字手表的报价Thank you very much for your offer of the AZ-86 digital watchThank you for your quotation for Digital Watch Type AZ-862、 就贵公司3月18日的报价，我方还价如下;to your offer of March 18, we counteroffer as followsAs to your quotation of March 18 ,wed like to counteroffer as follows:3、 很抱歉，我们不能接受你们5月8日来信中的报价Sorry ,we cant accept your offer of May 8We regret that we are not in a position to accept your quotation fo May 84、 贵方商品的价格比其他厂商高出大约7%Your price is higher than other producers by about 7%Your prices are about 7%higher than other manufacturers5、 如果贵方能降价10%，我方会向贵方大量试购If you should be able to reduce your price by 10%, we would If you can reduce your price by 10%, we will olace a large trial order6、 我们觉得贵方的还价不合适，因为该材料的价格正在上涨。We think your counteroffer is inappropriate, because the price of the materials is increasingWe think that your counteroffer is not reasonable, because the price of the raw materials is resing.7、 我方的价格已经很公道，但为了促进我们之间的贸易，我们准备允许贵方5%的折扣Our price is reasonable, but in order to promote our trade , we decided to permit you a 5% discountOur price is reasonable ,but in order to promoute the trade between us, we will allow you a 8。、鉴于供大于求，请你们调整价格，以便更好地促销Because the supply is more than need ,please reduce the price , so as to sell better.Given that supply exeeds the demand, please adust your price for better promotion8、 由于上述商品目前市场坚挺，为你方利益着想，建议你方接受我方的报价Because the product above have good market , for your interests, we advise you to accept our offerConsidering the strong market for the above goods, we suggest that you accept our quotation in your interest9、 如果你方认为上述报盘可以接受，请发邮件，以便我方确认。If you think the offer above is acceptable ,please send us a mail to confirmIf you think that the said offer is acceptable ,plase e-mail us for our confirmation第六章 包装和运输 packing and shipment包装是实现商品价值和使用价值的手段之一，是生产和消费之间的桥梁。在国家货物买卖中，包装是货物说明的组成部分，也是交易磋商的主要条件。包装分为两大类型，即运输或外包装（transportation packaging）和销售或内包装（sales packaging）。外包装上要刷制运输标志（shipping mark）和指示性、警告性标志（indicative/warning marks）。内包装上常标明标签（label）、条形码（bar code）等。常用的包装容器有：集装箱（container），托盘（pallet）、纸板箱（carton），木箱（case），盒（box），罐（tin）等运输是国际贸易的重要分支。常用的运输方式有海洋（sea transport），航空（air transport），公路（road transport），铁路（railway transport）河道（inland waterway transportation），管道运输（pipe transport）及多式联运（multi-modal transportation）。货物运输设计三方当事人，即发货人（consignor），承运人（carrier），收货人（consignee）。海洋运输中设计租船合约（charter party）和提单（biil of lading），航空和铁路运输则以空运单（Air Waybill）和铁路运单(consignmentNote)的形式出现第一课 包装要求 packing requirements 货物装运前，进口商须将货物的包装方式，包装材料等方面的要求通知给卖方。本课内容涉及内、外包装方法，运输标志等的表达。例信：包装要求 packing requirementsDear Sirs， Re: ChocolateWe are in receipt of your letter of December 12 regarding the packing of the subject article. 关于 标题商品In order to facilitate its sales, please pack the goods into exquisite boxes decorated with a colorful ribbon and lined with 促进销售water-proof paper. For further details on the consumer packaging ,you may refer to the enclosed photos.As to transportation packaging , we intend to have 24 boxes packed into a sea-worthy carton , 16 cartons on a pallet made of paper, 20 pallets in a container. In addition ,package number , measurement , gross weight , net weight , the words “way form heat” and the following shipping mark should also be printed with fadeless paint on each package: SITC/PITC-400ZCWe hope to have your confirmation on the above.Yours faithfully,Encl.as stated1、 subject article 标题商品2、 facilitate sales 促进销售pakcing lists facilitate locating the goods on arrival。装货单有利于货物抵达后查找货物3、 lined with 内衬4、 water-proof 防水的shock-proof 防震的damp-proof 防潮的air-proof 不透气的5、 further details 更多详情6、 refer to 参照 ，参考as to our credit sanding, you may refer to HongKONG and Shanghai Banking Corp.关于我方