商务英语函电实验报告.doc

实验报告专用纸实验报告实验项目名称 外贸英语函电 课程名称 外贸英语函电 成绩评定 实验类型：验证型综合型R 设计型 实验日期 指导教师 学生姓名 学号 专业班级 一、实验项目训练方案小组合作：是 否R小组成员：实验目的：使学生通过对对不同信函的练习，摸索与外商建立业务关系的方法，掌握国际商务磋商、掌握询盘、发盘、还盘、接受环节往来函电的应用技巧。实验场地及仪器、设备和材料：P4微型计算机，数据库服务器，外贸单证系统实验训练内容（包括实验原理和操作步骤）：项目一 建立业务关系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:根据下述资料，以世格国际贸易公司业务员Minghua Zhao的名义，给加拿大NEO公司写一封与他们建立业务关系的信函，要求用英文书写，表达清楚、内容完整。相关信息：世格国际贸易公司(DESUN TRADING CO.,LTD.)成立于1987年，是一家拥有进出口经营权的外贸公司。公司经营范围广泛，与多家供应商有固定的业务往来，信誉良好。同时公司也极为重视新产品开发，05年的新产品DR系列瓷器选用上等瓷土(First-class Porcelain)烧制，包装精美，质量上乘，非常具有竞争力。2005年10月12日公司业务员Minghua Zhao从网上看到加拿大NEO公司求购瓷器(chinaware)的信息，想与他们建立业务关系。NEO公司的具体资料如下：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:请将下述建立业务关系的信函翻译成英文，要求表达清楚、内容完整。相关要求：信函内容如下：敬启者：从网上得知贵公司的名称和地址，并了解到你公司主要经营罐头食品的进出口。今特致函与你，希望能与你公司建立起长期的业务关系。我公司是一家大型外贸公司，从事进出口业务已有近20年，信誉良好。我们对贵公司的产品很有兴趣，若能提供贵公司的有关产品的目录和价目单，将不胜感激。如果价格合理且交货期可接受，相信能成交大笔交易。谨上答案：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, 项目二 交易磋商阶段Letter 1 基本要求: 根据下述说明写一封询盘函电，要求用英文书写，表达清楚、内容完整。相关说明: 加拿大Carters Trading Company, LLC的业务员Joe Brown先生在2005年广交会上看到了南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的产品，对他们的Hand-made Gloves非常感兴趣，也与该公司的业务员Cathy Lee取得联系，并索取了相关资料。回国后经过市场调查，Joe Brown先生于2005年10月11日向南京德创伟业进出口有限公司的业务员Cathy Lee发去询盘并索要样品，请你帮Joe Brown先生撰写这封函电，对方的邮件地址为。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: 根据客户来函，向对方发盘，要求用英文书写，表达清楚、内容完整相关说明:假设你是南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的业务员Cathy Lee，加拿大Carters Trading Company, LLC的Joe Brown先生给你公司发来邮件，向你询盘。请根据该邮件向你的客户发盘，写信时间为2005年10月13日。信中主要要点如下：1.来信中要求的目录和样品已寄出；2.商品和数量：5000副手套(Hand-made Gloves)；3.价格：每套USD2.38 CIF多伦多；4.装运：证到后两个月内装运；5.支付：不可撤销即期信用证；6.包装：1200副一纸箱；7.该发盘有效期为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: 根据客户来函，向对方还盘，要求用英文书写，表达清楚、内容完整相关说明: 假设你是加拿大Carters Trading Company, LLC的业务员Joe Brown，南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)给你公司发来邮件，向你发盘，你认为价格过高，向对方还盘，要求降价10%。写信时间为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: 根据题目说明，撰写一封接受函电，要求用英文书写，表达清楚、内容完整相关说明: 假设你是加拿大Carters Trading Company, LLC的业务员Joe Brown，你与南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd) 的业务员Cathy Lee经过交易磋商，最后就各项交易条件达成一致，请你给对方写一封接受函电，写信时间为2005年10月20日。信中要点为：1.感谢你方2005年10月18日报价和寄来的样品；2.认为对方产品的品质优良，价格合理；3.随信附寄编号为CTC5236的购买合同一式两份，会签后请归还一份以便存档；4.请在装船后两天内给我们发装船通知，告知包装件数、毛净重、船名、货值、提单号码和日期；5.由于客户急需，请尽快装运，如果这次合作愉快，今后将大量订购。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;题目名称 催证基本要求 根据题目说明写一封催证函，要求用英文书写，表达清楚、内容完整。下载模板 0101_贸易函电01.doc相关说明 假设你是世格国际贸易公司(DESUNTRADINGCO.,LTD.)的业务员MinghuaZhao，你收到了加拿大NEO公司(NEOGENERALTRADINGCO.)签返的编号为DTC5210的销售确认书，双方约定信用证不迟于11月25前到达，但现在期限已到，却仍未收到信用证。因此请你给NEO公司的业务员AndyBurns去函催证，并提醒对方我方通知行为“中国银行上海分行”，而非只是“中国银行”，以免寄错。写信时间为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, 项目三 签订合同阶段题目要求和说明题目名称签订出口合同基本要求根据下述成交条件签订出口合同，要求格式清楚、条款明确、内容完整。合同号：MT05214。下载模板0201_销售合同.doc相关说明经过多次交易磋商，龙华贸易有限公司和芬兰QUA公司就节能灯的各项交易条件达成共识，概括如下：1. 卖方(Seller)：龙华贸易有限公司LONGHUA TRADING COMPANY LIMITED152 ZHENGLONG ROAD，BEIJING，CHINA2. 买方(Buyer)：QUA COMPANY LIMITED，FINLANDAKEDSANTERINK AUTO P.O.BOX9，FINLAND3. 货号品名规格：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允许10%溢短装4. 唛头：由卖方决定。5. 成交价格条件：CIF HANKO。6. 包装条件：纸箱包装。每箱50只。7. 交货/装运条件：装运期为2003年8月，允许分批装运及转运。8. 出口港：北京进口港：HANKO9. 保险条件：由卖方按CIF成交金额的110%投保中国人民保险公司海运货物水渍险、碰损破碎险和战争险。10. 付款条件：电汇11. 合同签订时间及地点：2003年6月3日于北京销售合同SALES CONTRACT卖方SELLER:LONGHUA TRADING COMPANY LIMITED152 ZHENGLONG ROAD，BEIJING，CHINA编号NO.:MT05214日期DATE:JUNE.03,2003地点SIGNED IN:BEIJING买方BUYER:QUA COMPANY LIMITED，FINLANDAKEDSANTERINK AUTO P.O.BOX9，FINLAND买卖双方同意以下条款达成交易：This contract Is made by and agreed between the BUYER and SELLER, in accordance with the terms and conditions stipulated below.1. 品名及规格Commodity & Specification2. 数量Quantity3. 单价及价格条款Unit Price & Trade Terms4. 金额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允许With溢短装，由卖方决定More or less of shipment allowed at the sellers option5. 总值Total ValueSAY US DOLLARS SISTY SEVEN THOUSAND FIVE HUNDRED ONLY6. 包装PackingIN CARTONS OF 50PCS EACH7. 唛头Shipping MarksAT SELLERS OPTION8. 装运期及运输方式Time of Shipment & means of TransportationTO BE EFFECTED THE END OF AUGUST 2003 WITH PARTIAL SHIPMENT ALLOWED AND TRANSHIPMENT ALLOWED9. 装运港及目的地Port of Loading & DestinationFROM:BEIJINGTO:HANKO10. 保险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. 备注RemarksThe BuyerThe SellerQUA COMPANY LIMITED,FINLANDLONGHUA TRANDING COMPANY LIMITED(signature)(signature)项目四 根据合同条款审证与改证题目要求和说明题目名称改证基本要求根据题目说明写一封改证函，要求用英文书写，表达清楚、内容完整。下载模板0101_贸易函电01.doc相关说明假设你是世格国际贸易公司(DESUN TRADING CO.,LTD.)的业务员Minghua Zhao，你收到了加拿大NEO公司(NEO GENERAL TRADING CO.)与11月23日开来的编号为BWO5823684的信用证，经仔细审核后你发现了如下与合同不符处：1.货物的名称应为“CANNED WHOLE MUSHROOMS”而不是“CANNED SLICED MUSHROOMS”；2.将“documents presented for negotiation should include cargo receipt issued by buyers”字样去掉；3.商品数量应为1320箱而非1230箱。请你给NEO公司的业务员Andy Burns去函催促对方改证，以便我方能够及时装运。写信时间为2005年11月25日。答案：Nov25,2005DearMr.