PPT4商务英语

1、11. Understand the function of sending samples22. Grasp useful expressions and key language points in samples and charges33. be familiar with writing skills in requiring samples and charges44. be able to write letters on samples and charges.ObjectivesLesson 7- (A) Asking for samplesFrom: Arne Jense

2、To: Sent: October 10, 2010 Subject: Flip Flops Dear Alicia,We are interested in Flip Flops from you.Please quote us for: 10,000/50,000/100,000 Pairs. Can we have 2 pairs for testing? If so, we would like to receive two pairs in Size 45 by SF Express on freight prepaid basis. TRF081174TRF081175 TRF08

3、1150 TRF081142 TRF081180 Please confirm details. Hong Kong Ltd. Purchasing Shenzhen Office: 5th Floor, Block C,F 3.8 Building Tianjing Tianan Cyber Park, Jiansha District Shenzhen, China t +86-987654321Regards, Arne Jense From: To: Arne Jense Sent: October 12, 2010 Subject: Flip Flops Dear Arne Jens

4、e,Thank you very much for your enquiry to us. The attached files are the price offering. This price is valid in 30 days if the exchange rate or raw material cost or great changes in export tax rebates or other force majeure events.As to terms of payment, we accept TT (30%eposit balance against copy

5、B/L) or LC at sight.It is OK to send you a sample for test first. I will check the samples availability again, as I was told that no samples since last week. It will cost USD200 but we will refund the charge if you confirm the order.We are awaiting your early reply.Best regards,AliciaChina Oriental

6、Footwear Import & Export Corp. But we can provide the similar slipper for you, you can evaluate the quality. If you accept it, please tell us your Express account and the detailed address so that we can send the sample as soon as possible. 1. sample n. 样品样品通常需要技术部确认的样品有通常需要技术部确认的样品有:初样初样(头样头样) initi

7、al sample，proto sample尺寸样尺寸样measurement sample/size sample确认样确认样confirmation sample产前样产前样pre-production sample大货船样大货船样production sample此外还有此外还有testing sample, fit trial sample 试试穿样，穿样，counter sample回样等。回样等。3. freight prepaid 运费预付：寄件人缴付所需运费预付：寄件人缴付所需邮寄费用邮寄费用on collect basis 运费到付运费到付, 收件人交付所需邮收件人交付所需邮

8、寄费用寄费用on a basis of 以以.为基础，为基础，on a barter basis 以易货方式以易货方式Notes 2. SF Express顺丰速运公司顺丰速运公司 (sf-): 民营区域性快递企业，主要经营国际民营区域性快递企业，主要经营国际国内快递国内快递业务及报关业务及报关报检等业务报检等业务4. valid adv. 有效的，确定的有效的，确定的 类似的有：类似的有：good, open 或或 valid This offer remains valid/firm until the end of this month. 该报盘保留于月底有效。该报盘保留于月底有效。 W

9、e are prepared to keep our offer open until the end of this month. 我们准备保留报盘到月底有效我们准备保留报盘到月底有效.5. exchange rate 兑换率，汇率6. material cost 材料费，原料费7. force majeure 不可抗力8. export tax rebates 出口退税，出口退税，export rebates 出口退出口退(减减)税税 rebate n./v. 折扣折扣, 回扣回扣, 打折扣打折扣price rebate 价格折扣价格折扣, insurance rebate 保险回扣保险回

10、扣 9. T/T 汇付的一种，业务中常用的付汇付的一种，业务中常用的付款方式之一，分前款方式之一，分前T/T与后与后T/T电汇是汇出行应汇款人的申请，采用电电汇是汇出行应汇款人的申请，采用电讯手段给另一个国家的分行或讯手段给另一个国家的分行或代理行解付一定金额给收款人的一种汇代理行解付一定金额给收款人的一种汇款方式。优点在于收款人可迅速收到货款方式。优点在于收款人可迅速收到货款。款。10. deposit n. 押金, 保证金, 存款， v. 存放We hope that your company confirms the deposit soon. 我方希望贵公司尽快确认押金。我方希望贵公司

11、尽快确认押金。11. balance n. 收支差额, 结余, 余额，平衡 v. 结算，平衡, 称, 权衡balance sheet 资产负债表balance of trade 国际贸易差额favorable / unfavorable trade balance 顺差 / 逆差balance of international payment 国际收支平衡，国际收支差额12. copy B/L 提单副本，Original B/L正本提单13. evaluate v 评估，评价 It is hard to evaluate the possible results of negotiation

12、in advance in advance.很难事先评价谈判的结果。 14. refund v. 退还,归还;偿还If the shoes do not wear well the shop will refund the money. 如果鞋不经穿,商店将退还你钱。n. 退款;偿还金额She took the faulty radio back to the shop and demanded a refund. 她将有毛病的收音机拿回商店去要求退款。 （A）要求提供样品）要求提供样品艾丽西亚：艾丽西亚：我们对你方的人字拖鞋很感兴趣。我们对你方的人字拖鞋很感兴趣。请报数量请报数量10,000

13、/50,000/100,000 双拖鞋的价格。双拖鞋的价格。可否提供可否提供2双拖鞋用于测试？如果可行，请由顺丰快递双拖鞋用于测试？如果可行，请由顺丰快递寄上每款规格寄上每款规格4码的样品码的样品2双，邮费预付。双，邮费预付。TRF081174TRF081175TRF081150TRF081175 TRF081176 请确认具体内容。请确认具体内容。商祺商祺 Chinese version of the letter： （A）阿恩阿恩 真斯先生：真斯先生：非常感谢贵公司的询价。非常感谢贵公司的询价。 此附寄报价，如果汇率、原材料成本、出口退税或其他不可抗力事件不发生此附寄报价，如果汇率、原材料

14、成本、出口退税或其他不可抗力事件不发生巨大变化，本报价巨大变化，本报价30天有效。至于付款条件，我们接受电汇（天有效。至于付款条件，我们接受电汇（30订金，余订金，余额见提单副本后支付）或即期信用证的付款方式。额见提单副本后支付）或即期信用证的付款方式。先向贵方寄送测试样品是可行的。我将再次检查一下样品，因为自上周以来，先向贵方寄送测试样品是可行的。我将再次检查一下样品，因为自上周以来，我被告知样品短缺。但我们可为贵方提供相似的拖鞋，可供你评估质量。如我被告知样品短缺。但我们可为贵方提供相似的拖鞋，可供你评估质量。如果接受，请告知贵方的快邮账户以便我方尽快发送样品。果接受，请告知贵方的快邮账户

15、以便我方尽快发送样品。费用费用200美元，但如果你方确认订单，我们将如数退还。美元，但如果你方确认订单，我们将如数退还。 盼早复。盼早复。 中国东方鞋业进出口公司中国东方鞋业进出口公司 艾丽西亚艾丽西亚 Chinese version of the letter： （B）A. From English into Chinese:1. proto sample 2. measurement sample3. exchange rate 4. confirmation sample 5. material cost 6. freight prepaid B. From Chinese into E

16、nglish:1复制样品复制样品 2. 提单副本提单副本3供我方参考供我方参考 4. 押金押金I. Translate the following expressions初样初样 尺寸样尺寸样 汇率汇率 确认样确认样 材料费材料费 运费预付运费预付 duplicate sample copy B/L for our reference deposit 1.Our quotation _ 30 tons of Shandong groundnuts is valid _ 10 days.2.You can rest assured that the sample will prove _ you

17、r entire satisfaction.3.We would like to receive two pairs _Size 45 by SF Express _ collect basis.4.I am completely satisfied _your sample.5.Kindly send us samples _ airmail.6.Wed like to place a trial order _ you _ 2,000pcs cotton pillow cases,.7.Our clients are interested _ your sample.8.Most prod

18、ucts at the fair are _ no interest _ us.II. Fill in the blanks with appropriate propositionsforfor/in to inonwith bywithforinofto2.我公司有意从贵公司进口银制品，请寄样品价格单。We would like to import silver wares from you. Please send the samples and price list to us. III. Put the following into English: 1.确认样有效期为2年。 Con

19、firmation sample is valid within 2 years.5.随函附寄我们的样本书，请确认。3.已收到你方的样品，非常感谢。4.一旦收到你们的订单，我们会把费用退还给你们。We have received your samples with many thanks. We will refund the charge if you confirm the order.Please confirm receipt of the sample book enclosed in our letter. Lesson 8 Refusing to pay sample charg

20、esFrom: Arne Jense To: Sent: Monday, October 13, 2010 10:07 AMSubject: Sandals/Flip FlopsDear Alicia,I am sorry but I can not pay samples according to my companys policy. Please note that we do not want this sample to get profits, only for testing purpose, so it is necessary to test it to start work

21、ing.Anyhow I will tell you that I will pay transportation fee by TNT. Our courier number is 123456.Please send it to this address:* System S.LPoligono Inudstrial de CabanillasArne Jense,Best regards,Lesson 8 Refusing to pay sample chargesFrom: Arne Jense To: Sent: October 17, 2010 Subject: Flip Flop

22、sDear Arne Jense,Thanks for your kind support to me first.Regarding sample charges, I really hope we can find a way to move forward the project. It is honored for me and our company to work with you and your company, and we feel sure that we can start the initial order soon. Lesson 8 (B) A Reply to

23、the aboveFor the point of charges, I really hope you can do me the favor. Basically, we are so pleased to be of this service for our customers，however, we have to send out lots of samples at customers requirements every day. Frankly speaking, it will be no doubt a heavy burden for us to process ever

24、y case on the basis of free charge. We are forced to ask you to share the cost with us. We understand yours is a big company, you have your own rules for samples. And I know the sample charge is small money. But we are a factory; it is not small amount of money for us if we offer free samples and po

25、stage charges to all customers. We believe it is fair for every customer to buy samples. And we got the support from other customers too. Please kindly help us on this point. We promise to give you a better price in return.Jense, we definitely hope we can do more for customers and always do the best

26、. When we start the cooperation and work better and better, we believe that well offer you more and more. But now we hope you do your part to pay the charges for sample. Could we get your understanding and support?Looking forward to hearing form you soon.Best regards,Alicia（A）客户拒绝付样品费艾丽西亚：很抱歉，根据公司规定

27、，我们无法支付样品费用。请注意，我们不是靠样品获得利润，而仅仅是用于测试目的，测试后才能开展工作。 不管怎样，我会支付TNT快递公司运输费用。我们的快递号码是123456。 请寄到此地址： . System S.LPoligono Inudstrial de Cabanillas Chinese version of the letter：（：（A） （B）答复）答复 Arne Jense先生：先生： 首先感谢贵方支持。首先感谢贵方支持。 关于样品费，我希望双方能找到一种好方式推进业务。我和公司很荣幸与您关于样品费，我希望双方能找到一种好方式推进业务。我和公司很荣幸与您及贵公司合作，我们确信我

28、们能很快有初次订单。及贵公司合作，我们确信我们能很快有初次订单。 关于收费，还望贵方包涵。一般说来，我们很乐意为客户效劳。不过，应客关于收费，还望贵方包涵。一般说来，我们很乐意为客户效劳。不过，应客户的需求，我们每天要发送大量的样品。坦率地说，每次都无偿提供样品，户的需求，我们每天要发送大量的样品。坦率地说，每次都无偿提供样品，毫无疑问对于我们是一个沉重的负担。我们不得不要求客户与我们共享费用。毫无疑问对于我们是一个沉重的负担。我们不得不要求客户与我们共享费用。我们了解贵司是一家大公司，有自己制定的样品规则。我知道样品费不多。我们了解贵司是一家大公司，有自己制定的样品规则。我知道样品费不多。但

29、我们是一家工厂，如果向所有客户提供免费样品和邮资则是一大笔费用。但我们是一家工厂，如果向所有客户提供免费样品和邮资则是一大笔费用。我们认为每个客户都应该购买样品才是公平的，我们也得到了许多其他客户我们认为每个客户都应该购买样品才是公平的，我们也得到了许多其他客户的支持，请在这一点上帮助我们。我们承诺给你一个更好的价格回报。的支持，请在这一点上帮助我们。我们承诺给你一个更好的价格回报。 杰斯，我们当然希望为客户做得更多，并始终做到最好。当我们开始合作，杰斯，我们当然希望为客户做得更多，并始终做到最好。当我们开始合作，越做越好时，我们相信会为贵司提供越来越多。但是，现在我们希望贵方承越做越好时，我

30、们相信会为贵司提供越来越多。但是，现在我们希望贵方承担自己的一部分支付样品费，能得到您的理解和支持吗？担自己的一部分支付样品费，能得到您的理解和支持吗？ 望尽快收到回音。望尽快收到回音。 致意致意/艾丽西亚艾丽西亚 Chinese version of the letter： （B）pany policy 公司规定2. note v. 注意注意Please make 4 different models, each model 2 pcs samples. Please note the Ref No. is 3011 / 3012 / 3013 / 3014 accordingly.请做四个

31、型号，每种两个样品。请注意相应参考文号是3011 / 3012 / 3013 / 30143. TNT快递快递，世界上有4大著名快递公司,分别是 DHL,TNT,FEX,UPS.TNT Express TNT集团是全球领先的快递和邮政服务，总部设在阿姆斯特丹。DHL 敦豪速递/总部设在比利时布鲁塞尔，现由德国邮政全球网络100%所拥有.UPS=Universal Postal Service 联合包裹服务公司/总部位于美国Fedex=Federal Express 联邦快递/总部位于美国田纳西州孟菲斯 4. courier number 快件单号Notes5. honor n./ vt. 荣幸

32、，尊敬荣幸，尊敬, 荣誉荣誉, 光荣，兑现光荣，兑现, 履行履行 honor a check兑现支票兑现支票It is a great honor for me to attend the international business conference.我荣幸地参加国际商务会议。我荣幸地参加国际商务会议。 dishonor n./ vt. 反义词反义词 不名誉，玷辱不名誉，玷辱, 使蒙羞使蒙羞, 不兑现不兑现dishonor a bill拒付拒付7. heavy burden 巨大的压力巨大的压力8. on the basis of 在。基础上在。基础上 It is our foreign

33、 trade policy to trade with foreign countries on the basis of equality and mutual benefit我们我们的外贸政策是在平等互利的基础上与各国人民做贸易。的外贸政策是在平等互利的基础上与各国人民做贸易。9. initial order 初次订单初次订单A. From English into Chinese:1. Express account 2. heavy burden 3. sales by sample 4. company policy5. force majeure 6. on the basis o

34、f B. From Chinese into English:1数量折扣数量折扣 2. 快件单号快件单号3抽样抽样 4. 联合包裹服务公司联合包裹服务公司Exercises I. Translate the following expressions: 快邮账户快邮账户 沉重的负担沉重的负担 凭样品买卖凭样品买卖 公司规定公司规定不可抗力不可抗力 在在基础上基础上 quantity discount courier numbersampling UPSII. Choose the best answer.( ) 1. We shall be glad to send you our sampl

35、es _ receipt of your detailed requirements.a. at b. on c. as soon as d. in ( ) 2. If you are interested, we will be pleased to send you a sample lot _ charge.a. with b. without c. free of d. free( )3. Necessary information can be _ from Commercial Counselors Office stationed abroad and advertisement

36、 in the newspapers and magazines.a. have b. obtained c. gain d. won( ) 4. We are looking forward to _. a. hear from your samples soon b. receive your samples soon c. get your samples soon d. your samples soon ( ) 5. We should be so glad to send you a sample _ our own expense. a. in b. atc. againstd.

37、 on ( ) 6. Please get in touch with us _ your sample request.a. forb. inc. againstd. with( )7. Your letter of sample requirement has _ to us for attention and reply.a. passed on b. been passed on c. passed d. been past through( ) 8. The buyer shall open through a bank acceptable before July 1, 2011

38、_ for negotiation in China until the 15day after the date of shipment.a. testing b. deposit c. valid d. refunding( ) 9. We usually do business _ equality and mutual benefits.a. based in b. on collect basis c. based d. on the basis of( )10. The advantage of sending samples in this method will save 10

39、% money, because we have price _ agreement with SF Express.a. rebate b. balance c. valid d. evaluate2.样品是免费的，但是根据公司规定，客户必须支付运费费用。 Samples are free of charge, but according to our companys policy, the customer must pay the shipping cost. III. Put the following into English: 1.带图解的目录和样品已由敦豪快速寄出，查询号为QD

40、1234. 。 1. An illustrated catalog and samples have been forwarded by DHL, and its tracking No. is QD12345.随函附寄我们的样本书，请确认。3.你方生产的产品应与我方随函附照片完全一致。4.当标准运费70美元转至我们在汇丰银行的账户，或提供你的DUL、UPS账号，我们会立即发送样品。Your products should be in strict accordance with our attached pictures. . Samples will be sent immediately

41、 as soon as the standard US$70 shipping payment is transferred to our account at HongKong & Shanghai Banking Corporation (HSBC) or when you provide us with your DHL,UPS or FedEx account number.5.由于大量寄送样品对我们工厂是沉重的负担，我们不得不请求贵公司与我们分担费用。 As sending out lots of samples will be no doubt a heavy burden for

42、 our factory on the basis of free charge, we are forced to ask you to share the cost with us. Lesson 9From: Jeremy Weiner To: Sent: November 20, 2010Subject: Flip Flop Attachment: samples Dear Alicia,We are pleased to send our samples to you including Art.HC13097，HC808B301 by DHL on Nov.17 and its t

43、racking No. is QH12345.Pls duplicate the samples accordingly and return them for our approval as soon as possible.No need logo on mock-up samples this time but may need logo in further approval samples / mass production.Attached please find the pictures, which could indicate our requirements in deta

44、ils.We await your early reply.B. rgds/ Jeremy(A) Sending sample(B) Sending duplicate sampleFrom: To: Jeremy Weiner Sent: November 22, 2010Subject: Flip Flop Attachment: samples DearJeremyWeiner,WearepleasedtoinformyouthatourduplicatesamplesincludingArt.HC13097andHC808B301weredispatchedbyFedExthismor

45、ningwithitstrackingNo.061000.Itisourusualpracticetomake4pcsforeachmodel,2ofwhichhavebeenforwardedtoyouforyourconfirmation,andtheremaining2pcswillbekeptbyus.Pleaseconfirmtheabovesamplesassoonaspossible,thusenablingustoarrangeproductionaccordingly.Welookforwardtoyourorders.Bestregards,Alicia1. trackin

46、g No. 查询号2. duplicate n. a. & v. duplicate sample 复制样品duplicate order 重复订单in duplicate 一式两份As the carpets sell well in our market, we are glad to place a duplicate order.由于地毯在我处畅销， 我方很高兴下一个重复订单。As our clients are quite satisfied with your products, we will duplicate our last order.由于我方客户对贵方产品非常满意，我方

47、打算重复订购上一批货。3. usual practice 惯例4. accordingly adv. 相应地Notes5. for ones approval 供某人批准6. mock-up 实体模型，实物的原尺寸模型 samples, mock-up, prototypes, initial samples样品，大模型， 原型， 最初样品 7forward v. 运送，寄送 Samples and the books you required have been forwarded to you你要去的样品与书已寄送给你。8. confirm v. 确认 Confirm sample 确认样

48、品confirmation sample确认样9. arrange production 安排生产production sample大货船样 大货样SAMPLE是生产完大货以后从大货中拿出的样子，其实也就是大货mass production大量生产艾丽西亚：艾丽西亚： 我们已在我们已在11月月17号将货号为号将货号为HC13097和和HC808B301的样品由敦豪快递寄给你方的样品由敦豪快递寄给你方 ，查询号，查询号是是QH12345。请复制样品并尽快寄回供我方批准。请复制样品并尽快寄回供我方批准。目前在样品模型上还不需要印标志但是在确认许可目前在样品模型上还不需要印标志但是在确认许可后的样品

49、与大货船样上需要印刷标志。后的样品与大货船样上需要印刷标志。 随函附寄样品的图片，它能够更详细地说明我们的随函附寄样品的图片，它能够更详细地说明我们的要求。要求。盼早复。盼早复。致意致意/杰瑞米杰瑞米（A）寄送样品）寄送样品杰瑞米：杰瑞米： 兹通知贵方我方将复制的货号为兹通知贵方我方将复制的货号为HC13097，HC808B301的样品已由联邦快递运出，查询号为的样品已由联邦快递运出，查询号为061000。我们的惯例是每种样品做我们的惯例是每种样品做4件复样，其中的两件寄给你们件复样，其中的两件寄给你们供你们确认，其余供你们确认，其余2件我们留样。件我们留样。请尽快确认上述样品，以便我们能据此

50、安排生产。请尽快确认上述样品，以便我们能据此安排生产。期待着您的订单。期待着您的订单。 致意致意/艾丽西亚艾丽西亚 （B）寄送复制样品）寄送复制样品I. Translate the following expressions: A. From English into Chinese:1. color sample 2. sample for reference 3. prototypes 4. arrange production5. in duplicate 6. confirmation sample B. From Chinese into English:1最初样品 2. 一式两份3

51、产前样 4. 供我方同意initial sample in duplicatepre-production sample for our approval Exercises 色样色样 参考样参考样原型原型 安排生产安排生产一式两份一式两份 确认样确认样II. Fill in the blanks in their proper form with the words or phrase given below: believe, be connected with, introduce, feel sure, honor, interest, appreciate, interest, lo

52、ok forward to be engaged in, on the basis of, testing, do sb. a favorplace an initial order Generally speaking Dear Sirs,We take the liberty to _ ourselves to you. Our company _ import business for a long time and _ all the major dealers in African market. We always keep the promise and _ the contra

53、ct and do business _ mutual benefit.We _ in your Sandals/Flip Flops and _the color and the design of your products. Therefore, we _ that we can start our trade by _introduceis engaged in honor is connected with on the basis of are interested inappreciate feel sure placing an initial order if your qu

54、ality is good. We would like you to send us some samples of the goods for _. _, if the quality and price of your products are satisfactory, we will have large and regular orders from you. We hope this would be a good start of a long-term business relationship. _your favorable reply.Yours sincerely,

55、testing Generally speaking Looking forward to 以买方的名义给卖方写一封信，确认收到卖方所以买方的名义给卖方写一封信，确认收到卖方所寄来的复制样品。寄来的复制样品。1.确认收到复制样品，并表示感谢。确认收到复制样品，并表示感谢。2.向卖方下订单订购向卖方下订单订购3000PCS 圣诞蜡烛。圣诞蜡烛。3.为了赶上销售季节，要求卖方立即安排生产。为了赶上销售季节，要求卖方立即安排生产。4.对双方的贸易前景的展望。对双方的贸易前景的展望。Dear Sirs,We are pleased to confirm receipt of your duplicat

56、e samples and highly appreciate your immediate attention to our samples.Satisfied with your samples, now we intend to place an order for 3,000 pcs Christmas candles with you. As we are in urgent need of the ordered goods, please arrange production without any delay. We believe it will mark a good be

57、ginning for happy business relations between us.We await your early reply.Best regards,From: The Splenia International Co.To: Fujian Oriental Footwear Imp& Exp Co. Ltd.SubjectSent: July23, 4:32P.MHi, Grace, Regarding free samples, we have confirmed 3pcs during our meeting. Now you changed to 2pcs. Please double c