商务英语信函与对话文本 Business Letters and dialogues

1、Business Correspondence and Dialogues商务英语信函与对话CONTENTSUNIT 1 Establishing Trade Relations 2UNIT 2 Inquiries and Offers 6UNIT 3 On Price 9UNIT 4 Ordering 13UNIT 5 Terms of Payment 16UNIT 6 Contracts 19UNIT 7 Shipment 22UNIT 8 Insurance 24UNIT 1 Establishing Trade RelationsDialogue 1: Showing Mr. J ar

2、ound the ShowroomZ: Would you like to have a look at our showroom?J: Yes. That would be a good idea.Z: This way, please.J: Quite a selection!Z: Where shall we start? You may be interested in only some of the items. Lets look at those.J: Good idea!Z: Have you been in the textile business a long time?

3、J: Yes. Ive been in textiles for more than 20 years. The company has been in business since 1935.Z: No wonder youre so experienced.J: The textile business has become more difficult since the competition grew.Z: Thats true.J: Do you have a catalog or something (that tells me about your company?Z: Yes

4、. I will get you some later.J: Thanks. When can we discuss some details?Z: Would tomorrow be convenient?J: Yes. Thatll be fine.Dialogue 2: Meeting at the AirportT: Do you know where the baggage claim area is?Z: Yes, its over there. How many pieces of luggage do you have?T: Only one suitcase.Z: Lets

5、go pick up your luggage.T: The blue canvas one is my suitcase.Z: Our car is out in the parking lot. Well take you to the Yellow Dragon Hotel.Z: How was your flight?T: Just wonderful! Good food and good service.Z: Is this your first visit to Hangzhou?T: Yes.Z: We are glad you come to meet us in perso

6、n.T: Thank you for meeting my plane.Z: It is the least we can do, since you have travelled so far to see us.T: It makes negotiations easier if we meet each other in person.Z: Hows business these days?T: Not bad. But sales are down a bit due to the revaluation.Z: Do you think its a general trend?T: O

7、h, I hope not. I think its just a slump. Things will improve soon.Z: I hope so.Dialogue 3: Introducing Products at the FairB: Excuse me. Could you tell me where I can see some electrical appliances?X: This area. Well be glad to show you whats available. Heres my card. Xu is my last name.B: Here is m

8、y card. Im George from ABC Trading Co., Ltd. We import electronics and transistors.X: Please have a look at our samples.B: Do you produce video tape recorders?B: Your development of electronic products has been remarkable.X: Yes. Our research has had good results.X: Ive forgotten to ask you what pro

9、ducts youre interested in.B: I think Ive already seen some items (we might like to order, although Id still like to study them a bit further.X: Ok, go ahead.B: Ill probably be able to let you know tomorrow.X: Ill be expecting you tomorrow morning, say, at 9.B: Tomorrow at nine. Good. Ill see you the

10、n.Business Letter 1 - Block StyleOriental Horizons Inc.48 East Main Street, Ramsey, NJ 07446, USAApril 25, 2007 Ningbo Textiles United Imp. & Exp. Corp.207 Kaiming St. Ningbo, Zhejiang 315000, P.R. ChinaDear Manager,You were recommended to our company by the Bank of China, New York Branch, which

11、 told us that you export Chinese textiles and cotton piece goods.Our company imports general merchandise. We have been in business since 1935, and therefore have wide experience in all the lines (we handle.Our bankers are Chase Manhattan Bank and the HSBC in Hong Kong. They can provide you informati

12、on about our business and finances.Please inform us of your trade terms and forward samples and product brochures. We look forward to a productive trade.Sincerely, / Yours sincerely, / Yours faithfully*MangerMSB/shBusiness Letter 2 - Indented StyleBeatty Ltd.1095, Avenue of Hersham, Walbridge-on Tha

13、mesSurrey, UKOffice of the Manager Oct 20, 2007Housewares DepartmentZhejiang Light Industrial Products Imp. & Exp. Corp.233 Tiyuchang Rd.Hangzhou, Zhejiang 310009, P.R. ChinaDear Housewares Department:Your companys name has been given to us by the Chamber of Commerce of London.We wish to buy por

14、celain tea and coffee cups and saucers of different shapes, fully decorated with flowers or other designs.If you can supply this type of merchandise, kindly airmail us a sample cup. Also, please enclose your price list and all suitable illustrations.We await your early reply.Sincerely,*ManagerBusine

15、ss Letter 3 - Simplified StyleZhenjiang Textiles Imp. & Exp. Corp.102 Fengqi RoadHangzhou 310006, ChinaMarch 12, 2007International Trading Co. Ltd.34 Acadia BayWinnepeg, Manitoba R3T 3H9, CanadaCHINESE TABLECLOTHSWe learned from the Commercial Counselor of our Embassy in Ottawa that you deal in

16、tablecloths.We sell Chinese tablecloths. They are of good quality and have fine workmanship. Chinese tablecloths are very popular in Europe. We would like to work with you to market them in Canada.We are sending you under separate cover by airmail a copy of the latest catalog. Please let us know if

17、there are any items (which are of interest to you and we will send you quotes and samples.We hope to hear from you soon.Zhou YanmingManagerUNIT 2 Inquiries and OffersDialogue 1 Inquiring about Chinese CarpetsA: Nice to know you, Mr. Li.L: You too. A: Ive come to inquire about carpets. A friend has a

18、sked me to negotiate on his behalf.L: Ill be glad to help you. What interests you?A: Frankly, I really dont know much about your carpets. Could you tell me something about them?L: With pleasure. Our carpets are handmade of pure Chinese wool. They are resilient and have fine workmanship.A: Thats why

19、Chinese carpets are so popular.L: Here are our samples and catalog. Youll find details of the different designs, colors and sizes.A: Im interested in the high quality “Dragon” brand.L: All right. Can I have your specific requirements?A: Certainly. Ill write them out. By the way, what about the deliv

20、ery date? Will they be supplied from stock?L: Im afraid not. The stock was all sold out.A: Thats too bad! Ill let you have the order tomorrow.Dialogue 2 Visiting the Canton FairS: Is this your first time to the Fair?J: Yes. S: Have you had a look around the exhibition halls?J: Yes. I took a walk aro

21、und the day before yesterday. The halls are so spacious that I lost my way several times.S: Really? You should follow the signs.J: I did, but you know, the exhibits are so spectacular. And theres such a wide variety.S: Its very nice of you to say so. J: I must say youve done a marvelous job in recen

22、t years.S: Thank you.J: Id like to find out about hardware. Heres my list. I hope youll give me your best offer.S: Ill try my hardest.J: Thanks. If you prices are good and if I can get the commission I want, I can place the order with you right away.S: Im sure youll find our prices very competitive.

23、 Hardware has gone up a lot in recent years, but our prices havent changed much.J: Glad to hear that. When can I get a firm offer?S: Well have it worked out by this evening and let you have it tomorrow morning. Would you be free to come by then?J: Fine. Ill be here tomorrow morning at 9. Hows that?S

24、: Perfect. See you tomorrow then.Business Letter 1Dear Mr. Haan:Re: Parts for Machine Type B-114We purchased from you ten sets of the machine in the subject line in 2005. The machines have been very satisfactory.However, at present we need a large quantity of parts/accessories as per the enclosed li

25、st. Please send us as soon as possible your proforma invoice by fax and hard copy in quadruplicate by airmail. You are kindly requested to quote the FOB New York rate.The parts and accessories are urgently needed so we wish to receive your proforma invoice by return fax.Business Letter 2Dear Mr. Wan

26、g:Subj: Parts for Machine Type B-114Thank you for your letter of Feb. 15th, 2007 and the enclosure requesting quotes for the machine in the subject line.As requested, we are submitting our quotation in triplicate and wish for you to place your order with us as early as possible because we have a lar

27、ge backlog.We await your decision.Business Letter 3August 13, 2007Dear Export Department:Re: Electric SawsWe are in the market for electric saws. Please provide us with quotes for the goods listed on the enclosed inquiry sheet, giving your prices CFR Jakarta. Please also state your earliest delivery

28、 date, your terms of payment and discounts for regular purchases.Kindly mail us your catalog and details of your specifications.We look forward to your early reply.Business Letter 4August 25, 2007Dear Commercial Manager:Re: Electric SawsWe thank you for your letter of August 13th and confirm our cab

29、le of todays date, which reads as follows:Re: Aug 13 Offering Oct/Nov 800 Pieces of Tiger Brand Electric Saws10 A Piece CFR Jarkarta Payment by L/C at SightReaching Us Before Sep 15 Subject Reply Within 5 DaysPlease note that our terms of payment are by irrevocable L/C, payable at sight against pres

30、entation of shipping documents. Please make out / write out the letter of credit telegraphically without delay, so as to enable us to effect shipment during October/November.We await your acceptance by cable.UNIT 3 On PriceDialogue 1 Negotiating the Price of ProjectorsM: Im sorry I couldnt make the

31、appointment yesterday. I had a cold. The doctor ordered me to stay in. So I called up to cancel it.Z: Thats all right. How are you today? M: Much better, thank you. Now, lets talk about business. Im impressed with all the equipment the projector has.Z: This is our newly-designed built-in projector.M

32、: I see. Im thinking of ordering 20 sets. But, theres one problem.Z: Whats that?M: Price. Its impossible for us to make any sales at this price.Z: US $ 369 is about as low as we can go. And its as good as you could get.M: Im afraid I cant agree with you there. Your price is higher than other compani

33、es.Z: But considering the high quality, our price is reasonable.M: I dont deny that the projector is top-quality. If you could go a little lower, Id give you the order right away.Z: Well, I dont know if we can do it. Let me talk to our general manager.Dialogue 2 Negotiating the Price of Poplin and P

34、ongeeS: What do you have there, Ms. Yang?Y: Some of our new products. Have a look at the patterns, please.S: I like this printed poplin. How much is it a yard?Y: 45 pence per yard CIF London.S: Your price is higher than I can accept. Could you come down a little?Y: What would you suggest?S: Could yo

35、u make it 40 pence per yard CIF London?Y: Im afraid we cant. This is the best price we can quote.S: Lets leave that for the time being. Y: Are you interested in our pongee? Here is the latest product.S: The quality is very good. But nowadays nylon is pushing this material out.Y: I dont think so. Wev

36、e sold a lot this month.S: Well, anyway, Ill book a trial order. The price? Y: Same as we offered last time.S: What about the quantity?Y: 200 pieces for September shipment.S: All right. Ill take the lot.Y: How about printed poplin then?S: Theres still a gap of 5 pence. Will you give me a trade disco

37、unt?Y: Sorry. Can we meet each other half way?S: What do you mean?Y: Lets close the deal at 43 pence per yard CIF London.S: Youre driving a hard bargain, but Ill accept it this time.Y: We will provide good service and quality.S: That will be deeply appreciated.Y: Shall I make out the contract for yo

38、u to sign tomorrow?S: Fine.Dialogue 3 Negotiating the Price of DrillersH: Im glad that weve had good discussions about the technical side. Shall we bring in the commercial side of it now?W: Yes. But your price is so high that we can hardly make a counteroffer.H: It pays to buy good machines. Better

39、quality usually means a higher price.W: Youre right there.H: You probably know that our drillers are by far the best in Europe, and probably, in the world.W: Yes. And your price is by far the highest.H: Its the quality that counts. Our driller steel is far superior to that used by the Japanese. W: I

40、ts no secret that weve had quotations from Japan for similar machines. If your price were just slightly higher, there wouldnt be any problem at all. The fact is that your price is too high to be workable.H: You should take into consideration our machines superior quality.W: That we have.H: Whats mor

41、e, our design and technology are completely up-to-date. Youll be assured of efficient service for years to come.W: Thats precisely why we prefer to order from your company.H: Well then, can you give us an idea what price you consider workable?W: We hope that youll take the initiative and bridge the

42、gap.H: Well, well. Well reduce the price by 5%. I hope this sets the ball rolling.W: Im afraid the ball can hardly roll very far. Certainly its a step forward. But the gap is still too wide. Id suggest another 10%. H: Oh, Im afraid that wont do. It simply cant stand such a big cut.W: If thats the ca

43、se, Im afraid well have to go elsewhere.H: Well, Im not in a position to agree to such a big reduction. I have to get in touch with my head office and let you know their decision in a day or two. Will that be OK with you?W: OK. I hope we can both get something out of this. Business Letter 1Thank you

44、 for your inquiry of Dec 23, 1999. Enclosed is our price list. A catalog has been airmailed to you under separate cover.This company has exported carpets for years to your country, Canada, England and other European countries. You may be sure that your order will be profitable.Also, because our year

45、ly production is about 30000 pieces - the largest of all the carpet manufacturers in China - our prices are always lower than others.We look forward to receiving your reply.Business Letter 2Mar 22, 2007Dear :Re: Canned Asparagus, A GradeWe have received your letter of March 10, 2001 inquiring about

46、the commodity in the subject line. Our quote isUnit Price (per carton of 48 cans eachItemQuantity (M/TFOB Shanghai net in U.S. DollarCFR London net in U.S. DollarTips & Cuts1013.0015.00Center Cuts1512.0014.00End Cuts2010.5012.50Remarks:1. Packing: Standard export cardboard cartons.2. Validity: T

47、ow weeks from the date hereof.3. Shipment: Total quantity to be shipped during May, 2007.4. Payment: By irrevocable letter of credit for our company two weeks before shipment and drawn at sight.The prices we quote above are the lowest we are able to offer. Our products will compete well with other b

48、rands because of our superior quality. Since demand is rising and prices are bound to go up, we urge you to make your decision as early as possible.Business Letter 3In reply to your fax dated April 2, we are enclosing this order, No. SX/0014.We accept US$ 15.40 for Model A and US$ 19.60 for Model B,

49、 but must offer US$ 35.50 for Model C. The market is flooded with cheaper models so even this price is too high.Payment will made by irrevocable L/C at sight. Please advise us when the goods are ready for shipment.You early reply is appreciated.Business Letter 4We thank you for your quotation of Mar

50、ch 3 and the samples of socks.Although we are interested in your products, we find your price so high that our profit margin would be either very low or nil. As you probably know, the socks (available at present on the market (manufactured by several Hong Kong factories are of good quality and the p

51、rice is 10%15% lower than yours. We hope, therefore, you will reduce your price so as to stand up to the competition.We await your reply.UNIT 4 OrderingDialogue 1 Placing an Order for White SugarA: Welcome to our company. Its a pleasure to meet you.B: The pleasure is all mine. Ive long wanted to hav

52、e a talk with you about the possibility of business between us.A: We welcome good business. What are you interested in?B: White sugar.A: Whats the quantity you have in mind?B: 10000 metric tons. If the first lot is good, wed like to place repeat orders and have a regular supply. A: Very good.B: May

53、I have a look at your samples?A: Sure. Weve got several different sugars.B: This seems of good quality.A: Its superior white sugar.B: How do you pack it?A: We pack sugar in new gunny sacks of 100 kgs each.B: Could you give the price?A: US $ 150 per M/T.B: Do you quote CIF or FOB?A: Our price is on F

54、OB basis.B: When can you deliver the goods?A: We can ship them as soon as we receive your L/C.B: I see.A: When can we have your firm order?B: How about tomorrow?A: Ok. Please come any time tomorrow morning.Dialogue 2 Discussing Textile Business over CoffeeA: Would you like to talk business over coff

55、ee?B: Fine.A: what are your interested in?B: Sheets, pillow cases and table linens. Could you give us some idea about your prices?A: Heres a pamphlet on our prices. Youll see that our prices are very attractive.B: I hope to do plenty of business with you.A: By the way, I thought you were more intere

56、sted in synthetic fibers.B: Yes. But Im also interested in your Dacron and cotton blend.A: I see.B: And another thing: all your prices on the sheet are on FOB basis. Wed rather have you quote us CIF prices. Do you have a list of these for me to take?A: No problem. Let me have the bill.B: Its on me.B

57、usiness Letter 1Mulsen Trading Co., Ttd.Jan 7, 2007Zhenjiang Cereals, Oils& Foodstuffs Imp & Exp Corp.Re: Canned MushroomWe are pleased by your prompt reply to our inquiry of Dec 20th, 2006 about the commodity in the subject line and now wish to order from you as per our Purchase Order enclosed.We will make out an irrevocable L/C in your favor through * Bank to cover the total CIF value of this order. We appreciate your arranging to ship (up