外贸函电东南大学课件

1、外贸函电-东南大学第第 一一 讲讲外贸函电-东南大学Unit 2 Invitation and Arrangement of Visits邀请与答复邀请与答复Dear Mr/Ms, We should like to invite you to attend the 2003 International Fair which will be held from April 29 to May 4 at the above address. Full details on the Fair will be sent in a week. We look forward to hearing fr

2、om you soon, and hope that you will be able to attend. Yours faithfully 外贸函电-东南大学 尊敬的先生/小姐， 在上述地址，我们想请贵公司参加于四月二十九日到五月四日 举办的2003国际商品交易会，关于交易会的详情我们一周内将 寄给你。 希望不久能收到你的来信，并能来参加。 您诚挚的 外贸函电-东南大学肯定答复 Dear Mr./Ms, Thank you for your letter of March 20 inviting our corporation to participate in the 1997 Inte

3、rnational Fair. We are very pleased to accept and will plan to display our electrical appliances as we did in previous years. Mr. Li will be in your city from April 2 to 7 to make specific arrangements and would very much appreciate your assistance. Yours faithfully 外贸函电-东南大学尊敬的先生/小姐， 感谢三月二十八日来信邀请我们

4、公司参加2003国际商品交易会。 我们乐于参加并计划展示我们前几年生产的电子设备。李先生 将于四月二日至七日去你市做具体安排，非常感谢你的协助。 你诚挚的 外贸函电-东南大学否定的答复 Dear Mr/Ms, Thank you very much for your invitation to attend the 2003 International Fair. As we are going to open a repair shop in your city at that time, we are sorry that we shall not be able to come. We

5、hope to see you on some future occasion.Yours faithfully 外贸函电-东南大学尊敬的先生/小姐， 非常感谢您邀请我们参加2003国际商品交易会。由于我们将于同 一时间到你市新开一家维修店，非常抱歉我们不能前去。 希望以后在某些场合见到您。 您诚挚的 外贸函电-东南大学Letter 1We are now writing to you to 表明写信的目的。Enter into business relationsEstablish business relations建立业务关系。如：We would like to enter into(

6、establish) business relations with you in this line.外贸函电-东南大学东南大学远程教育第第 四四 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学Fall: 秋天Textile machinery 纺织机械Interest 1) n. 兴趣，感兴趣的事物，利益（复数较普通），权利，所得的货物 如：We have(feel,take) no interest in cotton piece-goods. 我们对这种商品不感兴趣 外贸函电-东南大学This article is of special (particular)interest

7、 to us 我们对这种商品特别有兴趣 This suggestion is made in the interest of all parties concerned. 这个建议是照顾各有关方面的利益而提出的。外贸函电-东南大学We agree to 60 days time L/C provided you pay interest for the period intervening(介于) 我们同意60天期的信用证，但此期间的利息须由你方负担。外贸函电-东南大学2) v. 引起兴趣 如： The offer (price,shipment,quality) dose not inter

8、est us. 这个报盘(价格，船期，质量)引不起我们的兴趣。 Your price is too high to even interest buyers in counter-offer. 你的价格太高，买方连还盘都没有兴趣。外贸函电-东南大学Letter 2Reception:招待，接待Brief :短暂的Session:会议，一段时间Provided: 以为条件，只要如：We shall place a large order with you provided your prices are reasonable 如价格各理，我方将大量订购外贸函电-东南大学Forward :send

9、 We are forwarding you our new price list. Formal invitation:正式邀请函 外贸函电-东南大学Letter 4Itinerary ：旅行路线，旅行计划For your consideration:for your reference; for your information.Letter of intent:意向书Confirm :确认外贸函电-东南大学Letter 6Joint venture:合资企业Economic cooperation: 经济合作Technological exchange:技术交流外贸函电-东南大学东南大学

10、远程教育第第 五五 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学Word studyInform :通知，告诉 1)inform sb. of sth. 如:Please inform us of the market situation on your side. 请告你地市场情况 外贸函电-东南大学2)inform sb that/what/which如：We wish to inform you that business has been done at USD200 per metric ton. 我们已以每公吨200美元的价格成交，特此告知。外贸函电-东南大学3)plea

11、sed be informed that Please be informed that we have already sent the samples required. 兹通知你方，我方已将所索样品寄出。外贸函电-东南大学Exercises I.1.enter into trade relation with 建立业务关系2. Look forward to 期盼3. Minifair 小交会外贸函电-东南大学4. Apply for an entry visa 申请入境签证5. In cooperation with 与合作6. For your consideration 供你方考虑

12、 外贸函电-东南大学7. Cocktail reception 酒会8. The letter of intent 意向书9. Go on a business trip 出差外贸函电-东南大学10. At ones convenience 在方便的时候11. With a view of 以为目的12. Managing Director 执行董事外贸函电-东南大学13. The Chinese Export Commodities Fair in Guangzhou 中国出口商品交易会14. Sample free of charge 免费样品15. Places of interests

13、 名胜古迹外贸函电-东南大学16. Detailed information 详细情况17. Under consideration 在考虑中18. Sales confirmation 售货确认书外贸函电-东南大学19. Economic cooperation 经济合作20. Technological exchange 技术交流外贸函电-东南大学II.In the trade: 在这一行业Steeply : rapidlyAt ones expense: 由付费Count on : 依赖Subject to : 以为条件14. Acquaint sb. With sth. 让了解外贸函电

14、-东南大学15. In a position to do sth. 能做 out of stock 没有库存外贸函电-东南大学东南大学远程教育第第 六六 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学VI. 1.您为我安排得真周到，谢谢您所做的一切。 It is very thoughtful of you to have arranged all this for me.Thank you for all you have done for me外贸函电-东南大学2.我们热忱期待在那儿接待贵方的代表 We are looking forward to extending our wa

15、rm reception to your representative there.外贸函电-东南大学3. 我们很高兴通知贵方，我公司的贸易代表团准备在五月份访问贵国。 We are pleased to announce that a Trade Delegation of our Corporation is planning to visit your country in May外贸函电-东南大学4. 根据贵方建议，我们已为会议暂定了议程 According to your proposal, we have worked out a tentative agenda for the

16、conference.外贸函电-东南大学5. 请告诉贵方旅行日程，以便我方事先安排 Please inform us of your itinerary so as to facilitate our arrangements in advance.外贸函电-东南大学东南大学远程教育第第 七七 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学Unit 3 Establishing Business RelationsPoints for Attention建立业务关系的信，通常是发信的一方在通过一定的途径得到对方公司的名称和地址，并经过初步信用调查后，向对方发出的。信的内容一般包括以下几

17、点：外贸函电-东南大学一 怎样得知对方公司的名称和地址二 自我介绍三 阐述写信的目的四 表明建立业务关系的愿望并希早日回复。外贸函电-东南大学获得客户名址的途径： 1. 参加交易会或博览会 2. 国内外的商会，商务参赞处或其它的商务组织。 3. 贸易伙伴的介绍外贸函电-东南大学4. 代表团互访5. 市场调查6. 客户自我介绍7. 通过银行8. 广告外贸函电-东南大学Letter 1Embassy : 大使馆Pamphlet: 小册子Catalogue : 目录 Specific inquires: 具体询盘外贸函电-东南大学Letter 2In the market for: 要买 We ar

18、e in the market for wool. Find a market: 找销路 We are trying to find a market for this article.外贸函电-东南大学Seller : 出售的货物good seller : 畅销货外贸函电-东南大学东南大学远程教育第第 八八 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学Letter 3Forward : sendWith cost charges on our own: 费用由我方承担Assure sb.of sth.: 向保证外贸函电-东南大学Letter 4The scope of busine

19、ss: the line of business.State-operated: state-owned, state-runDeal in : handleDeal exclusively in: 独家经营外贸函电-东南大学To acquaint sb.with sth.: 使某人熟悉或了解。Covering: 有关的，涉及的，包括的 The subject cargo will be ready for shipment in a few days and we are looking forward to your covering L/C.外贸函电-东南大学标题货物几日内即可备妥待运，

20、我方正等待你有关的信用证。Please let us have your price list covering your typewriters. 请寄有关打字机的价目单外贸函电-东南大学Letter 5With a view to sth/doing sth. : 为了Take this opportunity: avail ourselves ofLeading : main外贸函电-东南大学Letter 6Requirement: n 需要（常用单数，后接介词of） 需要之物（表示货物或需要量时，常用复数，后接介词for或of) Good quality is the major re

21、quirement.质量好是主要的要求 We can meet requirements for(of) walnutmeat 我们可满足你方对核桃仁的需要外贸函电-东南大学Word studyimport export handle外贸函电-东南大学东南大学远程教育第第 九九 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学Exercises I. 1.specialize in 专营2.upon receipt of 一收到就3.for your information 供你方参考外贸函电-东南大学4.pamphlets 小册子5.be in the market for 想要购买6

22、.a well-established exporter 信誉良好的出口商外贸函电-东南大学7.with cost charges on our own 费用由我方负担8.place an order with sb. 向某人订购9.with a view to 为了 外贸函电-东南大学10.acquaint sb. With sth. 使某人熟悉11.the Commercial Counsellors Office 商务参赞处12.establish business relations 建立贸易关系外贸函电-东南大学13.under separate cover 另邮寄14.the ch

23、amber of commerce 商会15.on the basis of equality.mutual benefit and the exchange of needed goods 平等互利，互通有无外贸函电-东南大学16.art and craft goods 工艺品17.close cooperation 密切合作18.light industrial products 轻工产品外贸函电-东南大学19.import and export 进出口20.a catalogue and a price list 商品目录单和价格表外贸函电-东南大学东南大学远程教育第第 十十 讲讲主讲教

24、师：任凤慧主讲教师：任凤慧外贸函电-东南大学Translate the following sentences1.Your firm has been kindly recommended to us by Messrs J.Smith & co., Inc,.in New York, as large importers of furniture 纽约史密司有限公司向我们介绍，贵公司是家具业的主要进口商 外贸函电-东南大学2.We have obtained your name and address through the Bank of China and understood

25、that you would like to establish business relations with us. 我们从中国银行得到贵公司的行名和地址， 并获悉贵公司愿同我们建立业务关系。外贸函电-东南大学3.We have the pleasure of introducing ourselves to you with the hope that we may have an opportunity of cooperating with you in your business extension 我们有幸自荐，盼望能有机会与你们合作，扩大业务。外贸函电-东南大学4.Being

26、specialized in the export of Chinese Art and Craft goods, we express our desire to trade with you in this line 我们专门出口中国工艺品，源与贵方开展这方面业务。外贸函电-东南大学5.你方2001年9月2日来函收到。我们很高兴告诉你，你所要的商品属我公司的经营范围 Your letter of September 2,2001 has been received. We are glad to inform you that the articles required by you fa

27、ll within the scope of our business activities.外贸函电-东南大学6.遵照你方要求，我们正寄上一套布匹剪样。希望这些样品能及时到达，并使你满意。 In compliance with your request, we are sending you a range of cut samples of our cotton piece goods. We hope they will arrive in time and be found to your satisfaction.外贸函电-东南大学7.你方9月4日来函收到。承告你们对肉类罐头有兴趣，

28、并考虑试订。 We have received your letter of September 4 informing us that you find our canned meat satisfactory and that you consider placing a trial order with us.外贸函电-东南大学8.为了使你对我们经营的产品有一个概念，兹附上一整套注有规格和包装的活页说明书。 To give you a general idea of the products we handle we enclose a complete set of leaflets

29、showing specifications and means of packing.外贸函电-东南大学东南大学远程教育第第 十十 一一 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学Write a letterWrite a reply to ABC co. with the following particulars.1.Acknowledge the receipt of their letter of June 27;2.Agree to their proposal of establishing trade relations with you3.Commodity in

30、spection will be handled by the bureau concerned in Shanghai.外贸函电-东南大学Dear sirs, With reference to your letter of June 27,we are glad to learn that you wish to enter into trade relations with us, which also meets our interest. To give you a general idea of our products , we are sending you by air a

31、catalogue showing various products being handled by this corporation with detailed specification外贸函电-东南大学 and means of packing. Quotations and sample will be sent upon receipt of your specific enquiries. As we have not had the pleasure of doing business with you in the past, we would like to inform

32、you that our goods for export are to be inspected by the Shanghai Commodity Inspection Bureau before shipment, and necessary certificates in regard to the quality外贸函电-东南大学 and quantity of the shipment will be provided. We are looking forward to your early reply. Your faithfully.外贸函电-东南大学Unit 4 Enqui

33、ries and RepliesPoints for attention: 1. 询价或询盘是一种询问。按其内容可分为一般询盘（general enquiry)和具体询盘（specific enquiry) 一般询盘是买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等等。具体询盘是买主有做买卖的要求，指定商品要求卖主报盘。外贸函电-东南大学在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚，如价格、装期等等。在回信时，确保对方所询问题都给予了回答。如一买方与卖方初次联系，此买方需先作一自我介绍，如经营范围，所需货物等。如买卖双方是老客户，则询盘信就非常简单了。 外贸函电-东南

34、大学初次询盘信一般包含以下内容：v简单告知如何获得卖方的名址，写一些你方的业务情况。v你地市场需对方经营的货物v 告知对方你所需的信息 外贸函电-东南大学Letter 1Terms of payment: 支付条款Quote :报价 quote sb. a price for sth.Eg: This is the best price I can quote(you) All prices are quoted in US dollars at a special discount of 40% 外贸函电-东南大学Discount : 折扣 quantity discount: 数量折扣 c

35、ash discount： 现金折扣 The highest discount we can allow(give,make,grant)on this article is 10%.外贸函电-东南大学东南大学远程教育第第 十十 二二 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学Place an order with sb.: 向订货 We are glad to place(book) an order with you for 100 tons of Dried Potato Slices(干土豆片）Character: creditRefer to :参阅，查询外贸函电-东南大

36、学Letter 2Place regular orders: 定期订购外贸函电-东南大学Letter 3Selection: 可供选择的东西Stand: 展台Range : （一）系列，（一）种，（一）类 a full range of samples: 一整套样品 a full range of shipping documents:一整套装运单据。外贸函电-东南大学Letter 5Enclosed please find our illustrated catalogues and price-list giving details of CIF Vancouver pricesOn re

37、gular purchases of quantities of not less than 300 of individual items, we would allow a trade discount of 3%外贸函电-东南大学东南大学远程教育第第 十十 三三 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学Letter 7We are in a position to supply you from our wide selection of shirts and blouses which we make for all age groupsAny orders you ma

38、y place with us will have our prompt attention.外贸函电-东南大学Word studyEnquiry Market外贸函电-东南大学Exercises 1. Terms of payment 支付条款 2. Quantity discounts 数量折扣 3. Place regular orders 定期订购外贸函电-东南大学 4. A wide range of 各种各样的 5. On behalf of 代表， 为了的利益 6. Enclosed please find 附上请查收 外贸函电-东南大学 7. Promote the sales

39、 of 促销 8. Profit margin 盈余，利润幅度 9. By separate post 另邮寄 外贸函电-东南大学 10. Be in a position to do sth. 能够做某事 11. Competitive prices 竞争性的价格 12. Financial standing, business capacity and character 资金情况，业务能力和信誉外贸函电-东南大学 13. Selling season 销售季节 14. Supply from stock 现货供应 15. In our favour 以我方为受益人外贸函电-东南大学 16

40、. import licence 进口许可证 17. Proforma Invoice 形式发票 18. L/C at sight 即期信用证 外贸函电-东南大学 19. Quote CIF London 报CIF伦敦价 20. Confirmed ,irrevocable L/C 保兑的，不可撤销的信用证外贸函电-东南大学东南大学远程教育第第 十十 四四 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学III.B: anC: illustratedC: forC: 去掉willC: advertised1. B: to send外贸函电-东南大学7. A: in8. A: on9. D

41、: detailed10.B: enquiring外贸函电-东南大学VI. Translate Since the competition of textiles is very keen in our market, it is necessary that you quote us rock-bottom prices. 由于纺织品在我方市场竞争激烈，你方有必要报最低价。外贸函电-东南大学2. We shall place substantial orders with you provided your new products are excellent in quality and

42、competitive in price. 只要你方产品质量优良，价格有竞争性，我们将向你们大量订购。外贸函电-东南大学3. There is a steady demand here for bicycles of high quality ,as cycling is popular in our country. 由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求。外贸函电-东南大学4. Will you please grant us a special allowance on annual total purchases above USD 20,000? This woul

43、d enable us to maintain the low selling prices that will be an important reason for the growth of our business 外贸函电-东南大学 如果每年总购买量在2万美元以上，请能给予我方特别折扣。这样可使我们保持较低的销售价，这将是我们贸易发展的一个重要因素。外贸函电-东南大学5. In reply to your letter dated March 28, we enclose our latest illustrated catalogue for your reference. 兹复你方

44、3月28日函，我们附上最新的带有插图的目录单，供你方参考。外贸函电-东南大学6. 请报最好的CIF上海价格，注明最早装运期。 Please quote us your best CIF Shanghai prices, stating the earliest date of shipment.外贸函电-东南大学7. 如果你方价格有竞争力，我们愿首次订购1200打，即每种型号各400打。 If your prices are competitive, we are willing to place our first order for 1200 dozen, ie, 400 dozen of

45、 each type外贸函电-东南大学8. 请放心，贵公司给我们的任何订单都将得到我们迅速和仔细的处理 Please rest assured that any orders you may place with us will have our prompt and careful attention.外贸函电-东南大学9. 收到贵公司8月2日询价，得悉你们对我们MP208型号的真空吸尘机感兴趣，现将你们所需的插图目录单和价格表寄给你们外贸函电-东南大学 We have received your enquiry of August 2 and learn of your interest

46、in our Vacuum Cleaners MP208. We are now enclosing our illustrated catalogues and price list you asked for外贸函电-东南大学10. 对于定期购买单项商品数量不少于800打，我们可给予3的折扣，用保兑的、不可撤销的即期信用证付款。 外贸函电-东南大学 On regular purchases in quantities of not less than 800 dozen of individual items, we would allow you a discount of 3%. Pa

47、yment is to be made by confirmed , irrevocable L/C at sight.外贸函电-东南大学Writing Particulars: Messrs. Arthur Grey & Son write to China National Import & Export Corporation, stating that they have an order to supply a hotel with table-cloths. They request samples in handsome designs of medium and

48、 best linen(亚麻）suitable for the purpose.外贸函电-东南大学Unit 5 Quotations, Offers and Counter-offersPoints for Attention: 发盘一般用通函，信件或者答复询价的方法来进行。在答复询价时，可寄送报价单。完整的发盘应包括下列几点： 1. 对询价表示感谢 2. 表明价格，折扣及付款条件的细节 3. 详细说明价格包含的内容（如运费，保费等）外贸函电-东南大学 4. 对交货期或装运期的承诺 5. 报价的有效期 6. 表达希望实盘有效期的表示： 1. Subject to your reply reac

49、hing us by (before) 2. Subject to your reply(acceptance)here within days 外贸函电-东南大学3. This offer is firm(open, valid. Good) for days.虚盘的表示：Without engagement (obligation)Subject to prior sale1. Subject to our final confirmation外贸函电-东南大学拒绝接受发盘的信应包括以下几点：对发盘表示感谢对不能接受表示遗憾如适当可还盘1. 提示一起做生意的其他机会外贸函电-东南大学东南大

50、学远程教育第第 十六讲十六讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学Letter 1We have examined your proposal to place an order for a guaranteed minimum number of our new products in return for a special allowance,but after considering it carefully, we feel it would be better to offer you a special allowance on the following slidi

51、ng scale basis 外贸函电-东南大学Letter 21. We are pleased to make you a special offer, subject to our final confirmation, as follows: 2. Make sb an offer for sth.3. Shipment is to be made in three equal monthly installments beginning from December, 2001. Payment is by L/C at sight.外贸函电-东南大学Letter 3In reply,

52、 we are making you, subject to your reply reaching us by April 15, the following offer:Our colour TV sets are of top quality and reasonable priceTake advantage of : 利用外贸函电-东南大学Letter 4Your prices appear to be on rather high side We will appreciate it very much if you will consider our counter-offer

53、most favourably and fax us your acceptance as soon as possible.外贸函电-东南大学东南大学远程教育第第 十七十七 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学Letter 5In reply to your letter of April 6 requesting a 10% reduction in price, we regret we find it very difficult to comply with.Convince sb.of sth. 使某人确信外贸函电-东南大学Word studyOfferDraft

54、Price外贸函电-东南大学ExercisesTranslate the following 1. In return for 回报 2. Conditions of sales 销售条件外贸函电-东南大学3. Be in receipt of 收到4. Quotation 报价5. As per 按照外贸函电-东南大学6. Annual total purchase 每年总购买量7. Similar products 类似产品8. Make sb.an offer 向某人发盘外贸函电-东南大学9. Assure sb.of sth 使某人确信10. Commission on a slidi

55、ng-scale basis 递加佣金11. Non-firm offer 虚盘外贸函电-东南大学12. Firm offer 实盘13. Subject to our final confirmation 以我方最后确认为准14. The minimum quantity for order 最低起订量外贸函电-东南大学15. A trial order 试订16. After-sales service 售后服务17. Make shipment in three equal monthly 分三个月每月平均装运外贸函电-东南大学18. At buyers option 由买方选择19.

56、Push the sales of new products 推销新产品20. Art. No 货号外贸函电-东南大学东南大学远程教育第第 十八十八 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学III. Must: 去掉Declined: invalidOffer: offeringItem: intemsIn : 去掉At: of外贸函电-东南大学7. As: as per 8. With : at 9. For: to10. Result from : result in外贸函电-东南大学Translate the following sentences我们确认已向电报下列商品实

57、盘，以9月20日前复到有效。 We confirm having cabled you a firm offer for the following goods, subject to your reply reaching us by September 20.外贸函电-东南大学2. 获悉你地市场对核桃有很大需求，兹附上第6868号报价单供参考。 We have learned that there is a good demand for walnuts in your market,and take this opportunity of enclosing our Quotation

58、Sheet No.6868 for your consideration.外贸函电-东南大学东南大学远程教育第第 十九十九 讲讲主讲教师：任凤慧主讲教师：任凤慧外贸函电-东南大学3. 你方6月3日来电要求我们报第33号毯子。现确认我方于6月6日电报向你方报盘如下，该盘不受约束。 In reply to your cable of June 3, which asked us to make an offer for our Blanket No.33, We wish to confirm our cable despatched on June 6 offering you without

59、engagement the following.外贸函电-东南大学4. 你方7月9日来函收悉，谢谢，很遗憾，你方价格偏高，无法成交。 While we thank you for your letter dated July 9, we find it very regrettable to point out that your prices appear to be on the high side and that there is no possibility of business外贸函电-东南大学Writing Write a letter for a curtain mater

60、ial manufacturer, with a quotation enclosed therein, giving favourable comments on the goods offered and recommending their clients acceptance.外贸函电-东南大学Dear sirs, We thank you for your enquiry of 30th November and enclose our quotation for curtain materials. We have made a good selection of patterns and sent them