词汇、函电内容要点及重点句型

Unit1LayoutofBusinessLetter1.商业套话businessjargon2.信头letterhead3.日期date4.信内公司名和地址Insidenameandaddress5.称呼Salutation6.正文Message7.缩进式Indentedstyle8.齐左式Blockedstyle9.表敬意的结尾Thecomplimentaryclose10.标题行Subjectline11.抄送CarboncopyUnit2EstablishingBusinessRelations1.商会Chamberofcommerce2.中国商会ChinaChamberofCommerce3.国际商会InternationalChamberofCommerce4.商务参赞处CommercialCounsellor’sOffice5.中国驻美大使馆商务参赞处CommercialCounsellor’sOfficeofChineseEmbassyintheUnitedStates6.美国驻华大使馆商务参赞处CommercialCounsellor’sOfficeofAmericanEmbassyinChina7.贸促会CCPIT=ChinaCouncilforthePromotionofInternationalTrade8.专营Specializein9.建立业务关系Establishbusinessrelations10.享有良好声誉Enjoyagoodreputation11.工艺品、礼品和纪念品Artsandcrafts,giftsandsouvenirs12.详细的规格Detailedspecifications13.包装方式Meansofpacking14.具体询盘Specificinquiries/concreteenquiries15.业务状况Businessstatus16.业务范围Businessscope17.在我方的业务范围Fallwithinourbusinessscope18.可供出口Availableforexport19.供你方参考Foryourreference20.剪样册Sample-cuttingbooklet21.小册子Booklet/leaflet22.样品Sample23.价目表Pricelist24.报价单Quotationsheet25.最新的附图目录Latestillustratedcatalogue26.为了使你们对我们的产品有一个总的概念，随信附上最新目录。Togiveyouageneralideaofourproducts,weencloseourlatestcatalogue.27.商务参赞CommercialAttaché28.商行Businesshouse29.贸易名录Tradedirectory30.求购，预购Inthemarketfor31.新产品Newline32.有现货供应Availablefromstock建交函的写作要点：informationsource信息来源；yourintention写作目的self-introductionofyourfirmandintroductionofyourproducts企业概况，产品介绍注：切记长篇大论，突出优势亮点Exporter:encloseacatalogue,apricelist.发目录必不可少Imported：Requestforcatalogues,samplesexpectanearlyreply建交函的重点句型：WehaveyournameandaddressfromXXXandlearnthat…我们从XXX得到您的姓名及地址并得知…WelearnfromXXXthat…我们从XXX得知…Throughthecourtesy(=introduction)ofXXX,welearnthat…经由XXX介绍，我们得知（×）Yourcompanyhasbeenintroduced/recommendedtousbyCitiBank,NewYorkBranchasbuyersofChinesesewingmachines.我们从花旗银行纽约分行得知你公司欲购缝纫机。Weintroduceourselvesas…Unit3StatusEnquiry坏账Baddebt资信证明人Creditreference银行资信证明人/银行征信Bankreference同业资信证明人/同业征信Tradereference财务状况Financialstanding贸易付款记录Tradepaymentrecord违约记录Recordofdefault*你方为我方提供的任何信息将会被严格保密，并且你方不负任何责任。Anyinformationyoumayobtainforuswillbetreatedasstrictlyconfidentialandwithoutanyresponsibilityonyourpart,在你地Atyourend信誉情况Creditstanding/status资信调查函的写作要点：Who&Why（reasonsfortheenquiry）What(informationrequires)Expressyourappreciationandyourassuranceoftreatingtheinformationasstrictlyconfidential.Unit4EnquiriesandReplies询盘Enquiry发盘/报盘Offer还盘Counteroffer接受Acceptance一般/总体询盘Generalenquiry具体询盘Specificenquiry向某人下订单求购Placeanorderwithsb,forsth,*请报贵公司…（商品）…（贸易术语）最优惠价，…月装运，采用…付款方式Pleasequoteusyourbestpriceforsth.onXXX.,shipmentbefore…,paymentby…具体询盘的写作要点：Expressthanksforthecatalogue/leafletthathasbeensenttoyou.Statethespecificitemsyouareinterestedin,invitethesellertomakeanofferStatethepossibilityofplacinganorder.Unit5Offer报盘人/发盘人Offerer受盘人Offeree品名Nameofcommodity达成交易Concludebusiness回复性发盘Responsiveoffer主动发盘Voluntaryoffer实盘Firmoffer虚盘Non-firmoffer本报盘仅供参考。Thisofferisforreferenceonly.我方的报盘可随时更改，不再另行通知。Ourofferissubjecttochangewithoutnotice.本报盘以你方在本月底前复到有效。Thisofferissubjecttoyourreplyreachingusbeforetheendofthismonth.本报盘以我方的最终确认为准。Thisofferissubjecttoourfinalconfirmation.本报盘以货物未售为准。Thisofferissubjecttothegoodsbeingunsold.本报盘十天内有效。Thisofferisvalid/open/good/firmholdsgoodfor10days.本盘我方有权先售。Ourofferissubjecttopriorsale,续订单Repeatorders发盘信（回复性发盘）的主要内容：ThanksfortheenquiryDetailsoftheofferNatureoftheofferPersuasivesentences（可省略）Expectations报盘引导句句型：根据你方的要求，现报盘如下Inreplytoyourenquiry/Basedonyourrequirement/Atyourrequest,wenowofferasfollows.我方很高兴报价如下Wearepleasedtomakeanofferasfollows/Wetakepleasureinofferingyouasfollows/WehavepleasureinmakingyouanofferasfollowsUnit6Counter-offer还盘函的写作要点Beginyourletterbyexpressingyourthanksfortheoffer.Tellthereaderwhattermsofofferyouarehappywith.（根据实际情况可省略）Indicatewhattermsareunacceptableandexplainwhy.Trytopersuadethereaderwithfacts.Tellthereaderwhattodo.Suggesthowthedealcouldbeconcluded.Endyourcounter-offerletterspositively.Expressyourhopeforafavorablereply.还价信重点句型开头：Thankyouforyourofferfor…,wehaveconsideredyourpriceverycarefully.What:Inreply,wewishtosaythatallothertermsareacceptableexceptthatyourpriceisonthehighside.价格高的几种表达法：偏高：Thepriceappearsonthehighside.太高了以致于我方无法接受：Thepriceistoohightobeacceptable.太高了以致于无法交易：Thepriceistoohightoconcludeadeal.Why:你方的价格：脱离我处的现行市场行情：Yourpriceisoutoflinewithcurrentmarketprice.与其他供货商的价格相比偏高：Yourpriceappearsonthehighsideascomparedwiththoseofothersuppliers.比日本货高出10%：Yourpriceis10%higherthoseofJapanese-made.比上次交易高出5%：Yourpriceis15%higherthanthatoflastdeal.按此价格很难说服我方客户购买你方产品：Atthisprice,itisdifficultforustopersuadeourclientstobuyyourproducts.按此价格我们很难推销你的产品：Atthisprice,itisdifficultforustopromoteyourgoods.接受你方价格对我们来说是巨大的损失，更不要说利润了：Toacceptyourpricewouldmeanaheavylosstous,nottospeakofprofit.Unit7Placingordersandsigningcontracts印旧订单格式Printedorderform印旧回执Printedacknowledgement主要营业地址Principalbusinessaddress书面/口头合同Written/oralcontract销售合同Salescontract销售确认书Salesconfirmation购货合同Purchasecontract会签Counter-signature缮制合同PrepareS/C确认/接受/履行/取消订单Confirm/book/carryout/cancelorder试订单/续订单/首次订单/过期订单Trial/repeat/initial/backorder第BP-103销售确认书SalesConfirmationNo.我公司第GA-237发票OurInvoiceNo.GA-237销售合同Salescontract一式两份/一式三份Induplicate/triplicate请寄回一份以便我方存档。Pleasesignandreturnonecopyforfile.以……为受益人Inone’sfavor/infavorofsb.以卖方为受益人的信用证L/Cinfavoroftheseller相关的信用证RelevantL/C严格相符Strictlyconformed成交函的写法确认订单寄送销售确认书我方关心的事对方关心的事希望合作愉快Unit8TermsofPayment一、催证函的内容要点1. 信用证特定化（点名合同号）what2. 现状why1)货物备妥待运2)船期临近3)信用证延迟开到3. 解决方案二、改证函内容要点：第一段：感谢对方的来证ThankyouforyourL/CNo.VA001issuedbytheStandardCharterBank,Liverpool,whichreachedusyesterday.第二段：列明不符点，并说明如何修改仔细审核信用证后，我们发现信用证有些条款与合同条款不符，现将不符点罗列如下：OngoingthroughtheL/C,wehavefoundsomeclauseswhichdonotconformtothoseofS/C.Wenowlistthediscrepanciesasfollows.罗列不符点句式：Shouldbe…not…Shouldbe…insteadof…Pleasedeletetheclause“…”Addthewording“…”Inserttheword“…”before…Amend…to…Extend…to…第三段：希望信用证修改书早日开到（时限），以便按时发货请相应修改信用证，并将信用证修改书早日开到，以便我方及时发货。PleaseamendtheL/Ccorrespondently/accordinglyandletushaveyourL/Camendmentatanearlydatesothatwecaneffectshipmentintime.Unit9Packing内包装Innerpacking外包装Outerpacking中性包装Neutralpacking指定包装Designatedpacking装箱单Packinglist适合海运的出口包装Seaworthyexportpacking运输标志（唛头）Shippingmarks收货人的首字母缩写Initialsabbreviation指示性标志Indicativemarks警告性标志Warningmarks运输包装种类纸板箱Carton瓦楞纸板箱Corrugatedcarton木箱Woodencase柳条箱/板条箱Crate琵琶桶Barrel铁皮圆桶Irondrum铁罐Can货盘/托盘Pallet麻袋Gunnybags塑料袋Plasticbags/polythenebag大袋、麻布袋Sack布袋Clothbag纸袋Paperbag木盒Woodenbox硬纸盒Cardboardbox茶盒Teabox内衬防水纸Belinedwithwaterproofpaper内衬塑料泡沫Belinedwithplasticfoam外用金属带加固Besecuredbymetalstraps外用塑料带加固Besecuredbyplasticstrops填充料Fillingmaterial使……完全满意Turnouttothefullsatisfactionofsb.粗暴搬运Roughhandling标题项下的合同Captionedcontract一、包装函要点确认收到对方的函电，指出包装条款不够清楚原包装条款及其问题新包装条款及其原因结尾二、包装方式表达法从小包装到大包装（由内而外）1)单件物品使用的包装用in2)若干件相同物品装到另一较大容器用to例：OurSocksarepackedeachpairinapolybag,12pairstoabox,and60boxestoacarton,2000cartonsinanFCLcontainer.从大包装到小包装最外一层包装用in，使用如下句式：in……containing……each例句：我公司的男式衬衫用木箱包装，每箱10打。OurMen’sShirtsarepackedinwoodencasescontaining10dozeneach.Unit10InsuranceCover/effectinsuranceon+货物for+保额against+险别with+保险公司asper+保险条款例句：Wehavecoveredinsuranceonthe400caseofMedicalInstrumentsfor110%oftheinvoicevalueagainstAllRiskswithPICCasperChinaInsuranceClausesUnit11shipment一、催装函SpecifytheS/Candmentionitstermsofshipment.合同及货物特定化StatethecurrentsituationSuggestions1)Dispatchthegoodsbyair2)Buyerssendtheirvesseltopickupthegoods3)Stipulateatimelimit4)Cancelthecontractandreservetherightstolodgeclaims二、装船通知通知对方货已装船发运S/CN0.Nameofthevessel,voyageNo.ETD(=expectedtimeofdispatch预计离港时间),ETA（预计到达时间）Sendingshippingdocuments寄送费运输单据Expectations希望货物能及时抵达并使对方满意重点句型：1.资信调查函你方为我方提供的任何信息将会被严格保密，并且你方不负任何责任。 Anyinformationyoumayobtainforuswillbetreatedasstrictlyconfidentialandwithoutanyresponsibilityonyourpart,温哥华史密斯公司写信给我们，要求做我公司在加拿大的工艺品代理。他们向我们公司提供了贵司作为其资信证明人，故特致函贵公司，望能告知该公司的营销能力及其在你地的信誉情况。MessrsSmithCo.havewrittentousthattheywishtoactasouragentforartsandcraftsinCanada.Theyhavelistedyourcompanyastheircreditreference,sowearewritingtoenquireabouttheirmarketingabilityandcreditstatus/standingatyourend.2.询盘句式：请报贵公司…（商品）…（贸易术语）最优惠价，…月装运，采用…付款方式Pleasequoteusyourbestpriceforsth.onXXX.,shipmentbefore…,paymentby…1)请报贵公司“D.D”系列女士外套100打，中号，每件成本加运保费到科威特最优惠价，11月装运，采用即期信用证付款方式。Pleasequoteusyourbestpricefor100dozenD.DrangeWomen’sCoatsinmediumsizeonCIFKuwait,shipmentbeforeNovember,paymentbysightL/C.2)敬启者：我方从贵方8月10日的邮件中获悉，作为计算机制造商，贵方希望与我方建立直接的贸易关系。这正好与我方愿望相同。事实上，你们最近在九八投洽会上展示的手提式电脑已给我方留下了深刻印象。我们已仔细研究了贵方产品目录，目前我方有意购买PH-88型手提式电脑。请报成本加运费至厦门最低价，包括我方2%佣金。至于付款条件，希望贵方能接受付款交单（D/P）方式。如果贵方产品的价格比其他供应商优惠的话且能保证11月装运的话，我们的订货量将达到2000台。DearSirs,WelearnfromyourmailofAugust10ththatyouareacomputermanufacturerandwishtoestablishtraderelationswithus.Thiscoincideswithus.Infact,yourlaptopsdisplayedonCIFIThavegivenusdeepimpression.Afterstudyingyourleaflet,wewishtobuyyourLaptopsModelNo.PH-88.PleasequoteusyourbestpriceonCFRC2Xiamen.Astothetermsofpayment,wehopeyoucouldacceptD/P.IfyourpriceisfavorableandyoucanensureNovembershipment,ourordermayreach2000sets.BestRegards3.报盘1)实盘/虚盘本报盘仅供参考，我方有权先售。Thisofferisforreferenceonly,andsubjecttoourpriorsale我方的报盘可随时改变，不再另行通知。Ourofferissubjecttochangewithoutnotice.本报盘以你方在本月底前复到有效。Thisofferissubjecttoyourreplyreachingusbeforetheendofthemonth.本报盘以我方的最终确认为准。Thisofferissubjecttoourfinalconfirmation.我方的报盘以货物未售为准。Ourofferissubjecttothegoodsbeingunsold.本报盘十天内有效。Thisofferisvalid/open/goodfor10days.2）单句式报盘法报盘的顺序：数量+品名+单价+船期+付款方式今报上1.5英寸铁钉20公吨，每公吨500美元成本加运费到长崎价，6月/7月装运，采用付款交单方式结算。上述报价以你方在5月10日前复到有效。Wenowofferyoufor20M/TIronNailof1.5inchatUSD500perM/TCFRNagasaki,forshipmentduringJune/July,paymentbyD/P.TheaboveofferissubjecttoyourreplyreachingusbeforeMay10th.4.我方已接受你方85号订单订购货号1002号印花布十万码。请告知颜色搭配并按合同规定的条款开立以我方受益人的有关信用证。WehavebookedyourorderNo.85for100,000yardsofPrintedShirtingArt.No.1002.PleaseinformusofthecolorassortmentandopentherelevantL/Cinourfavor.5.催证函请注意第268合约项下的800辆自行车备妥待运已久，但至今我们尚未收到你们的有关信用证。请速开来，以便装运。Pleasenotethat800setsofbicyclesunderS/CNo.268havebeenreadyforshipmentforquitesometime,howeversofarwehavenotreceivedyourrelevantL/C.PleaseopenitASAPsothatwemayeffectshipment.由于你方没有及时开立有关第1033号售货确认书的信用证，我们不得不撤消这份确认书，并要你方负担由此而产生的一切费用。AsyoufailtoopentheL/CunderSalesConfirmationNo.1033,wehavetocancelthisconfirmationandaskyoutobearallthelossesthuscaused.我们想指出，我方第112号销售确认书（你方4831号订单）项下的货物备妥待运已久，我们一直在等候你方的信用证，可是很遗憾，我们既没有收到该信用证也没有从你处听到有关这方面的任何消息。请见信后即告你方在开立信用证上究竟有何困难。WewishtopointoutthatthegoodsunderSalesConfirmationNo.112(yourorderNo.4831)havebeenreadyforshipmentforquitesometimeandwehavebeenwaitingforyouL/C.HowevertoourregretwehaveneitherreceivedyourL/C,nordoweheardanythingaboutitfromyou.PleaseletusknowifyouhaveanydifficultiesinopeningtheL/Cuponthereceiptoftheletter.6改证函罗列不符点句式：Shouldbe…not…Shouldbe…insteadof…Pleasedeletetheclause“…”Addthewording“…”Inserttheword“…”before…Amend…to…Extend…to…我公司已收到9876号信用证，发现有下列不符之处。请你们告知银行进行必要的修改。WehavereceivedyourL/CNo.9856andfoundthefollowingdiscrepancies.Pleaseinformyourbanktomakerelevantamendment.经检查，我们发现你们的信用证金额不足。请将单价金额由123美元加到125美元，总金额加到23440美元。OncheckingtheL/C,wefindthatyourL/Camountisnotsufficient.PleaseincreasetheunitpricefromUSD123toUSD125,andthetotalamounttoUSD23,440.请修改890号信用证，使之成为“本信用证于1999年6月30日在中国失效”。PleaseamendtheL/CNo.890toread“ThisL/CexpiresinChinaonJune30,1996.”请在信用证说划去“银行佣金和手续费由受益人负担”条款，因为该费用应由买方负担。Pleasedeletetheclause“Bankcommissionsandcharges(are)tobebornebythebeneficiary”sincethesefeesareforbuyer’saccounts.请修改4567号信用证，在数量和金额条款中加上“短溢5%”字样。PleaseamendtheL/CNo.4567andaddthewording“5%moreorless”intheclausesofquantityandamounts.请延展信用证装运期至A及有效期至B以便使我方安排装运该货。PleaseextenddateofshipmentandvaliditytoAandBrespectively.7.包装A从小包装到大包装（由内而外）1)单件物品使用的包装用in2)